Surety Bond Quarterly - Summer 2014 - 13

IN TH IS AGE of rapid-fire e-mailing, text messaging and social-media sharing,
it's never been as easy to keep in touch with the people who matter to us. But
if you want to build your professional network and truly connect with people,
an old-school approach that sets you apart is the way to go.
Andrea Nierenberg, president of the New York-based Nierenberg Consulting
Group, said she mails three handwritten notes to contacts each day in an effort
to solidify existing relationships, build new ones and show that she's never
too busy to connect on a personal level.
Nierenberg, the author of Network Like You Mean It: The Definitive Handbook
for Business and Personal Networking, said the small effort it takes to send a
note of thanks or congratulations or to follow up on a previous conversation
consistently pays off in the long run.
"The notes are short, sweet and to the point, but at the end of the week,
it's 15 handwritten notes, and at the end of the year, it's more than 750 connections," she said. "I know people think, 'My God, this woman's writing
notes all the time,' but you know what? They stand out. Ninety-nine percent
of people won't take the time to do that, and networking is all about taking
that extra step."
According to networking experts, building relationships is kind of like keeping in good physical shape: the most successful among us find the time to put
in a little effort when most people say they're simply too busy.
Mike Fishbein, the author of Business Networking: How to Build an Awesome
Professional Network, said many professionals who fail at networking focus
too much on the quantity of their connections and not enough on their quality.
Most professionals can easily recognize a hit-and-run networker, one who
is constantly selling himself, handing out as many business cards as possible
or sending out countless impersonal invitations to connect on LinkedIn. Such
superficial connections rarely lead to meaningful business relationships,
Fishbein said, and often communicate to contacts that you're only trying to
connect with them for personal gain.

BUILDING RELATIONSHIPS IS KIND OF LIKE KEEPING IN GOOD PHYSICAL SHAPE:
THE MOST SUCCESSFUL AMONG US FIND THE TIME TO PUT IN A LITTLE EFFORT
WHEN MOST PEOPLE SAY THEY'RE SIMPLY TOO BUSY.
Fishbein said professionals should look to be helpful to existing and prospective connections, without initially looking for anything in return. Introducing
contacts who might benefit from knowing each other, sharing their blog posts
or achievements on social-media sites, e-mailing them articles they might be
interested in and retweeting their posts are just some of the ways Fishbein
said professionals can be helpful to their connections.
And creating Google alerts for contacts' names, companies and interests
will help you stay informed about what's going on in their lives and give you
another reason to reach out.
"Those small gestures only take a few seconds, but people really appreciate that," Fishbein said. "When you look to help people first, it always comes
back to you. By helping the people in your network grow their business,
you're making it more likely that they'll be in a position to help you grow your
NATIONAL ASSOCIATION OF SURETY BOND PRODUCERS | WWW.NASBP.ORG

13


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Surety Bond Quarterly - Summer 2014

Table of Contents for the Digital Edition of Surety Bond Quarterly - Summer 2014

NASBP Upcoming Meetings and Workshops
2014-2015 NASBP Executive Committee
From the CEO: We have a great story so let's tell it!
Practical Insights: What You Need to Know - Cost charging in government contracts can result in common, but avoidable pitfalls
Strength in numbers: Harness the power of networking
Profile: President Thomas M. Padilla
Proving your worth: Surety bond producers provide value to clients and beneficiaries
NASBP Fall Workshops
Contract surety claims: The promise - Pact or fiction
Commercial surety claims: A case study on the bond producer's role in assisting a client to avoid loss and maintain surety credit through bankruptcy
Develop the techniques necessary to be an effective policy advocate
NASBP Annual Meeting focuses on the importance of mentoring and critical industry information
Index to Advertisers
Surety Bond Quarterly - Summer 2014 - cover1
Surety Bond Quarterly - Summer 2014 - cover2
Surety Bond Quarterly - Summer 2014 - 3
Surety Bond Quarterly - Summer 2014 - 4
Surety Bond Quarterly - Summer 2014 - 5
Surety Bond Quarterly - Summer 2014 - 6
Surety Bond Quarterly - Summer 2014 - 2014-2015 NASBP Executive Committee
Surety Bond Quarterly - Summer 2014 - From the CEO: We have a great story so let's tell it!
Surety Bond Quarterly - Summer 2014 - 9
Surety Bond Quarterly - Summer 2014 - Practical Insights: What You Need to Know - Cost charging in government contracts can result in common, but avoidable pitfalls
Surety Bond Quarterly - Summer 2014 - 11
Surety Bond Quarterly - Summer 2014 - Strength in numbers: Harness the power of networking
Surety Bond Quarterly - Summer 2014 - 13
Surety Bond Quarterly - Summer 2014 - 14
Surety Bond Quarterly - Summer 2014 - 15
Surety Bond Quarterly - Summer 2014 - Profile: President Thomas M. Padilla
Surety Bond Quarterly - Summer 2014 - 17
Surety Bond Quarterly - Summer 2014 - 18
Surety Bond Quarterly - Summer 2014 - 19
Surety Bond Quarterly - Summer 2014 - Proving your worth: Surety bond producers provide value to clients and beneficiaries
Surety Bond Quarterly - Summer 2014 - 21
Surety Bond Quarterly - Summer 2014 - 22
Surety Bond Quarterly - Summer 2014 - 23
Surety Bond Quarterly - Summer 2014 - NASBP Fall Workshops
Surety Bond Quarterly - Summer 2014 - 25
Surety Bond Quarterly - Summer 2014 - Contract surety claims: The promise - Pact or fiction
Surety Bond Quarterly - Summer 2014 - 27
Surety Bond Quarterly - Summer 2014 - 28
Surety Bond Quarterly - Summer 2014 - Commercial surety claims: A case study on the bond producer's role in assisting a client to avoid loss and maintain surety credit through bankruptcy
Surety Bond Quarterly - Summer 2014 - 30
Surety Bond Quarterly - Summer 2014 - 31
Surety Bond Quarterly - Summer 2014 - Develop the techniques necessary to be an effective policy advocate
Surety Bond Quarterly - Summer 2014 - 33
Surety Bond Quarterly - Summer 2014 - NASBP Annual Meeting focuses on the importance of mentoring and critical industry information
Surety Bond Quarterly - Summer 2014 - 35
Surety Bond Quarterly - Summer 2014 - 36
Surety Bond Quarterly - Summer 2014 - 37
Surety Bond Quarterly - Summer 2014 - Index to Advertisers
Surety Bond Quarterly - Summer 2014 - cover3
Surety Bond Quarterly - Summer 2014 - cover4
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