Faceless meetings

My job has many good points and just the occasional bad one. Overall though, the best part has to be the networking. I'm appreciative that as an Editor I get the opportunity to meet so many different people in all areas of the pharmaceutical industry, including lab technicians, product managers, senior scientists, CEOs and politicians — not to mention all the press and PR agencies.

Gurminder Marwaha

Now, while it's easier to maintain these relationships by e-mail (and like most people I do this every day), I prefer getting out and meeting people in person — for me, that's the key to building successful networks and friendships. But, it has to be done in the right way; for example, during my first CPhI 4 years ago in Paris, I would try to blitz my way through the exhibition, walking onto as many stands as possible, thrusting business cards into strangers' faces and thinking that everybody would send me an e-mail the minute they got back into the office. How wrong I was and how quickly I learned.

This year's CPhI expo (ironically back in Paris) was a much better experience as I once more blitzed through the halls, but this time it was all about renewing acquaintances, catching up with people I hadn't seen since the last CPhI, meetings over a coffee and croissant, and catching up on all the 'off the record' industry gossip. I still met my fair share of new contacts, but unlike previous years, I now understand that the process of developing a meaningful business relationship from that initial meeting will take time. Of course, there's no upper or lower limit as to how long it will take, but what I do know is that the foundation will be one of trust and understanding, which will only develop from meeting in person.

Personally, I find that while e-mail is quick and convenient, it's too easy to hide behind (particularly when you're too scared to say something in person) and, ultimately, faceless. Speaking from experience, I believe it's simply a very lazy way to do business. My advice? Be constructive and get out there, network at industry events and be seen; but most of all, just make the effort to meet new and existing contacts in person — it's much more rewarding.