I was invited recently to a corporate sponsored (this is important) golf outing as a guest for the social only, clearly being expected to play to my strengths! My short game is somewhat longer than it should be.
As I waited at the bar in the club house for my host, I observed the players coming off the course and circulating. Here are two almost verbatim accounts of conversations between 2 pairs of golfers I overheard at the 19th hole:
Maria : Hi I’m Maria J. Pleased to meet you. Are you a member here?
Jane: Jane P. Yes I’ve been a member for 10 years Which club do you belong to?
Maria: Sunny Golf Club, I joined in 2000.
Jane: That’s a nice course too. I did look at it when I first started playing but the traffic is really bad on the A123 especially on a Friday. Where are you driving from?
Maria: Well, I work on Business Street Brussels but live in Very Nice Suburb. On weekends it’s only 20 minutes.
Jane: Very Nice Suburb? That’s a great area. But quite far from Business Street.
Maria: I know – the kids go to X School and we wanted to be close to there. Even now I feel as if I spend my entire life in the car! Do you have kids? (in response to nod) Where do they go to school?
Jane : They’re only in the local primary school – but I still spend too much time in traffic!
(Conversation continued about best school runs, school curricula, summer programmes …)
Tom: Tom X. Pleased to meet you.
Joe: Joe Y… likewise. How did you get on today? Great course –I haven’t played here for years
Tom – 10 over. More bogies than birdies as they say. You?
Joe : Played to my handicap.
Tom : What are you at?
Joe: 22 and you?
Tom: 16, just dropped last year. Where do you play?
Joe : Sunny Golf Club – been a member for 10 years.
Tom: Good course. Played there with Peter X of Better Products last summer. He smashed that 9th hole the one with the dog-leg to the green. Do you know him?
Joe: That’s true the 9th is tough–I know Pete X well – we should play together sometime. Let’s set something up in maybe in October? We have a roll-up competition. ( Pulls card out of wallet)
(Conversation continued about business and golf courses, people they had in common and game set up.)
I recounted this story to lunch buddy Silvana Delatte who challenged me to create a networking strategy acronym to give women a framework for strategic networking.
I came up with B.A.S.I.C.
#B = Wear your business hat first at a professional and corporate event. Be strategic and inquisitive professionally. Identify some business basics and have networking goals! It’s OK!
#A = Assess the situation. Ask Socratic questions (who, what, where, why and how?) to find out more about the person. Ask for their card and contact details. Give yours. Avoid Mumspeak and private over sharing too early in this conversation. At a school parents’ evening it would be different. Talking about your children can actually upset women without children. It also dilutes a woman’s professional presence.
#S = Synergy what and who do you have in common? Be strategic! Suggest connecting on an online platform. You are then connected not just to them but are also able to tap into their networks.
#I = show interest and interact professionally as well as personally. Implement your strategy.
#C = Now is the time to Chat and Create relationships. People do business with individuals they like and trust. This is where women excel, social beings that we are.
Research by Monica Stallings of The Wharton School, suggests that both men and women show a preference for multi-plex networking, that is, they network with people they like and trust. But it’s men’s willingness to be more instrumental and strategic, that puts them ahead of the networking game. We all wear many hats in our daily lives. We wouldn’t wear a fascinator to the office or a business suit to the gym. Leaving our parenting hat in the cupboard at a corporate event is no different, until it’s an appropriate time to share.
Neither Jane or Maria brought cards to the event. Jane’s company shortly afterwards announced major cuts in the workforce. Maria is the HR Director of a company in a loosely related sector. Would being aware of each others’ professional identities have made a difference? They’ll never know!
What acronym can you create to prompt women (and men) to become more effective networkers?
Author: Dorothy Dalton – Co-Founder of 3Plus International www.3plusinternation.com