NRC Chairman's Column: Beyond the handshake — networking that builds real connections 

I don’t believe those stereotypes about engineers. Or the ones about construction managers, either.

Anyone who has been to the NRC Annual Conference knows, this industry is not short on personalities, relationships or conversation. More than 1,500 railway leaders come together each year and the real value is not just in the sessions or the meetings. It is in the connections made between operations executives, contractors, suppliers, engineers and public officials. Everyone shares a passion to collaborate and innovate on transformative railway infrastructure.

I didn’t fully understand that early in my career.

Like a lot of people in construction, I thought that hard work, performance and knowing the work would be enough. Those things matter, but through the NRC, I’ve learned from the industry’s best that relationships matter, too. These generous railway professionals have made introductions, shared insights and lessons learned, and connected with me with others who have opened doors.

A couple of world-class networkers can testify to this claim.

Steve Bolte, Danella Cos.’ vice president of business development North America and a former NRC chairman, acknowledges he has hosted and attended countless industry events.

“Making connections is not about what you can get, but how you can add value,” he says. “If you go to the NRC conference — or any industry event or meeting — with a give-first mentality, you will build trust, and that leads to stronger, mutually beneficial relationships.”

Jim Hansen, chief commercial officer for freight systems with Herzog and a former NRC chairman, credits the NRC for fostering rewarding relationships across industry and government.

“The NRC [conference] offers a beautiful format to build and nurture relationships with railroad decision-makers and other contractors and suppliers,” he says. “Over time, these contacts have evolved into long-term business relationships and led to many successful railroad projects and lifelong friendships. That’s what the NRC has brought to me. It changed my career and my life.”

Both men acknowledge the connections made at their first NRC conferences led to new business for their companies, and to their service and leadership on the NRC board, which they say is one of the smartest moves of their career.

“You get the opportunity to work alongside some of the best people in the industry while developing your own leadership skills,” says Steve.

“When you sit down with your peers and hammer out solutions to positively impact the entire industry, you build meaningful bonds and friendships that last,” adds Jim.

More ways to connect

The NRC is expanding ways to connect at its 2027 conference Jan. 6-9 at the JW Marriott Desert Springs Resort & Spa, in Phoenix, Arizona. The wildly popular speed networking sessions will feature six railroads and more appointments for attendees.

Speed networking appointments will open up in October. Conference sponsors will get first dibs at appointments. Your chances of getting an appointment are better if you reply immediately. And your chances of making fruitful connections are even better if you follow some basic best practices.

Once you have a confirmed appointment, research the railroad. Attend their conference session — if it’s scheduled before your appointment — and dig into other available information to better understand how they are investing in their networks, their goals, approaches, preferred materials, applications and jobsite partners.

Don’t overwhelm the railroad reps by bringing too many of your people to your 10-minute session. By all means, equip yourself with plenty of business cards and be sure to follow up. But most of all, don’t follow Toby Keith’s advice when he sang, “I wanna talk about me … What I think, what I like, what I know, what I want, what I see.” It’s not about you. Use this precious time to succinctly demonstrate that you understand their business and the ways your company can partner to add value. That approach will distinguish you from the crowd.

Get a crash course in networking next January at the NRC annual conference. Registration is now open. You can expect valuable capex presentations, panel discussions and workshops, on-site golf or trap shooting nearby, and world-class networking. I hope to see you there.

“Change is constant. Leadership is a choice.”

Curtis Bilow, NRC Chairman
The National Railroad Construction & Maintenance Association Inc.
80 M Street, S.E.
Washington, D.C. 20003
202-715-2920
nrcma.org info@nrcma.org