Your Leadership Network:
The Importance of Building and Staying
Connected
Objectives
• Your leadership network—What is it
and why is it important?
• How to stay connected as you grow
and lead
• Wh...
Creating Connections
• The opposite of networking is not
working.
• Every time you meet someone you
have the opportunity t...
Polling Question
Do you currently network in your
organization?
A. Yes
B. No
C. I am unsure by what you mean.

© 2013, Nie...
What is “Networking”?

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

5
What is “Networking”?
• Networking is a misunderstood word
– Leadership is the art of accomplishing
goals through and with...
Networking: a Leadership
Skill?
• Network to:

– get your work done efficiently and
effectively.
– enhance your personal a...
Polling Question
Do you think “Networking” is a
leadership skill?
A. I agree
B. I disagree
C. I don’t know

© 2013, Nieren...
Critical Networking Skills for
Leaders
1.
2.
3.
4.
5.
6.
7.
8.

Understand and leverage personal style
Strategically plan ...
3 Types of Networking
Effective Leaders Employ
• Operational

– Building internal relationships

• Personal
– Building ext...
Who is Already in Your
Network?
Colleagues
Past
Colleagues

Relatives

Non
Competitor

Friends

Networking
Member
Orgs.

N...
Expanding Your Network
•
•
•
•
•

Clients - internal and external
Colleagues
Friends - professional and personal
External ...
Creating Opportunities

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

13
Creating Opportunities
Where do you go to create opportunities?
• Internally within your organization

• Industry, associa...
Polling Question
Why is it important to continually stay
connected as a leader in your
organization?
A. Create and build a...
Daily Networking
Strategies

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

16
Daily Networking
Strategies

1. 24/7 Awareness - stay open to meeting
new people and nurturing your current
networks.
2. L...
Put It in the Information
Bank

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

18
Put It in the Information
Bank
Business Information (modify for your use)
•

Promotions/business opportunities

•

Previou...
Put It in the Information
Bank
Personal Information (modify for your use)
•
•
•
•
•
•
•
•
•
•
•
•
•

Activities in communi...
Takeaways From Every
Encounter

• Learning something new.
• Give away a piece of information or
advice.
• Take something a...
N.E.T.W.O.R.K.I.N.G
Reminders
N
E
T
W
O
R
K
I
N
G

Names, Needs Nurture
Engage, Evolution, Enlist, Eyes & Ears
Trust, Time...
Two Simple Rules of
Networking
1. I try to meet at least one new
person in my area of interest every
month, or significant...
Golden Circle of Strategic
Networking

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

24
52 Networking Tips
1.

Give yourself permission to network and expand
your network.

2.

Create a list of “opening lines” ...
52 Networking Tips
6.

Keep a journal of “small talk” topics. These are about
current events, industry trends, and communi...
52 Networking Tips
11. Learn to remember names. This skill will set you apart from
many. Listen carefully when the name is...
52 Networking Tips
16.

Join a networking group and attend the meetings. Practice techniques
like your 20-second introduct...
52 Networking Tips
21.

Write an article, or newsletter to send to your contacts. This
promotes your business and helps yo...
52 Networking Tips
26. Send materials or information on time or
sooner than promised.
27. Thank your contact for a referra...
52 Networking Tips
31.

Develop a system to keep in touch with everyone in your
network on a regular basis. As you list gr...
52 Networking Tips
36. Make and keep notes about each meeting with each
contact. Refer to these when following up or befor...
52 Networking Tips
41. Once a week, go through your contact list and call
three people just to say “hello.”
42. Once a mon...
52 Networking Tips
46. When a conversation gets off track, use a “bridge”
such as, “that reminds me of…” to get back to yo...
52 Networking Tips
51. Continually build your social media
status and networking- stay connected
online.

52. Keep the cir...
Takeaways
What will you do to continually build
your everyday networking and
leadership skills?
1.
2.
3.

© 2013, Nierenbe...
THANK YOU!

© 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com

37
Contact Information
Andrea R. Nierenberg
Nierenberg Consulting Group
420 East 51st Street, New York, NY 10022
http://www.N...
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Your leadership network

  1. 1. Your Leadership Network: The Importance of Building and Staying Connected
  2. 2. Objectives • Your leadership network—What is it and why is it important? • How to stay connected as you grow and lead • Who is already in your universal network and how to expand • Effective networking makes leaders more effective • Best practices of effective leaders who utilize this skill © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 2
  3. 3. Creating Connections • The opposite of networking is not working. • Every time you meet someone you have the opportunity to learn, give and be a resource. “It’s about giving first.” © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 3
  4. 4. Polling Question Do you currently network in your organization? A. Yes B. No C. I am unsure by what you mean. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 4
  5. 5. What is “Networking”? © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 5
  6. 6. What is “Networking”? • Networking is a misunderstood word – Leadership is the art of accomplishing goals through and with other people. • Networking is a state of mind— 24/7 • Networking can be… – Strategic and Structured – Serendipitous – Subconscious © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 6
  7. 7. Networking: a Leadership Skill? • Network to: – get your work done efficiently and effectively. – enhance your personal and professional development. – invest in future leverage. – help others grow. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 7
  8. 8. Polling Question Do you think “Networking” is a leadership skill? A. I agree B. I disagree C. I don’t know © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 8
  9. 9. Critical Networking Skills for Leaders 1. 2. 3. 4. 5. 6. 7. 8. Understand and leverage personal style Strategically plan your activities Be systematic in your planning Relationships develop over time Effectively engage others Showcase your expertise Assess opportunities Always give value © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 9
  10. 10. 3 Types of Networking Effective Leaders Employ • Operational – Building internal relationships • Personal – Building external relationships which can contribute to knowledge and best practices • Strategic – Building internal and external relationships oriented toward future priorities – “Invest in the time to build relationships.” © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 10
  11. 11. Who is Already in Your Network? Colleagues Past Colleagues Relatives Non Competitor Friends Networking Member Orgs. Neighbors WHO ELSE? Alumni Professional Assoc. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 11
  12. 12. Expanding Your Network • • • • • Clients - internal and external Colleagues Friends - professional and personal External business partners People you meet by chance that turns into opportunity © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 12
  13. 13. Creating Opportunities © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 13
  14. 14. Creating Opportunities Where do you go to create opportunities? • Internally within your organization • Industry, association and professional meetings • Social and charity • Educational • Where else? © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 14
  15. 15. Polling Question Why is it important to continually stay connected as a leader in your organization? A. Create and build alliances B. It will help me grow throughout the organization C. It is not a priority. I do my work and don’t have time to network. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 15
  16. 16. Daily Networking Strategies © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 16
  17. 17. Daily Networking Strategies 1. 24/7 Awareness - stay open to meeting new people and nurturing your current networks. 2. Listen and learn strategically with every encounter. 3. Build continual advocacy and synergy. Be proactive and get involved. 4. Follow up with a goal and action plan; differentiate yourself. 5. Find creative ways to stay on people’s radar screen; stay memorable. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 17
  18. 18. Put It in the Information Bank © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 18
  19. 19. Put It in the Information Bank Business Information (modify for your use) • Promotions/business opportunities • Previous work experience and business background • How you met • What business issues are they working on now? • Who you refer them to and why? • His or her immediate business objective • His or her career objective • Did you ask for their advice? Information given? • How you’ve handled challenges in the past • What contributions are they most proud of? • How they receive information & news: online, print, TV/radio • Preferred method of communication: email/phone/text/other • Anniversary of length of service at their business • What ‘motivates’ them • What achievement makes them proud • Professional associations © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 19
  20. 20. Put It in the Information Bank Personal Information (modify for your use) • • • • • • • • • • • • • Activities in community Birthday Background: birth state or country Education: HS, College, Fraternity or Sorority, Degrees Hobbies/interests Favorite foods/restaurants Vacation interests Spouse: name, occupation and interests Children: ages, names, schools, interests Pets Key extended family members Special holidays What else? © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 20
  21. 21. Takeaways From Every Encounter • Learning something new. • Give away a piece of information or advice. • Take something away. • Ask how you can help him/her. • Thank them. • Implement your follow-up strategy. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 21
  22. 22. N.E.T.W.O.R.K.I.N.G Reminders N E T W O R K I N G Names, Needs Nurture Engage, Evolution, Enlist, Eyes & Ears Trust, Time Work, Write Opportunity, Open Questions, Organization Respect, Rapport, Resilience Knowledge, Kindness Initiative, Interest (NO) Give, Goals © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 22
  23. 23. Two Simple Rules of Networking 1. I try to meet at least one new person in my area of interest every month, or significantly deepen an existing relationship. 2. I do something nice for someone in my network every week. —Sally Kracheck (Owner 85 Broads) © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 23
  24. 24. Golden Circle of Strategic Networking © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 24
  25. 25. 52 Networking Tips 1. Give yourself permission to network and expand your network. 2. Create a list of “opening lines” to use when meeting someone new. Use open-ended questions to continue dialogue. 3. Develop a 20-second introduction about yourself. Practice it until it becomes spontaneous and natural. Create several for different audiences. 4. Do your research before attending an event or meeting. 5. Create a list of “get to know you” questions.” These will further the discussion with the person you connected with. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 25
  26. 26. 52 Networking Tips 6. Keep a journal of “small talk” topics. These are about current events, industry trends, and community topics. 7. Set a goal for every event or meeting you attend. A good goal is to meet two new people, make a connection, and send a follow up note, call, or e-mail. 8. Smile when meeting people, entering a room, or talking on the phone. A smile is the first step in building rapport. Smile for 10 seconds when you enter a room. 9. Look the other person in the eye. Eye contact says you are focused on the conversation and interested in what the other person is saying. 10. Listen with care. Be aware of what the other person is saying instead of thinking about what you will say next. You will remember much more about the person and the conversation. *Listen has the word ‘silent’ in it—silence your mind to focus and listen. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 26
  27. 27. 52 Networking Tips 11. Learn to remember names. This skill will set you apart from many. Listen carefully when the name is said, repeat it in the conversation, and create a mind picture that will help you associate the person with the name. 12. Give compliments. Make a goal to look for positive attributes and give five compliments a day. Make sure they are sincere. 13. Make a list of the key people in your industry or profession that you would like to meet. Determine what organizations, places and people you know that you could find to help you connect. 14. Re-connect with four people a week. This week call a client or prospect you have not been in touch with for a while, a former business colleague, and a friend you haven’t spoken with for several months. 15. Follow your interests. Remember, you need like-minded people in your network. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 27
  28. 28. 52 Networking Tips 16. Join a networking group and attend the meetings. Practice techniques like your 20-second introduction and keep expanding your circle. 17. Research and join an industry or professional group. Go to two meetings, meet two people, and set up two follow-up meetings before you make your decision to join. 18. Take a class, join a gym, or take a special interest vacation. Remember, you want to have like-minded people in your network. 19. Volunteer, write an article, or join a committee in your organization. Becoming known helps you meet people and develop relationships faster and more profitably than just attending meetings. Be involved. 20. Send three hand-written notes a day. Send these to people in your network to say thank you, congratulations, send an article of interest, extend an invitation, or just to keep in touch. Use ‘found time” during the day and make these short and simple. Carry note cards and stamps with you. It is your “46 cent investment plan.” Or use my high tech-high touch method www.appreciationpower.com. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 28
  29. 29. 52 Networking Tips 21. Write an article, or newsletter to send to your contacts. This promotes your business and helps you keep in touch with your contacts and stay on their radar. 22. Send gifts. Remember those who help you, or just remember a special occasion for those in your network. Develop a list of reliable vendors of unique gift items for these occasions. Think of the person and send a gift that was picked for them and well thought out. 23. Use premiums that will remind recipients of your name and business. Look for useful items that will be appreciated and that will keep your name in front of others. 24. Follow-up within twenty-four hours of a meeting to say, “nice to meet you,” “thanks for your time and consideration,” and to set another meeting. 25. Connect within two weeks to suggest another meeting. Make it happen and set the date. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 29
  30. 30. 52 Networking Tips 26. Send materials or information on time or sooner than promised. 27. Thank your contact for a referral and let them know what happened. Keep them in the loop. 28. Become a resource for others. Give generously of your time and expertise. 29. Look for unique and creative ways to have “face” time with others. 30. Remember birthdays and send cards. Also incorporate ‘any special’ date to remember in this list. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 30
  31. 31. 52 Networking Tips 31. Develop a system to keep in touch with everyone in your network on a regular basis. As you list grows, divide it into categories and have a contact plan for each category. 32. Review your list on a regular basis and make sure it is revised and updated. 33. Develop and maintain a database of your contacts. Your system should work for you; you should not have to work for your system. 34. Collect information about each contact besides the basic contact information. This includes interests, family, awards and promotions, special dates, how you met, and other pertinent facts. (see information bank) 35. Determine the way each contact prefers to communicate: phone, e-mail, social media, in person. Note this on their database record. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 31
  32. 32. 52 Networking Tips 36. Make and keep notes about each meeting with each contact. Refer to these when following up or before the next contact with them. 37. Enter information about a new contact and follow up within 24 hours of your meeting. 38. Answer your phone and e-mail messages within 24 hours. 39. If you are out of touch for a period, let people know with a message on your phone and an automatic e-mail message. Better yet—check anyway to be the utmost professional. 40. Everyday, send an e-mail to someone in your networking universe that you have not heard from recently. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 32
  33. 33. 52 Networking Tips 41. Once a week, go through your contact list and call three people just to say “hello.” 42. Once a month, have lunch with a friend, colleague, or client you have not seen for a while. 43. At a company function, set a goal to sit next to someone new and get to know them. Also plan to follow-up. 44. When making telephone calls feels uncomfortable, use a script and practice until it comes naturally. 45. Begin with a compliment. This is a wonderful way to start a conversation when you may not know what to say to break the ice. Be sincere. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 33
  34. 34. 52 Networking Tips 46. When a conversation gets off track, use a “bridge” such as, “that reminds me of…” to get back to your topic. 47. Attend meetings with a purpose. Have a specific goal in mind when attending an industry event or meeting. It could be to meet the speaker, or reconnect with a new client or prospect. 48. Set a time limit. Give yourself permission to achieve your goals and then you can leave. 49. Send articles and interesting research electronically to keep in touch. 50. Give yourself a reward for your continued networking practice—attending an event, or retaining a new client as a result of a networking contact. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 34
  35. 35. 52 Networking Tips 51. Continually build your social media status and networking- stay connected online. 52. Keep the circle of strategic networking in mind: learn, give, ask, help, thank, follow-up © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 35
  36. 36. Takeaways What will you do to continually build your everyday networking and leadership skills? 1. 2. 3. © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 36
  37. 37. THANK YOU! © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 37
  38. 38. Contact Information Andrea R. Nierenberg Nierenberg Consulting Group 420 East 51st Street, New York, NY 10022 http://www.NierenbergGroup.com andrea@nierenberggroup.com Office: 212.980.0930 Mobile: 917.626.8494 Blog: http://www.TheNierenBlog.com Twitter: http://www.twitter.com/anierenberg LinkedIn: http://www.linkedin.com/in/nierenberg Facebook: http://www.facebook.com/pages/NierenbergGroup/191608767531309 "Showing Appreciation to Your Clients and Connections is Always in Style" click here to learn more: http://www.Appreciationpower.com © 2013, Nierenberg Consulting Group, LLC./www.nierenberggroup.com 38
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