Recap: “Beyond Networking – Building Your Relationship Capital” – September 12, 2013
By Christina Hanazawa Gallagher, FEW Vice President
Do you dread networking events? The ‘race to finish with the most business cards?’ You are not alone. But, according to Julie Matsui, Training and Development Manager at American Express International and Elizabeth Handover, Learning Partner at Lumina Asia, networking leads to relationship capital, which can yield long-term benefits.
In their September 10th talk, “Beyond Networking: Building Your Relationship Capital,” explained how we can go past a ‘speed-dating’ style of networking to being more strategic by setting a goal.
What is relationship capital?
Think of it as a go-to resource bank that will allow you to draw from it should the opportunity strike. This is not to be confused with letting your contact list sit idle waiting for your contacts to magically work their charm. “It’s the difference between an “understated thank you” and a “more powerful follow through,” said Handover.
How do you make your own relationship capital warehouse?
Go back to basics: A, B, C’s (Acquire, Build and Cultivate)
So, you are eyeing a job at American Express. Your sparkling resume could elbow it out with fellow gold-star achievers. But, what if you added something extra? Matsui suggests requesting information interview with the company, attend industry events or maintain your linkedin profile and gradually Acquire a new network. It is important to have an objective for acquiring a new contact: a new job, more knowledge, support, or even a different perspective.
Once you Acquire a new contact, Build trust by following up with a note after the interview or meeting and reinforcing your desire to work for the organization.
Finally, Cultivate a two-way relationship; don’t let a good contact die. Matsui shared a story about a job applicant who made it to the final round of interviews, but was ultimately not chosen. A few days later, he asked for feedback. After a couple of months, he sent a link to an article discussed during the interview. Six months later, he contacted Matsui again updating her on his new qualifications. The next time a relevant job opened, guess whom Matsui reached out to?
Are you green, yellow, blue or red?
Knowing your communication style and recognizing another’s style, will also help you maximize networking opportunities.
Handover described four types of people: Green (Calm and informal and prefers others to initiate conversation; Yellow (Friendly and sociable and initiates conversation); Blue (Quieter, reserved and takes times to engage); Red (Direct and confident and takes charge of the conversation).
She then broke up the audience into pairs to self-assess personality types. In turned out, we can be each person, depending on the situation. Being knowledgeable about our style and another’s will help improve verbal and non-verbal communication.
Getting Better ROI on Relationship Building.
Let’s say you’re super confident and direct- a red person. If you’re talking to a more reserved, green person, tone down the ‘me, me, me’ approach. Try to listen more, be empathetic and focus on asking more questions. This will make it easier to re-connect afterwards.
Ultimately, building relationship capital is about “offering more than you ask,” said Matsui. “It takes commitment.”
About our speakers
Elizabeth Handover is the Lumina Learning Partner for Asia and is passionate about supporting women’s career development. As Co-Founder of the Women’s Leadership Development Center Program, she designs and facilitates transformational women’s leadership development programs. She is Co-Chair of the ACCJ Women In Business Committee and Advisor to the Global WIN Conference.
Julie Matsui manages the Training & Development group for American Express International, Inc. Japan and is responsible for providing consultation, internal coaching & training solutions as part of Human Resources Organizational Effectiveness, Talent Planning & Development. Her key areas of expertise are in senior leadership coaching & development, team effectiveness and business communication skills. She enjoys traveling, the cultural arts and especially experiencing all of the wonderful culinary delights to be found around the world.
September Strategic Partner News
Check out the latest member offers and opportunities from our Strategic Partners here! Our Strategic Partners are committed to bringing the best services and products to FEW members. And go to our Strategic Partners page to learn more about all of FEW’s Strategic Partners, who not only support FEW’s activities but also provide professional and personal services […]Published on 4th September 2017
July Meeting Recap: One Size Doesn’t Fit All
By Lisa Matsumoto, Public Relations & Communications Intern The 2016-17 FEW year ended with our monthly meeting on July 13, where we were joined by guests and members to hear about the endeavors of longtime FEW member, Melanie Uematsu. Melanie was born in Germany and studied fashion design in Berlin and London. Fascinated with Japan, […]Published on 3rd September 2017
June 2017 Women’s Start-up Club Recap: Mentorship and Networking
The FEW Women’s Start-up Club wrapped up the year on June 29, with a timely presentation on mentoring and motivation for entrepreneurs by Patricia Bader Johnston. Patricia’s career in Japan has spanned the public sector, including the Canadian Embassy, and the private sector, including positions at Goldman Sachs and Japan Tabaco, corporate decision-making as a […]Published on 1st August 2017
Event Recap: Few & Mirai no Mori Concert For a Cause
What a night! On behalf of all of us at FEW, a great, big thank you for joining us for Concert For a Cause! On a balmy, summer night, FEW members, friends and performers got together at British pub 2nd Half in Takadanobaba for a night of music to raise funds for Mirai No Mori, an NPO providing […]Published on 14th July 2017
How I Got Here: Joanna Sato
I look through the windows of my Japanese home at the cityscape of Tokyo and I see how my life has been a series of navigating varied landscapes. The landscape I inhabit now is very different from the one of my hometown in the south of Poland, where my journey began. I first left home […]Published on 30th June 2017
Midweek Lunch Mixer at Le Petit Marché Roppongi
Take a break from work and join us for delicious food and great networking at our monthly midweek lunch gathering at Le Petit Marché in Roppongi!
Share Your Passion
Do you run your own business or are you thinking of starting one? Join the first FEW Women's Start-Up Club of 2017-2018 to share your projects and passions and connect with other like-minded when who may be able to help you in your entrepreneurial journey.
Make the Connection: Practical Networking Strategies that Work for You
Join us for an interactive workshop with Helen Iwata, Founder of Sasuga! Communications, to learn about the benefits of networking, and gain insights, practical tips and strategies for connecting with confidence, conviction and purpose.
Japan's Path to Multiculturalism
At our October Monthly Meeting, we’re welcoming a panel of speakers to discuss multiculturalism in Japan today, including what steps organizations and individuals are taking to help expose people to multicultural environments and develop a more inclusive society.