how to work the room

I've been to a lot of film industry cocktails over the years and have learned a few things about "working the room". If you have a project that you want to get off the ground, or a film you want to get programmed, or are trying to get anything out of anybody (which, sadly, most of us in the film game are), you need to learn how to schmooze.

-          If you're not invited to the party, don't walk up to the registration desk and give them a long-winded spiel about how you forgot your invitation. Stay cool. Hang around until you see someone you know, then go in with them. When all else fails, act like you're on the list.

-          Once inside, don't look like you're working the room. Don't be phony. If you start looking over someone's shoulder trying to see someone more important to talk to, you will make them angry and you don't want any enemies. Find a way to make a graceful exit if you absolutely must talk to someone else (being honest is usually a good way).

-          You want to work with your friends, so go out there and make some friends! You'll never be able to work with anyone you don't get along with, so should you get a chance to talk to that big producer with the fat wallet and he just rubs you the wrong way, you're probably barking up the wrong tree. 

-          Never dismiss anybody's assistant, because they're closer to your level and have more influence with their boss than you realize. Also, in a year or two they may be the next big thing.

-          Don't know how to get a conversation started? Ask someone where they're from--that's always a good way to get things going. Whatever you do, don't stand there and talk about yourself (especially not your project); ask them questions. It is a great way to get to know people, and that is what this is all about. Whatever you do, don't get into a rant about how much rejection you're getting and how much the funding-agency-who-shall-remain-nameless sucks; keep it positive.

-          Most of all, don't ever force a pitch on someone. If the topic should come up, wait until they say "What is it about?" before you unleash it on them. If they don't ask, follow up with them at a later date when they're in a more "work" frame of mind. (Be sure to ask for business cards.)

Remember, the worst that can happen is nothing. The best thing that can happen is that you'll meet some like-minded people you can talk to at other industry cocktails. After all, anyone who is going to get involved with your project has to be willing to walk over broken glass for you, and that kind of relationship can't really be formed over the course of a 5-7 cocktail. These events are generally pretty useless, so you may as well take advantage of some free booze and hors d'oeuvres.