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The Edge for March 2018

An Exclusive Article for NJ ChamberEdge

It can take mere seconds to create a first impression. And making sure that the first impression is a good one can pay off handsomely. It can help you get a great promotion, land a major client or secure an outstanding hire. It can even get you your next job. We asked New Jersey Chamber of Commerce members to share their secrets for creating a positive first impression. The answer, it seems, comes down to four things: Be prepared, be genuine, be respectful and be a heck of a good listener.

 

Walter BraschConnect on a Human Level

I never begin by talking about myself! I always ask questions that will get others to talk about themselves. Where did you grow up? Where do you live now? Do you have kids? What are your hobbies or what are your personal interests? I learn more about them on a personal level. I don’t talk about business unless they do. If they are passionate about something, I try to discuss similar passions. I also explore ways I can help them. I’ll say, If I can ever be of assistance to you personally or professionally, let me know. They may be looking for a career change or they may be looking to get their son or daughter into a school. If you approach it that way, usually people won’t forget that. I recommend the Dale Carnegie book “How to Win Friends and Influence People.” My own copy is marked up. The things in that book are timeless. No matter the technological advancements, people still need to connect on a human level.

– Walter J. Brasch, CPA Partner & Chief Business Development Officer, PKF O'Connor Davies, LLP

 
Charles Ludmer Imad Khoury

Don’t Leave your First Impression to Chance

Do your homework on the people you are meeting so you can speak to their backgrounds or interests. If you are attending a networking event, learn about the organization, the attendees and relevant news. Have ideas when you walk in the door. The more you prepare, the more you can offer. Align your personal appearance, such as grooming and style of dress, with the environment you are entering. Hone your verbal communication skills and nonverbal cues such as body language. A firm handshake and appropriate degree of eye contact exudes quiet confidence. Also, people notice when you talk too much – listening well is a critical communication skill.

– Charles Ludmer, Chief Practice Development Officer, CohnReznick LLP; and Imad Khoury, National Director of Talent Acquisition, CohnReznick LLP

 

Kim HanemannRemember - Interns Are Evaluating You

The talented young men and women who serve as our summer interns are trying to make a good first impression on us, so I try equally hard to make a good impression on them. After all, while we are evaluating them for possible future opportunities, they are evaluating us to determine whether PSE&G is the right company for them. At PSEG, we have a strong workplace culture built on mutual respect. I want these interns to feel respected from day one.

– Kim Hanemann, Senior Vice President of Delivery Projects and Construction, PSE&G

 

Gregory MelaraVisualize a Positive Outcome

When crafting a first impression, people are taking a mental photo of how you look, how you make them feel, of your body language, whether you appear confident and if you come off as trustworthy. They assess all of these elements in under 10 seconds. A few simple strategies can make any first impression positive. First, be mindful and keep your focus on the person you are meeting. Don’t look over their shoulder for someone else. Put the cell phone on vibrate. If possible, do some homework beforehand to find out as much as you can about the person to give yourself some talking points. Take a genuine interest in the person you are meeting. Talk in terms of their interest and be an engaged listener. Look the part and be the part. When interviewing for a job dress appropriately, and if in doubt, err to the side of conservative. Have a positive mindset. Visualize a positive outcome and go there with your mind so that when it’s time, you are ready and prepared. Lastly, be yourself.

– Gregory C. Melara, Market Executive, Merrill Lynch – Delaware/South Jersey

 

Ralph ThomasFollow These Five Rules

I have the same philosophy now as I did when I started my career. First, prepare. Know who you’re meeting, what they care about, and what they might need from you -- and be on time for the meeting. Second, be mindful of how you appear. You want to be sure that you are portraying the image that presents you in the best light, so dress appropriately for the occasion. Third, watch your body language. Stand tall, smile, make eye contact and greet people with a firm handshake. Fourth, remember it’s not all about you. Approach others with a genuine interest in who they are. Listen and look for ways to help. Your goal is to show that you understand the problem the other person is trying to solve and how your skills put you in a position to help. Fifth, follow up. Even when the conversation is over, your job isn’t done. To ensure a good first impression sticks, send a personalized note of sincere appreciation.

– Ralph Albert Thomas, CEO & Executive Director, NJCPA

 

Dennis WilsonEngage, Listen…and of course, Smile

Dress well, be engaging and forthright, and create the opportunity for a two-way dialogue. Know as much as possible about the person on the other end of that handshake. And, since we learn more by listening than talking, it is important to engage any new contact by demonstrating genuine interest in their lives, careers and goals. Let that individual have the stage to share – and, create your presentation accordingly. As an expert in strong oral health, I’d be remiss, of course, if I didn’t mention the critical importance of a strong, yet friendly smile. In fact, research underscores that a healthy, confident smile is a critical component in connecting positively to others.

– Dennis Wilson, President & CEO, Delta Dental of New Jersey

Responses for this article were edited for space and clarity.

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Newsmakers

As Jennifer Shimek transitions to a new leadership role at KPMG LLP, the company announced Jeffrey Knight has succeeded her as office managing partner in Short Hills.


Ernst & Young LLP appointed Eduardo Villa to serve as the Iselin office managing partner. In his new role, Villa oversees more than 1,200 EY professionals. Villa has been with EY for more than 22 years and has served as the New Jersey Tax Market Leader since 2019.


EisnerAmper has appointed David Frigeri to serve as partner and chief artificial intelligence officer. Frigeri will work with leadership to integrate AI, machine learning, and automation into EisnerAmper’s services to enhance client value and operational efficiency.


Fortune magazine named Merck, Hackensack Meridian Health and Atlantic Health System among the country’s 100 best companies to work for in its latest such list, released April 2. The 100 Best Companies to Work For list honors businesses that build a high-trust workplace environment, and is based on employee surveys.


Public Service Electric & Gas was recognized by J.D. Power as the top utility for residential customer satisfaction in both the electric and gas customer service categories in the East Large Segment for 2024. This achievement marks the second time PSE&G has earned this prestigious dual recognition for its residential customer satisfaction.


Prudential Financial has expanded the role of Caroline Feeney, appointing her as CEO of Global Retirement and Insurance Businesses, a newly created position that will oversee the company’s domestic and international retirement and insurance operations.


Former NJ Transit General Counsel Brian Wilton is joining the national bipartisan government affairs practice of Newark-based McCarter & English LLP.


Kenvue Inc., the maker of well-known brands like Neutrogena, Listerine, Aveeno and Tylenol, held a ribbon-cutting ceremony March 19 for its new, 290,000-square-foot global headquarters in Summit. The company has officially moved its headquarters from Skillman.


South Jersey Industries has donated $46,000 to the Southern New Jersey Chapter of the American Red Cross. The gift includes $23,000 in pledges from SJI employees as part of the company’s annual giving campaign, matched dollar-for-dollar by SJI. In total, this year’s campaign raised $350,000 for various organizations – a new record for the company.


Rowan University’s Edelman Fossil Park & Museum in Mantua opened March 29. It features towering dinosaur models, interactive exhibits, and a quarry where visitors can dig for fossils.


Thomas Edison State University has appointed Dr. Henry Collier as the new dean of its School of Science and Technology, effective April 7. Collier, a cybersecurity and artificial intelligence expert with more than 15 years of experience in higher education, will lead the school’s efforts to expand its programs and prepare students for careers in emerging technologies.


Robert Wood Johnson University Hospital, part of RWJBarnabas Health, and Rutgers Robert Wood Johnson Medical School recently received a $2.4 million grant to develop technology to better manage patients presenting with heart attacks.


RWJBarnabas Health celebrated the grand opening of its largest academic ambulatory outpatient facility, a 15-story ambulatory medical pavilion on the Robert Wood Johnson University Hospital campus in New Brunswick.


CentraState Medical Center, part of Atlantic Health System, unveiled the Hersh Pediatric Center at CentraState, a facility that combines advanced pediatric emergency and inpatient services in one family-friendly location.


Cooper and Inspira Cardiac Care team members at Cooper University Hospital in Camden were excited to announce they surpassed 1,000 cardiac surgeries in 2024, the highest number in South Jersey, and third highest in the state


The New Jersey Economic Development Authority Board approved the creation of the New Jersey Film Works Grant Program and entered into Memorandums of Understanding with Montclair State University and Brookdale Community College to expand film and digital media workforce development initiatives.


Merck has signed a licensing agreement for a heart disease drug with Jiangsu Hengrui Pharmaceuticals worth up to $2 billion. Merck will get exclusive rights to develop, manufacture and sell Jiangsu Hengrui Pharmaceuticals’ experimental oral heart disease drug, HRS-5346, worldwide, except in the China region.


Jefferson Health in New Jersey announced its newly elected medical staff officers, who will serve two-year terms. Dr. Gopika Banker was named medical staff president; Dr. Gerardo Varallo was named medical staff vice president; and Dr. Siddharth Bhimani was named medical staff treasurer.