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Full episode transcript via Apple Podcasts:

00:00:01.200 –> 00:00:03.180
Roddy: Hi, Jim Roddy here from the RSPA.

00:00:03.180 –> 00:00:06.920
Roddy: Welcome to a special episode of The Trusted Advisor podcast.

00:00:06.920 –> 00:00:12.980
Roddy: What makes it special is in about 90 seconds, I’m going to turn the microphone over to four RSPA members.

00:00:12.980 –> 00:00:17.680
Roddy: So they’re graduates of the RSPA Leading Conversations Bootcamp.

00:00:17.680 –> 00:00:20.680
Roddy: That’s a new program that we piloted in 2024.

00:00:20.680 –> 00:00:23.360
Roddy: It’s really taken off in 2025.

00:00:23.360 –> 00:00:31.680
Roddy: What we had noticed is in our industry, the Retail IT channel, there weren’t many women that were on stage at conferences.

00:00:31.680 –> 00:00:32.880
Roddy: Same for the RSPA.

00:00:32.880 –> 00:00:35.200
Roddy: We’re not just looking at other conferences as well.

00:00:35.200 –> 00:00:36.660
Roddy: There weren’t enough women on stage.

00:00:36.660 –> 00:00:38.840
Roddy: One industry event actually really triggered this.

00:00:38.840 –> 00:00:41.840
Roddy: I counted 38 people speaking on stage.

00:00:41.840 –> 00:00:44.700
Roddy: Only one woman was on stage.

00:00:45.620 –> 00:00:52.040
Roddy: We realized we can’t promote other organizations to put a channel chief or a leader, or a president, or a vice president on stage.

00:00:52.040 –> 00:01:04.900
Roddy: What we said, what we can do from an RSPA standpoint, is train some of these women to be moderators, and that way they could be on stage and get more exposure, and people would be able to hear their voices as well.

00:01:04.900 –> 00:01:07.800
Roddy: That’s what the Leading Conversations Bootcamp does.

00:01:07.800 –> 00:01:15.460
Roddy: It builds skill with both online training for the RSPA Accelerate Program, and then some live interactive bootcamp sessions that we do.

00:01:16.000 –> 00:01:26.640
Roddy: It teaches everybody the skills, the knowledge and the skills that it takes to be a moderator, but then also just to lead conversations in general, especially at their organization.

00:01:26.660 –> 00:01:30.380
Roddy: RSPA VP of Education and Events, Kathy Meader leads those.

00:01:30.740 –> 00:01:38.960
Roddy: Again, we’re very proud of the skills that it’s developed and all the bootcamp participants, and also the confidence that’s developed in them building their skills.

00:01:38.960 –> 00:01:47.720
Roddy: You’re going to be able to enjoy some feedback and some conversations with some leading conversations bootcamp participants today.

00:01:47.720 –> 00:02:01.540
Roddy: I’m also jumping in now before we get to the podcast to give you that background, and then also remind you to be sure to register for RetailNOW 2025, the Retail IT Channel’s number one trade show, education conference and networking event.

00:02:01.540 –> 00:02:04.560
Roddy: We’ve been talking about in the podcast for the last several months.

00:02:04.560 –> 00:02:11.400
Roddy: This year’s event is just about a month away, July 27th through 29th at Caesar’s Palace in Las Vegas.

00:02:11.400 –> 00:02:25.680
Roddy: Now, new for RetailNOW this year is the focus of the event will be helping Retail IT VARs and ISVs better compete against what we call the Margin Obliterating VC-backed 800 number one size fits all POS providers who don’t have a channel.

00:02:25.680 –> 00:02:33.600
Roddy: For all the details about the show and to register, visit the RetailNOW website today at gorspay.org/retail now.

00:02:33.600 –> 00:02:37.320
Roddy: That’s gorspay.org/retail now.

00:02:37.320 –> 00:02:46.020
Roddy: Now, finally, before I duck out, I also want to say thank you to our sponsors who support the RSPA community and make this podcast and video series possible.

00:02:46.020 –> 00:02:52.640
Roddy: Our Platinum sponsors Blue Star, our Gold sponsors are Cocard, Epson, Heartland, and ScanSource.

00:02:53.060 –> 00:02:55.900
Roddy: I’m punching out for the next half hour or so.

00:02:55.900 –> 00:02:58.580
Roddy: I will see you on the other side of the podcast.

00:02:58.580 –> 00:03:03.020
Roddy: Enjoy this special episode on Retail IT Channel Networking best practices.

00:03:12.788 –> 00:03:19.608
Antonson: We have a special episode of the Trusted Advisor podcast and video series powered by the Retail Solutions Providers Association.

00:03:19.608 –> 00:03:25.888
Antonson: Our goal on the pod is to accelerate the success of today’s and tomorrow’s leaders in the retail IT industry.

00:03:25.888 –> 00:03:31.788
Antonson: I’m Christine Antonson, Program Manager, RSPA member at Synovus, and I’ll be your host today.

00:03:31.788 –> 00:03:34.948
Antonson: Thank you so much for joining us.

00:03:34.948 –> 00:03:39.248
Antonson: Networking, it isn’t just about trading business hellos.

00:03:39.808 –> 00:03:44.468
Antonson: It isn’t about sending another connection request on LinkedIn.

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Antonson: At its best, it’s about building real relationships, the kind that lead to unexpected opportunities, to meaningful friendships, and sometimes career-changing support.

00:03:54.208 –> 00:03:57.148
Antonson: Having a strong network can make all the difference.

00:03:57.148 –> 00:04:02.028
Antonson: It can mean finding mentors that are going to guide you, sponsors who will advocate for you.

00:04:02.028 –> 00:04:06.288
Antonson: In today’s panel, we’re going to hear some honest personal stories about what that looks like in real life.

00:04:06.928 –> 00:04:11.888
Antonson: Our panelists will share how networking through the RSPA has helped them shape their path.

00:04:11.888 –> 00:04:15.888
Antonson: Whether it’s a chance encounter, or whether it was an intentional connection.

00:04:15.888 –> 00:04:22.568
Antonson: We’ll also talk about those moments when networking feels awkward and maybe exhausting.

00:04:22.568 –> 00:04:28.848
Antonson: So I hope this conversation leaves you feeling inspired and gives you some practical ideas to take with you.

00:04:28.848 –> 00:04:30.968
Antonson: So let’s jump in and meet our panelists.

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Antonson: First, we have Crystal Barrineau.

00:04:35.648 –> 00:04:38.028
Antonson: Crystal is the Creative Director at OrderCounter.

00:04:38.028 –> 00:04:46.448
Antonson: OrderCounter is a processor agnostic ISV, and they’re known for their hybrid point of sale solution, which is built for the hospitality industry.

00:04:46.448 –> 00:04:55.348
Antonson: Crystal has 18 years of experience in design and branding, and she brings a creative customer first approach to everything that she does.

00:04:55.348 –> 00:04:59.688
Antonson: Crystal leads in storytelling, in marketing, and in partner engagement efforts.

00:05:00.228 –> 00:05:05.388
Antonson: She focuses on empowering restaurants and small businesses.

00:05:05.388 –> 00:05:10.188
Antonson: She’s also an urban sketcher and believes that creativity is a true business asset.

00:05:10.188 –> 00:05:13.368
Antonson: And our second guest is Melissa McGrath.

00:05:14.908 –> 00:05:17.788
Antonson: Melissa lives and works in Myrtle Beach, South Carolina.

00:05:17.788 –> 00:05:21.288
Antonson: For 20 years, Melissa has been the Vice President of Value Systems.

00:05:21.288 –> 00:05:36.888
Antonson: Value Systems is a company that provides technology solutions such as point of sale processing and failover backup to restaurants across the Southeast.

00:05:36.888 –> 00:05:43.008
Antonson: Melissa handles a variety of responsibilities, including human resources, marketing, and mentoring.

00:05:44.448 –> 00:05:48.448
Antonson: And last but not least, we have Megan Farley.

00:05:48.448 –> 00:05:51.568
Antonson: And Megan Farley is the Account Manager at Electronic Office.

00:05:51.568 –> 00:05:57.748
Antonson: They’re a West Des Moines-based provider, point of sale, and merchant services for bars, restaurants, and retail businesses.

00:05:57.748 –> 00:06:06.728
Antonson: With the focus on gaining and retaining accounts, Megan plays a key role in helping businesses streamline their operations with reliable point of sale solutions.

00:06:06.728 –> 00:06:12.328
Antonson: She’s passionate about community engagement, and she’s dedicated to building strong relationships with her customers.

00:06:12.328 –> 00:06:18.768
Antonson: So with all of that, let’s go ahead and jump in to our first question.

00:06:18.768 –> 00:06:20.648
Antonson: And that will go to Megan.

00:06:21.988 –> 00:06:33.348
Antonson: So, Megan, what is your go-to strategy for making networking interesting when you’re meeting someone for the first time?

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Farley: Sure.

00:06:34.028 –> 00:06:40.928
Farley: So last fall, I sat in on a discussion with someone who’s local to the area.

00:06:40.928 –> 00:06:42.668
Farley: His name is Danny Byers.

00:06:42.668 –> 00:06:57.768
Farley: And he made a statement that kind of changed the way that I went about networking, which was, stop asking questions about work, which was kind of crazy because that’s why we’re all here, right?

00:06:57.768 –> 00:07:09.948
Farley: We all go to networking events to help network with other people in our industry and meet other people that can be your channel partner.

00:07:09.948 –> 00:07:18.508
Farley: However, he explained that when you go into a networking event, you are asking the same questions that everyone else is asking.

00:07:18.908 –> 00:07:20.788
Farley: What do you do?

00:07:21.168 –> 00:07:22.588
Farley: What’s your role?

00:07:22.588 –> 00:07:24.628
Farley: How long have you been there?

00:07:24.668 –> 00:07:37.208
Farley: He encouraged myself and others to start asking more personal questions and try and build genuine connections, which would be like, what did you do this weekend?

00:07:37.208 –> 00:07:38.668
Farley: Where’s your family from?

00:07:38.668 –> 00:07:40.068
Farley: Are you from here?

00:07:40.068 –> 00:07:46.928
Farley: And just really get to know them because work-related questions are just authentically going to come up later in conversation.

00:07:46.928 –> 00:07:56.708
Farley: It doesn’t have to be the starting point, so that’s kind of what I do and what I’ve used since then to go about networking.

00:07:56.708 –> 00:07:58.248
Antonson: That’s great.

00:07:58.248 –> 00:08:05.468
Antonson: I really like how simple that is and it’s kind of easy to forget, you know, that basic advice.

00:08:05.468 –> 00:08:13.488
Antonson: Crystal, with your creative background, you probably have some good advice as well for when you’re meeting someone for the first time.

00:08:13.488 –> 00:08:19.868
Barrineau: Well, for my first instinct is to put people into headlocks because I’m just obsessed with random hobbies.

00:08:19.868 –> 00:08:27.068
Barrineau: But for professional settings, I like to start out with what’s something I’m genuinely curious about.

00:08:27.068 –> 00:08:34.768
Barrineau: So as someone who’s obsessed with small businesses and the stories behind them, just like Megan, I try not to walk in thinking like who am I going to impress?

00:08:34.768 –> 00:08:37.968
Barrineau: I walk in thinking, how am I going to help them?

00:08:37.968 –> 00:08:40.368
Barrineau: What’s exciting them right now?

00:08:40.368 –> 00:08:43.908
Barrineau: So I’m not going to treat every interaction like a custom experience.

00:08:43.908 –> 00:08:49.448
Barrineau: So maybe instead of, what do you do, which leads back to work, what’s exciting you right now?

00:08:49.448 –> 00:08:55.948
Barrineau: Or maybe what’s one thing that you’re working on right now that’s just super fun or very passion-based.

00:08:55.948 –> 00:09:00.408
Barrineau: So that question gives people permission to talk about what matters to them.

00:09:00.408 –> 00:09:04.848
Barrineau: Most of the time it’s personal and let’s focus on the job title.

00:09:04.848 –> 00:09:11.008
Barrineau: So networking gets interesting when you stop trying to sell yourself and instead just get curious about the person in front of you.

00:09:14.408 –> 00:09:14.928
Antonson: That’s great.

00:09:14.928 –> 00:09:18.188
Antonson: Melissa, do you have anything you’d like to add?

00:09:18.188 –> 00:09:28.288
McGrath: What I would say is when I generally meet somebody for the first time, I really just try to be myself, my authentic self and then I also really just listen.

00:09:28.288 –> 00:09:34.888
McGrath: I usually don’t say a whole lot and I just try to glean from them what they’re trying to say and what they’re about and who they are and things like that.

00:09:37.388 –> 00:09:38.548
Antonson: That’s great.

00:09:40.868 –> 00:09:45.888
Antonson: I’m not going to pick on you, but I’m going to pick on you a little bit, just a little bit.

00:09:45.888 –> 00:09:48.168
Antonson: Okay.

00:09:48.168 –> 00:09:55.728
Antonson: From your perspective, how is networking with RSPA members, how has that potentially positively impacted your business?

00:09:55.728 –> 00:10:06.448
McGrath: It’s been really great because we’ve actually been able to talk candidly with other VARs and ISVs about particular products or services that maybe they’ve used and tried out in the field.

00:10:06.448 –> 00:10:13.528
McGrath: And we’ve gotten to find out if they’ve used it for one year or several years, and if it was really good or maybe it wasn’t so great.

00:10:13.528 –> 00:10:17.468
McGrath: And they’ll say, no, these are the pitfalls with this particular product.

00:10:17.468 –> 00:10:26.928
McGrath: So it’s really helped us make informed decisions before we adopted a new product or service or partnered with a vendor even.

00:10:26.928 –> 00:10:28.088
McGrath: So it’s been really good for us.

00:10:29.108 –> 00:10:42.068
Barrineau: Yeah, I’d like to add to is what really changed things for us is we besides just getting a booth, we’ve been doing this for at least been part of RSPA for almost 10 years.

00:10:42.068 –> 00:10:48.308
Barrineau: But the first seven, all we did was just slap a booth together and go, okay, we’re thinking about just kind of pulling back a little bit.

00:10:48.308 –> 00:10:52.208
Barrineau: And so we were really encouraged like, hey, why don’t we just actually try to engage?

00:10:52.208 –> 00:10:57.808
Barrineau: There’s so many communities involved and maybe try working at this event and attending this.

00:10:57.808 –> 00:11:01.868
Barrineau: And once we actually started to engage, everything shifted.

00:11:01.868 –> 00:11:04.748
Barrineau: So there is a real power in a collective.

00:11:06.008 –> 00:11:12.088
Barrineau: So what stands out for us is that there’s that friendship and camaraderie.

00:11:12.088 –> 00:11:16.828
Barrineau: So you’re never really going to make friends like you were in high school, because those years are gone.

00:11:16.828 –> 00:11:23.348
Barrineau: And it kind of feels like the RSPA kind of gives you that community back and that camaraderie that you might have experienced in school.

00:11:24.368 –> 00:11:30.088
Barrineau: You’ve got, of course, you’ve got some of your closer, you know, you’ve got your cliques and maybe some of your closest circle of friends.

00:11:30.088 –> 00:11:33.248
Barrineau: But instead of going to the same classes, you’re sharing the same experiences.

00:11:33.248 –> 00:11:41.508
Barrineau: And it kind of makes you feel not so alone when you’re maybe just like starting out as an ISV or anything really.

00:11:41.508 –> 00:11:46.928
Barrineau: So at the end of the day, there’s real power in community and the RSPA gives you that.

00:11:47.988 –> 00:11:50.828
Antonson: That’s really, I really like that.

00:11:50.828 –> 00:11:53.668
Antonson: No one ever wants to go back to high school, but it is difficult.

00:11:53.668 –> 00:11:54.308
Barrineau: No.

00:11:58.848 –> 00:12:10.288
Antonson: So can you share time with us when maybe some of the networking helped you overcome some self-doubt or maybe questioned why am I here?

00:12:10.288 –> 00:12:11.468
Barrineau: Sure.

00:12:11.468 –> 00:12:18.568
Barrineau: I mean, I think probably most people, especially if they’re starting out in the industry, kind of feel a little nervous going in.

00:12:19.468 –> 00:12:27.928
Barrineau: So for me, when I was just starting out as the only designer at a mid-size credit union, there was like 300 or so employees.

00:12:27.928 –> 00:12:31.608
Barrineau: Our CFO at the time gave me a chance that really stuck with me.

00:12:31.608 –> 00:12:41.148
Barrineau: Within two weeks into the job, he invited me to present my branding ideas for our 18th branch location in a full boardroom meeting and on Halloween of all days.

00:12:41.148 –> 00:12:44.888
Barrineau: So I couldn’t tell whether to come in costume or not.

00:12:44.888 –> 00:12:46.988
Barrineau: Anyway, I’m glad I didn’t because everyone else wasn’t.

00:12:47.108 –> 00:12:51.828
Barrineau: But anyway, they ended up implementing most of what I had proposed.

00:12:51.828 –> 00:13:16.688
Barrineau: And even though just like a young little fresh green tadpole, it gave me that confidence boost that whether you’re just starting out or you’ve got just a different background from everyone else, that everyone does have about you and they don’t have to listen to it, but at least they’re coming to you because you may have a different point of view.

00:13:18.188 –> 00:13:37.248
Barrineau: And also it kind of actually that kind of brings me to the next example is, I’ll bring up Megan for example, after the Leading Conversations workshop, I think the four of us decided we wanted to just take up Jim’s offer on trying out this podcast and Hano idea.

00:13:37.308 –> 00:13:42.888
Barrineau: And Megan was a little, it hasn’t at first, she’s been there for, just started out about a year or so ago.

00:13:42.888 –> 00:13:44.368
Barrineau: And she’s like, I don’t know, man.

00:13:45.008 –> 00:13:51.008
Barrineau: I just don’t think it would, I don’t know what I, if I’m a little too green at this.

00:13:51.008 –> 00:13:53.888
Barrineau: And I’m like, absolutely not.

00:13:53.888 –> 00:14:02.788
Barrineau: Your entry level or you will have some value because someone else is going to want to listen in and they’ll feel a little less alone.

00:14:03.728 –> 00:14:04.808
Barrineau: I’m like, I don’t know.

00:14:04.808 –> 00:14:06.088
Barrineau: Yeah.

00:14:06.088 –> 00:14:07.748
Farley: I’ll add on to that for sure.

00:14:07.748 –> 00:14:15.668
Farley: They’re, I mean, I feel like everyone in my position being one year into a new industry has felt that self doubt.

00:14:15.668 –> 00:14:18.408
Farley: So I think it’s great to have people around you that support you.

00:14:18.408 –> 00:14:24.508
Farley: I mean, these lovely ladies here, Jim, Kathy, the RSPA members as well.

00:14:24.508 –> 00:14:31.328
Farley: They’re just, it’s good to remind yourself that you do have value, even if you’re new into the industry, we’re all learning from each other.

00:14:32.008 –> 00:14:34.048
Farley: And so I’m happy to be here.

00:14:34.048 –> 00:14:41.328
Farley: And I’m happy that I was encouraged enough to do it because I think that there is value in my networking experience alone.

00:14:41.708 –> 00:14:44.228
Farley: And I’m learning a lot through the RSPA as well.

00:14:44.228 –> 00:14:46.468
Farley: So thanks for having me.

00:14:47.748 –> 00:14:48.828
Antonson: Yeah, I have too.

00:14:48.968 –> 00:14:50.468
Antonson: It’s great.

00:14:50.468 –> 00:14:54.168
Antonson: Let’s pivot just kind of a little bit, not too much.

00:14:55.508 –> 00:15:06.528
Antonson: But I guess I’m kind of wondering, maybe a lot of other people have, because networking is hard.

00:15:07.028 –> 00:15:17.968
Antonson: How do you personally, as a business owner, balance authentic connection building with maybe strategic career growth, or maybe not so much career growth, but maybe growth for your business?

00:15:17.968 –> 00:15:18.388
Barrineau: Sure.

00:15:18.388 –> 00:15:21.488
Antonson: Can you add a little bit to that?

00:15:21.548 –> 00:15:23.068
Barrineau: Yeah.

00:15:23.068 –> 00:15:35.568
Barrineau: Maybe for me and maybe Melissa, I can speak on behalf of Melissa too, since we’re small business owners.

00:15:35.568 –> 00:15:37.908
Barrineau: It’s not necessarily something that I’m necessarily thinking about.

00:15:37.908 –> 00:15:42.708
Barrineau: We’re maybe more so growing a company versus climbing ladder.

00:15:42.708 –> 00:15:47.408
Barrineau: But I can speak to the fact that authentic connection building has been vital to our success.

00:15:47.408 –> 00:15:52.768
Barrineau: Not just in networking, but in every aspect of what we do, from our customers, to our partners, to our team.

00:15:52.768 –> 00:15:57.588
Barrineau: Sometimes one might be just a little too authentic if you know what I mean.

00:15:57.588 –> 00:16:03.608
Barrineau: One thing I often ask in networking and even in business conversations is, what can I do to help you?

00:16:03.608 –> 00:16:05.948
Barrineau: Can we find a mentor for someone?

00:16:05.948 –> 00:16:08.828
Barrineau: Can you connect a partner with a wonderful vendor?

00:16:08.828 –> 00:16:16.808
Barrineau: That question has opened more doors and built more trust and sparked a lot of meaningful growth than any pitch really could.

00:16:18.028 –> 00:16:23.048
Barrineau: It actually reminds me of something Steve from Pateva said recently, quoting Zig Ziglar.

00:16:23.048 –> 00:16:31.228
Barrineau: You can have everything in life you want if you will just help enough other people get what they want.

00:16:31.228 –> 00:16:32.168
Barrineau: There’s that balance.

00:16:32.168 –> 00:16:37.948
Barrineau: It’s not necessarily choosing between authenticity and growth, it’s realizing that one fuels the other.

00:16:39.948 –> 00:16:40.988
Antonson: I completely understand.

00:16:41.268 –> 00:16:43.348
Antonson: That’s a really great way to explain it.

00:16:43.348 –> 00:16:48.468
Antonson: Melissa, as a business owner, do you have anything that you’d like to add on?

00:16:48.468 –> 00:16:48.948
McGrath: Sure.

00:16:48.948 –> 00:17:05.708
McGrath: Kind of like Crystal was saying, I’m trying to grow my business and create rating fans and what I would say is, one of the things that I think a lot of individuals, maybe they don’t realize would be beneficial, is to admit when you’re wrong.

00:17:05.708 –> 00:17:07.088
McGrath: That is being authentic.

00:17:07.228 –> 00:17:16.848
McGrath: If you really want to build true, healthy connections in networking, I think being honest, admitting when you’ve made a mistake, just own up to it.

00:17:16.848 –> 00:17:22.168
McGrath: It throws people off because so many people tend to play the blame game and point the finger.

00:17:22.268 –> 00:17:31.068
McGrath: When you do that, it shows that you’re trustworthy, that you’re willing to say, hey, I messed up and I think that’s great.

00:17:31.068 –> 00:17:34.928
McGrath: Then the other thing is for me, what you see is what you get.

00:17:34.928 –> 00:17:39.148
McGrath: If you see me out with friends on Friday night or church on Sunday, I’m the same all the time.

00:17:40.148 –> 00:17:43.288
McGrath: I think that’s important just to be yourself.

00:17:43.288 –> 00:17:50.548
McGrath: Then, of course, I really enjoy giving back through the RSPA with sharing what I have learned throughout the years.

00:17:50.548 –> 00:17:56.868
McGrath: I’ve been doing this 20 plus years, and so I know a little bit now and I don’t mind sharing that.

00:17:57.108 –> 00:18:09.948
McGrath: If someone were to come up to me and ask me questions, I’d be happy to share anything that I could, or if I don’t have the answer, I’ll figure out who does or ask Kathy or Jim or somebody in the RSPA team.

00:18:11.408 –> 00:18:12.568
Antonson: That’s great.

00:18:12.568 –> 00:18:17.228
Antonson: I know who I’ll be coming to by myself.

00:18:17.228 –> 00:18:22.748
Barrineau: And I think you’re going to give us some more credit, not just a little knowledge, Melissa, just maybe.

00:18:22.748 –> 00:18:24.368
McGrath: Yeah, maybe a little.

00:18:24.488 –> 00:18:26.588
Barrineau: I think you’re being humble here.

00:18:26.648 –> 00:18:27.268
Antonson: Yeah.

00:18:27.268 –> 00:18:29.648
Antonson: So, Megan, you’re early.

00:18:29.648 –> 00:18:35.168
Antonson: I can say you’re early, early, but I mean, you’re early in your career and then the rest of us are ladies.

00:18:36.508 –> 00:18:41.228
Antonson: Do you have maybe a little different perspective?

00:18:46.448 –> 00:18:52.688
Farley: I would say that in someone early on in their career, I think a good way to go about it is just to get a mentor.

00:18:53.808 –> 00:19:01.308
Farley: I think it’s a good way to get guidance, to get an opinion, to gain a new perspective.

00:19:03.328 –> 00:19:05.268
Farley: That would be my recommendation for someone.

00:19:06.488 –> 00:19:08.348
Farley: I would recommend a mentor.

00:19:08.348 –> 00:19:12.568
Farley: It helps it stay authentic, but also helps you in your career.

00:19:16.308 –> 00:19:17.548
Antonson: It’s really good advice.

00:19:17.548 –> 00:19:19.768
Antonson: When I was early in my career, I was always afraid to ask for help.

00:19:23.128 –> 00:19:23.728
Barrineau: I still am.

00:19:23.828 –> 00:19:25.088
Barrineau: I’m still looking for a mentor.

00:19:26.208 –> 00:19:28.148
Barrineau: Me too.

00:19:28.168 –> 00:19:29.568
Antonson: I’ll be your mentor.

00:19:32.028 –> 00:19:38.008
Antonson: Networking is a topic, but it’s such a broad topic.

00:19:38.008 –> 00:19:42.528
Antonson: What’s something, Melissa, you think people maybe don’t expect about it?

00:19:42.528 –> 00:19:44.808
McGrath: Well, this is what I’ve learned, especially this year.

00:19:44.808 –> 00:19:48.348
McGrath: You may have more in common with others than you think that you do.

00:19:49.688 –> 00:19:55.628
McGrath: Once you start getting in a conversation with somebody, things come up that you didn’t expect.

00:19:55.628 –> 00:20:11.688
McGrath: For instance, at Inspire this year, my husband and I, we attended and we weren’t sure if we were going to come because just a few weeks prior, our son had passed away, our 23-year-old son, and we just weren’t sure if we were ready to be around that many people.

00:20:11.688 –> 00:20:22.088
McGrath: But I’m so thankful that we did because once we were there, especially at, I think it was one of the first nights, we were around a lot of people.

00:20:22.088 –> 00:20:24.968
McGrath: We were having food and drinks and just hanging out.

00:20:24.968 –> 00:20:29.188
McGrath: And lots of people came up and they shared stories that were similar to ours.

00:20:29.188 –> 00:20:29.948
McGrath: They could relate.

00:20:29.948 –> 00:20:31.528
McGrath: They understood what we were going through.

00:20:31.528 –> 00:20:37.288
McGrath: And so it was just really nice to see the human side of people.

00:20:37.288 –> 00:20:42.128
McGrath: You just, it’s like you become advocates for each other and a support system.

00:20:42.128 –> 00:20:48.468
McGrath: And then when you’re at in the field, you might be competitors, but then at RSPA, you’re friends.

00:20:48.468 –> 00:20:51.468
McGrath: And so it’s just, it’s just really great environment.

00:20:51.468 –> 00:20:58.868
McGrath: And it was really special for us to have that this year, you know, when we were having such a hard time.

00:20:58.868 –> 00:21:04.268
Antonson: I think that’s the first time we met was, I think that’s the first conversation that we had.

00:21:04.268 –> 00:21:04.968
McGrath: Yeah.

00:21:06.168 –> 00:21:07.948
McGrath: I appreciate you.

00:21:07.948 –> 00:21:08.868
McGrath: Yeah.

00:21:08.868 –> 00:21:12.688
Antonson: So that was also what I found surprising about the RSPA.

00:21:13.468 –> 00:21:21.308
Antonson: When I was reading over who all was going to be there, I was thinking, you know, there must be a lot of, it must be very competitive.

00:21:21.308 –> 00:21:25.368
Antonson: It looks like a lot of these businesses are going after the same market.

00:21:25.368 –> 00:21:27.968
Antonson: And I wonder what it’s going to be like.

00:21:27.968 –> 00:21:32.208
Antonson: So for me, that’s what was unexpected about it.

00:21:32.208 –> 00:21:37.548
Antonson: Crystal, is there anything that has caught you off guard just in all of the conversations that you have?

00:21:37.548 –> 00:21:38.688
Barrineau: Oh, absolutely.

00:21:38.688 –> 00:21:46.328
Barrineau: Gosh, what caught me off guard about networking was realizing how human everyone is under their fancy titles.

00:21:46.328 –> 00:22:01.868
Barrineau: I went to my first marketing manager conference, you know, when I was, I guess, like a tadpole designer again, and discovered most of the room were just one person marketing teams doing everything themselves, strategy, copy, design, even filming their own content.

00:22:01.868 –> 00:22:11.008
Barrineau: And so that really expanded my perspective, and I’m really grateful for my old boss for bringing me, because it helped me see that we’re all just figuring out.

00:22:11.008 –> 00:22:17.948
Barrineau: Same as if you’re going to RetailNOW or Inspire, you’re going to find out you have more in common than you think.

00:22:17.948 –> 00:22:26.048
Barrineau: And then honestly, I used to put people, you know, like the, in the C-suite roles on pedestal, like Jim Roddy.

00:22:26.048 –> 00:22:27.908
Barrineau: Oh no, so nervous.

00:22:27.908 –> 00:22:28.868
Barrineau: He’s the president.

00:22:28.928 –> 00:22:32.388
Barrineau: But now, I, you know, now I have to write in to throw a popcorn at home.

00:22:32.388 –> 00:22:33.968
Barrineau: Heck, I’m putting moderates and panels.

00:22:33.968 –> 00:22:35.648
Barrineau: So it’s, oh god, we’re good.

00:22:35.648 –> 00:22:36.108
Antonson: We’re good.

00:22:36.108 –> 00:22:37.988
Barrineau: They’re just humans, so.

00:22:39.748 –> 00:22:41.468
Antonson: I can’t really top that.

00:22:45.228 –> 00:22:52.368
Antonson: Megan, are there any misconceptions that you’ve run into or are you going to work on your popcorn name?

00:22:52.508 –> 00:22:55.548
Farley: I like to work on my popcorn game.

00:22:55.548 –> 00:23:00.108
Farley: I think that there’s a few misconceptions about networking.

00:23:00.108 –> 00:23:06.448
Farley: I would say that the biggest one being that the people who go to networking events are just naturally good at networking.

00:23:06.448 –> 00:23:07.928
Farley: I just don’t believe that to be true.

00:23:07.928 –> 00:23:25.488
Farley: I think that the people who are going to networking events have all been in the same position as me, sitting out in my car, not nervous, not wanting to go in, and just being scared to go up to a huge group of people not knowing what to do or what to say.

00:23:25.888 –> 00:23:31.688
Farley: You really just have to be brave, you have to be courageous, and you have to go in and do it.

00:23:31.688 –> 00:23:36.528
Farley: I think that that’s a really big misconception that people are just naturally good at it.

00:23:36.528 –> 00:23:45.688
Farley: I think that it takes a while to feel confident and comfortable in yourself to just go up to a random stranger and be like, hey, I’m Megan Farley, how are you?

00:23:47.868 –> 00:23:51.908
Antonson: Yeah, I’ve definitely sat in my car until my feet were cold.

00:23:51.908 –> 00:23:54.308
Barrineau: Yes.

00:23:54.308 –> 00:23:56.528
Antonson: I had definitely done that.

00:23:56.528 –> 00:24:05.568
Antonson: So, Megan, what advice would you give to those in the industry who want to maximize their networking opportunities within the RSPA itself?

00:24:05.568 –> 00:24:06.108
Antonson: Sure.

00:24:06.108 –> 00:24:10.828
Farley: I think that RSPA has a ton of opportunities for networking.

00:24:10.828 –> 00:24:13.728
Farley: If you want to maximize them, maximize your membership.

00:24:14.028 –> 00:24:18.188
Farley: There is, what is RSPA RetailNOW?

00:24:18.188 –> 00:24:19.688
Farley: What is the slogan for it?

00:24:20.828 –> 00:24:23.488
Farley: Where the industry meets?

00:24:23.488 –> 00:24:24.688
Farley: I mean, that’s exactly right.

00:24:24.688 –> 00:24:27.388
Farley: There’s like thousands of people there.

00:24:27.388 –> 00:24:30.268
Farley: And so that alone is just worth your membership.

00:24:30.268 –> 00:24:34.748
Farley: But other than that, there’s boot camps you can get involved in.

00:24:34.748 –> 00:24:38.308
Farley: And I’ve personally sat in on two of them now within the last year.

00:24:38.308 –> 00:24:43.288
Farley: And I’ve made multiple connections through those virtual boot camps through the RSPA.

00:24:43.608 –> 00:24:48.688
Farley: I’ve made connections that have gone on to LinkedIn, that have gone outside of LinkedIn now.

00:24:49.148 –> 00:24:53.208
Farley: The possibilities for networking within the RSPA are pretty endless.

00:24:53.588 –> 00:24:55.708
Farley: You just have to utilize it.

00:24:57.148 –> 00:24:57.948
Barrineau: Yeah.

00:24:57.948 –> 00:25:04.228
Barrineau: And just to echo what the ladies have said, just start.

00:25:04.228 –> 00:25:06.948
Barrineau: You don’t need a perfect intro, a polished pitch.

00:25:06.948 –> 00:25:09.048
Barrineau: The RSPA offers so many welcome entry points.

00:25:09.648 –> 00:25:16.468
Barrineau: From the VAR business growth to the cannabis community, to the women-to-women, even the startup community.

00:25:16.808 –> 00:25:19.428
Barrineau: There’s truly something for everyone.

00:25:19.428 –> 00:25:24.808
Barrineau: But if I had to recommend just one place to begin, it would be attending Inspire.

00:25:24.808 –> 00:25:31.348
Barrineau: It’s a smaller, more intimate networking event, and the connections made there tend to stick.

00:25:31.728 –> 00:25:35.168
Barrineau: Their slogan is what I think is networking nirvana, and I can confirm that.

00:25:35.168 –> 00:25:36.188
Barrineau: It lives up to its name.

00:25:36.508 –> 00:25:41.848
Barrineau: So that experience really helped us deepen the relationships that continue to shape our business today.

00:25:42.908 –> 00:25:44.608
Antonson: Well, that’s where I met you, so.

00:25:44.728 –> 00:25:46.428
Barrineau: Yeah, there we go.

00:25:46.428 –> 00:25:47.548
Farley: It worked.

00:25:48.748 –> 00:25:59.388
Antonson: So just to keep going on this, because I think people don’t really understand how powerful the community is until they’re there.

00:25:59.388 –> 00:26:08.948
Antonson: So Melissa, what’s the most important thing that you take away for yourself personally or for your business from an RSPA event, or from a meeting or engagement?

00:26:08.948 –> 00:26:32.548
McGrath: A little bit, basically, kind of what we’ve all been saying is that we build authentic relationships at these events offered by RSPA, and we build each other up, we support each other, and again, I’ll just repeat what I said earlier about, you might be competitors in the field, but when you’re at RSPA, you’re allies and you’re supporting each other and helping each other along.

00:26:35.908 –> 00:26:37.888
Antonson: That’s a great reflection.

00:26:37.888 –> 00:26:41.088
Farley: I’ll chime in there if you don’t mind, Christine.

00:26:43.088 –> 00:26:44.948
Farley: I have a slightly different perspective.

00:26:44.948 –> 00:26:58.328
Farley: I think that within the RSPA, I haven’t watched the whole process, but my general manager, Kirsten Ingersoll, she is a really good example for anyone.

00:26:58.328 –> 00:27:12.148
Farley: If you’re thinking about getting into the RSPA, she entered the industry in a very similar position as me over five-and-a-half years ago, and only knowing the point of sale side of it, not really knowing the credit card side of it.

00:27:12.148 –> 00:27:20.008
Farley: She’s really just paved a path of her own with the RSPA, and now she sits on the board for them and Board of Directors for them.

00:27:20.008 –> 00:27:21.988
Farley: I think that that’s a great example.

00:27:21.988 –> 00:27:23.768
Farley: You get what you put into it as well.

00:27:26.728 –> 00:27:29.328
Antonson: Absolutely.

00:27:29.328 –> 00:27:30.728
Antonson: Let’s see.

00:27:33.388 –> 00:27:34.848
Antonson: I almost can’t really top that either.

00:27:34.948 –> 00:27:35.948
Antonson: I can’t wait to meet her.

00:27:35.948 –> 00:27:41.048
Antonson: There’s so many people that I just, it’s just overwhelming how amazing the group is.

00:27:41.048 –> 00:27:43.488
Farley: We’re less than two months away.

00:27:43.588 –> 00:27:45.668
Farley: You didn’t be here before, but no.

00:27:45.668 –> 00:27:46.128
Antonson: I know.

00:27:46.128 –> 00:27:47.308
Antonson: I have my ticket.

00:27:50.948 –> 00:27:53.968
Antonson: So, we’re a bit at the end.

00:27:53.968 –> 00:27:57.228
Antonson: This is our last question that we’re going to talk a bit today.

00:27:57.228 –> 00:28:08.748
Antonson: So, Melissa, just as a takeaway, what advice would you give to someone who feels like they don’t really have anything to offer as part of networking, or they’re just super uncomfortable doing it?

00:28:08.748 –> 00:28:10.808
McGrath: I would say everybody has something to offer.

00:28:11.768 –> 00:28:16.528
McGrath: Just for example, when we were in Inspired this year, we were in a group.

00:28:16.528 –> 00:28:25.228
McGrath: Most of the individuals in the group, I would say, are 40 plus, and then we had one individual, and he happened to be in his early 20s, I would say.

00:28:25.228 –> 00:28:29.968
McGrath: We were discussing a particular issue, a problem that we had, and trying to come up with a solution.

00:28:30.608 –> 00:28:35.948
McGrath: This 20-year-old spoke right up very boldly, and gave a great solution to the problem.

00:28:35.948 –> 00:28:43.048
McGrath: I was really thankful that he did because Hattie stood there and said, Oh, I’m only 20 or whatever, and I don’t have anything to offer.

00:28:43.048 –> 00:28:45.208
McGrath: These people have way more experience than I do.

00:28:45.208 –> 00:28:48.528
McGrath: We would have really missed out on his insight and perspective.

00:28:48.528 –> 00:28:54.008
McGrath: When you’re collaborating with a group of different people, you get so much more out of it.

00:28:54.008 –> 00:28:58.708
McGrath: If everybody’s the same, it’s just you’re going to get the same answer all the time.

00:28:58.708 –> 00:29:03.048
McGrath: So it was really refreshing to hear him speak up and be confident.

00:29:03.308 –> 00:29:05.328
McGrath: And yeah, he offered a great solution.

00:29:10.008 –> 00:29:12.828
Antonson: I can’t even imagine having the courage to do that.

00:29:12.828 –> 00:29:13.628
McGrath: Yeah, me either.

00:29:13.628 –> 00:29:14.488
McGrath: Not at that age.

00:29:14.548 –> 00:29:17.788
McGrath: I definitely wasn’t that bold.

00:29:17.788 –> 00:29:19.348
Antonson: That is a great story.

00:29:19.348 –> 00:29:22.568
Antonson: Megan, what would you say to someone who maybe says that?

00:29:22.568 –> 00:29:29.908
Antonson: Well, maybe in your position, would you give similar advice to Crystal or when they think they just don’t belong or they don’t have anything to offer?

00:29:30.988 –> 00:29:33.428
Farley: Again, I just don’t believe that at all.

00:29:33.708 –> 00:29:42.908
Farley: I think that everyone has something to offer, and we’re in an incredibly complex industry.

00:29:42.908 –> 00:29:45.048
Farley: It’s ever changing all the time.

00:29:45.048 –> 00:29:57.668
Farley: And if you’re not learning every day, then whether that be from someone older than you or someone younger than you, then you might not be as open minded as you think.

00:29:57.668 –> 00:30:00.908
Farley: And like Melissa said, it can come from a 20-year-old.

00:30:01.068 –> 00:30:03.868
Farley: It could come from someone a lot younger than you or a lot older than you.

00:30:03.868 –> 00:30:08.708
Farley: So you just have to be open minded on where you’re learning.

00:30:08.708 –> 00:30:11.188
Farley: And yeah, and what you’re learning.

00:30:13.108 –> 00:30:15.468
Antonson: All right, Crystal, we’ll let you close us out with a few remarks.

00:30:15.468 –> 00:30:17.028
Barrineau: Sure.

00:30:17.048 –> 00:30:34.088
Barrineau: So I think, yeah, so as far as value, I think a lot of people underestimate their value because they’re maybe measuring about against the person who’s loudest in the room, the one with the flashiest smile or the most extroverted, or maybe the one with the most technical resume.

00:30:34.088 –> 00:30:38.188
Barrineau: But value isn’t necessarily a volume, it’s your presence.

00:30:38.828 –> 00:30:46.508
Barrineau: As a creative director, I remind people that how you see the world and how you connect those thoughts and how do you make people feel, that’s the value.

00:30:46.508 –> 00:30:56.268
Barrineau: So some of my most powerful contributions come from the people who observe quietly, who know how to ask the right questions, who bring a creative lens that no one else has considered.

00:30:56.268 –> 00:31:02.948
Barrineau: So I help people recognize their value, I encourage them to stop trying to be someone else, what they consider professional.

00:31:03.048 –> 00:31:06.908
Barrineau: Instead, just own it and own what they uniquely bring.

00:31:06.908 –> 00:31:14.668
Barrineau: So whether that’s empathy, clarity, humor, design thinking, your value starts showing the moment that you do.

00:31:16.148 –> 00:31:21.928
Antonson: Well, I want to thank you all for sharing your stories, your insight and your encouragement today.

00:31:21.928 –> 00:31:28.668
Antonson: I think what we’ve heard confirms what we already know, but it’s still good to talk about it, especially in a community like the RSPA.

00:31:28.668 –> 00:31:31.248
Antonson: It’s not about having the perfect pitch.

00:31:31.248 –> 00:31:33.848
Antonson: It’s not about having the biggest title.

00:31:33.848 –> 00:31:38.568
Antonson: It’s about showing up and being real and supporting each other.

00:31:38.568 –> 00:31:45.548
Antonson: And that’s some pauses for a moment to see if anyone would like to also add a closing remark.

00:31:47.688 –> 00:31:50.048
Farley: I’m just grateful to be here.

00:31:50.048 –> 00:31:53.988
Farley: I appreciate Jim and everyone within the RSPA for having us on.

00:31:53.988 –> 00:31:55.768
Farley: It’s been a great, wonderful opportunity.

00:31:56.328 –> 00:32:00.828
Farley: From going through the boot camp, through the leadership.

00:32:03.268 –> 00:32:06.768
Farley: And I just can’t believe that we’re here.

00:32:09.348 –> 00:32:14.068
Farley: I would have never guessed that I’d be speaking on a panel with you three lovely ladies.

00:32:14.068 –> 00:32:16.708
Farley: So thanks for having us.

00:32:16.708 –> 00:32:17.588
Barrineau: Same here.

00:32:17.628 –> 00:32:31.048
Barrineau: Thank you again, Jim and Kathy and everyone else at RSPA for really pushing us and not just leading a workshop, but really challenging us to practice what you preach.

00:32:31.048 –> 00:32:37.988
Barrineau: So we’re nervous about it, but we know with discomfort, there is growth.

00:32:37.988 –> 00:32:39.828
McGrath: Absolutely.

00:32:39.828 –> 00:32:41.808
McGrath: I’ll just echo what Megan and Crystal said.

00:32:41.808 –> 00:32:44.888
McGrath: We thank Jim and Kathy and all their leadership.

00:32:44.988 –> 00:32:51.108
McGrath: And then also, I thank Christine for leading us in this, because it’s a lot of work.

00:32:51.108 –> 00:32:55.788
McGrath: And I didn’t think I’d be doing something like this, like they said a year ago.

00:32:55.788 –> 00:32:56.928
McGrath: So it’s been really great.

00:32:56.928 –> 00:33:00.748
McGrath: And I’m glad I’ve been able to get to know you guys on such a deep level.

00:33:00.828 –> 00:33:03.088
Farley: It’s been wonderful.

00:33:03.088 –> 00:33:03.768
Farley: Likewise.

00:33:03.768 –> 00:33:04.488
Farley: It’s been a lot of fun.

00:33:04.488 –> 00:33:09.268
Antonson: Well, deep down, that will help the public as we go.

00:33:09.308 –> 00:33:18.948
Antonson: So I think this, it just confirms whether you’re new to the space, you’re a long time member, I hope you leave here with some fresh ideas, some inspiration, maybe a few new connections.

00:33:18.948 –> 00:33:21.908
Antonson: Please reach out to the four of us on LinkedIn.

00:33:21.908 –> 00:33:26.168
Antonson: We’d be more than pleased to get to know you.

00:33:26.168 –> 00:33:31.928
Antonson: And thanks again to the incredible panelists, and to Jim, Kathy, and the rest of the employees of the RSPA.

00:33:31.928 –> 00:33:33.828
Antonson: They are an incredible organization.

00:33:33.828 –> 00:33:35.228
Antonson: Thank you.

00:33:35.288 –> 00:33:38.628
Farley: Thanks.

00:33:38.628 –> 00:33:41.928
Roddy: That does it for this episode of the Trusted Advisor Podcast.

00:33:41.928 –> 00:33:47.408
Roddy: If you enjoy the discussion, be sure to subscribe to the RSPA YouTube channel and the Trusted Advisor Podcast.

00:33:47.408 –> 00:33:49.528
Roddy: You never miss an episode.

00:33:49.528 –> 00:33:58.648
Roddy: Before we go, big thanks again to Melissa McGrath, Crystal Barrineau, Megan Farley, and guest host Christine Antonson for sharing their wisdom with us today.

00:33:58.648 –> 00:34:06.928
Roddy: Thanks also to RSPA Marketing Director, Chris Arnold for his production work, Joseph McDade for our music, and last but not least, thanks so much to you for listening.

00:34:06.928 –> 00:34:14.048
Roddy: Our goal at the RSPA is to accelerate the success of our members in the retail technology ecosystem by providing knowledge and connections.

00:34:14.048 –> 00:34:17.908
Roddy: For more information, please visit our website at gorspa.org.

00:34:17.908 –> 00:34:21.528
Roddy: Thanks for listening and goodbye everybody!