Jordan-Webb - All Rights Reserved 1991-2003 Networking With A Purpose (What Do You Bring to the Table?) Overview & Practice General Distribution By Paul

Jordan-Webb - All Rights Reserved 1991-2003

Networking With A Purpose(What Do You Bring to the Table?)

Overview & Practice

General Distribution

By Paul CollinsJordan-Webb(773) 463-2288

[email protected]

Jordan-Webb - All Rights Reserved 1991-2003 - 2

What We Do:High-Performance Workshops


What We Do:Facilitation & Decision Support

Paul Collins became an independent consultant in 1981, after spending some 13 years in multiple disciplines of information technology. Since 1989, he has specialized in providing facilitation services as a neutral third party consultant.

Paul’s company helps clients integrate work processes with collaborative technology tools that support decision making and information gathering - tools that enable work groups to operate more effectively in face-to-face, distributed and virtual environments.

Paul's client experience has included: National Aeronautic and Space Administration (NASA), GATX Corporation, McDonald's, Motorola, U.S. Environmental Protection Agency (US EPA), BP Amoco, U.S. MEPCOM, Chicago Wilderness, Tutor/Mentor Connection, Teen Think Tanks of America, Common Ground for Pro Life/Pro Choice, University of Chicago, Loyola University, De Paul University, and the University of Wisconsin.


Key Elements of Networking Your Management Style

– How You Interact With Subordinates, Peers, Superiors• Empowering, Mixed, Controlling

Your Listening Style– Listening Is Good Business

• Receiving the Message• Reflecting (Giving Meaning)• Interpreting (Deciding What You Think or Feel)• Responding (Acting Upon the Message)


Self Assessments for Networking Your Management Style

– Less Than 16 - More Empowering Style– 16 to 30 - Mixed Style or Transition– Greater Than 30 - More Controlling Style

Your Listening Style– 1-5 “N” - Excellent Listening Skills– 6-10 “N” - Good Listener, Room to Improve– 11-15 “N” - Practice Will Help You Improve– 16-20 “N” - Listen Up! Work Needed Here!


More Key Elements of Networking Ethics & Responsibility

– Building Relationships• Not Just a Means to Achieving an End

– Building Trust vs Pseudo-trust• Cultivated for Mutual Benefit

– Win-Win• Favorable Outcomes for “Us” and “Them”

Readiness & Preparedness– What Do We Bring to the Table?– What Are We Willing to Share?


Network Resources Information About

– Decisions– Activities– People– Events– Trends– Problems– Threats– Opportunities– Technologies– Other Resources?


Network Environment Internal Network

– Clients, Vendors, Suppliers...– Direct Links to What’s Happening Inside– Keeps You in the Loop

External Network– Peers, Competitors, Vendors, Suppliers...– Direct Links to What’s Happening in the Industry or

Profession– Provides Reality Checks


What You Can Do Now Assess Your Management Style

Assess Your Listening Skills

Inventory Your Current Network– Determine Your Resources

• People, Things, Situations That Could Be Helpful & Helpful to Yourself & Others

– Analyze Your Environment• Close Relationships with Clients, Subordinates, Peers and Superiors• What Is Happening?


What You Can Do Soon Get Feedback From Your Network on:

– Your Management Style– Your Listening Style

Compare & Contrast With Your Self-Assessment

What Changes Do You Need:– To Make Your Management Style More

Empowering?– To Improve Your Listening Skills?


What You Can Do in the Long Run Learn From What You Do and Discover

– The Only Learning That Significantly Influences Behavior Is Self-discovered

Continue to Expand Your Network– Vendors, Suppliers, Associates, Co-workers,

Competitors, etc.

Help Others Build Personal Networks– Resources and Environment


Networking References Networking Smart

– Wayne E Baker, McGraw-Hill, 1994, ISBN 0-07-005092-9, http://www.humaxnetworks.com

Breakthrough Networking: Building Relationships That Work– Lillian D Bjorseth, Duoforce Enterprises, 1996, ISBN 0964883902,

http://www.duoforce.com Networlding: Building Personal and Professional Relationships

in the New Network Society – Melissa Giovagnoli & Jocelyn Carter-Miller, 2000, ISBN

0787948195, http://www.networlding.com The Power of Two

– Melissa Giovagnoli, 1998, ISBN 0787909467, http://www.networlding.com


Paul Collins’ Network (partial)


3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Sandy (team) Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (client)Dennis (assoc)Terrell (barber)Jeff (client)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)Ron (high school)Wes (ASQ)

4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales PresentationsToastmasters Conference

1. DecisionsHire/Fire a ClientChoose a BankSub-contractLeave/Get a JobGive/Get a ReferralManage Cash Flow/ Pay Bills

2. ActivitiesMFN (Board)MSPC (Programs)FacilitationConsultingSub-contractingPricingSellingMarketing StrategyCustomer Relationship MgmtReferralsCreativity/InnovationNetworking (people)Networking (computer)ProgrammingDatabase DesignContra/Square DanceMassage TherapyEthnic/Folk Music/DanceDance Teaching/CallingPublic SpeakingVolleyballSoftballSquashBasketballEvent PlanningRailroading/Model RailroadingSales PresentationsTeam DevelopmentEldercareWeb DevelopmentPublic Relations/PublicityProgram DevelopmentClassical MusicJazz/Blues MusicTutor/Mentor ConnectionRock MusicCIMT Loyola Board of DirectorsTrainingCoaching

6. ProblemsCash Flow MgmtCollectionsBusiness DevelopmentSalesMarketingJob SecurityPricingCustomer Relationship MgmtContracts

5. TrendsWeb MarketingE-Commerce SellingWeb-Based ApplicationsDistributed Work GroupsVirtual TeamsBroad Band AccessComputer-Based TrainingCustomer Relationship MgmtLeisure TimePartnering

7. ThreatsIdentity TheftCredit Card DebtCompetitorsBusiness DevelopmentBank LoansNon-Paying ClientsSlow Paying ClientsPost 9/11 EconomyTax Audit

8. OpportunitiesDistributed Work GroupsVirtual TeamsPublic SpeakingPublic Relations/PublicityPerformancesTeachingTrainingCoachingVirtual FacilitationDistributed FacilitationTraditional FacilitationWeb DevelopmentProfessional OrganizationsNetworking (people)

9. TechnologiesLocal/Wide Area NetworksWorld Wide WebBroad Band AccessTeleconferencingVideoconferencingGeographic Information SystemsWeb-Based GroupwareLAN/WAN Based GroupwareFacilitated Thinking

10a. Other ResourcesCompetitorsCustomersProspectsVendorsSuppliersAssociates

10b. Other ResourcesConsultantsNewspapersProfessorsCo-WorkersManagers

Resource?












Dave T



3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Sandy (team) Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (client)Dennis (assoc)Terrell (barber)Jeff (client)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)Ron (high school) Wes (ASQ)










Steve B




4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales Presentations Toastmasters Conference







10a. Other ResourcesCompetitors*CustomersProspectsVendorsSuppliersAssociates


Don



Workshop: Define Your Network


Inventory Your Resources Work in small groups of ? people.

Introduce yourself (2-3 minutes each)– Tell your name and what you do. (What you do is probably not the same as

your job title or description).

– Name at least two people within the world of what you do whom you would consider to be familiar resources.

– Name at least two activities within the world of what you do that you would consider to be valuable resources.

Work with your group to complete as much of your own Resource Questionnaire as you can. Hint: Start with the resources that are most important to you or that are easiest for you to think about.


Analyze Your Environment This is probably tougher than you think and you may have to

finish this later! Exchange phone #s and/or emails and help each other complete this work.

Continue to work in small groups of ? people.

Name at least two contacts with whom you have not spoken in the last three months, but should have.

Work with your group to complete as much of your own Environmental Questionnaire as you can. Hint: Start with the questions that are most important to you or that are easiest for you to think about.


Networking With A Purpose(What Do You Bring to the Table?)

END

By Paul CollinsJordan-Webb(773) 463-2288

[email protected]

Documents

Jordan-Webb - All Rights Reserved 1991-2003 Networking With A Purpose (What Do You Bring to the Table?) Overview & Practice General Distribution By Paul