1. Effective networking Sue Stockdale www.suestockdale.com

2. This session aims to answer the following questions : What is the purpose of networking? How do you network effectively? What is your networking strategy?

3. Our focus for today? Having a strategy Identifying who to network with Developing the “right mindset” Conversation skills Maintaining relationships

4. What is the purpose of networking? To build relationships To learn To share knowledge and experience To influence others in relation to your ideas Find a connection Listen and understand Value yourself Be able to explain concisely

5. Three forms of networking OperationalPersonalStrategic PurposeGetting work done efficiently Enhancing personal and professional development, referrals to useful information and contacts. Figuring out future priorities and challenges, getting stakeholder support for them Location and orientation Contacts mostly internal, and orientated towards current demands Contacts are mostly external and orientated towards current and future interests Contacts are internal and external and orientated towards the future Players and recruitment Contacts are prescribed mostly by task, and organisation structure Contacts mostly discretionary, it is not always clear who is relevant Contacts follow from strategic context and org environment, and not clear who is relevant Network attributes and key behaviours Depth – building strong working relationships Breadth: reaching out to contacts who can make referrals Leverage creating “inside-outside” links Reference: How Leaders create and use Networks, Herminia Ibarra and Mark Hunter, HBR, January 2007

6. Networking Strategy ExistingNew Existing Network Embrace Diversity Network CONTACTS Networking Refer Others Reference: The Growth Story, by Sue Stockdale

7. Values and Beliefs Thoughts and Feelings Behaviour Outcome Mindset is key to success

8. Values and Beliefs Thoughts and Feelings Behaviour Outcome I am not good at networking I feel nervous about doing it I stand by the buffet and avoid speaking to people Feel a failure and avoid future opportunities

9. Three stage process Preparation During Follow-up

10. Preparation Who will be there? Who is the host? What mindset do I have? What is my objective? What is my message?

11. Levels of social conversation Level 1 – Small talk “Its hot today” Level 2 – Selective self-disclosing “It’s my first time at this meeting” Level 3 – Polite Probing “Do you travel a lot with your job?” Level 4 – Testing for Trust “I like your business card, what made you choose that look?” Level 5 – Maintaining familiarity “I saw this article in the press and thought you might like to read it. How is business?” Ref: Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus

12. Starting the conversation Hello, there….it’s a bit busy here today… What do you do? What brings you here today? Do you know many people here? What are you looking forward to today? How can I help you? In pairs, make a list of 5 questions you could ask to establish rapport with someone

13. How you describe yourself You know when people in business want to achieve a challenging goal but realise something is stopping them from taking action …. What I do is provide inspiration, coaching and support to help them work out a way forwards ….. Which means that.... they save time, get new insights and accelerate progress

14. Spend a couple of minutes preparing your description – what you do and how you help others Share it with the person sitting next to you Get feedback Listen to their description Offer feedback

15. Follow-Up Send a message “ I saw this and thought of you” Regular contact Introduce them to Someone else Arrange to meet up

16. Key points Create a strategy Prepare Look interested Listen Share your ideas Follow up Mental preparation Be yourself Ask great questions Be clear about your message Take a business card and then follow up

17. Resources: Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus Our website www.suestockdale.com