Diane Darling's Blog

What's worse when networking .... bad handshake or bad breath? Plz vote!

Yours truly quoted in Wall Street Journal

Hi all - I was quoted in the Wall Street Journal on Tuesday, March 2, 2010

A Networking Pro Learns Some New Tricks

Can you teach a dinosaur to dance? More importantly, can you teach him to network in 21st Century style? I was skeptical.

But George Langis, a veteran turnaround executive, dispelled doubts by learning new networking steps that may hasten his job hunt. He went from conventional handshake networking to creating a personal brand that would be easily marketable online. Though Mr. Langis still hesitates to plunge into "tweeting," his experience could benefit countless other older applicants with rusty job-hunting skills.

Isaac Brekken for the Wall Street Journal

Our experts considered George Langis, a veteran turnaround executive, a deft conventional networker who needed to broaden his online reach.

Unemployment among Americans age 55 and up has exceeded 6% every month since March 2009, U.S. Bureau of Labor Statistics figures show. That represents the highest joblessness rate for this age group in almost 60 years. The rate, though, is lower than the overall jobless rate as well the rates for all other age groups.

Mr. Langis helped fix nine small and midsize concerns since 2000, following a lengthy corporate-finance career. His last turnaround gig, as interim chief executive of Turbine Generator Maintenance Inc. in Cape Coral, Fla., ended in late November.

At my request, three networking specialists devised innovative approaches for Mr. Langis after traditional tactics, such as his recent sessions with 79 contacts in eight cities, failed to bear fruit. He embraced nearly all of their ideas. They range from drafting a "networking profile" to joining a global network of expert consultants typically retained for an hour at a time.

"Dinosaurs do dance," insists Mr. Langis, a 63-year-old resident of Henderson, Nev., with broad shoulders and smiles. "I lead change in companies. I can certainly change."

He acquired his fresh dance steps from Alicia Whitaker, a New York executive coach; Stephanie Daniel, an outplacement counselor for a unit of Keystone Partners, a Boston human-resources consultancy; and Diane Darling, founder of Effective Networking Inc. in Boston.

For starters, they consider Mr. Langis a deft conventional networker. They cite his month-long "Sell George" tour this winter to see contacts he collected during his career. And then there's the regular email and telephone interaction with his roughly 500 best contacts—even while toiling 70 hours a week on a turnaround. "George does most of his critical networking face to face," Ms. Daniel observes.

Mr. Langis doesn't send text messages, "friend" anyone via Facebook or send tweets to people on Twitter, a micro-blogging service. Bolstering his outreach will produce "a more strategic and more defined network," Ms. Darling says.

For people like Mr. Langis who aren't yet comfortable about putting themselves on multiple social networks, there are some clever ways to create a presence online. Here are the top tips from his informal advisers:

• Develop a stronger online identity by revamping your résumé. Mr. Langis's résumé contained a vague summary statement, calling him "a seasoned executive" who served distressed and healthy businesses. To better catch someone's eye online, the experts encouraged him to tout his turnaround stints. Ms. Whitaker believes he could better convey his passion and experience with this summary statement: "I make sick companies significantly better for owners and employees." Mr. Langis says he altered the wording "the day it was suggested."

Ms. Daniel urged Mr. Langis to create a networking profile, too. The document typically describes a job seeker's 20 target employers, desired positions and career plans. It also contains a brief review of accomplishments. A networking profile "could increase the productive leads he receives from his networking contacts," Ms. Daniel says. He can present the document when he meets someone face to face for the first time or "he can store it online through LinkedIn," she says.

• Make better use of LinkedIn, a professional networking Web site. Heeding the trio's suggestions, Mr. Langis revived his inactive LinkedIn account. He expanded his barebones professional description and added 1,500 of his contacts to LinkedIn. Most of his contacts are private-equity industry players.

Mr. Langis discovered only 72 contacts belong to LinkedIn, which has more than 60 million members world-wide. "I hope my being there will attract those who are not among my current contacts," he says. He then inserted his simplified LinkedIn address below his automatic signature on email messages.

Ms. Darling suggests Mr. Langis solicit LinkedIn testimonials from prior bosses. Ms. Daniel thinks he should join specialized LinkedIn groups, such as the one for consultants with expertise in management changes and turnarounds, and connect with international professionals in his field.

• Create a more visible personal brand. Mr. Langis admits he lacks a well-known brand as a turnaround specialist. He never knew he might benefit, as Ms. Whitaker suggested, from consulting for a rent-an-expert network, which provides small doses of specialized information.

Gerson Lehrman Group, for instance, has enrolled about 250,000 experts world-wide. They typically earn about $350 an hour, according to Margaret Molloy, a senior vice president of the New York concern. Clients, which include private-equity firms, tap experts' knowledge through short phone calls or consultations over meals.

Positioning yourself as a thought leader this way will broaden your pool of potential employers, Ms. Whitaker told Mr. Langis. Private-equity companies "are not necessarily out in the market scanning for new talent all the time," she notes.

Ms. Darling believes Mr. Langis could further heighten his visibility if he gave speeches, wrote trade-press articles and taught Webinars for alumni of schools where he received degrees. "When you are a speaker, you are instantly networking with 100 people," she says.

Mr. Langis addressed a College of Southern Nevada class last week at the invitation of his handyman's son, who is a student there. He says he told business students "what I do and how I got there." His last campus speaking engagement occurred around 1998, the executive recalls.

• Get a bigger payoff from industry events. Mr. Langis usually finds himself so busy doing turnarounds that he lacks time for meetings of the Turnaround Management Association, a professional group. Ms. Darling says he should find the time to help the group arrange for speakers because he'll earn a program mention that pops up in Google when hiring managers check his name.

When he simply attends a conference, Mr. Langis might obtain the participant list in advance and arrange casual events for those he wants to know, Ms. Whitaker proposes. He could invite people for drinks or sit together at a certain breakfast table. Playing host "can be more effective than generally 'working the room,' " she adds. Mr. Langis rejected some of the recommendations, such as using Twitter. With brief Twitter messages, Ms. Daniel believes, he could update contacts about his search and alert them about interesting articles. "Give and take is what networking is all about," she says.

Mr. Langis, though, considers Twitter to be "a little bit hokey." Nevertheless, "I'm willing to try new things," he says.

His multi-month job search is "just taking longer than usual," Mr. Langis observes. But with these new strategies, he's confident that his hunt will soon experience its own turnaround.

Write to Joann S. Lublin at joann.lublin@wsj.com

$1.96 networking mistake

Yesterday I met someone for a cup of coffee. We met a few weeks ago at a networking event, he said he might have some leads for me. Sure, what the heck.

I'm not sure if he mentioned he was job hunting at the time ......

He gave the address, I put it in my GPS and was off to meet him. I must have made a mistake because there wasn't a coffee shop there so I called, he gave me directions, I anxiously drove feeling awkward that I was late.

Turned out the address wasn't 876 it was 130 on the same road. Oh well! I made my apologies, said hello, and went to get a cup of coffee to be courteous to the shop.

I barely sat down when he started telling me what's wrong with so many companies and how they waste time not to mention money. He could do such a better job .... if only he could get one.

Which brought up his target list of companies where he wanted to interview.

Hmmmm - why did I agree to this? Oh yeah, he had leads for me. We'll see if they pan out but here's my two cents .....

• If you're looking for a job, say so!
• Don't bad mouth companies or industries unless you REALLY know someone well. Even then it's dicey.
• If you invite someone for a cup of coffee AND you give them the wrong address, pay for the coffee. Mine was only $2. Never mind my time and I probably won't invest time with this person again!

Turtle up or Cowboy up! It's your choice ...

This morning I attended one of my favorite networking events, Breakfast with the Boston Business Journal. A terrific opportunity to meet with the editorial staff of the paper by the way.

A few of us were talking about 2009 and how people are handling the challenge. I shared the story about doing an online chat for the Boston Globe and I offered the readers a complimentary conference call that afternoon so they could ask any questions about networking.

At one point during the chat I asked the producer how many people were participating so I could get a sense of how many might call that afternoon.

He reported back that there were 200-300 people on the chat. I gasped and said to myself, "what you gotten yourself into?"

That afternoon I dialed into the conference call and ONE person called in the entire time. I was shocked. Here was an opportunity for people to call in, ask a question, get some advice - FOR FREE, and only one person did so.

Dorrian Fragola from the Boston Business Journal was listening to our conversation and said her attitude for 2009 is this:

You can decide if you are going to turtle up or cowboy up!

I couldn't have said it better!

Whoops - a new series

Often I am asked about common networking mistakes and how to avoid them. For the most part I don't like to focus on the negative. I prefer to put energy into what people are doing right and encourage more of that.

Having said that, the reality is that we often do learn most from our mistakes. It's when we goof, lose an opportunity, or embarrass ourselves that we vow never do do that again.

So I'm introducing a new series of posts I'm calling "Whoops!" These are insights and learnings I have by making the mistake myself or seeing someone else mess up.

Who am I to judge? Good question. The comments are just a matter of my opinion. You may agree or disagree.

The first Whoops! . . .I'll tell one on myself. I do hope it NEVER happens again.

I had spoken to a wonderful group in the morning. Later that afternoon I realized that I couldn't remember the name of the person I wanted to thank who helped arrange it.

I made a call to one person whose card I had. I explained that I wanted to send a note to the person who arranged the event. I confided that I couldn't remember her name and started to describe the person.

"She was very nice, had dark hair, was wearing an orange-ish shirt, and was a little on the heavy side."

Well ..... guess whose voicemail I was talk to? WHOOPS!

Lesson learned - NEVER describe someone in anything less than flattering words on voicemail!

Transcript available from online chat with Boston.com

If you missed the online chat with Boston.com, here's the transcript.

Jan. 12 Transcript -Tips on networking

Is your network working for you? Diane Darling, Boston-based author of two books on networking, offers advice on how to get the most out of your network, both online and offline.

What's your online persona say with Facebook?

The other day a recent graduate from the University of Pennsylvania explained why some of the profiles on Facebook are .... well, let's say less than appropriate for public viewing.

Penn was one of the first universities to get Facebook. Initially the social networking site was only for college students to share their stories, photos, and musings.

Then the rest of the world wanted to join. Facebook opened itself up to the world and many unsuspecting college students had embarrassing photos. Like the ones they find of their parents in the attic. This time the attic was global and one click away.

Here's an article from The Boston Globe that sheds some light on dos and dont's for Facebook. Enjoy and post wisely!

Here's my profile - I welcome your comments.

You're invited to become a fan of Effective Networking on Facebook.

Hybrid Networking: Key for Success in 2009

They say necessity is the mother of invention. Leave it to a near frozen central Massachusetts resident to figure out how to power his house with his Prius hybrid car, given the electric company was nowhere to be found. Where else can this hybrid mentality of leveraging resources, and combining effective tools be applied?

Networking! You’ve heard it a zillion times - no one can predict what kind of a year 2009 will be. So it is time to get creative!

Here are a few ways to network: speaking, writing, attending events, online sites (e.g. LinkedIn, Facebook, and Twitter), being on a committee, and volunteering, just to name a few. It is important to identify what you like to do, what is a match given your personality, and what has the best return.

Create a plan that manages the three resources we all have:  time, energy, and money. Time is equal for everyone. Energy and money are variable.  This will be the year of wise spending of all three.

First, keep in mind the difference between a database and a network. A database is a list of people and their contact information. The people who return your call comprise your network.

Let’s start with face-to-screen networking, and discuss online methods:

• LinkedIn:
  • Research Tool: For example, I speak at conferences where often the meeting planners select the speakers. Knowing this, in my research, I search for the position “meeting planner” on LinkedIn. Next, I go hybrid. I pick up the phone and contact the person we have in common and connect with them. I then find out if they know the meeting planner and ask for an introduction.
  • Accepting invitations: Some people accept anyone who asks to be connected. That is your decision. For me, I want to strategically manage those connections and people I know, have met, or have been referred to. My LinkedIn profile includes guidelines for the best ways (and reasons) for people to contact me.
  • Privacy: My LinkedIn network is closed, only people within the network can see whom I know. This prevents people from “shopping” in my network and helps to alleviate the awkward conversation of rejecting a request for an introduction.
  • Think of LinkedIn as a place where you want to be in business attire and in professional mode.

• Facebook:
  • It is a place that can be professional but social connections are its primary purpose.
  • I accept most anyone who asks. Just like a random conversation on a plane or at a party. I will have the conversation – doesn’t mean we are going to be best friends.
  • Facebook is an environment where you are fine showing up in jeans, but not necessarily sloppy (or slutty) ones. Think of the awkward feeling of running into someone from the office when you were out partying. You want to avoid that on Facebook.
  •  While it is social, it is not a license to be … well, stupid! Remember, what is put on Facebook, stays on Facebook – even if you delete it.
  
  
• Twitter – This is a website where you can “microblog.” You have 140 characters to say something. The jury is out on this one. It is too new for me to really have an opinion. If you want to “follow me” on Twitter, my handle is “DianeDarling.”

• Meetup – This is one of my favorites because its entire purpose is to blend online and offline networking. Their theme is less face-to-screen and more face-to-face networking. Topics run the gambit from entrepreneurship to single parenting.  Some are like mini-classes. This is a very resourceful tool.

• Writing – Contribute to an article or write a blog to start out. If you feel you have enough information to write a book, but you do not like the writing process, you can partner with a ghost writer.

• E-introductions – Connect people to each other. This is often overlooked as an amazing way to reach out to those you have not spoken to in awhile. You become a networking node when you connect people, and others appreciate this.

Now let’s talk about in-person networking:

• Speaking – This is a remarkable way to network, especially for introverts. In an instant you are “meeting” everyone in the room. Yet you have avoided the agony of walking up to clusters of people and attempting small talk. If the idea of speaking terrifies you, start with being on a panel, introducing the speaker, or ask a question at an event. I took acting classes to get over my fear of being a speaker. Or try Toastmasters.

• Volunteer – This is one of my favorite ways to network. Why? Since I am not being paid, I can stretch my skills and do something I am not currently qualified to do. I get to meet people who are out of my typical networking circles and expand who I know and how I know them. My suggestion is to volunteer to do something you do not get paid for. For example, if you are an attorney, volunteer to be on the marketing committee.  The origins of Effective Networking date back to many a volunteer relationship.

• Membership Organizations – This can be the chamber of commerce, a leads group, or an association of like-minded people in either your profession, demographic, or interests. Join these but do not join them all. Attend a few as a guest and see if you like the group. Do you feel welcome? Is there an opportunity for you to volunteer and get some visibility? What is the time commitment?

• Events – Candidly, I have a love/hate relationship with events. If I am speaker, it is fine. I have a job to do, I do it well, and I know it works for the attendees. If I do not have a job at an event, it is very easy for me to skip it. I like people – do not get me wrong. But like many people, I am often overwhelmed by big events and need to psych myself to even show up. If this sounds like you, invite a friend to join you. Find a way to volunteer or have a role.

And do not forget the invention from Alexander Graham Bell. In many cases, picking up the phone and having a conversation will cut through many layers of clutter and expedite your efforts.

With some inventive hybrid networking, 2009 can be a good year.

Download Hybrid networking key for success in 2009

What are your three words?

Chris Brogan asked in his blog for people to share their three words for 2009. He writes:

"Since 2006, I’ve been using a different method for planning my year than resolutions. I always felt that resolutions were a little too push and not enough pull, and I wanted something a bit more compelling to pull me towards the future. Basically, I come up with 3 or so keywords that tie to goals and work from that."

His three words for 2009 are: Equip, Armies, Needles. You can read more on his blog.

Curiously enough several years ago I picked three words to describe what I do - People, Confidence, Results.

• People - It takes courage to ask for help. This is when you let others know you need them and how they can help. People are at the core of your success in 2009.
• Confidence - What problem do you solve? What do you like to do? In many cases, we doubt our contribution and how we can help other. Not to mention we forget that we need confidence to know we deserve good things in our life.
• Results - It says it all. First decide what results you want. Just like Yogi Berra said, ""If you don't know where you are going, you will wind up somewhere else."

What are your three words?

Networking in 10 minutes

This is a podcast that was recorded during my recent visit to Cornell.

In this podcast, Diane Darling dispels common myths about networking, and explains how students and young professionals can use networking to get ahead. She discusses what people should be doing in order to effectively network, and states why young people need to give themselves more credit for networking than they do.

Listen or download