How To Work A Room  

Category: Practice Management

The thought of going to a meeting, luncheon or conference with strangers is uncomfortable. Why? Current research indicates that our number one fear is an event with strangers. According to Dr. Phillip Zimbardo of the Stanford Shyness Clinic, 93% of us self-identify as shy at one time or another.

In addition, allocating time in the multi-task 21st Century to network further complicates the issue. But now, we have no choice, with downsizing, mergers, acquisitions and the competition for clients, we need to be known in our industries. We must have access to sources and have a network. As an executive in the hotel industry succinctly put it, "Network . . . or NOT work!"

No matter what, the ability to work rooms full of contacts, potential referrals, clients and colleagues gives us a competitive edge. Today managerial skills include "managing the mingling". Because it isn't wha...