Ten in 30 NetWORKing: a Contact Sport Victoria Jarosz, BEI Consulting Bernadette Johnson, CORE Consulting October 5, 2015

NetWORKing…  Defining NetWORKing  The Business Case for NetWORKing  3 Most Effective Forms of NetWORKing

“We don't need to convince large numbers of people to change; instead, we need to connect with kindred spirits. This is why networks are so important. But networks aren't the whole story. They need to evolve into intentional working relationships where new knowledge, practices, courage, and commitment can develop…” ~Meg Wheatley

What is a Network? Source: Center for Creative Leadership A NETWORK is a set of connected relationships with people inside and outside your organization upon whom you depend to accomplish your work. Within your existing network, you share information, collaborate, and solve problems.

NetWORKing is not…

NetWORKing is…  Relationship based  A reciprocal process  Having a group of people who you invest in  Knowing or linking to lots of different people  Sharing advice and know how

Business case for NetWORKing Source - Leadership Networking: Connect, Collaborate, Create Networking is THE pivotal professional and organizational capability in today’s ever changing environment…  It:  Increases your effectiveness  Removes political roadblocks  Strengthens your power base  Give you exposure across your organization

Three Types of NetWORKing Source: HBR- How Leaders Create and Use Networks  Personal  Organizational  Strategic

Personal NetWORKing

Organizational NetWORKing

Strategic NetWORKing

Activity Uncovering your Network (Noun)

NetWORKing: a Recap  Networking  —Creating a fabric of personal contacts who will provide support, feedback, insight, resources, and information—  Is simultaneously one of the most self-evident and one of the most dreaded developmental challenges that aspiring leaders must address Source - HBR: How Leaders Create and Use Networks

Create the Right Network

Five-Part Plan  Describe your current state  Analyze yourself  Analyze your network  Define your expectations and goals  Develop a transition plan  Try new techniques  Try new technology

Are you a Frog or a Prince(ss)? Source - HBR: Don’t Be a Networking Frog

Frog  Thinks it is a numbers game  Always looking for clients  Has no time to sit down  Reschedules at the last minute  Takes forever to get back to you  Always talks about self or business  Pitches a hard sell  Thinks short-term  Follows up with sales call  Changes interests, values and personality

Are you a Frog or a Prince(ss)? Source - HBR: Don’t Be a Networking Frog Prince/Princess  Gives referrals  Makes introductions  Knows what his connections need  Wants to know how she can help  Quickly responds or follows up  Knows relationships take time  Asks open ended questions  Listens  Is genuine

Are you a Frog or a Prince(ss)? Source - HBR: Don’t Be a Networking Frog  So which are you?

Analyze Your Network Source - HBR: Managing Yourself: A Smarter Way to Network

Network Characteristics  Does your network:  Consist of both external and internal relationships?  Have a small core group?  Challenge the status quo?  Enjoy diversity of mind?  Go beyond surface-level interaction?

Four Steps to Building a Better Network: Analyze  Identify the people in your network and what you get out of interacting with them. Source - HBR: Managing Yourself: A Smarter Way to Network

Four Steps to Building a Better Network: De-Layer  Make some hard decisions to back away from redundant and energy-sapping relationships. Source - HBR: Managing Yourself: A Smarter Way to Network

Four Steps to Building a Better Network: Diversify  Build your network out with the right kind of people: energizers who will help you achieve your goals. Source - HBR: Managing Yourself: A Smarter Way to Network

Four Steps to Building a Better Network: Capitalize  Make sure you’re using your contacts as effectively as you can. Source - HBR: Managing Yourself: A Smarter Way to Network

Who’s in Your Network? Source - HBR: Don’t Be a Networking Frog  Does your network support your goals?

Expectations and Goals  Define your professional objectives  Set personal goals based on your self-analysis  Set networking goals based on your objectives and your network analysis  For events:  Define goals for participating  Target certain roles or people; do your research  Define:  How you will measure success  Triggers for course correction

Integrate New Techniques  Build strategic networks… continually  Share your passion  Be visible  Think long-term  Get rejected  Ask open-ended questions  Become a power resource  Praise success  Give as good as you get  Practice, practice, practice  Cultivate both depth and breadth

Try New Technology  Let’s Lunch  Happening  LinkedIn Connected  CircleBack  Rapportive  Lifograph  LinkOut  Sonar  CrowdedRoom  Ndorse  UberConference  Twitter  MINE  Weave  Refresh

Activity Analyze Your Network

Thank You… …for participating in the “Networking: A Contact Sport” Session..