Contacts Count - Conversation with Lynne Waymon

introNetworks Webinar Series
The 8 Networking Competencies: Skills for Building Face-to-Face Relationships That Support On-line Networks
Conversation with author
Lynne Waymon
Tuesday, 12/1, 9am Pacific
Sponsored by introNetworks
‘We transform businesses with smart social networks’

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Today’s Conversation
The 8 Networking Competencies:
Skills for Building Face-to-Face Relationships That Support Online Networks

OUR GUEST
Lynne Waymon
CEO, Co-Founder, Contacts Count
Author, “Make Your Contacts Count”
Management Consultant since 1990 Professional Coach and Corporate Trainer
Clients include; Deloitte Financial Advisory Services, Kraft Foods, DuPont, PricewaterhouseCoopers, Booz Allen, Corning, Raytheon, Lockheed Martin, Northrop Grumman
Mark Sylvester
CEO and Co-Founder of introNetworks, creators of smart social networks for clients’ employees, customers, prospects and partners
Built first network for TED Conference in 2003
Original founder of Wavefront Technologies, creators of Maya
Lynne Waymon
@ContactsCount
MODERATOR
Mark Sylvester
@marksylvester

Why create a personal strategy for developing social capital?
Successful managers network 70% more than their lesssuccessful counterparts(Academy of Management Journal)
Employees with vast digital networksare 7% more productive; employeeswith rich personal networks are 30% more productive(Alex Pentland, HBR)
The formal structures of companies . . . don’t explain how most of their real day-to-day work gets done (The McKinsey Quarterly)
One of the 4 key leadership roles is relationship/network builder(The Conference Board)

Capitalize on Style
1
Appreciating how personality (introversion, extroversion, communication styles, shyness) & mindset (previous learnings, attitudes, misconceptions) affect the ability to build relationships
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Take the Strategic Approach
2
Targeting specific organizational & career outcomes (macro) and agenda-building for specific networking events & encounters (micro).
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Envision The Ideal Network
3
Identifying WorkNet, OrgNet, ProNet, LifeNet contacts & appreciating the benefits, challenges, & leveraging opportunities faced in developing each of them.
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Develop Relationships
4
Seeing relationship development in 6 stages & managing the trust-building process by teaching character & competence.
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Increase Social Accumen
5
Becoming more comfortable, confident, and professional by mastering relationship rituals.
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Showcase Expertise
6
Using examples & stories to teach contacts about expertise, experience, talents, & interests
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Assess Opportunities
7
Choosing optimum networking opportunities & making participation pay off.
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Deliver Value
8
Contributing to the organization’s networking culture & capitalizing on networking to affect the bottom line.
Lynne Waymon
@ContactsCount
Mark Sylvester
@marksylvester

Stages of Relationship Building
Accidents

Improved Networking Competency Means You’ll…

A word from intronetworksTake a Testdrive todayintronetworks.com

Thanks For Participating
To connect with our guest
Lynne Waymon @ContactsCount
www.ContactsCount.com
Multi-Rater, Group, and Individual Assessments To measure your skill level, or that of your employees before and after training
Train the Trainer Certification Workshops
April 21-23, 2010, Kansas City, Oct 20-22, 2010, Wash DC
To connect with our host
Mark Sylvester @marksylvester / @intronetworks
www.introNetworks.com
Webinar Replay – available at intronetworks.com/webinars.aspx

Dec 16th
9am
December Webinar
Special GuestCorbin Ball
“Strategic Tips to Make YourNext Event More Social”
Sponsored by

The 8 Networking Competencies
1
2
3
4
Capitalize on Style
Take a Strategic Approach
Envision the Ideal Network
Develop Relationships
Appreciating how personality (introversion, extroversion, communication styles, shyness) & mindset (previous learnings, attitudes, misconceptions) affect the ability to build relationships.
Targeting specific organizational & career outcomes (macro) and agenda-building for specific networking events & encounters (micro).
Identifying WorkNet, OrgNet, ProNet, LifeNet contacts & appreciating the benefits, challenges, & leveraging opportunities faced in developing each of them.
Seeing relationship development in 6 stages & managing the trust-building process by teaching character & competence.
Be able to:
Be able to:
Be able to:
Be able to:
Identify personal style
Clarify attitudes toward networking
Re-frame networking as teaching & giving
Adopt leading-edge beliefs about the critical role of networking in the marketplace
Make informed choices about how to focus attention, time, & money
Adapt and apply the tools of networking to
Get on board quickly
Get the job done
Get behind organizational initiatives
Get the business
Get the most out of meetings & conferences
Get ahead
Plan agendas to achieve maximum value from events/encounters
Correctly locate any contact in the appropriate Net
Map WorkNet & OrgNet contacts
Use criteria to evaluate relationships & sort them into categories, such as Start/Rev Up, Enrich, & Repair
Plan structured next-step conversations
Leverage opportunities from one Net to another
Use criteria to determine the stage of any relationship
Survey & evaluate options for demonstrating character & competence
Know how trust is broken & how to re-establish it
Determine what to teach and learn if you want more of a relationship
Initiate & manage the 6 follow-through conversations
© www.ContactsCount.com

The 8 Networking Competencies
5
6
7
8
Increase Social Acumen
Showcase Expertise
Assess Opportunities
Deliver Value
Becoming more comfortable, confident, and professional by mastering relationship rituals.
Using examples & stories to teach contacts about expertise, experience, talents, & interests.
Choosing optimum networking opportunities & making participation pay off.
Contributing to the organization’s networking culture & capitalizing on networking to affect the bottom line.
Be able to:
Be able to:
Be able to:
Be able to:
Make your name memorable
Learn names using specific techniques
Deal with forgotten names in a way that builds the relationship
Know the best times to exchange business cards & how to use them to create a connection
Easily join groups of people who are already talking
Use specific methods to end conversations with the future in mind
Handle awkward moments
Answer “What do you do?” in a way that makes expertise visible & memorable
Call to mind, identify, & research events & successes that teach organizational, team, or individual capabilities
Use guidelines to construct & edit stories that highlight what you want to teach
Recognize storytelling opportunities
Deliver stories in a way that increases personal & organizational visibility
Ask questions designed to learn about others & develop relationships
Listen generously with a bias toward action
Be alert for opportunities to connect your contacts & provide access to resources, talent, opportunities
Up the ROI by bringing back business intelligence from conferences & meetings
Encourage & support (model and mentor) a networking culture throughout the organization
Analyze & select networking arenas to reflect your goals
Decide if a specific group meets your needs
Outline participation & plan how to get the most from time & money spent
Decide when to discontinue involvement in a group
Create a customized group to generate referrals & find resources
Seek out & plan how to take advantage of internal networking opportunities
© www.ContactsCount.com

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Contacts Count - Conversation with Lynne Waymon

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