Women IN: Managing Professional Relationships

The importance of professional networking was the theme of the most recent Intralinks Women IN event in São Paulo, held in partnership with Mattos Filho.


29 April 2019

Mulheres do Mercado: Gerenciando Relacionamentos para Negócios

To discuss this topic, we invited a team of experts: Marcelo Milani, a coach who specializes in the science of human relations; Patricia Moraes, partner at Unbox Capital; Rossana Duarte, partner Mattos Filho; and Luiz Felipe Machado, head of Intralinks Brazil. The event brought together 120 people, both men and women, in São Paulo. Intralinks believes events like this are informative learning opportunities for our community.

Marcelo Milani kicked off the event by saying that empathy is the basis of all relationships. "When I have empathy, I trust the other person. And trust is what generates influence." He cautioned that empathy is not ususally established from purely business conversations. "It’s necessary to create a relationship," added Marcelo, who has been dedicated to the science of human relations for more than 10 years.

Marcelo Milani

Marcelo Milani

Rossana Duarte

Rossana Duarte

Building business relationships is a matter of mindset; you have to be curious about the other person and be open to learning and listening. "The fact of being available is key to cultivating relationships, including professionals. It goes far beyond exchanging cards in an event," said Rossana Duarte, who had to learn how to invest in networking after receiving a feedback from her company. "Once you start investing in relationships, there’s no turning back, because the exchange is real and your network expands more and more," she added.

For Patricia Moraes, networking requires dedication and effort, especially for women in the financial industry, where the environment is predominantly male. "Throughout my career I've been looking for ways to build connections and genuine relationships with people," she said. The possibility of being misinterpreted by a client, boss or colleagues may be an inhibitor for a woman to take the initiative in networking. For these situations, Patrícia recommends a light touch. "Keep doing what you believe, taking the right posture and dealing with judgments or possible constraints with lightness so you do not lose your legitimacy."

Patricia Moraes

Patricia Moraes

Luiz Felipe Machado

Luiz Felipe Machado

According to Luiz Felipe Machado, the ability to build relationships is also fundamental for career development. "Creating spaces for your exposure and cultivating relationships with your superiors is also very important. Sharing experiences with people from other areas can expand your vision within the organization and is a great learning opportunity." Managers must contribute, with their team offering tools for networking. "I truly believe in leading by example. I always try to be a reference of building relationships to my team so they can do the same – or even better than I do. " 

To conclude, Marcelo gave a valuable tip to improve networking skills: "Find your connection with the other person, and from there build the relationship based on three fundamental elements: spontaneity, passive/active listening and curiosity."

A Portuguese version of this story can be read here.

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