WORKSPACES REIMAGINED
New Connections Via Zoom , Teams and Remo are Reshaping Business
The keys to success — being flexible , embracing innovation and being patient .
By Diane C . Walsh Contributing Editor
Sally Glick is recognized throughout New Jersey as one of the state ’ s most influential business professionals . A member of the Commerce and Industry Association of New Jersey ’ s board of directors , she was recognized with a leadership award at CIANJs Annual Meeting & Luncheon in 2017 . For many years , Glick has been the chief growth strategist at SobelCo , a leading accounting firm based in Livingston , where she guides the firm ’ s branding and marketing communications outreach . The honors awarded her during her career include induction into the New Jersey Business Hall of Fame ( 2017 ) and the NJBIZ Lifetime Achievement Award ( 2016 ).
In this interview with COMMERCE , Sally Glick discusses how COVID‐19 has changed the workplace and how companies have reimagined how business professionals should connect with each other . From using technology to changing traditional standards of meeting and establishing new best practices , the rules of the game are still evolving and worthy of attention .
COMMERCE : What do you think of Zoom , Teams , Remo and the technology being used to make virtual connections during COVID‐19 ? SALLY GLICK : Until COVID‐19 struck , most of the organizations — both for-profit and nonprofit — heavily relied on in-person meetings with an occasional , somewhat reluctant , willingness to provide a dial-in option for those unable to attend in-person . This was the norm for committee meetings , board meetings , educational programs , networking events and , of course , fundraisers .
Once the pandemic became a way of life , shelter-in-place became one of the key tactics for stopping the virus from spreading . At the same time , it immediately eliminated any opportunity for in-person initiatives . Calling-in to participate was the first line of defense in some early instances , but once the business and nonprofit communities became familiar with the capabilities of Zoom , Remo and Microsoft Teams , their comfort level rose accordingly .
Today these technology tools are enabling us to remain in touch in a much more meaningful way than anticipated . I am sure they were originally intended to supplement traditional meetings in the situations where someone could not make the commute and wanted to participate
46 COMMERCE www . commercemagnj . com
in the discussion in some meaningful way . As a Plan B , these tools were very effective — but I doubt anyone ever imagined they would be the only alternatives available , converting every in-person interaction into a virtual connection .
Q . Will conference calls make a comeback or are we forever changed by Zoom , Teams and Remo ? A . With so many people turning off the visual portion of Zoom — especially for early morning calls — this may be an indicator that people would prefer to be heard and not seen on many of these meetings . If the purpose is networking and interaction , then a conference call is much less efficient and effective . But for committee calls , or departmental-planning sessions , or board meetings , then perhaps conference calls will resume in popularity when used as a supplement with other in-person opportunities .
“ Those of us who have established a pre-COVID robust pipeline of prospects can continue to nurture those existing relationships via e-mail , texting or Zoom .”
Q . How do you see opportunities for business development minus face-to-face meetings and gatherings ? A . I spent my career adhering to the premise that , for the most part , people do business with people they like and trust . Under these circumstances , business development activities were typically founded on powerful relationships that relied on personal face-to-face meetings . For now , those of us in business development roles who have established a pre-COVID robust pipeline of prospects can continue to nurture those existing relationships , even remotely , by staying in touch in a variety of ways such as e-mailing , texting , calling or Zoom .
However , new connections will be harder to make minus any personal contact . But a “ cold ” call can quickly become a “ warm ” lead if it is the result of a personal introduction . In lieu of a face-to-face meeting , business developers can be more effective if they ask their existing clients ,
SobelCo Chief Growth Strategist Sally Glick
colleagues and referral sources for introductions . In this way , the opportunity for establishing a connection is on more solid ground and may have a better chance of thriving .
For now , I do not anticipate the likelihood of meeting someone on a Zoom call and nurturing that first-time interaction into a meaningful relationship . Do not misunderstand though , this may indeed occur . I am merely recognizing the odds are against it at this time . Going forward , if the only chance for consistently developing new business leads is through remote connections , then this prediction will change as well .
Q . How has the accounting industry been affected by the challenges of COVID‐19 ? A . The accounting profession has been well positioned for many of the challenges that , like COVID‐19 , can arise at any time . The technology exists to support remote / virtual audits and tax preparation and tax compliance has relied on sophisticated technology for decades . Indeed , most of the firms in the state have discovered that , when armed with laptops , multiple screens and other technology tools , their staff and leadership can be incredibly productive when working remotely .
CPAs are dedicated to helping their clients achieve success . As such , whether in a pandemic or not , one of the most important services offered by any CPA , the company ’ s most trusted
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