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Essential Skills for Inclusive Leaders

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Living Corporate: Media as Mentorship

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I often ask my audiences, “What perspectives does your network IGGNORE?” If you’ve read Network Beyond Bias or attended one of my programs, you know that “IGGNORE” is an acronym that represents different aspects of diversity. One great way to learn from different perspectives is to seek out media from non-traditional sources. You can even think of media as mentorship!

My friends at Living Corporate, for example, offer a variety of timely content that highlights the experiences of black and brown people in corporate America.

Podcasts

The Living Corporate podcast offers career advice and expert insights, all from the perspectives of people of color. Hosts Zach and Ade share their own experiences, interview guests, and respond to listener letters with honesty, sincerity, and vulnerability. Podcast topics range from “Ramadan at Work” to “Disabled while Other.” Newer episodes also include “Tristan’s Tips” to help young professionals with job search strategies. Also, be sure to check out Episode 10: Help, where Zach and I talk about allyship in the workplace.

Blog

The Living Corporate blog features articles that help underrepresented professionals navigate the corporate landscape. I’m particularly proud of See It to Be It, my own interview series highlighting professional role models in a variety of industries. The goal of this series to draw attention to the vast array of possibilities available to emerging and aspiring professionals. Particular attention is paid to support systems available for people of color within the industry. The first two articles feature Dana Beckton (Healthcare Industry) and Barrington Salmon (Newspaper Journalist).

Media as Mentorship

Regardless of your own demographics or background, you can learn a lot from Zach, Ade, their guests, and their team of writers. I know I have!
Remember, you can find mentors in lots of places, including print and online media, social media, and podcasts.  When seeking out mentors, try to learn from people with as wide a variety of perspectives as possible. And remember to think of media as mentorship. You will pick up insights you never could have imagined!

When a Recruiter Calls, Answer!

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Many people I know tell me they hang up on recruiters. Excuse me?!? Recruiters are fantastic people to have in your CHAMP network! You’re likely to be looking for a job someday, or know someone who will be.

You may or may not be looking for a new position. The recruiter won’t know until he or she asks. The job the recruiter is seeking to fulfill may or may not be your dream job. You won’t know until you ask!

Learn about the Job Market

Ask some questions about the open role. What level of experience is required? Which skills are most important? How large is the company, and what industry does it serve? Does the recruiter know the target salary for the position? A little information goes a long way, even if you’re not a good fit for the job.

Aim for Referrals

Ask the recruiter for their contact information so you can send referrals. Forward the details out to a few people in your network who might be a good fit for the role. Or consider sharing the open position on social media. You may be the link between a casual connection and their next opportunity. Imagine how much that could do for your relationship!

Author’s Note: This article is an excerpt from my book, Network Beyond Bias.

Break the Ice: Networking Events 101

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The first time you attend a networking event, such as a conference or Meetup, you may be as nervous and uncomfortable as I used to be. Most people’s biggest concern is how to break the ice. Take a deep breath, relax, and know that it does get easier with practice. Pretty soon you’ll find yourself networking at the grocery store or your child’s soccer game without realizing you’re doing it! This article, adapted from my book Network Beyond Bias, can help.

Stand Out

At any networking event, be a pop of color in a sea of gray. Smile. Consider wearing something distinctive as a conversation starter. Ask good questions, offer to help, and look for a connection. So many people are only out for themselves. By putting out a different vibe, and expecting nothing for the value you offer, others will be drawn to your energy.

Have an “Elevator Pitch”

Once you understand your personal brand, work up a 30-second introduction for yourself. Someone will inevitably ask, “So, what do you do?” You’ll want to have a clear and succinct answer to that question.

The idea is not to recite the same 75-word script every time you meet someone new. On the contrary, you want to be confident, casual, and natural in the way you explain who you are and what you create in the world. Be consistent in your messaging without sounding rehearsed in your delivery.

Give Without Expecting a Reward

When you meet someone, introduce yourself with a smile, eye contact, and a warm handshake. Ask friendly questions and be an active listener. Look for common interests or experiences that might give you “in-group” status on some level: your kids may go to the same school, you share a love of opera, or you both cheer for same basketball team.

Ask what interested them about the conference you’re attending or how they’re connected to the host organization. Chat for a bit to see if you can help the person in some way. Finding a way to help gives you a reason to ask for their contact information. Make sure you follow up by giving them the help you offered (a referral, perhaps) or by introducing them to others in your CHAMP network.

Tips for Using Business Cards

In any social situation, there are unwritten rules of behavior, and opinions will vary. The exchange of business cards is no exception. In Asia, for example, there is a formal protocol for accepting someone’s business card. In the United States, just about anything goes. Still, I find good manners go a long way in creating the all-important first impression.

Always ask for someone else’s business card before offering your own. Be sure to tell them that you would like to contact them for a specific purpose, and be sure that purpose isn’t to sell them something. (Remember, the goal of networking is to build relationships for the long term.) After they’ve handed you their business card, you may respond in kind. Conversely, if someone asks for your card, ask for theirs in return.

“What if I don’t have business cards?”

I’m a big fan of creating personal business cards for networking. Don’t use your employer’s logo – or even the company’s name.  A simple white card with your contact information will suffice, and you can get as creative as you like. You are, after all, representing your brand. You can print your own cards or order more professional ones. Sites like VistaPrint and Moo offer high quality options at affordable prices.

Include your name and phone number at a minimum. Your email address should be simple and professional, ideally some variation of your first and last name. If you don’t have an email address that matches your name or personal brand, set up a free account at Gmail or Outlook.com. Don’t go on a professional networking expedition with an outdated (or unprofessional) email address. If your name has changed, such as following a marriage or divorce, it’s important to refresh your contact information for consistency.

Consider including a tag line that reinforces your personal brand. If you’re looking for a job, you might list a couple of your strengths or most marketable skills.

Finally, if you use social media in a professional way, include these handles in your contact info. I recommend including your LinkedIn profile at a minimum.

Leave some “white space” on the card. That way, you can write down a referral or recommendation as you give it away. Or, the recipient can capture a brief note about where you met and what you discussed.

Networking Is a Super Power

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The old question for success was “What do you know?” In the information age, though, we all have access to Google. Knowledge has become a commodity and is taken for granted. What you should be asking yourself instead is “What can you do, and who do you know?” (Yes, I know it should be whom, but nobody really talks like that.) And in our global, social media-driven, freelancing economy, it has never been easier to get to know a wide variety of people. Networking allows us to create opportunities for ourselves and others that don’t already exist. We can leverage our professional networks to solve problems, help others, and inspire change in the world. Sounds like a super power to me!

Author’s note: This article is an excerpt from my book Network Beyond Bias.

What Networking Is…and Isn’t

Networking, in many people’s minds, involves some sort of smarmy, schmoozy, fast-talking fakery. Nothing could be farther from the truth! Real networking means understanding what people want or need, building trust broadly, and brokering relationships where everyone wins. For example, imagine you worked with Samir five years ago. He has since been promoted to management and is opening a new branch office in your small hometown. You anticipate that Samir will need to hire a receptionist, a couple of sales agents, and an accountant. You introduce Samir to your childhood friend, Fatima, who just became a CPA. Now Samir is one step closer to reaching his goals, Fatima is on her way to full employment, and you are fondly regarded as the catalyst of their meeting.

Not All Heroes Wear Capes

At one point in my career, I told people I was a Professional Networker. My job title was much less descriptive and had to do with Advanced Analytics. Buy my real job was to connect people who had very specific questions about the inner workings of a business to people who had the detailed, if incomplete, answers that they had forgotten years ago. Sometimes I could make that happen with one phone call or email. Most of the time, though, it involved tracking down numerous false leads, analyzing org charts, sifting through documentation, and getting creative with my questions. I saved my colleagues time and frustration and saved my company a lot of money…through the power of networking. One manager even told me that his team referred to me as a superhero in meetings because I was able to help them so consistently.

It took me a while to recognize my role as a Professional Networker. But once I realized I had this super power, I started to see how I could apply it in other contexts. By expanding my network, I began to synthesize information across disciplines and industries. I was better poised to connect more people to each other and to new ideas. By getting out of my cubicle, I found new answers to “What can you do, and who do you know?” And, as a result, I’ve created new opportunities for myself and others.

And you can, too.

Even If You’re New to the Workforce…

Even with no professional experience, you can make great things happen for people in your network. Listen to them and ask open-ended questions. Once you understand what kinds of problems people are working on or what they’re interested in, send them occasional links to articles or blog posts on those topics.

…And Especially in the Gig Economy

Networking in the freelancing space, or gig economy, saves time and money. Morgan, your blogger friend, might need an infographic for some cornerstone content. Your coworker Shae has a side hustle and will do a great job. Your recommendation can help Morgan sift through the noise of a million freelance options to find Shae’s storefront. Their small transaction via Fiverr or 99Designs, for example, can lead to a long-term relationship and more lucrative contracts. When you connect gig workers, you are introducing people for low-risk interactions, because there is relatively little money involved. They will build trust with one another over time, meaning you need to lend very little credibility to the initial exchange.

How will you use your super power?

Making Introductions: Tips for Value-Add Networking

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Perhaps you’ve already built a deep CHAMP Network through participation in Employee Resource Groups (ERGs), attending conferences, and building your personal brand on social media. You’ve started to build genuine relationships with a diverse collection of talented people. Now the real fun begins: making introductions. Everyday people make connections, but Superhero Networkers use introductions to create real magic in the world.  This article, adapted from my book Network Beyond Bias, shows you how.

Making Introductions: A How-to Guide

I prefer to make introductions via LinkedIn whenever possible. This allows both parties to research each other before making any further commitment. It also allows either party to opt out without having their personal contact information exposed. Here are some real-life examples of connections I’ve made in my own network. Identifying information has been removed to protect the individuals’ privacy.

Job Opportunity

You’ll learn about the dark side of airplane conversations elsewhere in my blog. But in a more productive scenario, I made the acquaintance of a seatmate who happened to be hiring in a high-demand field. A former colleague was launching a job search for just such an opportunity. I asked my seatmate for permission to make the connection and immediately did so.

D_____ - I just met V_____ on a plane. He works for <company> as a management consultant 
for their growing <function> practice. You should connect with him to learn about what he’s building over there!
V_____ – D_____ has executive level expertise in <function>, particularly in the XYZ industry. 
He is looking for new opportunities in the consulting space.
Happy connecting, gentlemen!

Media Exposure

Immediately after meeting with podcast host J_____ (whom I first met on Twitter), I set out to connect her with as many women as possible (and a few men) who might want to be interviewed on her show. In total, I connected her with more than a dozen entrepreneurs, authors, and community activists who could help her achieve her the goals of her podcast. On the flip side of that equation, up to a dozen people in my network are now getting a platform to spread their message and build their personal brands.

J____ - K_______ is an entrepreneur who helps women build wealth and 
negotiate for their value. She spoke at a recent conference I attended, and she was remarkable.
K_______ - J_____ is a career coach and hosts her own podcast, 
which features women whose work lifts up other women. 
I'll be interviewed for her show in June, and I'm connecting her to 
amazing women I know who meet her show's criteria.

Potential Business Partnership

In another case, I had met two women at different conferences (on opposite coasts!) who were in similar lines of work. Both entrepreneurs with focused specialty areas, I suspected they might have occasion to rely on each other’s expertise. I asked each of them for permission to make the connection before creating a Group Message on LinkedIn.

Ladies! Since you are both in the research consulting field, 
I thought you might benefit from connecting. 
If memory serves correctly, A_____ works in qualitative research, 
and M______ in quantitative. I don't know much about research consulting, 
but it sounds like a potential collaboration opportunity. Happy networking!

Request for Information

J____ announced on Twitter that she was moving out-of-state and needed some help with the transition. Her tweet appeared in my feed because someone I follow retweeted her request. I asked J____ to send me a LinkedIn invitation so I could connect her to G___, the leader of a California association for HR professionals. I had met G___ when speaking at a conference just a few weeks prior.

G____, J____ is an HR professional moving to California. She has questions about state-specific regulations. 
I am hoping you can be a resource for her. Happy connecting!

The Common Threads for These Connections

The most important aspect of making introductions is to be intentional about matchmaking. I wouldn’t have connected research consultant M____ to management consultant V____. And I wouldn’t have sent HR professional J____ to just anyone on the west coast; I connected her to someone who runs an association specific to her needs.

When making introductions, be clear about what each person needs and can offer the other. Explicitly state the reason for the match and be transparent about the extent of your existing relationships. Use genuine praise when warranted, and never vouch for someone beyond your personal experience with them. Saying a total stranger is “the best marketing consultant in the business” dilutes your credibility. For example, I stated that my knowledge of management consultant V____’s background was limited to what he told me on the plane. On the other hand, referring to long-time colleague D______ as “an executive-level expert,” conveys the level of trust I have in making that recommendation.

Another critical factor in making introductions is to ask for nothing in return. No finders’ fees, no mentions on social media, no requests that they “return the favor” or “owe me one.” Any genuine effort to help others builds trust, creates value, and elevates your standing among your colleagues. To that end, I hope my friends will forgive me for using these examples. I believe that real examples carry more credibility. If this article inspires you, please let me know how you’re making introductions within your own network!