Networking, Connecting and Transcending Tips

A Professional’s Guide to Collaboration (and how we use it in the Family Office World)

The marketplace is driven by the consumer. The days are gone when the client goes to a professional for his vast technical expertise. Therefore, effective marketing is focused on the consumer, not the service provider.

  • What are major preconceived stereotypes about your industry and organization?
  • How can you differentiate yourself? What is at stake?

Networking

  • Work on being able to convey your value and niche concisely and clearly
  • Example: A The Family Office is a concierge service, communications hub, and Family Governance organization
  • Avoid selling. It’s about farming, not hunting
  • Challenge: How do you avoid the “me” message?

Connecting

  • Educate, don’t advertise
  • Promote others, not yourself
  • Ask,  “What can I do for you?
  • Collaboration starts here (not at networking)
  • Challenge yourself not to “network” but to connect

Transcending (focus on community)

  • Actually put people together (no, this is not done by sending e-mails)
  • Do good works in one’s community (and expect nothing in return)
  • Example for the Family Office: philanthropy and community involvement as the centerpiece of Family Governance
  • Challenge: Do you over-focus on money and under focus on people and knowledge?