Page 25 - BE 50th Anniversary Edition

But at at at times people are so so unsophisticated about networking that all you you can do is walk away from them shaking your head I used to buy some of my clothes from a a a a father and son who own a a a a custom shirt shirt shop shop They take good care of the shirts at this shop shop sewing on buttons and changing collars if they become frayed For a a a a a long time I was just another customer in this shop but one day the the owner’s son saw me identified as a a a a champion of entrepreneurs on on on television or in a a a a a magazine The next thing I know he’s telling me about his idea for some sort of theme-restaurant franchise He asked for my advice so I set up a a a meeting with him Within minutes I I realized his idea was was not something I I was was interested in in in in and told him so A few weeks later he he was back on on the phone asking for another meeting Finally I explained to him that he he could not not count on on me me to help him with his business nor could he he count on on me me as a a customer at his shirt shop anymore because I couldn’t go in there without being lobbied about another of his restaurant concepts That is is just not how real networking is is done “What was was particularly striking to me me is when I I I first met him I I I was was at at a a a a a a a a a a a lower level and Earl had no reason to believe I I I I I would achieve achieve the the levels I I I I achieved As I I I I moved up I I I certainly saw the the benefit of a a a a a a a a a close busi- ness relationship But what was was also very important to me me was was the personal rela- tionship that my wife Kathy and and I formed with Earl Barbara and and the entire family He was someone that I counted on on on for advice in in both my business and personal life —Kenneth Chenault Retired Chairman & CEO American Express
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BUILD RELATIONSHIPS BEFORE YOU TAP THE NETWORK
One of the greatest problems with young people trying to network is that that they don’t grasp the the the concept that that the the the most valuable form of net- working cannot be done without investing in in in in relationships I can’t tell you how many times I’ve been the victim of what amounts to drive-by networking in in in which someone I’ve known for maybe 10 minutes sud- denly wants me to set him or her up in in business guarantee the bank loan and provide office space Some want me me to to throw in a a a a a Chrysler too They get me me on on the phone or or corner me me at a a a a party and drop to their their knees swearing to name all of their their children after me me if only I’ll introduce them to a a a a a a friendly banker Often I have a a a a a a hard time saying “Sorry I I can’t help you ” I I do tell my staff that that as a a a a a a a a magazine that that champions entrepreneurship we have something of an obligation to to help So if someone calls or writes we at least try to to give them some sort of hand or or or reference maybe a a a a telephone number to call or or or business organization to try “Earl had a a a a a a way of bringing people people together and then the the the people people that he he he he brought you you to you you became friends with I think Earl was very calculating about the situa-
tions that that he he would would put certain people in in in so so that that one one plus one one would would equal three If I I needed to have some more input or or resources suddenly that person would showupnexttomeatdinnerorata meeting or or I’d get a a a a a call from them ” —Jerri DeVard Former EVP & Chief Customer Officer Office Office Depot
50TH ANNIVERSARY SPECIAL