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NRF - Effective Networking


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Face to face networking presentation delivered to the NRF breakfast briefing June 29th 2010.

Face to face networking presentation delivered to the NRF breakfast briefing June 29th 2010.

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  • I am aware that this is the last 30 minutes before coffee so I will try and make this energetic – the good news is we start with a video and then I will endeavour to highlight some of the reasons to network and more importantly the value to you by doing this through looking at human behaviour and some of the threats to NRF members and what to do next Anyway my video is on technology and is about 2 minutes – here we go..
  • I want to give you a different view I am not a luddite – I love technology
  • While I was writing this presn I got quite a few invites to other sites and as I am signed up to certain groups and subscriptions I was getting through a lot of info and links to read. Its always good when you get these invitations to connect and the first thing you have to do is click on the person to see who they are Anyway I started getting invites for sites I was not even aware of - look
  • After a bit of research I realised this was only the tip of the iceberg and I came up with this list So don’t be alarmed but lets start by remembering this There is access to so much information about there right now – when are you going to have time to read any of it!
  • So I looked for someone in technology to give their view on its importance – who better than Bill Gates It’s a tool and it depends on how you use it So while there is huge access when do you have the time and how do you measure the reward, I have heard much anecdotal evidence however that unfortunately is always an anecdote to prove a point as opposed to empirical analysis to highlight tie spend and value gained.
  • So thank god business is still a people business!! Jim Collins talks about it in his book “Good to Great” and highlights the importance of getting the “right people on the bus” He again looks at microsoft and this is a picture of their early days – its hard to believe this guy became the worlds richest men at one time However it is well known that Apple have a cleaner product and that Linux is a better operating system than Microsoft – yet Microsoft has well and truly won the battle – its not just about the technology
  • Then I thought – what would we do if like the video said we went back to simpler times – for those of you who have not seen this American show it is about Ad man in the 50s – the reason I mention it was that I was watching it when writing this presn and was struck by the fact that when they went to their desk they had a land line phone No computers, mobiles or blackberrys – the goal is still the same – meet the client, find out what they need and prove that you can give it to them at a valued price How much of our time could be being taken away by technology?
  • So to reiterate don’t get me wrong I love technology just looking at an alternative view…
  • Recruitment is not easy....if it was matching would be done by computers SO while the world of tech is changing rapidly one thing that remains the same is the unpredictability of human behaviour and why we need to continuously be meeting new people to u/s and benefit from this We would all be obsolete if recruitment was easy but finding the right person for the right job will never be a purely matching exercise for roles especially in Ireland where we look to build “ a smart economy” However don’t take my word for it Ultimatum The ultimatum game is a game often played in economic experiments in which two players interact to decide how to divide a sum of money that is given to them. The first player proposes how to divide the sum between the two players, and the second player can either accept or reject this proposal. If the second player rejects, neither player receives anything. If the second player accepts, the money is split according to the proposal. WWTBAM PASSPORT story Given I don’t hear these stories very often I quickly realised the details HE was a money lender or a heavy The amount in question was 2k The guy in my end of the phone was not interested in excuses And as he lowered his voice even further so I could just make out the conversation he was clear what would happen if the money was not repaid – its hard not to be some what intrigued by this while also feeling sorry for whoever was on the other side of the phone! When my number came I had a Mr bean moment where I tried to get up and fell back again – who came to my help but yes you guessed it the guy on the phone and all I hear as he assists me is “isnt that lovely, chivalry's not dead yet” If only she knew! So we are not easy people to work out and that is our job and our skill
  • You will see this research again and again = the current supplier gets lazy or complacent Think of the word “indifferent” it does not necessarily mean a bad job is being done its more the connection with the supplier
  • Clients who cannot afford a fee begin gthe false economy of usig time effort less recruitment experitse to potentially hire the right person –but will all the risks associated with this In house recruiters – many go over the wall and they know all the tricks Tech- Recently heard at the CIPD that Linked in presented and said that there was no longer a need for recruitment agencies -- they could do the work for you So why are we and will we still be in demand…
  • Our clients have the same issue with info overload – recruitment is not even their core focus Firstly there will always be a new tool like monster database 10 years ago that recruiters got to know well however the clients followed, this will be the same with online tools, Google ad words, linked in etc so certain tolls will be widely available but what is not: Advice; eg of investment banks in the 80s Perspective: when a client says – why cant we get the right people – we are the best, CSFB “blame culture” Knowledge - to gain knowledge we need to network – we need to know our industry, salaries, comparators that’s our USP So when you hear the phrase real time - get out and meet people and talk to them about business you cannot get more real time than this!
  • This will be a how to guide – this is not a dark art - there is Science and preparation behind it All notes you can get afterwards.
  • Shout out your biggest fears
  • Have you ever sold something at a networking event?
  • Crocodiles at the watering hole
  • Being in the wrong room – guy going into a room all nervous sits down, asked to introduce himself Hi I am Georgge and i am a sex aholic, norw being new to this he expected like the movies to get Hi george and a clap butjust silence followed aby a lady saying – i think thats on the next floor – this is the group focusing on religion in the home! LIST WHO YOU WANT TO MEET – action create this list Who are the big fish – those who pay the most, you like working with ad those you have had success with (eg gym instructor – would it be someone who uses your services twice s week and tells all their friends about it)
  • Eg of guy who said – you are very fat, excuse me yuo are very fat I sell lumbar supports...
  • A show of hands and be honest – how many people came here with a specific objective My objective is to learn how badly affected the temps market is in finance or how much the in-house companies are poaching god staff or how other owners are feeling right now….you are more likely to find this out if you knew in advance what you wanted. Do not bring mktg collateral with you
  • MAKKE a list of your ideal customers Networking is hard – don’t make it harder by not knowing who you are looking for Make a list of your ideal customers: Who pay you the most Who you’ve enjoyed working with Who you’ve had most success with What about suppliers What about those who will refer you PR opportunities Knowledge gathering… Professional bodies THE RETICULAR ACTIVATOR is a part of the brain the stays on alert. It's job is to make you notice some things and ignore other things (if you noticed everything , you'd be too distracted to function). When you buy a new VW, it seems like the whole world has bought VWs, because you notice them everywhere. That's the reticular activator at work.
  • Remememebr that bad exam – when you looked up and everyone was writing away…you knew the exam was worse for you than it was for them When you walk into a room full of people you immediately think Oh my god everyone knows everyone else – they were just like you two minutes a GO – so who do I talk to
  • Should you arrive early or late at these things
  • If you ask them what they do - you can find out if they are of interest to you Afters – I’m an accountant vs I help people pay less tax I work in recruitment....that’s what the person is not what the person does Afters based: I Verb AFTERS Questions to ask Where have you come from Who do you work for What do you do When did you get into this business Where are you based How long have you been doing it How any staff/ branches have you got
  • When you walk into a room full of people you immediately think Oh my god everyone knows everyone else – they were just like you two minutes a GO – so who do I talk to … the best thing to do is to ask questions – that’s what we are good at!
  • Are you looking for lawyers – if I see any I will pass them on to you Never just leave someone
  • On the Importance of Scratching Backs In December 1970, psychologists Phillip Kunz and Michael Woolcott conducted perhaps the simplest social psychology experiment ever. Over the course of a couple of weeks, they popped some Christmas cards in the post. However, Kunz and Woolcott did not send the cards to their friends, family or colleagues, but instead randomly selected the recipients’ names and addresses from a local telephone directory. The two intrepid researchers were interested in the psychology of reciprocity, and wondered whether the act of receiving a greetings card from a total stranger would be enough to persuade people to send a card back. The answer was a resounding yes, with Kunz and Woolcott quickly receiving cards from the majority of those on their random list of complete strangers.
  • My big fearsd – whats the worst that can happen
  • Anecdote on Rupert Murdoch and the secretary Irene Survey done by BNI – most successful networkers were thos that followed up
  • Transcript

    • 1. Effective Networking Presented By Peter Cosgrove Sponsored by CXC Consultants Exchange
    • 2. Contents Introduction and context Why network...the old fashioned way How to network Conclusion
    • 3.  
    • 4.  
    • 5.  
    • 6. Is Technology the answer?
    • 7.  
    • 8.  
    • 9. We need technology but… Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important .” Bill Gates
    • 10.  
    • 11.  
    • 12. Why Network...the old fashioned way
    • 13. 1. Recruitment is a people business Ultimatum game
    • 14. In a recent survey 67% of clients move from one supplier to another because of.... The indifference of their current supplier 2. Sales is emotive...
    • 15. 3. Threats to Recruitment Agencies
      • Clients cut out the “middle man”
      • In-house Recruitment specialists
      • Technology platforms that do everything automatically
    • 16. Why networking will help with these threats... Focus on what is not easy to replicate: Advice Perspective Knowledge
    • 17. How to Network
    • 18. I hate networking! What our the biggest fears around networking?
    • 19. What networking is not
      • NOT Selling – it’s a PLATFORM for future sales
      • What is it:
          • The ability to create and manage professional relationships
    • 20. Why network To gather market information To create prospects – a growth strategy To Build Visibility To Build Relationships To reinforce relationships Because the competition is doing it
    • 21. Where to network Accept invitations Prioritise it
    • 22. What do we need to know to network
      • The biggest problems networking
        • People do not work the room
        • People are in the wrong room
      • With so many events the key is to:
        • Go to the right events
        • Do the right things at these events
    • 23. Why you are already a good networker
      • The two biggest skills that you already possess are
        • Having good manners
        • Being able to talk
    • 24. Have an objective How many people came here today with a specific objective? … .if not you will have less chance of getting what you want
    • 25. Reticular Activator If you do not know what you are looking for, do not be surprised if you do not find it
    • 26. The fear… Never compare your inside to someone else’s outside – because you will always lose
    • 27. Preparing to network Choose an objective – make it activity based Plan your route (when to arrive, who to sit with etc) Research the group and the dress code Business cards Read newspapers
    • 28. How to start Pause and survey the room Target groups Eye contact and smile Maintain Distance Ask Permission – Please may I join you? “ Hi I am FIRST NAME – make it easy Use an open question – Where have you come from today Badge – put on right lapel
    • 29. Understand Groups look for open groups
    • 30. Networking Steps
      • 5 steps:
      • Getting into the conversation
      • Talk about them
      • Talk about you
      • Chat
      • Get out of conversation
    • 31. Have something to say
    • 32. The Big Question What professions are good contacts for you?
    • 33. Moving on Be Respectful – Provide an exit Moving on – “I’m going for a coffee, do you want one Parking
    • 34. Help others! “ Understand the universal law of reciprocity. This basically states that what you give out comes back tenfold – if you want referrals – start giving them to others.”
    • 35. Regular questions...
      • What should I wear
      • How long should you spend with people
      • When should you arrive
      • How drunk should I get
      • How do I handle my nerves
    • 36.  
    • 37. Conclusion
    • 38. Quick Summary on Networking
      • Accept invites to events
      • Continue to build on your list of who you want to meet
      • Have an objective
      • Know what you are looking for
      • Have something to say
      • Practice saying what you do not who you are
      • Help others
      • Follow up
    • 39. Now networking should be easy with anyone!
    • 40. THANK YOU Peter Cosgrove [email_address] June 29 th 2010