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A A monthly newsletter from the Rochester Professional Consultants Network - March 2021

Networking Really Works
(A real-life story of networking success)

“Hey, You Never Know” is my motto about Networking for business. I attend in-person (and now virtual) meetings and events that provide opportunities to meet new people and discuss our business. I “sow my networking seeds” and hope they’ll grow and bear fruit. However, unscheduled Networking opportunities pop up when I least expect them. I never know when or where a hidden opportunity will present itself. Here’s one example of how “pop-up” Networking worked for me.

The Situation

Before I started my Consultants Accelerator business, I joined a company where the owners were commercializing an invention. My project was to help find investors. We developed an “investor acquisition strategy”, generated a list of candidates, and were reaching out to them. We hadn’t yet acquired an investor.

The Opportunity

To balance business with my personal life, I continued to play in a weekly golf league. One day in May, I met a new league member who rode in my golf cart. He stopped after five holes because of back pain, and never played in the league again.

The Networking

As we played the five holes, I casually asked what he did for a living. He said he started a company years ago and built it into a profitable business. He was semi-retired, and remained on his company’s board. When he asked what I did, I replied: “I’m a strategy consultant, but right now I’m doing something new - I’m helping a company find investors to commercialize a patent-pending invention.” I described the future product and how it could meet users’ needs. While leaving, he gave me his business card, saying, “I sometimes invest in new companies. Give me a call. But, wait until this fall when I expect another investment to cash in.”

The Follow-Up

I was too eager to wait until Fall. I called him in June and discussed more about our company. With his agreement, I sent him product information, links to our Website and newspaper articles about customer problems needing our solution.

Later, I set up a meeting with him and our company founders to discuss the business potential of the invention. We met in July, and he brought along a friend-advisor who also invests in startup companies.

The Payoff

I kept in touch by e-mail and phone until we met again in October. At that meeting, he agreed to finance our venture and wrote his first investment check (Yess!!!  Much celebration). For advice and help, he connected us with a successful startup in which he had invested. He wrote more checks throughout the next year, and made plans to help build our management team. The rest of the story is unimportant to this networking issue. What’s important is that the “payoff” happened because of unexpected networking in a golf cart.

The Lesson

No checks would have been written if I had not started the “networking conversation” (and been prepared to discuss my business).

You Can Do It Too

To network for success:

  • Prepare for your “Golf-Cart-Moment”.
  • Treat each person you meet as a valuable connection and someone you can help (or who might help you).
  • Ask questions, listen, and let them talk more than you do.
  • Give helpful information, advice and referrals without expectation of return.
  • Don’t sound like a telemarketer.
  • Don’t be “pushy”.
  • Tell your story in an interesting way.
  • Be confident and sincere.
  • Follow up!!!

Hey, you never know!

Do you have a Networking story? Contact me at

Bob Lurz

Membership News!

Are you a new entrepreneur? Join for 40% off!

Due to current events, we want to help new entrepreneurs get started, so we are announcing the 'New Business Owner' membership to RPCN. The discounted cost is $75.

This new membership level is open to any individual who is, for the first time, opening or has opened a small business and is within one year of opening that business. This membership discount is only available for first time members and continues for one year. At the end of the year, the individual must upgrade their membership to a Regular Member or an Affiliate Member to remain an active Member.

Click here for more information on joining RPCN.

Best. Vacation. EVER.

COVID has kept us at home, but we can all start to see the light at the end of the tunnel, and many of us are itching to get out and take a vacation from it all!

Come join your friends (and friends to be) to share your stories of the best places, journeys and destinations that you have experienced. Come away with new ideas, new plans, and new destinations that you, your friends and your family might discover!

RPCN Social is a get-together to share thoughts, ideas, and get to know each other. Bring your own beverage and snacks, kick back, and enjoy each other's company! Pop in for the whole session or just a few minutes.

You are invited to an RPCN Social Zoom meeting.

When: March 30, 2021, 06:30 PM Eastern Time (US and Canada)
Register here!

Enhancing Human Capital
Lunch & Learn Updates

Upcoming March Meeting - 
An Exploration of Self Actualization

Bob Lewis will facilitate the topic “An Exploration of Self Actualization”. Find out what it means to be self-actualized.

To get more information about EHC, please contact the EHC team at The luncheon is open to members and non-members alike, but please register as it will help us with logistics of organizing the Zoom meeting. To register, click here.

February Meeting Recap - Dealing with Conflict

EHC’s February Lunch-n-Learn was held on February 18th at 11:30am EST and was lead by RPCN President Devin K. Floyd (also President of NYOCON). The topic for this session was “Conflict.”

We began by redefining and broadening our definition of what conflict is. In general, when asked to describe conflict, most people describe it as relating to controversy, difficult people, or destructive situations that have to be fixed. While certainly part of it, these represent the extreme. We expanded the concept to involve an entire spectrum, with conflict ranging from simple (“oh by the way”) to extreme situations involving several people and teams. We also concluded that some conflicts can actually be positive.

We engaged in an inclusive discussion in which attendees had a chance to share some of their experiences with conflict. We then considered several different ways to approach conflicts and how to resolve them in a positive and productive manner.

At the end of the session, attendees walked away with a broader understanding of what conflict is, how to identify the severity of a given situation (to get an idea of the effort needed), and obtained additional tools to add to their toolbox.

RPCN Video

Watch the introductory video here.

RPCN Podcast

To listen to an RBJ podcast in which RPCN's David Powe and Laurie Enos talk about our great organization, click here.

Upcoming RPCN Events

Visit the RPCN website for a list of all upcoming events.

Technical Forum
Friday, March 5, 2021
8:00 - 9:30 a.m. 

Diversity, Equity & Inclusion for Consultants and Small Businesses
Presented by David Powe
Friday, March 12, 2021
8:00 - 9:30 a.m.

EHC Lunch N Learn
Facilitated by Bob Lewis
Thursday, March 18, 2021
11:30 a.m. - 1:00 p.m.

Business Forum
Friday, March 19, 2021
8:00 - 9:30 a.m. 

RPCN Board Meeting
Everyone is welcome to attend.
Friday, March 19, 2021
10:00 - 11:30 a.m. 

Financial Strategies for Consultants
Presented by Michael Chabalik
Friday, March 26, 2021
8:00 - 9:30 a.m. 

RPCN Social - Best. Vacation. EVER.
Tuesday, March 30, 2021
6:30 - 8:00 p.m. 

Did you know?

Every year for the past six years, RPCN has recognized local business owners and consultants for their contributions during the previous year. There are eight categories of award:

  • Consultant’s Consultant
  • Community Champion
  • Entrepreneur of the Year
  • Dave Young Community Service Award
  • Linda Halliburton Friend of RPCN Award
  • Steve Royal Lifetime Achievement Award
  • Leadership Award
  • President’s Award

For a description of each of these awards, go to Awards on the RPCN website and click on “2020 Awards Descriptions.”

During the nomination process to choose the recipients of these awards, anyone can nominate anyone else for an award by answering a few questions on a nomination form.

Once the nomination period is over, the RPCN Board of Directors selects the most appropriate candidate for each award.

The award winners are (usually) recognized at an evening event designated as the “RPCN Wall of Fame Gala,” a dinner event normally held in April. The Gala is a highlight of the year, is very well attended, and is a good time for everyone. Unfortunately, because of COVID-19, the 2020 Gala was first postponed and finally cancelled. It is hoped that our next “live” gala can be held in the Fall of 2021.

However, the 2020 award winners had already been chosen, and it was decided to present the awards without the Gala. So, during last summer, each award winner received their award, either in person or virtually. It just seemed like the right thing to do.

All of the past presentations have been recorded and are available for your viewing pleasure.

Just search for RPCN on You Tube and scroll down until you find the video(s) that you would like to view.

A 2021 Wall of Fame Gala is being planned for the Fall, so maybe you will be chosen to receive an award. GOOD LUCK!

Steve Royal

Membership Information

RPCN welcomes the following new members:

Lynnette Robinson

Not an RPCN member? You can join RPCN now to receive great benefits, including free admission to RPCN presentations, a listing in the RPCN Member Directory, and discounts to RPCN events. Click here for more information on joining RPCN.

Program Ad Sheets

At every RPCN meeting, and at our events and tradeshow booths, RPCN distributes the Program Ad sheets.

Ads are inexpensive and support RPCN. The cost for members to advertise is $20 for 2 months. For non-members, the cost is $40 for 2 months. The deadline to get your ad included in the May/June 2021 calendar ad sheet is April 18, 2021. Sign up for your ad here.

We want your news!

The RPCN newsletter welcomes news, success stories, tips, resources, events and other items that would be of broad interest to consultants. Submit a newsletter item to for inclusion. 

Melanie Watson, Publisher 
Diana Robinson, Copyeditor

The deadline for submitting material for our next newsletter is the 21st of this month.



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