1. “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but the steady hand on the tiller comes from some gray hair.” —Big Time Executive Recruiter “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but the steady hand on the tiller comes from some gray hair.” —Big Time Executive Recruiter

2. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING OF NETWORKING Scott Kane Gray Hair Management, LLC www.grayhairmanagement.com

3. Copyright 2001-2003, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING It is the most productive networking tool. Never Go Anywhere Without A Business Card! Name Name Your Address Your Address What you do (Core Competency) – Branding! What you do (Core Competency) – Branding!

4. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Branding TechnoPeople Maven Improving the way people and technology work together. Brigadier Successfully leading organizations in strategy & execution. Safecracker Unlocking the wealth between customers and products through marketing. Project Concert Master Orchestrating manufacturing tasks into product symphonies. Change Artist Improving the bottom line by creating change.

5. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Business Cards (Cont’d) How to reach you How to reach you Phone Phone Fax Fax Pager Pager Cell Phone Cell Phone Email Address Email Address Mother-in-Law Mother-in-Law Personal Website Personal Website Use both sides – Mini Resume or Skill Set Use both sides – Mini Resume or Skill Set

6. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Never Go Alone To An Event Always buddy up Don’t stick together On the ride home… Discuss successes and failures Discuss successes and failures Pass along contacts Pass along contacts

7. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Always Network At all events Family Family Social Social Business Business Get past the small talk Take the conversation in your direction

8. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING The Elevator Speech Make it unique so that the other party wants to hear more Make it unique so that the other party wants to hear more Must be focused Must be focused They must know what you want for them to help you They must know what you want for them to help you Practice…practice…practice Practice…practice…practice First 15 seconds are the most important First 15 seconds are the most important

9. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Give Your Undivided Attention Make eye contact and keep it. Make eye contact and keep it. Quickly determine if this is a contact you need to make Quickly determine if this is a contact you need to make No “Sneak-a-peeks” No “Sneak-a-peeks” Exchange business cards Exchange business cards

10. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Don’t Let the Conversation End Without Exchanging Business Cards Build your Professional Rolodex Build your Professional Rolodex Make a note on the back about conversation Make a note on the back about conversation Every contact is part of your personal network

11. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Network In the Right Circles Business Events Business Events Trade Associations Trade Associations Chamber of Commerce Chamber of Commerce Transition Events Transition Events Pure networking Pure networking Mixed company Mixed company

12. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Network In the Right Circles (cont’d) Community Events Community Events Church or Synagogue Church or Synagogue Non-Profit Groups Non-Profit Groups High-Tech, Low-Tech High-Tech, Low-Tech Go early, Go often Go early, Go often CPC Calculation CPC Calculation Meet the Owner Meet the Owner

13. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING If You’re Not Having Fun, You’re Doing Something Wrong Don’t take yourself too seriously Don’t take yourself too seriously Set reasonable expectations Set reasonable expectations Enjoy the surroundings Enjoy the surroundings Measure the event Measure the event Would you go again? Would you go again? Would you never miss it? Would you never miss it?

14. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Ask for Introductions Work to gain the trust of fellow networkers Work to gain the trust of fellow networkers Get a third party endorsement Get a third party endorsement “Tell him I told you to call” “Tell him I told you to call” Work towards personal introductions Work towards personal introductions They precede your call with their own. They precede your call with their own.

15. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Follow Up Send an email Most effective and fastest way to reinforce your meeting Most effective and fastest way to reinforce your meeting Fulfill any promises If you said you would call, then call If you said you would call, then call Your reputation depends upon follow up Communicate regularly

16. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING Always Give More Than You Take “How Can I Help You” Most important 5 words in networking Most important 5 words in networking You will become a known quantity Respected Respected Professional Professional It will come back in spades

17. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING START YOUR NETWORKING HERE! Gray Hair Management ® Jack Heyden – Scott Kane (847) 940-2800 Chad Coe Financial – ReferGroup Chad Coe (847) 444-9444

18. Copyright 2001-2002, Gray Hair Management, LLC THE GRAY HAIR LAWS OF NETWORKING www.grayhairmanagement.comwww.coefinancial.comwww.engchgo.orgwww.executiveresources.orgwww.techvenue.comwww.schmoozemonger.comwww.tannedfeet.comwww.themayreport.comwww.eprairie.comwww.i-street.com