| Douglas Wilder, former Governor of the | | | | discovered the key to creating successful alliances |
| Commonwealth of Virginia, and the first elected Black | | | | and partnerships is by utilizing the NAAP Approach. |
| Governor in the United States gave me advice that I | | | | The NAAP Approach is coined and defined as a |
| will never forget. He said, "From this point on, when | | | | three-dimensional approach to creating long-lasting |
| you walk into a room, walk in that room like you | | | | partnerships. The rules of engagement |
| own it, when you talk with people remember to | | | | are:-Networking-First stage, strictly for building a |
| stand on your principles, keep your word, and people | | | | Rolodex of contacts and expertise. Identify |
| will want to associate with you." His advice became | | | | professionals that have partnership |
| synonymous with my career and everyday living.At | | | | potential.-Action-Alliance-Second stage, relationship |
| the time, that advice seemed a bit arrogant, but in | | | | building takes place at this stage. It is important that |
| retrospect, his advice has granted me passages into | | | | keeping in touch or practicing due diligence. This |
| many executive suites, corporate boardrooms and | | | | process can take months or several |
| has helped me build solid relationships. His advice | | | | years.-Partnerships-Third stage, after completing |
| came at a time when I was desperately seeking to | | | | stages one and two, a shared purpose for partnering |
| glean knowledge and help from anyone who was | | | | can be determined. At this point, there should be a |
| willing to share insight on what it takes to be | | | | solid foundation for working together; call in your |
| successful in business as a young | | | | chits.Contrastingly, Marilyn Crawford, of Primetime |
| African-American-especially one on the lecture | | | | Omni media says, "If you have established a genuine |
| circuit.Seemingly overnight, in a section of Fairfax, | | | | relationship with a person there's no such thing as |
| Virginia, businesses stretching a two-block radius have | | | | calling in a chit. If you need help with something and |
| changed ownership from a predominately-White | | | | you go to a certain person, you are essentially |
| entrepreneurial establishment to an Asian and Latino | | | | forwarding the relationship. In turn, they are simply |
| establishment. They are receiving thriving support | | | | forwarding opportunities to other people." Crawford |
| from each other. Granted, I find it great to witness | | | | continued by saying, "If I need something from an |
| that in the land of milk and honey success can be | | | | alliance, I am comfortable enough with the relationship |
| achieved by all. But, how long will African-Americans | | | | to pick up the telephone and say this is what I need, |
| continue to allow years of division to stop us from | | | | can you help me? On the other hand, because that |
| gaining the riches and wealth we deserve? Why is it | | | | person is comfortable with me they will say either |
| difficult for African-Americans to build business | | | | yes or no. Just be prepared for possible |
| alliances and partnerships with each other?Marie | | | | rejection."Rejection! Rejection? Many |
| Johns, 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 itself |
| partnerships is a dynamic organic process. It is | | | | carries no meaning until the banks and lending |
| formed and reshaped. As professionals move to | | | | institutions makes the word real. "It's the banks, they |
| different sets of responsibilities there is a need to | | | | refuse to give minorities loans," a woman said while |
| network with new people as well as maintain current | | | | reading the draft of this article. Maybe Rennie |
| alliances. One can never say that their network is | | | | Williams, a professional barber dubbed by the |
| complete. There are always interesting people with | | | | Washington Post as a "debater laureate" says what |
| whom one can engage who would end up being a | | | | some are afraid to say, "It's trust. Whom can you |
| valuable experience."In today's business culture, | | | | really trust in business? Many African-Americans don't |
| having productive relationships for commerce | | | | trust each other and that mistrust stagnates our |
| exchange is a way of life. People do business with | | | | culture."In my opinion, the easiest and most effective |
| people they know and with people, they like. They | | | | way to accomplish creating many strong partnerships |
| do business by referrals from people whose | | | | simultaneously is to:-Go direct to the decision maker. |
| judgment they trust. Albert Einstein said it best, | | | | Begin at the top. It's the top down theory. Going |
| "Trust is what stands the test of | | | | direct to the top will eliminate corporate politics that |
| experience."Similarly, Frank Fahrenkopf, Co-Chairman | | | | come with starting at the bottom. Top decision |
| of the Commission for Presidential Debates said | | | | makers assign projects to the appropriate |
| during our interview it's best to "Look for | | | | person.-Present your credentials before an |
| opportunities and see where there is a need, think | | | | introduction. Having a good image can open many |
| about it while making sure that you have a plan, set | | | | doors. Presenting your credentials before you meet |
| objectives that are reachable then prove yourself by | | | | with potential partners allows them to have an idea |
| your professionalism as you go along with every | | | | of who you are and the past work you have |
| small step until you reach the end. It is highly | | | | done.-Provide any professional supporting |
| important to be able to articulate your views once | | | | documentation. Submitting supporting documentation |
| your objectives have been set."It's foundations like | | | | such as patents, trade articles, or related |
| Emerging Business Forum who see the need and are | | | | accomplishments is often the deciding factor whether |
| bringing minorities together as a culmination of the | | | | executives will accept your request for a |
| essentials for business growth, knowledge transfer | | | | meeting.-Have a reason for the dialogue. Make sure |
| for personal and business relationships. But, does | | | | the purpose for communicating with potential alliances |
| former Governor Wilder have a valid point in how to | | | | is compelling. Ask yourself this, is the meeting more |
| attract quality relationships? More importantly, what | | | | to help them or help me? If it is more for them, your |
| are colleges doing to educate students in creating | | | | chances of collaborating are greatly |
| alliances before they get into the workforce?Cliff | | | | increased.-Maintain good values, strong ethics, and |
| McKnight, Counselor and Associate Professor at | | | | moral principles. Would you do business with a liar and |
| Montgomery College in Maryland believes "that | | | | a cheat? Of course not! Never assume that you |
| colleges should engage students in leadership activities | | | | know someone's values and ethics. The best rule of |
| such as clubs and other organizations through the | | | | thumb is to carry yourself and treat others with the |
| office of student life. It's a major component for | | | | highest respect.Creating successful alliances and |
| student development." His belief is noble. But without | | | | partnerships is critical more than ever before. It takes |
| a formal setting is joining clubs enough to provide | | | | more than having a college degree and it takes more |
| competent networking skills?Dr. Ivan Misner, President | | | | than just having a prominent job title. Just remember, |
| and Founder, of BNI (Business Network Int'l), an | | | | it doesn't matter how much money you have, |
| international organization that manages two thousand | | | | creating partnerships that work takes personality and |
| networking chapters says, no! Colleges and | | | | action. Once you put these two ingredients together |
| universities are not teaching networking skills because | | | | and see the benefit of the alliances you form, you |
| the professors don't know the subject matter." | | | | will understand why Tim Russert, Host of the |
| Why? "Because it's an emerging topic and many are | | | | television news magazine Meet the Press says, |
| unfamiliar with the art of networking themselves," | | | | "Creating partnerships has been the most important |
| Misner said.After years of research, informative | | | | component helping me build my career. |
| interviews, and hundreds of social events, I | | | | |