Allison Graham - From Business Cards to Business Relationships

Copyright 2012 Allison Graham

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This publication contains the opinions and ideas of its author(s) and is designed to provide useful advice in regard to the subject matter covered. The author(s) and publisher are not engaged in rendering medical, therapeutic, or other services in this publication. This publication is not intended to provide a basis for action in particular circumstances without consideration by a competent professional. The author(s) and publisher expressly disclaim any responsibility for any liability, loss, or risk, personal or otherwise, which is incurred as a consequence, directly or indirectly, of the use and application of any of the contents of this book.

Library and Archives Canada Cataloguing in Publication

Graham, Allison Dawn, 1975

From business cards to business relationships : personal

branding and profitable networking made easy / Allison Graham. 2nd ed.

Previously published as: Business cards to business

relationships. London, Ont. : Elevate Press, 2008.

Issued also in electronic formats.

ISBN 978-1-11-836418-5

1. Business networks. 2. Strategic alliances (Business).

3. Partnership. I. Title. II. Title: Personal branding and profitable networking made easy.

HD69.S8G72 2012 650.13 C2012-901479-6

Production Credits

Managing Editor: Alison Maclean

Executive Editor: Karen Milner

Editorial Assistant: Brian Will

Production Editor: Pauline Ricablanca

Cover Design: Adrian So

Composition: Thomson Digital

John Wiley & Sons Canada, Ltd.

6045 Freemont Blvd.

Mississauga, Ontario

L5R 4J3

To my brother Tim, who taught me to dream big, persevere, and bring
the impossible to fruition.

To my mom, Barbara Ann, whose unending kindness and generosity
of spirit influence me positively every day. This book would not have
been possible without her help and encouragement. For as many late
nights as I've spent mulling over the words in the pages that follow,
my mom has spent the same.

And to my dad, Robert James Graham (19442005), my best friend
and sounding board for the first 30 years of my life. His wisdom continues
to guide me. I wish he were here to share the journey.

Preface

Before I learned how to network effectively, my life was dramatically different.

Working as a receptionist by day and a bartender by night, the idea of achieving meaningful success in the professional realm seemed like a pipe dream. However, that dream was turned into a reality thanks to the people who became part of my network.

At the time, I had no idea how powerful networking could be, but now I realize how incredible it is that each of us is just one contact away from having our entire life change direction.

In a very short time I went from being unconnected to meeting thousands of people. Thanks to those connections and my hard work, I was able to create a successful and varied career as a newspaper columnist, frequent radio guest, local television reporter, and fundraiser raising hundreds of thousands of dollars for charities. I became an active volunteer in the community and eventually won a political nomination to run for public office. Best of all, I was able to create a successful business, Elevate Seminars + Strategic Development Inc. ( www.ElevateBiz.com ), teaching other professionals through conference speeches and corporate training how to change their lives and create success by getting connected.

None of this would have been possible without the incredible people who influenced my life both professionally and personally.

After leaving university I held a variety of jobs. I sold cars and makeup and even had an unsuccessful stint at selling knives. At one point I worked in a car-rental shop and then was a receptionist in a laser eye surgery clinic. Through it all I supplemented my income as a waitress and bartender.

By the time I was 25 I was in a rut and disappointed. While some would say my life was fine, I was a long way from achieving the life I envisioned. Looking back, perhaps I was too young to be worried about making an impact in the world, but I knew deep down I was unhappy. My life lacked purpose and direction and I wanted more. Changes needed to be made.

Raising me in a small community, my parents set an example of how to live a rewarding, community-minded life. My father owned a food service business, excelled as an executive director for a provincial association, held leadership roles in various local community organizations, and was a municipal politician for many terms. My mother, a teacher, was involved in church and charitable activities. I fully intended to achieve similar success and felt I had the ability to do so, but I had no idea where to start.

One day I took a leap of faith and applied for a job as the executive assistant to the vice-president of a building-supply company. Not exactly an obvious place to find fulfillment, but my potential new boss was philanthropically inclined and happened to be the incoming president of the local Chamber of Commerce. I scheduled the afternoon off work at the eye clinic, put on my best (well, okay, my only) navy suit, and went to the interview. An hour later I was offered the job.

In the ensuing months, my life shifted. I watched my boss give back to the community, take many phone calls, go to umpteen events, and reap the rewards of his strong network. I quickly realized that I wanted to be the one with the network doing great work in the communitynot just an assistant. Then, with another leap of faith, I left the company to find my own way.

So there I was, filled with big aspirations for a purposeful life, but unemployedand unconnected. On my father's advice, I hesitantly called his lawyer's wife, Erin, who lived in my city. Dad was no stranger to networking and knew that one solid connection could lead to a new job. Erin and I knew each other from my childhood, but that didn't make the call any easier. I was intimidated because she was well known in influential circles, I was nervous because I hadn't networked for my own personal gain before, and I was shy because I lacked confidence and thus questioned why Erin would bother to take my call. These didn't add up to a great combination for someone who was unemployed. Eventually I mustered up the courage to make the call and I'm thankful I did.

Erin graciously invited me to a political meet and greet that she and her husband were hosting at his law firm that weekend. I didn't know what to expect so my parents, who were also invited, agreed to come to the event to give me moral support. I'll never forget that reception.

I collected several business cards and promised to connect with each contact the following week. While I was busy hunting for employment opportunities, my parents were volunteering me for various projects. By the end of that reception, I had agreed to get involved in a political campaign and join some mysterious charity gala committee. To start my gala work, I had to return to the law office the next Tuesday to meet the senior law partner so we could drive to the meeting together. Talk about venturing into unknown territory. I spent the whole morning getting readyultimately choosing to wear the same navy suit I had worn less than a year earlier for my interview.