Latest / What is Business Development? / Episode 140: "Beyond Networking" with Yaron Flint

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Episode 140: "Beyond Networking" with Yaron Flint · What is Business Development?

• 0:03
  Speaker 1: Welcome to the Business Development podcast, brought to you by
• 0:06
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:11
  Speaker 1: to boost your career and corporate growth.
• 0:21
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:26
  Speaker 2: Association podcast called what is Business Development Now? Folks, your
• 0:32
  Speaker 2: business developers, You've been networking for a long time.
• 0:35
  Speaker 3: You know you have to do it, everybody does, but.
• 0:39
  Speaker 2: Are you doing it to the best of your abilities? Well,
• 0:42
  Speaker 2: today we're going to find out how to really take
• 0:45
  Speaker 2: networking to another completely new level with our guest author today.
• 0:51
  Speaker 2: But before I get into that, let me tell you
• 0:53
  Speaker 2: a little bit about another business development book I'd love
• 0:57
  Speaker 2: everybody to hear about. It's the Business Development Body of Knowledge,
• 1:02
  Speaker 2: and this book is the universal Guide to business development,
• 1:05
  Speaker 2: walks you through the entire customer journey, talks about key
• 1:08
  Speaker 2: background fundamentals and then all of the tactics, operations and
• 1:13
  Speaker 2: strategy during each phase of the customer journey and your
• 1:18
  Speaker 2: business growth. And then once you master the content in
• 1:21
  Speaker 2: that book, you can take the Business Development Professional certification
• 1:25
  Speaker 2: at the Global Business Development Association website and you can
• 1:29
  Speaker 2: find that at Gbdassociation dot org. So go right out,
• 1:34
  Speaker 2: get your copy of the book and then work on
• 1:37
  Speaker 2: getting your BDP certification. Now let's talk about our guest
• 1:41
  Speaker 2: author's book today. He's coming back for the second time
• 1:45
  Speaker 2: to our podcast and his name is Yarown Flint and
• 1:48
  Speaker 2: Yarrown is a lifelong innovator and he is just such
• 1:54
  Speaker 2: a wonderful person. When I first connected with him, I
• 1:58
  Speaker 2: had him on the show. He showed me his masterful
• 2:01
  Speaker 2: skills about networking firsthand. Soon after the show, he said, Okay,
• 2:07
  Speaker 2: give me ten people that you want me to introduce
• 2:09
  Speaker 2: you to, And I thought, wow, nobody's ever done that before.
• 2:13
  Speaker 3: And I thought that.
• 2:13
  Speaker 2: Was such a great way to engage potential partners and
• 2:19
  Speaker 2: really expand a valuable.
• 2:21
  Speaker 3: Network that takes action. Of course, I reciprocated.
• 2:24
  Speaker 2: As well and helping make introductions, and I thought that
• 2:28
  Speaker 2: was just such a wonderful way to start a great relationship.
• 2:31
  Speaker 2: So it's so fun to have him back to the show.
• 2:34
  Speaker 2: And let me tell you a little bit more about
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  Speaker 2: yado Own. He's an award winning published author specializing in
• 2:40
  Speaker 2: innovation integration, with a proven track record of leading and
• 2:45
  Speaker 2: mentoring global teams across business development, strategic innovation and technology integration,
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  Speaker 2: and now let me tell you about the book. This
• 2:57
  Speaker 2: book offers a more intentional, human centered approach to building
• 3:02
  Speaker 2: relationships that truly matter. It moves beyond tactics and quick wins,
• 3:07
  Speaker 2: focusing on trust, purpose, and long term impact. And of course,
• 3:12
  Speaker 2: those who have read the Business Development Body of Knowledge,
• 3:15
  Speaker 2: you know the book starts with trust and trust consists
• 3:18
  Speaker 2: of purpose, empathy, and truth. So this book obviously starts
• 3:22
  Speaker 2: with that solid foundation, and then it takes you through
• 3:25
  Speaker 2: stories of extraordinary connectors and real life examples across industries
• 3:30
  Speaker 2: and cultures. The book shows that networks do not just
• 3:34
  Speaker 2: grow wide, they run deep, and you'll discover small ships
• 3:39
  Speaker 2: and mindset and behavior that turn brief encounters into lasting relationships.
• 3:46
  Speaker 2: And our brief encounter with this author of the first
• 3:49
  Speaker 2: episode led to a great growing relationship. So we're super
• 3:54
  Speaker 2: excited to have yad Own Flint back to the show.
• 3:57
  Speaker 3: Yr Own Welcome, Thank you, thank you for having me again. Well,
• 4:02
  Speaker 3: it's great to have you back.
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  Speaker 2: And the last time we talked to you, it was
• 4:05
  Speaker 2: about your book on innovation, which I thought was wonderful
• 4:09
  Speaker 2: because it exposed our audience to understanding that innovation is
• 4:14
  Speaker 2: fundamentally a business development activity. As business developers were constantly
• 4:18
  Speaker 2: looking at not just our own vertical, but we're looking
• 4:21
  Speaker 2: tangentially at other verticals and seeing what's going on in
• 4:24
  Speaker 2: the marketplace. I think that was one of the key
• 4:26
  Speaker 2: takeaways from our last discussion.
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  Speaker 3: And so we're always out.
• 4:30
  Speaker 2: There in the community networking and we're hearing key pieces
• 4:34
  Speaker 2: of intelligence that we can then bring back to the
• 4:37
  Speaker 2: corporation and then influence our strategic growth objectives. So, Jaroon,
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  Speaker 2: you've been in business development and innovation for a long time.
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  Speaker 2: Tell us a little bit about how you started in
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  Speaker 2: business development and why you wrote the book.
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  Speaker 4: So I think you know, as a business development manager,
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  Speaker 4: the last thing you figure out is that the biggest
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  Speaker 4: asset that you have is your brand and the network
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  Speaker 4: that you bring this is something that follows along with you.
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  Speaker 4: And you know, business development managers are all about starting
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  Speaker 4: in new places and trying to get really and creating
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  Speaker 4: opportunities in these spaces.
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  Speaker 5: That they don't know much about. So you could do.
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  Speaker 4: It the long and hard way, and you know, learning
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  Speaker 4: as you go or taking a shortcut, and you know,
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  Speaker 4: influencing and reacting with people you know can help you
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  Speaker 4: get there. So I think one of my first encounters
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  Speaker 4: was when in India and it's a huge country where
• 5:38
  Speaker 4: you know, I was supposed to analyze a deal, but
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  Speaker 4: then someone gave me another deal which was like two
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  Speaker 4: hours away, and I had no knowledge, no people, there,
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  Speaker 4: no connections, and what do I do? So I started
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  Speaker 4: reaching out to people I know and in one hour
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  Speaker 4: I got already like five six leads that I could
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  Speaker 4: do and on the way there already sets of meat.
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  Speaker 4: So you know, business development is all about utilizing the
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  Speaker 4: network that you have, creating new opportunities, getting insights. You
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  Speaker 4: rarely can cover all the topics that you need to
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  Speaker 4: cover as a business development manager, so you can't know everything,
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  Speaker 4: but knowing the right amount of people who can cover
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  Speaker 4: everything for you is the next best thing.
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  Speaker 2: Yeah, it really is a powerful mechanism. I call it
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  Speaker 2: community led growth. Other folks call it networking, but it's
• 6:32
  Speaker 2: networking can be something that folks engage with at a
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  Speaker 2: superficial level. I go to an event, I get some
• 6:37
  Speaker 2: business cards, maybe I send them a LinkedIn request and
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  Speaker 2: you just kind of leave it at that. There's really
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  Speaker 2: no substantial follow through, but you're taking things to the
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  Speaker 2: next level with.
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  Speaker 3: Your book and folks. Again, just as a reminder.
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  Speaker 2: We're talking about yall Own's new book just came out
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  Speaker 2: today and we're talking on the eighteenth of June, and
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  Speaker 2: it is called Beyond Networking, Making Actions That Matter.
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  Speaker 3: So ya do.
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  Speaker 2: Let's walk through the top three takeaways from your book.
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  Speaker 2: Let's start off with number one please.
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  Speaker 4: So definitely, But you know, before we go into the takeaways,
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  Speaker 4: I just wanted to address what basically you said. And
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  Speaker 4: I think this is very crucial because networking is something
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  Speaker 4: that people do portunistically and I think it's on top
• 7:23
  Speaker 4: of the daily basis. And this is exactly why I
• 7:26
  Speaker 4: wrote the book, because I wanted for managers to treat
• 7:31
  Speaker 4: this as they would treat any other aspect in their business,
• 7:35
  Speaker 4: doing it professionally and structured with strategy. So that takes
• 7:39
  Speaker 4: me to my first takeaway, which is always start with
• 7:44
  Speaker 4: a strategical angle, have a clear networking strategy, know exactly
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  Speaker 4: what you're trying to achieve, who you want to address,
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  Speaker 4: and have a game plan defined from that in order
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  Speaker 4: to achieve that. You can't do this opportunistically. It might
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  Speaker 4: get you some you know, short distance.
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  Speaker 5: In a way, but will ever get you the long one.
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  Speaker 3: Well, and that's a great.
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  Speaker 2: Perspective is to first of all, look at this as
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  Speaker 2: a strategic tool that can be used by the corporation.
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  Speaker 2: You know, we spend so much time and effort on
• 8:19
  Speaker 2: nailing down the details on say cold calling, and getting
• 8:23
  Speaker 2: that script just perfectly right, and then we have all
• 8:27
  Speaker 2: the metrics behind that type of a tactic. But when
• 8:32
  Speaker 2: you get to things like networking that have been around
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  Speaker 2: for ages in the business development profession, You're right, I
• 8:38
  Speaker 2: don't see a lot of strategic emphasis on this particular tactic.
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  Speaker 2: Yet it is so critical to the success of not
• 8:47
  Speaker 2: just the corporation but the individual business developer. Like you
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  Speaker 2: talked about in the beginning, this is part of your
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  Speaker 2: personal brand. This is the value you bring to any
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  Speaker 2: organization and at the end of the day, they can't
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  Speaker 2: take it away from you. These are the reallyationships you've
• 9:00
  Speaker 2: built over years, and when you get to a point
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  Speaker 2: in your career like I have, you have these relationships
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  Speaker 2: for decades now, and these are high trust relationships that
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  Speaker 2: you can call upon and they can call upon you.
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  Speaker 2: They know that they can call upon you at any
• 9:15
  Speaker 2: time because they trust you.
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  Speaker 3: So this is great. Let's okay, So let's talk about the.
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  Speaker 2: First key takeaway or tactic from the book you'd like
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  Speaker 2: to share.
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  Speaker 4: So that's exactly the first one. The fact that you
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  Speaker 4: need to start from a strategical point of view and
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  Speaker 4: treat this as a profession. You can't really be a
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  Speaker 4: business development manager. And you know kind of like brag
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  Speaker 4: that you're doing a very professional analysis of a market,
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  Speaker 4: a very professional asss of competition, but you know, doing
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  Speaker 4: any kind of professional allassis of your network. How is
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  Speaker 4: that happening? This is, like we said, one of the
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  Speaker 4: key assets that you have. This is like your brand identity.
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  Speaker 4: So why are you treating this orportimistically and everything else
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  Speaker 4: as a profession. You need to combine and treat this
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  Speaker 4: also as one of the strongest suits and professional artics
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  Speaker 4: that you treat anything else.
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  Speaker 2: Okay, great, so we know key takeaway number one is
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  Speaker 2: focus on this as a key discipline and strategic discipline,
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  Speaker 2: not just for your corporation but for you as the individual.
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  Speaker 3: Okay, all right, let's go on to number two.
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  Speaker 4: Then number two, and this is something you touched upon.
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  Speaker 4: And I don't see this happening a lot, and I
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  Speaker 4: don't understand why. The best thing as someone who is
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  Speaker 4: a networker or connector making connections between your network, you know,
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  Speaker 4: connecting two individuals that should know each other. But don't
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  Speaker 4: you know, if you think about it, a network is
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  Speaker 4: a net that works. I like that kind of breaking
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  Speaker 4: it down.
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  Speaker 5: So make it.
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  Speaker 4: Work, you know it eventually, if you're just treating this
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  Speaker 4: is a contact list, it will not you know, benefit
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  Speaker 4: you in along the way. A true value of a
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  Speaker 4: network lies in the quality of interactions that you're doing
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  Speaker 4: and the ability to influence a change and create change
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  Speaker 4: within this relationship. So the first thing that you should
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  Speaker 4: do is start introducing people to each other. Why is
• 11:14
  Speaker 4: so important because when an introduction is so successful, both
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  Speaker 4: parties hold you at high esteem and it creates a
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  Speaker 4: very nice bondage between all three of you. And I
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  Speaker 4: don't see people doing that on a regular basis, even
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  Speaker 4: those who have a very strong network. And I really
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  Speaker 4: ask myself why, I don't know.
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  Speaker 2: Yeah, this is so true, and it's so easy too.
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  Speaker 2: It just takes a little bit of time to think, Hey, okay,
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  Speaker 2: I just made this new Relationshipologist, Like what you talked
• 11:44
  Speaker 2: about when we first met is, Hey, who are ten
• 11:48
  Speaker 2: people you want me to introduce you to? I thought
• 11:50
  Speaker 2: that was great because it first of all, reduced the
• 11:54
  Speaker 2: load on you to try and figure out who you
• 11:56
  Speaker 2: could introduce me to, although you have introduced me to
• 11:58
  Speaker 2: other people since first engagement, and I think that's wonderful.
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  Speaker 3: You know, where you have these opportunities.
• 12:04
  Speaker 2: When I meet new folks, I'm automatically thinking of to
• 12:07
  Speaker 2: whom should I introduce this person? What would be a
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  Speaker 2: great connection for them? And that's benefit, that's value that
• 12:14
  Speaker 2: you're delivering to both parties. Now, it's an existing relationship
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  Speaker 2: that you've had for a long time introducing them to
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  Speaker 2: somebody new. The new person you're introducing is also feeling
• 12:24
  Speaker 2: the benefit. So it's a great two way opportunity to
• 12:27
  Speaker 2: deliver value. I'll share one little tactic I thought was
• 12:31
  Speaker 2: really helpful. There was I learned this one about two
• 12:34
  Speaker 2: years ago an older gentleman and I watched him at
• 12:37
  Speaker 2: a networking event and it was filled with about one
• 12:41
  Speaker 2: hundred and fifty business developers, and I noticed this pattern
• 12:47
  Speaker 2: when somebody knew would walk up to two or three
• 12:50
  Speaker 2: people talking in the group with him, and he would
• 12:54
  Speaker 2: meet them, he would understand.
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  Speaker 3: Where they worked, what they did.
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  Speaker 2: He would turn to at least one other person in
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  Speaker 2: that small group and he goes, hey, do you know
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  Speaker 2: this guy? Do you know this gal? And he would
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  Speaker 2: do the introduction right there, which I thought was so clever,
• 13:10
  Speaker 2: so nicely done, And I never used that tactic before,
• 13:14
  Speaker 2: but I thought it was great.
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  Speaker 3: It was great for multiple reasons.
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  Speaker 2: One, you're including that new person automatically into the discussion.
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  Speaker 2: The second of all, you're providing that automatic value of hey,
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  Speaker 2: I know this one person.
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  Speaker 3: You just came to our group, let me introduce you.
• 13:29
  Speaker 2: And the third benefit is it allowed him and this
• 13:32
  Speaker 2: is probably more his primary objective, is it allowed him
• 13:35
  Speaker 2: to break contact and move on to another discussion with
• 13:38
  Speaker 2: a completely new group. So I thought he was and
• 13:40
  Speaker 2: he did this moving throughout the entire room of one
• 13:43
  Speaker 2: hundred and fifty people, and he would only be in
• 13:46
  Speaker 2: a small grouping for a few minutes and he'd break contact,
• 13:48
  Speaker 2: make an intro, and then go on.
• 13:50
  Speaker 3: I thought this was very clever one.
• 13:52
  Speaker 5: Out of percent.
• 13:52
  Speaker 4: And I think it even as a kind of a
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  Speaker 4: deeper layer because as a business development, what you love
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  Speaker 4: to do, if you love the profession, is take something
• 14:01
  Speaker 4: completely new and turn it into something which is more successful. Right,
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  Speaker 4: You're taking something that no one has thought about or
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  Speaker 4: no one has figured out and kind of like making
• 14:13
  Speaker 4: something out of it. So creating something out of it's
• 14:17
  Speaker 4: not nothing, but you know, very very rough idea that
• 14:20
  Speaker 4: somehow people don't understand or don't see. And you are
• 14:24
  Speaker 4: kind of connecting the dots. So if you're connecting dots
• 14:27
  Speaker 4: between business, why not connecting dots between people and creating
• 14:31
  Speaker 4: something new between them and achieving something because you connected
• 14:34
  Speaker 4: two people together.
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  Speaker 2: Yeah, and I will emphasize that the first time I
• 14:39
  Speaker 2: met this gentleman, he was very deliberate about following up
• 14:44
  Speaker 2: with me and having a coffee, and there he extended
• 14:49
  Speaker 2: even more value, talking not just about his company, but
• 14:51
  Speaker 2: how we could potentially work together. And he also offered
• 14:55
  Speaker 2: up several other introductions that he could make once he
• 14:58
  Speaker 2: knew what was important to me and my corporation. So
• 15:03
  Speaker 2: I want to emphasize that that was just not a
• 15:05
  Speaker 2: superficial tactic that he was.
• 15:07
  Speaker 3: Trying to use a gimmick.
• 15:08
  Speaker 2: He genuinely used that methodology to great value to all
• 15:13
  Speaker 2: the folks that he engaged with. So I thought that
• 15:15
  Speaker 2: was it was clever, it was touching, and I felt
• 15:18
  Speaker 2: valued and included.
• 15:19
  Speaker 3: So great tactic.
• 15:20
  Speaker 2: I love what you're talking about here about you know,
• 15:25
  Speaker 2: tactic number one is being strategic about this.
• 15:27
  Speaker 3: This is a very valuable tool.
• 15:29
  Speaker 2: And I'll emphasize and I've said it many times before
• 15:32
  Speaker 2: on this podcast, that the conversion rate on referrals is
• 15:37
  Speaker 2: over fifty percent. You look at cold calls, you look
• 15:39
  Speaker 2: at cold out bound email, you're lucky to maybe to
• 15:42
  Speaker 2: get one percent. That's assuming that you can actually get
• 15:46
  Speaker 2: through now these days. And so this is where I
• 15:50
  Speaker 2: think as automation increases, the human to human connection is
• 15:54
  Speaker 2: going to be even more important. And so delivering value
• 16:00
  Speaker 2: in tactic number two and understanding how you can connect
• 16:04
  Speaker 2: members of your network and deliver that automatic value. I
• 16:08
  Speaker 2: think that's such a powerful tactic.
• 16:10
  Speaker 3: So which tactic number three?
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  Speaker 4: I don't And again you're already touched upon it, but
• 16:15
  Speaker 4: let me elaborate. And I think the main issue here
• 16:19
  Speaker 4: and again a lot of connectors kind of neglect. That
• 16:23
  Speaker 4: is the maintenance side of it. You know, eventually a
• 16:26
  Speaker 4: network is worthless if you're not able to maintain it.
• 16:30
  Speaker 4: Relationships they need maintenance, not storage, right, And eventually, if
• 16:35
  Speaker 4: you when you learn business development, one of the first
• 16:38
  Speaker 4: things that you learned is that it's easier to retain
• 16:41
  Speaker 4: a customer than acquire a new one. So why are
• 16:44
  Speaker 4: people treating networks in a different way, which means they're
• 16:48
  Speaker 4: always looking for the next big thing and not maintaining
• 16:50
  Speaker 4: the ones they have. So you know, you're kind of
• 16:53
  Speaker 4: like not preaching what you are, not executing what you're
• 16:57
  Speaker 4: preaching for.
• 16:58
  Speaker 5: And this is kind of something that blows my mind again.
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  Speaker 4: And I think this is a topic or an area
• 17:04
  Speaker 4: in networking that is often look upon and people are
• 17:11
  Speaker 4: not paying the attention they need to in order to
• 17:14
  Speaker 4: make sure that the network is sustainable and growing.
• 17:18
  Speaker 3: Yeah, this is so true.
• 17:20
  Speaker 2: Folks treat it transactionally as opposed to intentionally. And what
• 17:27
  Speaker 2: you're talking about is that careful cultivation of the relationship
• 17:31
  Speaker 2: over time. Now, as business developers, we're meeting a lot
• 17:36
  Speaker 2: of people every day, so it almost becomes impossible to
• 17:42
  Speaker 2: maintain relationships with hundreds, if not thousands. I think I
• 17:47
  Speaker 2: have almost eight thousand people in my LinkedIn connection network,
• 17:51
  Speaker 2: so it's virtually impossible to maintain those relationships.
• 17:57
  Speaker 3: How do you recommend.
• 17:59
  Speaker 2: Business developers kind of cultivate the most meaningful relationships?
• 18:04
  Speaker 5: Right?
• 18:04
  Speaker 2: There must be a way to prioritize and engage, right.
• 18:09
  Speaker 4: So this is exactly one of my favorite basically chapters
• 18:13
  Speaker 4: in my book where I talk about maintenance. And you
• 18:16
  Speaker 4: know what, I started treating this as something you need
• 18:20
  Speaker 4: to do. I thought, it's all about the actions you take.
• 18:23
  Speaker 4: Like you describe. You need to follow through and make
• 18:26
  Speaker 4: sure that you call the person every now and then,
• 18:29
  Speaker 4: to make sure that their relationship stays warm and things
• 18:32
  Speaker 4: like that. What I found along the way that it's
• 18:35
  Speaker 4: the first intention that is the most important, which means
• 18:40
  Speaker 4: when you meet the person, if you give them value
• 18:42
  Speaker 4: from point number one, you will always remember you as
• 18:46
  Speaker 4: someone worthwhile engaging with. And then years can go by
• 18:50
  Speaker 4: and when you reach out, it was like you talked yesterday.
• 18:54
  Speaker 5: So think of this as like growing God.
• 18:57
  Speaker 4: Some plants you need to treat every day on a
• 19:00
  Speaker 4: daily basis. Some you just give them water every now
• 19:03
  Speaker 4: and then and they're very resilient and you go about
• 19:05
  Speaker 4: themselves only. But because of this initial element that you did,
• 19:10
  Speaker 4: and if you think about it, it makes a lot
• 19:12
  Speaker 4: of sense because all the actions that you're taking is
• 19:15
  Speaker 4: to give someone on the other side the feeling that
• 19:18
  Speaker 4: you care. So do it from the first point when
• 19:22
  Speaker 4: you meet him, and then you don't need to do
• 19:24
  Speaker 4: the follow ut.
• 19:26
  Speaker 2: Okay, so give me an example of what you do
• 19:29
  Speaker 2: and immediately after engaging with somebody for the first time.
• 19:34
  Speaker 4: So first of all, it's very important to listen to
• 19:37
  Speaker 4: what I say. That's one of the first elements. Then
• 19:40
  Speaker 4: it's how do I provide value for you now, not
• 19:44
  Speaker 4: in years time. So if he told me that it
• 19:47
  Speaker 4: is interested about something, if I know that this is
• 19:50
  Speaker 4: a topic that is interested about, I'm trying to create
• 19:53
  Speaker 4: value for him, like what we did together, right, So
• 19:56
  Speaker 4: I did it instinctively. I asked you who are the
• 19:59
  Speaker 4: ten people you are to bring to the podcast. I
• 20:01
  Speaker 4: created value for you in the first minute we met,
• 20:04
  Speaker 4: and this is why you will remember me. Is someone
• 20:08
  Speaker 4: who gave value from the beginning. So it doesn't have
• 20:12
  Speaker 4: a generic answer. It's listen to the person, understand what
• 20:15
  Speaker 4: makes him tick, what is interesting for him. You can
• 20:18
  Speaker 4: do a lot of like digging before you meet him,
• 20:21
  Speaker 4: and then follow through. Make sure that you create value
• 20:25
  Speaker 4: to this person when he still remembers you very vividly,
• 20:29
  Speaker 4: not a year from now, and that's it. You know,
• 20:33
  Speaker 4: from that point onward, you can maintain it on a
• 20:36
  Speaker 4: low scale, but still he will remember you in very high.
• 20:40
  Speaker 2: Regards well, And I'll also share with the audience that
• 20:44
  Speaker 2: one of the things that you did is you actually
• 20:47
  Speaker 2: gave me a list of people.
• 20:49
  Speaker 3: So you did the research.
• 20:51
  Speaker 2: You looked at my background, you looked at what I was,
• 20:56
  Speaker 2: my purpose essentially, and then you looked at your network,
• 21:00
  Speaker 2: and then you gave me a list of I think
• 21:02
  Speaker 2: like ten or twelve people, and you said, which one
• 21:05
  Speaker 2: of these people would you like me to connect you with?
• 21:07
  Speaker 5: I can.
• 21:08
  Speaker 4: And I think more than that, I looked at which
• 21:11
  Speaker 4: other people who you didn't interview, because if I if
• 21:15
  Speaker 4: I would give you in the list like eighty percent
• 21:17
  Speaker 4: of them more people who already interviewed, it means that
• 21:20
  Speaker 4: I didn't do my work right.
• 21:22
  Speaker 3: Yeah, yeah, and you noticed.
• 21:25
  Speaker 2: I think you looked at my LinkedIn profile and made
• 21:26
  Speaker 2: sure that I was not already connected with them. I
• 21:29
  Speaker 2: think too, So you really did the homework that probably
• 21:33
  Speaker 2: didn't take too much time, but it definitely demonstrated a
• 21:36
  Speaker 2: lot of value that you really cared about my success
• 21:40
  Speaker 2: and you wanted to share generously the people in your relationship.
• 21:44
  Speaker 2: And I'll also emphasize that when you did make the connections,
• 21:47
  Speaker 2: I think I asked for maybe two or three connections.
• 21:50
  Speaker 2: You provided a note to them, a very nice introductory
• 21:53
  Speaker 2: note explaining what the reason was. It wasn't just as
• 21:56
  Speaker 2: simple of hey, this is so and so and this
• 21:58
  Speaker 2: is so and so. You actually said, hey, here's the
• 22:00
  Speaker 2: value I think both of you could find in working together.
• 22:04
  Speaker 2: And I think every one of those people replied, connected
• 22:08
  Speaker 2: with me, and engaged. So I think replicating that tactic
• 22:14
  Speaker 2: is just one example from your methodology that goes back
• 22:20
  Speaker 2: to the whole primary first tactic. And I'll just review
• 22:24
  Speaker 2: the tactics real quickly. So tactic number one is and
• 22:27
  Speaker 2: this is for the managers, this is for the vps,
• 22:29
  Speaker 2: the chief growth officers. Listen up here, okay, stop sending
• 22:33
  Speaker 2: your people out to networking events and then when they
• 22:36
  Speaker 2: come back, you go, well, how was it? Well it
• 22:37
  Speaker 2: was a good event.
• 22:38
  Speaker 3: What does that mean? Who did you meet?
• 22:41
  Speaker 2: Who had the follow ups? What kind of forward motion
• 22:44
  Speaker 2: do you have on the ball after you've built that relationship?
• 22:47
  Speaker 2: And that goes to tactic number two is engaging with intent,
• 22:51
  Speaker 2: understanding what you can do to really provide value to
• 22:56
  Speaker 2: the individuals that you meet, both instantly, maybe interesting to
• 23:00
  Speaker 2: another person in your group that you're talking to in
• 23:02
  Speaker 2: a live networking event. And then the third thing is
• 23:06
  Speaker 2: that consistent follow up delivering value right in the beginning,
• 23:10
  Speaker 2: just like we talked about in identifying how you could
• 23:13
  Speaker 2: introduce that person to other people. But then it's those
• 23:17
  Speaker 2: follow ups from time to time, maybe you see a
• 23:19
  Speaker 2: news article that might be beneficial to them, maybe it's
• 23:22
  Speaker 2: another new person that you met and you realize, oh boy,
• 23:25
  Speaker 2: this would be a great connection. And really cultivating those
• 23:28
  Speaker 2: relationships and which you'll probably find out is you'll be
• 23:32
  Speaker 2: able to sift through those that are really solid relationships
• 23:38
  Speaker 2: that you can count on, They reciprocate over time, they
• 23:42
  Speaker 2: respond quickly to you, they engage with value. And then
• 23:46
  Speaker 2: there are others that whatever life takes over, maybe they
• 23:50
  Speaker 2: have different priorities, maybe they're not engaging as much. That's okay,
• 23:53
  Speaker 2: you just don't engage them as much, but they're still
• 23:55
  Speaker 2: part of your network. And so this is where this
• 23:58
  Speaker 2: real craft, this trade car app of networking is so
• 24:02
  Speaker 2: absolutely critical now more than ever with automation entering our profession. So, yeah, Ron,
• 24:08
  Speaker 2: is there anything else you would like to add from
• 24:10
  Speaker 2: your book that we didn't get a chance to talk about.
• 24:13
  Speaker 5: Yeah, definitely.
• 24:13
  Speaker 4: You know, I have a lot of tips and the
• 24:16
  Speaker 4: things that you can do. And one of the things
• 24:19
  Speaker 4: that kind of a line of what we talk now
• 24:21
  Speaker 4: is what I like to call the giveaway stash. So
• 24:24
  Speaker 4: this is exactly how a business development manager should take
• 24:28
  Speaker 4: you think for the long run. So you build like
• 24:32
  Speaker 4: libraries and the repositories of things that you can then
• 24:36
  Speaker 4: share with people when they need it, phone numbers, market
• 24:40
  Speaker 4: research decks of companies, all of this, and when someone
• 24:44
  Speaker 4: asks you, yeah, I have that, and he remembers that,
• 24:47
  Speaker 4: he engage with you and got to respond so fast.
• 24:50
  Speaker 5: But it's not.
• 24:51
  Speaker 4: Because you did the work, because you build the structure
• 24:54
  Speaker 4: to begin with. So I have a lot of these
• 24:56
  Speaker 4: kind of tips and elements that will help you as
• 24:59
  Speaker 4: a business development manager take the long run or.
• 25:05
  Speaker 5: The way to look at the relationships for.
• 25:06
  Speaker 4: The long run and create these kind of small tactics
• 25:10
  Speaker 4: that will help you get there.
• 25:12
  Speaker 2: Well, folks, one of the things you should have in
• 25:14
  Speaker 2: your giveaway stash in that library is this book Beyond
• 25:18
  Speaker 2: Networking Making Connections by yad Own Flint yad Own, I
• 25:24
  Speaker 2: think it's a wonderful thing for folks to add to
• 25:26
  Speaker 2: their libraries, to really make this an intentional part of
• 25:29
  Speaker 2: their not just work that they do with their company,
• 25:32
  Speaker 2: but something that can benefit them throughout their entire business
• 25:35
  Speaker 2: development profession. So yad own, it's great to have you
• 25:38
  Speaker 2: as part of my network. Thank you so much for
• 25:41
  Speaker 2: all the value you bring to me and the value
• 25:44
  Speaker 2: that you brought to our audience today.
• 25:46
  Speaker 5: Thank you, Thank you for having me.
• 25:51
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• 25:55
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• 26:00
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• 26:04
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