Once Upon a Time in Cannes:

There are worse ways to spend a working week than enjoying the sunshine in Cannes, catching up with old friends, meeting fascinating people and occasionally finding time for a glass of rosé.

I’ve been attending MIPCOM, the international television industry’s annual gathering, for more than 25 years. And while the technology, programmes and personalities have changed enormously, one thing remains remarkably consistent. The most valuable business opportunities often begin with the simplest human interaction.
A conversation.

This year’s MIPCOM brought together an impressive 10,100 delegates from 104 countries, and once again Lucy Smith, Director of MIPCOM, and her brilliant team created a remarkable event. My thanks to Lucy for her wonderful hospitality, including the fabulous VIP party and the opportunity to reconnect with friends in the Majestic’s VIP lounge.

I also enjoyed a splendid gathering hosted by the International Academy of Television Arts & Sciences at the Carlton. It was lovely to catch up with Camille Bidermann Roizen, Nathaniel Brendel and Yiota Pagoulatos, and to enjoy the warmth and generosity of the International Emmys family.

Of course, networking in Cannes occasionally produces some rather unexpected encounters.

Christie Brinkley brought a little Uptown Girl glamour to the red carpet. Billy Joel reckoned she was looking for a downtown man. I’m from Wandsworth. Apparently, there’s a catchment area.

Then there was the delightful Brooks Nader, starring in the new Baywatch reboot. I was slightly surprised, although not entirely shocked, that nobody approached me about playing the male lead.
Presumably they didn’t want me making the other lifeguards look inadequate.

And it was wonderful to catch up with old friend and television legend Jeff Ford over a small glass of rosé on Carlton Beach. The ice bucket was considerably larger than the glass, but one must maintain standards.

Behind the glamour, however, there is a serious psychological lesson.

Your Network Is Your Net Worth

One of the things I’ve learnt from speaking at international conferences and working with business leaders is that networking isn’t really about selling yourself. It’s about making other people feel comfortable enough to connect with you.

Yet so many intelligent, accomplished people find networking uncomfortable. They worry about what to say, whether they’ll be interesting or whether they’re interrupting someone important.

The problem is that they’re concentrating on themselves rather than the person they’re meeting.

It’s the same principle I teach in pitching. The opening chapter of The Pitching Bible is called It’s All About Them. Because it is.

Here are three Humourology lessons from the Croisette.

1. Be brave enough to say hello
   The greatest networking skill isn’t confidence. It’s courage. The courage to introduce yourself, ask a question and begin a conversation without knowing where it might lead.

   A genuine smile and a little warmth can achieve more than the world’s most polished elevator pitch. As Victor Borge observed, a smile is the shortest distance between two people.And occasionally that distance leads all the way to Mongolia.

2. Be interested rather than interesting
   The best networkers don’t dominate conversations. They create them. They ask questions, listen carefully and show genuine curiosity.

   Psychologically, people are far more likely to remember how you made them feel than the impressive list of achievements you managed to squeeze into the conversation.

   Humour helps too. Shared laughter creates rapport, reduces social distance and makes encounters memorable. You don’t have to be the funniest person in the room. Just someone worth talking to

3. Treat your network like a garden
   Relationships need cultivating. Plant seeds, nurture friendships, make introductions and occasionally do a little digging.

   Don’t wait until you need something before getting in touch. The most valuable relationships are built through generosity, trust and shared experiences over time.

   Some of my most interesting conversations in Cannes may develop into speaking opportunities in Dublin, Bucharest, New York and Mongolia. Others will simply become friendships. Both are valuable.

I have a slide in one of my presentations asking,

“When does MIPCOM end?”

The answer is never.

The exhibition closes, the delegates depart, and the champagne glasses are washed. But the conversations continue, the relationships develop, and the opportunities grow.

That’s the real magic of networking. Even in an increasingly digital world, nothing quite replaces the power of human connection.

And if anyone suggests I’ve spent the week swanning around Cannes drinking rosé, I’ll remind them that I was engaged in some very serious relationship development.

Occasionally with ice.

See you next Tuesday.

Warmest,

Paul x