Grossman - Link out how to turn your network into a chain of lasting connections

Contents

Cover design: C. Wallace

Copyright 2013 by Leslie Grossman. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress Cataloging-in-Publication Data:

Grossman, Leslie, 1947

Link out: How to Turn Your Network into a Chain of Lasting Connections/Leslie Grossman.

p. cm.

Includes index.

ISBN: 978-1-118-38058-1 (cloth); ISBN: 978-1-118-42073-7 (ebk);

ISBN: 978-1-118-41732-4 (ebk); ISBN: 978-1-118-54303-0 (ebk)

1. Business networks. 2. Strategic alliances (Business) 3. Interpersonal relations. I. Title.

HD69.S8G76 2013

650.13dc23

2012038547

This book is dedicated to my mother, Charlotte, and my dad, Jack, who taught me the power of love, mutual support, and connection. If everyone had them as role models, this book would not be necessary.

Acknowledgments

Writing a book is a lot like having a baby. After you give birth and nurture it, you forget all the pain you experienced in delivering it. Then you decide to do it all over again.

In both cases, I have my husband, Richie, to thank. Thanks to his loving support, patience, and understanding, I completed two books, and, together, we raised two amazing children, Josh and Sara. Watching my kids navigate their own careerswith minimal coaching from meto become hugely successful on their own was the inspiration for this book. From them I learned that linking out is sometimes in the genes, but most people need to be shown the way.

Which brings me to acknowledging my parents. My dad, Jack, was the ultimate connector. When I was a child I would watch him strike up meaningful conversations with complete strangers, whether we were visiting historic sites like the Gettysburg Battlefield or on a group fishing boat off Bridgeport, CT; wherever he went, he made new friends. My mom, Charlotte, never met a person she didnt want to help. Together, my parents were a power couple of a different kind, connecting with people of all backgrounds, colors, religions, and nationalities, and making a difference in peoples lives.

This book would not exist without the mutual collaboration, support, and encouragement of thousands of business owners, professionals, leaders, and students with whom I have connected over the years at conferences, events, associations, and speaking engagements. By getting to know so many of them and learning about their successes and struggles, I was motivated to write Link Out. I must single out a few extraordinary people who have been there constantly to advise me, connect me, laugh with me, and give me a hug when I most needed it. I am eternally grateful to Edie Weiner, Debra Duneier, Cary Broussard, Sharon Emek, Marcia Wilson, Richard DAmbrosio, Ann Stock, Marnie Omanoff, Tony Smith, Judy Faine, Leslie Greene, Sharon Hadary, Judy George, David Leffler, Hiroko Tatebe, Betsy Berkhemer Credaire, Susan Sussman, Runa Magnus, Joan Wangler, and Herb Hellman. Special recognition goes to my dear friend Mary Schnack, who lost her battle with cancer in 2012. Her inspiring life was dedicated to linking out, and paying it forward. Together they showed me the true meaning of the new entourage, and I am committed to being there to support them in every way I possibly can.

Thank you to the committed members of the National Association of Women Business Owners (NAWBO), an organization in which mutual support is the unwritten law. At NAWBO I immersed myself in the power of linking out and was rewarded 100 times over with an entourage that spread throughout the United States and across the sea.

I have the utmost appreciation to Andrea March, cofounder (with me) of Womens Leadership Exchange (WLE), and the many women who helped us launch and grow WLE by serving on our advisory board or speaking at our conferences. It was their generosity and friendship that helped me visualize the link out model, and they will be lifelong members of my entourage.

I owe thanks to Stacey Radin, founder of Unleashed, a breakthrough leadership program for middle school girls, who upon hearing my vision connected me with Dr. Thomas Ellett, assistant vice president of Student Affairs at New York University. In true entourage fashion, he introduced me to Robert Caparaz, associate director, and Rebecca Salk, assistant director of NYUs Wasserman Center for Career Development. Thanks to them I began presenting the new link out concept to hundreds of students and alumni in workshops. It was their feedback and success that encouraged me to write this book.

I have had the pleasure of working with several corporations that understand the importance of linking out to grow healthy, fulfilled, effective teams and how that comes back in increased revenue and sales. I am especially thankful to corporate leaders like Marilyn Johnson, vice president of market development for IBM, and her successor, Denise Evans; Patti Ross, former executive of IBMs international market development group; Miguel Centeno, managing director, community relations, and Kate Begley, vice president of specialty sales, AETNA; Pernille Spiers Lopez, former CEO/president of IKEA North America; Astrid Oyo, leader of IKEA Business US and Global; Kathy Tague, assistant vice president, sales, and training and development, MetLife; Amy Jo Stark, senior director, Best Buy; Michael Trebony, former director of entrepreneurial initiatives, Best Buy, now at Apple; Jen Rybar, small business customer team, Best Buy; Julie Gilbert, creator of Best Buys innovative WOLF program, founder of Wolf Means Business and PreciousStatus; Lisa Galante, senior vice president, sales performance, Capital One Bank; Tom Sclafani, vice president, public affairs, American Express; and Richard Murasso, senior vice president, Signature Bank.