April 22, 2024

Cultivating Connections

Follow these strategies to hone your face-to-face networking skills.

Here’s a sobering statistic from Harvard Business Review: Americans’ professional and personal networks shrunk by 16% during the pandemic as we shifted our attention away from meeting new people and focused on strengthening relationships with family, friends, and only our closest colleagues.


Now, with lockdown as a distant memory, many of us have grown rusty at face-to-face networking. Whether you’re a networking pro who hasn’t been at it in awhile, or you’re a networking newbie who isn’t sure how to start building professional connections in the accounting & auditing industry, there’s no time like the present to hone and strengthen your skills.


Here are some strategies accountants and auditors can use to build their networking muscles — and leave a lasting impression on future business contacts.

Work the Room


Face-to-face networking is critical for meeting new contacts, so make it a point to attend in-person gatherings in the coming months that are likely to include people with whom you can add to your business network. Industry conferences are ideal, but local events that attract businesspeople in your area also might prove to be valuable. But don’t go in cold. It’s important to hone your elevator pitch in advance. A solid elevator pitch summarizes your business in a minute or less in a way that anyone could easily understand. Example: At Collemi Consulting, our elevator pitch is basic and to the point: “We’re the auditors’ auditor. We realize that auditors need help, too, and we’re there to support and protect them.” Often, this simple pitch is intriguing enough to the other person that it leads to a bigger conversation.


Once you’ve successfully honed your pitch, it’s time to work the room and try it out. This may be intimidating if you don’t know many people at the event or attendees are already grouped up talking with friends and associates. One smart strategy is to try to find someone you already know and join their conversation circle to let them help you “break the ice”. If you’re flying solo, you might casually eavesdrop on a nearby conversation and politely jump in by saying something like, “I couldn’t help but overhear your discussion about . . .,” and then contribute a thoughtful idea or premise.


Once you’re part of the discussion, it’s important to read the room and discern whether or not they’re interested in what you have to say. Ideally, your casual conversation will lead into someone asking you, “What do you do?” or “Tell us more about your company.” Then, you can respond with your well-crafted elevator pitch.


Leverage Speaking Opportunities


At Collemi Consulting, we’ve found one of the best ways to expand our roster of clients is by volunteering to be an expert speaker at accounting & auditing industry conferences. But don’t just show up and deliver your speech. Do some groundwork beforehand to find out who’s going to be part of the audience and how you might connect with them. Reach out to the conference organizers beforehand to see if you can get a list of attendees so you can look them up on LinkedIn and create a target list of people you want to meet with while you’re there.


If you’re not speaking at a conference but want to maximize your chances of meeting people, try to get involved in another way, such as being on the conference planning committee or serving as a sponsor. If attendees recognize you as someone who’s part of the event, it adds instant credibility, and they’ll be more likely to want to get to know you.


If face-to-face networking still seems a bit overwhelming, you may take solace in the fact that it’s a skill that takes time to master. You don’t have to be perfect at first; make an effort to get out there, put your best foot forward, and know that it will get easier over time. If anything, you can always bring a “second in-command” to keep you company!


Collemi Consulting leverages nearly three decades of experience to provide trusted technical accounting and auditing expertise when you need it the most. We regularly work with CPA firm leadership to help them reduce risk and maximize efficiencies. To schedule an appointment, contact us at (732) 792-6101.

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By Jennifer Ruf March 24, 2025
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