WEBVTT 00:00:00.066 --> 00:00:00.646 A:middle >> So, good morning. 00:00:00.646 --> 00:00:02.536 A:middle My name is Sonny Tannan. 00:00:02.946 --> 00:00:06.316 A:middle About May 1st, I just joined the United Way of Central Maryland. 00:00:06.316 --> 00:00:08.526 A:middle So, I'm the new director of business development. 00:00:08.686 --> 00:00:15.076 A:middle So for me, it's, you know, leveraging the expertise of our workforce -- right -- 00:00:15.146 --> 00:00:20.016 A:middle to make sure that taking the historical, the experiential and translating 00:00:20.016 --> 00:00:23.366 A:middle that to something that's meaningful for the companies, and the people, 00:00:23.366 --> 00:00:26.406 A:middle and the business folks, and, you know, the volunteers that are in our community. 00:00:26.406 --> 00:00:32.006 A:middle So for me, it's developing that network or, you know, really cultivating those relationships 00:00:32.006 --> 00:00:33.616 A:middle and finding out where we can be a good fit. 00:00:34.026 --> 00:00:35.986 A:middle Every conversation's going to be a little bit different. 00:00:36.126 --> 00:00:38.446 A:middle But I think there's probably two or three things that should be 00:00:38.446 --> 00:00:39.896 A:middle in every piece of the conversation. 00:00:40.396 --> 00:00:43.686 A:middle There should clearly be a personal connection; right? 00:00:43.686 --> 00:00:44.926 A:middle There should be an introduction. 00:00:44.926 --> 00:00:49.166 A:middle There should be something where, you know, you're genuinely interested in something 00:00:49.166 --> 00:00:50.936 A:middle that this person or this group has done. 00:00:51.366 --> 00:00:52.196 A:middle That's number one. 00:00:52.686 --> 00:00:56.806 A:middle I think there's the meat of the conversation where you want to make sure that you've come 00:00:56.806 --> 00:01:01.006 A:middle into this meeting with the clearly laid out agenda where they know what you're gonna talk 00:01:01.006 --> 00:01:02.986 A:middle about or they've got some things they want to talk about. 00:01:03.386 --> 00:01:05.126 A:middle And we have something that we want to talk about. 00:01:05.466 --> 00:01:07.346 A:middle And then, of course, there's the finale; right? 00:01:07.346 --> 00:01:08.486 A:middle So, there's action items. 00:01:08.776 --> 00:01:12.216 A:middle I think you have to walk away with tier point the specific "ask" 00:01:12.466 --> 00:01:15.116 A:middle or maybe there's something very clearly lined out of, "Well, 00:01:15.116 --> 00:01:18.146 A:middle here's what the next meeting's going to entail and who's maybe who we need 00:01:18.146 --> 00:01:20.156 A:middle to include in that type of follow-up." 00:01:20.506 --> 00:01:25.876 A:middle I think in terms of engagement, I go back to, you know, kind of the different workforce 00:01:25.876 --> 00:01:28.466 A:middle or the generation -- you know, Millennials, GenX, GenY. 00:01:29.136 --> 00:01:32.186 A:middle It's: how do we engage them where it's authentic, 00:01:32.536 --> 00:01:35.416 A:middle where it's something that's meaningful and there's still social impact there? 00:01:35.416 --> 00:01:39.506 A:middle So, I think it's being able to communicate in a way that's meaningful for them 00:01:39.506 --> 00:01:43.216 A:middle and understanding -- of giving them a forum to have that conversation with us. 00:01:43.216 --> 00:01:45.336 A:middle And what they'd like to see us do in the community as well. 00:01:45.616 --> 00:01:49.546 A:middle If it's typically like a coffee or a lunch with somebody in the morning that's at least one 00:01:49.546 --> 00:01:53.336 A:middle or two one-to-one conversations, I'd say there's at least two or three other meetings 00:01:53.336 --> 00:01:55.766 A:middle with organizations or at least a group of people. 00:01:56.096 --> 00:01:57.416 A:middle And it can be a variety of places. 00:01:57.416 --> 00:01:58.946 A:middle It can be at their place of business. 00:01:58.946 --> 00:02:00.326 A:middle It can be at our place of business. 00:02:00.586 --> 00:02:01.496 A:middle It can be out in the community. 00:02:01.496 --> 00:02:06.866 A:middle So a typical day, at least three to four solid and quality meetings. 00:02:07.186 --> 00:02:09.566 A:middle And then a networking event could be anything from a luncheon. 00:02:09.566 --> 00:02:11.626 A:middle It could be something after hours. 00:02:11.886 --> 00:02:14.196 A:middle It can be something at a local startup scene. 00:02:14.196 --> 00:02:18.866 A:middle It could be a luncheon where maybe we have, you know, a key speaker from the NSA 00:02:18.866 --> 00:02:20.726 A:middle or maybe the president of Johns Hopkins. 00:02:20.726 --> 00:02:22.536 A:middle So, it's a variety of people. 00:02:22.536 --> 00:02:26.236 A:middle So that's what's interesting to me is keeping the schedule full and pact. 00:02:26.236 --> 00:02:29.346 A:middle And at the end of the day; I come home and try to wrap up the day, 00:02:29.346 --> 00:02:33.256 A:middle spend some time with my two-year-old and my wife, and, you know, 00:02:33.256 --> 00:02:34.526 A:middle we get set for the next day then.