The Business of Entertaining

Conducting business in conjunction with a social activity can be a great way to network and build rapport. These events typically coincide with a meal; they can be anything from a breakfast, lunch or dinner with just a few people to a much larger function.
I also like to adhere to the following rules when attending a business function:
• Always arrive on time or within 15 minutes of the start of the event.
• Locate your host, and when possible, say hello and thank them for the invitation.
• Do not to take phone calls during a meal or an event.
• Always wear nametags at the right shoulder.
• Never arrive to a buffet or cocktail reception when you are starving. If you are, make a plate and eat quickly before getting a drink. It is always easier to navigate without a drink and a plate in your hand.
• Do not stand at the buffet table and graze. Use cocktail napkins when eating, and carry one with your drink so you are not shaking hands with a wet hand. If you are juggling food and a drink and are being introduced or have a mouthful, it is appropriate to nod your head and smile.
• If the event is a seated dinner, do not rearrange place cards for your own reasons. If seating is open, ask someone already seated if you may join that table.
• Always write a thank you note, especially if your guest is a potential business client.
Look at these events as an opportunity to polish your networking skills. Avoid potential hot topics, be a good listener and come prepared with some safe subjects that you can use as conversation starters.
Remember that the goal of these events is to expand your horizons and get to know new contacts. How you approach business entertaining, whether as a guest or a host, is so important, and in today’s competitive business climate, a ‘business as usual’ approach simply does not suffice. If you can excel at this, it will surely get you noticed by potential customers and higher ranking individuals in your own organization. I guarantee it.

firstPRO hosts Inaugural Diversity Breakfast

Today we hosted our Inaugural Diversity Breakfast at the Ritz-Carlton in Buckhead. I hosted the program along with Rosemary Jones, Director of Supplier Diversity at Turner Broadcasting. We were also thrilled to have special guest speaker Nadia Bilchik, President of Greater Impact Communication.

Key industry leaders from many of Atlanta’s top companies like Delta Airlines, Cox Enterprises, Coca Cola Enterprises and Turner Broadcasting attended the roundtable event.

I'm excited to make this Diversity Breakfast a quarterly event. It was a wonderful opportunity for some very influential business leaders to share their insights. I look forward to hosting the next one in February.

E-Manners...The Rules of Contemporary Email Etiquette

I have a love hate relationship with email. I love the flexibility that it gives us to do business at all hours of the day, but I hate how impersonal, uninteresting and intangible it is. Today it is used for just about all business correspondence from hiring to firing, and while this is simply a sign of the times, I believe there is such a thing as proper email etiquette.

At firstPRO, we used to send follow-up letters after meeting with a strong candidate or prospective client. Today, however, that follow-up is typically done via email because we have found that the immediacy is convenient and expected in the business world. We send Offer letters for our staff hires via email as well, but we always send a hard copy on company letterhead by traditional postal mail too.

With all of that said, it is certainly a wonderful thing to be able to communicate and take care of business at all hours of the day or night and at your convenience. Voicemail has become so tedious, and waiting for the completion of the message or the next instruction gets old fast. Email allows you to be specific and include any number of additional attachments, thus eliminating the need for a fax machine. I am certain it is here to stay, but coupled with a gracious and proper approach, I believe that email can be an asset to anyone who uses it.

The Art of the Conversation

So many young people today have grown up in a world where conversation comes second to a condensed version of the written word. Through text messaging and emailing, many people today have lost the ability to facilitate a conversation. But I believe that this is the first step to beginning a relationship, especially in the development of any business transaction.

One of the most important skills any professional can have is the ability to make introductions. I like to say a thing or two about the person I’m introducing, especially if it is something that may quickly explain their position, affiliation or association to me or the group. In social situations, I will usually direct the conversation toward areas that the two being introduced could have in common. It is a great way for further conversation to be initiated on their part, and after a few minutes, you can excuse yourself and leave them alone.

In a business setting, conversation needs to be kept light and interactive. Remember that this is not an opportunity to lecture or preach. The best way to initiate good conversation is to ask questions to find a common ground. In these situations, I remember to do the following:
• Smile, listen be interested and in the moment.
• Avoid giving inappropriate background information about yourself and asking questions that are too personal.
• Listen to the individual’s answers and respond accordingly.
• Don’t be too opinionated or judgmental.
Today I will tell anyone on my staff at firstPRO that the art of conversation is an invaluable skill to have. When you know what makes a person tick, you can initiate any business relationship. You can naturally draw others less confident into the conversation, and you can assist them in navigating the social scene. You may even be included in invitations you might not receive otherwise.

After many years in sales, I have worked hard to find common ground with every prospect or client. There were times I had to work extra hard to find that common ground, but I learned that you can always find it. Your ability to facilitate a proper conversation might just be the first step in landing your next big deal.