Why Contacts Count

Contacts CountPutting the tools of networking to work in theservice of business and career goals for . . .Corporations Associations Universities Government

Who are we? Contacts Count is the nation’s premier professional networking training and consulting firm. We work with clients to create, cultivate, and capitalize on professional relationships to benefit their organizations and advance their careers. Capitalize Cultivate Create • Founded in 1990 by Anne Baber and Lynne Waymon Co-authors of 7 books on networking for professional and organizational success© 2009 www.ContactsCount.com Putting networking tools to work.

Why network? Professionals network to . . . Get the job done Get the business Get behind organizational initiatives Get ahead “The workshop was a huge hit! You unlocked the secrets of meeting, greeting, and nurturing networks and added so much value to our meeting.” – Ann Marie Rosa, PricewaterhouseCoopers© 2009 www.ContactsCount.com Putting networking tools to work.

Don’t people already know how? Shyness . . . Skills . . . Savvy . . . • 85% say, “I don’t have the 60% of Americans say they network I need to “Many of today’s typical feel shy and uncomfortable accomplish my goals.” coaching candidates lack in business and social organizational savvy. They • 97% say “I have trouble settings. are underestimated and remembering names.” – The Shyness Clinic, pigeonholed.” Stanford University • 85% say, “I don’t know – Drs. Marty Seldman & what I want when I go to a Rick Brandon, Authors and networking event.” Executive Coaches – Contacts Count Research Social competencies . . . Social acumen . . . 40% of Ph.D.s were born “Dependence on remote outside of the U.S. “They forms of communication arrive with needed has left many younger technical skills, but not workers bereft of the social competencies interpersonal skills.” needed at work.” – Fast Company – Lewis Center, UCLA© 2009 www.ContactsCount.com Putting networking tools to work.

What does your organization call it? Social Relationship Intelligence acumen management gathering SocialHorizontal Collaboration/ capitalintegration Connectivity Business development Visibility Practice development Client development Rainmaking RelationshipInfluencing building © 2009 www.ContactsCount.com Putting networking tools to work.

The 8 Networking Competencies 1 2 3 4 Capitalize on Style Take a Strategic Approach Envision the Ideal Network Develop Relationships Appreciating how personality Targeting specific organizational Identifying WorkNet, OrgNet, Seeing relationship development (introversion, extroversion, & career outcomes (macro) and ProNet, LifeNet contacts & in 6 stages & managing the trust- communication styles, shyness) agenda-building for specific appreciating the benefits, building process by teaching & mindset (previous learnings, networking events & encounters challenges, & leveraging character & competence. attitudes, misconceptions) affect (micro). opportunities faced in developing the ability to build relationships. each of them. Be able to: Be able to: Be able to: Be able to: • Identify personal style • Make informed choices about • Correctly locate any contact in • Use criteria to determine the • Clarify attitudes toward how to focus attention, time, & the appropriate Net stage of any relationship networking money • Map WorkNet & OrgNet • Survey & evaluate options for • Re-frame networking as • Adapt and apply the tools of contacts demonstrating character & teaching & giving networking to • Use criteria to evaluate competence • Adopt leading-edge beliefs • Get on board quickly relationships & sort them into • Know how trust is broken & about the critical role of • Get the job done categories, such as Start/Rev how to re-establish it networking in the marketplace Up, Enrich, & Repair • Determine what to teach and • Get behind organizational initiatives • Plan structured next-step learn if you want more of a conversations relationship • Get the business • Leverage opportunities from • Weigh the Risk & Value of any • Get the most out of meetings & one Net to another next step you take to build the conferences relationship • Get ahead • Initiate & manage the 6 follow- • Plan agendas to achieve through conversations maximum value from events/encounters© 2009 www.ContactsCount.com Putting networking tools to work.

The 8 Networking Competencies 5 6 7 8 Increase Social Acumen Showcase Expertise Assess Opportunities Deliver Value Becoming more comfortable, Using examples & stories to Choosing optimum networking Contributing to the organization’s confident, and professional by teach contacts about expertise, opportunities & making networking culture & capitalizing mastering relationship rituals. experience, talents, & interests. participation pay off. on networking to affect the bottom line. Be able to: Be able to: Be able to: Be able to: • Make your name memorable • Answer “What do you do?” in a • Analyze & select networking • Ask questions designed to • Learn names using specific way that makes expertise arenas to reflect your goals learn about others & develop techniques visible & memorable • Decide if a specific group relationships • Deal with forgotten names in a • Call to mind, identify, & meets your needs • Listen generously with a bias way that builds the relationship research events & successes • Outline participation & plan how toward action that teach organizational, team, to get the most from time & • Be alert for opportunities to • Exchange business cards & or individual capabilities money spent connect your contacts & use them to create a connection • Use guidelines to construct & • Decide when to discontinue provide access to resources, edit stories that highlight what involvement in a group talent, opportunities • Easily join groups of people you want to teach • Up the ROI by bringing back who are already talking • Create a customized group to • Recognize storytelling generate referrals & find business intelligence from • Use specific methods to end opportunities resources conferences & meetings conversations with the future in mind • Deliver stories in a way that • Seek out & plan how to take • Encourage & support (model increases personal & advantage of internal and mentor) a networking • Say thank you organizational visibility networking opportunities culture throughout the • Handle awkward moments organization© 2009 www.ContactsCount.com Putting networking tools to work.

Organizational clients Kraft Booz Allen Hamilton Snyder, Cohn, Collyer, Bank of America KPMG Hamilton & Associates Deloitte First Horizon Bank Smithsonian DuPont HSBC Bank Central Intelligence Agency Corning ExecuNet National Geographic Society Lockheed Martin Lee Hecht Harrison United Way Raytheon Right Management Associates Brookings Institution PricewaterhouseCoopers Grant Thornton ICF International Microsoft Bates White Abt Associates Ernst & Young Polsinelli Shalton Flanigan Interiors by Decorating Den eBay Suelthaus Sir Speedy “With in-depth knowledge about how to network “Solid skills. Entertaining delivery. 99% of and strategies to motivate participants to try our 300 attendees recommend you for new and better approaches, Contacts Count future events, and 97% say your helps people establish meaningful connections presentation will help their career in a huge corporation.” development here.” – Beth Dumesco, Learning & Development, – Career Planning, Booz Allen Hamilton Lockheed Martin© 2009 www.ContactsCount.com Putting networking tools to work.

University clients Michigan Friends Georgetown Carnegie-Mellon Maryland George Washington Marquette Missouri Arizona State Nebraska George Mason Baltimore Catholic Wharton “Raises the bar for all future speakers . . . useful and relevant information with specific examples “Students found your content and delivery and delightful stories. Very polished. Moved at a impressive. We’ll be calling on you in the future.” good pace, while still encouraging interaction.” – Gil Yancey, Executive Director, MBA Program, – Students and Alumnae of the Griffiths George Washington University Leadership Society for Women, University of Missouri© 2009 www.ContactsCount.com Putting networking tools to work.

Universities Developing networking competency . . . "100% would recommend Contacts Count networking skills for alumni and advancement professionals to their colleagues . . . comfortable, conversational, and engaging.” – Naomi Marshall, Conference Director, Academic Impressions© 2009 www.ContactsCount.com Putting networking tools to work.

Government clients Treasury Executive Institute Nuclear Regulatory Commission U.S. Senate Defense Information Systems Agency U.S. Departments of State, Office of Personnel Management Agriculture, and Commerce National Geospatial U.S. Navy Intelligence Agency National Institutes of Health Central Intelligence Agency Presidential Management National Aeronautics and Space Fellows Program Administration National Technology Transfer Center Naval Undersea Warfare Center Environmental Protection Agency “I’ve always believed that casual conversation leads to opportunities in personal and professional life. That’s been enhanced even more by the Contacts Count skills.” – Don Cohen, Assistant Director, IT Security, U.S. Treasury Department© 2009 www.ContactsCount.com Putting networking tools to work.

Government Developing networking competency . . . “Our Senior Fellows praised the way that you simplified the nuances of networking, while emphasizing how government leaders can build stronger alliances and connect to get things done.” – W. Frederick Thompson, V. P., The Council for Excellence in Government© 2009 www.ContactsCount.com Putting networking tools to work.

Association clients American Chemical Society National Fisheries Institute Society of Women Engineers American Society of Association National Association of Women Business Owners Executives National Business Incubation Association Public Relations Society of America Commercial Real Estate Women Medical Librarians Association Consumer Electronics Association Army Librarians Association Women in Technology, Society of Human Resource Managers American Institute of Architects American Society for Training and Development National Association of Home Builders Outdoor Writers Association American Council of Engineering Companies National Association of Colleges and Employers Employee Relocation Association American Society of Plastic Surgeons Edison Electric Institute California and Kansas Society of CPAs Property Management Association International Association of Business Communicators Pan Asian Women’s Association International Association of Personnel Managers Society of Black Professionals National Association of Public Hospitals “The program is a ‘must see’ for any professional!” – Russ Holbrook, HR and Operations, American Society of Plastic Surgeons© 2009 www.ContactsCount.com Putting networking tools to work.

Associations Developing networking competency . . . In professional staff, to . . . Among members, so they can . . . “As a foreign professional looking for work in the highly competitive U.S. job market, I got the knowledge and understanding of strategic networking that made a positive difference.” – Nalinie Kouame, Communications Consultant, Washington, D.C.© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectHeery International’s architecture, engineering, and constructionmanagers at their annual University honed their skills in businessdevelopment, client relationships, and cross-selling. ContactsCount was invited back 4 years in a row. “Research at MIT found that engineers and researchers were 5 times more likely to turn to another person for information rather than to search an impersonal source such as a file or database.” – The Hidden Power of Social Networks, Rob Cross, Ph.D.© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectStaff at Georgetown University move ahead withtheir careers in the Management CertificateProgram. For the past 8 years, we’ve led a one-daycourse, twice a year, to help employees master thenetworking competencies necessary for success. “A recent study shows that successful managers network 70% more than unsuccessful ones.” – Academy of Management Journal© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectBank of America relationship managers from three statesattended a full-day, customized workshop to help them buildrelationships in their communities. They left with personalized,strategic networking plans designed to attract new clients. “It is through their networks that people learn, create, energize one another, and open channels to new opportunities.” – Deloitte© 2009 www.ContactsCount.com Putting networking tools to work.

Typical project For the National Geographic Society, we designed and delivered training for employees who serve internal customers. They learned how to reach out, build cross- functional relationships, and gather intelligence about the needs of those they serve. “Social networks put you in the thick of information flows and are one of the best predictors of productivity.” – Computerworld© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectAdministrative Officers at the U.S. Department of Statelearned about networking at its best. In half-day courses,they focused on how to create, cultivate, and capitalize ontheir networks to help embassies run smoothly. “The world has become an increasingly interwoven place. Whether you are a company or a country, your threats and opportunities . . . derive from who you are connected to.” – Thomas Friedman, NY Times Columnist© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectIn ongoing training programs for George WashingtonUniversity, undergraduate and graduate students learnthe networking skills they need to attend job fairs, findinternships, land jobs, and succeed in the world of work. “Work will be increasingly relationship-based and therefore managing the weaving of relationships even more essential to outcomes.” – Association of Career Professionals International© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectFor human resources professionals at Lockheed Martin, weteach “Networking At Its Best” in a 2-year LeadershipDevelopment Program. Activities designed to increase socialacumen and build social capital include a pre-test and post-test,training sessions, one-on-one and group telephone coaching,and a monthly online reinforcement program. “Leaders who are skilled networkers have access to people, information, and resources to help solve problems and create opportunities.” – Center for Creative Leadership© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectFor the Johns Hopkins Women’s Network at the Applied Physics Lab,we customized and led two skill-building sessions. More than 250 peopleattended the sessions to strengthen their connections and learnstate-of-the-art networking skills to advance their careers. “The most effective high performers create and tap large, diversified networks that are rich in experience and span all organizational boundaries.” – MIT/Sloan Management Review© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectInteriors by Decorating Den, the nationally knownfranchise, asked us to speak at four of their annualconferences. We provided a keynote, a workshop, andseveral one-day pre-conference training sessions.Franchise owners also attended our telephone trainingprograms, focusing on how to bring in the business. “The richest people in the world build networks.” – Rich Dad, Poor Dad, Richard Kiyosaki© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectThe National Association of Home Builders invitedus to speak at five of their Remodelers Conferences,where the focus was how to get more business. Wealso spoke at three annual meetings for executiveofficers, who learned skills to help them find resourcesfor the chapters they manage and to help membersand volunteers get more involved. "Its a no-brainer that having a strong network is key to building a successful business. A good strategic network can take a business to the next level." – Richard Carson, Deloitte Canada© 2009 www.ContactsCount.com Putting networking tools to work.

Typical projectThe Consumer Electronics Association invited us todesign and deliver a half-day workshop for staff to helpthem feel more confident and competent whennetworking with members and board members.Bonus: Cross-functional resource sharing increasedwhen staff members learned more about each other. The formal structures, as manifested in organizational charts, don’t explain how most of their real day-to-day work gets done in organizations.” – McKinsey Quarterly© 2009 www.ContactsCount.com Putting networking tools to work.

We customize our… Webinars Keynotes Work- Training and (30-90 shops and Consulting Coaching programs telephone minutes) breakouts seminars “I was thoroughly impressed with how clearly and concisely you articulate the importance of cultivating contacts and include so much research and so many examples.” – MJ Hall, Senior Project Manager ASTD Benchmarking Forum© 2009 www.ContactsCount.com Putting networking tools to work.

Contacts Count Resources Make Your Contacts Count Networking Know-How: (AMACOM, 2 Edition) nd The Contacts Count System for Savvy By Anne Baber and Lynne Waymon Professionals and Smart Companies This 5-star-rated book provides This 80-minute audio CD outlines indispensable networking know-how for business and career success. • What to do and say to advance through the 6 stages of relationship "I left feeling energized and inspired building to redouble my networking activities. • Managing the 3 key Ive already told several others how terrific your class and book are." moments of networking – Alex Berley, Director of • Building your credibility Client Services, E&G Group with stories and examples . . . and more! "Thanks to Make Your Contacts Count, I now “Networking is not just a buzzword. This vital know how to show my character and competence skill has helped me build a successful career. with confidence. With my agenda in hand, it’s I recommend this to the people I coach.” easier to turn every event into an opportunity for – Linda Marks, Corning, Inc. success.” – Michael Knaebel, Senior Manager, Technical Workforce Development, Lockheed Martin Space Systems© 2009 www.ContactsCount.com Putting networking tools to work.

Contact Lynne Waymon I Co-founder and Partner Professional Speaker & Trainer Co-author of “Make Your Contacts Count” Presenter on CD: “Networking Know-How” Contacts Count 1400 East-West Hwy, Suite 1228 Silver Spring, MD 20910 Phone (301) 589-8633 LWaymon@ContactsCount.com www.ContactsCount.com© 2009 www.ContactsCount.com Putting networking tools to work.

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Why Contacts Count

by Contacts Count on Jul 15, 2012

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