Infotrade

We've probably all done it at one time or another: emptied our pockets the day after a big networking event, found a wad of business cards, and tried to recall, "Now, who were these people again? And why exactly did I think I wanted their cards?" Collecting that fistful of cards is a reflex for many people who vaguely intend to make the most of such business opportunities. But taking more deliberate steps can yield better results. "Lots of opportunities are wasted at business gatherings, because people often don't know how to turn a brief conversation into a relationship," observed Arlene Isaacs, president of  Respectful Communications , whose coaching clients have included Fortune 50 CEOs, numerous entrepreneurs, a U.S. chief of protocol, and a Miss Universe. Ms. Isaacs' prescription for networking effectively: Start with a clear idea of why you're attending a gathering and what you hope to get out of it. If one of your goals is to introduce yourse...