Applying The 80/20 Rule to Remote Network Management, Part 1: The 20%

Today’s approach to satellite employment clearly has its advocates and advantages. A New York Times article indicated last year that 43 percent of employed Americans said they spent at least some time working remotely, according to a survey of more than 15,000 adults. The ability to work from home, or from anywhere for that matter, can be a gift when it comes to flexibility and productivity. What liberation! However, remote work sure does make managing your network a tough challenge. But tough does not mean impossible! Just like with face-to-face networking, remote networking requires a ranking system, and we need to be thoughtful about it. The truth is, there is a set of parameters that, when adhered to, can add practicality back into network management for the satellite-bound, and for the rest of us as well.

Defining 80/20, and Getting Started.

As you surely realize on some level, not all network contacts are created equally. You’ll need to determine the key contacts you want to be in touch with frequently, which can be accomplished through the Pareto Principle. I first discovered this concept in the wine business, where it was introduced to me by a dear colleague as the 80/20 Rule. In practice, it dictates that you spend 80% of your time and energy on 20% of your accounts. When the same strategy is applied to network management by my clients, it is met with resounding success.

When getting started, keep in mind that your time is finite, and networking is NOT your main professional task. Prepare a list of your key contacts and VIP’s: Your 20%. Then develop a second list of folks you want to check-in with quarterly or semi-annually. Aim for a ratio that tags 20% of your active network as key contacts, and 80% as 2nd and 3rd-tier contacts. You noticed correctly— divide the 80% into two groups: 2nd-tier contacts should be people you have some sort of relationship with, while 3rd-tier contacts are people whom you’ve met and don’t really know, including thought leaders in your area of expertise that you haven’t yet met. Then, get ready to apply some strategies that have worked for DRIVEN’s clients.

The Rules of Engagement

To effectively stay connected with and on the minds of your 20-percenters, it’s wise to give them more than just a two-dimensional version of you. Here are the four rules to apply to these contacts:

  1. Actively schedule 30-minute phone calls to catch up. Have a coffee meeting over the phone, or more intimately, a Skype session. Keep a running agenda or continual commentary with these folks about what you’ve touched upon, so you can make your time spent more meaningful and aimed in the right direction. Remember to inquire about topics that matter to them, and ask for status updates about topics you’ve covered in the past.
  2. Find reasons to reach out via email. Legitimate business reasons are the most authentic. For instance, sign up for their distribution list and forward them any newsletter that has details of interest to you with a comment about what’s going on in their firm. You could also set up a Google Alert so when something comes through that warrants a congratulation or an inquiry, you can forward the article with your thoughts. On the more manufactured but fun side of outreach, consider birthdays, half-birthdays, and the anniversary of your first meeting or phone call.
  3. Leverage snail mail. Send your contact a book you think they’ll enjoy, a printout of an article, or something torn from a good old-fashioned magazine with a brief handwritten comment. Just think of their glee when they open their mailbox and find something addressed to them that’s not a bill!
  4. When you ARE in proximity. Go ahead and meet for coffee or a bite. You can even arrange a lunch to introduce contacts to each other.

The #1 rule of remote networking is to commit to it! It’s even more important for you to block out time, schedule-in your networking outreach, and ignore your brain when it says “do it later”. As a follow-up to these rules, my next article will explore managing the 80-percenters.

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Table Mates: The Dos and Don’ts of Interacting With Your Waiter

A successful business meal can be equated to a delicate dance being performed exquisitely. The three dancers are the meal host, the guests(s), and the server(s). The dance is their seasoned, polite and attentive interactions that allow the meal to run seamlessly, with just the right amount of focus allocated to business conversation vs dining. Cutting into this dance without knowing the steps will inevitably spoil its rhythm, defeating the purpose of the gathering. My advice to you as a former restaurateur is to practice your steps, and when necessary, allow the server to take the lead.

“Would You Like Some Karma With Your Espresso?”

The restaurant server has a specific job to do, which reaches far beyond acting as our “servant”. In the days before Top Chef and Steve Dublanica’s Waiter Rant, I worked as a restaurant server as well as an owner, where I witnessed high-powered business people and celebs galore not always grasping this concept. The resulting “wait staff karma” was never pretty, lending cautionary insight to the story. Plain and simple: Mistreating a restaurant server is more likely to end badly for the guest than for the server. Here’s a related true story:

When Cooper worked for a major investment bank, one of his money managers invited a huge pending client for dinner to celebrate the seemingly done deal. The next morning, the “client” called Cooper directly and said he couldn’t in good conscience invest his money with him. Cooper was shocked! When he asked why, the gentleman said it was due to how rudely the money manager treated the wait staff at the dinner meeting. The money manager was sacked.

And Another….

A frustrated wait staffer had been dealing with a belligerent, abusive business meal host, who attempted to “entertain” his guests at the server’s expense. In a strange twist of fate, when settling up after the meal, all three of the man’s credit cards were declined. Can you imagine the embarrassment in front of the big shots he was trying to impress? Only over a glass of wine later that evening did the server confess to me that, in an extreme but not inconceivable move, she’d never even attempted to process the credit cards!

Show Me You Care

When a little bit of mindfulness and a whole lot of integrity are parts of the formula, our interactions with wait staffs can have magical outcomes, likened to synchronized teamwork. Let me equip you with my business dining checklist…a code of etiquette, if you will, that will ensure your business meals will run like well-oiled machines, and your business dealings will have fruitful results:

-Be alert and pause your conversation each time the server approaches your table. It shouldn’t take the clearing of a throat to round up the party’s attention. A good trick to get others in your party to comply is to begin to turn yourself toward the server as he or she approaches.

-Make true eye contact with the server from the start. This will establish a connection and increase the chances you’ll be able to catch an eye later….like when you’ll need a new napkin.

-Instead of having the server repeat their list, listen the first time to the salad dressing, bread, and starch choices. Just think about how careless you would come across in front of others, having not paid attention.

-If you’ve moved your bread plate in front of you, move it out of the way (back to the left) as food arrives. Often both of the server’s hands are full when approaching the table, and your attention to this detail will lend more to the rhythm of their service than you might realize.

-Don’t reach for a dish that the waiter is attempting to serve unless the waiter signals for your help. You know the drill….it will likely be too hot to touch and lead to a small disaster.

-Don’t stack your used plates.

-Don’t raise your glass up for wine to be poured.

-Don’t shove an empty bottle upside down into the ice bucket….this is the ultimate rookie move (See my rundown on wine service for all the juicy details).

Fellow servers: what can you add to the list to help diners help you?

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When Things Go Wrong at the Business Meal, Part Three: Mistaken Orders

At this point, it may have become my most resonant motto: When dining out for business, the occasion is not about the meal….it’s about the business. However, it’s pretty hard to ignore the “meal” part of the equation. This is after all an occasion for ingesting food, which, depending on the individual, can range from being a health/allergy concern, to a personal sacrament, to a chance to acquire some protein during a rigidly-scheduled work day. With this in mind, let’s finally delve into the familiar sphere of food service slip-ups and their most realistic solutions from the business diner’s perspective.

When Food is Not The Focus For You

For those of us business diners who are not picky eaters or cursed by food allergies, a good general rule when the wrong dish arrives for you at the table, and it’s established that no one else ordered it, is to simply let it go. Case in point: You order a roasted half chicken, salmon arrives at your place setting, and you don’t dislike salmon. The appropriate reaction: Enjoy your salmon. This will save time, eliminate fuss, and keep the focus on the business at hand.

The Work-Around

Another common food service blunder is when the correct dish arrives, but is not cooked to order. This, too, requires little or no fuss on your part, and need not even be made public. Silently work around the mistake, and keep the conversation on track. Did you order a steak cooked medium-rare, only to find the meat medium-well? You know the drill: The rarest part is in the middle, so start eating there. Did your meat arrive too rare? Work from the outside in. Is your pasta over-cooked? Just be thankful your sweetbreads were not under-cooked, and dig in.

When Food is a Real Concern For You

For the rest of us (myself included), sometimes receiving the wrong dish is just not a tolerable scenario. Consider that salmon situation. Perhaps seafood often makes you ill, or like me, you are turned off by fattier fish. How do you correct the mistake without disrupting the rhythm of the business meeting or the meal? The best solution here is to send back your salmon, but not necessarily for what you originally ordered. Ask instead for an item that’s quick to prepare (soup is a perfect contender), as this will allow you to be served more quickly and finish your meal in sync with the rest of your party.

Put The Odds in Your Favor

Although steak, pork chops, rack of lamb, lobster, and linguine with clam sauce all sound delightful, they are far from practical at business meals. Think realistically: If the dish has a high probability of being wrongly prepared, or requires a bib and wet napkins to consume, it might be a good idea to steer clear. More practical options include chopped salads, chowder, risotto, gnocchi, rigatoni, penne, scallops, and any other hands-free, single utensil dish that sounds tasty. Simple problems often have simple solutions.

Have you any recommendations for troubleshooting food-service slip-ups? Reply with your ideas. Click here to read Part 2 of When Things Go Wrong.

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When Things Go Wrong at the Business Meal, Part Two: Hidden Opportunities

Even when all goes smoothly at the business meal, and all the pieces fall into place…never discount the potential for the classic “uncomfortable situation” to suddenly arise. A favorite of mine is the ever-popular “spinach-stuck-in-the-teeth situation”. Who hasn’t been a victim of unknowingly sporting a distracting leafy green morsel in their smile while trying to impress? But the more relevant question for you is: who hasn’t been sitting across from the person sporting the spinach? Believe it or not, there is a Strategic Dining℠ etiquette guideline for this scenario. Before I unveil it, check out the following “spinach-in-the-teeth” statistics, and decide where you fall in.

According to Career Builder:

  • 66 % of colleagues at your same level say they would tell you about the spinach
  • 60 % say they would alert only a lower-level worker
  • Only 49 % would tell a higher-up.

I contend that you should feel free to tell someone when they have spinach stuck in their teeth (or an herb, or any other clinging edible offender), not just to save the person further embarrassment, but as an opportunity to build rapport and trust!

I offer my reasoning in this short video: The philosophical side of spinach in the teeth

Do you tell someone when they have spinach in their teeth?

Above all, you might first consider whom you are spending time with!

Click here to read Part One of “When Things Go Wrong”.

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When Things Go Wrong at the Business Meal, Part One: Tabletop Navigation

Business meals are ideal venues to build rapport, develop business and maintain your network. At Goldie’s Table Matters we work to educate business professionals through workshops in Strategic Dining℠, ensuring they maximize the opportunities presented at the restaurant table.

Only when second-guessing is eliminated can attention be paid to the business at hand: Building relationships at the table. Of course, understanding everyone’s roles at the table and becoming mindful of environmental and situational scenarios are important pieces in the puzzle as well. As a host, connecting these pieces with grace and precision will bring fond results.

However, all precautions heeded, business dining still isn’t a slam dunk. The restaurant business is a human business after all, subject to human error. Add a dash of ethnic, cultural or traditional contrast into the mix and the uncertainty factor inflates. Bottom line: Things WILL go wrong….a predicament that should leave you with the supplemented mission of being responsive as opposed to reactionary in light of the uncontrollable.

This series of blog posts will explore questions of etiquette faux pas, food challenges, and human uncertainty in the business dining setting. It is also an open forum for you to submit your own situations, experiences, and questions.

BMWs For Everyone!

Let’s begin with basic table etiquette, or what I like to call Tabletop Navigation. As you may already know, your bread plate is to the left of your main plate, and your water glass is to the right (think Bread-Main-Water, or BMW). Invariably, others won’t know this trick, and occasionally will claim your bread plate or water glass as their own. The two most common reactions to this unintentional faux pas are vocally correcting the fellow diner (never a good idea, as this can breed embarrassment), or following suit (which in turn leaves someone else with no bread plate). The appropriate solution should instead be a responsive approach. For instance, any plate presented can double as a bread plate. Try using the rim of your salad plate to rest your bread upon. Or, simply skip the bread this time. Remember, the business meal is about business first; there’s no time to become fussy about bread-related details.

A Watered-Down Response

While bread plate infractions have simple solutions, losing your water glass to your neighboring diner will require some polite creativity. Discretely asking the server for a replacement glass of water is not always failsafe. The seasoned diner in you should consider aiming higher by asking for a club soda instead. This smooth move is a considerate gesture in disguise, as it brings NO attention to the fact that you’ve been shortchanged by the offender. Additionally, other savvy diners at the table who are tuned-into B-M-W etiquette will quietly grant you points for your thoughtfulness.

A Word From YOU

The most fascinating part of navigating through the business meal is troubleshooting unforeseen obstacles on-the-fly. The possibilities are plenty, and can even be inadvertently comical. Feel free to respond with examples of your encounters and your questions about how to handle them. I’ll get the conversation started with a common favorite: What do you do when someone at your table has spinach caught in their teeth?

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You Can Count on Me: The Value of Reliability

Over the last few years, I’ve challenged you to examine your business habits in the realm of your presentation and appearance. It’s been a corporate person’s glimpse into understanding the je ne sais quoi of executive presence, and serves to highlight the type of “polish” you’ll need to exude if you want to get ahead in the business world.

Now, let’s look deeper into executive presence, and explore the importance of what I like to call True Presence— a mastery of the habits necessary for effective networking, relationship building, and crafting the charisma that’s vital to upward career mobility. This time, the focus is Reliability.

That Old Cliché

It goes a little something like “If you say you’re going to do something, do it”….easy to say, right? Putting thought into action, well— that’s something entirely different. Somehow, there is a follow-through deficit in our society, but it can be easily remedied once we identify the point of disconnect. The following are some models for lack of follow-through. Be mindful of how often you put yourself in these situations, and make a conscious effort to correct them:

-The horse is out of the barn before you realize it. Your lips are moving, and your brain isn’t connected. Take a syncopated breath before you offer to do something, and avert the next self-imposed jam.

-Sometimes we say things in passing that the other person takes as a “done deal”. But it never even registered from our lips to our brain. When we don’t write it down, it tends to get lost in a jumble of other priorities. Your new habit: Put pen to paper.

-Ah, the best of intentions— where you intend to do something but it keeps getting pushed off. The solution: Come clean. It’s as simple as emailing a note to explain what got in the way of your intentions. A small request for forgiveness will go a long way.

No Excuses.

Something so simple can be the most fundamental way to build and maintain a good reputation: Don’t be the one to cancel an appointment! I’m perpetually disappointed with how many people postpone lunch or coffee appointments with me. Each time I think of that person from that day forward, the cancellation sticks to their profile in my mind. Of course, life does happen. But I also know that people today take more and more liberties to make excuses. When the time, logistics and correspondence involved just go to waste, the person moves down a notch in the reliability ranks. Make your best effort not to be that person!

Raising Your Rank

I have spent enough time in business to know the importance of the corporate virtue of reliability, and to sense when someone lacks in this department. You’d be surprised how good you and others are at the same sort of detection. Keeping your executive presence in check will arm you with a strategy for success and effective networking, keeping your rank high in the eyes of others, and advancement at your fingertips.

Where do you feel you rank on this spectrum? Share your thoughts with me and feel free to tap my brain for solutions.

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Networking, Step One: The Meet

“Network! You’ve gotta network!”….It’s what every young executive is told; heck, it’s what everyone looking for a job is told. After all, depending on which study or article you read, between 60 & 90% of the people being hired are scoring jobs because of people they know, not due to applications or résumés.

So, you’ve gotta network. But HOW do you network? Or, more accurately, how do you build a network? Think of it as a four-stage process: meeting people, nurturing relationships, leveraging relationships, and then managing your network.

The best bang for your networking buck is to meet people at a networking event. Truth be told, I as an introvert would rather get a tooth pulled than to go to one of these anonymous events (which is why we design DRIVEN events to be comfortable networking opportunities for introverts and extroverts alike, by the way). So, here is my strategy, laid out as a few tips to maximize your time at a networking event, regardless of your temperament.

Choose the Event Wisely

Make the most of your time, which is your most precious commodity. Choose an event that you’re truly interested in, or one where many potential sources congregate. Be strategic, not promiscuous, in your planning. Joining a group or a community adds great value in building fulfilling relationships. Since you are seeing some of the same people at different events, you can authentically build your network with depth as well as breadth.

Arrive Early

Walking into a room that’s at full buzz where everyone’s engrossed in conversation can be a daunting experience that will have you questioning your confidence before you’ve even removed your coat. It’s much easier to start a conversation before things get rolling, when there are just a few people in the room. This puts you in a position for people to approach you, since they’re arriving after you.

Be Hands-Freecc3

Check or store your coat and bags soon after you arrive. A briefcase or backpack can bump into other networkers, which won’t win you any friends. Besides, if your hands are encumbered, you may have to struggle to shake hands and exchange business cards.

Work the Perimeter

This is my best introvert trick. I take the attitude that everyone has something to share at a networking event, so I’ll walk around and approach anyone who’s NOT talking to someone else and strike up a conversation. It’s as easy as a firm handshake, sharing my first AND LAST name, and asking a simple question like, “What brings you to this event tonight?”

Plant Many Seeds

Networkers are like bees visiting many flowers. It’s inappropriate and ineffective to meet one person and hang out with them for the evening. After you’ve chatted with someone to get a sense of chemistry, become a bee, move on, and broaden your network. Remember, it’s about chemistry, and there’s abundance in the world.

Follow Up

After two days have passed, chances plummet for a new contact to remember you. A quick note the day after the event to those with whom you spoke, with reference to the event in the subject line, is best practice. Suggest a coffee date, a lunch, or an online article link for your new potential contact, and it’s likely you won’t be forgotten.

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Give Yourself A Gift, and Revitalize Your Daily Meals!

Upon opening Mary's new autumn subscription box!

Upon opening Mary’s new autumn subscription box!

Ah, the gourmet subscription box. Why is it that we so often think of them as stuffed with gimmicky, highly-processed or even closeout-type items, and designed to appeal to our impulse buying tendencies but rarely living up to our expectations? Maybe it’s because our intuition is right in many cases. This being said, you could imagine how refreshing it was when we discovered our fantasy subscription box from Mary’s Secret Ingredients!

Mary is Mary Pisarkiewicz, author of the internationally-recognized food blog Love: The Secret Ingredient. And what is it about Mary’s subscription box that sets it apart? Several things. For starters, it features a curated selection of natural, artisanal, full-sized food products that serve as enhancements to seasonal meal ideas, and typically includes a useful kitchen implement. Move over, the enclosed literature, which is customized by Mary, gives the full background story on each producer. And here’s my favorite part: Mary uses her website and newsletters to supplement your box with her own kitchen-tested recipes, so you can put the contents to their best use!

And finally, the aspect of Mary’s subscription box that you don’t often encounter with other boxes: Her commitment to Feed The Children. She donates a portion of annual proceeds each year to this global charity and their fight to eradicate hunger. It’s just another unique reason to consider this box, for yourself or as the perfect gift to your foodie friends and family.

Our friend Mary Pisarkiewicz

Our friend Mary Pisarkiewicz

It also makes a thoughtful and strategic corporate gift, keeping your brand at top of mind for your clients and referrals. And don’t think of Mary’s subscription box as strictly a holiday season acquisition; Mary issues a brand-new box quarterly, jam-packed with goodies that are appropriate for inspiring seasonal fare, delivered right to the recipient’s door.

Join the Mary’s Secret Ingredients mailing list HERE. If you use discount code TRYMSI, you can receive a 20% discount. And if you’re feeling lucky, you can enter to win a free autumn subscription box before November 1st. And once you’ve torn into your loot and have begun experimenting with the ingredients, send us your recipe ideas. Our favorites will get posted right on the Goldie’s Table Matters website, credited to you!

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Take A HINT: It’s Goldie’s 2016 Summer Cocktail Recipe!

IMG_4835When I compose a new cocktail each summer, there are certain elements that must be in place. The first order of business is to keep it low on the sweetness spectrum. The summer heat and humidity can be downright oppressive at times, and a less sweet, more refreshing flavor profile will cut right through that atmospheric assault.

Secondly, the drink should have a happy, playful appearance in your hand, while remaining uncomplicated to the eye. To accomplish this, I focus on color. This means keeping all of the ingredients, except for one, clear and neutral. It also means choosing a handsome and appetizing glass to serve my cocktail in.

Finally, I’m usually drawn to the products of GTM’s and DRIVEN’s strategic partner Hint. Their flavored waters, still and sparkling, are exceptional, and are always the genesis of what shapes up to be a cocktail with dimension. The reason for the quality and purity in Hint’s flavors might just stack up to the word “Zero”. For instance, zero sugar, zero diet sweeteners, zero calories, zero preservatives, zero GMOs, zero animal products, zero MSG, zero gluten, and zero artificial ingredients. Their products are also born and bred in the US of A.

The foundation of this year’s summer cocktail is Hint Fizz Unsweet Cherry Sparkling Water, a beverage that happens to be refreshing and delightful on its own. To acquire some, you won’t have to search far or wide. There are dozens of vendors for Hint products in NYC alone. Visit the drinkhint.com website to learn more, and to find a location close to you. Then, round up the booze, and you’re off and runnin’. And now, on to the recipe. Cheers!

Goldie’s Hint ‘o Mint Summer Delight
Serves 1

2 oz vodka (Tito’s if you want gluten-free)
1 oz clear triple sec
1 oz Campari
4 to 6 oz Hint Fizz Unsweet Cherry Sparkling Water
3 fresh mint leaves
Ice cubes

Chiffonade the mint. Add ice to your favorite tumbler and mix in the liquid ingredients. IMG_4833Stir in the mint. Sip and enjoy the tingly/bitter/citrusy/minty/cherry flavor interplay. Consider also preparing a whole pitcher in advance for guests, adding the mint to each glass upon serving.

Link HERE to read last summer’s hint cocktail recipe.

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What To Eat In The Heat: It’s Goldie’s Summer Gazpacho Recipe!

I know it’s hot outside. But I refuse to let the heat and uncomfortable mugginess prevent me from enjoying fine homemade cuisine. In the summer, this might sound complicated. Of course if you have a backyard grill like I do, you can utilize it to prevent your oven from heating up your living space further. But steaks, chops and burgers aren’t always appetizing when the weather is so unforgiving. My answer to this quandary is something that’s refreshing as well as compelling to eat, and uses no heat to prepare. In fact, it’s served cold! No, it’s not ice cream (but I wouldn’t count that out for dessert). My friends, August is the time to embrace the mighty and fanciful cold soup we call gazpacho!

Classic gazpacho is appropriate for lunch or dinner, and will tantalize your palate without weighing you down (that’s what the humidity is for). It’s cold, texturally substantial, spicy (or not), tweakable, and works brilliantly with certain wines. I recently served a special version of gazpacho to my guests at an exclusive DRIVEN wine-pairing dinner event, and it was the most requested recipe from the evening. See the recipe below, and feel free to adjust it to your taste, while considering the garnish approach that follows. And don’t forget: a nice crusty peasant bread for dunking adds dimension to the meal. Cheers!

Summer Gazpacho
(serves 6)

2 ½ lbs plum tomatoes, rough chop
½ green pepper chopped
2 jalapeños, chopped
1 cucumber, thinly sliced (seeded and peeled)
6 oz low sodium V-8 juice
2 cups parsley, chopped
2 ½ T tomato vinegar (or sherry vinegar)
1/3 cup Amontillado sherry
½ cup olive oil
2 cloves garlic

Working in batches, simply puree all ingredients. Adjust for salt and pepper. Chill overnight so the flavors marry. Serve straight from the fridge in cold bowls.

For Garnish:

3 eggs, hard-boiled, white and yolk separated and chopped
1 cup chopped cucumber
½ cup chopped green bell pepper
Fresh Chives
A drizzle of EVO

Pair your gazpacho with a feisty and equally refreshing New Zealand Sauvignon Blanc. Or, consider swapping out the green bell pepper for a red, yellow or orange one, and pair with a subtle, superb dry rose.

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