The CONNECTOR

Front Page Article
MARTA Business Opportunities
Announcements
MARTA Information

CONNECTION & DIRECTION:Mining Network Riches

Good things might come to those who wait. But in networking, proactivity is key. Knowing what to do and when to move is vital to relationship building. Both cold-calling and speed networking are low-percentage strategies. Buckshot-accurate by nature, they can spray valuable resources into infertile fields if done indiscriminately.

Increasing the likelihood of making rich connections requires a good degree of calculation. Just as smart advertisers take care to target specific audiences through specific means, so do masterful networkers. They design and follow prime outlines to attract interest in their top relationship-building assets: themselves and their work. These stars manage to blend every move they make into their mix of efforts to “win friends and influence people.” Understanding the importance of astutely managing interactions, topflight networkers gain associations by incorporating the following into their routines:

S earching for opportunities
E xamining personal appeal
L ayering approaches
L ifting expectations 

They appreciate that striking favorable connections involves a commitment to the preparatory fundamentals of selling. In generating actual sales, searching for opportunities is a given. No one questions the necessity of surveying the marketplace for probable matches. So, why should it be different with business linkups? Invariably, even classic settings, such as civic events and chamber of commerce socials, hold untapped riches. Therefore, the key is not where you search but rather how you do it. At traditional exchanges, veteran business principals and novices alike can glide along almost robotically, making little more than surface impressions. Often leaving with less substance than hoped for because of faulty technique.

In “Power Networking” (Crain’s Detroit Business - 7/7/08), Maureen McDonald discusses the art of having short conversations, listening attentively, and following up on key points. Since people unconsciously judge one another within seconds of exposure, packaging and delivery really matter. Using a creative seven- to ten-second personal or promotional pitch can stimulate interest in deeper follow-up discussions. Peppered with just the right balance of punch and practicality, mini-intros can be great opportunity magnets. Especially if coupled with the distinctive art of listening reflectively. Whether you’re the senior or junior party in a conversation, remember that you’re engaged in an exchange. Your goal is to walk away with the prize of a reciprocal relationship. And perhaps nothing can move you closer to that goal than showing a genuine interest in hearing what others have to say. People tend to be attracted to those who hear them out.

Curiously, most people believe they are far better listeners than objective assessments would show. In fact, as far as networking is concerned, image diagnostics and tune-ups are vital to gold-nugget results. Therefore, examining your personal appeal and polishing your impression can boost outcomes. Honing your Twelve-Cubed Rule reply can go a long way toward enhancing your appeal. That is, be sure you project favorably from 12 feet away, from 12 inches away, and with the first 12 words you say. No matter your personal style, your overall nonverbal message should broadcast on the dual frequency that classifies you as “relaxed” and “approachable.” While your words should reinforce this picture. In “See How Others See You” (Houston Chronicle - 8/2/07), L.M. Sixel writes, “It’s really important to be aware of how others respond to you. If you’re not getting the reaction you want, it’s time to change your approach.”
  
The beauty of directing your own role in establishing contacts is having the flexibility to layer approaches. Because reciprocity is the bedrock of networking, astute relationship-builders thrive on giving more to key contacts than they get. It’s nothing for the best self-promoters to credit the success of their efforts to the sowing-and-reaping practice of investing in others. One-track-minders, on the other hand, amateurishly believe that networking is primarily about them. Often, they see volunteer requests as burdens rather than gifts. For example, stopped by face-value time and energy constraints, they don’t foresee the potential harvests ingrained in tackling grunt work for an organization without the promise of direct compensation or acknowledgment. Essentially, they remain onion-skin committed to causes outside of their own agendas.      

Almost as risky as networking from a point of misery or a place of desperation is not qualifying every lead you come across. As a rule of thumb, never discount any contact. Even the most unlikely people could prove to be high-yield connections. Instead, make a habit of evaluating individuals based on how you can help them, as well as on how they can add to your network. Doing so sets the stage for lifting expectations. Knowing that anyone has the potential to open a closed door, make an introduction, or provide a solid lead invites hope. Of course, then the flipside reality is that you could do the same for others. “Build Your Network to Think Like, Act Like, and Become a Savvier Rainmaker” (Partner’s Report - 2/06) stresses the power of adding value to bring in value. Typically, recognizing this strength can position you to concentrate on successful results.

back to top

MARTA BUSINESS OPPORTUNITIES

Click here for current bid opportunities

The procurement and contract opportunities noted below can be found on the Internet at www.itsmarta.com. Because dates for noted events are subject to change, you should contact MARTA's Contracts & Procurement and Materials Division at (404) 848-5131 for verification.

Prospective vendors are urged to visit MARTA’s web site for weekly updates.

back to top

Announcements

• eCommerce WORKSHOP FOR SMALL BUSINESSES “Introduction to Procuring Government Contracts 101” , 2008 Classes are now in session, located at MARTA’s Headquarter Building, Atlanta, GA.  For more information contact Preferred Business Solutions at (770) 914-2273, or via email at support@pbs-inc.biz .  Seating is limited so reserve your SEAT today.  Pre-Registration Required for Attendance!

back to top

MARTA Information

All public events (i.e., bid openings and conferences) are held at the MARTA Headquarters Building, 2424 Piedmont Road, NE, Atlanta, Georgia 30324, unless otherwise indicated.

Most solicitations may be downloaded free of charge and are available via the web at www.itsmarta.com. Solicitations with drawings may be ordered for the above noted contracts via telephone by contacting MARTA’s Documentation Control Branch at (404) 848-5580 or other sources as indicated. 

The MARTA Connector is published by the Metropolitan Atlanta Rapid Transit Authority, Office of Diversity and Equal Opportunity, 2424 Piedmont Rd., NE, Atlanta, Georgia 30324. All comments and recommendations are welcome.

HAPPY THANKSGIVING

MARTA’S OFFICE OF DIVERSITY and EQUAL OPPORTUNITY

back to top

MARTA DEO-related links:

• Affirmative Action Plan
• MARTA's DBE Program
• MARTA Connector
• Frequently Asked Questions
• DBE Certification Forms