Your leadership network

Your Leadership Network:The Importance of Building and Staying

Connected

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 2

Objectives

• Your leadership network—What is it and why is it important?

• How to stay connected as you grow and lead

• Who is already in your universal network and how to expand

• Effective networking makes leaders more effective

• Best practices of effective leaders who utilize this skill


Creating Connections

• The opposite of networking is not working.

• Every time you meet someone you have the opportunity to learn, give and be a resource.

“It’s about giving first.”


Polling Question

Do you currently network in your organization?

A. YesB. NoC. I am unsure by what you mean.


What is “Networking”?


What is “Networking”?• Networking is a misunderstood word– Leadership is the art of accomplishing

goals through and with other people.• Networking is a state of mind— 24/7• Networking can be…– Strategic and Structured– Serendipitous– Subconscious


Networking: a Leadership Skill?

• Network to:– get your work done efficiently and

effectively.– enhance your personal and professional

development.– invest in future leverage.– help others grow.


Polling Question

Do you think “Networking” is a leadership skill?

A. I agreeB. I disagreeC. I don’t know


Critical Networking Skills for Leaders

1. Understand and leverage personal style2. Strategically plan your activities3. Be systematic in your planning4. Relationships develop over time5. Effectively engage others6. Showcase your expertise7. Assess opportunities8. Always give value


3 Types of Networking Effective Leaders Employ

• Operational– Building internal relationships

• Personal– Building external relationships which can

contribute to knowledge and best practices

• Strategic– Building internal and external

relationships oriented toward future priorities

– “Invest in the time to build relationships.”


Who is Already in Your Network?

RelativesRelatives

FriendsFriends

NeighborsNeighbors

AlumniAlumni

Professional Assoc.

Professional Assoc.

WHOELSE?WHOELSE?

MemberOrgs.

MemberOrgs.

Non Competitor

Non Competitor

Past Colleagues

Past Colleagues

ColleaguesColleagues

NetworkingNetworking


Expanding Your Network• Clients - internal and external• Colleagues• Friends - professional and personal• External business partners• People you meet by chance that turns

into opportunity


Creating Opportunities


Creating Opportunities

Where do you go to create opportunities?

• Internally within your organization

• Industry, association and professional meetings

• Social and charity

• Educational

• Where else?


Polling Question

Why is it important to continually stay connected as a leader in your organization?

A. Create and build alliancesB. It will help me grow throughout the

organizationC. It is not a priority. I do my

work and don’t have time to network.


Daily Networking Strategies


Daily Networking Strategies1. 24/7 Awareness - stay open to meeting

new people and nurturing your current networks.

2. Listen and learn strategically with every encounter.

3. Build continual advocacy and synergy. Be proactive and get involved.

4. Follow up with a goal and action plan; differentiate yourself.

5. Find creative ways to stay on people’s radar screen; stay memorable.


Put It in the Information Bank


Put It in the Information BankBusiness Information (modify for your use)

• Promotions/business opportunities

• Previous work experience and business background

• How you met

• What business issues are they working on now?

• Who you refer them to and why?

• His or her immediate business objective

• His or her career objective

• Did you ask for their advice? Information given?

• How you’ve handled challenges in the past

• What contributions are they most proud of?

• How they receive information & news: online, print, TV/radio

• Preferred method of communication: email/phone/text/other

• Anniversary of length of service at their business

• What ‘motivates’ them

• What achievement makes them proud

• Professional associations


Put It in the Information BankPersonal Information (modify for your use)

• Activities in community

• Birthday

• Background: birth state or country

• Education: HS, College, Fraternity or Sorority, Degrees

• Hobbies/interests

• Favorite foods/restaurants

• Vacation interests

• Spouse: name, occupation and interests

• Children: ages, names, schools, interests

• Pets

• Key extended family members

• Special holidays

• What else?


Takeaways From Every Encounter

• Learning something new.• Give away a piece of information or

advice.• Take something away.• Ask how you can help him/her.• Thank them.• Implement your follow-up strategy.


N.E.T.W.O.R.K.I.N.G Reminders

Names, Needs NurtureEngage, Evolution, Enlist, Eyes & EarsTrust, TimeWork, WriteOpportunity, Open Questions, OrganizationRespect, Rapport, ResilienceKnowledge, KindnessInitiative, Interest(NO)Give, Goals

NETWORKING


Two Simple Rules of Networking

1. I try to meet at least one new person in my area of interest every month, or significantly deepen an existing relationship.

2. I do something nice for someone in my network every week.

—Sally Kracheck (Owner 85 Broads)


Golden Circle of Strategic Networking

Learn

GIVE

AskHelp

Thank

Follow-Up


52 Networking Tips1. Give yourself permission to network and expand

your network.

2. Create a list of “opening lines” to use when meeting someone new. Use open-ended questions to continue dialogue.

3. Develop a 20-second introduction about yourself. Practice it until it becomes spontaneous and natural. Create several for different audiences.

4. Do your research before attending an event or meeting.

5. Create a list of “get to know you” questions.” These will further the discussion with the person you connected with.


52 Networking Tips6. Keep a journal of “small talk” topics. These are about

current events, industry trends, and community topics.

7. Set a goal for every event or meeting you attend. A good goal isto meet two new people, make a connection, and send a follow up note, call, or e-mail.

8. Smile when meeting people, entering a room, or talking on the phone. A smile is the first step in building rapport. Smile for 10 seconds when you enter a room.

9. Look the other person in the eye. Eye contact says you are focused on the conversation and interested in what the other person is saying.

10. Listen with care. Be aware of what the other person is saying instead of thinking about what you will say next. You will remember much more about the person and the conversation. *Listen has the word ‘silent’ in it—silence your mind to focus and listen.


52 Networking Tips11. Learn to remember names. This skill will set you apart from

many. Listen carefully when the name is said, repeat it in the conversation, and create a mind picture that will help you associate the person with the name.

12. Give compliments. Make a goal to look for positive attributes and give five compliments a day. Make sure they are sincere.

13. Make a list of the key people in your industry or profession that you would like to meet. Determine what organizations, places and people you know that you could find to help you connect.

14. Re-connect with four people a week. This week call a client or prospect you have not been in touch with for a while, a former business colleague, and a friend you haven’t spoken with for several months.

15. Follow your interests. Remember, you need like-minded people in your network.


52 Networking Tips16. Join a networking group and attend the meetings. Practice techniques

like your 20-second introduction and keep expanding your circle.

17. Research and join an industry or professional group. Go to two meetings, meet two people, and set up two follow-up meetings before you make your decision to join.

18. Take a class, join a gym, or take a special interest vacation. Remember, you want to have like-minded people in your network.

19. Volunteer, write an article, or join a committee in your organization. Becoming known helps you meet people and develop relationships faster and more profitably than just attending meetings. Be involved.

20. Send three hand-written notes a day. Send these to people in your network to say thank you, congratulations, send an article of interest, extend an invitation, or just to keep in touch. Use ‘found time” during the day and make these short and simple. Carry note cards and stamps with you. It is your “46 cent investment plan.” Or use my high tech-high touch method www.appreciationpower.com.


52 Networking Tips21. Write an article, or newsletter to send to your contacts. This

promotes your business and helps you keep in touch with your contacts and stay on their radar.

22. Send gifts. Remember those who help you, or just remember a special occasion for those in your network. Develop a list of reliable vendors of unique gift items for these occasions. Think of the person and send a gift that was picked for them and well thought out.

23. Use premiums that will remind recipients of your name and business. Look for useful items that will be appreciated and that will keep your name in front of others.

24. Follow-up within twenty-four hours of a meeting to say, “nice to meet you,” “thanks for your time and consideration,” and to set another meeting.

25. Connect within two weeks to suggest another meeting. Make it happen and set the date.


52 Networking Tips

26. Send materials or information on time or sooner than promised.

27. Thank your contact for a referral and let them know what happened. Keep them in the loop.

28. Become a resource for others. Give generously of your time and expertise.

29. Look for unique and creative ways to have “face” time with others.

30. Remember birthdays and send cards. Also incorporate ‘any special’ date to remember in this list.


52 Networking Tips31. Develop a system to keep in touch with everyone in your

network on a regular basis. As you list grows, divide it into categories and have a contact plan for each category.

32. Review your list on a regular basis and make sure it is revised and updated.

33. Develop and maintain a database of your contacts. Your system should work for you; you should not have to work for your system.

34. Collect information about each contact besides the basic contact information. This includes interests, family, awards and promotions, special dates, how you met, and other pertinent facts. (see information bank)

35. Determine the way each contact prefers to communicate: phone, e-mail, social media, in person. Note this on their database record.


52 Networking Tips36. Make and keep notes about each meeting with each contact.

Refer to these when following up or before the next contact with them.

37. Enter information about a new contact and follow up within 24 hours of your meeting.

38. Answer your phone and e-mail messages within 24 hours.

39. If you are out of touch for a period, let people know with a message on your phone and an automatic e-mail message. Better yet—check anyway to be the utmost professional.

40. Everyday, send an e-mail to someone in your networking universe that you have not heard from recently.


52 Networking Tips41. Once a week, go through your contact list and call

three people just to say “hello.”

42. Once a month, have lunch with a friend, colleague, or client you have not seen for a while.

43. At a company function, set a goal to sit next to someone new and get to know them. Also plan to follow-up.

44. When making telephone calls feels uncomfortable, use a script and practice until it comes naturally.

45. Begin with a compliment. This is a wonderful way to start a conversation when you may not know what to say to break the ice. Be sincere.


52 Networking Tips46. When a conversation gets off track, use a “bridge”

such as, “that reminds me of…” to get back to your topic.

47. Attend meetings with a purpose. Have a specific goal in mind when attending an industry event or meeting. It could be to meet the speaker, or reconnect with a new client or prospect.

48. Set a time limit. Give yourself permission to achieve your goals and then you can leave.

49. Send articles and interesting research electronically to keep in touch.

50. Give yourself a reward for your continued networking practice—attending an event, or retaining a new client as a result of a networking contact.


52 Networking Tips51. Continually build your social media

status and networking- stay connected online.

52. Keep the circle of strategic networking in mind: learn, give, ask, help, thank, follow-up


Takeaways

What will you do to continually build your everyday networking and leadership skills?1.

2.

3.


THANK YOU!


Contact InformationAndrea R. Nierenberg

Nierenberg Consulting Group420 East 51st Street, New York, NY 10022

http://[email protected]

Office: 212.980.0930Mobile: 917.626.8494Blog: http://www.TheNierenBlog.comTwitter: http://www.twitter.com/anierenbergLinkedIn: http://www.linkedin.com/in/nierenbergFacebook: http://www.facebook.com/pages/Nierenberg-Group/191608767531309

"Showing Appreciation to Your Clients and Connections isAlways in Style" click here to learn more:

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