| Douglas Wilder, former Governor of the | | | | hundreds of social events, I discovered the key |
| Commonwealth of Virginia, and the first elected | | | | to creating successful alliances and partnerships is |
| Black Governor in the United States gave me | | | | by utilizing the NAAP Approach. The NAAP |
| advice that I will never forget. He said, "From this | | | | Approach is coined and defined as a |
| point on, when you walk into a room, walk in that | | | | three-dimensional approach to creating long-lasting |
| room like you own it, when you talk with people | | | | partnerships. The rules of engagement |
| remember to stand on your principles, keep your | | | | are:-Networking-First stage, strictly for building a |
| word, and people will want to associate with you." | | | | Rolodex of contacts and expertise. Identify |
| His advice became synonymous with my career | | | | professionals that have partnership |
| and everyday living.At the time, that advice | | | | potential.-Action-Alliance-Second stage, relationship |
| seemed a bit arrogant, but in retrospect, his | | | | building takes place at this stage. It is important |
| advice has granted me passages into many | | | | that keeping in touch or practicing due diligence. |
| executive suites, corporate boardrooms and has | | | | This process can take months or several |
| helped me build solid relationships. His advice came | | | | years.-Partnerships-Third stage, after completing |
| at a time when I was desperately seeking to | | | | stages one and two, a shared purpose for |
| glean knowledge and help from anyone who was | | | | partnering can be determined. At this point, there |
| willing to share insight on what it takes to be | | | | should be a solid foundation for working together; |
| successful in business as a young | | | | call in your chits.Contrastingly, Marilyn Crawford, of |
| African-American-especially one on the lecture | | | | Primetime Omni media says, "If you have |
| circuit.Seemingly overnight, in a section of Fairfax, | | | | established a genuine relationship with a person |
| Virginia, businesses stretching a two-block radius | | | | there's no such thing as calling in a chit. If you |
| have changed ownership from a | | | | need help with something and you go to a certain |
| predominately-White entrepreneurial establishment | | | | person, you are essentially forwarding the |
| to an Asian and Latino establishment. They are | | | | relationship. In turn, they are simply forwarding |
| receiving thriving support from each other. | | | | opportunities to other people." Crawford continued |
| Granted, I find it great to witness that in the land | | | | by saying, "If I need something from an alliance, I |
| of milk and honey success can be achieved by all. | | | | am comfortable enough with the relationship to |
| But, how long will African-Americans continue to | | | | pick up the telephone and say this is what I need, |
| allow years of division to stop us from gaining the | | | | can you help me? On the other hand, because |
| riches and wealth we deserve? Why is it difficult | | | | that person is comfortable with me they will say |
| for African-Americans to build business alliances | | | | either yes or no. Just be prepared for possible |
| and partnerships with each other?Marie Johns, | | | | rejection."Rejection! Rejection? Many |
| President and CEO of Verizon Communications | | | | African-Americans will say that the fundamental |
| Washington Company said, "Creating alliances and | | | | nature of rejection is nothing new and the word |
| partnerships is a dynamic organic process. It is | | | | itself carries no meaning until the banks and |
| formed and reshaped. As professionals move to | | | | lending institutions makes the word real. "It's the |
| different sets of responsibilities there is a need to | | | | banks, they refuse to give minorities loans," a |
| network with new people as well as maintain | | | | woman said while reading the draft of this article. |
| current alliances. One can never say that their | | | | Maybe Rennie Williams, a professional barber |
| network is complete. There are always interesting | | | | dubbed by the Washington Post as a "debater |
| people with whom one can engage who would | | | | laureate" says what some are afraid to say, "It's |
| end up being a valuable experience."In today's | | | | trust. Whom can you really trust in business? |
| business culture, having productive relationships | | | | Many African-Americans don't trust each other |
| for commerce exchange is a way of life. People | | | | and that mistrust stagnates our culture."In my |
| do business with people they know and with | | | | opinion, the easiest and most effective way to |
| people, they like. They do business by referrals | | | | accomplish creating many strong partnerships |
| from people whose judgment they trust. Albert | | | | simultaneously is to:-Go direct to the decision |
| Einstein said it best, "Trust is what stands the | | | | maker. Begin at the top. It's the top down theory. |
| test of experience."Similarly, Frank Fahrenkopf, | | | | Going direct to the top will eliminate corporate |
| Co-Chairman of the Commission for Presidential | | | | politics that come with starting at the bottom. |
| Debates said during our interview it's best to | | | | Top decision makers assign projects to the |
| "Look for opportunities and see where there is a | | | | appropriate person.-Present your credentials |
| need, think about it while making sure that you | | | | before an introduction. Having a good image can |
| have a plan, set objectives that are reachable | | | | open many doors. Presenting your credentials |
| then prove yourself by your professionalism as | | | | before you meet with potential partners allows |
| you go along with every small step until you | | | | them to have an idea of who you are and the |
| reach the end. It is highly important to be able to | | | | past work you have done.-Provide any |
| articulate your views once your objectives have | | | | professional supporting documentation. Submitting |
| been set."It's foundations like Emerging Business | | | | supporting documentation such as patents, trade |
| Forum who see the need and are bringing | | | | articles, or related accomplishments is often the |
| minorities together as a culmination of the | | | | deciding factor whether executives will accept |
| essentials for business growth, knowledge | | | | your request for a meeting.-Have a reason for |
| transfer for personal and business relationships. | | | | the dialogue. Make sure the purpose for |
| But, does former Governor Wilder have a valid | | | | communicating with potential alliances is compelling. |
| point in how to attract quality relationships? More | | | | Ask yourself this, is the meeting more to help |
| importantly, what are colleges doing to educate | | | | them or help me? If it is more for them, your |
| students in creating alliances before they get into | | | | chances of collaborating are greatly |
| the workforce?Cliff McKnight, Counselor and | | | | increased.-Maintain good values, strong ethics, and |
| Associate Professor at Montgomery College in | | | | moral principles. Would you do business with a liar |
| Maryland believes "that colleges should engage | | | | and a cheat? Of course not! Never assume that |
| students in leadership activities such as clubs and | | | | you know someone's values and ethics. The best |
| other organizations through the office of student | | | | rule of thumb is to carry yourself and treat |
| life. It's a major component for student | | | | others with the highest respect.Creating |
| development." His belief is noble. But without a | | | | successful alliances and partnerships is critical more |
| formal setting is joining clubs enough to provide | | | | than ever before. It takes more than having a |
| competent networking skills?Dr. Ivan Misner, | | | | college degree and it takes more than just having |
| President and Founder, of BNI (Business Network | | | | a prominent job title. Just remember, it doesn't |
| Int'l), an international organization that manages | | | | matter how much money you have, creating |
| two thousand networking chapters says, no! | | | | partnerships that work takes personality and |
| Colleges and universities are not teaching | | | | action. Once you put these two ingredients |
| networking skills because the professors don't | | | | together and see the benefit of the alliances you |
| know the subject matter." Why? "Because it's an | | | | form, you will understand why Tim Russert, Host |
| emerging topic and many are unfamiliar with the | | | | of the television news magazine Meet the Press |
| art of networking themselves," Misner said.After | | | | says, "Creating partnerships has been the most |
| years of research, informative interviews, and | | | | important component helping me build my career. |