I look up from my desk and realize that it's already 11:30am. I need to wrap up what I'm doing and head down the street for my networking lunch. I arrive just in time to meet another professional at a busy restaurant and we begin the standard process. First, some arbitrary chitchat about the unbearable traffic, then some background information ranging from family size to firm size. Eventually, we describe our respective practices, as though we're each spokespeople in an infomercial. We conclude by splitting the check and promising to "keep each other in mind," but I'm pretty sure we won't because I had another lunch like this one last week, and I can barely remember what that guy does for a living.
Let this tale be a warning: don't just show up to a business lunch and wing it. Have a clear agenda that will turn your investment of time into a meaningful business result. Here are a few examples of a productive lunch agenda:
- Brainstorm the kinds of introductions each of you want and swap referrals. Don't offer to "think about it and get back" to the other person. You won't. Get your phone out of your pocket and start scrolling through your contacts then and there.
- If you discover that you have a meaningful business synergy, formalize your referral relationship with a standing quarterly meeting. Schedule your next one before you leave the restaurant.
- Prior to the lunch, connect with them on LinkedIn and review their connections so you can ask about specific contacts of interest. Let them know you plan to do this so they can do the same.
Networking can be a rewarding and productive activity, but like anything worth doing well, it requires forethought, strategy, and clear intention. Without these, your results will be completely unpredictable, and you'll often feel like you're wasting your time. The first step is to adopt the right mindset and treat each lunch as you would any important business meeting. Only then will you find that your networking is working.
