Last Monday, the president of our firm and I made a business development trip to Nashville, only 3 hours away. Did you know that Nashville is the non-profit healthcare capital of the US? Because we have healthcare experience and because we have certainly done business in Nashville, we have decided to cultivate this market a bit more intentionally. That means monthly visits at a minimum and other activities that portray a presence without having an office there (that's another decision for another day).
One of the contacts we met with is very successful and was very helpful in arranging for us to give a presentation to his firm. As is usually the case, his secretary and the A/V folks at the firm did the heavy lifting when it came to the logistical details of the speaking engagement.
The speaking engagement was a big success as was the entire day. I, of course, sent a well deserved thank you letter to our very gracious host. I also sent thank you letters to his secretary and the A/V staff of the firm, which I would bet is seldom done. This was not in any way a manipulative act; I was (and am) truly grateful for their help.
I received a sweet e-mail from the secretary yesterday thanking me for the thank you note -- I suspect because she doesn't typically get letters such as that. The next time I'm in that firm's offices, I'll make it a point to meet her in person (she was on vacation the day we were there).
It's an old refrain but an important one. When you're developing business, pay attention to everyone you meet, especially the gatekeepers.
And, as your mother taught you, remember to thank those that assist you -- it matters not whether they can pick up the phone and send you business. They may be able to influence someone who can or might be more inclined to let you speak with someone who can. You reap what you sow. Sow good seeds.
Great post, Barbara! My father was a very successful university president for over 23 years at the same institution - a feat that is rarely achieved in higher education. His one piece of advice to me when I left college was this: "Be kind to everyone. Get to know the mail person, the janitors, the secretaries everywhere you go. They work as hard or harder than you ever will -- and they are every bit as important to the success of your career as the clients and the CEO of your firm." He was right.
If you simply open your eyes, pay attention to others, and remain authentic in your gratitiude, it reaps benefits over and over. Not to mention that it's just the right thing to do!
Posted by: Debra Helwig | July 28, 2006 at 06:06 AM