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Marc Pierce, founder of Stonegate Strategic Advisors, found at least one area of similarity between every person in the room when he spoke to the Marketing Management & Research Group May 22 at Gleacher Center.
Such a skill is important for those who want to succeed in business, said Pierce, who said finding a real connection is “the heart” of relationship management. “It’s bad to look at it as work,” he told audience members at the event, which was organized by students in the Evening MBA and Weekend MBA programs.
Though making connections has been called “networking” for decades, Pierce advised against using the term because it reinforces the idea that it’s a task. Instead, he recommended, take pleasure in meeting and getting to know people—make a meeting a meal, and ask about the kids, vacations, and personal interests. “Care about who you meet and what they do,” he said. “The best approach is the everyday life approach, not the sales approach.”
While that advice may sound contrary to a person trying to “do” business, Pierce said, “Sometimes it’s not about right now. The true power of relationship management is in connecting. Meet everyone you can, and eventually you meet someone who can add value.”
Pierce also recommended becoming committed to keeping up with contacts, even if it means reaching out just once a year. To help cultivate people skills, he said, take personal development courses that teach how to approach and get along with others.
“This is generating and cultivating long-term relationships,” he said. “Go meet people and be genuine.” Pierce also advised audience members take the approach both within outside their firms. “Make it about who you are, not what you do.”
—Carmen Marti