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Networking (Outside the Company)
Sample
Corporate Training Materials
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TABLE OF CONTENTS
Preface .............................................................................................................................................. 3
What is Courseware? ................................................................................................................................ 3
How Do I Customize My Course? .............................................................................................................. 3
Materials Required ................................................................................................................................... 4
Maximizing Your Training Power .............................................................................................................. 5
Icebreakers ........................................................................................................................................ 6
Icebreaker: Friends Indeed ........................................................................................................................ 7
Training Manual Sample ..................................................................................................................... 8
Sample Module: The Benefits of Networking Outside of Work ................................................................ 9
Instructor Guide Sample ................................................................................................................... 17
Sample Module: The Benefits of Networking Outside of Work .............................................................. 18
Activities ......................................................................................................................................... 27
Quick Reference Sheets .................................................................................................................... 29
Certificate of Completion ................................................................................................................. 31
PowerPoint Sample .......................................................................................................................... 33
Full Course Table of Contents ........................................................................................................... 37
Preface
What is Courseware?
Welcome to Corporate Training Materials, a completely new training
experience!
Our courseware packages offer you top-quality training materials that
are customizable, user-friendly, educational, and fun. We provide your
materials, materials for the student, PowerPoint slides, and a take-
home reference sheet for the student. You simply need to prepare and
train!
Best of all, our courseware packages are created in Microsoft Office and can be opened using any
version of Word and PowerPoint. (Most other word processing and presentation programs support
these formats, too.) This means that you can customize the content, add your logo, change the color
scheme, and easily print and e-mail training materials.
How Do I Customize My Course?
Customizing your course is easy. To edit text, just click and type as you would with any document. This is
particularly convenient if you want to add customized statistics for your region, special examples for
your participants’ industry, or additional information. You can, of course, also use all of your word
processor’s other features, including text formatting and editing tools (such as cutting and pasting).
To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the
Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire
table” and press OK.
(You will also want to perform this step if you add modules or move them around.)
If you want to change the way text looks, you can format any piece of text any way you want. However,
to make it easy, we have used styles so that you can update all the text at once.
If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting.
In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will
then produce the Modify Style options window where you can set your preferred style options.
For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would
do:
Now, we can change our formatting and it will apply to all the headings in the document.
For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by
Corporate Training Materials.
Materials Required
All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard
or chalkboard instead.)
We recommend that each participant have a copy of the Training Manual, and that you review each
module before training to ensure you have any special materials required. Worksheets and handouts are
included within a separate activities folder and can be reproduced and used where indicated. If you
would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead
of having individual worksheets.
We recommend these additional materials for all workshops:
Laptop with projector, for PowerPoint slides
Quick Reference Sheets for students to take home
Timer or watch (separate from your laptop)
Masking tape
Blank paper
Maximizing Your Training Power
We have just one more thing for you before you get started. Our company is built for trainers, by
trainers, so we thought we would share some of our tips with you, to help you create an engaging,
unforgettable experience for your participants.
Make it customized. By tailoring each course to your participants, you will find that your results
will increase a thousand-fold.
o Use examples, case studies, and stories that are relevant to the group.
o Identify whether your participants are strangers or whether they work together. Tailor
your approach appropriately.
o Different people learn in different ways, so use different types of activities to balance it
all out. (For example, some people learn by reading, while others learn by talking about
it, while still others need a hands-on approach. For more information, we suggest
Experiential Learning by David Kolb.)
Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk
for hours at a time. Make use of the tips in this book and your own experience to keep your
participants engaged. Mix up the activities to include individual work, small group work, large
group discussions, and mini-lectures.
Make it relevant. Participants are much more receptive to learning if they understand why they
are learning it and how they can apply it in their daily lives. Most importantly, they want to
know how it will benefit them and make their lives easier. Take every opportunity to tie what
you are teaching back to real life.
Keep an open mind. Many trainers find that they learn something each time they teach a
workshop. If you go into a training session with that attitude, you will find that there can be an
amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it,
and make the most of it in your workshops.
And now, time for the training!
Icebreakers
Each course is provided with a wide range of interactive Icebreakers. The trainer can utilize an
Icebreaker to help facilitate the beginning of the course, as it helps “break the ice” with the
participants. If the participants are new to each other, an icebreaker is a great way to introduce
everyone to each other. If the participants all know each other it can still help loosen up the
room and begin the training session on positive note. Below you will see one of the icebreakers
that can be utilized from the Icebreakers folder.
Icebreaker: Friends Indeed
Purpose
Have the participants moving around and help to make introductions to each other.
Materials Required
Name card for each person
Markers
Preparation
Have participants fill out their name card. Then, ask participants to stand in a circle, shoulder to
shoulder. They should place their name card at their feet. Then they can take a step back. You
as the facilitator should take the place in the center of the circle.
Activity
Explain that there is one less place than people in the group, as you are in the middle and will
be participating. You will call out a statement that applies to you, and anyone to whom that
statement applies must find another place in the circle.
Examples:
Friends who have cats at home
Friends who are wearing blue
Friends who don’t like ice cream
The odd person out must stand in the center and make a statement.
The rules:
You cannot move immediately to your left or right, or back to your place.
Let’s be adults: no kicking, punching, body-checking, etc.
Play a few rounds until everyone has had a chance to move around.
Training Manual Sample
On the following pages is a sample module from our Training Manual. Each of our courses
contains twelve modules with three to five lessons per module. It is in the same format and
contains the same material as the Instructor Guide, which is then shown after the Training
Manual sample, but does not contain the Lesson Plans box which assists the trainer during
facilitation.
The Training Manual can be easily updated, edited, or customized to add your business name
and company logo or that of your clients. It provides each participant with a copy of the
material where they can follow along with the instructor.
Sample Module: The Benefits of Networking Outside of Work
The term “networking” is frequently tossed around the business
world. It is easy to talk about networking, but implementing it is
another matter, particularly when you have to go beyond the
confines of the workplace. Fortunately, you will improve your
networking skills when you create a solid network and position
yourself for success. Networking outside of your company takes time
and energy, but the reward is certainly worth the effort.
Networking is an essential part of
building wealth.
Armstrong Williams
Create a Solid Network
Creating a solid network requires you to make connections. It is not enough to simply
meet people; you need to meet the right people, people who are likely to develop a
professional relationship with you. This requires you to search for connections
carefully.
Where to find possible connections:
Referrals: Ask friends, peers, or family to introduce you to like-minded people. You never know
who you might meet.
Join groups: Professional societies offer numerous opportunities to meet new people and make
connections.
Attend events: Networking events can be intimidating, but they are essential. You may not
make useful connections at every event, but you will not make any connections staying home.
Meet Strategic Alliance Partners
Strategic alliance partners are made when two companies work together on a joint
venture. The partnership may be formal or informal. When two separate businesses
begin to work together, however, tension is inevitable. This is why you need to
carefully screen potential strategic alliance partners.
This is where networking is indispensable. Since strategic alliance partners need a
mutually beneficial working relationship, so you need to get to know your partners ahead of time. You
may choose to partner with someone you already know or work with someone new. There are strategic
alliance partner networking groups to help you make valuable connections. Like any connection, you
need to consider the characteristic that you need in a partnership before you look for one. What
strengths do you need to see? Build relationships and make a list of contacts you would be interested in
partnering with in the future, and meet with them to assess interest.
Generate Leads
Networking is invaluable when it comes to generating business leads. People are
always more comfortable doing business with individuals they know and trust. You
can generate leads from networking events as well as from social networking sites.
We will go into more detail about the methods later. Networking to generate leads is
time consuming, but it is very effective.
When using networking to generate leads, your focus should be on offering value and selling yourself.
Meet with different prospects. After meeting individuals who may become leads, follow-up and connect
with them. As you build relationships, you will develop new leads.
Position Yourself
Networking can be used to help you position yourself in your industry. People will
contact you once you build a reputation as a reliable expert. Your reputation will
develop as people in your network share your strengths as well as the strengths of
your company. For example, your network may share an expert article that you write.
As the article is shared, you will gain exposure, and your reputation will grow.
Case Study
Helen is attempting to build a solid network. She goes to every function to meet new
people, and she collects business cards from everyone she meets. After three
months, her network has not grown as it should, and she is not sure that the
members of her network are very close. Jenny, on the other hand, feels that her
network is strong. She only makes connections when she feels that a relationship will
be beneficial to both parties. She also relies heavily on referrals to grow her network.
After the same three months, Jenny has noticed that it has become easier to generate leads.
Module Two: Review Questions
1. Which of the following would NOT provide a referral?
a) Peer
b) Social media
c) Family
d) Friend
2. Where are you least likely to find potential connections?
a) Referrals
b) Groups
c) Events
d) Home
3. Where are you likely to meet strategic alliance partners?
a) Networking group
b) Peers
c) At work
d) All of the above
4. What should be done before discussing a strategic alliance partnership?
a) Nothing
b) Meet with a lawyer
c) Determine characteristics that are necessary for a partner
d) Create a contract that you find to be beneficial
5. What will develop with leads?
a) Interest
b) Relationships
c) Networks
d) Creativity
6. What makes people more likely to do business with people?
a) Money
b) Creativity
c) It does not matter
d) Trust
7. What will result in more contacts?
a) Developing a reputation
b) Creating an event
c) Partnerships
d) All of the above
8. What will network shares improve?
a) Sales
b) Creative ideas
c) Position as an expert
d) All of the above
9. What does Jenny rely on to generate connections?
a) Referrals
b) Meetings
c) Nothing
d) None of the above
10. How long did Helen attempt to network?
a) 6 months
b) 1 year
c) 1 month
d) 3 months
Instructor Guide Sample
On the following pages is a sample module from our Instructor Guide. It provides the instructor
with a copy of the material and a Lesson Plans box. Each Instructor Guide and Training Manual
mirrors each other in terms of the content. They differ in that the Instructor Guide is
customized towards the trainer, and Training Manual is customized for the participant.
The key benefit for the trainer is the Lesson Plan box. It provides a standardized set of tools to
assist the instructor train that particular lesson. The Lesson Plan box gives an estimated time to
complete the lesson, any materials that are needed for the lesson, recommended activities, and
additional points to assist in delivering the lessons such as Stories to Share and Delivery Tips.
Sample Module: The Benefits of Networking Outside of Work
The term “networking” is frequently tossed around the business
world. It is easy to talk about networking, but implementing it is
another matter, particularly when you have to go beyond the
confines of the workplace. Fortunately, you will improve your
networking skills when you create a solid network and position
yourself for success. Networking outside of your company takes time
and energy, but the reward is certainly worth the effort.
Networking is an essential part of
building wealth.
Armstrong Williams
Create a Solid Network
Creating a solid network requires you to make connections. It is not enough to simply
meet people; you need to meet the right people, people who are likely to develop a
professional relationship with you. This requires you to search for connections
carefully.
Where to find possible connections:
Referrals: Ask friends, peers, or family to introduce you to like-minded people. You never know
who you might meet.
Join groups: Professional societies offer numerous opportunities to meet new people and make
connections.
Attend events: Networking events can be intimidating, but they are essential. You may not
make useful connections at every event, but you will not make any connections staying home.
Estimated Time 8 minutes
Topic Objective Introduce the idea of solid networks.
Topic Summary Create a Solid Network
Consider ways to create solid networks
Materials Required 01: Groups
Planning Checklist None
Recommended Activity Complete the worksheet individually. Share your answers with the rest of the
class.
Stories to Share Share any personal or relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions What type of people do you need to meet?
Meet Strategic Alliance Partners
Strategic alliance partners are made when two companies work together on a joint
venture. The partnership may be formal or informal. When two separate businesses
begin to work together, however, tension is inevitable. This is why you need to
carefully screen potential strategic alliance partners.
This is where networking is indispensable. Since strategic alliance partners need a
mutually beneficial working relationship, so you need to get to know your partners ahead of time. You
may choose to partner with someone you already know or work with someone new. There are strategic
alliance partner networking groups to help you make valuable connections. Like any connection, you
need to consider the characteristic that you need in a partnership before you look for one. What
strengths do you need to see? Build relationships and make a list of contacts you would be interested in
partnering with in the future, and meet with them to assess interest.
Estimated Time 8 minutes
Topic Objective Introduce strategic alliance partnerships.
Topic Summary Meet Strategic Alliance Partners
Discuss strategic alliance partnerships.
Materials Required Flipchart/board and marker
Planning Checklist None
Recommended Activity
Discuss experiences with strategic alliance partnerships as a group. Consider
the basic strengths that would be beneficial in a partner. List these on the
flipchart/board.
Stories to Share Share any personal relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions What is a strategic alliance partner?
Generate Leads
Networking is invaluable when it comes to generating business leads. People are
always more comfortable doing business with individuals they know and trust. You
can generate leads from networking events as well as from social networking sites.
We will go into more detail about the methods later. Networking to generate leads is
time consuming, but it is very effective.
When using networking to generate leads, your focus should be on offering value and selling yourself.
Meet with different prospects. After meeting individuals who may become leads, follow-up and connect
with them. As you build relationships, you will develop new leads.
Estimated Time 8 minutes
Topic Objective Introduce the connection between networking and lead generation.
Topic Summary Generate Leads
Consider the effect of networking on leads.
Materials Required Flipchart/board and marker
Planning Checklist None
Recommended Activity As a group, discuss your experiences in generating leads and networking. On
the flipchart/board, list methods that individuals have found to be effective.
Stories to Share Share any personal, relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions What is invaluable when generating leads?
Position Yourself
Networking can be used to help you position yourself in your industry. People will
contact you once you build a reputation as a reliable expert. Your reputation will
develop as people in your network share your strengths as well as the strengths of
your company. For example, your network may share an expert article that you write.
As the article is shared, you will gain exposure, and your reputation will grow.
Estimated Time 7 minutes
Topic Objective Consider the link between positioning and networking.
Topic Summary Position Yourself
Discuss positioning.
Materials Required Flipchart/board and marker
Planning Checklist None
Recommended Activity Discuss positioning as a group. What type of information are people likely to
share? List ideas on the flipchart/board.
Stories to Share Share any personal, relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions What helps positioning?
Case Study
Helen is attempting to build a solid network. She goes to every function to meet new
people, and she collects business cards from everyone she meets. After three
months, her network has not grown as it should, and she is not sure that the
members of her network are very close. Jenny, on the other hand, feels that her
network is strong. She only makes connections when she feels that a relationship will
be beneficial to both parties. She also relies heavily on referrals to grow her network.
After the same three months, Jenny has noticed that it has become easier to generate leads.
Estimated Time 5 minutes
Topic Objective Outline the Benefits of Networking Outside of Work case study.
Topic Summary Case study
Discuss the importance of building a solid network.
Materials Required None
Planning Checklist None
Recommended Activity Discuss the outcome of the case study.
Stories to Share Share any personal, relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions How does Helen feel about her networks?
Module Two: Review Questions
1. Which of the following would NOT provide a referral?
a) Peer
b) Social media
c) Family
d) Friend
Social media is a tool. The other answer choices are people who provide referrals.
2. Where are you least likely to find potential connections?
a) Referrals
b) Groups
c) Events
d) Home
Staying at home is not likely to produce connections. The other answers will.
3. Where are you likely to meet strategic alliance partners?
a) Networking group
b) Peers
c) At work
d) All of the above
There are strategic alliance partners networking groups. Peers may become partners, but they
are already known.
4. What should be done before discussing a strategic alliance partnership?
a) Nothing
b) Meet with a lawyer
c) Determine characteristics that are necessary for a partner
d) Create a contract that you find to be beneficial
Strategic alliance partnerships require working closely together. A list of characteristics should
be made before meeting with potential partners.
5. What will develop with leads?
a) Interest
b) Relationships
c) Networks
d) Creativity
As leads develop, so do relationships. The two are intertwined.
6. What makes people more likely to do business with people?
a) Money
b) Creativity
c) It does not matter
d) Trust
People are more likely to do business with people they trust. This is how networking becomes
influential.
7. What will result in more contacts?
a) Developing a reputation
b) Creating an event
c) Partnerships
d) All of the above
Developing a reputation will draw people to you. It will result in more contacts.
8. What will network shares improve?
a) Sales
b) Creative ideas
c) Position as an expert
d) All of the above
Networks will share information. These shares increase exposure and improve a position as an
expert.
9. What does Jenny rely on to generate connections?
a) Referrals
b) Meetings
c) Nothing
d) None of the above
Jenny relies on referrals to generate connections. This helps her find useful connections.
10. How long did Helen attempt to network?
a) 6 months
b) 1 year
c) 1 month
d) 3 months
Helen and Jenny both tried to improve their networks. They did this for three months.
Activities
During the facilitation of a lesson Worksheet or Handout may be utilized to help present the
material. If a lesson calls for a Worksheet or Handout it will be listed in the Lesson Plan box
under Materials Required. The trainer can then utilize the Activities folder for the
corresponding material and then provide it to the participants. They are all on separate Word
documents, and are easily edited and customized.
Below you will see the Worksheets or Handouts that are utilized during the training of the
above lesson. They are located in the Activities folder and can be easily printed and edited for
the participants.
Sample Worksheet: Groups
Brainstorm a list of groups that you could join and events you could attend where you are likely to meet
useful connections to build your network.
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
Notes:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
Quick Reference Sheets
Below is an example of our Quick reference Sheets. They are used to provide the participants
with a quick way to reference the material after the course has been completed. They can be
customized by the trainer to provide the material deemed the most important. They are a way
the participants can look back and reference the material at a later date.
They are also very useful as a take-away from the workshop when branded. When a participant
leaves with a Quick Reference Sheet it provides a great way to promote future business.
Create a Solid Network
Creating a solid network requires you to
make connections. It is not enough to
simply meet people; you need to meet the
right people, people who are likely to
develop a professional relationship with
you. This requires you to search for
connections carefully.
Where to find possible connections:
Referrals: Ask friends, peers, or family
to introduce you to like-minded
people. You never know who you
might meet.
Join groups: Professional societies
offer numerous opportunities to meet
new people and make connections.
Attend events: Networking events
can be intimidating, but they are
essential. You may not make useful
connections at every event, but you
will not make any connections staying
home.
Saying the Wrong Thing
People often say the wrong things in social settings. A misplaced
word or phrase can have disastrous effects on your network. The
best way to address this obstacle is to speak carefully. Prepare
yourself before every meeting. Make a list of topics to avoid and
topics that are suitable, and stick to it. While you are in a social
setting, mind your manners.
• Avoid alcohol: Drinking too much can result in questionable
behavior
• Do not criticize: Overly critical attitudes will affect you
negatively
• Be courteous: Treat everyone, even the competition, with
courtesy
Unfortunately, miscommunications are inevitable given enough
time. If you accidentally say the wrong thing to someone,
apologize immediately.
Follow-Up
Following up with contacts is essential for building a strong network. Follow-up requires you to provide
individual attention. Mass emails are not sufficient to establish relationships with contacts and grow a network.
It is important that you follow-up with people quickly. A general rule of thumb is to follow-up with new contacts
within 24 hours of the first meeting. After this, it is useful to follow-up with contacts at least once a month. If you
fail to follow-up with contacts in a timely manner, they are not likely to remember their earlier conversations
with you.
It is important to know when a contact is not interested in becoming part of your network. If a contact does not
respond to you after three attempts to follow-up, move on and focus your energy on other people.
The Power of Networking (Outside the Company)
www.corporatetrainingmaterials.com © Corporate Training Materials
Certificate of Completion
Every course comes with a Certificate of Completion where the participants can be recognized
for completing the course. It provides a record of their attendance and to be recognized for
their participation in the workshop.
[Nam
e]
Has m
astered the course
The P
ower of N
etworking (O
utside the Com
pany)
Aw
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PowerPoint Sample
Below you will find the PowerPoint sample. The slides are based on and created from the
Training Manual. PowerPoint slides are a great tool to use during the facilitation of the
material; they help to focus on the important points of information presented during the
training.
Full Course Table of Contents
Module One: Getting Started ..................................................................................................................... 10
Housekeeping Items................................................................................................................................ 10
The Parking Lot ....................................................................................................................................... 11
Workshop Objectives .............................................................................................................................. 11
Module Two: The Benefits of Networking Outside of Work ..................................................................... 12
Create a Solid Network ........................................................................................................................... 12
Meet Strategic Alliance Partners ............................................................................................................ 13
Generate Leads ....................................................................................................................................... 14
Position Yourself ..................................................................................................................................... 14
Case Study ............................................................................................................................................... 15
Module Two: Review Questions .............................................................................................................. 15
Module Three: Networking Obstacles ....................................................................................................... 18
Time Constraints ..................................................................................................................................... 18
Saying the Wrong Thing ......................................................................................................................... 19
Where to Go to Network......................................................................................................................... 19
Fear of Rejection ..................................................................................................................................... 20
Case Study ............................................................................................................................................... 21
Module Three: Review Questions ........................................................................................................... 21
Module Four: Networking Principles ......................................................................................................... 24
Develop Contacts .................................................................................................................................... 24
Organize Your Contacts .......................................................................................................................... 25
Follow-Up ................................................................................................................................................ 26
Maintain Relationships ........................................................................................................................... 26
Case Study ............................................................................................................................................... 27
Module Four: Review Questions ............................................................................................................. 28
Module Five: Why Network .............................................................................................................. 30
Gain Trust ............................................................................................................................................... 30
Be Visible ................................................................................................................................................. 31
Be an Insider ........................................................................................................................................... 32
Gain Advantage ...................................................................................................................................... 32
Case Study ............................................................................................................................................... 33
Module Five: Review Questions .............................................................................................................. 34
Module Six: How to Build Networks .......................................................................................................... 36
Physical Networking Groups ................................................................................................................... 36
Attend Networking Events ...................................................................................................................... 37
Social Networking Sites .......................................................................................................................... 37
Create Networking Referral Lists ............................................................................................................ 38
Case Study ............................................................................................................................................... 39
Module Six: Review Questions ................................................................................................................ 40
Module Seven: Online Networking Tools .................................................................................................. 42
Social Networks ...................................................................................................................................... 42
Blogs ....................................................................................................................................................... 43
Chat Rooms ............................................................................................................................................. 44
Email ....................................................................................................................................................... 45
Case Study ............................................................................................................................................... 45
Module Seven: Review Questions ........................................................................................................... 46
Module Eight: Develop Interpersonal Relationships ................................................................................. 49
Be Specific ............................................................................................................................................... 49
Keep Your Word ...................................................................................................................................... 50
Maintain Boundaries .............................................................................................................................. 50
Invest Time .............................................................................................................................................. 51
Case Study ............................................................................................................................................... 52
Module Eight: Review Questions ............................................................................................................ 52
Module Nine: Common Networking Mistakes .......................................................................................... 55
Taking before Giving ............................................................................................................................... 55
Assumptions............................................................................................................................................ 56
Reaching Too High .................................................................................................................................. 56
Assume Tools Create Connections .......................................................................................................... 57
Case Study ............................................................................................................................................... 58
Module Nine: Review Questions ............................................................................................................. 58
Module Ten: Time Management ............................................................................................................... 61
Prioritize Contacts ................................................................................................................................... 61
Create Group Activities ........................................................................................................................... 62
Connect Online ........................................................................................................................................ 63
Schedule Your Network Activities ........................................................................................................... 63
Case Study ............................................................................................................................................... 64
Module Ten: Review Questions .............................................................................................................. 65
Module Eleven: Manage Personal and Professional Networks ................................................................ 67
Be Responsive ......................................................................................................................................... 67
Give Back ................................................................................................................................................ 68
Separate Personal and Business Activities .............................................................................................. 68
Stay Physically In-touch .......................................................................................................................... 69
Case Study ............................................................................................................................................... 70
Module Eleven: Review Questions .......................................................................................................... 70
Module Twelve: Wrapping Up ................................................................................................................... 73
Words from the Wise .............................................................................................................................. 73
Review of Parking Lot ............................................................................................................................. 73
Lessons Learned ...................................................................................................................................... 74
Completion of Action Plans and Evaluations .......................................................................................... 74