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THE ART & SCIENCE OF
NETWORKING

  The Idea: It’s not only who you know….



                        Bobby Mathew
               bobbymathew@ceotalentsearch.com
               bobbyabrahammathew@gmail.com
Networking

 What ?
 Why?
 How?
 Tools?


The Networking Game is the art of discovering patterns in the world and making
useful connections for ourselves and for others. It is about weaving new options
into our social safety nets.
The Networking Game

               Network: lines of communication
               connecting a set of points.
               Network: a pattern of human
               interaction characterized by a
               process of information exchange
               usually leading to other human
               interactions and/or material,
               service, information, monetary
               or spiritual exchanges.
                                 ~ Richard Haight
               Weaver: someone who sees
               patterns and makes connections;
               they weave the networks.
There’s Networking and then there’s
Networking
 You know more than I do about the fine points of
 social networking.
 But how much do you know about purposeful or
 productive networking?
 There is an art to the latter – and there’s some
 science, too.
THE BIG IDEA (Network)

 Q: It’s not what you know, it’s who you know.

    TRUE______               FALSE______

 Q: It’s not who you know, it’s who knows you.

    TRUE______               FALSE______
THE BIG IDEA

 A: Both are TRUE, but not really.

 Q: It’s not who knows you, it’s who knows
     WHAT YOU KNOW.

    TRUE______              TRUE______
Purposeful Networking

 We tend to think it is:     But it really is:
   Cold-calling                 Warm leads
   Mingling with strangers      Relationship building
   Borrowing Mom’s & Dad’s      Creating your own
   contact list                 connections
   FaceBook or any other        Face time
   Only for extroverts          A learnable skill
Purposeful Networking

 To do it well, you will need to:
   Be clear about your goals.
   Create a strategy
   Be able to articulate your personal vision and value and
   needs.
   Know whom you want to know and be known by.
   Commit to building relationships over time.
   Be “strategically opportunistic”.
   Offer as much as you ask.
First, the SCIENCE

 There is a calculus / there are formulas.
   You must have goals for networking that support your
   vision (or your vision-in-process).
   Research, research, research -- Determine what / who is
   adjacent and how they might help.
   Build your lists – maps – targets.
   Work your lists and track your activities and responses.
   It is, to some extent, a numbers game.
Now, the ART

 There must be a vision and a message – this is marketing!

    Bring your creativity and excitement to every encounter. Become a
    compelling brand. Create buzz.
    Get slightly famous.
    Practice making new connections and in roads
    Be empathetic – consider your audience.
    Think big and think long-term.
    Nurture connections to turn them into trusted and reliable relationships.
Few Networking Sites

 LinkedIn [www.linkedin.com/] business network
 XING [www.xing.com/] global business network
 Scispace.net [scispace.net/] science network
 Ryze [www.ryze.com/] business network
 Plaxo [www.plaxo.com/] business network
 ZoomInfo [www.zoominfo.com/] business search engine, partnering
 with XING and Reunion.com

 Hoover’s [www.hoovers.com/free/] business search engine
 Implu [www.implu.com/] business search engine
Rules of the game

 Be it Useful for both sides
 See opportunity in every thing and everyone you see or talk
 No Boring Talks
 Listen
 Some leading questions - Query in a way they would like to
 answer
 Never cut the relations - keep it alive – by means of festive any
 kind
 Build Relations – Build and Build
 Don’t Make assumptions
Recruitment

 Recruitment Vs Networking
bobbymathew@ceotalentsearch.com
bobbyabrahammathew@gmail.com



                                  THANK YOU

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Art & Science Networking

  • 1. THE ART & SCIENCE OF NETWORKING The Idea: It’s not only who you know…. Bobby Mathew bobbymathew@ceotalentsearch.com bobbyabrahammathew@gmail.com
  • 2. Networking What ? Why? How? Tools? The Networking Game is the art of discovering patterns in the world and making useful connections for ourselves and for others. It is about weaving new options into our social safety nets.
  • 3. The Networking Game Network: lines of communication connecting a set of points. Network: a pattern of human interaction characterized by a process of information exchange usually leading to other human interactions and/or material, service, information, monetary or spiritual exchanges. ~ Richard Haight Weaver: someone who sees patterns and makes connections; they weave the networks.
  • 4. There’s Networking and then there’s Networking You know more than I do about the fine points of social networking. But how much do you know about purposeful or productive networking? There is an art to the latter – and there’s some science, too.
  • 5. THE BIG IDEA (Network) Q: It’s not what you know, it’s who you know. TRUE______ FALSE______ Q: It’s not who you know, it’s who knows you. TRUE______ FALSE______
  • 6. THE BIG IDEA A: Both are TRUE, but not really. Q: It’s not who knows you, it’s who knows WHAT YOU KNOW. TRUE______ TRUE______
  • 7. Purposeful Networking We tend to think it is: But it really is: Cold-calling Warm leads Mingling with strangers Relationship building Borrowing Mom’s & Dad’s Creating your own contact list connections FaceBook or any other Face time Only for extroverts A learnable skill
  • 8. Purposeful Networking To do it well, you will need to: Be clear about your goals. Create a strategy Be able to articulate your personal vision and value and needs. Know whom you want to know and be known by. Commit to building relationships over time. Be “strategically opportunistic”. Offer as much as you ask.
  • 9. First, the SCIENCE There is a calculus / there are formulas. You must have goals for networking that support your vision (or your vision-in-process). Research, research, research -- Determine what / who is adjacent and how they might help. Build your lists – maps – targets. Work your lists and track your activities and responses. It is, to some extent, a numbers game.
  • 10. Now, the ART There must be a vision and a message – this is marketing! Bring your creativity and excitement to every encounter. Become a compelling brand. Create buzz. Get slightly famous. Practice making new connections and in roads Be empathetic – consider your audience. Think big and think long-term. Nurture connections to turn them into trusted and reliable relationships.
  • 11. Few Networking Sites LinkedIn [www.linkedin.com/] business network XING [www.xing.com/] global business network Scispace.net [scispace.net/] science network Ryze [www.ryze.com/] business network Plaxo [www.plaxo.com/] business network ZoomInfo [www.zoominfo.com/] business search engine, partnering with XING and Reunion.com Hoover’s [www.hoovers.com/free/] business search engine Implu [www.implu.com/] business search engine
  • 12. Rules of the game Be it Useful for both sides See opportunity in every thing and everyone you see or talk No Boring Talks Listen Some leading questions - Query in a way they would like to answer Never cut the relations - keep it alive – by means of festive any kind Build Relations – Build and Build Don’t Make assumptions