The_Essential_Manager_s_Handbook

222 / BECOMING SUCCESSFUL

Working a conference

Try not to take too much with you to a conference.

If you’re loaded with bags, files, a laptop, and

stacks of sales brochures, it’s hard to appear

cool and collected.

INTRODUCTIONS

At conferences, make an effort to introduce your contacts to other

people. The generally accepted rule is to introduce the junior person to

the more senior. So, introduce a colleague to a customer or a manager

to a director. Try to say something about the person you are introducing

that will provide a starting point for conversation. For example: “Leo, I’d

like to introduce Annabelle, who worked on our corporate responsibility

program.” Don’t hesitate to ask someone to introduce you to one of their

contacts if it’s difficult for you to do so yourself.

In focus

Choosing an event

Conferences are excellent arenas for networking,

because they bring together a group of individuals

who have a variety of interests in a common subject.

At a conference on corporate responsibility, for

example, you are likely to meet people from other

organizations who are in a similar position to you,

as well as experts in various aspects of the subject.

You may make contacts with suppliers of equipment

that could reduce your company’s environmental

impact, or consultants who could provide advice.

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