Shake Hands and Make Friends: A RISE Guide to Networking

At AcceleRISE 2024, Susan Bierly – owner and president of IMC Water and Air – and Jennifer McCloskey – owner and president of Girardi Associates – shared a crash course in networking for young professionals and emerging leaders.

The Security Industry Association (SIA) recently closed out a successful sixth annual AcceleRISE – a unique event presented by the SIA RISE community and gathering tomorrow’s security leaders. The sold-out event took place Aug. 12-14, 2024, in Washington, D.C., and offered attendees meaningful opportunities to connect, take their careers to the next level, explore the nation’s capital and have fun.

AcceleRISE 2024 – a three-day program featuring industry-leading subject matter experts and emerging security leaders – offered inspiring talks and panel discussions, interactive workshops and lively activities on a variety of topics in leadership, career development, technology, fostering the future of the security industry and more. One highlight was “Shake Hands and Make Friends,” a crash course in networking from Susan Bierly, owner and president of IMC Water and Air, and Jennifer McCloskey, owner and president of Girardi Associates.

According to Bierly and McCloskey, networking is important for building relationships and connections – including building and expanding one’s network, fostering personal and professional growth, finding mentors, growing one’s industry knowledge, promoting career advancement, having fun, cultivating friendships and creating business opportunities.

“Why network? To elevate who you are and where you are today,” said Bierly.

Bierly and McCloskey encouraged attendees to “get comfortable with being uncomfortable” and suggested the acronym “HAIR” to help young professionals remember the key elements of successful networking.

H – Handshake

The best handshakes should be firm, and remember to make eye contact when shaking someone’s hand.

A – Approach and ask

• Approach: Bierly and McCloskey shared examples of ways to smoothly enter a conversation at a professional event (with introductory lines like “I don’t think we’ve met yet – I’m (name!)” or “Excuse me, I hate to interrupt. Your conversation sounds so interesting – would you mind if I joined you or listened in?”). An additional strategy is for you and another person to look for the “wallflower” at an event and “attack” together to bring them into a conversation, making them feel welcome and included. Bierly pointed out that finding a spot on either side of the bar is an effective strategy, as people will be approaching your area often.
• Ask: Bierly and McCloskey encourage moving from “small talk to deep talk,” starting with questions like “How did you end up in the security industry?” and then moving into more substantive topics like what apps or technology your conversation partners use to be productive, their greatest takeaways from the event or conference session and the best advice they have received in their lives or careers.
• Business card exchange: It’s more than just a piece of paper! Take the business card exchange as an opportunity to connect with someone. Study their business card and compliment them (whether it’s on their digital business card photo or something else that stands out). Look for commonalities between you during the business card exchange, ask questions and make notes. A bonus tip: When you exchange business cards, write a question or topic you discussed on your card so they will remember you and your conversation!

I – Interaction and Infomercial

Use your verbal and nonverbal cues to stand out and connect. Show a “real smile” with your whole face and work to present yourself as genuine, equal and memorable in the conversation.

McCloskey and Bierly shared tips for building your “infomercial” or elevator pitch that you can use in any networking setting:

• Keep it brief: 60 seconds or less!
• Introduction: Introduce yourself and your company and title. Additionally, ask a question, tell a story or share a startling specific to get people’s attention.
• Body: Share what you do or what solutions your company offers.
• Closing: Ask for a next step – a meeting, a phone call, a connection on social media, an introduction or a referral – depending on your goal for that interaction or connection.
• Bonus points for including a tag line for you and/or your company!

Bierly and McCloskey also shared a few easy ways to smoothly exit a conversation:

• “Is there anyone specific you’d like to meet today? If I see them, I’ll make sure to introduce you. It’s been a pleasure talking with you!”
• “I know you are here to meet more people than just me. It was great talking with you! By the way, if you meet (name of someone you’d like to connect with), would you please introduce me?”
• “I’ve enjoyed talking to you, but I need to excuse myself to the restroom.”

R – Remembered and Results

Effective follow-up gets you results! “The first one to follow up wins,” said Bierly and McCloskey.

One tip the experts shared was to include an “anchor word” about your initial conversation in your email subject line or your LinkedIn message – this will make the person more likely to open it and to remember you.

SIA RISE is a community that fosters the careers of emerging leaders in the security industry. In addition to the SIA RISE Scholarship, SIA RISE offers fun in-person and virtual networking events for young professionals, the Talent Inclusion Mentorship Education (TIME) program for early and mid-career professionals, the 25 on the RISE Awards, career growth webinars and trade show education tracks and the annual AcceleRISE conference – a unique event designed to ignite new thinking, strengthen leadership and sharpen business acumen in young security talent. The SIA RISE community is open to all employees at SIA member companies who are young professionals under 40 or have been in the security industry for less than two years; learn more and sign up to join. 

See photos from AcceleRISE here. Plans are underway for next year’s AcceleRISE conference. To learn more and stay up to date, visit https://accelerise.securityindustry.org/.