CharlieKenny.me

people * stories * engagement

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about

I love the coast and in particular, the area in which I live, the North East of England. It’s an uncomplicated life, for the past twelve years I’ve been away from the ‘big smoke’ … and the decision to relocate my business to the North has been the best move of my career. So far. I am a writer and have a lifetime of experience in publishing and personal development. I now consider myself a specialist in helping my clients with memoirs – this could be a biography, or simply bringing diary pages to life. I tend not to advertise my business, word of mouth has always been kind so it’s no surprise that I do spend a couple of days per week in collaboration through networking. Peer collaboration can be very rewarding. Therefore, if you’d like to join me fortnightly for Wednesday ZOOM or either Tuesday or Thursday for (in-person) morning coffee, please get in touch. I’d love to meet you and perhaps help in any way possible. Thank you for stopping by the website. engage, develop, grow … with Go! charliekenny@live.co.uk
  • Who’s that?

    Who’s that?

    We make plans, and we picture the goal and the path to success as dictated by the plan. There is a preparation for action within our ability and that is complementary to our skills which will see us benefit from that plan.

    Then we step forward … 

    Alan is a new acquaintance I met recently. He’d had heard that networking was, amongst many other things, a great sounding board.

    He was looking to introduce his ideas to the Weekly Business forum and of course, he was welcome to join us for breakfast.

    “So, Alan thanks for joining us, what is it we can help you with?”

    Sadly, for the most part that day Alan was invisible amongst us and continued to be so for the next couple of weeks until I decided to sit down and see if he might benefit from a conversation.

    Like many who step into a new environment for the first time, there can be a sense of unease – even dread. The ‘what if’ … or ‘what if they don’t?’

    We may have the best-laid plans (Robert Burns) but if we cannot see the way to communicate ‘the plan’ we can become lost. Even with the confidence of knowing precisely what it is we need and with the steps toward success being obvious there is still one thing that is overlooked.

    Learning to trust.

    Do we have the faith in our own ability?  Am I able to recognise genuine support, will I be able to keep up the pace … and how do I trust??  

    Alan was coming across as a little uncertain, he was worried, nervous, and lacking in faith in the plan he himself had laid down. He wasn’t able to relate and so went unseen, unheard.

    Alan soon realised that running a business is a leap of faith. There is rarely an end game, the spirit of reason and enterprise that led us to start in the first place is not necessarily going to be with us after the early years of success. Learning to trust in the influences and changes as our business grows is important as we adapt and initiate the change within ourselves.

    Such as the change we face today, Alan.

    You have a plan, you know the route to success and now, stepping out – here before you, here is a room of people following similar paths with stories that may inspire, influence you, or at the very least keep you from becoming the invisible man. 

    People buy from people because business is personal.

  • Time away from the job

    Time away from the job

    How do I spend my leisure time?

    If the weather isn’t good and I’m all caught up with the business follow-up, then I have a garage with long-term projects to keep me busy. Otherwise, I like to stay occupied with any tasks that need attention, and I’m never sitting for long.

    When the sun is out I’m likely found in the garden. I enjoy the open space and exercise. It’s a diversion that comes through caring. Planting, supporting, watching for growth, pruning, growing on.

    I’m no professional gardener or arborist, my patch is small, but it ‘does for me.’ There’s no fuss, I’m seeing what develops and I find the garden is definitely cathartic. Whatever may be on my mind at the time, I’m able to ‘think things through. It’s time away from the day job. 

    Sometimes. 

    I can’t help thinking how much alike gardening and networking are. I use the comparison often when asked ‘what’s so good about the morning meeting?’

    It’s a regular happening seeing new people visit The Weekly Business. It’s where everyone ‘wins.’ We learn from each other. Affinity develops, opinions are sought and insights are found through different stories. Enlightenment … conjured up during the conversation.

    Away from the regular meeting, we look to share with the wider circle what we learn from one another and by doing so we find out how where we’re able to help.

     We’re sharing those new stories, looking out for one another.

    It’s gardening! We’re helping each other grow, cultivating relationships through trust as we thrive.

    Business is personal because people buy from people.

  • Catch of the day!

    Catch of the day!

    Not all are successful when it comes to networking.

    An open mind helps, and the willingness to engage in good conversation also.

    Craig was the type of fellow who was only with us to pick up the business (aren’t we all.) He wasn’t interested in the benefits of any long-term mutual collaboration. Craig was hunting for the business, ‘the catch of the day.’

    “I’ll give this meeting a couple of weeks Charlie, see how we go. If it doesn’t produce, then I’ll move on …”

    My response?

    I’ll tell you a little later, first though, let me describe what happened when I agreed to share my time.

    This was long ago, in the days when I was the owner-manager of a busy design and print company. 

    We saw our suppliers daily, there was a regular need for expertise in ink, chemistry, other press consumables, plus of course … paper!

    One particularly busy time I opened the door to Terry (our paper merchant) who was in full flow, announcing:

    “Charlie! Would you be able to attend a paper ‘mill visit’ at the end of the month?

    We have a new line of eco-friendly papers produced in Switzerland. You’ll (only) be away Thursday, returning Friday evening. Charlie, if you can do this, it would help me, the boss is looking to impress the new producer, I’m sure you’ll also make some good contacts?”

    Impossible I thought, before responding that he’d best ask another, someone with a little more free time … “I couldn’t afford time off from the business Terry.”

    Terry was persistent. He explained that, apart from my time away from the office, here was an opportunity. Fights, transfers, food, and accommodation were all ‘taken care of.’

    Before long I ‘saw sense’ and surrendered to Terry’s persistence. With the necessary delegations in place, a few weeks later I boarded my mid-week flight. I and a healthy delegation were on our way to Zurich.

    As I made my way toward my seat I couldn’t help but notice a rather large gent., sporting a mop of dark hair and a beard. He (Geoff) greeted me with a cheery ‘hello there’ as I took the seat beside him, just in time, as we were on our way …

    Geoff, I learned was Creative Services Director with Glaxo Pharmaceuticals …

     ‘So, what do you do, Charlie?’ he asked.

    Geoff and I learned a lot over the next few days. Not least the benefits of a good Bavarian lager and of course, non-chlorine bleached print materials! In fact, we were both so content being away from the routine, we rarely ‘talked business.’ We did though, returning to London, exchange contact details, while thanking Terry, our host before continuing our separate ways …

    I dropped both Geoff and Terry handwritten notes in the post over the following days, thinking no more.

    It was several months later I received a telephone call from Geoff. He wanted to know whether we could use a little more business?

    In fact, it was the beginning of several good years of trading with Geoff. He was someone who understood the importance of common ground, strong relationships, and trust.

    So, returning to Craig, I suggested to him that it was unlikely there would be any takeaway business in the room today. If he wasn’t prepared to sacrifice time networking in support of better relationships … he’d likely find himself forever looking for the incidental business, the ‘order book fillers.’

    You may have the best products and services in your sector …  but if you aren’t prepared to engage your prospects, and learn from them, you’ll be disappointed.

    Business is personal because people buy from people.

  • It’s cash in hand!

    It’s cash in hand!

    It was at the regular Weeklybiz network morning session I’d been introduced to Thomas … 

    Thomas had left Uni a few months beforehand with a decent degree in Engineering and was now finding it tough to find work. His ‘careers adviser’ suggested he talk with Sara Eke ** and join The Weeklybiz for conversation.

    Leaving Uni., like most young students, Thomas was hopeful of finding a position in his favoured sector, but so far he’d had no luck. Four months on, he was wondering when he might see the fabled green ‘shoots of opportunity.’

    ‘It’s tough for everyone now Charlie, I understand that. The trouble is, I’m not sure how to go about applying for ‘a regular job’ … I’ve never spent any significant time in employment.’ 

    I understood his predicament. More than 50% of graduates fail to find their preferred posting right after leaving school. Post-Brexit/Covid pandemic, the job market still finds itself in shock.

    Employers are wary. There are more opportunities prior to lock-down, although generally, this is a result of those taking early retirement and the booming home-working economy.

    Thomas looked to enjoy our meeting. He made a few decent contacts and I left him deep in conversation with those who knew the jobs market along with my friend Sara Eke. **

    As I made my way home to the ‘office’ I couldn’t help but think how fortunate I was when leaving school aged sixteen.

    I found myself ‘graduating’ from the ‘paper-round,’ to stacking shelves at the local supermarket during evenings. I washed cars and began cutting grass at the weekend for an elderly neighbour as well …

    The extra cash was useful, (spent before I received it!) I wasn’t aware of the magic ingredient – life experience – that was unfolding. I had no idea there may be a ‘career path’ to follow. “What’s a career path, anyway? This is it, isn’t it?”

    I had cash in my hand but had no idea.

    Until …my ’employer’ (the elderly neighbour) suggested I consider starting an apprenticeship … I was oblivious of course, but with a nod of affirmation, I accepted the handful of coins offered for the grass well cut and made my way … thinking nothing more. 

    That is, until a few days later I found myself at my first-ever ‘interview!’ The result was a four-year assignment with a national newspaper, it was the beginning.

    For me, nothing beats the word-of-mouth life experience. I never underestimate the people we engage and interact with along ‘life’s journey.’  

    Thomas would take a little while to find his own ‘magic referral.’ Although by sharing a smile during conversation and acting on qualified advice … it was clear he had taken the important first steps toward improving his current situation.

    Thomas had reached out through a friend.  

    ** Sara Eke, produces marvellous Aromatherapy remedies. Check her ingenious ‘roller-balls’ here.

  • Being there

    Being there

    ‘You know Charlie, it’s tough for me to take time off work to attend these breakfast meetings.’

    I used to hear the above phrase a lot during the early days of the Weeklybiz. 

    Taking time off work?

    Another popular version was:

    ‘I can’t afford to spend time away from the job for the sake of an early breakfast.’

    An early breakfast away from the job?

    This was commonplace as well … once upon a time:

    ‘I have a presentation I need to complete by the morning …’ 

    Casting my mind back, there was a time when this type of response was commonplace whenever I extended a genuine invitation to develop new business. ‘Nowadays the response is more like … 

    ‘It’s difficult for me to commit.’

    Too busy for more business? Is this the message we wish to deliver?

    Time is valuable, I get it. That’s why we schedule the morning meetings – to be less onerous, 7.15-8.45 am – engagement before the day starts. 

    I consider my preferred networking date offers the perfect time to engage as we listen out for business. Because, networking is not only about you. Networking is about how we inform and educate colleagues, this starts by being there.

    Being there for the conversation, opinion, and observation. Being reliable.

    By being there for others we’re showing empathy while enhancing our own reputation. By working on our reputation we’re making a real difference to the possibility of new, meaningful referral business. Being recommended by others is a wonderful thing …

    … the stronger the relationship, the more suitable the referrals.

    Not forgetting, for more sensitive referrals, (those including family,) we’re a little more discerning about where to place our business. The same principles apply to our colleagues. We all ask, ‘who do we trust?

    Time spent networking is not taking time away from the business – it is the act of developing your business. through the introduction, by referral.

  • Being lucky

    Being lucky

    ‘It was only a matter of time, David.’

    We were discussing the referral my friend had collected during this morning’s meeting. 

    David had spent the past twelve months working on his presence, his persona, and the business. His input was now rewarding him with some important work for his company. David of course was happy, we all shared his delight.

    It’s so good to see someone enjoy their work and reap the rewards. One of the many benefits of networking is sharing in the success of friends.

    I’m sharing the joy with you here because not everyone is able to experience the success that David has worked so hard to achieve.

    There are lots of people who cannot commit to regular networking, for a whole host of reasons.

    ` life commitments

    ` no time

    ` no patience

    ` or they’re too busy for more business.

    David has attended our meetings on a regular basis for twelve months. He’s worked hard to achieve clarity during his presentations and the ‘after meeting’ one-to-one meetings have also helped others understand his business.

    Importantly, through these developed relationships, David has gone out of his way to help and support his colleagues.

    By doing so he’s found out – first hand, that it’s not about what you have, it’s about who you know.

    By ‘being there,’ on a regular basis for your fellow networkers … when the opportunity arises, we make ourselves … irresistible.

    This is why networking has worked for David because David has worked on his networking!

    ‘people buy from people’

  • to ‘have a go’

    to ‘have a go’

    I was having a conversation with an esteemed friend recently.

    At 84yrs of age he’s the senior ‘kid on the block,’ someone who is quite ‘well-off.’ His family estate being considerable, he wants for nothing. Although today, I found him in a reflective mood.

    He considers himself lacking’ in certain areas of his life.

    At times, don’t we all?

    As a former investment banker, he had spent only a short while in the role until the death of his father decreed that he was ‘the one’ to control and manage several thousand acres, including farms, numerous dwellings, and … a mine … not forgetting the mine …

    “Yes, I’m in a lucky position I suppose Charlie. Although. For the past 200 years, my family has existed to maintain the well-being of tenants residing on the estate. As responsible custodians, we also safeguard the rich legacy that surrounds and supports us.“

    So, why so wistful?

    “I would have liked to have ‘tried my hand’ at developing a business from ‘the off’, Charlie. That would have been for me, a challenge no doubt, but to build from nothing would be a dream come true.“

    One’s own destiny defined by your own hand?

    “In part, yes Charlie, correct. The excitement of launching, from scratch, a new enterprise? Something to be sought out by others … a business sampled and enjoyed. That appeals to me, it always has. It must be deeply satisfying for you.“

    On occasion, yes. Like everything else, it’s great when things are going well. Although remembering the ‘early days?’ The unwary may find being a ‘solopreneur’ a minefield, full of highs and lows.

    Wonderful stuff, Charlie, but you have your network to support you, have you not? To be in charge of your own enterprise, you answer to no one…

    Our customers. Yes, my own network often points the way forward but it’s down to each of us to steer the course. Ultimately we answer to no one but our customers and ourselves.

    I left my friend with a distinct feeling he would have enjoyed, and, most likely, made a great job of the challenge of life as a self-employed proprietor. Entrepreneur.

    Not to be …

    I also gave quiet thanks for our conversation as it confirmed my own ambitions are part way now fulfilled.

    Because I had faith and took the first steps … I ‘had a go.’

  • Gone fishing …

    Gone fishing …

    “You may call it networking Charlie, I call it fishing.”

    My wife was highlighting how much time I spent networking (6-8 hours per week.) Sue compared it to being a ‘golf widow’ or ‘fisherman’s wife.’

    She had a point. I do enjoy the opportunity of meeting up with my regular group. We share so much, there’s plenty of common ground, being together now for more than ten years and I’m not the only one to enjoy the occasional enquiry. 

    “Fishing. Put it this way, Charlie … You prepare the night before. Checking the ‘tools of the trade,’ you leave the house as dawn approaches to be at the preferred destination for an informal chat and pre-meeting coffee.“

    But …

    “In quick time you set up prior to the arrival of friends and guests, the same as you would when fishing. Preparing the scene, ‘the burley,’ assembling the lures, you’re in preparation.” 

    It’s what I do Susan, this is how the flag for my business is flown.

    “There’s more. You offer encouragement to attendees, as you do when fishing, you vary the lures and, depending on the conditions … there’s every chance that you aren’t going to catch anything anyway – it’s right isn’t it?” 

    Correct. I’m never expecting to come away with business each time we meet up.

    “Yes, so you say. I’m witness to your optimism, I see long stretches without any interest in what you do. Just like the riverbank, time goes by and there’s not a bite … correct?” 

    Yes, (she’s right again.) That’s true, although once you do experience episodes of success …’

    “They’re few and far between, aren’t they? You’re not always catching the fish that is going to feed the cause, are you? I get that …” 

    Susan, once you experience the validation of your skills and are rewarded … you learn a skill for life. You understand that not everyone is in the market for your business at the same time. Like fishing, there are many different contributing factors to the time for success.

    If we do something right enough times we start to influence the marketplace (or the fishing hole) and people (or fish!) take notice …  our skill is rewarded as our reputation is enhanced. 

    “So, what you are trying to say is …“

    What I’m saying is the many rewards of networking, like anything else of real value, are realised over time.

    “And along the way?” 

    Along the way, long term, helping others for a couple of hours per week can be very satisfying.

    “O.K., I’ve learned a little more about networking and about fishing. Tonight we’ll stick with the pizza.”

    Marvellous. Fish and chips next week!

  • What’s your excuse?

    What’s your excuse?

    Hi Charlie. “Sorry, I’ve had a call from a client who needs to see me tomorrow morning, so I can’t make the meeting.”

    For as long as I’ve been networking, this is the ‘stand out’ explanation I’m offered when someone calls to opt-out. They’re faced with choosing to replace one appointment with another.

    They choose to be elsewhere.

    Of course, I’ve heard many different stories, some that merit mentioning here:

    * A flat tyre on the ‘spare car.’ (Don’t ask what happened to ‘the original car!’)

    * Sorry, I slept through the alarm. (I do get it!)

    * The kids were giving me trouble. (Hey, who’s the boss here?)

    My all-time favourite ‘bestest’ excuse for missing out?

    * Mosquitos kept me awake all night, I was exhausted by the morning … (it’s true!)

    All good, valid (creative) reasons for not ‘being there.’

    So I may sound terse when I say that ‘my client needs to see me tomorrow morning’  … is not a ‘valid reason’ to miss your networking.

    After all, we schedule meetings, don’t we? Diaries are commonplace (even customers have them!) That’s why the networking breakfast meeting is an early start, so to avoid impacting the daily routine.

    It’s a routine that works for most.

    More importantly … in my view, as we reflect on the messages we’re sending to our fraternity, whether we like it or not, we’re suggesting ‘something or somebody is more of a priority just now.

    I like to keep my appointments. The regular routine is not only good for my own well-being, it’s great for the continuity of the business engagement also. If I do have a request to be with someone early, I’ll make sure we reschedule to avoid a clash.

    Make sense?

    Call me unreasonable if you wish, it’s plain diary management. To me, the routine of Networking is exactly as it sounds. We’re working on a network of contacts. We’re practiced at being there for the opportunity,  to offer help and advice. We’re working on becoming dependable, for reliable makes you referrable.

    Word of mouth travels. It’s the best form of advertising and no one can afford to let their reputation slip by disappointing their close network.

    People buy from those who they know, like, and trust.

  • Accountable

    Accountable

    Accountability is such an important quality. There’s not a lot to maintain, we start by respecting the value of time while doing as we say we shall. 

    I help clients write the story of their lives. Sometimes the project lasts only a short time, other works take a little longer. The business network forum I host also witnesses similar timelines.

    Some of those attendees are blessed with quick returns on their investment in engagement. For other friends, those with particular niche skills, success sometimes takes a little time.

    It depends on how often we’re heard.

    However it is we gauge our success, I’m a believer in the time which we ‘put in,’ the conversation, together with the attention to detail.

    To see any change in business prospects, we should understand that our intentions should be clear. Developing trust, to enable the fulfilment of our goals. 

    Here’s an example of how not to ‘work a room.’

    I’d met Harry first time this morning when he asked me what my current spend on PPE was?  I suggested was quite a minimal figure.

    ‘I’m working from home Harry, so the public presence is minimal.’

    ‘Oh, ok.’ Do you know anyone else who has a need to buy these items regularly? I thought for a minute and suggested he seek out conversations with the rest of our forum contingent. “Meanwhile, I’ll have a think about your question, thanks, Harry.”

    Harry was gone in quick-time. During the thirty minutes he was with us I noticed he’d be dutifully handing out cards, seeking the opportunity.

    At least Harry was ‘working on it.’ I did wonder though … whether he would be following up?

    It takes all types of people to make an effective network. From the variety of organisations present, the personalities, and products. All sorts of people bringing plenty of ‘possibility’ to the room.

    Some are, of course, hunting for the quick-fix, others content on working at educating the room on the aforesaid ‘niche skills’ they may bring.  Accountability is all about clarity and ownership, going the distance.

    Rarely is credibility displayed with a quick introduction and an exchange of business cards … unless you are following up, to become referrable.