Career Corner: Building Relationships: The Key to Successful Networking

Sarah J. Stevens, M.B.A.
Senior Credit Solutions Manager, Commercial Banking, Scotiabank, Canada

You might be the life of the party in some settings, but it’s unlikely everyone’s going to immediately like you in every situation. When it comes to networking, for example, there are a number of challenges to consider, such as how to promote mutual respect and trust. To get it right, it pays to keep the following tips in mind.

Speak up
Networking involves more than just greeting people. So what do you say after “hello”? Start a conversation. Getting the ball rolling can be frightening, but you can avoid feeling uneasy by asking an open-ended question. Then (and this is important) follow up with another open-ended question that requires an opinion.

For instance:
What business are you in? Have you always worked in this field? How has you company been affected by …?

These are all great jumping off points. Here are a few more:

What kinds of networking associations do you attend? What do you achieve through participating in this networking association?

The great thing about asking open-ended questions is people like you for conveying interest in them and they do all the talking!

Follow up
The key to networking is nurturing the relationship—feeding it, if you will. So keeping in touch is essential. After meeting a contact you might want to send a simple e-mail or note conveying how much you appreciated speaking with them and hope to again soon. Be sure to reference any notes or highlights from your conversation (writing on the back of a business card works well!). Then stay in touch with the most meaningful contacts.

Mull it over
After networking, evaluate your performance. Which questions worked? Then try to do a little better next time. It’s tough, but it’s worth it.

Recommended reading for more tips:

Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
Jeffrey Gitomer | Bard Press
September 25, 2006

Networking Smart: How to Build Relationships for Personal and Organizational Success
Wayne E. Baker | Backinprint.com
August 1, 2000

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Keys To Managing Conflict

By Pat Williams, SVP of the NBA’s Orlando Magic

Every one of us is a leader in some capacity in our life, whether it is at work, at home or in our community. And at some point as a leader, we all face conflict. Managing conflict is a big part of any leader's job description.
 
Notice I said managing conflict, not avoiding, squelching or suppressing conflict. Conflict is inevitable. Is conflict good or bad? It's both. Conflict can generate change and growth if handled in a healthy way—and that kind of conflict is good. But conflict can also be bad. If we duck it, avoid it, deny it or mismanage it, conflict can actually destroy an organization.

• Welcome disagreements. Remember that disagreements are a stimulus for change and a corrective for error.
• Listen carefully. One of the reasons people fail to see eye-to-eye is that they don't take the time and trouble to hear ear-to-ear. Hear the other person out and repeat what they said in your own words to let them know you've absorbed it accurately.
• Keep your cool. Whatever you do, don't blow up. Once your temper flares, you are not going to make any progress. Take a walk, count to 100 and do whatever you have to do, but don't lose your cool.
• Focus first on areas of agreement. If you honestly feel that the other person's complaint is in error, look for things you can affirm before launching into your counterarguments.
• When you're wrong, admit it. Leaders who can honestly admit they were wrong are the most respected and admired leaders.
• Weigh concerns and criticism of others honestly, objectively, and fairly. After all, these people just might be right.
• Praise in public, reprimand in private. If you humiliate your employee in front of his/her peers, you will not only make one enemy, you'll make a roomful. However, if you praise one member publicly, you'll make not just one friend but many.
• Absorb the gripes and grievances of your organization. It's healthy for employees to air their gripes. Great leaders encourage and accept criticism.

Summer Networking Happy Hour

Summer is finally here! The New/Young Professionals Network, students in MACPA Leadership Academy and the Chesapeake Chapter of Risk Management Young Financial Professionals invite you to beat the heat this season and dig your toes in the sand at the Bay Café for an evening of great food, cold drinks and good old fashioned networking. Enjoy a cash bar at happy hour prices plus free munchies. Registration fee is $10. Please no recruiting at NYPN events. Click here to get details and register.

Event Details:
Date/Time: Thursday, July 19, 5-8 pm
Bay Café, 2809 Boston Street, Canton, MD

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Credit Risk Certification

What a difference certification can make, especially when it represents RMA's stamp of approval. Consider obtaining a Credit Risk Certification from RMA.

Why RMA-CRC?
In today's rapidly changing financial services industry, you need practical, day-to-day knowledge that will help you excel in your profession. You need the latest skills, skills that are current and complete. And you need the demonstrated ability to serve a diverse base of clients. Plus, you need all of these knowledge, skills, and abilities to be validated by a respected organization like RMA. Click here to learn about the exam.

To take the RMA-CRC examination, you must have at least three years' experience as a credit professional. You can also benefit from the rewards of earning your RMA-CRC if you have 5, 10, 15, or even 20 years or more as a lender; credit officer; credit analyst; and credit risk manager.
Supervise credit risk professionals? Your staff will profit from certification, too!

Upcoming Exam and Application Period:
Registration Dates: June 1 – Sept. 7, 2007
Testing Dates: Oct. 1 – Nov. 30, 2007

Apply online at www.rmahq.org, or complete a downloadable application and mail or fax it to RMA. For more information on our CRC Program, please visit RMA’s website.

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Welcome New Members

Kristi Carr
Colombo Bank

Darius L. Davis
Harbor Bank of Maryland

Joseph Haskins, Jr.
Harbor Bank of Maryland

Robert Shapiro
Chadbourne & Parke LLP

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