Develop the skills & strategies associated with fostering and building relationships People do business with people they know and like – Jeffrey Gitomer Help enough people become successful & you’ll find yourself successful. Seek successful people out at every stage of life and ask for help & guidance.
Look inside: self-assessment of goals & dreams Without doubts, fears & expectations Look outside: ask people who know you best what they think your greatest strengths and weakness are The Arc of Ambition by James Champy: abilities of successful leaders are less important than having a clearly defined mission that drives him in all he does Human ambitions are like Japanese carp; they grow proportionately to the size of their environment. Our achievements grow according to the size of our dreams and the degree to which we’re in touch with our mission.
Create a company-approved project that will force you to learn new skills and introduce you to new people Take on leadership positions in the hobbies and outside organizations that interest you Join your local alumni club and spend time with people doing the jobs you’d like to do Enroll in a class at a community college on a subject that relates to either the job you’re doing now and one you see yourself doing in the future Create a community of colleagues and friends before you need it!
Make sure you have something to offer when you speak and offer it with sincerity. Meet fewer people but have meaningful dialogue
Never Eat Alone Workshop
Never Eat Alone
based on the book by Keith Ferrazzi
Becoming a Member of the Club
“Relationships are all there is. Everything in the universe only exists
because it is in relationship to everything else. Nothing exists in
isolation. We have to stop pretending we are individuals that can go it
alone.” Margaret Wheatley
• Relationship-driven career is good for the companies you work for
because everyone benefits from your own growth—it’s the value you
bring that makes people want to connect with you.
• Wide-reaching network is one of surest ways to become and remain
thought leaders of our respective fields.
• Circle of trustworthy, talented, inspirational people
• Takes sweat equity
• Think about others
• Reach out for help
Don’t Keep Score
“There’s no such thing as a ‘self-made’ man. We are made up of
thousands of others. Everyone who has ever done a kind deed for us, or
spoken one word of encouragement to us, has entered into the make-
up of our character and of our thoughts, as well as our success.”
George Burton Adams
• Be generous
• Give before you receive
• Never keep score
What’s Your Mission?
• Step One: Find Your Passion
• Look inside
• Look outside
• Step Two: Putting Goals to Paper
• Develop goals to help achieve your mission
• SMART Goals
• Connect those goals to people, places & things that help get the job done
• Determine the best way to reach out to those people
• Step Three: Create a Personal “Board of Advisors”
Build It Before You Need It
“Build a little community of those you love and who love you.” Mitch
• Company-approved project
• Leadership positions in civic clubs
• Join alumni club
• Take continuing education courses
Create it before you need it!
Genius of Audacity
“Seize this very minute; what you can do, or dream you can, begin it;
Boldness has genius, power and magic in it.” Johann Wolfgang von
• Find a role model
• Learn to speak
• Get involved
• Get therapy
• Just do it
The Networking Jerk
• Ambition can creep as well as soar. Edmund Burke
• Don’t schmooze. Have something to say and say it with passion.
• Don’t rely on the currency of gossip.
• Don’t come to the party empty-handed.
• Don’t treat those under you poorly
• Be transparent
• Don’t be too efficient
• Don’t send mass e-mail to long list of recipients “so great to meet you!”
Do Your Homework
“Spectacular achievement is always preceded by spectacular
preparation.” Robert Schuller
• Public library
• Books, periodicals, magazines, trade journals, etc.
• Literature from PR Dept.
• Annual reports
• Take Names
• Make a list of people you know
• Friends of relatives
• Spouse’s relatives and contacts
• Current colleagues
• Members of professional and social organizations
• Current and former customers and clients
• Parents of children’s friends
• School mates
• Former co-workers
• Religious congregation
• Former teachers and employers
Warming the Cold Call
• Draft off a reference.
• Linked In
• State Your Value
• Talk a little, say a lot. Make it quick, convenient, and definitive.
• Offer a compromise
Managing the Gatekeeper --
• Manage the Gatekeeper Artfully
• Never Eat Alone
• The more connections you establish, the more opportunities you’ll have to
make even more new connections.
• Invite friend/co-workers along to lunch, ride to airport, workout.
• Invite potential employee to workout and conduct interview over a run.
• Share Your Passion
Share Your Passion
15 minutes and a cup of coffee. Great way to meet someone new.
Conferences. Invite locals to drop by for keynote speech or dinner.
Workout or hobby. Invite someone to share.
A quick early breakfast, lunch or dinner. Food is great way to break the
Invite someone to special event. Theater, book-signing, concert.
Entertaining at home. Dinner parties but keep it small and intimate so
they really connect.
Follow Up or Fail
• Follow-up is the KEY to success in any field.
• Give yourself between 12 and 24 hours after you meet someone to follow
• Cite something particular you talked about in course of conversation.
• Express gratitude.
• Focus on what you can do for them.
• Be brief and to the point.
• Use e-mail & snail mail.
• Let referrer know how conversation went as well.
• Make it a habit.