1. Contacts Count Putting the tools of networking to work in the service of business and career goals for... Corporations Universities Government Associations

2. Putting networking tools to work. © 2009 www.ContactsCount.com Who are we? Founded in 1990 by Anne Baber and Lynne Waymon Co-authors of 7 books on networking for professional and organizational success Create Cultivate Capitalize Contacts Count is the nation’s premier professional networking training and consulting firm. We work with clients to create, cultivate, and capitalize on professional relationships to benefit their organizations and advance their careers.

3. Putting networking tools to work. © 2009 www.ContactsCount.com Why network? Get the job done Professionals network to... Get the business Get behind organizational initiatives Get ahead “The workshop was a huge hit! You unlocked the secrets of meeting, greeting, and nurturing networks and added so much value to our meeting.” – Ann Marie Rosa, PricewaterhouseCoopers

4. Putting networking tools to work. © 2009 www.ContactsCount.com Don’t people already know how? 60% of Americans say they feel shy and uncomfortable in business and social settings. – The Shyness Clinic, Stanford University 85% say, “I don’t have the network I need to accomplish my goals.” 97% say “I have trouble remembering names.” 85% say, “I don’t know what I want when I go to a networking event.” – Contacts Count Research “Many of today’s typical coaching candidates lack organizational savvy. They are underestimated and pigeonholed.” – Drs. Marty Seldman & Rick Brandon, Authors and Executive Coaches 40% of Ph.D.s were born outside of the U.S. “They arrive with needed technical skills, but not the social competencies needed at work.” – Lewis Center, UCLA “Dependence on remote forms of communication has left many younger workers bereft of interpersonal skills.” – Fast Company Shyness...Skills...Savvy... Social competencies...Social acumen...

5. Putting networking tools to work. © 2009 www.ContactsCount.com What does your organization call it? Relationship management Client development Practice development Intelligence gathering Relationship building Social acumen Collaboration/ Connectivity Business development Rainmaking Horizontal integration Social capital Influencing Visibility

6. Putting networking tools to work. © 2009 www.ContactsCount.com Identify personal style Clarify attitudes toward networking Re-frame networking as teaching & giving Adopt leading-edge beliefs about the critical role of networking in the marketplace 1 Be able to: Make informed choices about how to focus attention, time, & money Adapt and apply the tools of networking to Get on board quickly Get the job done Get behind organizational initiatives Get the business Get the most out of meetings & conferences Get ahead Plan agendas to achieve maximum value from events/encounters 2 Be able to: Correctly locate any contact in the appropriate Net Map WorkNet & OrgNet contacts Use criteria to evaluate relationships & sort them into categories, such as Start/Rev Up, Enrich, & Repair Plan structured next-step conversations Leverage opportunities from one Net to another 3 Be able to: Capitalize on Style Appreciating how personality (introversion, extroversion, communication styles, shyness) & mindset (previous learnings, attitudes, misconceptions) affect the ability to build relationships. Take a Strategic Approach Targeting specific organizational & career outcomes (macro) and agenda-building for specific networking events & encounters (micro). Envision the Ideal Network Identifying WorkNet, OrgNet, ProNet, LifeNet contacts & appreciating the benefits, challenges, & leveraging opportunities faced in developing each of them. Develop Relationships Seeing relationship development in 6 stages & managing the trust- building process by teaching character & competence. Use criteria to determine the stage of any relationship Survey & evaluate options for demonstrating character & competence Know how trust is broken & how to re-establish it Determine what to teach and learn if you want more of a relationship Initiate & manage the 6 follow- through conversations 4 Be able to: The 8 Networking Competencies

7. Putting networking tools to work. © 2009 www.ContactsCount.com Make your name memorable Learn names using specific techniques Deal with forgotten names in a way that builds the relationship Know the best times to exchange business cards & how to use them to create a connection Easily join groups of people who are already talking Use specific methods to end conversations with the future in mind Handle awkward moments 5 Be able to: Answer “What do you do?” in a way that makes expertise visible & memorable Call to mind, identify, & research events & successes that teach organizational, team, or individual capabilities Use guidelines to construct & edit stories that highlight what you want to teach Recognize storytelling opportunities Deliver stories in a way that increases personal & organizational visibility 6 Be able to: Analyze & select networking arenas to reflect your goals Decide if a specific group meets your needs Outline participation & plan how to get the most from time & money spent Decide when to discontinue involvement in a group Create a customized group to generate referrals & find resources Seek out & plan how to take advantage of internal networking opportunities 7 Be able to: Ask questions designed to learn about others & develop relationships Listen generously with a bias toward action Be alert for opportunities to connect your contacts & provide access to resources, talent, opportunities Up the ROI by bringing back business intelligence from conferences & meetings Encourage & support (model and mentor) a networking culture throughout the organization 8 Be able to: Increase Social Acumen Becoming more comfortable, confident, and professional by mastering relationship rituals. Showcase Expertise Using examples & stories to teach contacts about expertise, experience, talents, & interests. Assess Opportunities Choosing optimum networking opportunities & making participation pay off. Deliver Value Contributing to the organization’s networking culture & capitalizing on networking to affect the bottom line. The 8 Networking Competencies

8. Putting networking tools to work. © 2009 www.ContactsCount.com Organizational clients Kraft Bank of America Deloitte DuPont Corning Lockheed Martin Raytheon PricewaterhouseCoopers Microsoft Ernst & Young Booz Allen Hamilton First Horizon Bank HSBC Bank ExecuNet Lee Hecht Harrison Right Management Associates Grant Thornton Bates White Polsinelli Shalton Flanigan Suelthaus Snyder, Cohn, Collyer, Hamilton & Associates Smithsonian National Geographic Society United Way Brookings Institution ICF International Abt Associates Interiors by Decorating Den Sir Speedy “Solid skills. Entertaining delivery. 99% of our 300 attendees recommend you for future events, and 97% say your presentation will help their career development here.” – Career Planning, Booz Allen Hamilton “With in-depth knowledge about how to network and strategies to motivate participants to try new and better approaches, Contacts Count helps people establish meaningful connections in a huge corporation.” – Beth Dumesco, Learning & Development, Lockheed Martin

9. Putting networking tools to work. © 2009 www.ContactsCount.com Developing networking competency... Increases engagement, internal alignment, and inclusion Reduces turnover Makes developing business everybody’s business Sparks innovation and creativity Maximizes cross-functional resource sharing On-boards new hires faster Improves decision making Breaks down barriers among generations Gives internationals more skill with U.S.-style relationship building Encourages collaboration and silo-smashing Supports the use of enterprise social networking software Captures expertise of retiring personnel Organizations

10. Putting networking tools to work. © 2009 www.ContactsCount.com University clients Michigan Georgetown Maryland Marquette Arizona State George Mason Catholic “Raises the bar for all future speakers... useful and relevant information with specific examples and delightful stories. Very polished. Moved at a good pace, while still encouraging interaction.” – Students and Alumnae of the Griffiths Leadership Society for Women, University of Missouri Friends Carnegie-Mellon George Washington Missouri Nebraska Baltimore Wharton “Students found your content and delivery impressive. We’ll be calling on you in the future.” – Gil Yancey, Executive Director, MBA Program, George Washington University

11. Putting networking tools to work. © 2009 www.ContactsCount.com Developing networking competency... Increases engagement, resource sharing, and collaboration among staff professionals Encourages alumni commitment, involvement, and giving Acts as a resource to alumni who are job hunting or changing careers Supports students in finding internships and jobs, and in preparing for the world of work Creates strong bonds among students, so they develop a network for life "100% would recommend Contacts Count networking skills for alumni and advancement professionals to their colleagues... comfortable, conversational, and engaging.” – Naomi Marshall, Conference Director, Academic Impressions Universities

12. Putting networking tools to work. © 2009 www.ContactsCount.com Government clients Treasury Executive Institute U.S. Senate U.S. Departments of State, Agriculture, and Commerce U.S. Navy National Institutes of Health Presidential Management Fellows Program National Technology Transfer Center “I’ve always believed that casual conversation leads to opportunities in personal and professional life. That’s been enhanced even more by the Contacts Count skills.” – Don Cohen, Assistant Director, IT Security, U.S. Treasury Department Nuclear Regulatory Commission Defense Information Systems Agency Office of Personnel Management National Geospatial Intelligence Agency National Aeronautics and Space Administration Naval Undersea Warfare Center Environmental Protection Agency

13. Putting networking tools to work. © 2009 www.ContactsCount.com Developing networking competency... Increases engagement, internal alignment, and inclusion Captures the expertise of retiring personnel Sparks innovation and creativity Maximizes cross-functional resource sharing On-boards new hires faster Improves decision making Breaks down barriers among generations Gives internationals more skill with U.S.-style relationship building Encourages collaboration and silo-smashing Reduces turnover “Our Senior Fellows praised the way that you simplified the nuances of networking, while emphasizing how government leaders can build stronger alliances and connect to get things done.” – W. Frederick Thompson, V. P., The Council for Excellence in Government Government

14. Putting networking tools to work. © 2009 www.ContactsCount.com Association clients American Chemical Society Society of Women Engineers National Association of Women Business Owners National Business Incubation Association Commercial Real Estate Women Consumer Electronics Association Women in Technology, American Institute of Architects National Association of Home Builders American Council of Engineering Companies Employee Relocation Association Edison Electric Institute Property Management Association Pan Asian Women’s Association Society of Black Professionals National Fisheries Institute American Society of Association Executives Public Relations Society of America Medical Librarians Association Army Librarians Association Society of Human Resource Managers American Society for Training and Development Outdoor Writers Association National Association of Colleges and Employers American Society of Plastic Surgeons California and Kansas Society of CPAs International Association of Business Communicators International Association of Personnel Managers National Association of Public Hospitals “The program is a ‘must see’ for any professional!” – Russ Holbrook, HR and Operations, American Society of Plastic Surgeons

15. Putting networking tools to work. © 2009 www.ContactsCount.com Developing networking competency... Attract and retain members Create a “network- friendly” culture for members Promote the association as the place to build professional relationships Work with partners, board members, and key volunteers “As a foreign professional looking for work in the highly competitive U.S. job market, I got the knowledge and understanding of strategic networking that made a positive difference.” – Nalinie Kouame, Communications Consultant, Washington, D.C. In professional staff, to... Get maximum value from membership Advance their careers Get more business Give back and mentor others Among members, so they can... Associations

16. Putting networking tools to work. © 2009 www.ContactsCount.com We partner with you on programs for... Business development Employee, management, and career development Diversity initiatives Employee resource groups Mentorship Orientation Leaders and high- potentials

17. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project Heery International’s architecture, engineering, and construction managers at their annual University honed their skills in business development, client relationships, and cross-selling. Contacts Count was invited back 4 years in a row. “Research at MIT found that engineers and researchers were 5 times more likely to turn to another person for information rather than to search an impersonal source such as a file or database.” – The Hidden Power of Social Networks, Rob Cross, Ph.D.

18. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project Staff at Georgetown University move ahead with their careers in the Management Certificate Program. For the past 8 years, we’ve led a one-day course, twice a year, to help employees master the networking competencies necessary for success. “A recent study shows that successful managers network 70% more than unsuccessful ones.” – Academy of Management Journal

19. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project Bank of America relationship managers from three states attended a full-day, customized workshop to help them build relationships in their communities. They left with personalized, strategic networking plans designed to attract new clients. “It is through their networks that people learn, create, energize one another, and open channels to new opportunities.” – Deloitte

20. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project “Social networks put you in the thick of information flows and are one of the best predictors of productivity.” – Computerworld For the National Geographic Society, we designed and delivered training for employees who serve internal customers. They learned how to reach out, build cross- functional relationships, and gather intelligence about the needs of those they serve.

21. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project Administrative Officers at the U.S. Department of State learned about networking at its best. In half-day courses, they focused on how to create, cultivate, and capitalize on their networks to help embassies run smoothly. “The world has become an increasingly interwoven place. Whether you are a company or a country, your threats and opportunities... derive from who you are connected to.” – Thomas Friedman, NY Times Columnist

22. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project In ongoing training programs for George Washington University, undergraduate and graduate students learn the networking skills they need to attend job fairs, find internships, land jobs, and succeed in the world of work. “Work will be increasingly relationship-based and therefore managing the weaving of relationships even more essential to outcomes.” – Association of Career Professionals International

23. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project For human resources professionals at Lockheed Martin, we teach “Networking At Its Best” in a 2-year Leadership Development Program. Activities designed to increase social acumen and build social capital include a pre-test and post-test, training sessions, one-on-one and group telephone coaching, and a monthly online reinforcement program. “Leaders who are skilled networkers have access to people, information, and resources to help solve problems and create opportunities.” – Center for Creative Leadership

24. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project For the Johns Hopkins Women’s Network at the Applied Physics Lab, we customized and led two skill-building sessions. More than 250 people attended the sessions to strengthen their connections and learn state-of-the-art networking skills to advance their careers. “The most effective high performers create and tap large, diversified networks that are rich in experience and span all organizational boundaries.” – MIT/Sloan Management Review

25. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project Interiors by Decorating Den, the nationally known franchise, asked us to speak at four of their annual conferences. We provided a keynote, a workshop, and several one-day pre-conference training sessions. Franchise owners also attended our telephone training programs, focusing on how to bring in the business. “The richest people in the world build networks.” – Rich Dad, Poor Dad, Richard Kiyosaki

26. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project The National Association of Home Builders invited us to speak at five of their Remodelers Conferences, where the focus was how to get more business. We also spoke at three annual meetings for executive officers, who learned skills to help them find resources for the chapters they manage and to help members and volunteers get more involved. "It's a no-brainer that having a strong network is key to building a successful business. A good strategic network can take a business to the next level." – Richard Carson, Deloitte Canada

27. Putting networking tools to work. © 2009 www.ContactsCount.com Typical project The Consumer Electronics Association invited us to design and deliver a half-day workshop for staff to help them feel more confident and competent when networking with members and board members. Bonus: Cross-functional resource sharing increased when staff members learned more about each other. The formal structures, as manifested in organizational charts, don’t explain how most of their real day-to-day work gets done in organizations.” – McKinsey Quarterly

28. Putting networking tools to work. © 2009 www.ContactsCount.com We customize our… “I was thoroughly impressed with how clearly and concisely you articulate the importance of cultivating contacts and include so much research and so many examples.” – MJ Hall, Senior Project Manager ASTD Benchmarking Forum Keynotes (30-90 minutes) Training programs Work- shops and breakouts Webinars and telephone seminars ConsultingCoaching

29. Putting networking tools to work. © 2009 www.ContactsCount.com Contacts Count Resources Make Your Contacts Count (AMACOM, 2 nd edition) By Anne Baber and Lynne Waymon This 5-star-rated book provides indispensable networking know-how for business and career success. "I left feeling energized and inspired to redouble my networking activities. I've already told several others how terrific your class and book are." – Alex Berley, Director of Client Services, E&G Group Networking Know-How: The Contacts Count System for Savvy Professionals and Smart Companies This 80-minute audio CD outlines What to do and say to advance through the 6 stages of relationship building Managing the 3 key moments of networking Building your credibility with stories and examples... and more! “Networking is not just a buzzword. This vital skill has helped me build a successful career. I recommend this to the people I coach.” – Linda Marks, Corning, Inc. "Thanks to Make Your Contacts Count, I now know how to show my character and competence with confidence. With my agenda in hand, it’s easier to turn every event into an opportunity for success.” – Michael Knaebel, Senior Manager, Technical Workforce Development, Lockheed Martin Space Systems

30. Putting networking tools to work. © 2009 www.ContactsCount.com Contact I Lynne Waymon Co-founder and Partner Professional Speaker & Trainer Co-author of “Make Your Contacts Count” Presenter on CD: “Networking Know-How” Contacts Count 1400 East-West Hwy, Suite 1228 Silver Spring, MD 20910 Phone (301) 589-8633 LWaymon@ContactsCount.com www.ContactsCount.com