Structured Networking 040303

Networking With A Purpose(What Do You Bring to the Table?) : Networking With A Purpose (What Do You Bring to the Table?) Overview & Practice Midwest Society of Professional Consultants - April 3, 2003 By Paul Collins Jordan-Webb (773) 463-2288 pcollins@jordan-webb.net www.jordan-webb.net


Key Elements of Networking : 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 : 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 : 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 : Network Resources Information About Decisions Activities People Events Trends Problems Threats Opportunities Technologies Other Resources?


Network Environment : 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 : What You Can Do Now Assess Your Management Style Assess Your Listening Skills Inventory Your Current Network Determine Your Resources People Who Could Be Helpful Things That Could Be Useful Analyze Your Environment Close Relationships with Clients, Subordinates, Peers and Superiors What Is Happening


What You Can Do Soon : 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 : 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 Expend Your Network Vendors, Suppliers, Associates, Co-workers, Competitors, etc. Help Others Build Personal Networks Resources and Environment


Networking References : 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


Define Your Network : Define Your Network


Slide12 : 3. People Paul (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) Frank (college) 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) Terell (barber) Lika (barber) Jon (reporter) Hank (public relations) Laurie (public relations) Karen (public relations) Bob (professor) Sasha (professor) Linda (professor) Ray (supplier) 4. Events WebIQ Training Class ASQ Meeting MFN Conference/Workshop MSPC Meeting Tutor/Mentor Conference Ethnic Dance Chicago Door County Folk Festival Wisconsin Dells Int Festival Sheboygan County Festival Arlington Heights Library Media Relations Class Chicago Int Festival Consulting Engagements Sales Presentations Toastmasters Conference 1. Decisions Clients Banking Sub-contracting Referrals Cash Flow Management Paying Bills 2. Activities MFN (Board) MSPC (Programs) Facilitation Consulting Sub-contracting Pricing Selling Marketing Strategy Customer Relationship Mgmt Referrals Creativity/Innovation Networking (people) Networking (computer) Programming Database Design Contra/Square Dance Ethnic Folk Dance Ethnic/Folk Music Dance Teaching/Calling Public Speaking Volleyball Softball Squash Basketball Event Planning Railroading/Model Railroading Sales Presentations Team Development Eldercare Web Development Public Relations/Publicity Program Development Classical Music Jazz/Blues Tutor/Mentor Connection Rock Music CIMT Loyola Board of Directors Training Coaching 6. Problems Cash Flow Mgmt Collections Business Development Sales Marketing Job Security Pricing Customer Relationship Mgmt Contracts 5. Trends Web Marketing E-Commerce Selling Web-Based Applications Distributed Work Groups Virtual Teams Broad Band Access Computer-Based Training Customer Relationship Mgmt Leisure Time Partnering 7. Threats Identity Theft Credit Card Debt Competitors Business Development Bank Loans Non-Paying Clients Slow Paying Clients Post 9/11 Economy Tax Audit 8. Opportunities Distributed Work Groups Virtual Teams Public Speaking Public Relations/Publicity Performances Teaching Training Coaching Virtual Facilitation Distributed Facilitation Traditional Facilitation Web Development Professional Organizations Networking (people) 9. Technologies Local/Wide Area Networks World Wide Web Broad Band Access Teleconferencing Videoconferencing Geographic Information Systems Web-Based Groupware LAN/WAN Based Groupware Facilitated Thinking 10a. Other Resources Competitors Customers Prospects Vendors Suppliers Associates 10b. Other Resources Consultants Newspapers Professors Co-Workers Managers Resource?


Slide13 : 3. People Paul (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) Frank (college) 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) Terell (barber) Lika (barber) Jon (reporter) Hank (public relations) Laurie (public relations) Karen (public relations) Bob (professor) Sasha (professor) Linda (professor) Ray (supplier) 4. Events WebIQ Training Class ASQ Meeting MFN Conference/Workshop MSPC Meeting Tutor/Mentor Conference Ethnic Dance Chicago Door County Folk Festival Wisconsin Dells Int Festival Sheboygan County Festival Arlington Heights Library Media Relations Class Chicago Int Festival Consulting Engagements Sales Presentations Toastmasters Conference 1. Decisions Clients Banking Sub-contracting Referrals Cash Flow Management Paying Bills 2. Activities MFN (Board) MSPC (Programs) Facilitation Consulting Sub-contracting Pricing Selling Marketing Strategy Customer Relationship Mgmt Referrals Creativity/Innovation Networking (people) Networking (computer) Programming Database Design Contra/Square Dance Ethnic Folk Dance Ethnic/Folk Music Dance Teaching/Calling Public Speaking Volleyball Softball Squash Basketball Event Planning Railroading/Model Railroading Sales Presentations Team Development Eldercare Web Development Public Relations/Publicity Program Development Classical Music Jazz/Blues Tutor/Mentor Connection Rock Music CIMT Loyola Board of Directors Training Coaching 6. Problems Cash Flow Mgmt Collections Business Development Sales Marketing Job Security Pricing Customer Relationship Mgmt Contracts 5. Trends Web Marketing E-Commerce Selling Web-Based Applications Distributed Work Groups Virtual Teams Broad Band Access Computer-Based Training Customer Relationship Mgmt Leisure Time Partnering 7. Threats Identity Theft Credit Card Debt Competitors Business Development Bank Loans Non-Paying Clients Slow Paying Clients Post 9/11 Economy Tax Audit 8. Opportunities Distributed Work Groups Virtual Teams Public Speaking Public Relations/Publicity Performances Teaching Training Coaching Virtual Facilitation Distributed Facilitation Traditional Facilitation Web Development Professional Organizations Networking (people) 9. Technologies Local/Wide Area Networks World Wide Web Broad Band Access Teleconferencing Videoconferencing Geographic Information Systems Web-Based Groupware LAN/WAN Based Groupware Facilitated Thinking 10a. Other Resources Competitors Customers Prospects Vendors Suppliers Associates 10b. Other Resources Consultants Newspapers Professors Co-Workers Managers Dave T


Slide14 : 3. People Paul (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) Frank (college) 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) Terell (barber) Lika (barber) Jon (reporter) Hank (public relations) Laurie (public relations) Karen (public relations) Bob (professor) Sasha (professor) Linda (professor) Ray (supplier) 4. Events WebIQ Training Class ASQ Meeting MFN Conference/Workshop MSPC Meeting Tutor/Mentor Conference Ethnic Dance Chicago Door County Folk Festival Wisconsin Dells Int Festival Sheboygan County Festival Arlington Heights Library Media Relations Class Chicago Int Festival Consulting Engagements Sales Presentations Toastmasters Conference 1. Decisions Clients Banking Sub-contracting Referrals Cash Flow Management Paying Bills 2. Activities MFN (Board) MSPC (Programs) Facilitation Consulting Sub-contracting Pricing Selling Marketing Strategy Customer Relationship Mgmt Referrals Creativity/Innovation Networking (people) Networking (computer) Programming Database Design Contra/Square Dance Ethnic Folk Dance Ethnic/Folk Music Dance Teaching/Calling Public Speaking Volleyball Softball Squash Basketball Event Planning Railroading/Model Railroading Sales Presentations Team Development Eldercare Web Development Public Relations/Publicity Program Development Classical Music Jazz/Blues Tutor/Mentor Connection Rock Music CIMT Loyola Board of Directors Training Coaching 6. Problems Cash Flow Mgmt Collections Business Development Sales Marketing Job Security Pricing Customer Relationship Mgmt Contracts 5. Trends Web Marketing E-Commerce Selling Web-Based Applications Distributed Work Groups Virtual Teams Broad Band Access Computer-Based Training Customer Relationship Mgmt Leisure Time Partnering 7. Threats Identity Theft Credit Card Debt Competitors Business Development Bank Loans Non-Paying Clients Slow Paying Clients Post 9/11 Economy Tax Audit 8. Opportunities Distributed Work Groups Virtual Teams Public Speaking Public Relations/Publicity Performances Teaching Training Coaching Virtual Facilitation Distributed Facilitation Traditional Facilitation Web Development Professional Organizations Networking (people) 9. Technologies Local/Wide Area Networks World Wide Web Broad Band Access Teleconferencing Videoconferencing Geographic Information Systems Web-Based Groupware LAN/WAN Based Groupware Facilitated Thinking 10a. Other Resources Competitors Customers Prospects Vendors Suppliers Associates 10b. Other Resources Consultants Newspapers Professors Co-Workers Managers Steve B


Slide15 : 3. People Paul (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) Frank (college) 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) Terell (barber) Lika (barber) Jon (reporter) Hank (public relations) Laurie (public relations) Karen (public relations) Bob (professor) Sasha (professor) Linda (professor) Ray (supplier) 4. Events WebIQ Training Class ASQ Meeting MFN Conference/Workshop MSPC Meeting Tutor/Mentor Conference Ethnic Dance Chicago Door County Folk Festival Wisconsin Dells Int Festival Sheboygan County Festival Arlington Heights Library Media Relations Class Chicago Int Festival Consulting Engagements Sales Presentations Toastmasters Conference 1. Decisions Clients Banking Sub-contracting Referrals Cash Flow Management Paying Bills 2. Activities MFN (Board) MSPC (Programs) Facilitation Consulting Sub-contracting Pricing Selling Marketing Strategy Customer Relationship Mgmt Referrals Creativity/Innovation Networking (people) Networking (computer) Programming Database Design Contra/Square Dance Ethnic Folk Dance Ethnic/Folk Music Dance Teaching/Calling Public Speaking Volleyball Softball Squash Basketball Event Planning Railroading/Model Railroading Sales Presentations Team Development Eldercare Web Development Public Relations/Publicity Program Development Classical Music Jazz/Blues Tutor/Mentor Connection Rock Music CIMT Loyola Board of Directors Training Coaching 6. Problems Cash Flow Mgmt Collections Business Development Sales Marketing Job Security Pricing Customer Relationship Mgmt Contracts 5. Trends Web Marketing E-Commerce Selling Web-Based Applications Distributed Work Groups Virtual Teams Broad Band Access Computer-Based Training Customer Relationship Mgmt Leisure Time Partnering 7. Threats Identity Theft Credit Card Debt Competitors Business Development Bank Loans Non-Paying Clients Slow Paying Clients Post 9/11 Economy Tax Audit 8. Opportunities Distributed Work Groups Virtual Teams Public Speaking Public Relations/Publicity Performances Teaching Training Coaching Virtual Facilitation Distributed Facilitation Traditional Facilitation Web Development Professional Organizations Networking (people) 9. Technologies Local/Wide Area Networks World Wide Web Broad Band Access Teleconferencing Videoconferencing Geographic Information Systems Web-Based Groupware LAN/WAN Based Groupware Facilitated Thinking 10a. Other Resources Competitors* Customers Prospects Vendors Suppliers Associates 10b. Other Resources Consultants Newspapers Professors Co-Workers Managers Don