How to Work a Party Like a Politician Works a Room

The Politician's Six-Point

Party Checklist

When invited to a party, most of us waft into a fluffy thought process. Our random reverie goes something like this: "Hmm, this

could be fun. . . . Wonder if they're going to serve food. . . . Hope

it's good. . . . Might be some interesting people there. . . . Wonder if my friend so 'n' so is coming. . . . Golly, what should I wear?"

That's not the way a politician thinks about a party, however.

While politicians, heavy-duty networkers, serious socializers, and

big winners in the business world are staring at the invitation, they

instinctively surf to a different channel. Before they RSVP with

"yes" or "no," their brains craft journalistic campaign questions.

It's the Six-Point Party Checklist. Who? When? What? Why?

Where? And How?

Let's take them one by one.

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Who Is Going to Be at

the Party?

More specifically, who will be there that I should meet? Serious

networkers calculate "Who must I meet for business? Who should

I meet for political or social reasons?" And, if single and searching, "Who do I want to meet for possible love?"

If they don't know who is going to be in attendance, they ask.

Politicians unabashedly telephone the host or hostess of the party

and ask, "Who's coming?" As the party giver chats casually about

the guest list, politicians scribble the names of the people who

interest them, then resolve to meet each.

When Should I Arrive?

Politicians do not leave arrival time to whenever they finish getting dressed. They don't ask themselves, "Hmm, should I be fashionably late?" They carefully calculate their estimated time of

arrival and estimated time of departure.

If the party is bulging with contacts, biggies get there early to

start hitting their marks as each arrives. VIPs frequently come early

to get their business done before party regulars who "hate to be

the first one there" start arriving. They are never embarrassed to

arrive early. After all, the only people who see them are other early

arrivals who are often heavy hitters like themselves.

Nor will you find politicians prowling around, the last to slink

out the door. Once they've accomplished what they set out to do,

they're on their way to the next opportunity. If their agenda is

more social, they try to leave their departure time open and their

aprés-party schedule free. That way, if they make an important

new contact, they can stay around and talk with him. Or drive her

home. Or go somewhere else for coffee.

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What Should I Take with Me?

A politician's checklist is not the usual, "Let's see, my comb,

cologne, and breath mints." They pack more functional networking tools in their pockets or purses.

If corporate cats will be prowling the party, they pack a pocketful of business cards. If it's a gala where people are gadding about

on the social ladder and they want to exude old-world elegance,

they grab a handful of social cards containing only their name and

possibly an address and phone number. (Some feel giving out a

business card in a purely social setting can be gauche.) The most

vital tool in their party pack is a small pad and pen to keep track

of important contacts.

Why Is the Party Being Given?

The politician's perpetual philosophy of "penetrate the ostensible"

enters here. (That's just a fancy way of saying "look under the

rug.") They ask themselves, "What is the ostensible reason for the

party?" A big industrialist is giving his daughter a graduation

party? A newly divorced executive is throwing himself a birthday

bash? A floundering business is celebrating its tenth year?

"Nice," politicians say to themselves, "that's the ostensible. But

what's the real reason for the party?" Maybe the industrialist wants

to get his daughter a good job so he's invited dozens of potential

employers. The birthday boy is single again so the guest list is

heavy with attractive and accomplished females. The business desperately needs good PR if it's going to stay around another ten

years. So they've invited the press and community makers and

shakers.

Politicians have expert under-rug vision to spot the host's real

agenda. They will, of course, never discuss it at the party. HowHow to Work a Party Like a Politician Works a Room 267

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ever, the insight elevates them to a shared state of higher consciousness with other heavy hitters at the bash.

Their knowledge also makes them valuable agents for the

party giver. A savvy politician introduces the job-seeking daughter to some executives at the party or tells the most alluring women

at the bash what a great guy birthday boy is. When chatting with

reporters, he talks up the host's business that needs good PR.

When people support the real why of the party, they become

popular and sought-after guests for future events.

Where Is the Collective Mind?

Often people from one profession or one interest group will comprise most of the guest list. A politician never accepts any invitation without asking herself, "What kind of people will be at this

party, and what will they be thinking about?" Perhaps there will

be a drove of doctors. So she clicks on the latest medical headlines

and rehearses a little doc-talk. If the guests are a nest of new-age

voters, the politician gets up to speed on telepathic healing, Tantric

toning, and trance dancing. Politicians can't afford to not be in the

know.

How Am I Going to Follow Up on

the Party?

Now, the big finale. I call it "Contact Cement." It's cementing the

contacts the politician has made. After meeting a good contact

and exchanging cards, practically everyone says, "It's been great

talking to you. We'll stay in touch."

This good intention seldom happens without herculean effort.

Politicians, however, make a science out of keeping up the contact. After the party, they sit at their desks and, like a game of solitaire, lay out the business cards of the people they've met. Using

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"The Business Card Dossier" technique described later in this section, they decide how, when, and if to deal with each. Does this

person require a phone call? Should that one receive a handwritten note? Shall I E-mail or call the other one?

Use the Six-Point Party Checklist—the Who? When? Why?

Where? What? and How? of a party—as your general game plan.

Now let's get down to specifics.