 The session is about networking what we will try and do is to tell you why networking is important and then some tips on networking and then I would like you know a more interactive session where each of us shares their experience of networking and see how it can benefit the others. The whole idea of the session is to see some of the success stories from your own lives and your professional lives and business lives, how networking has helped you and that should hopefully encourage others to network more. It is a very famous book called mega trends and this is what John Nassbit has to say about networking. Essentially once you know to use a technical term once the protocol is established in a particular network where two or more people are communicating then the you know there is a lot of credibility and there is a lot of acceptance of what the other person says say in a forum like this when you talk to your you know other partners here there is already a credibility there is always already a common base that all of you are here attending the session you know you know about each other's background. So, whatever you say starts to have a lot more credibility than you know in your marketing brochures or on what is available on your website this you know the credibility factor increases significantly when you are on a common flat platform like this or many other common platforms that you will be attending later on you know and this way the communication you know as opposed to an email or anything with face to face where there is credibility the efficiency of that communication is greatly enhanced. So, that is the whole idea about networking. What does networking really do it gives you information it gives you information about opportunities your partner might know that a particular state government has a new contract or you know so and so person is like this if he is a potential buyer this is how he behaves or these are his social habits or these are his you know personal likes and dislikes. You get a lot of information which you cannot get otherwise you cannot get it on companies websites you cannot get it you know through magazines newspapers or googling it you will not get that information the sort of information that you can get in in a network situation and also what organizations about new companies coming up about new for example for you guys a new venture capital fund which has come up which is focused on your use because we all do not have every bit of information that we need for doing our business and you never know when that next piece of information is available and from whom it might come from also it helps give platform to give information about yourself about your company about what you want to do in future and so on so forth and that enables the you know the people participating that network to get in touch with you later on in life and tell you hey you know you wanted to do this here is an opportunity and that is happened to many one of us you know so essentially what networking does is as we said earlier it is a form of communication very efficient which is highly credible which and which then can lead to a lot of opportunities and sharing of common knowledge you know I may know some people when we meet and you might want to meet those people and through me you will be able to you know enter my network right. So, it suddenly increases the network by networking you increase your network because once you network with somebody you get introduced to that person's network and so on and so forth any questions or any thoughts or any ideas that you want to share at this point. Networking why network you know in this context thinking social networking would be the right word instead of just networking is it not. Okay so it could you know networking can be business networking can be social networking here the context is of course primarily on business I think we are all here. I meant business social networking I mean social as in business context I said. Right that's right and I agree with that. Any other thoughts? Networking there are certain protocols you said Indian cultural networking is different from US culture right that's what I experienced like in US people go introduce themselves and there is a expectation that you just say this is me and this is what we can do and there's a straight business to business networking. In India I find that culturally a lot of resistance even in me to just proactively go forward and introduce myself in a business context. I agree I agree. Socially yes over a period of time I can approach I can I can tell over after the established relationship is established I can talk about my business and what I can offer but in a business networking I never felt comfortable. Yeah I agree with you. See I think in India we have a lot of importance to our social status and we are somewhat shy we sort of shy as a nation we are a little shy and I guess it's again due to historical reasons and so on and so forth and we are very conscious about status and caste and all those things are still in our minds when we still carry some of the baggage of the past with us but it is slowly disappearing you know and each one of us has to make that extra effort to go forward and you know start that business conversation but sometimes it always therefore helps when you meet somebody and you know you see that he's from L and T or he's from you know ACC then you probably might want to start by saying I know somebody from ACC do you know him ACC has 5000 people right. So you know it is very unlikely that unless he is in the board of directors that person will know him but that's probably a way of establishing a common platform that you know somebody that he knows or she knows and that's equally true for especially in the Indian context if there is a lady then you feel a little more at least some men do feel a little more awkward in trying to introduce yourself you know from the start that's another difference say in Indian and western cultures and ladies would even find it equally difficult to go and introduce themselves to to a man even in a business context and those are the things that the more aware we are of these things the the more likely are we to be able to overcome them but I think the way to a study in India you have to you know start with some reference like you know in India everything works by reference so so does networking so you have to probably start with a reference saying that you know you're from TCS and I had a friend in TCS many years ago it might be of no real relevance but that's the way to you know break the ice so as to speak yeah networking is one of the activities what we would be doing as a setting up a business right now it's a networking outcome of a networking is uncertain in terms of what would happen next yeah so I can't really quantify the value how much time or resources I spend on that how does one take a trade-off it would be very individual on case-to-case basis but then would there be any guideline that how much time to spend on networking okay see I think especially when we are many of us are early stage businesses and we really don't have a well-defined business development process in place most of the time I'm the only market here for my company and you know I start what do how do I start my is to do you know calls what people who may know people who may be wanting our product or service that's that's how you start because you're not going to start cold calling on day one you'll start with getting a few easy clients right and therefore networking is probably one of the best ways for early-stage businesses to get their first clients because the first clients will only come from people with whom you already have some sort of connection and and therefore you need to do that more than when you are a fairly well-established company I'm saying to get clients only for for getting business and then you will network for other reasons but for the first few years of a company's life you're interested in getting primarily two things money and clients so you would spend more and more time on networking doing these two things then you would do later on in your you know in the lifecycle of the business the context as he was saying in the context of India in the first we actually establish a social network then we use the social network to actually do business instead of first establishing a business network and then try to socialize with them first we establish a social because unless somebody remembers me for something it could be a wish I wish him on a new year it could be something it is very unlikely to to get a business relationship going from that point onwards it's so difficult because you know you are actually meeting thousands of people you have to instantaneously decide if you're meeting in a business conference or anything just just meet them hi hello hi and all that then you just filter out how many people you want to go and talk to once again so that your product is might be applicable for them in that context you want to achieve that core but to achieve that good first there should be a an object you're saying it could be a social object like you're saying ACC you know I know somebody from ACC it could be one thing but there could be hundreds of things so in first we established that relationship in India and then go into the business I have seen success through that model okay yeah I believe the primary reason you know as he was saying that we need to establish some sort of a social relationship first be to then go ahead for a business relationship I think that is the result of a stigma that we inherently have with most of the Indians that business is not something really respected or a business person is not somebody who's actually weird as a esteemed individual you know I actually find it you know you know not very relevant in these days because I have been going to some conferences and I find it absolutely comfortable straight away going into going and smashing into somebody and talking about my business what do you do and then try to find some you know collaboration aspects and try to you know probably work out some customer referencing system and and something straight away and I even he doesn't find it you know awkward at all because that is the primary purpose we are there and that is the primary purpose we are communicating him him with so you know I find it absolutely you know I'm intruding to straight away to start a business conversation you know that's just my view so it's absolutely true in a business conference the object is very obvious but in other context you know when you're not you're obviously you can go to ten or five conferences in a year that could be the limitation that will limit your network if we can actually grow in other ways it could be through social networking initially and then try to use because you'll always not have the business conferences right yeah I think there are two parts to it one is as you rightly said it depends on the context if the platform is like this is this is a business this platform is a business context you can straight away start talking about business but if it's a marriage minute most of the stuff that we go to is a marriage or you know some other ceremonies are like a festival and so on there you have to as he probably said you have to do it in in a two-way mode you'll start by saying you know how do you know this person or you know what are your children doing this sort of standard questions or it's very hot today or it's whatever that that's the opening gambit I would say and then move on to say what do you do because straight away you don't ask a person what do you do and sometimes in India it's it sounds a little rude straight away I say you know what do you do and people are not carrying their name tags on their shirt or whatever so you'll have to first preface it with something which is again the common factor by both of you are there in that particular social gathering and then move on to saying you know what do you do or where do you stay and I think in India we ask a few you know we ask quite a few questions before getting down to the point then then going straight to the question so you'll say you know where do you stay where's your office and then you'll start asking about you know so it probably said rightly that it takes a little longer in India to establish that network or establish the business part of the networking then probably in the US or in the West because they've got used to this networking and we are still in the process of doing that so even networking is evolving in India yeah it would be particularly difficult for women don't you think as establishing networks and social context as you said just now just go break the ice imagine okay if it were a business conference I agree sense but but otherwise I know because in India you know especially you know in a wedding format you know the women and the men really don't don't mix because you know they're all on two sides and stuff like that so it is definitely can you suggest some but then I guess probably you could you know it's my guess is as good as yours but if if you already know somebody there and then you you identify that this is the person that you want to meet then you would rather do it via that person then approaching directly because then it will it will look a little awkward yes that's all maybe other people can suggest better ways of doing that this is what came to my mind you see one more thing normally what we do is see we normally mix social concepts with the business which we should not do normally see in a social function so it should work as a social function and if you get an approach yes get the approach and officially you need to seek a confirmation that okay I want to meet you for this purpose then going for a specific specific appointment or with the prayer information maybe more effective otherwise what happens is normally if you start mixing business with social functions then we miss out in the business okay in fact I see it as a advantageous thing for women to connect because you know rather than asking a man directly about the business if you go through his wife or daughter or sister and then you build credibility there that's what the point more probability of getting success and maybe you know the deal that you can clean could be totally off the technical and commercial aspects but I just react to your point and maybe somebody else can react as well the point is do we have that sort of time to just do the social bit in a social gathering and leave the business out for some other time you know people are busy I think we all have a little time especially entrepreneurs have a little time and they want to you know to do things pretty quickly so I think having established a certain social you know connection I see no problem in going on to the business after all in most ways we are all in business right whether you whether we are in academics or we are working somewhere or we are an entrepreneur we are all in doing something which has commercial value right and that's what we are all here for you know and so the I see no problem in moving from a little bit of social or small talk or whatever whatever you might call it and then moving on to why you know what is the main objective of you you're working and so on I don't know if anybody wants to react social I think we are all we all might be in different worlds what a person thinks is networking let's say he meets two three people in a month in his world it's networking for another person meeting 50 people a month is networking so inside of this person's mind two three people people's mind he would even want to go for a holiday with him to before he starts talking about business and for the other person who in his world networking is meeting and talking about his what he can do to 30 40 for him straight talking to talking about business high two three sentences of social connections and then the third sentences I do this what that kind of world I think that's where the social and the business thing is colliding how where is the balance I think it's about the product and the world in which a person is coming from yes it's also we like this kind of meetings so they can also wear some kind of a tag or something like that where they are sure they are what they are doing so web applications or web designing or something so we'll have people coming and talk to talking to them instead of they're going and approaching other people can I make a point I have been throughout in my career I have somehow landed up in a position where I was the only women and there were only guys around right from the time when I attended my first trainers training program at entrepreneurship development Institute of India in 1984 okay there were 22 participants 21 guys 22nd participant women that was me and then I was in marketing at data pro and currently I'm a training and placement officer at Cummins Engineering College and till last year I was the only lady TPO and wherever I went like you know our TPO is always looking out for people who can employ their students and like I would always go and talk to people directly and nobody was offended and especially if you are a woman and I'm also conducted entrepreneurship development programs for women and it is my observation that if a woman goes and approaches a man and she introduces herself as an entrepreneur then men are more likely to support a woman than a man in my very first entrepreneurship development program which was held in 1985 there was this lady who wanted to start her own bakery and she went to the owner of Hindustan bakery which is one of the best bakeries in Pune and she approached him and she said that she wanted to start a bakery now this gentleman at that time had started a new unit his is an established firm but in those days he had started one more unit and he said oh are you interested in starting this bakery then please take over this project report and he handed over his own project report to her similarly I have also conducted a entrepreneurship development program for science and technology women at Thane and there also wherever my ladies went and they approached all the entrepreneurs they got excellent response from those guys this was again in 1986 I had a similar kind of an experience with myself as well as with my women entrepreneurs at Sholapur and Kolhapur then for my EDI program I was in where was I am the bad and even as a training and placement officer I found that whenever I have gone and visited companies at Hyderabad or Bangalore if you are a women and you make a call people listen to you and they give you an appointment also that's an advantage of being a woman you find out in marketing yes yeah it helps being a woman absolutely you see a lot of companies for cold calling will employ women because it's difficult for somebody to you know shoot them off compared to men you know so that that's sort of common knowledge but you know coming back to you know having that you know it's also a matter of confidence that you're confident about your product you're confident about what you are then you are more you know you will go out and meet people we all have different personalities and I'm not getting into personality you know some people are you know aggressive and motive assertive and so on and so forth and they want to go forward and meet people and so on and some people are sort of you know not so outgoing but if you're confident about your product you're confident about the way you know you are then it that is what will egg you on to go forward in any context and and here I'm not only talking about business conferences but even in a social setting because you never know what the next guy might be able to do for you assume that we met some person in a business conference or a social conference we exchanged cards and we said that this is what I can do in terms of you know these my product is what I can serve you or something like that now what do you suggest what do you think is the way forward from there yeah we'll come to that what we should do post that but this is you know how to begin again each one of us has different experiences I'm a smoker so you know usually nowadays of course you can't smoke anywhere but earlier earlier days you could go out in a corner and and smoke and that's that's the place where you start networking because you know you light somebody's cigarette and you say you know hi what do you do and that's how you know a lot of networking happens but that's one example there are so many other examples you just picking up a bottle of water or or whatever and there is always a queue to start con some conversation you know something happens there's a loud noise you know the the PA system goes off these are all you know environmental sort of things which will get you on to speak and of course I'm talking this in general but sometimes you'll have to do targeting networking you know you'll see that this is the sort of people that I want to meet and then find a way to get there especially for you know young entrepreneurs who may not otherwise know these people and we'll come to that later on that's what you are saying you're saying the Americans smile at each other and say hi whatever and and we actually don't and we sort of look very grim and you know serious when we are sitting in in a conference not not maybe on the last day but on the first day all of us were looking sort of because we are in general a little shy so the first thing is you know you smile at the person who's sitting next to you and and you know that's the way to start the communication because that's the first thing of it you know I'm being anything verbal but that's the way to start communication and and then is to you know approach the person and say hello this is me this is what I do and we will come to the next stage of what you should say because you know you don't have a whole lot of time to say what you have to say and start with some you know small talk that's how you start you know say it starting with you know the classic example is about the weather but you could when you are in a particular context you can talk about how this last speaker was whether he was good or is bad or whatever and that's a way to start the conversation or how did the session go and and you know IIT is the the rooms are good the rooms are bad or whatever you know you can that that is the conversation that you can sort of start with and you know what made you come to this event what are you planning to do just getting to know more and more about that person and as you do that you would expect similarly you know questions coming to you and and that's how the conversation will start you know this is how do you introduce yourself is you know you have to because nobody in an environment where everybody is trying to network and there are specific networking and why you know events which happen I don't know if you're aware of Thai it's called the Indus entrepreneurs NASCOM there are many such events which go on you know and on all India bases which are purely networking events there are other networking events like for entrepreneurs there's something called mobile Saturdays there are there there are a whole proto.in is another event which happens all over India city by city throughout the year which is again meant for startups to present their sort of a lot of events happen at engineering colleges and MBA institutes including ours which are meant specifically for early stage companies so there are business plan competitions there are panel discussions these are all events where you can network because apart from you there'll be other entrepreneurs there'll be people looking for jobs there'll be venture capitalists there'll be angels who are there in such events so that's where you can anybody wants to share an experience of getting their first client or their investor through such networking event yeah yeah I was there at the event that you mentioned proto.in yeah where I was there primarily to meet potential investors yeah you know we actually presented a demo there and then that that actually helped as a forum where we could attract attract two or three potential investors and then start negotiating with them on when exactly and how much to invest what will be the valuation and all that stuff so that has helped a lot in terms of not just finding investment but also in getting their valuable feedback about what the product is and how to refine it so that it it can be better adapted to the market and all that because they are the people who have been into a lot of domains have a domain specific knowledge and they have a lot to offer in terms of you know how to fine-tune it so as to you know better position it in the market and all that so it helps in multiple ways and you could as well find somebody who's not an investor who's just there as a visitor and he could be a potential customer or he could find know somebody who could be of a potential customer to you so it helps in multiple dimensions to you know actually attend such events and work with people anybody else like I think in the large event I think the expectation with with somebody walks in has to be to look at I think what you started off with your networking you're not soliciting exactly I that's a very good point yes and so if you go with a mindset of I'm here to solicit and you will walk out after that after two three events which I don't want to go there because nothing happened see in his case yes you were able to get somebody that they actually whether they will turn out to be investors or not is different but the that network is going to help you to grow to the next level and so there are a couple of instances where I met somebody that's the eight years I had not looked at him at all just two weeks ago I found him on one of the networking sites right and he had published and I wrote a book where did the book come from so we started interacting back again so I will you review my book I said find God and send it to me so he just shipped the book across right so it's it was there was no connect at all 2001 was the last I had spoken to him in 2009 is when we connected back again but there was something which both of us could commonly say this is where we met it was tie where we met exactly in one of those events and tie so it's soliciting is going with the intention of soliciting will be a not the right idea to get into a networking space I'm saying don't build too many expectations from that but and the other thing is that it it may not be used lucky that things happened just after that proto.in event but as in his case it it whatever the you know the fruit of that networking happened eight years from now so it can happen anytime you know it there's no time defined thing about networking so it the the event could happen much later yeah I just was thinking you know everyone is different change the pitch depending on the recipient what happens sometimes you meet people from different industries and there is no connect yet they're wonderful people you can learn from you can share from most if our context is learning it really helps because they have something to share about sales process something to share about accounting processes or banking it's just not sales or you know finance show that is just important because once you meet a person once you understand that he's good at this try to learn from that because that learning curve in terms of actual reality or learning because he has the experiential experience of doing it that helped me quite a bit when that context of networking really helped me yeah because getting you know getting to know what are the pain points of your potential customers again networking is a very good platform as you know to know what what is the pain point of your customer and the sort of feedback that you will get in a networking environment you will never get when you go straight in a formal meeting with a potential customer so you can just give a little more background about what happened you know not not any business details but just you know how it sort of took place you're asking in terms of learning yeah learning in terms of learning for example you know business process learning you know for me I was facing this problem of as I shared last time with all of you like you know my operator is having this issue with me and I have to go back and it's a simple idea what he was telling me is you know have testimonials from other people who have worked and at times when this peak hours are there where the traffic is high just see these these things so I just this happened in completely offline industry you know it's it's almost like we cannot relate both industries the guy was talking to me and telling me that no if my peak hours are there it's it's something he is an installer you know he installs networking equipments mobile networking equipments and how they plan for subscribers and he was sharing is he's into installation and all that mobile platform but I'm into totally something else one specific point I remember you know the learning I got is each subscriber is allocated 43 milli air loams of capacity you know that is what is a bandwidth capacity for a phone and that decides how many people can use it simultaneously a network he had that knowledge that is very relevant to my problem but for me he's an installation guy you understand no it's just an installation hardware installation guy you know you just can never predict at any point I could never predict that he might know this information which is very critical to my business to understand what is the network that is the cell phone towers are allocating you know the the wonderful people will be the installers the network guys and the network administrators sometimes they give us so many insights that's the learning I got not yeah as it's not necessarily finance or marketing it could also be getting you know technical help getting customer feedback and so on and so forth in a networked environment talking about how to keep it whether in a social gathering or or even in a business platform you will meet different types of people so you you will have to you know make it if it is a potential customer you will you know put you know change it slightly if it's if it's a potential VC or an investor you'll change it so you'll have to keep on changing that but have those two three pitches sort of ready in your mind so that you're not and so that you can quickly sort of say it off this is specifically about you know events such as these where you know you can you to do targeted networking for an event you know like tie proto whatever so you have to find out who all are going there if they're talking you know if they're speaking at the at the event that make sure that you're there and first in the line before he leaves because they're usually a crowd in all these things all these events you know and and start again you have something to start to talk about the presentation that person made and start from there onwards getting to you know getting getting introduced to him and so on and sort of create an opportunity to meet again so he said what are you what are you thinking about this what will you do in future so that there's an opportunity for you to or you can say that I have this thing would you like to would you like me to come and meet you sometime that sort of thing so that the future so the closure of that short meeting is that there is another meeting that you're going to have with that person the most important thing once the event is over we all go home the cards go here and there and and you know we we're back so emailing the person you know sometimes you know you might want to use the back of your card to to write about the person the event because for example he remembered where that person met him so after nine years is very difficult to remember but if you write down where you met this person what did you talk about because people will remember these little little they might not remember the place but they remember what you talked about so there is an immediate connect you reconnect at the same level as you did you know whatever one two three years ago so that the event and the connect must be captured somewhere so maybe you know put it back off your car and the other thing is that how do you build nurture that network is by providing them even though you're no longer you know face to face being in touch with them you know virtually linked in Facebook there are so many sites you know sending emails sending greetings fine if you remember something that person needed or would be interested in there's an article about that person you can send it to him say I read about your article and so on so it was very nice whatever just to keep that otherwise with with time the the connect starts deteriorating you know and if there are set of people you want to remain in touch then you will have to do that and they will prioritize you can't be doing this all that you know all through your time but you'll see okay this is a category this is be category this is the category these are the guys I always want to remain in touch these guys you know once in a while and and see is you know just a new you are greeting to you know keep in touch and never know what might happen any thoughts on that you know how do you keep in touch with your network any anybody wants to share any thoughts on that I actually use LinkedIn and Facebook and email these three apart from sometimes it helps on New Year they said greetings to you or you give your number across mobile number the greetings on a new year or those kind of locations and then because you're in Facebook you know when his birthdays are his or her birthdays and and all those things also happen there's another tool called Plexo yeah that helps you update your location your what are you up to I mean you're changing phone numbers change in your location and everything it gets synchronized across all the people who are in the Plexo Network so let us say you're shifting your office and you need to update your address so it's not nicely that you have to send a mail to everybody saying that I'm moving or we have moved just update it on Plexo and it gets synchronized with every people on the Plexo Network so that is one tool that I use another aside is maybe you know your school the school that you went to the college that you went to the engineering college try to also be in touch with those people because you know in a particular batch if you know those you know hundred to hundred people then many of them will be in a position to help you sometimes we forget our own you know school and college and networks which are extremely as they say this old boy's network that really works you know not only in India but everywhere else so that's extremely important so that's the end of it so more questions more experiences sharing there's one more thing that I would like to add is like today everybody's connected in the virtual world so there's one more place called names database.com okay so if you have want to connect to anybody who is already there on the virtual world it searches and categorizes them by various tools okay like or code or Facebook it categorize them by your school or by your college and if you just search in once so it keeps you sending a reminder okay I find found a person named so-and-so probably he might turn out your friend or not but that's the way you can search people you have for once you have you've not been touched with right so I just want to touch upon one important aspect of networking that I guess is not covered okay one very very effective way of you know keeping in touch with people is to actually provide them some lead in something that you might have come across that could benefit him exactly that is the best way I mean once you once you provide him hey I found this I found I found one of my potential customers who might be your customer too or you know he may not be of use used to me but this is somebody maybe you whom you can pursue so that will give him a lot of confidence in you know you know that is that is registered in his mind that you have done him a favor and he will he will you know register in his mind that he has to you know reciprocate back sometime and then that will register in his mind that you know whenever he goes to and talks to somebody he'll have me as well in mind you know you know in order to explore whether or not you are a potential customer to not just me but also any of the people in my you know close vicinity I hope you understand what I'm saying yeah so absolutely so whenever I talk to somebody about you know you know in the form of a potential if I see him as a potential customer after I talk to him I may I may find that he's not my potential customer but I still continue the talk yeah I still continue the talk because I know I there's a possibility that you know some of the people that I know you know might be interested in this guy so I'll just pass on his reference to him and that'll be of great value to him as well as the person who am I passing to it absolutely so one of the principles of networking is that you know a and you know be and and you act as the you know the facilitator between getting a and b to meet and then doing some business together and the advantage is that both a and b who are maybe a soul to be or be sold to a whatever really happened that is not so important as both a and b will be willing to do a favor for you yeah and and the whole idea of networking is to also share your resources whether it skills contacts information with the others that's how it it it builds up that's how it it grows I want to share on something which I'm watching it to know little bit I don't know whether some of you are working on it or not it's called social network analysis it's an amazing science in itself it really helps us open as entrepreneurs to what could be the potential things we can address and we can look at it very seriously it's called social networking analysis and there are a couple of research institutes one is based out of Europe and another is based out of a US but these two institutes to a quite a tremendous work in terms of social networking analysis and another way of looking at social networking is through visualization I really recommend visual tools there are an amazing visual tools to look at how you can benefit from LinkedIn you can just log into that portal you know I know there are a lot of tools you know you just have to Google them you have to use the word visual social networking analysis tools so you'll get amazing tools you have to use them use it on LinkedIn use it on Facebook to generate business leads these are the good ways of doing I just thought I shared sure wonderful yeah for some people it is very difficult to communicate with others and they are comfortable going and introducing themselves and talking to them breaking the ice break the ice is very difficult for them so there is a program by landmark forum that definitely opens you up it breaks your barriers and you are very comfortable interacting with people thereafter after you do this program landmark forum conducts its programs here in Pune sorry Mumbai Hyderabad and Bangalore also and at various places they have a website and if you go there it does start transform you it helps you communicate with people freely and you know if you go with an agenda key may escape a genre in this program and I'll try to get something from this person and then it's most probable that it will not happen because yeah absolutely yeah and then you will be disappointed and then you start feeling uncomfortable you are unhappy it shows you start exerting that kind of an aura and absolutely you cannot communicate with people then thereafter and then you will shy away from such programs but this is one program which does help you open up and yesterday I have purchased two books from this bookstore here which is in the campus one is what do you say after you say hello and another book by Edward D. Bono how to make yourself interesting and it's like how to make yourself interesting by Edward D. Bono has a lot of exercises to be done you know so I thought okay that will be very nice if I go through that and even if you can go through those books I think that will be really very nice the website is landmarkeducation.com yeah please go ahead yeah yeah another platform to network is not really a platform but amazing places while travel while traveling it so happened that I was going to attend a wedding in Kerala and the old couple in the train gotten from Coimbatore so they were they were old but very young at heart and they began the con began a conversation and eventually I got to know when they understood in what business I wasn't I got to know that they were looking for a person who could build a web application because they were having an ancestral old hundred-year-old house which they wanted to let out for foreigners and they wanted an online portal for the scene and that's how I helped them and you know got that contact we are still in touch today and he was he is one of the prominent persons in that area because he has a very big restaurant also and it was amazing contact which I got on the train so don't even underestimate a train journey or a bus journey you can you never know when you're you know when that network is going to help you fine thank you very much