NAIOP Northern Virginia

Developing Leaders

Networking 201

Is a refresher on Networking Basics providing guidance for strengthening presentation skills, expanding your network and converting new contacts into business opportunities for your firm.

Networking 201

» Brian Benninghoff Principal, Buchanan Partners, LLC

» Barbara Schaefer McDuffie Director of Business Development, Baker Tilly

» David Millard Principal, Avison Young

» Jessica Miller Director, Cushman & Wakefield of Virginia

Speakers

Agenda

I. What is Networking?

II. Preparing to Networking

III. Following-up with Networking Contacts

IV. Time Management

Maximizing Networking Efforts

V. Building Your Brand

VI. Maintaining Life-Long Working Relationships

VII. What are the Barriers to Networking?

Topic: What is Networking?

Topic: Preparing to Network

Topic: Following-up

» Tips/methods/approaches

for following up with contacts after initial meetings

» Leveraging meetings into deals/converting contacts into business

» How to ask for the business

Topic: Time Management

Topic: Building Your Brand

Topic: Maintaining Life-Long

Working Relationships

Topic: Barriers to Networking

The Trusted Advisor David Maister Copyright © 2000, Free Press The theme of this book is that the key to professional success is not just technical mastery of one’s discipline (which is, of course, essential), but also the ability to work with clients and colleagues in such a way as to earn their trust and gain their confidence.” Great lists in the Appendix of this book!

The Likability Factor Tim Sanders Copyright © 2005, 2006, Three Rivers Press Likable people bring out the best in others, get recognized and outperform others. Four elements of likability include: friendliness, relevance, empathy and realness. This book provides information on how to raise your likeability factor.

Recommended Reading

What Got You Here Won’t Get You There: How Successful People Become Even More Successful Marshall Goldsmith Copyright © 2011, Writers of the Round Table Press The Author describes 20 bad habits that can potentially derail a successful career. Most are behavioral problems and he recommends humorous and effective solutions for change.

Never Eat Alone Keith Ferrazzi The secret, master networker Keith Ferrazzi claims, is in reaching out to other people. As Ferrazzi discovered early in life, what distinguishes highly successful people from everyone else is the way they use the power of relationships—so that everyone wins.

Recommended Reading

Additional Reading