Becoming a power networker – Best Practices from Hank Dearden of Capital Cabal
December 22, 2008 :: Steve FisherThe Capital Cabal is the brainchild of Hank Dearden. Hank has been active in Washington, D.C.’s Internet and New Media scene since 1994, and enjoys producing networking events and professional seminars. The focus is typically, but not always, on Internet commerce and communications technology, how it is being used, and its effect on business, government and society at large.
For his day job, Hank is founder and Director of 3D Technologies Ltd., a sales, marketing and Internet advertising consulting firm in the Washington, DC area. We wrap up this interview and get some great tips on networking from the master.
Hank on Networking in General
Steve: After the networking event, how do you stay in connect with the people you met? Do you have a particular process that is separate from naming specific types of tools?
Hank: My central tool is my ACT! contacts relationship management (CRM) system, where all data is entered, contacts are grouped and follow-up action items are scheduled and tracked. Anyone who does not have and actively use some kind of CRM is utterly missing the point of business. Contacts are everything, and there are too many low-cost and highly capable systems out there for anyone to plead poverty. And I do not consider Outlook a CRM.
Steve: To close our interview I would like to get a “Top 5” from you. Since every one needs to network and very few do it well, what are the Top 5 things you would recommend people looking to polish their approach and follow-up?
Hank: First off, thanks so much for the opportunity to contribute my thoughts and for creating this blog. Your attention is much appreciated!
As for the “top five”, not sure of the order but here are some that come quickly to mind:
1.) Be clear what you want before walking in the door, but be ready to react to other possibilities as they arise;
2.) Bring plenty of business cards. If you are “between” then make sure that your cards are simple but professional. Also, remember that the difference between being “unemployed” and “self-employed” is the spelling, so spend a little money on GoDaddy and snag your own domain;
3.) Come with the idea that you will do at least one person a favor, i.e. come with the attitude that you will contribute to the event rather than take something from it. You’ll be astounded how quickly good deeds come back with many-fold and unexpected benefits. This is the *number one* attitude adjustment advice that I offer to anyone;
4.) Drink in moderation, dress modestly but professionally, and do constant breath-checks with people you trust. Don’t forget – you’re only as good as your presentation;
5.) Constructive feedback and suggestions to the organizers is actually hugely appreciated, whiney complaints are not. Make sure you know the difference. =)
I want to thank Hank for the time to sit down with me and if you missed the previous parts of this interview you can find them here:
Part 1- Hank Dearden on Networking in the DC Metro Area
Part 2- Hank Dearden on Entrepreneurship
Part 3- Hank Dearden on Creating Great Events
Part 4- Hank Dearden on Creating Great Events (continued)
Comments are moderated and will appear shortly. See terms.
