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Ira Koretsky

Ira Koretsky

Ira Koretsky is the president of The Chief Storyteller®, a boutique marketing and sales consulting firm. He has delighted audiences around the world helping them achieve better business outcomes and accelerate their revenue with highly effective written, spoken, and social media communications. With over 25 years of experience, he is a sought-after global speaker, columnist, consultant, and executive coach. Twitter @chiefstorytellr

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A few days ago Steven C. Bennett from Jones Day (global law firm) in New York City published an article, "Working a Room." From the first sentence, my guess is that it was aimed at junior law associates. The article started this way:

For many junior (and even some senior) lawyers, the prospect of walking into a room full of strangers, striking up conversations, and coming away with some real business value, can seem daunting, and even anxiety-producing. But "working a room" is one of the staples of business development. And it can be learned. This article offers a few initial insights. 

While Bennett includes many useful techniques, he made the assumption that his readers understand and appreciate the role networking plays in one's daily routine and overall career. He really should have connected "staples of business development" to the role of a junior associate. He should have specifically expanded on this concept. To me, he was giving a laundry list of suggestions without the why and benefits...

Too often people do the same thing when explaining complex concepts, sharing new ideas, and conveying information--they forget people do not automatically make the same connections you do. And likely, the connections they make will be slower and require repetition.

Working a Room, article in the National Law Journal

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