Larry Stybel, a nationally known expert in the field of executive career management, has developed a method for making the most of a new job. Here is his approach:

Define the Going in Mandate: What to Change, Preserve and Avoid
When accepting a new position, you will be told certain things about the organization and its internal and external realities. Then in your first 20 days, you’ll really find out what you’ve got to work with.

Several questions can be asked in your interviews to help start the dialogue about these issues. According to Stybel, the answers are less important than that you are asking these questions; by doing so, you demonstrate you are a less risky choice and that you think through potential landmines ahead of time. This positions you positively in the eyes of today’s risk-averse employers.

1. What needs to be changed? In what timeframe? For example, increasing profitability, improving customer service, or speeding products to market.

2. What needs to be preserved? In what timeframe? For example, technology systems that have received such large investments that scrapping them is not an immediate option.

Volunteer to serve on a committee or the Board. Try to get involved in activities that will enable you to interact with others. For example, it makes much more sense to join the membership committee then to volunteer to go off on your own and re-write the association's by-laws. Get to know the movers and shakers. Each association has a few key people who know everybody else and can make things happen.

3. Attend Meetings with the Right Mindset
You can spot a naïve networker from across the room. They come to networking meetings with a desperate mind set of "how can I get referrals and a new job." They spend the meeting darting from conversation to conversation passing out their business cards to everyone and saying things like, "let me know if you hear of anybody who needs my services," and "call me if you hear of anything for me." This approach not only doesn't work, it's a big turnoff to others. They have not yet earned the respect of people to warrant referrals.

Instead, it is better to come to networking meetings with the mindset of, "how can I help others at the meeting," or "I would like to meet at least one person tonight who I can meet with one-on-one," or "I am really curious about what others at this meeting do for a living." There are many ways you can help others. You can provide introductions; recommend books or web sites; provide information about people, companies, or trends; or simply listen and offer emotional support.

4. Ask Questions
Instead of worrying about what you will say to others about yourself and your business, focus instead on asking questions. There is no greater compliment you can bestow on someone than to ask them about themselves. Simple open-ended questions are best such as, "Tell me what you do for a living," or "What challenges is your business facing these days?" This can be a great way to start and maintain meaningful conversations. Come to the meeting with an inquisitive attitude.

5. Come Early and Stay Late
Inexperienced networkers come to meetings late and leave as soon as the speaker has finished. The best opportunities for networking are before the start of the formal program and immediately after the program. If you come only to listen to the speaker, you are missing out on much of the value the meeting can provide.

6. Follow-up Immediately
Does this ever happen to you? You meet someone at a professional meeting, exchange business cards, suggest that you follow-up with each other, and then nothing happens. You go back to your office, put their card near the phone, but never make the call. Two weeks later you look at the card and say to yourself, "Who is that person?"

It is important to follow-up immediately while the person and the conversation are fresh in both your minds.

7. Don’t Try to Sell
Selling at professional meetings is usually inappropriate. Instead, use the meeting as an opportunity to develop a relationship and schedule a meeting for a later date.

In Conclusion
As an executive, your professional network is one of your most valuable assets. Professional networking meetings are one of the best ways to continually revitalize and grow your network. But if you attend meetings without a clear strategy for maximizing their value, you may end up as a wall-flower, merely watching other people network and wondering why you gave up the time in the first place.

Bruce Katcher, President of The Society of Professional Consultants, provides mentoring services to aspiring and experienced consultants. You can contact him at BKatcher@DiscoverySurveys.com.

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