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New Presentation on Contacts Count


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new presentation on Contacts Count

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New Presentation on Contacts Count

  1. 1. Contacts Count Putting the tools of networking to work in the service of business and career goals for . . . Corporations Universities Government Associations
  2. 2. Who are we? <ul><li>Founded in 1990 by Anne Baber and Lynne Waymon </li></ul><ul><ul><li>Co-authors of 7 books on networking for professional and organizational success </li></ul></ul>Create Cultivate Capitalize 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.
  3. 3. Why network? Get the job done Professionals network to . . . 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
  4. 4. Don’t people already know how? 60% of Americans say they feel shy and uncomfortable in business and social settings. – The Shyness Clinic, Stanford University <ul><li>85% say, “I don’t have the network I need to accomplish my goals.” </li></ul><ul><li>97% say “I have trouble remembering names.” </li></ul><ul><li>85% say, “I don’t know what I want when I go to a networking event.” </li></ul><ul><li>– Contacts Count Research </li></ul>“ Many of today’s typical coaching candidates lack organizational savvy. They are underestimated and pigeonholed.” – Drs. Marty Seldman & Rick Brandon, Authors and Executive Coaches 40% of Ph.D.s were born outside of the U.S. “They arrive with needed technical skills, but not the social competencies needed at work.” – Lewis Center, UCLA “ Dependence on remote forms of communication has left many younger workers bereft of interpersonal skills.” – Fast Company Shyness . . . Skills . . . Savvy . . . Social competencies . . . Social acumen . . .
  5. 5. The Contacts Count Program The Contacts Count Program Survey your skills and mindset Set your strategy Sharpen your skills Select your settings A comprehensive, practical approach
  6. 6. What does your organization call it? Relationship management Client development Practice development Intelligence gathering Relationship building Social acumen Collaboration/ Connectivity Business development Rainmaking Horizontal integration Social capital Influencing Visibility
  7. 7. Which topics are key? 1. Survey your skills and mindset <ul><li>Assess your mastery of networking skills and strategies </li></ul><ul><li>Decide which networking skills to learn next </li></ul><ul><li>Clear up misconceptions and recognize that networking is a professional competency that can be learned </li></ul><ul><li>Make the most of your personal style – especially if you’re an introvert </li></ul><ul><li>Coach yourself to adopt the right attitude for success </li></ul><ul><li>Avoid the 10 “turnoffs” of networking </li></ul>1
  8. 8. Which topics are key? Set your strategy <ul><li>Know what to do and say to build trust in each of the 6 stages of relationship building </li></ul><ul><li>Teach people to trust you </li></ul><ul><li>Demonstrate your character and competence </li></ul><ul><li>Choose an appropriate next step when you want more of a relationship </li></ul><ul><li>Be professional (Not too pushy, not too passive) </li></ul><ul><li>Set goals and manage “ChoicePoints” strategically </li></ul>2
  9. 9. Which topics are key? Sharpen your skills <ul><li>Master the 3 key moments and make conversation flow </li></ul><ul><li>Remember names and make yours memorable </li></ul><ul><li>Answer &quot;What do you do?&quot; to show character and competence </li></ul><ul><li>Steer small talk to uncover resources and opportunities </li></ul><ul><li>Join groups of people who are talking and handle other awkward situations </li></ul><ul><li>Tell stories to make yourself memorable and teach people how to use your expertise </li></ul><ul><li>Ask questions and listen generously </li></ul><ul><li>End conversations with the future in mind </li></ul><ul><li>Re-connect, follow up, and stay in touch </li></ul><ul><li>Improve your “ReachBack” with contacts you see rarely </li></ul>3
  10. 10. Which topics are key? Select your settings <ul><li>Choose the right groups to join </li></ul><ul><li>Make the most of associations, memberships, and conferences </li></ul><ul><li>Penetrate the &quot;inner circle&quot; </li></ul><ul><li>Map your internal contacts; take next steps to develop relationships </li></ul><ul><li>Increase your visibility with key people </li></ul><ul><li>Teach people how to use your expertise, what they can count on you for </li></ul><ul><li>Shepherd your ideas and initiatives through the system </li></ul><ul><li>Develop a “big-picture” network that sends you timely information </li></ul><ul><li>Round up talent, uncork bureaucratic bottlenecks, expand your knowledge base, access “inside” information, and gather business intelligence </li></ul><ul><li>Find a job or change careers </li></ul>4
  11. 11. Organizational clients <ul><li>Kraft </li></ul><ul><li>Bank of America </li></ul><ul><li>Deloitte </li></ul><ul><li>DuPont </li></ul><ul><li>Corning </li></ul><ul><li>Lockheed Martin </li></ul><ul><li>Raytheon </li></ul><ul><li>PricewaterhouseCoopers </li></ul><ul><li>Microsoft </li></ul><ul><li>Ernst & Young </li></ul><ul><li>Booz Allen Hamilton </li></ul><ul><li>First Horizon Bank </li></ul><ul><li>HSBC Bank </li></ul><ul><li>ExecuNet </li></ul><ul><li>Lee Hecht Harrison </li></ul><ul><li>Right Management Associates </li></ul><ul><li>Grant Thornton </li></ul><ul><li>Bates White </li></ul><ul><li>Polsinelli Shalton Flanigan Suelthaus </li></ul><ul><li>Snyder, Cohn, Collyer, Hamilton & Associates </li></ul><ul><li>Smithsonian </li></ul><ul><li>National Geographic Society </li></ul><ul><li>United Way </li></ul><ul><li>Brookings Institution </li></ul><ul><li>ICF International </li></ul><ul><li>Abt Associates </li></ul><ul><li>Interiors by Decorating Den </li></ul><ul><li>Sir Speedy </li></ul>“ Solid skills. Entertaining delivery. 99% of our 300 attendees recommend you for future events, and 97% say your presentation will help their career development here.” – Career Planning, Booz Allen Hamilton “ With in-depth knowledge about how to network and strategies to motivate participants to try new and better approaches, Contacts Count helps people establish meaningful connections in a huge corporation.”    – Beth Dumesco, Learning & Development, Lockheed Martin
  12. 12. Developing networking competency . . . Organizations
  13. 13. University clients <ul><li>Michigan </li></ul><ul><li>Georgetown </li></ul><ul><li>Maryland </li></ul><ul><li>Marquette </li></ul><ul><li>Arizona State </li></ul><ul><li>George Mason </li></ul><ul><li>Catholic </li></ul>“ Raises the bar for all future speakers . . . useful and relevant information with specific examples and delightful stories.  Very polished. Moved at a good pace, while still encouraging interaction.” – Students and Alumnae of the Griffiths Leadership Society for Women, University of Missouri <ul><li>Friends </li></ul><ul><li>Carnegie-Mellon </li></ul><ul><li>George Washington </li></ul><ul><li>Missouri </li></ul><ul><li>Nebraska </li></ul><ul><li>Baltimore </li></ul><ul><li>Wharton </li></ul>“ Students found your content and delivery impressive. We’ll be calling on you in the future.” – Gil Yancey, Executive Director, MBA Program, George Washington University
  14. 14. Developing networking competency . . . &quot;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 Universities
  15. 15. Government clients <ul><li>Treasury Executive Institute </li></ul><ul><li>U.S. Senate </li></ul><ul><li>U.S. Departments of State, Agriculture, and Commerce </li></ul><ul><li>U.S. Navy </li></ul><ul><li>National Institutes of Health </li></ul><ul><li>Presidential Management Fellows Program </li></ul><ul><li>National Technology Transfer Center </li></ul>“ 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 <ul><li>Nuclear Regulatory Commission </li></ul><ul><li>Defense Information Systems Agency </li></ul><ul><li>Office of Personnel Management </li></ul><ul><li>National Geospatial Intelligence Agency </li></ul><ul><li>National Aeronautics and Space Administration </li></ul><ul><li>Naval Undersea Warfare Center </li></ul><ul><li>Environmental Protection Agency </li></ul>
  16. 16. 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 Government
  17. 17. Association clients <ul><li>American Chemical Society </li></ul><ul><li>Society of Women Engineers </li></ul><ul><li>National Association of Women Business Owners </li></ul><ul><li>National Business Incubation Association </li></ul><ul><li>Commercial Real Estate Women </li></ul><ul><li>Consumer Electronics Association </li></ul><ul><li>Women in Technology, </li></ul><ul><li>American Institute of Architects </li></ul><ul><li>National Association of Home Builders </li></ul><ul><li>American Council of Engineering Companies </li></ul><ul><li>Employee Relocation Association </li></ul><ul><li>Edison Electric Institute </li></ul><ul><li>Property Management Association </li></ul><ul><li>Pan Asian Women’s Association </li></ul><ul><li>Society of Black Professionals </li></ul><ul><li>National Fisheries Institute </li></ul><ul><li>American Society of Association Executives </li></ul><ul><li>Public Relations Society of America </li></ul><ul><li>Medical Librarians Association </li></ul><ul><li>Army Librarians Association </li></ul><ul><li>Society of Human Resource Managers </li></ul><ul><li>American Society for Training and Development </li></ul><ul><li>Outdoor Writers Association </li></ul><ul><li>National Association of Colleges and Employers </li></ul><ul><li>American Society of Plastic Surgeons </li></ul><ul><li>California and Kansas Society of CPAs </li></ul><ul><li>International Association of Business Communicators </li></ul><ul><li>International Association of Personnel Managers </li></ul><ul><li>National Association of Public Hospitals </li></ul>“ The program is a ‘must see’ for any professional!” – Russ Holbrook, HR and Operations, American Society of Plastic Surgeons
  18. 18. Developing networking competency . . . “ 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. In professional staff, to . . . Among members, so they can . . . Associations
  19. 19. We partner with you on programs for . . .
  20. 20. Typical project Heery International ’s architecture, engineering, and construction managers at their annual University honed their skills in business development, client relationships, and cross-selling. Contacts Count 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.
  21. 21. Typical project Staff at Georgetown University move ahead with their careers in the Management Certificate Program. For the past 8 years, we’ve led a one-day course, twice a year, to help employees master the networking competencies necessary for success. “ A recent study shows that successful managers network 70% more than unsuccessful ones.” – Academy of Management Journal
  22. 22. Typical project Bank of America relationship managers from three states attended a full-day, customized workshop to help them build relationships 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
  23. 23. Typical project “ Social networks put you in the thick of information flows and are one of the best predictors of productivity.” – Computerworld 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.
  24. 24. Typical project Administrative Officers at the U.S. Department of State learned about networking at its best. In half-day courses, they focused on how to create, cultivate, and capitalize on their 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
  25. 25. Typical project In ongoing training programs for George Washington University , undergraduate and graduate students learn the networking skills they need to attend job fairs, find internships, 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
  26. 26. Typical project For human resources professionals at Lockheed Martin , we teach “Networking At Its Best” in a 2-year Leadership Development Program. Activities designed to increase social acumen 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
  27. 27. Typical project For the Johns Hopkins Women’s Network at the Applied Physics Lab , we customized and led two skill-building sessions. More than 250 people attended the sessions to strengthen their connections and learn state-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
  28. 28. Typical project Interiors by Decorating Den , the nationally known franchise, asked us to speak at four of their annual conferences. We provided a keynote, a workshop, and several one-day pre-conference training sessions. Franchise owners also attended our telephone training programs, focusing on how to bring in the business. “ The richest people in the world build networks.” – Rich Dad, Poor Dad, Richard Kiyosaki
  29. 29. Typical project The National Association of Home Builders invited us to speak at five of their Remodelers Conferences, where the focus was how to get more business. We also spoke at three annual meetings for executive officers, who learned skills to help them find resources for the chapters they manage and to help members and volunteers get more involved. &quot;It's 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.&quot; – Richard Carson, Deloitte Canada
  30. 30. Typical project The Consumer Electronics Association invited us to design and deliver a half-day workshop for staff to help them feel more confident and competent when networking with members and board members. Bonus: Cross-functional resource sharing increased when 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
  31. 31. We customize our… “ 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 Keynotes (30-90 minutes) Training programs Work-shops and breakouts Webinars and telephone seminars Consulting Coaching
  32. 32. Contacts Count Resources Make Your Contacts Count (AMACOM, 2 nd edition) By Anne Baber and Lynne Waymon This 5-star-rated book provides indispensable networking know-how for business and career success. &quot;I left feeling energized and inspired to redouble my networking activities. I've already told several others how terrific your class and book are.&quot; – Alex Berley, Director of Client Services, E&G Group Networking Know-How: The Contacts Count System for Savvy Professionals and Smart Companies This 80-minute audio CD outlines <ul><li>What to do and say to advance through the 6 stages of relationship building </li></ul><ul><li>Managing the 3 key moments of networking </li></ul><ul><li>Building your credibility with stories and examples . . . and more! </li></ul>“ Networking is not just a buzzword.  This vital skill has helped me build a successful career. I recommend this to the people I coach.” – Linda Marks, Corning, Inc. &quot;Thanks to  Make Your Contacts Count , I now know how to show my character and competence with confidence. With my agenda in hand, it’s easier to turn every event into an opportunity for success.” – Michael Knaebel, Senior Manager, Technical Workforce Development, Lockheed Martin Space Systems
  33. 33. Contact Insert staff headshot here Jim Wylde <ul><li>Specialist in Training and Organization Development </li></ul><ul><li>Focus on Global Leadership </li></ul><ul><li>16 years of experience with public multilaterals </li></ul><ul><li>Proficient in English and Spanish </li></ul>Contacts Count 310 N Oakland Street Arlington, VA 22203 Phone (202) 253-1622 [email_address]