Art of Networking

Goal

Understand what networking consists of and realize that it is

accessible to anybody !!

Plan

1. Brief introduction2. Context3. Definition and importance of networking4. Strategy – Tips and Advices

Context• 60 to 70% jobs found through networking

• % increases the more senior the position

• 50 % of business opportunities comes from networking• If you are not developing your networks it is difficult to tap into those

opportunities

• Executives spend up to 20% of their time maintaining their network

• We do only business we people we know and people we like !

• Many entrepreneurs and business people suffer because of limited network

Definition

• Definition– Making connections– Building Internal and external alliances– Sharing information– Symbiotic process

• “Networking is the key to success in business” Keith Ferrazzi, author of Never Eat Alone

Summary - Why is it important ?

Because it favors and enables

•Attracting new or different work opportunities

•Access to many business opportunities

•Getting the right help when needed: advice, introduction, entries..

•Access to customers

•Access to investors or sponsors

•Identifying and getting talented people

•Staying up-to-date with industry and business trends

•Maintaining inhouse or industry visibility

•Gaining new ideas, new insights and even new knowledge

Why are we afraid ? Is it for us ?• Networking is a challenge or mystery for many

people. – Many see it as insincere at best, manipulative

at worst. • Unclear payback…need to feel productive

• Not reinforced by culture, compensation system, promotion criteria, or other mechanisms

• Not good at it, don't enjoy it, therefore someone else should do it

How to network ? Strategy

4 critical steps1.Reflexion 2.Planning3.Execution4.Follow-up

Networking strategy - Reflexion• Develop a professionnal plan or «personal business plan»

– Where do you want to be in the next 5 years ?– What do I want to achieve ?– Entrepreneur, Executive employee …. ?– What are the main stakeholders and actors in that journey ?

• Develop networking goals– Goals should be clearly defined and written down– Who are the most priority people to meet ?– Who can be helpful for achieving my goals ?– Who shall I develop relationship with ?– How many people do I want to build relationship with ?– What do I want to get from them ?

Networking strategy - PlanningDevelop A Specific Action Plan•Structured plan and process•Plan your network – think 5/10 years ahead•Focus on “up and comers” (next CEO)•Where do I have to go ?•Who from my network shall I solicit first ?•How shall I approach people ?•Structured plan and process including

– Conferences/ Industry Meetings– Membership to Professional Associations– Involvement with Alumni– Breakfast/Lunch/Dinner– Community/Social Gatherings– Exploitation of Social Media

Networking strategy - ExecutionPrerequiste to proper execution•Plan to become known as a powerful resource for others

– People remember to turn to you for suggestions, ideas, names of other people, etc. – This keeps you visible to them– So be knowledgeable, expert in one field !!

•Define, write down and learn by heart your story or elevator pitch– what you do and why, for whom ?– What makes you different ?

•Define clearly in order to formulate it correctly– What you are looking for ?– How others may help you ?– Too often immediate answer comes to mind to that question "How may I help you?"

Execution - basic principles and values• Think relationship building (based on trust) and mutual benefit• Focus first on increasing loyalty with your current network• Use the power of reciprocation : “ I will be your customer if you will be mine !“

(garage example)– Consequence: always provide support and help to people when needed !

• Give more than you immediately get– the "getting" will come later ... and it will come in unexpected ways.

• Don’t expect instant gratification from networking• Keep in good and regular contact with your network (live entity)• Focus on Low cost/high impact added value• Do Teach/Don't Sell

“help other people feel good about themselves or be successful” Keith Ferrazzi

Execution - basic principles and values

• Have fun ! Make it both professionally and personally rewarding

• Share your contact network and make introductions• Make networking part of your daily (monthly) routine • Focus on quality contacts versus quantity• Do respect and value referrals• Successful networking is a matter of • Authenticity - Generosity• Determination - focus• Organization

Execution – First approach

• Smile and show that you are approachable• Make a positive first impression• Ask questions: to join a group engaged in conversation.• Ask open-ended questions to get to know more about people

– who, what, where, when, and how ? shows listeners that you are interested in them.

• Listen more than you talk: with genuine interest !• Concentrate on what you can offer or give to that person or

group– It’s a two way street – Offer something in return

• Reformulate interesting points – people like to hear that you are interested

Execution – First approach• Introduce and connect people to each other

• Feel free to make public testimonials or appraisal about people,

companies or services

• Tell your story only when people ask : “what about you? What

are you doing ? How may I help you ? ”

• Summarize what you agreed and further actions before leaving

• Make notes after every introduction and follow up quickly

Execution –Points to avoid• Interrupting people and not listening• Don’t let yourself drown or perturbed by the agitation around you - Look

at people in the eyes ! • Avoid closed questions ! • Talking too much• Asking straight away for something• Being superficial• Don’t play any game – be yourself !• Concentrating on your own interest – people feel it !– No one likes a person with a "taker“ or “selfish” mentality. • Avoid asking for Business cards before it is proposed – but be prepared to

give yours• Apologizing exaggeratedly

Follow-up

• Follow through quickly and efficiently

• Stick to your promises and to what you agreed

• Save always contact details of people you connect with

– Social Media, Outlook, Excel, CRM…

– Recognize people’s expertise and tag it

• Stay in touch

• Always make sure your network knows of any recent successes

Thank you !!!

Zaki SELLAM