Network

The Secrets of Successful NetworkingNetworking Strategies for Busy Professionals Workshop

Jeff Richardson www.SecretsOfSuccessfulNetworking.comJeff@EmpoweredAlliances.com (650)269-5395

Workshop Objective: Systematically evaluate and improve your networking beliefs & behaviors to achieve more results from your networking time investment.

Networking Objective: develop a mutually beneficial network of influential people in my profession & community

Networking Agreement

Be InterestedConcise CommunicationCommit to Adding ValueInitiate Meaningful Conversations

List some of your current Networking Challenges?

The Most Important Fundamental

The Secret of Successful Networking

Give something of value* so youll be remembered & referred!

(Repeat)

Networking Portfolio Priorities (rank based on todays needs)

Analyzing Your NetworkHow often do I attend? How long have I been attending?Who do I know that attends? How well do I know them? How influential are they?How much value do I currently add? Get?The Secrets of Success Networking Process

Before Select the type of event Define your goals Identify the target audience Develop valued offerings

Target Audience

A specific characterization of people youd like to connect with

Get REALLY clear on who you want to talk to. This focus helps make it easier for your contact to help you. Based on their knowledge, generalize your request to get one step closer to you target audience.

Example: Engineering directors at medical device startup in south bay

You might ask if they know someone whoIs an engineering managerWorks at medical device company (company name)Knows of any startups that received funding South bay groups where this audience might network

Think about Position / title (VP, Director, etc.)Job functions (marketing, QA, etc.)Technology ( cloud computing, Agile, ect.)Industry (semiconductor, mobile devices, etc.)Attribute (entrepreneurial, organized, etc.)Location (Campbell, On the Peninsula, etc.)Target Audience

Examples:Company Division Dept. Project (Raytheon Missile Sys Mfg JSOW)Function Discipline Role ( SW Engineering SW Test SQA Manager Area Business Type Specialty ( Sunnyvale Mechanic Break repair)

Key Connections

Mavens - people we rely upon to connect us with new information Connectors - people with a special gift for bringing the world together Sales(wo)men "persuaders, charismatic people with powerful negotiation skills Goal Setting

Lack of Goal Clarity is the #1 reason why individuals dont accomplish their goals

SSpecificMMeasurableAAchievableRRelevantTTime Bounded

Great Goals to Go ForTry something new to challenge yourselfBuild rapport by finding commonalitySeek simple ways to add value to people Make people feel more comfortableConnect them with their right personProvide critical or novel information Work on how you sayWhat position you are looking forWhat referrals are you targetingQuestions to drive intriguing conversations

Examples:Who to meet:3 of the associations leaders5 working professionals in high tech 2 people who work at CiscoThe most influential person in the room

How to add valueIntroduce 2 sets of people during the eventCommit to emailing info to 5 people Give away 10 topic white paper articlesIntroduce myself to 3 people standing alone

Goal MatrixLevel 1 Level 2 Level 3

Connect with Biz cards collected Bcs collected from M/C/S Bcs from target audience

Add Value ID value to follow up with Share value right now Connect them to their right person in room

Add Value to Leaders Help w/ setup/cleanup Listen for need & volunteer ID opportunity to use strength for groups benefit

Present My Self/Biz Why I am here 10sec & 30sec elevator pitch to create intrigue Value in connecting with me is

Networking skill building Intros & exit statements Asking insightful questions Steering the conversation

Circle one from each row as a target goal for upcoming eventSelect an Event

Networking Associations in Silicon Valleyhttp://andreas.com/faq-networks.htmlEvent Lists Workit www.workit.com MeetUp www.meetup.comFull Calenderwww.fullcalender.com SFGirl www.sfgirl.comProfessional AssociationsInterFrench SiliconValley- French-speaking professionals http://www.SiliconFrench.comL'Executive Club French-speaking executives http://www.LExecutiveClub.com/American Marketing Association (AMA) http://www.ama.org/Silicon Valley Chapter http://www.svama.org/Association for Corporate Growth (ACG) http://www.acg.org/Silicon Valley Chapter http://www.acg.org/sv/Association for Financial Professionals (AFP) http://www.afponline.org/Association of Internet Professionals (AIP)Silicon Valley Chapter http://www.webguild.org/Financial Executives Institute (FEI) http://www.fei.org/

Pre-Event Preparation

Who is your target audience (be specific):

Targeted event: _____________________

What will your goals be for the event?

Intros Who Am I?

Key Questions to Ask

What three things can you prepare ahead of time so that you can provide some value to people you meet?a.b.c.

What can you do to enhance your role at the event?

The Secrets of Success Networking Process

During Keep your goals in mind Connect with your targets Find ways to engage Listen and add value Take notes & collect biz cards

Make a good TRUSTWOTHY 1st Impression

Keep Networking Agreements in mind Be InterestedConcise CommunicationCommit to Adding ValueInitiate Meaningful ConversationsConversation Starters Complement the other personBe subtleBe sincereBe observantAsk a conversation starting question thatIs relevant to event/situation Draws out persons interests and/or needs That YOU already have an answer to Short answer to What do you do? to create intrigue framed as Who Am I? Adjective + professional title (Creative SW Engineer)Career direction (Ive been a __, but Id rather be __) Catchy title (Chief Transformational Engineer)

Who Am I?___________________________________________________

___________________________________________________

___________________________________________________

List of my favorite questions to askWhat Energizes Them: What are you passionate about?Solve Problems: What problems are you working on now?Future Vision: What would you start if you knew you could not fail?Understand Their Interests: What interests you about (topic)?Focus the Conversation: What do you like most about _____? Gravitate Toward the Group

Join the Crowd (to meet more people in less time) Breaking in: Hi, mind if I join the conversation? What are you talking about?Inviting others: Would you like to join us ? , then open a space in the circle

Identify the key individuals you want to meetMavens, Connectors & Sales(wo)menDirect questions directly to them Review names and repeat for retention

Leaving the Conversation Excuse me(walk away with purpose)Do you have a card? Id like to talk more about ____ when we have more time.Im going to mingle a little more to meet (target audience). Do you know anyone like that here?

Reconnect with specific individuals AFTER the group breaks up to collect contact info for follow up

Connect on Common GroundF Family (you from this area? do you have kids?) O Occupation (what do you do?) Role (what do you like best about) Future (where do you see yourself in 2 years?) Experiences (what did you do before?) R Recreation (what do you do for fun) M Motivation (what are you most passionate about?)

Once you find the common bond, ask for contact info to follow up! Take Notes - Back of Business Card

Met at Network Workshop 5/13/0319 years in consultingKnows people in SJ Chamber/high tech mfg.Get info on BRNsHe needs contacts in bio tech.Call/email on 5/15

Information to trackWhere & when you metUnique characteristicsOpportunities to add valueInterests / passionsCommitment to follow up

Connecting on the fly is a SNAPSmile Nod Ask - Probe

The Secrets of Success Networking Process

After

Evaluate progress to goals Plan specific follow up steps Continue to provide value as a way to build relationships Make it easy for you to help others and them to help you

After Exercise

What Worked? What Didnt Work?

Prepackaged EmailsSubject: (Networking Event) Follow Thru

Hi ________, It was a pleasure talking with you last night at (fill in the networking event). I look forward to finding creative ways to help each other out. Last night we were discussing (insert topic), so I thought that I would pass along some information that might be of value for you. VALUE ADDING OPPORTUNITIES Personal contacts Links to critical information Job opportunityEncouragement or Advice Im currently focused on (insert something that would be of value to you), if you know of any networking contacts or information sources that might be of value for me let me know.

Thanks for your help. Who are you looking to connect with? Jeff Richardson www.EmpoweredAlliances.com / 650.269.5395

Network TrackingName Grouping M/C/S Company& PositionPhone Number Email Last connect Areas of interest

Tagging for Targeted Follow-UpEvent / Association you met atMaven, Connector or Sales(wo)menAreas of common interestTheir networking goals (job seek, sales, etc.)Influencer?Area of expertise Write a Check-In Email

Subject: It's a New Year: Update from Susan Pilgrim

Its a New Year, and I hope yours is off to a good start. Already we have been reminded of how fortunate we are regardless of our current circumstances.

What ImUp ToI continue my search for that RIGHT career opportunity. My search activities include enhancing my relationships, expanding my network, attending business and association events, participating in professional forums, staying current with business and industry trends and research, uncovering hidden opportunities, applying for open positions, engaging in discussion, coaching others who are also in search, sharing my expertise with various organizations, and interviewing.

Thanks disguised as how to help You have been most gracious in your efforts to assist me with this search. You have kept me in mind, sent job postings, introduced me to your colleagues, provided words of encouragement, made personal recommendations to hiring managers, and suggested companies to check out and activities to engage in. Please continue to provide whatever assistance you can. Your efforts are so appreciated.

As a reminder, heres what Im looking for:

What ImLooking ForThe Role: The head of Learning & Organizational Development (L&OD) role in a small to mid-sized company or in a division or business unit of a large company. (I am certainly willing to consider other roles that would allow me to make significant contributions to an organization.)The Company: A company that understands and acts in accordance with the intricate connection between developing ones people and executing the business strategy.The Location: Northern California, with a preference for the East Bay (Livermore, Pleasanton, Dublin, San Ramon), South Bay (Santa Clara, San Jose, Sunnyvale, Mountain View), and the Financial District in San Francisco.

For a refresher on my accomplishments and competencies, check out my LinkedIn profile: http://www.linkedin.com/in/susanpilgrim.

I continue to be ever grateful and humbled by every effort made on my behalf. And, I hope youll remember to call on me when I can be of assistance to you.

May 2010 be a year of revitalization, peace, and abundance for all.

With deep gratitude,

Susan

Up to Date Contact Info Susan Pilgrim, Ph.D.Sr Learning & OD LeaderBusiness Strategy=People Strategy925.223.7100pilgrim.s@sbcglobal.nethttp://www.linkedin.com/in/susanpilgrimSkype: susan_pilgrim

Easy Ways to Add ValueAutomate/outsource data entryIdentify reliable individuals & info sources Actively promote your key contacts offers, events and specialsLet others know where quality networkingSchedule time in calendar for follow-ups (FYI Mondays & Fridays are time wasting time)

Networking Assurance PolicyNetwork it WorksPick a buddy and hold each other accountable for your personalized plan

Put an action plan for things that you will do differently (what & when)

Do something different for a minimum of two weeks and evaluate the results and reward yourself repeat

Interact with me and other attendees through LinkedIn group Secrets fo Successful Networking

Be honest with yourself. If your plan doesnt work re-plan and do it again.

NetworkingFinal Exam

Practicing Networking is

DOING NETWORKING

(Now and Forever)

Networking Strategies into ActionCreating Your High Impact Networking Game Plan

Not satisfied with your networking ROI? Maybe you need a new approach? Research shows that only one in ten people is actually comfortable in striking up a relationship with a complete stranger. The Secrets to Successful Networking workshop will make meeting people easier, building relationships simpler and attending events more fun! Our hands on learning approach will allow you to apply key principles and strategies throughout the session to experience the difference for yourself. All the tools, tips and systems mean nothing without a customized strategy to keep activities aligned to maximize your networking ROI. Well evaluate your current network map and design a 90 day game plan to get you networking with more of the right people while spending less time. This fun and engaging workshop approach will rejuvenate your perspective on the value of the networking and allow you to be more comfortable and effective at any networking event.

Workshop Objectives:Evaluate the impact of new networking principles on your networking activitiesUnderstand key components of an effective networking processAdapt new tools and techniques to create a personalized networking strategy

Workshop Content

Networking Principles for Real Results

Mapping Your Network for Strategic Alignment

The SSN Networking ProcessBEFORE prepare to make an impact at your next networking eventDURING engage with individuals and add valueAFTER follow-up with value and maintain relationships

Leveraging Online Tools for Efficient Follow-Up

www.SecretsOfSuccessfulNetworking.comJeff@EmpoweredAlliances.com / 650.269.5395

What others are saying I would highly recommend this training to any group that is looking to improve their networking skills in a meaningful way. Your enthusiasm for your profession is apparent & refreshing. It was great to get useful information that I can apply immediately! Eric @ Elite Construction

Jeff Richardsons BioJeff Richardson has an unmatched passion for teamwork as demonstrated by his years of consulting/training experience with entrepreneurial startups, high tech companies. He has been presenting Secrets of Successful Networking seminars for over 8 years for thousands of professionals while adapting the core message to meet the specific needs of the various organizations. As an educator, Jeff designed/taught courses for Stanfords Advanced Project Management Program, in addition to Boston University and UCSC Extension as well as corporations like Cisco, Symantec, Intuit, Texas Instruments, Raytheon to name a few. Mr. Richardson has BS ME and MS OD. Empowered Alliances & Link, LLC, 20101

19 Empowered Alliances & Link, LLC, 2010