What’s the golden key that opens the door to business for Kristen Morris? Networking, networking, and more networking.

 “Our business is very referral-based,” says Kristen, a former consultant who started her Cybertary organization in Chantilly, Virginia, a year-and-a-half ago, and likes the flexibility and variety it offers. “I lunch my way through the week,” she says with a laugh. “Networking events are either at 7:30 a.m. or they’re at lunch,” she explains. She knows she has to get out there regularly and make contacts in her area, part of the busy Dulles high-tech corridor. Which can be fun. “That’s just how people do it. It’s very much who you know.” 

What’s distinctive about her neck of the woods? High tech, plus a lot of government contracting with the nation’s capitol nearby. “I think what makes it unique here is everybody’s very tech savvy, and we have a high population of solo entrepreneurs and small businesses.”

What’s tough about it? “People around here tend to be very Type A,” she explains. “They’re just so used to having to do everything themselves. We’ll meet with people and they’ll say, ‘I need a virtual assistant,’ but they may not know what a virtual assistant is. That’s when I send out ‘150 Ways A Cybertary Can Work for You!’ I do a lot of educating.”

One of the major things Kristen has learned in her Cybertary work is the importance of follow up. “People are always willing to talk about what they need, but if I don’t personally follow up, it doesn’t happen. I don’t think I realized quite how much energy went into that. I have to admit I like talking to people, though.”