ARTICLES: fertile ground
Articles by Penelope Brackett
All About Relationships:
Doing the Rounds
February 2000I originally developed these guidelines for actors, but expanded them to include some examples for other fields as well. Certainly in a tight market like acting you have to take every opportunity to "meet and greet." It is also true for every business that the easiest way to move your career along is to build relationships. Doing the rounds, that is, stopping by, announced or unannounced, is an excellent way to do that. Doing the rounds can be a daunting task, but it's worth overcoming your fear. Here are some tools for developing rounds as a relationship building skill:
1. Have your tools ready: picture, resume, portfolio, references, work samples, video...stationary and great pen to write a note to them, notebook, index cards or palm pilot for your notes. (You may also choose to bring some "gift"-i.e., chocolate telephones, valentines, Christmas cards, pencils with your name... only if you find it fun and expressive of you and your product.)
2. Consider a rounds partner. Going with someone may make it more fun, and you more human, so that you treat your contact as a peer rather than a superior. (You'll be human with your partner and so carry it over to the professional arena). You can build more comprehensive notes and develop your technique together. You can also introduce each other to current contacts thereby multiplying your relationships. There's built in accountability as well as post round assessment and celebration.
3. Set a measurable goal. (How long/number of stops)
4. Start with someone you're comfortable with. i.e., current relationship, low stakes. (Secondary rather than priority goal), closer to the source. In acting, the stage manager of show, director, producer or even casting directors can be more accessible than agents.5. Prepare Yourself. Remind yourself that rounds work! Your business is about relationships. You have to take every opportunity to start relationships. Center yourself in your purpose and project.
6. Know why you're there. If possible, have a referral or specific information that makes this particular office attractive. How is this stop consistent with your project? Know who they are and what you want. Have a specific objective for each call.
POSSIBLE OBJECTIVES:
· To leave a picture and resume for a specific project.
· To get information about current casting or upcoming events.
· To leave a sample product, video or Christmas gift.
· To meet someone in the office.
· To promote an upcoming show/event.
· To rekindle a past relationship.
· To discuss a current business relationship.7. Be creative. Set specific relationship building actions for each stop.
POSSIBLE ACTIONS:
· Names of two people in office.
· Tell a joke. (Get a laugh).
· Get or share a personal information (obviously consider what's appropriate).
· Answer to a question/survey? i.e. Who's your favorite athlete?
· Note something about the office.
· Go in as a famous actor (not an impersonation, just a useful bit of subtext) or your epithet.
· Perform or improvise a short show. I.e. sing Christmas Carols
· Work with a partner a la Kathy Lee & Regis to promote each other and express your personalities.8. Remind yourself that the ULTIMATE goal is establishing relationships. NEVER TRY TO GET past SOMEONE ELSE. You never know who you're talking to (and where they are going) Have every relationship LEAD to the next one. It's more fun too.
9. Immediately, say your name, and what you want. (Say it right away, just in case there isn't much time for anything else.)
Hi, I'm Penelope Brackett. I'm here for Jessica Walters.10. Get their names, i.e., "You are?.What's your name?." (very important for follow up).
11. Be prepared to promote yourself. Have a 30 second answer to the question, "Why are you here? And what are you doing?" PRACTICE. (Help them cast you) i.e., I'm focused on NY and regional theater. I recently performed Mary in OUR COUNTRY'S GOOD in Pittsburgh to great reviews and audience feedback.
My name is Penelope Brackett. I work for Brackett Corporate Catering. We handle special events for Cayman Law in your building.12. Be interested in them. Ask questions. Professional or personal, i.e., to recep/cd: How long have you been here? Are you an actor? Are there any great places for lunch?
13. Get Information.
i.e., I understand you cast for Long Wharf theatre. When will you be holding auditions? Is the show still "Misalliance". When will they be casting? Do you have an in-house person or do you hire outside for various financial services?14. Design the future. Look to create what's next. Follow-up: interview, reader? sample session? Don't be afraid to ask questions.
i.e., Could I audition (or be a reader) for"Misalliance"? We'd like to leave this sample dessert plate and give a call back later in the day regarding an appointment to discuss your upcoming events."15. Post stop, take notes- names, information, agreements,effective and ineffective. An epithet can be helpful for future contacts. (epithet- " phase or word applied to a person to describe and actually or attributed quality")
16. Be Human. Be in the moment. Make fear and chaos your friend. Look for opportunities to start the relationship. Have compassion for yourself and them. Be willing to make mistakes. Declare it your job to take every opportunity to create relationships and share yourself and your product.
Give something to their day. Make it fun.
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