Highly Effective Networking: Katie Regan Of Kirkpatrick Group On 5 Strategies for Successful Networking, Both Online and Offline
An Interview With Athalia Monae
Consistency: It is easy to let connections drop and contacts fade. It requires work, time, commitment to be consistency and regularly stay in touch. You never know when your network may provide support with career guidance, a new position, etc. Staying in touch consistently without asking for anything makes it easier to reach out when you do need something.
The art of networking is pivotal in today’s interconnected world. Establishing meaningful connections can accelerate career growth, foster collaborations, and create opportunities that might otherwise remain hidden. Yet, the dynamics of networking are intricate, often requiring a nuanced blend of authenticity, strategy, and adaptability. And with the digital revolution, networking has transcended beyond face-to-face interactions to virtual platforms, expanding its scope and complexity. In this series, we would like to discuss the art and science behind effective networking. We are talking to seasoned professionals, career coaches, networking experts, and thought leaders who’ve mastered both traditional and online networking techniques. As part of this series, we had the pleasure of interviewing Katie Regan, founder and CEO of Kirkpatrick Group.
Katie Regan is founder and CEO of Kirkpatrick Group, a strategic communications firm for organizations and brands of all sizes. The meteoric success of Kirkpatrick Group exceeds anything she imagined when she formed her own company on her dad’s advice in 2008. Back then she was a new college graduate simply relieved to have a corporate job amidst a growing economic recession. Now she is the head of an independent, full-service corporate communications and PR company. What started as a hobby, or a side hustle, has morphed into a small company with 17 clients and 14 staff. Rather than traditional marketing tactics, Katie credits the art of networking for playing a role in the expansive growth of Kirkpatrick Group. Her experience spans corporate, crisis, issues, employee and change communications at Fortune 500 companies including Bayer and PPG. She currently serves on advisory boards at Robert Morris University and Community College of Beaver County and provides pro-bono services to Edge Fearless Learning.
Thank you so much for joining us in this interview series. Before we dive into our discussion about networking, our readers would love to “get to know you” a bit better. Can you share with us the backstory about what brought you to your specific career path?
Today, my team provides strategic communications counsel and tactical support for a variety of organizations in industries such as animal health, higher education, coatings, R&D and insurance. Even in college, I didn’t know that this type of job existed, but I had an academic advisor who could see how my skills could translate to the workforce. I also had, and continue to have, mentors who gave me incredible opportunities to learn and grow my career.
Outside of work, I’m a mom of two young boys. After becoming a parent and prior to diving headfirst into Kirkpatrick Group, a seed I had been pondering began to sprout: How to I work smarter to design the life I want and connect my life inside and outside of the office in a way that makes sense for me? I started truly networking in 2007 when I was an intern, and I would ask mid-level managers to meet me off-site for coffee and a conversation. I knew that the internship wasn’t only about the work experience, but about the relationships I could carry with me throughout my career. In fact, two connections I made during that internship are now a current clients. Looking back, the power of my network was a springboard to creating a life of purpose.
Can you share the most interesting story that happened to you since you started your career?
Some of the most interesting work I’ve done can’t be discussed due to NDA, but I can say that I’ve worked for professional athletes, navigated clients’ potentially business-ending crisis situations, flown on private jets, and fired clients that didn’t treat my team with respect.
You are a successful business leader. Which three character traits do you think were most instrumental to your success? Can you please share a story or example for each?
From an early age, I had high emotional intelligence and then situational awareness. It’s important to be able to read a room and know when to speak up, when to push hard and — most importantly — when to listen.
Listening dovetails into empathy, which is critical in communications, influence and leadership. The ability to not just sympathize with an audience, but to really imagine yourself in their shoes and how they’ll react to information and how it is delivered. Think acquisition communications, mass layoffs or product recalls…as a consumer or an employee, what we really desire is to be seen, heard and understood.
Lastly, confidence in your work and expertise is critical. Communications as a function isn’t always viewed as a strategic lever to achieving business results, so having confidence in the work and approach is crucial. As an intern at my first job, I remember editing a 100+ annual report, and feeling doubt in my suggestions. The vice president at the time stopped by my desk and counseled me to be proud of my expertise. He said, you are an expert at this stuff. Don’t apologize… own it. From that day forward, I held my head a little bit higher.
Ok, thank you for that. Let’s now jump to the primary focus of our interview. Let’s begin with a basic definition so that we are all on the same page. How exactly do you define “Networking?” Is it just about meeting new people?
When people think of networking, often times they think of happy hours with professional organizations or LinkedIn connections. But it’s about creating a life-long Rolodex of trusted professionals who only want what’s best for each other. No competition. No envy. And to establish a connection that’s more than just surface deep, there are three musts: Engage the person. Show gratitude. Stay on the radar.
Networking is the establishment, refinement and enhancement of relationships. Every relationship serves a clear purpose for both people involved. Like an old friend, you don’t have to talk every day to feel close. But like a friend, it’s a two-way street. If you’re always asking and not giving, it’s not a very good friendship.
One key element of networking is engaging without asking for something. This is how you stay on the radar. It could be an email with a link to an interesting article (it used to be newspaper articles cut out and sent in an envelope), a bouquet of flowers for a big workplace win or a promotion, a Kirkpatrick Group sweatshirt as a thank you, or just a hand-written note with kind words. The gesture is small, takes little time, and makes a lasting impression.
I think early in one’s career, networking is about being vulnerable and asking experienced people for perspective and time. Most are happy to give it. And as you gain experience, you have more to offer others. Early in my career, I created a networking spreadsheet with names, contact information, the last time we connected, topics discussed and an estimated time to follow up (usually 5–6 months). Using practical tools like this can help you to build and foster connections.
One thing is obvious, if you are trying to connect with someone, you likely want something from them. And that’s okay. Be up front about it. It could be perspective, an introduction, a review, or an ask. But it is important that the other person sees value in the relationship, too. Be sure you think about what you can offer them, even if it’s not today — it could be something in the future. How can you provide value to this other person?
In today’s digital age, how important is face-to-face networking, and how do you balance it with online networking?
I firmly believe that nothing will replace face-to-face relationships, but I also believe that once a foundation is created, virtual connects are a great way to stay in touch. Phone calls, texts, or a FaceTime coffee catch up can be very impactful.
My team also tries to be camera-on for the majority of our internal and client calls. Also, while my team and I work 100% remotely, we always try to see each other in-person at least once a year. This goes for clients, too. We aim to schedule a face-to-face client meeting or dinner at least once a year.
When calendars are tight, don’t overlook a “just thinking about you” gesture, such as sending a nice text or a $5 “coffee on me” gift card. In my last corporate job, I had trouble getting time on the calendar with one particular executive. He traveled a lot and was incredibly busy, and he didn’t always see strategic value in communications. Eventually, I learned that chocolate was the way to get this attention. When I needed or wanted to connect, I would put a chocolate candy bar on his desk. Within half a day, he’d stop by my office, and we’d talk for 10–15 minutes while he had his snack.
Just like relationship building, networking isn’t necessarily work. It can be fun and rewarding, while also productive and valuable.
How do you maintain and nurture professional relationships over time, both in person and online, to ensure they remain fruitful and mutually beneficial?
For me, professional networking is about learning and celebration. Most of my networking meetings are catching up, celebrating the wins, talking about the missteps (and what was learned). For example, I’m connecting via Zoom with my long-term mentor. There’s no agenda. I do not have a request or a need from him. We’re just touching base, and it’s something we have done at least once a year, but usually twice, for the last 15 years. I’ll ask him about the inner workings of his role, but I also want to know about his family. How’s Ella’s dance, and how Kate’s lacrosse? Sometimes, I have imposter syndrome and wonder why he — a Chief Communications Officer at a Fortune 500 company — would want to give me 45 minutes of his valuable time, but he too believes in networking, in investing in people, in helping them. I’ll answer nearly any question he has about my firm, our clients, our wins, our struggles. It’s a mutually beneficial relationship. The “for no reason” connects are just as important as the “I need your help” conversations.
To bring this full circle, I also find value in carving out time to be this type of a resource or mentor for younger professionals who are navigating through early career milestones. Earlier this year, one of my long-time connections asked me to meet with a recent graduate (a daughter of one of her co-workers). I was happy to do this and provide perspective into a career in PR. We stayed in touch, and eventually I ended up hiring her.
Additionally, I when I feel that individuals within my network would benefit from knowing each other, I like to help them make connections. I’m not territorial about my network. Bringing smart, enthusiastic professionals together is a win for all.
How important is personal branding when it comes to successful networking, and how can individuals develop and maintain a strong personal brand both online and in person?
A personal brand is how people describe you when you’re not in the room. How they’ll describe you when someone asks, “Should I hire her?”
My father told me early in my career that I needed to continually demonstrate my value to the team/company so that I wasn’t “the girl with the long brown hair.” I worked hard to be someone who “is smart and someone we want on this project.” I always had my daily elevator speech that I practiced in the car on the way to work. I was ready if I ran into a senior manager or executive in the hallway and she said, “How’s it going?” Instead of saying, “Oh, pretty well,” I was prepared with something like, “Really great. We just finished our outreach for the announcement, and we exceeded our media coverage goals. Did you see the media report?”
Today as a small business executive, my personal brand is about being professional but approachable. Straight-shooting, honest and reliable. And being confident without being arrogant. Everything I do, every conversation, every email, I try to live this brand. When people connect with me for the first time, that’s what they expect, and that’s what they get.
What is your advice for young professionals who are just starting to build their network? How can they effectively reach out to and connect with experienced leaders in their field?
This may feel like a lot, but it is very simple:
Secure the connection:
- Find common ground then clearly ask to connect live: did you both play tennis? Did you attend the same school? Do you both know the same person or work at the same company? Having a common connection always helps, though “cold” connects are still possible.
- Pro Tip: Cold LinkedIn connects mean very little. Send a note with your connection request. Then, after they accept, reach out via LinkedIn messages and provide your email/phone number. Many professionals prefer email/text communication to LinkedIn messenger.
- Be clear about what you’re asking and what your intentions are. ”I’d love to pick your brain about X, Y and Z and learn X.”
- Offer date/time windows that work for you, and ask them to pick the specific date/time that works for them. Make it easy to schedule and minimize back and forth logistical coordination.
- LOCK IT IN. Send them a calendar invite immediately. Be clear about the location details.
Ensure a meaningful connection/impression:
- Do NOT check in to confirm the meeting as the date nears. It gives them an opportunity to cancel. Assume they will show up. 99% of the time they will.
- Respect their time: Show up, log in, or call. Being early is never frowned upon.
- Pro tip: if you’re meeting in person, buy their coffee. A $5 expense, even for a college student, is worth it in the long run. I promise. I like to send a text/email about 15 min early and say, “Morning! I am here early. What can I get for you?”
- Listen. Great networkers have a lot to offer, but they’ll also ask you about yourself. Bridge the conversation back to them when you can. Example: “I really appreciate all of your questions about me, but before our time runs out, I’d love to learn more about you and your experience…”
After the meeting:
- Write a hand-written thank you note or send a thoughtful email within one to two days. Include one to two specific things you two talked about, or something you forgot to bring up during the chat. Tell them you plan to follow up later in the year.
- Mark your calendar for five to six months from that date to follow up. Consider a reoccurring calendar meeting with yourself every six months to re-connect with that person.
- Actually follow-up! And remember, you don’t always have to meet or ask for something. You can just say hello, provide an update, and ask how they and their family are.
- Remember that holidays are a great time to check in. It doesn’t mean you have to ask for something or set up a meeting. It’s just a good time to give an update… and ask them for an update.
- Repeat.
Do you prioritize quality or quantity of connections? How do you determine when to invest more time in a particular relationship?
Quality for sure, but as you hone your skills as a networker, the quantity comes. There are plenty of people who have connected with me and then never stayed in touch. It’s important to look for the “builders,” as my mentor likes to call them. People who want to build a relationship and invest in it. Avoid those that aren’t builders — we can call them takers. Be responsive, but don’t invest your energy or time into these relationships.
“Investment” is what networking really is at its core. Investing your time, effort, emotions into another person. When you see that the relationship is mutual, that you care about them and they care about you … and you’re both willing to give and help, it’s easy to invest. I like to think about it like a drum beat. Sometimes it is loud and fast and you’re engaging with someone regularly. And sometimes it is soft and slow…you haven’t talked in a while, but the beat remains and you both know it is there.
What are your “5 Strategies for Successful Networking, Both Online and Offline”?
1 . Purposeful intentions: Every interaction with someone should have purpose. A text, a call, a coffee. Know how the other person likes to receive information and invest their time, and modify your approach to them. If they like to meet in person, make that happen. If they prefer an ad hoc phone call, do that.
2 . Gratitude: Thank you notes and follow up emails make a difference. Go beyond a simple “thanks for meeting.” Share exactly what you’re thankful for such as, “We talked about your transition to leadership roles. I’m grateful to have your insights as I begin to do the same.”
3 . Consistency: It is easy to let connections drop and contacts fade. It requires work, time, commitment to be consistency and regularly stay in touch. You never know when your network may provide support with career guidance, a new position, etc. Staying in touch consistently without asking for anything makes it easier to reach out when you do need something.
4 . Little gestures go a long way: Especially for new connections, little gestures help to initiative a friendship or professional connection. They help you to be memorable. They provide balance and allow for mutually beneficial relationships.
5 . Set boundaries: Remember your time, and your contacts’ time, is valuable and limited. This is crucial when it comes to takers. Invest in the builders. But also set your own boundaries. If your schedule is jammed, simply ask to meet a few weeks out. I’ve said, “I want you to have my full attention, so can we meet in two weeks instead of tomorrow?”
What role does diversity and inclusion play in your networking approach? How do you ensure that your network is inclusive and represents a broad range of perspectives and backgrounds?
My purpose for networking is to learn and celebrate, so naturally I try to connect with people with different experiences and backgrounds than me. Diversity in thought and perspective yields the best results.
You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂
I’m not an educator, but I know the education system is broken. I would love to see a total revamp of the U.S. education system from K-12 through higher ed. I don’t have the answers and solutions, but I have passion and conviction for the next generation of leaders. If we can fix a broken system, we can set our children and the world up for a better future for all.
How can our readers further follow you online?
For professional perspectives on communications/PR, managing people, clients and small businesses, follow me on Linkedin.
For PR and communications insights, follow Kirkpatrick Group on Instagram or LinkedIn.
Thank you for the time you spent sharing these fantastic insights. We wish you only continued success in your great work!
About the Interviewer: Athalia Monae is a product creator, published author, entrepreneur, advocate for Feed Our Starving Children, contributing writer for Entrepreneur Media, and founder of Pouches By Alahta.
Highly Effective Networking: Katie Regan Of Kirkpatrick Group On 5 Strategies for Successful… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.