1. Networking Events How to Work the Room… and the Opportunity

2. Today  Know before you go  The main event  Follow up, follow up, follow up

3. Know Before You Go  Who will be there?  Ask for a list of attendees  Think about who you want to see/meet  What are your goals?  Expand your network  Reconnect with your network  Get a second date  Remember the details  Wear clothes with two pockets for business cards – an “in” box and an “out” box. Wear a lapel, it makes it easier to wear nametags – wear it high!  Wear comfortable shoes  Don’t go to the event hungry

4. Know Before You Go  The buddy system  Divide and conquer  Ask for introductions  Consider the venue  How you will get there (on time)?  What type of event is it – sit-down meal, or is there time for mingling?  What will the room be like?  How to avoid getting trapped

5. The Main Event  Have a plan  How to work a room  Approach VIPs first, they get mobbed at the end  Don’t try to break into a circle, wait or look for someone hanging out on the perimeter  Start conversations where food and drinks are served  The importance of introductions  Practice giving quality introductions – when you help people connect, they will return the favor  Introduce people to one another as they join the conversation, even if you’ve just met them  Use a firm handshake, and make eye contact  Remember – your goal is to get a second date

6. The Main Event  Be good company  Talk about why you do what you do instead of what you do – it is more compelling  Have three go-to questions – two about business, one about life  Give away your cards from one pocket, keep cards you receive in the other  Conversations should last three to five minutes; everyone is there to do the same thing  If you are dreading the networking part, ask for a job  Greet guests, pass out nametags, pour wine, draw the names for prizes, etc.

7. The Main Event  How to break away  Be confident and polite  “I see someone that I need to speak to – it has been great to talk to you and I look forward to staying in touch.”  “I am going to get another drink – would you like to join me at the bar?”  ”Do you know where the restrooms are? Please excuse me."  Facilitate a new introduction  The handshake – firm grip, shake shake, release

9. Follow up, Follow up, Follow up The most important – and most often forgotten – step  Rank your contacts/cards  1 st Group: Second date/in-person meeting  2 nd Group: Email, send an article, keep in touch with  3 rd Group: Database only  Check the boxes – enter client updates, other events and holiday cards in InterAction

10. Follow up, Follow up, Follow up  Now that your contacts are organized – what's next?  Make the calls – calendar time to do so  Look for articles to send with a handwritten note  Think about what worked for you, what did not – and change your plan for the next event  Remember pleasant persistence is the key

11. Questions/Feedback  Gwyn McAlpine  gmcalpine@perkinscoie.com gmcalpine@perkinscoie.com  Kim Holloway  kholloway@perkinscoie.com kholloway@perkinscoie.com