2. 1 A Practical Guide to Networking: How NCMA Can Help Breakout Session # F13 Karen H. Reuter, CPCM, Fellow Po Collins, CPCM, C.P.M., Fellow NCMA Women’s Forum Tuesday, July 31, 2012 4 pm – 5:15 pm

3. 2 What Is Networking? Why Network? How to Start What to Do What Not to Do Advantages Disadvantages Exercise AGENDA

4. What is Networking? Computer Networking? –Nope Social Networking? –Maybe Professional Networking? –YES

5. Definitions “A process of giving and receiving by participating in relationships in which everyone is a learner and a teacher” Kathleen Barton, “Connecting with Success” “Connecting is all about your friendliness, your ability to engage, and your willingness to give value first.” Jeffrey Gitomer, “Little Black Book of Connections”

6. Why Network? “All things being equal, people want to do business with their friends. “All things being not quite so equal, people STILL want to do business with their friend. HINT: To climb the ladder of success. You don’t need more techniques and strategies, you need more friends.” Jeffrey Gitomer’s “Little Black Book of Connections”

7. Benefits Social and/or Professional Networking provides Opportunities: –Meeting people of similar social/business interests –Expanding professional connections –A forum for discussion and information –A means to assist and be of assistance Leverage: –Networking isn’t “nice to do,” it’s essential to leadership development at every level. –Informal networks are the key to getting things done.

8. How to Start: Prepare Yourself 1.Decide what you want to get from your network 2.Assess the value of your network 3.Develop your approach 4.Create new connections 5.Position yourself to be known 6.Cultivate contacts into relationships 7.Become a “connector or connectors”

9. How to Start: Assess Yourself Assess the Value of Your Network Does your network open doors to opportunities? What can you give back? Who do you need to know, & who can help you? Do contacts help you access others as well as information in a timely way?

10. How to Start: Assessment Rate yourself: 1 – Poor; 2 – Average; 3 – Very Good; 5 – GREAT! 1.People like me 2.I am constantly meeting new people 3.When I meet new people, I engage them right away 4.I have a GREAT personal commercial to introduce myself 5.I help other people regularly 6.I look to make connections for others 7.I network at least 10 hours per week

11. How to Start: Assessment 8.I have my own website and publish useful information there 9.I am published someplace on a regular basis 10.I give speeches at industry events 11.I know the most powerful people in my community 12.The most powerful people in my community know me 13.I know the most powerful people in my industry 14.The most powerful people in my industry know me 15.People call me to help them make a connection Jeffrey Gitomer’s “Little Black Book of Connections” Rate yourself: 1 – Poor; 2 – Average; 3 – Very Good; 5 – GREAT!

12. How Did You Do? Scoring the test: 75 - Perfect score – You’re fully “connected” 65-74 – Great score! An indication that you’re on the move UP 55-64 – You’re in the Big Club – people who think they’re “pretty good,” but are really just getting there. 45-54 – You don’t know the right people in the right places 35-44 – You’re being passed over by people who are better connected than you Below 35 – You need some assistance! Jeffrey Gitomer’s “Little Black Book of Connections”

13. Now What? Get Curious! Before you begin, ask yourself: What do I want to achieve, & when? Who do I know, & who knows me? How can I help others succeed? What can do to put myself in front of influential people? How can I anticipate what influential people need? How can I be valuable to others so they’ll want to continue our connection? How can I make people better as a result of connecting with me?

14. How to Start: Practical Advice FIRST – Get involved -- JOIN NCMA! Start going to the local chapter meetings Look for opportunities/events where those with similar interests will be (conferences, seminars, workshops) Expand your contacts at work Expose yourself to senior management Look for a mentoring program

15. What to Do Determine what you want to achieve: –A new job –Expand your professional contacts –Develop relationships Practice what you want to say when you introduce yourself –What do you want them to know? Think about what you can do for them, rather than what they can do for you! Look to the long-term results Networking is a process, not a one-time event

16. What To Do: Practical Application Chapter meetings: –Consider volunteering The Hospitality Chair or Greeter gets to meet everyone! –Arrive early -- stay late –Introduce yourself –Practice the art of listening –Sit with people you don’t know

17. What To Do: Practical Tips Conferences: –Do your homework – review profiles on LinkedIn & corporate websites for information on speakers / presenters –Know what you want to say: “I admire your research.” “Your talk gave me some good tips.” “I really liked the way you discussed “x.” –Don’t forget the Exhibit Hall! –Learn how to follow-up

18. What to Do: More Tips Little things: –Wear your name tag on the right side –Practice your elevator speech –Be polite –Learn how to offer a business card –Switch to club soda before you think you need to switch to club soda! ( Thanks to Allison Vaillancourt for this! )

19. What Not to Do It’s Quality, not Quantity! Don’t “work” the room Don’t look over your contact’s shoulder for others who might be more “important” Don’t interrupt Don’t “oversell” yourself Don’t shower the room with your cards Don’t pre-judge others

20. Strategies to Apply Be friendly, and everything else falls into place. Project your self-image in a way that breeds confidence in others Use a positive attitude to breed positive responses, leading to positive results Take a genuine interest in others before you ask them to take a genuine interest in you Staying in touch is more valuable than making the initial connection Jeffrey Gitomer’s “Little Black Book of Connections”

21. Advantages of Networking Expand your professional network in order to: –Learn more about everything –Have resources to ask questions and find new ways of doing things –Find out about new career opportunities or progression –Enhance your credibility and professional reputation

22. Advantages of Networking in Professional Associations Learn new strategies from peers and senior leaders Get to know people who might help you - or hire you Discover the marketplace and potential customers Volunteer – get leadership skills – increase expertise Look for role models and potential career assistance Get feedback about yourself and your activities

23. Advantages of Networking in Professional Associations Mentor younger members of your profession Earn professional certifications and win awards Get advice and grow personally and professionally Keep informed on the “latest and greatest” in the profession

24. Disadvantages Almost none, BUT –It can be scary – especially for introverts –You may be in the wrong group –You can sabotage yourself

25. Final Thoughts Your ability to look others in the eye is a sign of your own self-respect People judge you by every action you take. Your present reputation determines your future fate. No connection is made without some risk Your mother taught you everything you need to know about connecting!

26. ADDITIONAL RESOURCES NCMA Women’s Forum Anne Baber, Lynne Waymon: www.ContactsCount.com Articles and Blogs: –www.TheHeartAlliance.comwww.TheHeartAlliance.com –www.Career-advice.Monster.comwww.Career-advice.Monster.com –www.Linkedin.com (NCMA Women’s Forum subgroup)www.Linkedin.com –www.Rileyguide.comwww.Rileyguide.com –www.Jobsearch.about.comwww.Jobsearch.about.com Book: –Jeffrey Gitomer’s “Little Black Book of Connections”

27. Exercise Get in groups of five Introduce yourselves Talk about your goals Exchange business cards If you’ve met someone interesting, make plans to follow up