Art of Networking
Goal <ul><li>Understand what networking consists of and realize that it is accessible to anybody !! </li></ul>
Plan <ul><li>Brief introduction </li></ul><ul><li>Context </li></ul><ul><li>Definition and importance of networking </li><...
Context <ul><li>60 to 70%  jobs found through networking </li></ul><ul><ul><li>% increases the more senior the position </...
Definition <ul><li>Definition </li></ul><ul><ul><li>Making connections </li></ul></ul><ul><ul><li>Building Internal and ex...
Summary - Why is it important ? <ul><li>Because it favors and enables  </li></ul><ul><li>Attracting new or different work ...
Why are we afraid ? Is it for us ? <ul><li>Networking is a challenge or mystery for many people.  </li></ul><ul><ul><li>Ma...
How to network ? Strategy <ul><li>4 critical steps </li></ul><ul><li>Reflexion  </li></ul><ul><li>Planning </li></ul><ul><...
Networking strategy - Reflexion <ul><li>Develop a professionnal plan or «personal business plan» </li></ul><ul><ul><li>Whe...
Networking strategy - Planning <ul><li>Develop A Specific Action Plan </li></ul><ul><li>Structured plan and process </li><...
Networking strategy - Execution <ul><li>Prerequiste to proper execution </li></ul><ul><li>Plan to become known as a powerf...
Execution - basic principles and values <ul><li>Think relationship building (based on trust) and mutual benefit </li></ul>...
Execution - basic principles and values <ul><li>Have fun ! Make it both professionally and personally rewarding </li></ul>...
Execution – First approach <ul><li>Smile and show that you are approachable </li></ul><ul><li>Make a positive first impres...
Execution – First approach <ul><li>Introduce and connect people to each other  </li></ul><ul><li>Feel free to make public ...
Execution –Points to avoid <ul><li>Interrupting people and not listening </li></ul><ul><li>Don’t let yourself drown or per...
Follow-up <ul><li>Follow through quickly and efficiently  </li></ul><ul><li>Stick to your promises and to what you agreed ...
<ul><li>Thank you !!! </li></ul><ul><li>Zaki  SELLAM </li></ul>
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Art of networking

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Art of networking

  1. 1. Art of Networking
  2. 2. Goal <ul><li>Understand what networking consists of and realize that it is accessible to anybody !! </li></ul>
  3. 3. Plan <ul><li>Brief introduction </li></ul><ul><li>Context </li></ul><ul><li>Definition and importance of networking </li></ul><ul><li>Strategy – Tips and Advices </li></ul>
  4. 4. Context <ul><li>60 to 70% jobs found through networking </li></ul><ul><ul><li>% increases the more senior the position </li></ul></ul><ul><li>50 % of business opportunities comes from networking </li></ul><ul><ul><li>If you are not developing your networks it is difficult to tap into those opportunities </li></ul></ul><ul><li>Executives spend up to 20% of their time maintaining their network </li></ul><ul><li>We do only business we people we know and people we like ! </li></ul><ul><li>Many entrepreneurs and business people suffer because of limited network </li></ul>
  5. 5. Definition <ul><li>Definition </li></ul><ul><ul><li>Making connections </li></ul></ul><ul><ul><li>Building Internal and external alliances </li></ul></ul><ul><ul><li>Sharing information </li></ul></ul><ul><ul><li>Symbiotic process </li></ul></ul><ul><li>“ Networking is the key to success in business” Keith Ferrazzi, author of  Never Eat Alone </li></ul>
  6. 6. Summary - Why is it important ? <ul><li>Because it favors and enables </li></ul><ul><li>Attracting new or different work opportunities </li></ul><ul><li>Access to many business opportunities </li></ul><ul><li>Getting the right help when needed: advice, introduction, entries.. </li></ul><ul><li>Access to customers </li></ul><ul><li>Access to investors or sponsors </li></ul><ul><li>Identifying and getting talented people </li></ul><ul><li>Staying up-to-date with industry and business trends </li></ul><ul><li>Maintaining inhouse or industry visibility </li></ul><ul><li>Gaining new ideas, new insights and even new knowledge </li></ul>
  7. 7. Why are we afraid ? Is it for us ? <ul><li>Networking is a challenge or mystery for many people. </li></ul><ul><ul><li>Many see it as insincere at best, manipulative at worst. </li></ul></ul><ul><li>  </li></ul><ul><li>Unclear payback…need to feel productive </li></ul><ul><li>Not reinforced by culture, compensation system, promotion criteria, or other mechanisms </li></ul><ul><li>Not good at it, don't enjoy it, therefore someone else should do it </li></ul>
  8. 8. How to network ? Strategy <ul><li>4 critical steps </li></ul><ul><li>Reflexion </li></ul><ul><li>Planning </li></ul><ul><li>Execution </li></ul><ul><li>Follow-up </li></ul>
  9. 9. Networking strategy - Reflexion <ul><li>Develop a professionnal plan or «personal business plan» </li></ul><ul><ul><li>Where do you want to be in the next 5 years ? </li></ul></ul><ul><ul><li>What do I want to achieve ? </li></ul></ul><ul><ul><li>Entrepreneur, Executive employee …. ? </li></ul></ul><ul><ul><li>What are the main stakeholders and actors in that journey ? </li></ul></ul><ul><li>Develop networking goals </li></ul><ul><ul><li>Goals should be clearly defined and written down </li></ul></ul><ul><ul><li>Who are the most priority people to meet ? </li></ul></ul><ul><ul><li>Who can be helpful for achieving my goals ? </li></ul></ul><ul><ul><li>Who shall I develop relationship with ? </li></ul></ul><ul><ul><li>How many people do I want to build relationship with ? </li></ul></ul><ul><ul><li>What do I want to get from them ? </li></ul></ul>
  10. 10. Networking strategy - Planning <ul><li>Develop A Specific Action Plan </li></ul><ul><li>Structured plan and process </li></ul><ul><li>Plan your network – think 5/10 years ahead </li></ul><ul><li>Focus on “up and comers” (next CEO) </li></ul><ul><li>Where do I have to go ? </li></ul><ul><li>Who from my network shall I solicit first ? </li></ul><ul><li>How shall I approach people ? </li></ul><ul><li>Structured plan and process including </li></ul><ul><ul><li>Conferences/ Industry Meetings </li></ul></ul><ul><ul><li>Membership to Professional Associations </li></ul></ul><ul><ul><li>Involvement with Alumni </li></ul></ul><ul><ul><li>Breakfast/Lunch/Dinner </li></ul></ul><ul><ul><li>Community/Social Gatherings </li></ul></ul><ul><ul><li>Exploitation of Social Media </li></ul></ul>
  11. 11. Networking strategy - Execution <ul><li>Prerequiste to proper execution </li></ul><ul><li>Plan to become known as a powerful resource for others  </li></ul><ul><ul><li>People remember to turn to you for suggestions, ideas, names of other people, etc. </li></ul></ul><ul><ul><li>This keeps you visible to them </li></ul></ul><ul><ul><li>So be knowledgeable, expert in one field !! </li></ul></ul><ul><li>Define, write down and learn by heart your story or elevator pitch </li></ul><ul><ul><li>what you do and why, for whom ? </li></ul></ul><ul><ul><li>What makes you different ? </li></ul></ul><ul><li>Define clearly in order to formulate it correctly </li></ul><ul><ul><li>What you are looking for ? </li></ul></ul><ul><ul><li>How others may help you ? </li></ul></ul><ul><ul><li>Too often immediate answer comes to mind to that question &quot;How may I help you?&quot; </li></ul></ul>
  12. 12. Execution - basic principles and values <ul><li>Think relationship building (based on trust) and mutual benefit </li></ul><ul><li>Focus first on increasing loyalty with your current network </li></ul><ul><li>Use the power of reciprocation : “ I will be your customer if you will be mine !“ (garage example) </li></ul><ul><ul><li>Consequence: always provide support and help to people when needed ! </li></ul></ul><ul><li>Give more than you immediately get </li></ul><ul><ul><li>the &quot;getting&quot; will come later ... and it will come in unexpected ways.  </li></ul></ul><ul><li>Don’t expect instant gratification from networking </li></ul><ul><li>Keep in good and regular contact with your network (live entity) </li></ul><ul><li>Focus on Low cost/high impact added value </li></ul><ul><li>Do Teach/Don't Sell </li></ul><ul><ul><li>“ help other people feel good about themselves or be successful” </li></ul></ul><ul><ul><li>Keith Ferrazzi </li></ul></ul>
  13. 13. Execution - basic principles and values <ul><li>Have fun ! Make it both professionally and personally rewarding </li></ul><ul><li>Share your contact network and make introductions </li></ul><ul><li>Make networking part of your daily (monthly) routine </li></ul><ul><li>Focus on quality contacts versus quantity </li></ul><ul><li>Do respect and value referrals </li></ul><ul><li>Successful networking is a matter of </li></ul><ul><ul><li>Authenticity - Generosity </li></ul></ul><ul><ul><li>Determination - focus </li></ul></ul><ul><ul><li>Organization </li></ul></ul>
  14. 14. Execution – First approach <ul><li>Smile and show that you are approachable </li></ul><ul><li>Make a positive first impression </li></ul><ul><li>Ask questions: to join a group engaged in conversation. </li></ul><ul><li>Ask open-ended questions to get to know more about people  </li></ul><ul><ul><li>who, what, where, when, and how ? shows listeners that you are interested in them. </li></ul></ul><ul><li>Listen more than you talk: with genuine interest ! </li></ul><ul><li>Concentrate on what you can offer or give to that person or group </li></ul><ul><ul><li>It’s a two way street – Offer something in return </li></ul></ul><ul><li>Reformulate interesting points – people like to hear that you are interested </li></ul>
  15. 15. Execution – First approach <ul><li>Introduce and connect people to each other </li></ul><ul><li>Feel free to make public testimonials or appraisal about people, companies or services </li></ul><ul><li>Tell your story only when people ask : “what about you? What are you doing ? How may I help you ? ” </li></ul><ul><li>Summarize what you agreed and further actions before leaving </li></ul><ul><li>Make notes after every introduction and follow up quickly </li></ul>
  16. 16. Execution –Points to avoid <ul><li>Interrupting people and not listening </li></ul><ul><li>Don’t let yourself drown or perturbed by the agitation around you - Look at people in the eyes ! </li></ul><ul><ul><li>Avoid closed questions ! </li></ul></ul><ul><li>Talking too much </li></ul><ul><li>Asking straight away for something </li></ul><ul><li>Being superficial </li></ul><ul><li>Don’t play any game – be yourself ! </li></ul><ul><li>Concentrating on your own interest – people feel it ! </li></ul><ul><ul><li>No one likes a person with a &quot;taker“ or “selfish” mentality.  </li></ul></ul><ul><li>Avoid asking for Business cards before it is proposed – but be prepared to give yours </li></ul><ul><li>Apologizing exaggeratedly </li></ul>
  17. 17. Follow-up <ul><li>Follow through quickly and efficiently </li></ul><ul><li>Stick to your promises and to what you agreed </li></ul><ul><li>Save always contact details of people you connect with </li></ul><ul><ul><li>Social Media, Outlook, Excel, CRM… </li></ul></ul><ul><ul><li>Recognize people’s expertise and tag it </li></ul></ul><ul><li>Stay in touch </li></ul><ul><li>Always make sure your network knows of any recent successes </li></ul>
  18. 18. <ul><li>Thank you !!! </li></ul><ul><li>Zaki SELLAM </li></ul>
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