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Rule #1: It is not to make sales to the people you meet.

Now that I’ve stated the obvious, let’s move on to the more nuanced issue of setting networking objectives.

There are many approaches to networking – almost as many as there are people out there. Perhaps you are aiming to raise awareness of a cause or initiative; perhaps you seek to make friends in a new town; maybe you hope to build a reputation for yourself (a good kind). The problem is that a good portion of people out there have not articulated their objective so they are wasting good time and money.

Rule #2: Declare your networking objective, and don’t keep it a secret.

There’s no need to be like a sledgehammer about it, but if you casually drop into conversation that you want to raise people’s opinions of travelling mimes, for example, then your correspondents can figure out how to file their meeting with you in their mind (and can account for the white facepaint). Better yet, by declaring your intentions, you open the door for people to help you with advice and introductions.

Rule #3: Every introduction is gold (almost).

When people truly know your objective, the introductions you get will be more relevant. More importantly, every introduction is a sign that the go-between has taken the time to think of you and try to help you. Thank them accordingly and either repay the favour or pay it forward.

Victoria has some of the awesomest networkers – we are a small town but very supportive. Thank you to all you connectors out there who have helped me “land” back in my hometown! I’m honoured to be a part of this community.

‘Tis the night before Christmas,
and at the Low house,
I’ve been very busy
With keyboard and mouse.

Today I’m making turkey dinner for 5 (and pre-dinner cocktails for 9) and tomorrow we’re doing a Provencal dinner for 9. My approach to turkey dinners has always amused my family because, you see, I’m a planning sort of gal. So my first step in creating a turkey dinner is not to bring out the roasting pan but rather, to boot up Excel and plan out my every move for the day.

In case you’re facing your own turkey armageddon tomorrow, I’d like to share (in the spirit of the holidays) my #1 secret weapon for a happy holiday meal: my Turkey Dinner GANTT chart!

Insert your own side dishes, etc. as you see fit… and have a wonderful time!

Christmas Eve GANTT chart

Understanding your target market is absolutely crucial to making sales, and that boils down to knowing the unwritten rules that your client is playing by when you start talking to them about business. Every industry has some of its own unwritten rules, and the farther away from government you get, the thinner the written rulebook becomes. Every business community has some of its own unwritten rules which take a while to learn when you move into a new market.

Here are some unwritten rules I’ve heard of that I think might be among the “modus operandi” of the Victoria small business community. They’re not all good or bad. I’d love to hear what you think about some of these rules: do they have a good or bad effect? Do you believe they’re common in Victoria or not? If you’re from elsewhere, do you have these or other rules operating under the surface in your business community?

• Only do business with customers – that is, when you need to buy something, look to source it from somebody who already buys things from you. Good rule/bad rule?
• Always bargain for a better deal – never take the first price you’re offered. Good rule/bad rule?
• The starting budget is always zero when somebody wants to sell you something.
• Don’t tell somebody “no” right up front – keep your options open. (I’ve heard from a few newcomers to Victoria who find that decisions seem to take forever in this town, and not just in government!)
• Help new people figure out who is who, where to go to meet people, how to network, etc.
• The longer you’ve lived in Victoria, the more you “belong” or the more you seem to be trusted. (Is this really out there or am I just imagining it?)
• If you refer business to somebody, you should/can expect they’ll refer back to you at some later date. (Not sure on this one)

It’s worth reflecting on these and other unwritten rules to examine how these assumptions impact your business practices. Do they tie you down or free you up?

What other unwritten rules of business come to mind for you?

I was trying to type “dealing” with change but my little motorola keyboard input something else. This is an autocorrect mistake I can live with.

Just got off the phone with a client who has been dueling with lots of change this autumn. He has two new senior employees and a large stock of changes he has still to make in the company to keep his clients happy. This is the right moment for him to use an objective third party as a facilitator for the team. I will be helping them put together an action plan compiling and reconciling the myriad of projects on their plate for 2011.

This company has 20 employees, many of them telecommuters. When a company gets to this size it becomes a challenge to manage, because there isn’t enough scale or money to really have “middle management” but the coordination tasks become daunting. This is the sort of situation where my services have a big positive impact. And it just so happens that I ADORE working with clients like these!

This came today in an email from my aunt-in-law, a very wise and loving woman:

Reflect on this pathway for meaningful growth:

DISCIPLINE – To create change in our lives, we need to consistently focus on what we want.

DETACHMENT – Practice the art of detached observation. Let go of automatic defenses and patterns.

DISCERNMENT – Seek to discern the lower from the higher. What is self-serving and what is soul-inspired? Discernment carries no judgment. There are no goods and bads. Remain as a detached witness.

DHARMA – This is an East Indian word meaning “living your unique purpose.” How do you find meaning and fulfillment in ways that are natural to you? How do you best serve and contribute to the world?