LIZ HEATHFIELD AND RICHARD CURTIS EXPLAIN HOW WORKING A ROOM CAN BE A HEAVENLY LADDER TO SUCCESS
We are trying to remember what it was that inspired us to write this article – or at least made us think of its theme of ‘saints and sinners’. An easy option might be to say that it was the sight of the usual Hallowe’en paraphernalia adorning various high street shops.
Why and when did we adopt this transatlantic custom of children begging the assistance of their parents in purchasing or making costumes in which they could then venture out onto the highways and byways to extort goodies from their neighbours? Good or bad, saints or sinners?
Maybe it was the summer launch of the latest blockbuster film of Dan Brown's Angels and Demons: discussion of his literary abilities is usually guaranteed to generate plenty of comment about good and bad.
In fact, perhaps we can put it on the record that this article was inspired by something a little more highbrow. We saw a painting of ‘Jacob’s ladder’ exhibited in the Byzantium exhibition at the Royal Academy earlier this year.
As Jacob climbs the ladder he is surrounded by little gremlins and demons: the 21 theological ’vices’ which accost you on the way up to heaven – and the seven ‘virtues’ beyond.
Like Hallowe’en, literature and art, mention of tax also generates comment about good and bad, but on a more personal level. When you are trying to win business for your tax department are you conscious of whether you are actively creating a positive impression with potential and existing clients?
Working a room
Creating a good impression with business contacts and developing your network has never been so important, and really will help you win work. Networking veterans can skip this page, but for those who sometimes find it difficult to ‘work a room’.
We offer a few tips, on the vices to avoid and the virtues which will set you apart, and help you up the heavenly ladder to success. Let’s look at the vices first.
The vices
With a slight diversion back to the arts, wasn’t it Marlene Dietrich who is often quoted or misquoted as having said: ‘I want (or I ‘vant’ if you prefer) to be alone’. She subsequently mentioned that she hadn’t quite said that, but rather that ‘I want (OK, I vant) to be left alone’.
While there are times when we all do want to be alone – or left alone – when you are at a meeting, conference or work-related social occasion, this is probably the last thing that you really want.
Don’t be alone
If you are one of the hosts at such an occasion (or perhaps even if you are a guest yourself who is seeking to make a good impression) the vices that follow should be remembered and avoided.
Perhaps this is also a time to say that even if you were not actively involved in arranging your firm’s conference, meeting or party, if you are there then you really should think of yourself as a host.
Remember, this is a good networking opportunity for you, both personally and as a representative of your firm and it will also be an opportunity for your bosses to see you acting responsibly on behalf of the firm; even better if you are doing this without being asked.
Protocol
Clients are a cross section of society and consequently come in all shapes and sizes. Their general approach to life will also differ.
Remember that first and foremost your relationship with clients is a business relationship. While that’s not to say that clients may not become friends over time, some will always prefer to retain the formalities of a business relationship: Mr Jones or Ms Smith, while others will be offended if you don’t call them by their first names.
However, it is often difficult and probably presumptuous to assume that you are talking to one of the latter group at a first meeting. When meeting people we would therefore advise that one errs on the side of formality when being introduced and when effecting introductions. Particular points to remember are as follows.
Connections
Parties, conferences and meetings are great networking opportunities, both for yourself and as a facilitator for others. Here are a few easy practical tips on the vices and how to avoid them so that things go smoothly.
Saying something
We often talk about ‘the art of conversation’ and while we can’t all be the most scintillating conversationalists it is worth putting in a little effort to make sure that when you do open your mouth you don’t put your foot in it!
Again, like forms of address, it’s probably a good idea to err on the side of caution when talking to people who you are meeting for the first time.
Gluttony
Food and drink often feature at conferences and meetings and, particularly if someone else is paying for this, it can be tempting to overdo things. To avoid such temptation, why not have something to eat before you get there? It’s a bit of a challenge to talk with a mouthful of food. Although you may be hungry, do you really want to be remembered as the person with pesto on their chin?
Talk of gluttony perhaps reminds us some of the Dante’s shorter list of the vices that should be avoided if one wants to avoid a business ‘inferno’: vanity, avarice, lust, anger, envy and laziness. Evidence of any of these, especially in mixed company, is unlikely to do your career prospects much good.
The virtues
Perhaps we have spent a little too long discussing the vices of networking – it’s time to have a look at virtuous behaviour. If you follow the tips below you shouldn’t go too far wrong.
Conclusion
Having spoken about the classical vices such as gluttony, etc. perhaps we should conclude on a more upbeat note with a reminder of the seven virtues described by Dante: faith, hope, charity, fortitude, temperance, justice, and prudence. There is probably room in tax and tax meetings for all of these to play a part.
