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Saturday, October 25, 2008

When Networking, Don't Be The Mouth

By Danielle Lum

Hawaii Bureau Chief

I was invited to attend a meeting. There were about 15 people there, of which I knew maybe three people. A great networking opportunity ever I've seen one!

The beginning of the meeting was open networking around a tray of sushi, shrimp and chips and dips. In networking fashion I met people, made connections and traded business cards.

I met some very nice people, and enjoyed the give and take of "what do you do?" and "how is your business doing in this economy?"

Enter The Mouth.

We all know The Mouth. You know, the person who won't stop talking about him or herself. How many times have we wanted to run, screaming, in the other direction when we see The Mouth coming? I know I can't count that high.

Anyway, I was in a two-way conversation when The Mouth edged her way into our sphere. We were talking about our businesses and people we knew in comment; there was give and take. She listened to me. I listened to her. It was quite pleasant actually.

It all changed when The Mouth joined us. The conversation switched to The Mouth. What The Mouth does, how great The Mouth is, how The Mouth single-handedly whipped Hawaii's economy into shape. I swear she didn't take a breath long enough for either of us to speak.

I was happy when the meeting got started because I finally had a way to politely excuse myself from The Mouth.

True to form, though, The Mouth dominated the meeting. She told of her experiences, viewpoint, and opinions. It was exhausting, and actually lengthened the meeting by at least 30 minutes. I could see rolling eyes around the meeting table as The Mouth droned on and on.

So today's lesson is simple: Don't Be The Mouth

Networking is about making connections. Finding what you have in common so the next time you see the person you're positively memorable. It means talking, asking questions, and more importantly, listening to the answers. Let the person you're connecting with be part of the conversation. Be a participant in the conversation, not the dominator.

You may be great at what you do, or you might be the expert on the topic of conversation. However, bombarding others with your brilliance at a networking function will earn you The Mouth status. If you really need to make a point or feel your insights or expertise would be valuable for the person with whom you are talking, arrange a follow up meeting or coffee.

You will make a better first impression and you'll get a second chance to make a connection.

I find that the people who leave me with the best impression are those who can hold a balance conversation. They ask as many questions as they answer and talk as much as they listen. It's easy to talk with them. Effortless. Connecting is easy because they make it easy to do so.

The choice is yours. Do you want to be The Mouth or leave a favorable impression.

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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.

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Friday, October 24, 2008

An Industry Analyst, A Purple-haired Goth, A Griffin and I - Oh My!

By Chris Kauza
Technology Editor


If you have any involvement in Virtual Worlds, you may recognize that I am referring to a not-so-unusual attendance list for a business meeting in Second Life. The meeting I recently attended was a great opportunity to experience a presentation slide show in an entirely new way.

Video games aren't entirely about stealing cars, shooting aliens, going on quests or eating dots on a screen. There is a segment of the industry known as Serious Games, which refers to uses such as training classes, business simulations, etc. And it is in this segment where we find a game you may have heard of, called Second Life from Linden Labs. (Here is a video giving a non-technical explanation of what Second Life is, using a gardening analogy...)

Erica Driver is an Immersive Internet industry analyst, formerly with Forrester Research, now in her own firm (ThinkBalm). She (quite literally) walked about a dozen of us through a presentation on the business applications of Second Life. Indeed, the slides were arranged in a circle formation, in a field, and I was able to focus on, zoom-in / zoom-out, etc., on those points that most interested me

Personally, I first went "in world" and viewed Second Life about three years ago, and found it to be painfully slow, very buggy, and limited in its functionality and feature set. Last night was my first time back and I found the whole experience to very exciting - everything seemed to have really moved forward quite a bit.

Second Life hosts more than 15.5 Million residents, and you will find more than 350,000 of them "in-world", during a typical 7-day period. For the month ending September, 2008, there was roughly $7.3 Million dollars (USD) of in-world transactions.

Did I get your attention?

Erica went on to point out that approximately 16% of Second Life residents use the environment for work, and about half of these (approximately 1.24 Million people) intend to increase their usage of Second Life in the coming year. Further, 90% of surveyed Second Life residents stated that they would like to interact with "real life" brands while in Second Life. What are some of the ways they anticipate using this technology?


What does this have to do with "networking"?

Everything!

Two key aspects of networking are:
1. how you represent your company's / organization's brand
2. how non-company people interact with, or react to, your brand

8 years ago, blogging was dismissed as a communication medium. Now many companies and executives blog on behalf of their companies (this article is itself being written and published through a blog).

Should you create a presence in Second Life right now? It depends.

In my personal opinion, Second Life still has some technical issues to contend with (their back-end infrastructure, mostly), and it can be a "bit buggy" or slow to the uninitiated. However, the day is fast approaching where your customers / partners / suppliers may expect you to have a Virtual World presence, so getting involved and starting to "figure it out" now may not be a bad idea. And don't forget - what you do here should be in alignment with what you do "off line". Use these technologies to develop and enhance your brand.

We have been discussing this exact idea here at the Soltus Group. For now, we have placed it "on hold" but developing a Virtual World presence is part of our 3-year business plan. We are observing and doing some limited participation, but we have no avatar with which to speak to the aforementioned Industry Analyst, Purple-haired Goth and Griffin.

Not yet, anyway...but, if you allow yourself, you may begin to see art, relationships - your world - in a whole new way.

Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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How to Use Technorati for Website Networking

Networking Your Website with Rita Wilhelm


Technorati is a website designed to highlight latest blog entries and user generated media such as photos, videos and music from around the world in various categories. This means that at any given time the latest news, special events, products and opinions from users around the world are featured in one convenient place for anyone to see and to link to.

Currently, there are nearly 113 million blogs that are featured and 250 million citizen generated media entries. Found on the Internet at http://technorati.com/, this site can be a highly valuable tool to use in networking and increasing traffic to your personal or professional web presence.

If you have a blog site or other media you want to share with the world, Technorati is the ideal place to feature it. In order to get started there is some basic information you will need to understand.

The use of tags is the primary method of getting your site categorized correctly for feature on the site. There are different ways to use tags within your content in order to get it featured properly and the method you use will depend on the type of software you have for your media as well as what programming experience you have.

If you use one of the well known blog software types such as WordPress or Moveable Type, you already have built in tools to use tags, typically called categories within the programs. Make sure when you publish your content on your site that you always use categories that suit your topic. These will be read by Technorati and filtered into the appropriate tags. If you do not use blog software that supports categories or tags automatically, you can still get Technorati to categorize your site appropriately with the use of some simple HTML links within the body of your post.

For example, if you have a post that pertains to pop music you will add in a link such as: . If you have two pertinent tags such as pop music and Britney Spears add in a plus sign between the tags. For example, .

Once you have your posts correctly identified, you need to tell Technorati about them so they can be posted. This can be done in two ways. First, most blog software can be configured to automatically notify Technorati upon publishing. Or, you can manually ping them by going to http://technorati.com/ping/ and entering the URL of your particular post. Using Technorati is quick and easy and can highly benefit your site by exposing millions of users to your content and allowing others to link to you site. This will increase your traffic and refine your search engine optimization processes.

Rita Wilhelm is founder and president of SnapMonkey Inc, which is a company that provides both online marketing consulting to businesses, as well as easy-to-use web-based technologies to help businesses effectively promote themselves on the web.
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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to http://www.thenationalnetworker.com/. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com/.

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"I Want to See...."

By Andy Lopata
UK Bureau Chief

What do you want to see?

This is the question being asked by a networking group in London in response to the global financial crisis, war in the Middle East and increasing environmental concerns.

Unhappy at the noise emanating from the media and from politicians, the committee of European Young Professionals (EYP) felt that the time is ripe for individuals to have their say. They believe that networks, backed by modern social networking technology, are best placed to make that happen.

Ronny Ellefson, a founder of EYP and their Creative Director, said,”We launched the We Want to See website as a response to the state of the world at the moment. From the economic downturn, through environment concerns, to the fear of terrorism, we knew that our colleagues, our friends and our families had an opinion on the current issues affecting our world, and thoughts on how to change and improve them.

“By creating the site, we wanted to provide individuals with a platform on which to highlight their ideas on how to solve the world’s current problems. “

Contributors to the site have been invited to post a short video about what they want to see.

So far, the ideas submitted include dreams of personal success ("I'd like to see my name as a style guru in every fashion magazine in the world"); hopes for the global economy ("I'd like to see the end of the credit crunch"); the altruistic ("I'd like to see it be mandatory for private sector organisations to give 10% of their profits to fund projects in disadvantaged communities") and the frustrated sports fan (I’d like to see Tottenham Hotspur climb off the bottom of the Premier League table").

EYP is well placed to kick-start such a campaign with a wide range of opinions from people originating from all over the world.

Originally formed in Thailand in 2005 to provide networking opportunities for young expats, EYP came to London at the beginning of 2007. The UK branch boasts a membership of young professionals based in London but with nationalities ranging from Australian to Russian, Polish, Dutch, Swedish, Norwegian and Turkish. In fact, over 700 people from 40 countries attended the launch party in London in January 2007.

Nick Jonsson, a Swede who co-founded EYP in Thailand is the man who brought the concept to the UK.

“When I moved to London in 2006, I saw a similar need for a professional networking group to be set up in London. I found that even though London was filled with networking organisations, none were really focussed on young professionals and met my need to quickly establish professional contacts and friends. Using the model that worked so well in Bangkok and in partnership with contacts I had already made in London, we created a new chapter in London aimed at taking over the local networking scene.

“We launched EYP London at Cavendish No 5 in January 2007 and were thrilled with the turnout. In addition to the 700 people at the event, a further 200 “virtual” visitors attended in Second Life, an online community. We had rented a virtual island and had a launch event running concurrently, which we beamed into the event at Cavendish No 5 bar. It went down very well and we received fantastic feedback from both attendees and in the media.”

Since that launch, EYP has run regular events across London, all with a large turnout and tremendous buzz. James Swanston, EYP London’s Chief Executive since the beginning of 2008, said; “The real purpose of EYP London is to bring together professionals to create social networks and build business links.

“Our vision is to be innovative, supportive, creative, diverse and to offer a unique, valuable networking experience to all members - regardless of where they are from and their age. In fact, one of EYP’s points of difference from other networking organisations is that we have brought together a real mix of individuals from all industries – from banking and finance, PR, IT, entrepreneurs to dentists and doctors.”

With an average age of 30, EYP events take on a very social feel. Typically held in trendy nightclubs and with first drinks often sponsored, people go to their events primarily to have fun and make friends.

James continues, “What draws EYP members together is their strong desire to network and to gain experience – and friendships – within London.”

It is this mix of people and drive to be different that has led to the ‘We Want to See’ campaign. The network was keen to do something to create an impact to support Global Entrepreneurship Week in November and as part of their event that week, which is a flagship event for Speednetwork the Globe. Giving their members a say and encouraging people to speak out about their dreams for a brighter future (or better football results) seemed to meet that aim.

From there, it is hoped that the campaign will become truly viral, with people of all ages and backgrounds worldwide sharing their hopes and dreams.

“We hope that through the site, more individuals will feel empowered to discuss their ideas and views on solving issues within today’s climate,” says Ronny Ellefson. “The site also ties in with EYP’s ethos, which is aimed at supporting our members to make their ideas into a reality.”



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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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How Important is it to Attend Networking Events in This Internet Age?

By Bruce Newman Mid-Atlantic Bureau Chief (New York, New Jersey, Pennsylvania, Delaware, Maryland, Washington DC, Virginia, West Virginia)

I posed this question to subscribers of LinkedIn, my personal network, the companies and consultants at The Productivity Institute, and the subscribers of The National Networker and received many responses.

I also asked a friend of mine who is a very successful technical sales person. After asking the question, he looked
at me with amazement in his eyes and exclaimed, “Of course you attend events and meet with a client or prospect. It’s the only way to gauge people and gain an understanding of their needs and motivations (and vice versa). Furthermore, you learn many things from them. For example, I found out about a golf game that I was able to join and interact with a very hard to reach executive”.

The responses I received to this question all agreed with this view; that even in our highly competitive and time-challenged workplace, it is still critical to attend events and meet with people. That despite the huge strides forward in technology, nothing replaces good eye contact and a warm handshake. One respondent stated that instead of meeting other people, we are desensitizing ourselves by being on the Internet and constantly creating text messages and emails. She felt that this enables us to maintain relationships but not create new ones or allow existing relationships to progress. Many respondents stated that attending events allowed them to meet new people and renew existing relationships, helping to ensure that their name and company name remain in the forefront.

However, there were caveats. Several people noted the increased number of networking opportunities that are currently available and the importance of being selective concerning which events or meetings to attend. Interestingly, many of them found the events to be unproductive, yet they still attend them.

Attending events is easy. Anyone can go to some event, pay their money (if necessary) and Poof!, they’re an attendee. That’s the easy part and where most people stop. Working an event is hard. Leo Goetz, who I interviewed for a prior article describes the need to actively work an event as being essential for success. He considers the trading of business cards as being passive and usually unproductive if that is the sole measure of the interaction.

What is needed is to realize that networking is an ongoing process that stretches from the initial contact stage through the development of a relationship. Creating a networking plan – complete with goals – in conjunction with a clear understanding of the purpose of an event is required for consistent success. Conversely, attending events unrelated to your area of interest or your goals helps explain why so many respondents cautioned against attending events just for the sake of attending events - and their frequent disappointment. Hope, at any time is important but rarely sufficient – and certainly not a reason to attend or keep on attending unrelated events. A networking plan also includes a rapid follow-up with almost every contact you make at an event since learning more about them and what they do helps build a relationship from which both parties can profit.

I have attended numerous events where I have told an individual or some company that I am interested in their product or service. And yet, more often than not they don’t contact me. Here’s a potential sale before them and they don’t act on it. Why attend or exhibit at an event if you’re not prepared and don’t take the necessary action?

Unfortunately, this passivity is all too common. An expert consultant hangs out a shingle and expects the world to come to him (or her). A company produces a great product but has no resources for marketing, blindly expecting a few announcements to produce enormous results. These actions represent hope – that’s important, but insufficient and unrealistic.

So, is attending events important? The almost unanimous answer appears to be, yes. The insightful answer is also yes, but only with a clear purpose and plan that allows an individual to focus on relevant and effective events while adhering to their plan's goals and actions. All of which explains the success of careful, active networkers and my friend, the technical salesperson.


Bruce Newman is a consulting guru and the Vice President at The Productivity Institute, LLC (http://www.prodinst.com/) which provides prodinst by matching the specific software products and services needs of companies to rated outstanding consultants who can meet those needs. Any company that wishes to improve their productivity can sign up for this free service and be contacted by up to five rated outstanding consultants.
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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to
http://www.thenationalnetworker.com/. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com/.


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Thursday, October 23, 2008

UK Networking at Its Best - BoB Clubs, Come to Canada

By Kensel Tracy
Canadian Bureau Chief

When you talk the founder of Business Over Breakfast Clubs International, Geoff Cox, over the phone from Birmingham England, you immediately get energized and you know you have met someone that has a passion for networking. Geoff sounds really excited about bringing his Business Over Breakfast Clubs (or as they are commonly called in the U.K, BoB Clubs), to Canada with the first ones expected to open in Ottawa and Toronto in early 2009.

Started by the former IT sales professional while he was still selling to blue chip, hospitality and international companies in 2004, there are now 25 Business over Breakfast clubs all over the U.K. and with dozens more forming throughout other parts of England, India, South Africa, and Australia and now in Canada and the U.S.

BoB Clubs operate like other breakfast networking clubs, such as Business Networking International (BNI) where only one member of a business category is allowed to join, but with BoB Clubs, there is a major difference...

...if you join a BoB Club you only need to go to a meeting once every two weeks.

Geoff’s groups originally met every week. However after polling the club’s members it was realised that most preferred meeting every two weeks. Members also quickly noticed that the amount of referrals did not reduce and that the real networking took place more heavily between meetings. BoB Clubs were also attracting members from other clubs that met weekly as these new members felt they could no longer make the time commitment or the pressure some organizations put on members to attend a meeting every single week as most already had plenty of other weekly family or business commitments.

Another difference in meeting every two weeks is the added benefit of reducing the cost of meetings by over 50% through reduced breakfast costs and also a reduction of a member’s carbon footprint as well by over 50% through a saving of fuel and travel costs. Meeting every two weeks also reduces the stress on members to attend a weekly meeting and therefore BoB Clubs have a extremely high retention rate and this also makes it easier to ensure that more visitors can also attend every week.

Geoff says that BoB Club members now see the meetings as more of a classroom to allow members to connect and learn more about each other businesses through one minute infomercials and presentations. Members are then able to take two weeks to develop qualified business referrals or find other ways to promote each others business through activities between each meeting. Members are also encouraged to network outside of the club environment as a way to increase more business options which in turn helps to grow the overall Bob Club network.

There is also no ‘hard sell’ for visitors to join, if they like it they can join with no pressure providing their business category open. Statistics show that over 60% of all visitors join a club. BoB Clubs also provide a cost effective, structured and enjoyable meeting platform which provides measurable results by generating quality referrals, a high percentage of which turn into long term profitable business opportunities for all members. BoB Clubs also do not open a new club until they have officially signed up 15 members. This ensures that each club operates with a solid base of members before it opens its doors allowing for maximum interaction and solid business referrals right away

Unlike BNI which focuses on pushing members to give referrals, BoB clubs do not pressure members to give referrals every week as this tends to generate bits of paper instead of good solid business opportunities. Instead BoB Clubs focus on providing innovative online tools to train members in other aspects of selling and promoting club services and stressing why business building and why quality permission based referrals are important to the growth of the club. The club uses a referral slip that also better pre-qualifies the referral by asking more direct business questions and making sure there are more details for members to consider.

The Clubs also provide members access to powerful online tools, including online referral programs, a high quality membership pack and additional benefits and value added business services at no additional charge. BoB Clubs also utilizes online technology as much as possible to ensure that running and marketing the clubs is as automated as much as possible and therefore removes much of the manual effort required by the leadership team and the members.

Club members also have access to a powerful online Business-2-Business website called www.network2connect.com where they can network with many tens of thousands of other business people locally, regionally, nationally and even internationally. This allows a club member to look for opportunities for each other as it is available to any business, not just BoB club members.

In January 2009 BoB Clubs be launching two new clubs in Mumbai, India and then expanding throughout India, at the same time BoB Clubs will open the first clubs in South Africa and has hopes to have the Canadian clubs open in Ottawa and Toronto, Ontario later in the year. At the present time Geoff has interest from other 8 other Canadian Cities and provinces such as, Fredericton, New Brunswick, Vancouver, B.C. Oakville, Toronto, Mississauga, in Ontario and U.S. markets like New York, Lexington and San Francisco. In Canada it’s expected that club memberships will include a participation fee of around $445.00 to join along with a one-time registration fee of $115.00 plus GST with a similar fee range for the U.S. market to be competitive with other clubs.

BoB Clubs are not only a good networking group to help build one’s own business and can also be a great small business networking opportunity as a Bob Club coordinator can build a network of members and a small business opportunity at the same time.

This is done by becoming a Regional Coordinator and coordinating a club, setting up the venue and collecting membership fees and remitting 50% of the membership fee and the administration fee and the cost of member’s kit to head office to help Bob Clubs grow. This is all done through an online payment and marketing system. Although BoB Clubs does not sell franchises, as Geoff says this tends to attract to wrong type of people that don’t want help build a networking system, Bob Clubs will sell regional licences to give those individuals sincerely interested in building a business and a business networking group in a protected area by owning a protected area or city.

For more information on BoB Clubs in Canada contact Kensel Tracy at kenselt@sympatico.ca or Geoff Cox at BoB Clubs International at bobclub2003@aol.com.

Kensel Tracy is a business coach and Senior Partner in the Corporate Coachworkz Inc. located in Chelsea, Quebec.

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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Wednesday, October 22, 2008

A NAWBO Chapter That Excels

By Bruce Newman

Mid-Atlantic Bureau Chief
(New York, New Jersey, Pennsylvania, Delaware, Maryland, Washington DC, West Virginia, Virginia)


Events: Comments?


In last month’s article, I presented a networking group with chapters in several states that schedules many events for its members. It raised an interesting question, Given today’s the rapidly increasing networking online opportunities, how important is it to attend events? Please feel free to respond to this question on my blog at prodinst.blogspot.com. I will provide a summary based on the feedback I receive in next month’s article.


This month’s article: A NAWBO chapter that excels.


This month, I caught up with Jane Barr Pino, Executive Director of The National Association of Women Business Owners (NAWBO), Philadelphia Chapter and Kayte Connelly, a relatively new NAWBO member and the person who referred me to Jane. Jane discussed NAWBO with me and elaborated on several key NAWBO functions in the Philadelphia chapter. Her knowledgeable input formed the first part of this article. After speaking with Jane, I decided to also include Kayte’s perspective and enthusiasm towards NAWBO since she has been a member for less than two years. Kayte’s input constitutes the second part of this article.


Part 1 – Jane Barr Pino


What is NAWBO?


NAWBO is the National Association of Women Business Owners. Incorporated in 1975, NAWBO has grown to over 9,000 members and 80 chapters across the United States.


How long have you been involved with NAWBO?


I have been NAWBO’s Executive Director since 2001. I am currently the Executive Director or Administrator of thirteen associations and professional groups in the Philadelphia area. But NAWBO is the only group of which I’m a member.


How has your NAWBO chapter changed since you have been a member?


It has grown more than twofold and now has over 200 members and has become one of the most active and visible chapters in the country. I really enjoy working with the board members – they are great people and terrific worker bees.


What makes NAWBO, Philadelphia unique?


Unlike the many organizations out there serving professional business women, NAWBO is focused on supporting women entrepreneurs. The number of women starting their own businesses is increasing. NAWBO tailors its programs and member benefits specifically to the needs of these women.


You speak very highly of the board. What is its role?


The board consists of the officers and committee chairs. It sets the tone for the whole organization including the direction, goals, what they want to sponsor and strategic planning.


There are several committees including: membership, technology, public relations, public policy, programs, education and marketing. We’re currently working at obtaining 501C3 (charitable foundation) status to be able to extend our educational services and receive funding from corporate sponsors who give to 501C3’s. Many corporations only sponsor charitable organizations. Becoming a 501C3 organization will open up a new pool of potential sponsors and enable us to expand the educational programs we offer our members. We will also receive tax exemption benefits and lower postal rates.


What educational services do you offer?


We try to provide as much educational services as possible. In addition to our regular educational programs that range from topics on marketing on a shoestring or technology issues and trends to valuing your business or obtained particular business certifications, we offer a unique service called our CEO Roundtables. These roundtables are one of our most popular offerings. They provide an opportunity for women business owners to share their concerns and tap into the knowledge, experience and objective viewpoints of other business owners.

They are led by a professional facilitator and are limited to eight members per group. There are groups for new businesses, ones based on specific revenue classes and one for family-owned businesses. We have offered our CEO Roundtables for years and have women that continue to participate in them year after year.


We also have our ATHENAPowerLink program that is a joint venture with between the Philadelphia, South Jersey and Delaware NAWBO chapters. The ATHENAPowerLink program “links” selected women business owners with a panel of advisors recruited to meet the specific needs of her business. The panel helps the woman develop and expand profitability, explore new opportunities, gain access to capital and implement best practices. There is an in-depth submission process to be selected for this program.


What events do you offer your members?


Every month, we offer either networking or education seminars. They are well attended. We also have free networking meetings on the first Friday of every month that cover all the counties in our area. These are excellent opportunities to network and also share best practices for running a successful business.


This October, we will have our regularly scheduled Technology program in which we expect 30 – 40 attendees.

Last May, we had a terrific leadership conference. Our honored guests included: the president of Southwest Airlines, the founder and president of Build a Bear Workshop and the president of Acme Markets (all women). They discussed leadership qualities with real-world examples (through first person story telling) in this day long and well attended conference.


It is this type of conference that helps make our organization special.


What special events do you do?


We offer our BizOps procurement fair every other year. Our next one will be in April. The event is focused on women and minority businesses and how supplier diversity can help their businesses.


And our Leadership Conference, mentioned above, is the other special event we offer every other year.


Is there something else that makes your organization special?


I would say the strong relationships and trust between our members. Women like to do business with other women. And, our members make it a point to work with other NAWBO members whenever possible. They reach out to each other in their time of need and it is for this reason that 75 of our long term members pre-date my arrival in 2000.


Part 2 – Kayte Connelly


Why NAWBO? What programs have you participated in?


I became a member of NAWBO April, 2007. I was just rolling out my business and it made sense for me to join this organization compared to others in the Greater Philadelphia Region. Although there were more than 45 women's groups, each with their own specific mission, requirements, affiliations, etc., I selected this chapter because of what it had to offer.

In NAWBO - which is designed by and for women business owners, there were classes, some similar networking opportunities but only NAWBO provided the opportunity to participate in CEO roundtables with similar businesses. For six months, small groups of WBO under 3 years old or with gross revenues under $100,000, or family owned businesses or corporations with over $1 million in revenues are given an opportunity to meet with like-minded members and explore issues that are of significance to them and with an executive coach to help steer them.

In addition, our chapter has an Athena Program, which provides WBO with their own board of directors to support and direct their business growth.

We also have regularly scheduled satellite meetings that are free and open to all members and potential members.

I joined the Public Policy Committee and support distribution and advocacy on legislative issues that have a bearing on Women Business Owners. That committee is represented on the National Public Policy Committee and our committee interchanges our representation.

This year, that committee explored the possibility of expanding our services through the initiation and development of a charitable arm, the NAWBO Greater Philadelphia Foundation for Women Entrepreneurs, which is expected to be fully functional by the end of the year. A task force was developed to study NAWBO Chapters across the country to determine which programs worked and which did not.

One outcome was the mentoring program. Recognizing that 50% of businesses go out of business within one year and that 95% fail within their first five years, NAWBO Philadelphia wanted to do more. The SISTORS -

Sisterly
Introduction to
Supporting your efforts
Towards
Obtaining
Riches
Successfully -
program will pair an incoming member with a more experienced member to show them the ropes who acts as a mentor. This is yet another way that this group of women reaches out and makes a difference in the business climate in our region.

###


NAWBO can be found at: www.nawbo.org . The Philadelphia branch of NAWBO can be found at: www.nawbophila.org .


Jane Barr Pino: Jane Barr Pino & Associates (www.janebarrpino.com) assists associations, foundations and membership organizations with a variety of administrative and project management services enabling them to focus on the mission of their work while she and her team facilitate efficient back office management. In the ultimate show of confidence, Jane is honored to serve as a trusted member of the executive team of three of her client organizations. She can be reached at jane@barrpino.com or 215-628-9844.


Kayte Connelly: Kayte Connelly CCP is the President of Best Principled Solutions LLC (www.bestprincipledsolutions.com) located near Philadelphia PA. A leadership coach and organizational development consultant, she is a certified ChangeWorks Practitioner and approved Standards for Excellence for Nonprofits Consultant, she provides a variety of services focused on bringing control into your personal and professional goals. Kayte can be reached at: kayte@bestprincipledsolutions.com or 484-769-2327.


Any networking group or organization that has a special meeting or conference they wish to announce, relevant articles or topics they wish to discuss, or would like to be featured by me (if possible), please email me at: bnewman@prodinst.com .


Bruce Newman is the Vice President at The Productivity Institute, LLC (http://www.prodinst.com) which provides prodinst by matching the specific software products and services needs of companies to rated outstanding consultants who can meet those needs. Any company that wishes to improve their productivity can sign up for this free service and be contacted by up to five rated outstanding consultants.


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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Tuesday, October 21, 2008

It's Time to Get Your Buffy On!

MarketingSherpa: SherpaBlog: Sequoia Capital Advises CEOs to Rely on Marketing to Survive Downturn

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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Sunday, October 19, 2008

TNNW, October, 2008, Week 3: Low-Cost Networking

By Adam J. Kovitz

CEO, Founder & Publisher

FACT #1: We are living in tougher, more challenging economic times. Corporations are cutting costs, cutting prices; if it can be cut, it's being cut.

FACT #2: It is common knowledge that in today's world of higher unemployment and tougher, leaner times that NETWORKING IS KEY TO SURVIVAL.

What I find amusing is when I hear of people reacting to these facts in such away that actually causes them to veer away from doing more networking. This is self-destructive.

It is understood that these financially depressing times can weigh heavily upon us all. But doesn't it feel good to know that there are others who understand and can relate? How would you know if you don't get out and network?

I understand that we might need to curtail, our social time a bit, but stopping it completely is our biggest danger and can lead to even darker times for us.

That being said, here are 10 low-cost networking suggestions:
1.) Do more online networking - you can do it anytime and there is no shortage of opportunities to connect.
2.) Volunteer your time to help others in need - no matter how bad you think you have it, somebody's got it worse. This is a great way to make a difference, make friends and feel better about yourself.
3.) Go to a park - as a father, nothing's more fun that spending an hour or so at the park where the kids can make friends and you can too.
4.) Get together with family - they can be a great source of inspiration, motivation and support
5.) Go to your house of worship more often - nothing can be more comforting and inspirational than getting together with others who share your beliefs and passions
6.) Join a support group - there is strength in numbers as people with similar challenges can provide insight
7.) Go to the library - remember these? A great way to keep an active mind. You can meet folks in a quiet low-key atmosphere and get lost in a book.
8.) Host a party - what a great way to liven things up! If expenses are an issue, have a pot-luck dinner where all invitees bring something. After all, we all have to eat, right?
9.) Spend some extra time at the gym - get to know the other members before or after your workout. You may be surprised at what you find.
10.) Join a job search group - looking for a job? Have one and want to keep options open? Have one and just want to give back? There are many great organizations out there waiting especially for you.

Get out and network...make new friends and keep reading The National Networker for more great content.

As always, I look forward to networking with you...

- Adam
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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Building Developmental Networks, Part 3

Power Thought of the Week with Patricia Parham, Ph.D.


Coaching Circles


Many companies are using coaching circles to help managers at the same level to share strategies and tools for success. Start a peer coaching circle with several colleagues whose businesses are structured similarly to yours. Meet monthly and share information and tactics for increasing business and productivity. Make sure that your areas of expertise overlap, but are not redundant. Develop synchronicities to accelerate growth.

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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Your Secret Weapon

Mastering the Membership Maze with Glen Gould

Perhaps the best-connected people at the chamber of commerce are the staff members. Being top of mind with the chamber staff can be your secret weapon in success. Read on!

Have you ever noticed that there are some members of chambers of commerce and other business associations that just seem to get all the attention from staff? These special few seem to get all the accolades, all the recognition, and yes, all the referrals. How does this happen?

To be certain some of this attention goes to those members who have longevity; they have been members for a long time. Some attention goes to those who are new as well and some goes to those who have been the most active recently. There is one way that you can leap past all these peers and land in a class all your own. This is your secret weapon. It's the power of a referral.

Often times we forget that the chamber is a business not unlike ours in many ways. Every business has the same goal: Attract, convert and retain customers. Chambers call their customers members. And chambers are always looking for new members.

Chambers are subject to many of the challenges small businesses face. They need a steady stream of prospects in the pipeline, they need new customers coming on board, they need to retain their customers, and all the while they need to deliver an outstanding product. A great membership experience is their great product.

When you give the chamber staff a referral, you have given them the life-blood of their business. You've also given them a valuable vote of confidence in the service they are providing. What you may not consider is that you are also giving the company you referred an excellent opportunity to grow their business. When you refer clients you show them you are thinking of them and how you can bring more value to them.

If you put a plan in place to regularly provide qualified referrals to the chamber staff, you will find that you will always be on their mind when referral opportunities arise. Those members who enjoy the chamber and refer their business contacts, vendors, and associates to the chamber find that their success grows exponentially. Give the chamber referrals and watch your business grow!


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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Don’t Shotgun Your Sales Message…Sharpshoot It Instead!

Networking Success with Dr. Ivan Misner
Ivan's section is sponsored by qAlias.com

You may perform a wide variety of services or offer a broad range of products to your customers, but for a referral, your description of what you do should be narrow and detailed, focused on a single aspect of your business. Yes, you may offer the most elaborate assortment of office furnishings available in your part of the state, but that doesn’t mean much to the prospect who is looking for a truckload of one specific type of high-tech desk for a new technology company.

Your referral sources will find it much easier to get you an appointment with a prospect if you have provided information that will help them address the prospect’s specific needs. You’re an office-furniture wholesaler? No help. One of your specialties is custom-designed, made-to-order desks, shelves, and file cabinets in large lots? Bingo. You’ve snagged an appointment.

It seems counterintuitive, but in reality, the more laser-specific you are, the more likely you are to get referrals. People tend to say they “do everything,” because they want to catch everyone. They want to throw as broad a net as possible. The problem with a really broad net is that there are big holes in it. When you say, “I’m a full-service printer; I do everything,” that doesn’t mean anything to your prospects, or to those who refer you to them. What they’re thinking is, I don’t need a full-service job. All I need is a particular kind of print job. If I’ve come down with a serious illness, it doesn’t help me much to know that there are three hospitals in town. What I really want to know is, in which hospital will I find the specialist who can cure me?

When you tell a referral partner you’re a full-service provider, you’re asking her to mentally sort out all the people she knows and cross tabulate what they do against all the things you do. That does not work; people aren’t computers. Yes, a referral partner needs to know the full range of products or services that you deal in—eventually. But more immediately, she needs to know with some precision the specific needs you can fulfill, because that is what the customer is focused on in any given instance.

If you say, “Who do you know who is a sports enthusiast? Here’s how he can use my product,” then you’re letting your referral source do a simple, easier kind of mental sorting. The more you can educate people about different things that you do—one at a time—the more likely you are to get referrals in the long run. And getting referrals in a specific area doesn’t mean you can’t continue to offer other products or services.

When operating in a referral network of some type, your immediate goal is not to close a sale…but to train a sales force. You’re training people to refer you, and saying that you’re a full-service provider and that you do everything doesn’t train anybody at all. You wouldn’t tell a salesperson for your company, “Just tell them we do it all.” You need to be as specific as possible. As a specialist, you can more easily articulate to your referral sources what you do and how you do it, and they can in turn articulate it more readily to other people. Saying that you “do everything” sounds desperate—as though you have to do it all because you’re not successful in any one area.

Someone who professes to be a generalist, who “does everything,” is not only less likely to get good referrals—she’s also likely to be considered a “relationship assassin” within her referral group. Suppose an insurance agent who’s just joined your group comes up to you and says, “I can cover all of your insurance needs. I have life insurance, medical insurance, auto, home, business, and every other kind of insurance you’ll ever need. I’d like to be your one-stop insurance shop.” But you already have coverage from five or six different agents, most of whom you have solid business and personal relationships with. What she’s asking you to do is dump all your relationships and replace them with one relative unknown—herself.

A better approach for her would be to say to you, “I’m a life-insurance agent who specializes in executive benefits, specifically for tradespeople. My passion, in my insurance practice, is to deliver executive-benefits packages to owners and managers of contracting firms so that they’re able to retire effectively with tax-protected investments and be able to sell that business.” In this way, she’s addressing a specific need you may have, but she’s not trying to assassinate all of your long-standing relationships. She’s presenting herself as an expert in an area where you need expert advice, rather than a generalist with broad but superficial knowledge.

You may still not be convinced that narrowing your focus is a good idea. You may be thinking that, if you present yourself as a specialist, you are limiting your potential referrals and your future business; that is, you can’t do business outside your niche. The truth is, whether you’re a true specialist or a generalist presenting yourself as a specialist in order to facilitate easy referral, you’re not limiting yourself by doing so. People are actually more likely to refer a specialist than a generalist.

If you’re like most specialists, although you generally do only one or a few kinds of business, you can still offer many other products or services that are closely related. Yes, you’ve narrowed down your business to the things you like to do or are able to do best, or that bring you the most profit, but you can do other things as well. And one good way to attract long-term business is by stepping outside your niche and taking on the occasional odd job that can win you a loyal customer for future business.

One last point: If you sell everything, you’re not selling on value; you’re selling on price. That makes you a provider of commodities. And that strategy can work for you—but only if you’re Wal-Mart.

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Called the “Father of Modern Networking” by CNN, Dr. Ivan Misner is a New York Times bestselling author. He is the Founder and Chairman of BNI (www.bni.com), the world’s largest business networking organization. His latest book, the 29% Solution can be viewed at www.29PercentSolution.com. Dr. Misner is also the Senior Partner for the Referral Institute, an international referral training company (www.referralinstitute.com). He can be reached at misner@bni.com.

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Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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Reconnecting with Feminine Power

By Ann Barczay Sloan

Women's Networking Editor


Ann's article is brought to you by The Joy of Connecting


Intoducing:

Rachael Jane Groover

Creator of

The YIN Project

Our Vision is a world where both the Yin, the feminine principle
and Yang, the masculine principle
are equally honored and valued.

This month, yet again, a unique, talented, passionate, and extraordinary woman a woman on a mission! has come my way. Her name is Rachael Jayne Groover.


Here’s what her web site, http://www.TheYinProject.com, tells us about Rachael:


Rachael has worked in the field of education and training for ten years, as a teacher and workshop leader, most recently in the area of Performance / Presentation skills and Personal Growth. During her 3 years as Director of Education for the Conversations with God Foundation she developed many programs and courses that were strongly attended and highly praised. She has an international practice as a Life Coach, and now works with both men and women on understanding the importance of the feminine principle in intimate relationships and in shifting global consciousness. From this passion she has created The YIN Project.


How I first got to find out about Rachael


I was introduced to Rachael by a long-time California friend, Marilyn Helgeson, who for many years has been doing marvelous liaison work on an international level with women’s leadership groups, especially women leaders in Russia. Marilyn met Rachael through their involvement in an innovative publishing program for authors, Messenger MiniBooks http://www.MessengerMiniBooks.com in which I am now also a participant. I find a lot of pleasure in such ever-expanding connections that follow along a track where we seem to effortlessly move forward from dot to dot!


As I spoke to Rachael by phone and also explored the offerings on her web site, I found myself intrigued by the passion and style with which she approaches the topic of reconnecting with feminine energy.


Now ─ here we are, Rachael and I, connecting and exploring. So I ask her:


How would you briefly describe what you do your so-called elevator speech?


For a woman, her feminine energy is the forgotten key to finding lasting love, passion and living her life’s purpose. My company, The YIN Project, works with women who want to reconnect to their feminine side, and their authentic selves.


So tell me this, Rachael: What makes your company unique? In other words, what’s the so-called Unique Selling Proposition (USP) of your enterprise?


The YIN Project offers a variety of free personal growth resources, empowering women to reconnect to their feminine power; as well as spiritual life coaching and Women’s Retreats. These and our other programs are explained in detail on our web site, http://www.TheYinProject.com.

The fact is, in the pursuit of power, many women have taken on a masculine role without realizing it, and without understanding the consequences. We are about raising awareness of how women have rejected their feminine side and how they can connect to their femininity and become even more powerful, peaceful and attract more of what they want.


Tell me more about balancing feminine and masculine.


When any aspect of our nature is disowned or under-valued, our lives suffer. If we don’t acknowledge all parts of us (and our society), then those parts we have hidden away in dark corners will start fighting for attention. By disowning the Yin we are now seriously challenged with an environmental crisis, humanitarian crisis, and a gender identity crisis.


To create a positive world-wide shift we must return to the balance that we have lost. To lead a fulfilling, healthy and passionate life where we create what we want for ourselves and our communities, we must start adding the Yin back into our experience to compliment the strong and unwavering YANG.


So what exactly is the primary goal / mission of what you do?


The YIN Project mission is this:


Through personal growth and development resources we encourage compassionate, creative, collaborative feminine leaders, who inspire peaceful, joyful and sustainable communities.


My personal mission is this: To move people emotionally so they can feel their deepest longings and greatest potential by being an example of a strong, creative, healthy, joyful, feminine woman with an unwavering commitment to being the best I can be for the world’s future.


And I see you incorporate your artistic activities in your Project as well!


Yes, I am also a singer songwriter who has joined my performance skills with my seminar/retreat leader skills to develop.


Sounds interesting in what way are you blending these elements?


For example, we have created The YIN Project – IN CONCERT.


This is an entertaining and thought-provoking look at why it has become so confusing to know what a powerful feminine woman should look like.


The cross-genre music in this concert includes tunes that you know and love, as well as original songs. The music helps us understand how we have looked at feminine and masculine roles and passionately encourages the audience to play more of an active role in how we define power – particularly feminine power.


Please describe briefly how you got started in all this, Rachael, and how you arrived where you are currently.


I moved from Melbourne, Australia to Ashland, Oregon in 2002. It was almost to the day of my move when I was first introduced to the concept that we all embody masculine qualities and feminine qualities – with some people having a much stronger masculine core and others having a stronger feminine core. This didn’t strike me as weird at all; I had just never heard it put in that way. A few days later a new friend handed me a book proposing that many men have rejected aspects of their masculinity, while many women have rejected aspects of their femininity, in order to avoid being the typical macho cave man and dependent helpless woman the culture once encouraged us to be.


With short consideration I admitted that this dynamic was going on in my own life; I had abandoned many aspects of my femininity. This also made sense as I looked from the outside at many of my friends. Within another few days I found myself at a dance workshop, after being gifted a ticket by a friend. I was not aware of what the workshop was really about until shortly into it, when I found out that it was all about how we can fully embody our feminine and masculine qualities and how being in your own natural feminine or masculine core affects your relationships. Powerful lessons often come in threes.


And these “lessons” led you to…?


These three simultaneous events were what first ignited the strong fire in me that still burns brightly today. I jumped quickly and passionately into exploring my feminine side, how I can use it to enhance my life, and how I had disowned my natural feminine qualities in many ways and this was having an effect on what I was creating and not creating in my life. I have enjoyed my own personal research and experiments, endless discussions with respected friends and the inspiration of other writers who are questioning the feminine and masculine differences.


Which of your projects are you currently most excited, most passionate about?


At present time, it’s definitely these two:

1. The Quiz: We just launched a free quiz that women can take on our website to see how connected they are to their feminine energy. The questions may surprise some women. Hopefully they will! It is our intention not only to reflect back to you how much women embody and express their feminine qualities, but also to encourage contemplation about what feminine power really means. To access the quiz, visit: www.TheYinProject.com/yin/quiz.asp

2. The Conscious Feminine Woman Podcast: We have also just launched the first episode of a weekly podcast show called: “The Conscious Feminine Woman.” Every week I interview an author and teacher in the area of conscious living, relationships, shifting global consciousness, and the feminine. To access this free podcast visit: www.TheYinProject.com


How much of your work is focused specifically toward women?


All of my work is focused on women. Even though it is important for men to understand the power of the feminine within themselves, I love working with women on their own.


What are some of the ways you promote The YIN Project?


My business is primarily promoted through the Internet. I work with other organizations doing complimentary work to set up joint ventures that help all parties create a win-win to promote their latest personal and spiritual growth offering.


I also promote my work through my public speaking. I am an accomplished speaker and singer and present keynote-concerts for women’s groups, events, conferences, etc.


Whom /or what does your network currently include? How far does your network extend?


I currently have about 2,000 women participating in some YIN Project initiative or program. I feel very blessed to have a wide network of other authors, speakers, trainers in my close circle of friends. We help each other to brainstorm and get clear on what it is we want for our work in the world, and how we can promote it. My network extends throughout the world, from the days of working with Neale Donald Walsch (author of Conversations with God) traveling the world as his Director of Education – to now working with women from all over the world, as most of these programs you can do by phone or the Internet.


What has been the best about building a network: Positive experiences?
Benefits, expected and unexpected?


I have loved experiencing how most people genuinely want to help me in this endeavor. I also hold a strong intention that I want to help others achieve their goals. When I can be the source of inspiration and support to others, it comes back to me ten- fold.


What challenges (if any) have you found in your networking experiences? Unexpected events? Any benefits emerging from challenges in the long run?


I have found that networking groups do not always work. In the beginning of my business I joined local women’s business networks, but they didn’t give me many referrals or business at all. I believe effective networking is about continually nurturing close business relationships and strong friendships with 10 key people, rather than trying to meet as many people as you can to give your pitch to. People can intuitively feel it when you are just wanting to get through the small talk to give your elevator speech. My advice to anyone would be to create real rapport with someone before you even talk about business.


Bottom line – What do you feel is really working well for you / your company?


When I join with others to do joint promotions or ventures they are more exciting and financially profitable. It’s wonderful to experience first hand that collaboration, cooperation and interdependence (the energy of the feminine) works successfully in business and not just in a woman’s personal life.


Besides networking, how else are you promoting your company? Which do you view as the primary vehicle and what makes it more important than the other(s)?


My primary vehicle is the Internet. I got very clear early on in my business that I wanted to reach as many women with my message as possible without excessive travel and to be able to work from my home. This meant the Internet was the best vehicle for me. It’s amazing to see people joining my email list and participating in our programs from every continent.


What’s the achievement or accomplishment you’re most proud of at this time?


I was suddenly struck down by a crippling back injury, lost my job and because of that was “guided” into my own business that was up and running and financially successful within 2 months. I was committed to making it work and fast because I had no income coming in. It’s amazing what you can do when you have a motivator like no money coming in.


What an accomplishment, Rachael ─ sounds so inspiring to me! Now, what are your plans and goals for the future: organizational, personal, especially in regards to networking?


The biggest goal I have at the moment is completing my book; The Feminine Factor, which should be released in the next few months. I am also looking forward to offering a young women’s Feminine Leadership program (for women between 15-25 years).


I have done a lot through the Internet over the last year – all my classes and coaching have been over the phone or Internet. Now I am looking forward to getting into rooms with people again, so I can see them, and touch them. I particularly want to network with other organizations that are doing similar work to see how we can work together. I also want to do more networking with event coordinators so I can increase the amount of the special keynote-concerts that I do. I love speaking and presenting and want to do more of that.


Anything else you would like to add here? Perhaps words of encouragement or inspiration?


Connecting to your feminine energy is an inward journey and it takes courage and deep awareness – however, it pays off in such great ways. It has completely changed my life – to finding and marrying the man of my dreams, to doing the work that I love with the feeling like I am divinely guided.


That’s really a fabulous testimony for validating your work, your life philosophy! My deepest Thanks, Rachael, for sharing yourself and The YIN Project with me and our readers.


Contact Information:

Rachael Jayne Groover

rachael@TheYinProject.com

541-488-7468

www.TheYinProject.com


____________________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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The Emergence of The Relationship Economy

The Emergence of The Relationship Economy
The Emergence of the Relationship Economy features TNNWC Founder, Adam J. Kovitz as a contributing author and contains some of his early work on The Laws of Relationship Capital. The book is available in hardcopy and e-book formats. With a forward written by Doc Searls (of Cluetrain Manifesto fame), it is considered a "must read" for anyone responsible for the strategic direction of their business. If you would like to purchase your own copy, please click the image above.

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