The art of securing a first, live meeting with a new contact. Mark Cook shares an interview from when Lisa Morozoff was a principal with Mercer, San Francisco (now with Uber) and with Ryan Wiersdorf, a sales leader and top performer at O.C. Tanner. Mark also adds a response by Rob Plowgian, sales leader at NetCuras, about beginning business relationships. Plus, Rob offers a bonus: discovering tech. “dev ops” problems and opportunities for providers. All four participants in this lively discussion explore relationship-building, positioning a company, and understanding operations for prospects. The discussion covers key challenges in others' roles, the role of emotion in decision-making, and strategic networking. Guests also share preparation tactics for referrals and the art of asking for introductions—highlighting the power of personal connections and purposeful outreach.

A new relationship requires understanding feelings not just thoughts:

"Emotion is part of decision making."

"Value is progress."

"I believe in sharpening the saw."

Learn a way to start the very beginning of a relationship with a new contact…

Mark Cook

Takeaways

• Forethought and purpose impact communication significantly.

• Building relationships is crucial for any great success.

• Emotion plays a key role in decision-making.

• Value creation must get practical in networking.

• Asking for referrals best requires any approach besides selling.

• Understanding the macro environment aids in preparation.

Keywords

communication, operations, talent acquisition, networking, referrals, emotional intelligence, business relationships, leadership, value creation, relationship building

Ryan Wiersdorf: https://www.linkedin.com/in/ryanwiersdorf/

Lisa Morozoff: https://www.linkedin.com/in/lisa-morozoff-3469a45/

Rob Plowgian: https://www.linkedin.com/in/robplowgian/

Chapters

00:00 The Impact of Communicating Well

02:15 Building Relationships in Business

08:49 The Importance of Live Meetings

17:29 Attracting Meaningful Conversations

24:50 Preparing for Referrals

35:39 Approaching Potential Referrals

42:03 Channel Strategy for Growth