Project Managers' Coffee Chat with Tim & Merv

Engage and Elevate - Why You Work the Room (S4E097)


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In this episode, hosts Merv Jersak and Tim Jerome discuss why making connections at engagements or meetings is crucial for stakeholder engagement and building long-term relationships. The hosts provide specific strategies for effective networking at project kickoffs, competitive bidding, and bidder conferences, including tips on prioritizing interactions, team building, and enhancing personal and professional visibility. The episode also covers techniques for navigating competitive bidding environments, strategic questioning, forming alliances, and modifying plans based on competitors' strengths and weaknesses. Additionally, they discuss adapting 'working the room' strategies to virtual settings via platforms like Zoom, Webex, or TEAMS emphasizing the importance of visibility, engagement, and planning.

Main Take-Aways

Project leaders learn to work the room, no matter the venue they are in:

  • making connections, engaging stakeholders, establishing and nurturing relationships
  • prioritizing making contacts during a networking event
  • taking advantage of project kickoffs, team building, and ongoing meetings to establish relationships
  • navigating competitive bidding situations
  • adapting to virtual meetings
  • planning ahead

Show Notes

Today’s Project Managers Coffee Chat: Why You Work the Room

00:47 Introducing why 'working the room' is important for project leaders – primarily to make connections, to engage your stakeholders, and to establish and nurture relationships.

02:43 The value of working the room includes prioritizing primary contacts

03:31 Using project kickoff meetings and initial engagements as venues for working the room and networking. Begin by arriving early.

06:50 Learn to work the room in such a way as to enhance your personal visibility and that of your team, whether in the kickoff meeting or subsequent project meetings.

08:14 Team building events are primary opportunities to work the room and establish your project network.

09:25 Navigating competitive bidding situations by strategically working the room to set up opportunities to learn about your competitors’ strategies, to form alliances and/or bid partnerships, to engage with the customer, etc.

14:34 Adapting working the room techniques to remote work and virtual meetings. First and foremost, keep your cameras on! Identify yourself using the chyron. Be prepared and engage.

19:11 Plan your engagement whenever you are preparing to work a room.

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Project Managers' Coffee Chat with Tim & MervBy Merv Jersak & Tim Jerome