Government Connections - Spring 2015 - (Page 22)
F E AT U R E
in a Non-Traditional
BY RUSSELL TRAHAN
ryan walked into his office and
flipped on the lights. it had been
one month since his presentation
and proposal submission to
an industry-leading executive
team, and that morning was
to be the date of their decision on whether to
retain his firm. a look to the phone - no blinking
light signifying a voicemail. a scroll through his
outlook inbox - nothing. Securing this contract
was to be a pivotal moment in his career, and
sure to be the determining factor in his upward
trajectory in his office.
The minutes turned to hours and no word, and
the slight anxiety became increasingly worrisome.
Bryan had covered his bases and kept in touch;
just last week he engaged in some brief social
media banter with the team's cfo. Simple enough
to maintain an air of informality and ensure the
lines of communication remained open.
his inbox dinged: it was the company's cfo.
"Bryan, we appreciate your proposal
submission, but we have decided to go in another
direction. We require more consistent interaction
from our business partners, and while we
scheduled today to finalize our decision, we had
yet to hear from you in the interim. We wish you
the best of luck."
GOVERNMENT CONNECTIONS | SPRING/SUMMER 2015
The email hit him like a freight train. he had
avoided a formal follow-up process in fear of
seeming overeager or pressuring his prospect,
but he had maintained casual connections
through his linkedin and facebook accounts
just to keep his name top-of-mind. While Bryan
assumed the company would appreciate his
distance while they were in the process of
making their decision, it actually became the nail
in his corporate coffin. They were awaiting his
traditional methods of follow-up, and his lack of
correspondence instead conveyed that he was
not the right man for the job.
in an ever-expanding digital business
landscape, Bryan's story is all too familiar. Many
working professionals are exchanging established
means of follow-up, such as phone calls and faceto-face meetings, for quick messages over social
media or email, and it is impacting their business
relationships and bottom lines. They sacrifice
professional courtesy in an attempt to appear
casual, and regardless of the many ways we can
now communicate, when it comes to follow-up,
the best practices are the traditional practices.
SOCIAL MEDIA IS fOR BUILDING BUSINESS
CONNECTIONS - NOT MAINTAINING THEM
have you encountered a friend or relative that
limits all contact with you to digital convenience?
Table of Contents for the Digital Edition of Government Connections - Spring 2015
Successful Leadership: SGMP Members Talk Leading in the Government Meetings Industry
Need to Know: 2015 SGMP National Education Conference
The Importance of Traditional Follow-Up in a Non-Traditional Business World
Meet a Member
Government Connections - Spring 2015