The 10 Commandments of Networking

  1. I will not assume that the person with the credentials is the person with the power. 2. I will not confuse visibility with credibility – mine or anyone else’s. 3. I will avoid being a schnorrer (or a goniff or a nudge, for that matter). 4. I…

Be Yourself

At a Woodrow Wilson Foundation dinner in 2006, I was invited to be the emcee. Here’s what I said to kick off the occasion: “I asked my wife, Carol Ann, what kind of words might suit the occasion. ‘Whatever you do,” she said, ‘Don’t try to sound intellectual, Don’t…

Maybe Networking Really Is Rocket Science

As is true of many sales types, I am a refugee from science in all its myriad forms.  Someone once explained to me how the laws or aerodynamics make it possible for a 870,000-pound airplane with 400 passengers to lift off and fly across the Atlantic.  I still suspect…

Networking Aphorisms I Have Known and Loved (and Begged and Borrowed and Stolen)

In my father’s day, the traditional adornment of the reporter;s cubicle was a girlie calendar.  Since he covered the doings at the state capitol, a rather more elevated venue than the usual reporter’s beat, he eschewed the slovenly look and went for a more sophisticated image.  The walls of…

Diversify | Best Sales Book | Best Business Book

Don’t build a network that looks just like you. The power is in diversity, , so diversify-starting with age.  When you’re just starting out, the older members of your network are likely to be in much better positions to give you a leg up than your peers. When you…