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Newsletter: May 2011

Engagement Skills are Key to Networking Success: 6 Quick Tips for Accelerating Success through Rapport Building

How effective are you in engaging with others? Think about engagement in terms of its definition - a commitment to attend, an arrangement to be present, an act or condition of being activated. As a marketing term, engagement refers to a meaningful interaction.

You have under 30 seconds (some say as little as four seconds) to make a first impression, and that first impression, whether positive or negative, is generally lasting. In a world filled with steady demands, multiple urgencies, yet budding opportunities, many people simply retract out of habit or discomfort, get lost in their technology, and fail to recognize the valuable opportunity right before them.

Based on our own less-than-humble experiences, we believe that the majority of people are simply distracted versus being truly uncivil. (However, we all know that real jerks exist, and we can each likely name several.) Unfortunately, in this blur of distractions and related stress, we are losing tangible experiences in and resulting benefits of new (in-person versus online media) connections. Potential relationships, fresh ideas and "low-hanging fruit" opportunities gone by the way-side.

Perhaps you have experienced meeting someone new on an airplane or in line, which has turned out to be a delightful new colleague or, even better, a new client or a referral source. But, for you to get this result out of a new or first interaction, people have to get that you are genuine and interested in order to start the relationship. Likewise, don't you want to know that people you are doing business with (or pondering doing business with) are sincerely interested in you? Marketing and consulting experts Alan Weiss, The Million Dollar Consultant®, and Patricia Fripp, award-winning executive speech coach we've trained under state it well: "People do business with people, not companies." Aren't we much more likely to do business with someone we know and like, or at least someone who is known and liked by someone we know and like? Absolutely. So, it's simple: BE someone they know and like. Be a person of interest to them.

One caveat – Do not flirt or fawn when you hear what they do or behave in anyway that can be construed or interpreted as non-professional. Male / Female - it doesn't matter. True persons of interest do not behave this way because they don't have to.

So, take advantage of the ocean of opportunity to form new relationships everywhere you go – the bank, at lunch, traveling on the airplane, bus or train, even the elevator. Remember, you have about 30 seconds to make a positive impact to start the path to relationship.

Here are 6 easy tips to get you started:

  1. Unplug! The more you are on your cell phone or blackberry, the less available you are to those around you. You are missing opportunities.
  2. Look up, and at those around you. (Assuming you are in a safe place, be willing to smile at others and look them in the eyes.)
  3. Be interested (more than interesting). You don't have to be an amazing conversationalist to talk with others and form new relationships – you just have to be interested in them, and you do this by asking meaningful questions and then acknowledging that you're hearing and understanding them. For example, "Hmmm, tell me more about that" works wonders to learn more.
  4. Make sure to exchange business cards or information. How can you follow-up if you have no contact information?
  5. Consider your personal presentation/self-image. When we look good, we feel better about ourselves. And when we feel better about ourselves, we exude more confidence. When we are more confident, it seems easier to extend ourselves to others. Confidence is also a quality promoting respect and interest by others.
  6. Ask yourself (and respond appropriately), how can I help? If there is anything in terms of quick information or ideas you can provide your new acquaintance to add value now or in the near future, this is almost certain to seal the deal on return interest. This helps ensure the start of a great new relationship that can benefit you both.

If you are attending to, present and activated with those around you, you are creating a meaningful interaction and creating mutual benefit.

Engaging with others, whether planned or spontaneous – is the simple start to promising relationships that will help you succeed.

Healthcare Corner

Becoming a Knowledgeable Health Care Consumer

We all know, or should know, that the cost of health care does not correlate with the quality of healthcare. We also should know that referrals from one physician to another might not be related to the quality of care provided by the physician you are being referred to. It may have more to do with a personal friendship, or a physician in the same group practice or other non-quality related criteria.

As a consumer of health care, you might be told that quality in health care is elusive and can't really be measured. Measuring health care quality can be difficult sometimes and there are many variables that impact quality. It is, however, not elusive. Nosocomial infections (infections acquired in the hospital) are measureable. Readmission to the hospital within 30 days of discharge is measurable. Wrong side surgery is measurable. Regional variations in health care is measurable.

Resources for the health care consumer are becoming more available. Are they perfect – no. Do they provide information upon which you can ask intelligent questions – yes.

There are three websites we suggest you look at:

Dartmouth Atlas of Health Care (http://www.dartmouthatlas.org/). As described on their website:

"For more than 20 years, the Dartmouth Atlas Project has documented glaring variations in how medical resources are distributed and used in the United States. The project uses Medicare data to provide information and analysis about national, regional, and local markets, as well as hospitals and their affiliated physicians. This research has helped policymakers, the media, health care analysts and others improve their understanding of our health care system and forms the foundation for many of the ongoing efforts to improve health and health systems across America."

The Department of Health and Human Services has a website that lets you compare hospitals (http://www.hospitalcompare.hhs.gov/)

Castlight (http://www.castlighthealth.com/) is a new venture-funded company. Their vision is to - Bring Transparency to Health Care, and on their Home page they write:

"The true cost of medical care hides behind price variations, coverage restrictions, and complex calculations. Castlight unveils the information needed to make smarter health care decisions."

It is important to be an informed health care consumer. You have more choices than you may realize. While we suggested you look at three websites, there are more available. Let us know if there is one you find particularly helpful and we will share it with our readers.

Talent Management Corner

You Can't Hire A Piece Of Paper

More often than not we hear these words, "I have reviewed their resume. It doesn't have what I'm looking for." Every hiring manager has said this. Usually, we are able to assure the client that we will not waste their time and it's worth, at the very least, a brief conversation.

Anyone can play the "key word" match game, but one must dig deeper to find a candidate that is knowledgeable, a cultural fit, and poised to become a top performer. Undoubtedly, a resume should be clear, professionally written, show relevant skills to the particular job, and be attractive enough to catch the attention of the hiring manager. However, this is only one aspect of who the candidate is and relying solely on a resume is problematic.

Most companies now expect their employees to perform more than one role. This can be difficult to outline in a resume. It is also a challenge to include all the skills necessary when applying for a new job, especially when most candidates are applying to more than one position with their own unique set of skills. Also, if you are lucky enough to get a passive candidate, they are not looking for a new career and just updating their current position may be sufficient enough since they are the ones being pursued. Overlooking a candidate's abilities, experiences and accomplishments while only narrowing in on few key skills considerably limits your talent pool.

While hard skills are important, soft skills are too when determining if a person will be successful in a particular role. Never assume you will find every skill you are looking for on paper. What is important to you may not be to a candidate and although they may possess that skill, they just may not have written it down. And one way to address this issue is to partner with a recruiting firm that knows your company and culture well, who understands your business objectives and who has your best interest in mind. If the resume they send doesn't impress you, ask them why they thought this candidate would be a good fit. Listen to your recruiting partner and trust them. You will build a stronger team for your company.