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

2. What is “networking”?

3. 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

4. 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

5. How do I build my network?
Blue Ocean Experience

6. 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

7. 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

8. 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

9. 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

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

11. 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

12. Step 6: Sustaining your network
Don’t let your “rolodex” gather dust – keep in touch through sending occasional s, 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
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?

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

14. 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

15. Questions?

16. Contact
Name
Title
Phone