HEC & Engage Welcome You• Pierre Francq                               • Hani Kafoury                                      ...
About me• Native Montréalais• 20+ years in the healthcare sector  – Retail  – Sales  – Marketing• Entrepreneur – presentat...
Outline1.   Overview                 6.    Conversation Skills2.   Getting Over Mom’s       7.    Networking Exercise     ...
Better to remain silent and bethought a fool than to speak outand remove all doubt.                    ~ Abraham Lincoln  ...
Why and Why Not?1.   Why do you think Networking is important?2.   What keeps you from Networking more?
5 ½ Considerations for Tonight1.    What will I get from networking?2.    Who should I connect with?3.    How long do I ha...
Show of Hands,  who here has atleast one bookmark?
Rules that Moms Teach 1.           Good things come to those who wait 2.           Silence is golden 3.           Wait to ...
Networking Rules (sorry mom) 1.           Talk to strangers 2.           Introduce yourself 3.           Silence is impoli...
Mom Was Right All Along! 1.           Make friends 2.           Play nice 3.           Tell the truth 4.           Take a ...
Networking Is* •     Sharing knowledge and contacts •     Building relationships before you need them •     Getting the he...
The Reciprocity Norm* • People feel obliged to return favours • Pregiving**         – Give an unsolicited small favour suc...
Providing value to someone is             a whole new way of thinking.               It means give first rather           ...
Why We Network•   Business development   •   Recruiting others•   Sales                  •   Fund raising•   Raising capit...
If you went to high school with                                             any of the people below, you                  ...
If you went to high school with                                             any of the people below, you                  ...
Does he always have to scratch his                                              butt in the hall? What a loser!• J Randal ...
Networking – Three Flavours1.   Strategic – planned2.   Event - planning & luck3.   Serendipitous no planning / leveraging...
All things being                   equal, people want                   to do business with                       their fr...
All things being not                      quite so equal,                    people STILL want                   to do bus...
HINT: To climb the ladder      of success, … you need           more friends.* J Gitomer Little Black Book of Connections,...
It is not what you know   but who you know
HINT: It is not as simple as who you know, it is theQuality of the Connection
Consider Your Brand• Brand = Reputation• What are you known for  – Do you get things done?  – What do others say about you...
HINT: If you make yourself     valuable, and memorable,    others will want to make you       part of their network.* J Gi...
Job Fairs•   Dress for the job you want•   Make a positive first impression•   Be concise•   Be prepared•   Follow-up
At Your Company• Build strong connections• Invite someone for a coffee• Management by Walking Around
Networking Tool Kit•   Essentials                         •   Considerations     –   Business Cards                    – P...
Entering a Conversation•   One person on their own•   Three or more people•   Catch the eye of one of the group•   Smile a...
Introductions• Five to ten seconds  – How you fit into the situation  – Your name  – Why the other person should care    •...
One Size Does Not Fit All
Creating an Opportunity•   Keep it brief•   Involve others•   Ask permission to follow-up•   Follow-up!
Networking Exercise• Objective;  – Learn something new  – Practice using “Neutral Questions”  – Engage each other in a new...
Everyone goes to a networking            event to better themselves in               some way or another.         Make sur...
Introduce Someone Else•   Younger to older•   Junior to senior•   Employee to guest•   Executive to customer or client•   ...
ONE BUSINESS CARD FOR YOUR WALLET,                                              ONE FOR YOUR DESK,                        ...
When to Hand Out a Card• Wait until asked, don’t be too eager  – Networking events, introduce yourself  – Ask for one when...
The                                                                   “Cold Call”                                         ...
Seth Godin   Create movement   through connections   versus marketing at   people* The Art of Marketing Conference Montréa...
Follow-up Methods•   LinkedIn•   Email – Voice mail combo pack•   Snail Mail•   Do not over-reach•   Do not be a stalker• ...
Ethics Always do right. This will gratify some people and astonish the rest.         ~ Mark Twain          US humorist, no...
Conversation Busters •     Politics*                                                        • Others at work •     Gender ...
Be Truthful – Do Not• Lie:  – On line  – In an interview  – On a C.V.• Take credit for someone else’s work
5 ½ Take Aways for Tonight1.    I need more friends2.    Be strategic - it is not a numbers game3.    A lifelong practice4...
Making connections is acombination of knowing what you want, and who you want it with.   It is also a combination of a    ...
Handouts & Survey• Handouts at URL  – M. Denis will email you the link    • www.engagepresentations.com/hec_networking_sem...
Suggested Reading
Final Thoughts1.   Network smart to get results2.   Know how you can help3.   Mark your calendar – commit4.   Be (event) s...
Networking is not an optional    before or after business activity.    Networking is a vital and integral         part of ...
ConclusionTake a moment & write down at least ONE new Networking concept that you can commit to and practice for         t...
Conclusion       Hani & Harveylook forward to connecting with all of you on LinkedIn
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
Hec networkining seminar jan 31 2011 5
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Hec networkining seminar jan 31 2011 5

  1. 1. HEC & Engage Welcome You• Pierre Francq • Hani Kafoury – VP Corporate Affairs and Communication – Director, Pharmascience Inc. Career Management Services• Geneviève Côté • Pauline Huynh – Creative Services Manager Engage Presentations – Counsellor • Danielle Martin MBA Career Services Career Management Services• Christian Denis – – Intern at Engage Presentations JMSB Finance Major – Director of Graduate Services Career Management Services
  2. 2. About me• Native Montréalais• 20+ years in the healthcare sector – Retail – Sales – Marketing• Entrepreneur – presentations – since 2005
  3. 3. Outline1. Overview 6. Conversation Skills2. Getting Over Mom’s 7. Networking Exercise Good Intentions 8. Best Practices3. What Networking Is and 9. Follow-Up Techniques What It Isn’t 10. Ethics4. Places to Network 11. Summary5. Networking Accessories 12. Call to Action
  4. 4. Better to remain silent and bethought a fool than to speak outand remove all doubt. ~ Abraham Lincoln 16th President of the USA (1809 - 1865 )
  5. 5. Why and Why Not?1. Why do you think Networking is important?2. What keeps you from Networking more?
  6. 6. 5 ½ Considerations for Tonight1. What will I get from networking?2. Who should I connect with?3. How long do I have to be doing this?4. What are some reasonable objectives?5. Who have I already connected with5½. Can I make these work better for me?
  7. 7. Show of Hands, who here has atleast one bookmark?
  8. 8. Rules that Moms Teach 1. Good things come to those who wait 2. Silence is golden 3. Wait to be properly introduced 4. Don’t talk to strangersAdapted from D. Fine, The Fine Art of Small Talk, 2005
  9. 9. Networking Rules (sorry mom) 1. Talk to strangers 2. Introduce yourself 3. Silence is impolite 4. Take the initiative – start a conversationAdapted from D. Fine, The Fine Art of Small Talk, 2005
  10. 10. Mom Was Right All Along! 1. Make friends 2. Play nice 3. Tell the truth 4. Take a bath 5. Do your homework*Adapted from J Gitomer Little Black Book of Connections, 2009
  11. 11. Networking Is* • Sharing knowledge and contacts • Building relationships before you need them • Getting the help you need when you need it • Getting more done with less effort • A skill that anyone can learn / improve* D Darling The Networking Survival Guide, 2nd Edition, 2010
  12. 12. The Reciprocity Norm* • People feel obliged to return favours • Pregiving** – Give an unsolicited small favour such as making a referral or instruction to set the stage.* Gouldner 1960, ** Cialdini 1993
  13. 13. Providing value to someone is a whole new way of thinking. It means give first rather than ask first. It means helping others so that they will look forward to helping you back.* J Gitomer Little Black Book of Connections, 2009
  14. 14. Why We Network• Business development • Recruiting others• Sales • Fund raising• Raising capital • Personal interests• Career development • References• Job search
  15. 15. If you went to high school with any of the people below, you SHOULD have stayed in touch!•Adapted from J Randal The Skinny on Networking, 2010
  16. 16. If you went to high school with any of the people below, you SHOULD have stayed in touch! Bill Gates Sarah Palin Steve Jobs Oprah Winfrey Avril Lavigne•Adapted from J Randal The Skinny on Networking, 2010
  17. 17. Does he always have to scratch his butt in the hall? What a loser!• J Randal The Skinny on Networking, 2010
  18. 18. Networking – Three Flavours1. Strategic – planned2. Event - planning & luck3. Serendipitous no planning / leveraging luck
  19. 19. All things being equal, people want to do business with their friends.* J Gitomer Little Black Book of Connections, 2009
  20. 20. All things being not quite so equal, people STILL want to do business with their friends.* J Gitomer Little Black Book of Connections, 2009
  21. 21. HINT: To climb the ladder of success, … you need more friends.* J Gitomer Little Black Book of Connections, 2009
  22. 22. It is not what you know but who you know
  23. 23. HINT: It is not as simple as who you know, it is theQuality of the Connection
  24. 24. Consider Your Brand• Brand = Reputation• What are you known for – Do you get things done? – What do others say about your work? – Do you have a strong accessible network? – How do others perceive your personality?
  25. 25. HINT: If you make yourself valuable, and memorable, others will want to make you part of their network.* J Gitomer Little Black Book of Connections, 2009
  26. 26. Job Fairs• Dress for the job you want• Make a positive first impression• Be concise• Be prepared• Follow-up
  27. 27. At Your Company• Build strong connections• Invite someone for a coffee• Management by Walking Around
  28. 28. Networking Tool Kit• Essentials • Considerations – Business Cards – Printout of directions to event – Two card cases – Background info on those – Notepad attending the event – Breath mints • Appearance – Pen – Grooming • Classic quality pen – Smile • Conversation piece – Posture • Not chewed up or branded – Attitude – Badge – Curiosity – Handshake – Sense of humour
  29. 29. Entering a Conversation• One person on their own• Three or more people• Catch the eye of one of the group• Smile as you approach• Offer your hand• Introduce yourself• Ask a question
  30. 30. Introductions• Five to ten seconds – How you fit into the situation – Your name – Why the other person should care • WIIFM
  31. 31. One Size Does Not Fit All
  32. 32. Creating an Opportunity• Keep it brief• Involve others• Ask permission to follow-up• Follow-up!
  33. 33. Networking Exercise• Objective; – Learn something new – Practice using “Neutral Questions” – Engage each other in a new way
  34. 34. Everyone goes to a networking event to better themselves in some way or another. Make sure you are prepared to help someone else get better* J Gitomer Little Black Book of Connections, 2009
  35. 35. Introduce Someone Else• Younger to older• Junior to senior• Employee to guest• Executive to customer or client• KoL to executive
  36. 36. ONE BUSINESS CARD FOR YOUR WALLET, ONE FOR YOUR DESK, ONE FOR YOUR CAR, ONE FOR YOUR HOME OFFICE, ONE FOR YOUR BLUE SUIT POCKET, ONE FOR YOUR BROWN SUIT POCKET, ONE FOR YOUR GRAY SUIT POCKET…* J Gitomer Little Black Book of Connections, 2009
  37. 37. When to Hand Out a Card• Wait until asked, don’t be too eager – Networking events, introduce yourself – Ask for one when you want to follow up – For sharing contact info with others
  38. 38. The “Cold Call” is dead.** J Gitomer, The Art of Marketing Conference Montréal , October 2010
  39. 39. Seth Godin Create movement through connections versus marketing at people* The Art of Marketing Conference Montréal October 2010
  40. 40. Follow-up Methods• LinkedIn• Email – Voice mail combo pack• Snail Mail• Do not over-reach• Do not be a stalker• If through an introduction - follow up
  41. 41. Ethics Always do right. This will gratify some people and astonish the rest. ~ Mark Twain US humorist, novelist, short story author, & wit (1835 - 1910)
  42. 42. Conversation Busters • Politics* • Others at work • Gender / sex* • T.M.I. – to personal • Religion* • Anything you would • Weight not want your • Age grandmother or children to know • Inappropriate humour • Do you want to see it on the front page?* Adapted from D Carnergie, How to Win Friends and Influence People, 1937
  43. 43. Be Truthful – Do Not• Lie: – On line – In an interview – On a C.V.• Take credit for someone else’s work
  44. 44. 5 ½ Take Aways for Tonight1. I need more friends2. Be strategic - it is not a numbers game3. A lifelong practice4. Set some reasonable objectives5. Who should I re-conect with at a new level?5½. Can I make more of my current connections?
  45. 45. Making connections is acombination of knowing what you want, and who you want it with. It is also a combination of a focused game plan and serendipity.* J Gitomer Little Black Book of Connections, 2009
  46. 46. Handouts & Survey• Handouts at URL – M. Denis will email you the link • www.engagepresentations.com/hec_networking_seminar/ • Username: hecseminar2011 • Password: h3cs3m1nar!• Survey – Win one of ten gift certificates
  47. 47. Suggested Reading
  48. 48. Final Thoughts1. Network smart to get results2. Know how you can help3. Mark your calendar – commit4. Be (event) selective5. Prepare6. Be time sensitive
  49. 49. Networking is not an optional before or after business activity. Networking is a vital and integral part of your success.* J Gitomer Little Black Book of Connections, 2009
  50. 50. ConclusionTake a moment & write down at least ONE new Networking concept that you can commit to and practice for the next six weeks
  51. 51. Conclusion Hani & Harveylook forward to connecting with all of you on LinkedIn

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