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How to make the most out of meeting people
 
|
|
| David
Nour |
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David Nour ‘00EMBA
never walks into a reception to just shake a few hands and pocket a couple
of business cards. When he networks, he does it with a game plan and a
goal that makes building relationships an art. Nour recently taught Goizueta
MBA students how to make the most of their networking “capital.”
“There are three types of networkers,” says Nour. “Givers,
takers, and those who invest.” He counsels people to build “relationship
currency” by being an asset to others. “Deposit first,”
he says. People who gain the respect and trust of others earn the right
to ask for a “withdrawal” before they need it.
On the surface, it could sound opportunistic, but Nour’s suggestions
might actually build a kinder world. He advises others to get to know
those around them better and serve them so they might someday return the
favor. “Many people make the mistake of keeping score, but it’s
not about what you did and what they did in return,” Nour says.
To reach your goals, inventory your relationships and put them to work.
Look at those you know with new eyes; people from school, civic organizations,
and your early career: childhood friends, parents’ friends, and neighbors
might have links to help you reach the people you most aspire to meet,
Nour advises.
Nour’s acronym, MENOW, helps him get to know a person and forge closer
connections.
M: “Me” corresponds to learning someone’s personal background.
E: “Endeavors” or professional history. Where did a person start his or her career and where does he or she plan to take it next?
N: “Now” reminds you to learn about their current responsibilities and lifestyle.
O: What’s “Of Value” to them. How can you be an asset?
W: “Wow” or what’s their hook, or unique differentiation?
“Don’t look for a handout,” Nour says. “Give a hand
instead, and it will come back to you tenfold.”
—Francine Kaplan