Continued From Page 7The Need for SpeedA network of powerful nodes is pointless if you don't intend to realize its full potential. However, the more nodes you add, the more significant time constraints become. There simply aren't enough hours in the day to maintain a large network by conventional means. Therefore, you need to add another dimension to your networking program -- speed.
Hollywood studio chief Jeffrey Katzenberg has mastered the art of speed networking. Responsible for a large chunk of Disney's success in the 1980s and 90s, he founded DreamWorks SKG with Steven Spielberg and David Geffen and later sold the studio to Paramount. Katzenberg has long been heralded for his close relationships with the Hollywood creative community. You might wonder how such a busy man is able to build and nurture his constellation of relationships (imagine the diagram of
his Manager's Universe!) while rising to Hollywood's highest ranks.
If you've ever seen him at breakfast, you'll gain some insight. In a year with 260 business days, Jeffrey Katzenberg finds time for 750 breakfast meetings. Yes, we know that doesn't appear possible, but people like Katzenberg live far beyond normal limitations.
Here's how it works. Every morning, Katzenberg sets up shop in the corner of the dining room at one of LA's posh hotels. There he takes three breakfast appointments per hour, 20 minutes apart. Believe it or not, friends of mine who have been his guests tell me they
never felt rushed.
It happens like this. You arrive at your scheduled time (don't dare be late) and are escorted to Katzenberg's table. The mogul greets you and makes sure you are comfortable. The waiter appears. You order. Katzenberg doesn't. The waiter leaves, and Katzenberg asks, "How can I help you?" As you reply, pitching your screenplay, business plan, or other concept, the waiter returns with your breakfast, plus a small bite for Katzenberg.
After 15 minutes of eating and pitching, you take your last bite, the waiter swoops in to clean the table, Katzenberg replays your needs back to you, offers to do what he can, and stands to wish you a warm goodbye. As you leave, a waiter quickly refreshes the table, and Katzenberg's next guest arrives.
Of course, Katzenberg's time-collapsing strategy produces conversations that are quite different from the usual business interchange. No small talk. No lingering over the choice of omelets. No catching up on the latest gossip. It's all about getting right to the point! By limiting meetings to 20 minutes each, Katzenberg communicates to his guests that
his time is valuable. The result: Three guests get to run around LA later that day, casually mentioning to anyone interested with whom they just had breakfast. Meanwhile, Katzenberg has maximized his own time and considered three separate business opportunities in the space of time that most people would devote to one!
You probably can't implement Katzenberg's speed networking strategy directly. Most people don't have thousands of players wishing for a 20-minute slice of their time. Some of your business colleagues might even take offense if you sent them packing from the table after 17 minutes of conversation. But the concept of speed networking is critical, and easy to implement with appropriate modifications for your particular circumstances.
