Notes

WIT Career Management

Effective Networking

Networking Definitions

• a group of people who exchange information, contacts and experience for professional or social purposes

• the links that connect needs with opportunities.

• relationship building exercises that deliver results

• a combination of personality, attitude and acquired skills

Profile of a Networker

Nosey Ethical Timing Work Organised Resourceful Knowledgeable Enthusiastic Responsible for self

Profile of a Networkier

• Nosey - aware and alert, look, listen, see events from new angles, ask questions, constantly identifying opportunities others miss.

• Ethical - strive to be fair and honest - know “what goes around comes around”

• Timing - sensitive to people’s needs, frustrations and moods - time events, meetings

• Work - the heart of NetWORKing is work, work and work. not Netchat, Netcoffee, Netgossip, it is NetWORK

• Organised - you acquire lots of information - find/design a system that works

• Resourceful - find resources - all kinds and be a resource to others

• Knowledgeable - great networkers acquire as much knowledge as possible and where appropriate share it with others

• Enthusiastic - enthusiasm is contagious and generates positive energy. Helps make things happen

• Responsible for self - acknowledge you are in charge of your life. Willing to learn, make requests and share.

Practical Guide – 7 Steps

1. Trust yourself

2. Empower yourself

3. Invest in yourself and the process

4. Design an action plan

5. Build relationships

6. Follow your action plan

7. Be realistic - evaluate what works

7 steps – Action Plan

• Make your network list (identify everyone you know)

• Organise your list into: Personal/Social Community/Sport Professional/School/Business

• Think of all the places you come in contact with people. List all the names

• Don’t forget web and email contacts are people and network contacts. Maybe you know someone but they don’t know you yet!

• Warning be aware Privacy act

7 steps – Action Plan

• Assign the following to each name

M = mentors and guides

C = contacts and good networkers

P = prospects for work/business

I = people who have influence and power

S = people who support you

• Some names will have more than one symbol indicating valuable in several areas

• This list will show you where you are strong or weak

7 steps – Action Plan

• Consider what you aim to achieve from networking. What are your current and future needs?

• Develop the following list(s):– NEED (what you require)– WHO (people)– WHERE (places)– WHAT (events)– WHEN (calendar)

• Based on the premise that you can accomplish anything if defined in small manageable chunks.

7 Steps – Building Relationships

• Relationship building is the very heart of effective networking

• 3 important factors– Compatible Values - can have different tastes and

disagree on minor issues while having a close, healthy relationship if compatible values/philosophy

– Common Goals - people headed in the same direction can support each other and offer guidance and assistance

– Shared Experiences - assist in building trust

• Means getting involved in the lives of others and sharing success, joys, sorrows and fears

7 Steps – Relationship Building

• Assume people want to know you, help you and support you. Start with an open attitude

• Evaluate your current ‘network’ identify your stars - take care of them

• Start by understanding personality styles, extroverted, high achiever, introverted, creative... Spend time learning who people are. Best done by listening and observing.

• Identify their personal and professional strengths. When you know strengths you can support and promote them.

7 Steps – Relationship Building

• What are the goals of your contacts?

• Create shared experiences by attending meetings and events together

• Be willing to share honest opinions and listen to opinions

• Learn what other people need

• Maintain regular contact with the truly important people in your network - make time!

• Send birthday, congrats, thank you notes

• Once in place USE IT - a relationship is only successful if YOU are committed to building and nurturing

7 Steps – Follow the Plan

• Action Action Action it’s up to YOU

• Identify sources and resources to help accomplish your goal(s)

• Make detailed lists

• Share your goals and action plans with trusted people who will support your progress.

7 Steps - Evaluation

• Maintain constant informal evaluation of networks plus conduct a formal evaluation

• Informal evaluation - maintain a state of awareness, look at action plan and network contacts be aware of what (and who) is working and what not.

7 Steps - Evaluation

GeneralEffectiveness

CostEffectiveness

Satisfaction

Personal/Social

Community

Professional/Business

• Formal Evaluation suggest design - form review contact lists and networking guide Create a scale

• Your evaluation will let you know if you got the results you wanted

• Networks have phases, which form a cycle of increasing networks

1 - Making contacts Experienced networkers spend considerable time and effort placing themselves where they will receive maximum contacts - joining organisations, reviewing events (voluntary work, newspaper, local notice board).

2 - Realistic process of selectionHolding onto unproductive people will slow down your success. Don’t have to stop all contact just don’t include in core network.

3 - Building the relationshipNo short cuts. Relationships grow over time with hefty investment of planning and energy.

Network Phases

Network Phases

• You can make contacts quickly - but you cannot build relationships quickly.

• Need to examine each phase on a regular basis to identify where weak

• To be truly effective need to operate on all three phases simultaneously

• Should always be searching for new contacts, continually reviewing those contacts to identify the more productive ones, and building relationships.

• Lack of understanding of the concepts of networkingmuch more than handing our business

cards and contact details• Lack of a networking plan

networking without a specific plan is like driving into new territory without a road map

• Not using your networking plan• Unrealistic expectations

do you expect too much too soon?

Networking Barriers

Networking Barriers

• Emphasis on getting versus giving successful networkers are willing to give before

they receive

• Poor evaluation process a good system helps: measure progress and

recognise achievements and milestones

• Unwilling to make the commitment Make the commitment to learn and practice networking:

understand that it costs work, time and effort but delivers results

Hints for Networking Events

• Introduce yourself to the people on the registration desk and try to catch up with them later

• Don’t be afraid to tell people you are a first timer

• Look for other people with L plates

• Always enter the lucky draw

• Take notes during presentations and ask questions of the speaker if you have the chance

• Don’t leave as soon as the formalities are over

Business Cards

• Never leave home without them

• Always give them to people when you introduce yourself

• Try to get 1 business card for every one you hand out

• If someone doesn’t have a card offer to write their details on the back of one of yours

Things to Talk About

• Think FABULOS– Family– Activities– Business– Uniqueness– Loves– Organisations– Sports

Make the most of Memberships

• If you are only going to sit in the corner and gossip with a friend – don’t go

• Volunteer • Contribute to the newsletter• Provide feedback• Encourage others to join• You only get out what you put in a

membership fee does not provide an instant result

Resources

• Robyn Henderson www.robynhenderson.com

• Peer Group Networkinghttp://www.deewp.co.uk/tipbook%20august%202002.PDF

• The Magic of Networkinghttp://www.positivepath.net/ideasRH3.asp

• The Secrets of Effective Networkinghttp://www.careerlab.com/art_secrets.htm

• Hot Tips for Attending Networking Functionshttp://www.corporatetrends.com.au/hendo2.html

Positive Impressions

• Warmth• Sense of Humour• Imagination• Confidence• Success• Individuality• Body Language• Conversational ability• Aspiration• Creativity• Kindness

Negative Impressions

• Self-centered• Close minded – judgmental• Poor conversational ability• Negative life attitude• Indecisive/lack of opinion• Whining/complaining• Hard sell

Key Advice

• Be sincere• Be prepared to give, initially, a lot more than

you receive• Invest time in practicing your skills• Find an approach that works for you• Always follow through