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 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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Eggs. It’s What’s For Dinner: 2 Exceptional Recipes Merging Eggs & Leftovers

IMG_4689Why do leftovers get such a bad rap? To me, a fridge full of unconsumed culinary creations is like a painter’s palette ready to inspire some creativity. But in my case, it all happens at the stove. It must be the short order cook in me who loves conceiving of meals from parts of other fantastic meals. It all began when I was in my 20s, before the advent of Top Chef, when my theme would be leftovers. It was a great lesson in flavor integration and textural diversity, and some of the most memorable meals resulted.

One key ingredient that can bring all leftovers together in harmony is the incredible, edible egg (a dozen-or-so of which are likely in your fridge right now). If you can get comfortable with the concept of an egg-derived dish for dinner, a whole new world of savory delight can be opened up to you. And the best part is that you have the freedom to invent as you go.

If you’re feeling a lack of creativity, or perhaps a wave of intimidation at the thought of flying solo this way in the kitchen, allow me to inspire you. I recently created two dinners on the fly, made entirely of eggs, leftovers and other common ingredients, both of which have now ended up in my permanent recipe catalog. Included below are those recipes, as well as links to my recipes for the meals that yielded the initial leftovers. It’s like getting 4 recipes for the price of one! Enjoy the process, and please feel free to share your results with me.

Black Bean Soup Mexicana (Serves 1)
Link HERE for my BBQ Black Bean Soup recipe

2/3 cup Leftover BBQ Black Bean Soup
1 cup brown rice
1/3 avocado, diced
2 tsp olive oil
1 Tbsp chopped cilantro
2 eggs

Cook the brown rice fully, and place into a large microwave-safe bowl. Ladle the black bean soup over the rice, and cover with a moist paper towel. Microwave until hot (1-3 minutes). Remove and top the soup with sliced avocado sprinkled with smoked salt. Heat oil in a small frying pan. Fry two eggs in desired style, and season with a bit of salt and pepper. Perch eggs atop the avocado. Sprinkle with cilantro and a finishing salt. Serve and enjoy the deep, rich flavors, while getting a serious serving of protein! Pair with a refreshing lager or pilsner.

Decadent Polenta Cakes (Serves 1)
Link HERE for my creamy Polenta recipe

3 Tbsp olive oil
Polenta, cut into 3 x 3 inch ‘cakes’
2 Tbsp flour
1 large garlic clove, minced
6 oz spinach
2 eggs

This takes an extra strategic move after initially enjoying the polenta. In creating leftover polenta, transfer it into a pan that allows the cornmeal to cool in a flat, round ‘brownie’ form, 1½ inches thick and flat on the top.

Heat 1 and 1/3 Tbsp olive oil (1 Tbsp + 1 tsp) in a pan until almost smoking. Dredge the polenta cakes in flour and delicately tap off excess. “Fry” the polenta until brown on both sides (about 3 minutes a side, taking care when flipping, since the creamy inside can become unstable). Transfer to a plate and keep warm in a toaster oven. In the polenta pan, heat 2 tsp oil and fry up 2 eggs any style. Season with salt and pepper. Meanwhile, in a separate large fry pan, heat 2 tsp olive oil. Add garlic when oil is hot. Add spinach when you can first smell the fragrance of the garlic, and sautee. In a shallow bowl, layer spinach then polenta then eggs. Top with some grated parmesan cheese if desired. Serve and enjoy this restaurant-style delicacy! Pair with a serious sparkling wine, like a vintage Spanish Cava.

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Spring, Finally! How About Some Wine?

In the Hudson Valley this year, springtime has felt more like an extended late-winter. A warm March prompted us to settle into spring extremely early, and the same could be said for the local vegetation. But when things cooled right back down in April, it sent nature into a state of confusion. These mixed messages might have kept us in corduroys well past spring’s due date, but it also made for a delightfully extended scavenger season, most notably for the seekers of ramps and fiddlehead ferns (which has inspired me to create more than one delectable risotto in the month of May).

Accompanying the unseasonable temperatures and the strange jumble of cuisine was the consumption of heartier, denser wines that aren’t the usual selections for April and May. Michael and I actually found ourselves uncorking red wines from Bordeaux, Southern Rhone and Super Tuscany even as recently as last week. But the vibe I’m feeling now is that it’s all about to change, which is why I’ve also kept my finger on the pulse on the types of wines we would normally be drinking in the weeks leading up to Memorial Day. A trade tasting or two, a by-the-glass selection here and there, and frequent visits to DRIVEN’s strategic partner Suburban Wines & Spirits have kept me current on the brighter, leaner, mild-weather wines in the NY market.

Without further delay, I proudly offer you my springtime wine choices for 2016. Try one, try them all. Bring them to Memorial Day gatherings or give them as gifts. If you order them through Suburban, they can arrive at your NYC doorstep usually within 24 hours. Click on the wine names to purchase. And always remember: If you would like any additional wine recommendations, contact our resident vino maven Michael at Happy Spring!

Avinyó Petillant Vi D’Agulla ’15, Penedes, Spain ($12)

It’s the most fun and delightful wine category you’ve never heard of. “Pet Nats” or PetillantAvinyo Naturel wines are mildly-sparkling white wines that are made in a less complicated manner than Cava or Champagne. The wine is bottled and capped before the fermentation is complete, allowing the last traces of sugar and yeast to interact in the bottle. The result: a simple, dry, refreshing white with a tingle of fizz (rather than a rush of bubbles). Adding to the delight is watching the delicate strings of carbon dioxide as they wind through your glass!

Neumayer Gruner Veltliner Rafasetzen ’13, Traisental, Austria ($20)

Michael and I have been introducing people to Gruner Veltliner so often lately that it’s Neumayerbecoming cliché. But it’s no less compelling as a wine, especially when it’s as well-made and radiant as this single-vineyard example. Both powerful and detailed, it possesses everything I’d want in a springtime white: Density of texture; perky acidity; aromas of white pepper, mineral and grass; yellow fruit character on the palate; secondary notes of familiar favorites from the spice rack; a dry and lengthy finish. This Austrian is at once serious and accessible. Check it out!

Billsboro Rosé of Pinot Noir ’15, Finger Lakes, New York ($18)

On my most recent visit to Seneca Lake, the winery discovery of my trip was Billsboro, Billsborolocated just south of Geneva. Their wines stood out amongst even the best of this rising star region, adding to the momentum that quality NYS wine has been enjoying in the local market. Their Rosé of Pinot Noir is the perfect response to the French model for this type of rosé, including those from Sancerre and Burgundy. It’s dry, subtle, and gentle in its delivery of raspberry-like fruit. And with a mere 154 cases produced for the ’15 vintage, we’re lucky to get our hands on some without making the 6-hour drive to the winery. A most versatile food wine.

Douloufakis Liatiko Dafnios ’13, Crete, Greece ($12)

The forever-overlooked wine-growing nation of Greece is finally emerging as a major Dafniosplayer in the vino market. A perfect example of what they’re doing right is this serious, affordable red from Crete. This is my very first exposure to the indigenous Liatiko grape, and I have since tried one or two other examples for comparison. It’s for lovers of wines like real cru Beaujolais (not that crummy stuff that you buy around Thanksgiving time), sporting a medium body, ripe red fruit, and pleasantly distinctive aromatic notes of dried flowers and baking spice. It’s my find of the year, to date!

Manoir de la Tete Rouge K Sa Tête Pineau d’Aunis ’14, Loire, France ($24)

Aside from being special, there are two aspects of this red that make it unusual: It’s grown Pineauin the Saumur commune of France’s Loire Valley, which is a little-known area to most American wine drinkers, and it’s composed of the Pineau d’Aunis grape variety, which is more commonly encountered as a rosé. This red is soft and chill-able, yet is uncompromising in complexity and character (dig the pine forest-like aromas). The vineyards have been organic since 1998, and the purity shows through in your glass. Great for chops on the grill.

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Like A Big Pizza Pie: A Chance Recipe That Stole The Show

IMG_4590Who doesn’t like pizza? Well, there might be somebody out there who doesn’t. But in assuming this comfort food classic is universally beloved, I’m sure you’re all familiar with its various incarnations. When you consider preparing homemade pizza, the strategy is in your hands, and the possibilities are virtually limitless. Want pineapples or anchovies on that pie? Go for it. Prefer a Parisian-style over the definitive Italian? You’re speakin’ my language. Satisfied with traditional Neapolitan pizza without fancy toppings? It’s a free country!

I enjoy creating completely new pizza topping combinations every time I prepare homemade pizza. I call each example the “pizza mash-mish”, which typically amounts to a controlled chaos situation whereby leftovers find themselves mingling with other leftovers atop the pie. Over the years, these toppings have included prosciutto, green stuffed olives, and even duck confit! All of the pizzas usually end up tasting delicious, but some are so good that they just stick in your memory. Today’s recipe is one of those. Before preparing it, keep in mind that two of the toppings require their own separate preparation, and the links to those recipes are included below. You also might want to invest in a pizza stone and a cutter (Sur la Table is a great online source).

Follow the recipe closely, and before you know it, you’ll be eating exceptional, wonderfully-crusted pizza with minimal preparation time. But be warned: Pizzeria pizza might never again be good enough!

Goldie’s Standout Pizza Mash-Mish (Serves 2-3)



Before Baking

1 Fresh Pizza Dough
6 Thin Slices Genoa Salami, sliced further into thin strips
1 Large Roasted Red Pepper, sliced
2 oz Spinach Pesto
1 Cup Roasted Eggplant, Cubed
1 oz Reggiano, Coarsely-Grated
4 oz Fresh Mozzarella, Coarsely-Grated
Olive Oil or Bacon Drippings

Let dough come to room temperature and rise (I dust it with a bit of flour, put it on a plate and cover it with a kitchen towel). Put pizza stone into the oven and preheat to 400 F. Coat a sheet of aluminum foil with olive oil and place it atop a cutting board (bacon drippings are even better for flavor, so consider saving some the next time you fry bacon). Stretch the pizza dough evenly, by hand or with a rolling pin, and place it on the aluminum foil (note: the stretched dough does not have to be perfectly round). Brush the top of the dough lightly with olive oil or bacon drippings. Place sporadic dollops of pesto atop the dough, followed by the eggplant cubes, roasted pepper slices and salami. Top evenly with mozzarella and finally with Reggiano. Slide the dough (aluminum foil included) off of the cutting board and into the oven atop the pizza stone. If your oven has a convection option, switch to it now. Bake until dough is browned and cheese is melted (about 20 minutes). Remove pizza from oven and separate from aluminum foil, making sure no foil is stuck to the pizza’s bottom. Place pizza atop a cutting board, slice and serve hot. Pair with a fragrant, light-bodied Northern Italian red wine.

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Did You Know That Business Networking Is Like Growing Grapes?

Networking. It’s not just a profound concept, but it’s a dynamic word. In its root form “network”, it’s first a noun: “My network has grown in size by 50% this year.” “Networking” demonstrates its verb usage: “I plan to spend Wednesday evening networking”. In either incarnation, “networking” defines a powerful business technique that, when taken proper advantage of, can advance your career exponentially. But often, professionals don’t take networking seriously; I have numerous colleagues who avoid it like the flu, seeing networking events as emotionless gatherings where you shake hands with other professionals, exchange business cards, and don’t get around to the follow up.

But if we reframe networking, and as a result become more engaged with managing our networks, it becomes clear that the endeavor is similar to the role of a vineyard manager. So, I invite you to pour yourself a glass of wine and settle in as I give you a better sense of what networking really is through entertaining wine analogies.

Commonalities Build Upon Each Other

Managing a vineyard amounts to much more than just watching grapes grow. A strategic vineyard manager first plants specific vine varieties, chosen not because she prefers to drink Pinot Noir instead of Cabernet, but because the varieties are a good fit with soil type, weather conditions and altitude of the estate (if you want to impress your wine-knowledgeable friends, these considerations collectively are called ‘terroir’). Equating this approach to business networking, we must weigh carefully where we choose to spend our time. If, for example, you’re a vegetarian, perhaps you should pass on attending a dinner networking event centered around enjoying local meats. Since you’re not going to enjoy the topic (or the food), you won’t be able to enter into pleasurable discussions and thus, you may not be able to connect with people deeply. Each relationship we build has the potential of being a robust grapevine or a diseased one. The outcome has more to do with the origins that you might realize.

Getting To Know All About You

The next step for a vineyard manager is to nurture those vines. Understanding how much water the plants need and whether the grapes will grow best with or without abundant direct sunlight are vital to coaxing the best quality of juice from the fruit. To draw a parallel, nurturing your network ultimately equates to providing value to these folks, and begins with understanding each and every relationship. I call it the ‘getting to know you’ part of networking, and it not only makes business fun to engage in, but it functions as a time to plant the seeds that will serve to enrich these relationships in the future.

Dropped Like A Bad Habit

The third key function of the vineyard manager is the pruning of the vines and the elimination or “dropping” of some inferior, poorly-ripened fruit. If the vines are left to grow untamed, the overall concentration of fruit in the grapes will be diluted. To liken this to networking, we can’t keep endlessly adding contacts to our networks without ‘dropping’ some dead weight. It’s important to have a clear understanding of which relationships we should be laser-focused on, and which should be less prioritized or severed completely.

Effort + Time = Rewards

Ahhhh! The time has finally arrived for the vineyard manager to complete the harvest. She’ll have to pick the grape clusters, sort the berries, crush them, ferment the juices and craft a wine that will one day reward the drinker. In business, this is what I would call leveraging your network. It includes benefits like getting an introduction or winning some sweet business in return for all the care you’ve given to your contacts from day one. But here’s the thing: It takes about six years of growing newly-planted vines until the fruit they yield is physiologically and chemically sound enough to create wine from. That amounts to plenty of money and other resources before we even see bottle #1. The same goes for the organic process of networking. Returns on your time and energy investments are not seen until months or years down the line. The good news is, like with grapevines, as your relationships mature, the rewards become richer and more concentrated. So the next time you see the words “Old Vines” on a wine label, acquire the bottle and toast to all of those valuable network relationships you’re about to build, and the key allies who will emerge.

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Big Business Blunders: The Importance of Follow-Up When You’re On The Sell-Side

IMG_6275Here’s something funny: My clients are always amazed that when I schedule a 9am phone call with them, their phone rings precisely at 9am. Why is this funny? Because it doesn’t happen to them more often. Isn’t the number one rule in client relationships to have respect for the client? Well, what greater sign of respect is there than valuing someone’s time? As someone with services to sell, my sell-side effort must have a punctuality factor built-in.

What’s not funny about all this is hearing the numerous stories of sell-side blunders, particularly in the department of follow-up. Often, while caught in the trance of ‘keeping up’ with our jobs, we forget that there’s another person involved in the business transaction at hand. The short-sightedness that permeates the business world should serve as a wake-up call for all professionals. Here are three doozies to put things into perspective, along with their proactive solutions. Names have been changed to protect the ‘offenders’, since the following scenarios actually happened.

Blunder #1: Rachel


Sara graciously introduced Rachel, a website designer, to Jane. Sara knew that Jane was going to be in the market for a web designer, since she just launched a new business. When Sara asked Rachel the following week about her interaction with Jane, Rachel had to admit that she hadn’t yet gotten around to responding to the introduction.

 The Solution: Knowing that she had a hot lead, Rachel should have reached out right away. Since she didn’t, Sara should note this and think twice about reaching out to Rachel in the future. If a repeat were to occur, Sara could begin to gain a bad reputation among her professional peers.

Blunder #2: Louise

Camille introduced Louise, a marketing specialist, to Andrea, a realtor who is progressive and expressed an interest in learning more about Louise’s services. Louise reached out to Andrea by email and suggested that Andrea find a convenient date on Louise’s calendar service and book the appointment. Then Louise sent Andrea a confusing note explaining “oops”….the spot she had chosen was actually double-booked and she needed Andrea to go back and choose again.

 The Solution: Louise needs to make it easier for potential clients to book appointments with her. For instance, she should have offered Andrea three specific dates that were available in Louise’s calendar in the introductory email. This would have made it easy for Andrea to choose. The email should also have invited Andrea to suggest alternative dates, if none offered were convenient for Andrea. Buyers shouldn’t have to ‘work’ to buy.

Blunder #3: Carol

The Acme Law Firm was looking for a career coach to work with some of their partner candidates. Maggie introduced Carol (a coach) to the firm. Six months later, when Maggie was having coffee with her contact at the firm, the contact mentioned Carol’s work with the firm, revealing that Carol never told Maggie that she had scored a job as a result of her introduction!

The Solution: If Carol had remembered that appropriate follow-up for a successful introduction takes no more than a quick email note expressing gratitude, she could have saved her professional relationship with Maggie and possibly been introduced by Maggie to additional clients in the future. If your handwriting is legible, a handwritten note goes even further. In the instance of a “big score”, a small gift would be in order. Consider the good deed doer’s interests, and personalize the gift (a bottle of wine shipped to her office, for instance).

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