Free Market Research for Entrepreneurs, at Founder Institute last night

I enjoyed participating in a panel tonight on "Market Research for Entrepreneurs", as part of the Founder Institute’s first series of New York programming.  The other speakers were Nicholas Butterworth, President & CEO, Diversion Media; and Steven Haines, President, Sequent Learning Networks.  


My slide deck is below; I’d love to get your feedback.

Free Social Media Webinar Series

As part of Vertical Response’s Social Media Webinar Series. I’ll be presenting Opening Doors and Closing Deals on LinkedIn on Friday, December 4, at 10am PST / 1pm EST. This will be focused entirely on using LinkedIn to grow your business, not for recruiting or job search, so all you entrepreneurs and sales & marketing professionals, this is for you! The webinar is free, but registration is required. A free playback will be available afterwards. I’ve included the first three webinars in the series below for your viewing pleasure.

John Jantsch – Making More Money with Your Business Blog

Anita Campbell – Get Business Exposure by Hosting or Speaking on Podcasts & Radio

Chris Brogan – Twitter for Your Business

New York Entrepreneur Week: Nov. 16th-20th, 2009


I’m honored to participate in New York Entrepreneur Week (NYEW), the largest entrepreneurial movement in New York State.  Thousands of entrepreneurs across the state will have the opportunity to actively engage with the foremost entrepreneurs, investors and dealmakers both in the State and from around the world.   Gary Whitehill and his team have done a fantastic job pulling this together.


Taking place from November 16-20th, 2009, NYEW will hold over 350 (!) events.  Among the many noteable speakers are:


Gil Beyda
Managing Partner at Genacast Ventures

Marc Cenedella
Founder & CEO,

Marc Ecko
Chairman & CEO of Marc Ecko Enterprises

Scott Heiferman
Co-Founder & CEO of

Jason Olim
Co-Founder of

Barry E. Silbert
CEO and Co-Founder of SecondMarket, Inc.

Jeff Stewart
Angel Investor & Founder of Mimeo


See you there!

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Financial Executives Oct. 8 Event: Using Expert Networks and Social Media

Gerson Lehrman Group

Image via Wikipedia

The Financial Executives Networking Group New York Chapter’s next meeting may interest you:

When: Thursday, 10/8/2009
5:30 PM to 8:30 PM
Where: Lee Hecht Harrison
200 Park Avenue (MetLife Building)
26th Floor, 212-557-0009

Agenda: “Using Expert Networks and Social Media”

The declining economy has caused considerable growth in niche outsourcing segments, one of which is for specialized expert consultants. This niche is for professionals with very specific and salable expertise, sought by companies active across a wide range of industries. Ironically, it is often the same firms which have laid-off executive talent which now seek the expertise they no longer have in-house.

Experts can sell their knowledge through intermediary firms, or by establishing their own advisory practices. Those who create their own businesses have turned increasingly to social media outlets to generate awareness for their brand. Further, companies and investor relations firms have found social media to be an effective tool for dissemination of information to institutional and individual clients.

The FENG New York has invited senior executives of two firms which focus on expert outsourcing and social media to discuss these sectors, and comment on how they interact with each other. Doors open at 5:30, and each speaker will have the floor for about 30 minutes from 6:00 to 7:00. The Q&A session goes until 7:30, followed by general networking until 8:30. The speakers will stay until conclusion of the networking session.

Sam Jacobs is the Managing Director for Americas Research at Gerson Lehrman Group (GLG). Previously, Sam was responsible for global client service and for running GLG’s Consumer Goods & Services research practice. GLG is a major player in the global marketplace for corporate expertise. Since 1998, its platform for collaboration and consultation has helped leading companies and institutions find, engage, and employ experts across a broad range of industries and disciplines. GLG maintains Group Councils consisting of financial consultants, physicians, scientists, engineers, attorneys, market researchers, and other professionals.

Council Members use GLG’s proprietary systems to categorize their experience and expertise, which GLG makes available to clients needing a better understanding of the value and competitive landscape for their products and services. Prior to GLG, Sam worked at Capital One Corporation in their Global Finance Division, at Stern Stewart & Company in their Middle Market Finance Group, and as the founder of two technology-based entertainment startups.

Scott Lichtman is CEO of Vital Access, which advises firms on how to create online business communities and use social media for business development. Scott has worked with investment firms, attorneys, technology companies, green industry startups, and non-profits to launch business interactions among tens of thousands of professionals online in their respective sectors. In this connection, he is co-producing a business contest video program about small businesses leveraging the talents of industry experts and salespeople to facilitate expansion.

Previously, Scott was Managing Director at Evalueserve, a global research company providing investment and competitive research to over 1,100 clients, including 6 of the top 10 global banks, Fortune 500 companies, and numerous buy-side firms. Scott came to Evalueserve through its merger with The Circle of Experts, a network focused on emerging markets where he served as COO. Previously, Scott led product development for the securities industry firm Trade Ideas, was the Director of E-Commerce Marketing at Oracle, and a strategy consultant at Deloitte.

To attend this event please RSVP to The FENG New York at, providing your name, preferred email address, and telephone number. A charitable contribution of $20 (payable at the door) is requested, which is dedicated to clerical and overhead expenses of the chapter and headquarters. If you register and your plans change, please provide notification. If it is necessary to leave before 7:30 we kindly request that you sit in the back of the room so as to not disrupt the speakers. Please turn off cell phones before the presentations begin.


  • The dress code is business casual.


  • From 45th Street entrance walk up one flight to 2nd floor to reception.
  • From 42nd Street entrance walk through Grand Central Terminal, take escalators up two flights to 2nd Floor reception.
  • Please also check into the meeting on the 26th floor.

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Los Angeles Speaking Engagements, October 6-7: CFA Society, Keiretsu Forum, and Harvard Business School (Updated)

City of Beverly Hills, California

I’m visiting Southern California October 5-8, and I hope that some of you will be able to attend one of my presentations there.  I’ll be discussing the results of my research project on "Private Equity and Venture Capital Funds’ Best Practices in Deal Origination".  A preview of my slides is here.

I’ll be speaking in three semi-public events (scheduled so far):


Tuesday, Oct. 6: noon-1:30 pm (presenting at 12:30pm approximately), boxed lunch and refreshments provided

CFA Society of Los Angeles ( )

2 California Plaza / ETC Room, 350 S. Grand Avenue, Los Angeles CA 90071

RSVP: CFA event.


Wednesday, Oct. 7: 8:00am-11am (presenting at 8:30am, approximately), breakfast included

Keiretsu Forum ( , large network of angel investors)

RSVP: Keiretsu event.

Beverly Hills Country Club, 3084 Motor Ave., Los Angeles, CA 90064-4746


Wednesday, Oct. 7: 6:30-9pm (presenting at 7:30pm)

Harvard Business School Association of Southern California ( )


Luxe Hotel, 11461 Sunset Blvd., Los Angeles, CA 90049


I hope to see you there!

(Image via Wikipedia)

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Women's Association of Venture and Equity Sep. 30 Event: Deal Sourcing in a Down Market

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I hope that some of you can join us for a panel discussion sponsored by the Women’s Association of Venture & Equity, on Wednesday, September 30 in New York.  I’ll be discussing the results of my research on best practices in deal origination, with a focus on use of social media.  Please note this is only open to women who work in or advise the private equity/venture capital industry.




"Deal Sourcing in a Down Market"


A panel of experienced private equity investors and advisors will discuss strategies and best practices for finding deals in a tough market.

Event Chair:
Yue Guan, Palladium Equity Partners

Djena Graves Lennix, ICV Partners

Robert Landis, Partner, Origination – Riverside Company
David Teten, CEO – Teten Advisors, LLC
Robert Hall, Senior Advisor – Centerview Partners
Gretchen Perkins, VP of Business Development – Huron Capital Partners


New York Marriott East Side
525 Lexington Avenue (and 49th Street)
New York, NY 10017-1226

Click here for directions

Date: Wednesday, September 30, 2009

Time: 6:00 pm to 8:30 pm


6:00 pm to 6:30 pm – Registration
6:30 pm to 7:30 pm – Panel Discussion
7:30 pm to 8:30 pm – Reception & Networking


$80 for WAVE members;
$95 for non-members

How to register:
The audience is limited to women in PE – GPs, LPs, intermediaries, placement agents, and advisors.  Advance registration is required. All registrations are screened.

Contact Danielle Fraser, WAVE Administrator at or call 877-928-3606.

Webinar 9/23 – How To Use Social Networking & Social Media To Grow Your Business

This Wednesday, 9/23, I’ll be conducting a 90-minute webinar on how to use social networking and social media to grow your business.

Most of my recent webinars have focused on a particular tool (e.g., LinkedIn) or a particular business function (e.g., recruiting). The primary focus of this program will be how to do more with less, i.e., how to get the highest returns from your virtual social interaction with the least (or at least a manageable) amount of effort.

As much fun as LinkedIn, Twitter, Facebook, blogging and so on are, it’s easy sometimes to get lost in all that activity and lose sight of the fact that if you’re devoting all that time, you’re hoping for some kind of results!

As we put it in The Virtual Handshake:

People who know how to leverage their networks are called successful. People
who just know a lot of people are called socialites. Do you want to be a successful person or a socialite?

All cocktail parties come to an end, but on the Internet there is always another person with whom you can connect. This can be both healthy and hazardous; it’s very tempting to spend far too much time chatting with far too many people. We recommend focusing only on building your network to the extent that your marginal benefit equals your marginal cost. Otherwise, you will be so busy maintaining your relationships that you will have no time to leverage those you have formed.

So if you find yourself spending a lot of time in social media, but are still wondering when the payoff is going to come, you’ll want to be sure to attend this webinar.

Your investment is 90 minutes and $99, which includes a few cool bonus items and comes with a risk-free money-back guarantee if for any reason you’re not completely satisfied.

Learn more / Register

LinkedIn Strategy Webinar June 16

Tomorrow (Tuesday, June 16) at 1pm Eastern I’ll be presenting a webinar in partnership with American Management Assocation (they published my first book, The Virtual Handshake) entitled How to Use LinkedIn to Excel in Your Current Position and Plan for Your Next.

This is not a webinar on the mechanics of how to use LinkedIn – this is focused entirely on the business strategy of using LinkedIn – how to create value for your business and career and how to be most productive with the time you spend on LinkedIn. Some of the specific topics include:

  • The latest “dos and don’ts” for building an effective profile that gains maximum exposure in search engines
  • Tips for direct one-to-one outreach-the right way to find and connect with others
  • Ways to create value from the networks of others
  • Effective use of the Q&A function: how to find the nuggets, what and when to answer, as well as potential legal liabilities
  • How to use the answers section to be recognized as-or to find-an expert in your field
  • Understanding and utilizing the power of LinkedIn groups
  • How LinkedIn can be used as a tool for competitive research and product launches
  • Stealth strategies for seeding conversations
  • How to maximize productivity-profiles and routines (how often to check it, avoiding e-mail overload, etc.)
  • Ways to merge blog feeds into your profile
  • Understand how and why a paid LinkedIn membership can be of value to you

This is a 90-minute webinar with plenty of time for live Q&A. Registration is $149 and includes an activity guide to maximize your learning experience.

Keith Ferrazzi Book Tour: Who’s Got Your Back

I enjoyed going to a kickoff event Tuesday night for Keith Ferrazzi‘s book tour for his new book, Who’s Got Your BackThis is a followup on his earlier bestselling book, Never Eat Alone.  He drew an audience of about 300 at the Grand Hyatt hotel. 

I had read a galley copy of the book prior to the kickoff, and the event was functionally a summary of the ideas in the book.  I definitely agree with the big idea of the book, which is that a major driver of your professional and personal success is a small number of high-quality, tight relationships.  I also agree with Keith that your support group can be more effective if you formalize it and add some structure.  Keith acknowledges that this is hardly a new idea; he’s popularizing the well-known concept of a mastermind group.  I blogged a user’s manual for a mastermind group back in 2005

There are lots of books out there on success and personal development, full of wisdom.  Unfortunately, the great majority of readers look at the books, but don’t implement a single idea.  Keith discusses this problem, and advances what I think is a powerful solution: building a group around you which will hold you to your commitments to change. 

I’m just as guilty of this.  Although I’ve been familiar with the concept of a mastermind group for a long time (at least 2 decades) i have to admit I have not formally structured one around me.  One of my personal commitments for 2009 is to create an active, aggressive, and diligent Mastermind group, and I credit Keith for pushing me on that. 


My notes on his talk follow:


Let me cut to the chase: a small number of relationships will have a dramatic influence on your career. 

Starts out by doing psychographic profile of audience: asking people to identify as circle, square, triangle, and Z.  (David: I would be amazed if there’s any psychological validity to this exercise.)

I’m so passionate about this because I think these ideas are particularly opportune

4x more people live alone today than in the past-an all time high.

Over 50% of Americans say no one has their back—and a lot of those individuals are married.

Describes our cultural lack of social capital. 

We’re an institutionally lonely ‘group of us’.  We as humans can’t live like that.

Our solution is to hunker down/carry more on our shoulders.  That’s not the answer.

We have developed program that allows you to build your own safety net/community. 

I want this group of individuals to try something new this week. 

You need a minimum of just 1 lifeline relationship. 

Asked who’s in the audience from Greenlight Community; about 25 people stand up.

In a study of high-performing teams, the #1 predictor of success was how much they cared about one another.  If you care about one another, you stop others from taking dumb risks.  Other models: Weight Watchers, AA.  We don’t have to invent anything. 

Certain individuals make you feel good about yourself.  I use Aunt Rose as my model.  I think about what she would do in a room.  Aunt Rose always cared about everybody. 

She was seeking a way to care about people.  She was always so helpful; ‘ can i get you something to drink?”  What if we walked around the world acting like hosts at a party?

These are all tactics that are part of what we call ‘instant intimacy’. 

Your personal success wheel consists of:

– giving back

– spirituality

– physical wellness

– intellectual stimulation

– financial sucess

– prof’l growth

– deep relationships

Exercise: tell a partner you choose your dream, and define your learning goal and performance goal.  And explain what you’re going to do to get there. 

What can you do to prompt people to approach you?

The book was conceived as a professional development tool, but I’m coming to the conclusion that the lifeline relationships are most important in your most intimate relationships.  The book should be an instruction manual for newlyweds.

Most of your friends lie to you.  You tell them to.  I want you to stop supercharging feedback.  People think that if someone gives you feedback you have to do something with it.  Feedback is just data.  You should want as much as possible of it. 

You need to know exactly what is holding you back.  Even if they’re wrong,  i want to know, so i can manage around it. 


Now I have 10-20 people i can call on as my lifeline relationships. 


This requires you to take more risks. 

Identify the glass ceilings you’ve created in your life.  The only thing holding you back is you.  Only you can fix your problems. 


A lot of people who read ‘never eat alone‘ are schmoozers.  They didn’t get the real message: it’s not about measuring the size of your database. 

The very things we want to hold back from people, they suffer from too.  Get over yourself; you’re not unique.

What you just did was courageous.  I’m cool if you say,
‘i’m not going to share my vulnerabilities, because i’m scared’.  but don’t say, ‘it’s weak to share my vulnerabilities.’  That’s just wrong.




Learning Goal: what you need to learn this week.

– Ask who can help you with that learning goal?

– Pick 1 habit to kick

– Pick 1 Accountability Partner for the week

– Call 1 person for a long slow dinner.

Webinar Series – Social Media: Smart Uses for the Business of Healthcare

Starting this Wednesday, April 22, and continuing for the next two weeks, I’ll be presenting a 3-part webinar series on the use of social media in the healthcare industry (all sessions scheduled for 1 pm EST) in conjunction with The Maloy Group as part of The University of Alabama-Birmingham Medical Equipment and Supplies Distribution Program:

April 22   Grow Your Brand Online (Marketing)
April 29   Web 2.0 to Foster Relationships and Identify Leads (Sales)
May 6      Promise & Pitfalls of Finding Great Talent Online (Recruiting)

You can sign up for all three sessions, the Marketing and Sales Package (2 sessions) or one session.  Also, for an additional $35, you will receive a copy of The Virtual Handshake book, copies of the slides and an audio recording of the session(s) you attend. 

REGISTER NOW or get more information