Networking for Business Development Presented by: Date: Certified Public Accountants Consultants Wealth Management Technology

What is “networking”?

Networking is… Sharing of knowledge and contacts Getting the help you need from those from whom you need it Getting more done with less effort Building relationships before you need them Helping others Contacts Help Knowledge You Skills Relationships Support

Networking Involves… Establishing goals (personal and professional) Analyzing the type of assistance you will need to achieve goals Developing your people skills Building and cultivating “Your Network” Could be different than the firm’s network Developing business

How do I build my network? Blue Ocean Experience

Six Steps to Successful Networking Sustain Step 5 Step 4 Take Action Step 3 Organize Step 2 Make Contact Step 1 Plan Following these six steps will put you on the right track to achieving your networking goals Self-Assessment

Step 1: Self-Assessment Assess your own interests, skills, knowledge areas, and personal and professional attributes Take stock, so you can speak about yourself and your firm with enthusiasm Self-assessment allows you to: Validate your strengths Recognize areas that need improvement Create focus, direction and a plan of action for increasing your networking effectiveness

Step 2: Plan Ahead Create a list of leads and prospects: Who do you already know? Who do you want to know? Who do you want to know you? Who do you know, who knows someone you want to know? Networking CANNOT be a one way street Research information about your potential networking contact and his/her field Decide what information you would like to obtain from your contact and prepare a list of questions you would like to have answered Paragon Village, NJCAA Bond, Massari United, Kingston Title, Moore Funeral Homes Schafer Cullen

Step 3: Make Contact Initial contact can be difficult, but remember: Smile Approach Introduce yourself and shake hands Initiate small-talk How??? Prepare an elevator speech Be able to accurately describe yourself in under two minutes Your audience determines to what level of detail you should provide Keep it simple “You never get a second chance to make a good first impression.” Pilesgrove Immediate Care Brennan, Golden Corral Bon Chef

Step 4: Stay Organized Use a spreadsheet to keep track of contacts and what you discussed: Contact name, title, company Address, phone number and email address How you made contact Date last contacted Conversation summary Names of referrals (to you/from you) Other follow up steps you took

Step 5: Take Action Networking is an ongoing process so stay active… Where to network Conferences, forums, summits, workshops, seminars, and training sessions Committee meetings, roundtables, panel discussions, breakfast briefings, award dinners, alumni events, annual association meetings, golf outings, charitable events, (e.g., fundraisers, benefits, runs/walks), sporting events, etc. Happy hours and other social events Where to focus Start with the low hanging fruit

Step 6: Sustaining your network Don’t let your “rolodex” gather dust – keep in touch through sending occasional emails, updates, links to articles, etc. Keep your contacts up-to-date on your progress and accomplishments. Always thank people and follow through on promises made Email or call your contacts regularly Respond to any requests made during the prior meeting Arrange to have coffee or lunch at a convenient time Be prepared to discuss other things (i.e., sports, family, etc.) aside from work How else might you keep in touch?

What else can I do? LinkedIn and other business media sites Professional Sites for your certification Professional Directories Circulate written articles to non-subscribers

General Tips Know the terminology of your field Always carry business cards Try to get business cards from people you meet Dress appropriately Practice makes perfect Try making small talk where ever you are At the bus stop, on airplanes, in the airport Get off the phone and take off the ear buds These give the impression that you do not want to be approached

Questions?

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