Oct 11 2009


EX-employees can


be your best sales source!


     Remember that young dude  you liked who used to work for you? He was the guy who moved too fast for others in the department, and never seemed challenged enough, but there were no quicker-paced jobs open at the time, and he left for parts unknown? Well, he’s back in town and working for one of your major suppliers!

     How about Old Man Muckitymuck  who retired after 20 years with your company? Did you know he’s now on the board of directors of one of your biggest customers?

     And so it goes.  If you didn’t fire ’em, and they were people who left on good terms and simply moved on or retired, they represent a potential gold mine of accelerated sales, new revenue streams, and quality employee referrals, among other possibilities.

     Even someone who’s retired and living in some active adult community,  playing bocce by day, and poker by night, has formed new friend networks that can easily include the father of a major customer or the brother of a key prospect you’re trying to sell… maybe enough to tip the scale in your favor. Y’never know!

     But you never really WILL know  until you start digging and updating and taking inventory of who is where now, and how each may have an opportunity to help your current business needs. 

     Remember that these are all people  who have a working knowledge of your business and industry. They already understand your unique selling proposition, and — hopefully — have a positive attitude toward you and your business and the work experience they had with you. 

     That fact alone makes this group the ideal salesforce. Make them a captive audience and you never know where it can lead you. It is proven. It is being done by major business leaders in companies like DOW, and Microsoft, and Coca-Cola, and Deloitte. It is just as easily done by you. And it’s FREE!

     What’s required is simple. You get these folks together a couple of times a year — perhaps in a special “off-campus” social setting where you treat them to drinks and dinner, and perhaps some overnight accommodations and special events, including an update of what’s new since they were involved… and where you see things headed… and ask for their help.

     Add to that,  an email newsletter and a password-protected page or two on your website that allows for chatroom experiences and a bulletin board for classified ad postings.  

If you’re interested in a FREE “Benefits to Your Business” summary and FREE 10-Step Plan for initiating an Alumni Relations Program in your company, just shoot an email to me Hal@Businessworks.US with “10 STEPS” in the subject line and remember to include your name, business name and a phone number where I can call you with one free (no-strings attached) update to the attachments. Email and phone number privacy are guaranteed! 

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Input always welcome Hal@TheWriterWorks.com “Blog” in subject line or comment below. Thanks for visiting. Go for your goals! God Bless You! Make it a GREAT Day! Hal

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Jun 17 2009

Networking Begins After Networking Is Done!

“Don’t I recognize you


from my last job?”


(OR, “An employee today could be a customer tomorrow!”)

     There are not many pages that small business owners and managers like ourselves can take from universities or big business owners and managers, but here’s a new one that’s worth paying attention to…we like to think (being small and flexible and aggressive and innovation-driven) that we have a lock on the whole notion of networking.

     I mean when’s the last time you saw campus or corporate executives at Chamber of Commerce mixers or Better Business Bureau networking events? Ah, but they (academic hot-shots and corporate type muckity-mucks) are mainstays in the job search networking arenas. Yes, you might say, but that’s not real networking; that’s just exploitation of another job search tool.

     Who’s to say? After all: whatever you network for is what you network for. Hmm? If, in other words, you attend a networking event cranked up to meet and greet prospective employers, then job search is indeed your purpose. If you bring six pockets full of business cards with the idea of getting everyone you meet to visit your blog, or follow you on Twitter, then your purpose is to build an audience.

     The point is that we all network everyday with associates, employees, vendors, customers, referrers, prospects, even friends and family. Sure, so what’s this big page from big business (and academia, which hasn’t even a clue about business reality) all about?

     Many major corporations, which themselves have stooped to conquer unsavvy academic methodologies are now seeing great sales and business growth opportunities from networking with former employees! Aha! So, it’s not all of academia here that’s lighting fires? Correct.

     The ignition points are lodged in the sacred college and university halls of alumni associations, alumni directors, and development officers. They started it. Corporations are following it. Small business is next and starting to happen! The corporate social networking we’ve all heard about is now beginning to add a new dimension: employee alumni programs.

     A 2009 article by Mary Hall identified a few representative companies that have already entrenched themselves in commitments to build successful alumni programs: Microsoft, McKinsey, KPMG, Booze Allen, BearingPoint, Deloitte, Ernst & Young, Bain & Co., Dow, Coca-Cola, Accenture, Agilent.  

     Hall’s article poses the question: Why would a company want to focus its attention on a group of people who are no longer employees? Because, she says, “whatever path former employees choose, they are likely to be expanding their personal networks and getting to know new people. Why wouldn’t a company want to do the same? An employee today could be a customer tomorrow or have in their network a future hire.”

When ALL is said and done, isn’t it true that ALL of business

is ALL about relationships?

Alumni associations are here for small and mid-sized business. Many already recruit employees from them. Many hold annual reunions that produce payloads of workable i9deas because they come from those who understand how the business works to start with.

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Hal@Businessworks.US  302.933.0116

Open  Minds  Open  Doors

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!

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