Andrae M Podcast - Relationships 

https://www.linkedin.com/in/andrae-middleton-cissp-cisa-crisc-0991446/

Join us in another relationship discussion on the ins, outs, tips, and tricks to help you build relationships beyond just the business.   

Andrae  is an excellent storyteller, architect, and a fantastic dad of three kids in North Carolina. 

Linkedin Bio

I have the amazing role of engaging with customers, understanding not only their use causes, business cases, and business challenges, but I get to engage and understand the people and provide solutions that address their needs which transcends to the needs of the business. In addition, I am part of a team that I can lead in terms of growth, team achievements, industry achievements, and product and solution evolution. In the end, it's people first, always.....

"We need leaders not in love with money but in love with justice. Not in love with publicity but in love with humanity.”

"You Can’t wait until life isn't hard anymore before you decide to be happy."

He will focus on three elements :

Relationship

• You have to care about people - empathy. 
  • I look customers - several one-off and group conversations
  • I take notes with people's names are
  • John what he is saying - notes as they speak - and how they say it 
  • Mannerisms are important 
  • Their status in the organization - did she just become a VP?
  • What does it mean to her in her career
  • Be aware of the people 
  • The way this customer articulates himself - he over-communicates - slows down, and is specific about every word - 
• Communication / Access - Phone / Coffee / Texting 
  • If you do not have a phone number, you do not have a relationship 
• Targeting People 
  • Who would you talk to, and why 
  • When you have that relationship, you get the sense of assurance of their names and not their Titles - you need to talk to mary - who is she - VP
• Time 
  • You can not build without time 
  • Its not 1hr call 3xs a week - 
  • When I talk to my customer - not always a 1hr long call 
  • It can be a text
• Relationship Migration
  • Most relationships are transactional, and Mine are not 
  • Tons of people have my number 
  • Relationships don't move because the opp moves
• One-dimensional relationships do not work - the new SE will build more relationships. 
  • You can't have a fake relationship.
• Linkedin vs. true relationships 
  • You genuinely care! 
  • Those will stand the test of time. 
• Most rewarding - 
  • Customers reach out after they are my customer asking me about a technology that is not even the tech that I sell - who would you reach out to 
  • You are not a trusted advisor - you are a friend.

Come visit us at SE Worklife http://www.seworklife.com - I expect all types of responses and requests from this community. We have one book out of three book series - grab a copy and get free access to my SE Journey. Our team is a collective of the brightest and most experienced SE leaders across world-class organizations like Adobe, Google, Oracle, Elastic Search, Snowflake , Mongo DB , Databricks and a ton of others out there.