How to avoid being networked to death
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How to avoid being networked to death

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How to avoid being networked to death How to avoid being networked to death Presentation Transcript

  • Page 1This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowHow to avoid being…NETWORKED TO DEATHAnd instead do things…That Open DoorsMay 16, 2013
  • Page 2This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowOrHow I became an accidental marketerand ended up talking to you todayMay 16, 2013
  • Page 3This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnow Managing Director withCambridge Partners & Associates– M&A advisory– Valuation and appraisal– Management consulting Author of Mergers & AcquisitionsFor Dummies– Available everywhere– Led to and result of my accidental marketing– Please buy a copy, I’ll make 75 centsYour Host: I’m Bill Snow
  • Page 4This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowNetworked to Death or NTD[net-wurkt to deth] or [en-tee-dee]Idiom 1. the act of hanging around with your peers, competitors, and friendsand expecting them to buy something from you 2. extreme career weariness resulting from the failure to sell yourproduct or service despite your endless participation in events withyour peers, competitors, and friends 3. an unsold TV show idea created by Bill Snow whereby an insurancesales person and an IT sales person are locked in a room and notpermitted to leave until one sells something to the other one.
  • Page 5This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowMillion Dollar Advice about Networked to Death Bad Avoid it
  • Page 6This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowDoing things that open doors[doo-ing things that oh-pun dohrs]Completely generic idiom I thought of, I know, it’s weak 1. offer something! 2. you’ll never stand out if you strive to be the best at fitting in 3. the modern tools, they rock
  • Page 7This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowDoing Things That Open Doors Good Plagiarizing my father – “life is a series of doors”• You can’t open any of the doors• Can’t ask for a door to be opened• Unless you’re the son of a N Korean dictator• All you can do is present yourself in the best possible light• Someone opens each door for you• Having something to offer increases odds of a door opening
  • Page 8This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowMy confession. Hello, my name is Bill… [audience]: “Hello Bill!” …I Was Once Networked To Death (NTD) Didn’t know what I was doing• Spent way too much time with competitors and peers• Beer was involved, so not a total loss Stumbled upon something Here’s my story
  • Page 9This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowVenture Capital 101• Had an opportunity to raise money for a company – door was ajar• Chairman pointedly asked me, “what the #$%@ do you knowabout venture capital?”– Door slammed shut• Incensed, I wrote Venture Capital 101, and I admit, I did it onlybecause I was, well, incensed– “Anger is an energy” – John Lydon– Claimed the book used Keith Richards’ guitar tuning from Brown Sugaras a paradigm for venture capital– Loaded with pop culture references (Mick, Keith, Brian, Charlie, Bill)– Takes reader on a funding journey– From idea to venture capital to exit and all points in between– Latest version has a nice picture of my dog (RIP)
  • Page 10This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowIggy PupJune 5, 1996 to October 23, 2010
  • Page 11This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowThe Accidental Offerer I was “between opportunities”• Or since I was from a failed dotcom, “between servers” Networking scene• Everyone said the same thing – they asked (money, job, advice, etc)• Since I’ve never been a joiner, I rejected that “Nice meeting you…here’s that book I talked about”• I stopped asking, I had something to offer• Free! And worth the price
  • Page 12This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowVC 101 Post Mortem People thanked me! Venture Capital firms contacted me!• Downside: VC101 is basically a “what not to do” book Periodicals contacted me!• Column with ePrairie (“candid, abrasive, and refreshingly hip!”) People said I should sell it!• So I sold it (website, now on KDP) Dog caught car• eBook before we had eBooks, no Kindle Digital Press• Didn’t know what to do with my modest bit of renown and success• Prior to LinkedIn, Facebook, Twitter, and other social media
  • Page 13This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowAnd Years Later… Wiley Publishing, Inc., a behemoth “don’t call us, we’llcall you” type of outfit• Called me• Venture Capital 101 found its way to Wiley• Thank you Internet LBOs for Dummies• Target was Wall Street guys doing Enormo-Dome deals I suggested M&A for Dummies• Middle market has smaller deals, but many, many more “Naw, Bill, that doesn’t make sense”
  • Page 14This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowAnd even more years later… Wiley came back - they had a new idea• All theirs, not mine, I didn’t think of it Mergers & Acquisitions for Dummies!• Remember, they thought of it, not me Aim it at the middle market• Again, their idea, not mine
  • Page 15This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowHow to Write a “For Dummies” Book Spend the summer of 2010 writing outlines• Make sure every one gets rejected (page counts)• Let the Acquisitions Editor take a swag (“Dummies-style”)• Fed up, tell him to submit the complete disaster he wrote The Grand Poobah at Wiley green-lights the disaster• Oh, shoot. Now I have to write it• “Write it.” “Pay me.” “Write it.” “Pay me.”• They paid me. Then I threw out their outline and did it my way• The only other “For Dummies” book I could write is “How to Write a‘For Dummies’ Book For Dummies”
  • Page 16This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowThe Accidental Marketer Rec’d my first copy - just before book was released• Proud of myself, bucket list, patted myself on back• Lasted about a second and a half “What do I do with it?”• A clue was when Wiley sent me a, “How to Market Your ‘For Dummies’book For Dummies” pdf Strengths and weaknesses• Lazy interview question begets generic answers (“I work hard”)• We all were asked this at 22 (phrase weakness in the form of a strength)• In reality, typical kid: strength drinking beer, weakness getting up in the A.M.• Into my 40s before I could provide a reflective, insightful answer
  • Page 17This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowStrengths and WeaknessesWritten VisualOral/phone EmailMarketing SalesMeeting in person Phone conversationStudent/Learner EducatorSolver LearnerAdvisor ListenerSolver ImplementerIdea generator Plan executorOfferer AskerNegotiator Follow upResearch InsightsMaintaining CreatingCompiling AnalyzingDesign/format Content creationTelling DoingCreate original content Update and maintainGather info Find connections & insightsConflict Consensus
  • Page 18This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowAnd thanks to Larry Gard… What sort of learnin’ are you yearnin’ and burnin’ fer• Visual learners• Auditory learners• Reading (or writing) preference learners• Kinesthetic learnerso Learn by doin’
  • Page 19This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowBill’s Marketing Aside/Complaint Marketing often akin to getting dressed up on NYE• Trying to impress peers (essentially NTD) Complex messaging a lots of big words White noise (Everyone is asking) Marketing should be aimed at your target, notpeers/competitors• Write so your intended target can understand it• They’re not in your business. Write so your mother or a child willquickly and easily “get it.”• Who cares if your peers/competitors think you’re a simpleton?
  • Page 20This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowPE World Example Unleash the newly minted MBA They all say the same thing• “We’re different”• “We have money”• “We have industry experience”• “We want to buy* your company!”*In a proprietary, non-competitive, underpriced, seller note, earn out sortof way
  • Page 21This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowPE Messaging – Big Whoop! Harvard MBA class Myopic – “Perfect for me!”• The buyer perfectly defines a perfect target and why that perfect targetis so perfect…for the buyero High growtho Fat profit marginso No customer concentrationo Barriers to entry/defensible market positiono Owner willing to sell at a low multiple• Rarely spend time communicating what the target gets from the bargain
  • Page 22This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowMy Marketing (work in progress excuse the dust) M&A for Dummies is a unique “leave behind”• 3rdparty validation• Has backfired on occasion Writing and Speaking• Newsletter, article, books, universities, soapboxes...anywhere! Connecting with influencers• Wealth managers, lawyers, accountants, commercial bankers – theyhave the ear of my targets – need to offer them something• I don’t waste my time with de facto events (peers & competitors) “Networking days” – standard meeting times Golf
  • Page 23This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowWhere I need to improve Website Social media More consistent newsletter More books – Probably self publish
  • Page 24This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowSelf-Publishing Tips Descriptive title• VC101 stroke of lucky genius (keep it simple, Snow)• Similar to cover boxes in video retailing Kindle Digital Press, iTunes, Lulu, others• Forget paper – printers happy to take your dough Price point: 99 cents (2 or 3 to 100+/mo) Get a graphics person to design cover Hire editor and proofreader Fire up your marketing machine
  • Page 25This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowCombat the Networking to Death Syndrome Know what you’re getting into before doing it Avoid peers/competitors Network with whom you want to do business• Targets (or influencers) Do things that build your personal brand• Jump at every opportunity.o VC101 begot M&A For Dummies begot my newsletter begot Harvard begotDan Kennedy event begot Kellogg begot DePaul board opportunity begotcurling begot speaking to you today begot…? Oh, skeet shooting later thismonth• The modern tools – Facebook, LinkedIn, Twitter, Udemy, Google+• Self publishing – Amazon Digital Press – great way to differentiate
  • Page 26This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowCombat the Networking to Death Syndrome Have something to offer (think of the other guy)• Stop asking, start offering• Do favors, open doors for others Truly understand your strengths and weaknesses• BS question we all got asked at 22• Shore up your weaknesses by finding team members whocompliment (not duplicate) your strengths• Segue from doing into telling• Need a team• Otherwise you’re a one legged man at an rump kicking contest
  • Page 27This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowCombat the Networking to Death Syndrome Don’t wait for the world to bestow a title• DIY – but make sure you do your homework Be genuine, be honest• Avoid putting on airs, being “fake”• Direct answer, not what you think the other person wants to hear• Speak from your heart, don’t worry about offendingo No matter what you do, you’re gonna tick off someone Don’t be afraid of being different• You’ll never stand out if you strive to be the best at fitting in
  • Page 28This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowMy Email SignatureBillWilliam R. SnowManaging DirectorCambridge Partners & Associates – Investment Banking500 N. Plum Grove Rd.Palatine, IL 60067Mergers & Acquisitions Valuations and│ Appraisals Consulting│Office: 847-776-1976 x 242Mobile: 312-282-1738Email:wsnow@cambridge-partners.comInternet:www.cambridge-partners.com/Investment-Banking.htmlAuthorship: www.amazon.com/author/billsnowStay in touch: Join my mailinglistConnect with me:Author of Mergers & Acquisitions For Dummies
  • Page 29This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowThe Follow up Have a reason or goal – avoid “let’s stay in touch”• Personal friendship, business, asking, offering, etc.• Talk about stuff people talk about Fuzzy or concrete• Fuzzy (no timetable, not urgent) – Use stasis marketing• Concrete (a decision will be made) – Bakeoff city, baby! Bill, what can I offer!?!?!?!• Gotta figure that out yourself, I can’t do everything Develop rapport• Avoid charging up the hill – target may become influencer• Staying in front – often the last person wins
  • Page 30This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowThe End. Finally. If you’ve successfully avoided NTD…• You’ve conveyed value to others• People will meet with you• People will contact you and offer you things• More doors will open• You’ll be invited to speak to networking groups
  • Page 31This presentation was created by Bill Snow. Send him an email: bill@billsnow.com and/or connect with him:www.facebook.com/billsnow www.twitter.com/bill_snow www.linkedin.com/in/billsnowWhat You Can Offer (Me)• If you liked my presentation, please connectwith me via LinkedIn• http://www.linkedin.com/in/billsnow• Give me a recommendation