Work the room to your benefit

15 May 2007 16:23  [Source: ICIS news]

Social events connected with the chemical business are great occasions to network and build contacts. They will help you to advance your professional and personal aims, but be careful not to waste these opportunities, warns Scott Beagrie.

Knowing how to work a room skilfully will ensure you maximise any opportunities to build relationships and meet new people who can assist you with your career success. It will also help you to relax, stay in control and also enjoy the event.

But, occasions like these can be intimidating and you can end up spending too much time talking to the same group of people.

Where do I start?

For each event, formulate a plan before you go. Jot down any specific objectives you want to achieve to help maintain your focus. Think about your own introduction and what your opening line might be. If there are any specific individuals you want to hook up with, find out if they are attending and know what you want to ask them. Check out what is acceptable to wear and dress suitably. Bring a stack of business cards and be ready to shake lots of hands.

What skills do I need?

You need to be alert and be able to concentrate, but at the same time appear relaxed. An ability to remember names is key. Repeat them on introduction and use them during the conversation to help fix them in your mind, advises Rhydian Vaughan, a business generation expert at learning and development consultancy MaST International.

Build your confidence

Confidence is fundamental to working a room, but it cannot be acquired overnight. There are, however, individual areas you can work on to help increase confidence levels, such as how you speak, dress and generally hold and conduct yourself.

Presentation and assertiveness courses can help, but there are devices you can employ at the event to help make you feel more comfortable in company.

"Join and leave a group with confidence by finding lines that can get you in and out of discussions," suggests Vaughan. "Listen for bridges and hooks that can lead to your own business area. Comment positively on the location, subject or food, or ask what the person hopes to get out of the event."

Extracting yourself from a group can be as difficult as breaking into it, so excuse yourself politely at an appropriate time in the conversation and invite follow-up by requesting a business card.

Be at one with yourself

People will see through a facade, so it is important to be yourself. The more natural and at ease you appear, the more relaxed others will be in your company and the more people will want to talk to you. Displaying such magnetism will mean you find yourself introducing new people to the group, which also provides an opening to move on. Never move on and leave a person by themselves, as it is poor etiquette.

Follow-up

Transfer cards and details to your contacts file and make a list of all those you said you would get in touch with, including notes about why, as it is easy to forget. Drop quick emails to those who you think could be key contacts, saying it was good to meet them and suggest follow-up - lunch or after work.

If you did not get an introduction to someone you wanted to meet, send an email so you at least establish communication.

What to avoid

Accept that you cannot meet everyone, so do not try. Be selective about where you spend time and do not spend time with people you already know well.

Don't show your disappointment if you are rejeted by people. Any networking practice is worth it - just think of it as a learning process. A debrief with colleagues or alone is a good idea. Ask yourself whether it was your questioning process or your manner that let you down and then think about how you might try to improve your technique for the future. And remember - there are always plenty more people out there, so you haven't missed out completely.

If you only do five things ...

1. Set personal objectives
2. Identify the key people you would like to talk to
3. Find lines that can get you in and out of a conversation
4. Learn to analyse swiftly the person you are meeting
5. Arrange follow-up meetings

This article is taken from a feature, previously published in ICIS Chemical Business. The author, Scott Beagrie, is a careers correspondent for Personnel Today, a sister title to ICIS Chemical Business.

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