Workbook provided within slides to walk you through developing a new contact and networking with him/her or a group of people. Provides you with a gameplan for confidence in networking.

1. NETWORKING GAME
PLAN FOR FUTURE
SUCCESS
RENEE MORLEY, LIFE SCIENCE WOMEN’S CONFERENCE, NETWORKING GURU

2. GREETING & POWER SONG
• Eye of the Tiger – Survivor
• https://www.youtube.com/watch?v=btPJPFnesV4
• Power Stances, Smiling and Power Song in Communication and Networking

3. ACTIVITY: PERSONAL POWER SONG
My Power Song is:
_____________________________________________________

4. WHAT YOU WILL LEARN AND ACCOMPLISH TODAY
• Mentally prepare for a networking event
• Enter a room and approach individuals and small groups with confidence
• Form questioning that will demonstrate the art of sincere curiosity and attract others to
you
• Craft and deliver a concise, memorable message about you and your intention-
• Identify who you would like to start networking with
• Plan and structure your elevator pitch
• Create your brand- Utilize the information gained from a networking event for your
personal benefit

5. NETWORKING 101
• Networking defined:
• A supportive system of sharing information and services among individuals and
groups having a common interest
• Creating a group of acquaintances and associates and keeping it active through
regular communication for mutual benefit
• Misconceptions/Dislikes about networking
• Try to welcome networking in as a tool that will help you succeed professionally and
personally
• Never met a stranger

6. THINK ABOUT IT…
• You have nothing to lose by networking or connecting with new contacts
• You LEARN regardless of the outcome of the situation
• Creating an open mind can bring you to new levels that you’ve never thought
about before
• You can always help someone and they can always help you!

7. THREE REASONS FOR NETWORKING
StrategicPersonal
Operational

8. OPERATIONAL
• People who can help you get your work done
• Often internal ad current focused
• Ex: Customers, Co-workers, Cross-Functional Teams]
• ACTIVITY: Name 3 Operational Contacts:
1. _______________________
2. _______________________
3. _______________________

9. PERSONAL
• People who can help you grow personally and professionally
• Usually have similar interests and are outside of your professional life
• ACTIVITY: Name 3 Personal Contacts:
1. _______________________
2. _______________________
3. _______________________

10. STRATEGIC
• People who can help you shape your future goals and direction
• May be in your circle or in professional life and are future-oriented
• Ex. Meeting and speaking to CEO of Investment Company to talk about the
direction of his new investment (my contact: Andy Rayburn)
• ACTIVITY: Name 3 Strategic Contacts:
1. _______________________
2. _______________________
3. _______________________

11. THE 7 CHARACTERISTICS OF A GREAT NETWORKER
• According to entrepreneur.com these are the 7 Characteristics of a Great
Networker:
1. Good listener
2. Positive Attitude
3. Helps others/collaborative
4. Sincere/Authentic
5. Follows up
6. Trustworthy
7. Approachable

12. KEY QUALITIES FOR SUCCESSFUL NETWORKING
• Understand the type of event you are attending – is it educational, social, etc
• Understand the crowd that may be present
• Be open minded and approach each situation as a new learning experience
• Be genuine, look for common interests you share with the person or people you
are trying to meet
• Follow up, follow up, follow up!

13. 16 TIPS FOR BECOMING A MASTER NETWORKER
1. Be yourself.
2. Be direct and honest.
3. Build relationships.
4. Meet in person.
5. Show up early.
6. Provide value you for free.
7. Take notes.
8. Follow up.
9. Have specific questions.
10. Have fun.
11. Be memorable.
12. Become a connector.
13. Don’t spread yourself too thin.
14. Do an audit.
15. Always remember where you started.
16. Set realistic expectations.
www.entrepeneur.com

14. ACTIVITY
• Which ones are you? Circle all that apply. Which ones do you need to work on?
Underline all that apply.
1. Good listener
2. Positive Attitude
3. Helps others/collaborative
4. Sincere/Authentic
5. Follows up
6. Trustworthy
7. Approachable

15. ACTIVITY
• Think of one person you’d like to meet next and write down any relevant
information about them, do some research:
• _________________________________
• _________________________________
• _________________________________
• Reason for wanting to connect:
• ___________________________________________________________________
_____________________________________________________________________

16. ACTIVITY: WHAT DOES YOUR NETWORK LOOK LIKE
RIGHT NOW?
• Biggest supporters: ___________________________________________________
• Operational: ________________________________________________________
• Personal: __________________________________________________________
• Strategic: __________________________________________________________

17. INDUSTRY ORGANIZATION INVOLVEMENT
• What I did…
• Parenteral Drug Association Southeast Chapter
• Volunteer Spotlight
• Supported other industry organizations in the area like ISPE
• How it has impacted my career

18. THE INDUSTRY IS SMALL
• Golden Rule: Do not burn bridges
• Word travels fast, especially negative feedback
“People may not remember exactly what you did, or what you said, but they will
always remember how you made them feel.”
- H. Jackson Brown Jr. to Maya Angelou

19. NEVER EAT ALONE KEITH FERRAZZI
• What distinguishes highly successful people from everyone else is the way they
use the power of relationships – so everyone wins.
• Lays out the specific steps – and inner mindset – he uses to reach out to connect
with thousands of colleagues, friends, and associates – people who he has helped
and who have helped him.
• System of reaching out to people into practical, proven principles.
• Among them: Don’t keep score, “Ping” constantly, Never eat alone.

20. DEVELOP NETWORKING PLAN
• Map your network (try to create another network in another geographic area)
• Identify your critical contacts (who can help you get there?
• Engage and add value (speak at a conference for example)
• Develop and grow your network (follow up and keep building the relationships)

21. DEVELOP YOUR PERSONAL ELEVATOR PITCH
DEFINED: A PREPARED, 30-SECOND SPIEL YOU GIVE WHEN YOU
INTRODUCE YOURSELF.
• Ex: “My background is manufacturing,
mostly pharmaceutical, and right now I am
the general manager of a large facility called
Pfizer. We are a large pharmaceutical
company headquartered in MI. I love being
in the manufacturing environment and
seeing things being made, but eventually
hope to move into executive roles.
• MINE “My background is contamination
control in cleanroom environments. I am
currently consulting for Contec, Inc a
company headquartered in Greenville, SC. I
love being in a consultive environment
where I get to help trouble shoot and help
with process improvements, and eventually
hope to develop a team to support the
business.

22. ACTIVITY: DEVELOP YOUR OWN PERSONAL
ELEVATOR PITCH (15 MINUTES)
• Write down your elevator pitch:
_________________________________________________________________________________________
_________________________________________________________________________________________
_________________________________________________________________________________________
_________________________________________________________________________________________
______________________________________________

23. ACTIVITY: PRACTICE MAKES PERFECT
• Turn to your neighbor introduce yourself and try your elevator pitch
• It’s as simple as introducing yourself
• 10 minute introductions
• Any volunteers to share their experience? Find out anything interesting about the
person sitting next to you?

24. OTHER FORMS OF NETWORKING
• Internet – LinkedIn, blogs, organizations (PDA, ASQ, ISPE)
• Conferences
• Networking Events
• Social Networking Events
• Social interaction
• Being in the right place at the right time

25. PERSONAL ACTION PLANS
• By not developing a personal action plan, you can easily become angry,
frustrated, and not satisfied with your life.
• Where you are going and how you will get there
• Have a better sense of control of your destiny
• Structure your thinking

26. PERSONAL ACTION PLAN
• Defined: is a process that consists of defining what is important to you, what you
want to achieve, what strengths you already have that help to achieve your goals,
and what you need to improve and develop with time.
Is networking on your list?

27. DEVELOPING YOUR PERSONAL BRAND
• How to do that? Developing your “brand mantra.”
• Determine your emotional appeal
• Determine Your description
• Determine your function
• Put it all together
• Ex: Dependable, strategic planner. Motivating others to do their best.

28. DEVELOPING YOUR PERSONAL BRAND
• You are the company you keep
• Be unique
• Should be about who you are and what you have to offer
• Personal brands ARE for everyone!
• Proactive way of controlling your career development and how you are perceived
in the marketplace
• A strong personal brand will impact your ability to get the right jobs, promotions,
and increase your ability to attract talent and capitalize

29. TIPS FOR CREATING YOUR PERSONAL BRAND
• Build your platform – social media, own website, etc
• Identify your uniqueness and your strengths
• Own your space
• Share knowledge
• Be yourself
• Identify your values and set your priorities

30. CRAFT YOUR PERSONAL BRAND
• Identify your emotional appeal
• What are your personality features? Why do you think people are attracted to the
brand of you?
• Describing yourself
• Who are you and why do people enjoying working with you?
• Identifying your specialty
• What do you do and what do people want you to do for them?

31. EXAMPLE: MY BRAND

32. ACTIVITY: PERSONAL BRAND (20 MINUTES)
• Identify your emotional appeal
• What are your personality features? Why do you think people are attracted to the brand of
you?
__________________________________________________________________________________________________
________________________________________________
• Describing yourself
• Who are you and why do people enjoying working with you? ____________________________
___________________________________________________________________________
• Identifying your specialty
• What do you do and what do people want you to do for them? __________________________
___________________________________________________________________________

33. NAILING THE NEXT NETWORKING OPPORTUNITY
• Utilize tools you have around you – internet, LinkedIn, colleagues, vendors,
organizational leaders for industry organizations
• Develop thought provoking questions
• Be confident - you know more than you think you do
• Practice your personal elevator pitch and read through your personal brand plan
• Speak to everyone you can, make connections, make connections for others
• FOLLOW UP!

34. MY RULES ABOUT MEETING NEW PEOPLE
• Do not just shrug someone off because they may not be able to help you TODAY
• You never know where they will be in the future and how they can help you then
• You never know who you can help and who can help you, and how their story can
impact your professional and personal life
• Know your audience and research the group you are meeting prior to networking
• Everyone has a story, keep in mind to be empathetic

35. THE MOST CRITICAL PIECE: FOLLOW UP
• If you say you are going to do something, then do it
• Be concise, remind the person where they met you, and maybe add in something you spoke
about
• Even if they don’t remember, you do so that will go a long way with them
• Sending personalized cards over email also is an option
• LinkedIn is also a great option because it reminds the person what you look like as well and can
trigger what you spoke about
Why do you think following up is the most critical
piece in networking?

36. EXAMPLE FOLLOW UP - LINKEDIN
• Hello Theresa,
It was great meeting you at PDA/FDA in DC, I enjoyed speaking about contamination
control. I am looking forward to seeing you at the next event! Thank you for the
connection!
Warm regards,
Renee

37. EXAMPLE FOLLOW UP - EMAIL
• Good afternoon Vicki,
I hope this message finds you well today! I hope your travels have been safe. It was great
meeting you at the PDA Annual meeting in San Diego. I really enjoyed our conversation
regarding contamination control.
You mentioned you would like to set up some time for me to come in and evaluate your
cleaning procedures, is that still of interest to you?
Please let me know and I look forward to seeing how I can help!
Warm regards,
Renee

38. FOLLOW UP – PHONE CALLS/TEXT MESSAGES
• I only call unless they request I call, most of the time they want you to connect on
LinkedIn or e-mail
• Ex: Phone Call – “Hi Lisa, it was nice seeing you at ISPE’s Oktoberfest, I remember
you speaking about how you would like to be a part of PDASE’s Chapter, I wanted
to follow up to see how I can help you get more involved.”
• Ex: Text Message – “Hi Tina! Thank you so much for your time this week at
Interphex, I thoroughly enjoyed our dinners and discussions. Hope to see you
soon! Let me know if anything ever comes up where you need help with
contamination control! Have a great day!”

39. ACTIVITY: NETWORKING EVENT
• For the next 30 minutes, you will be able to put what you’ve learned today into
actual play!
• Networking Event
• Meet as many people as possible
• Make connections with your conversations
• Make connections with others who share similar interests you find out from your
conversations

40. ACTIVITY: NETWORKING EVENT
• Download:
• What did you learn?
• What and who was the most memorable to you?
• Why were they memorable?
• Are there any changes to your elevator speech?
• GOALS:
• Make a new connection
• Actual networking experience
• Improve networking skills

41. HOW TO CONTINUE TO STAY IN FRONT OF PEOPLE
• Attend local events, industry association’s events, attend annual or global
meetings for industry organizations
• Post thoughtful and meaningful updates on LinkedIn or via email – ex. Technical
articles
• Stay in front of these people by creating a brand that intrigues them to want to
have future conversations with you
• Be consistent in attending, people will get to know who you are and what you
stand for by always being present
• FOLLOW UP!

42. ULTIMATE GOAL OF NETWORKING
The ultimate goal of networking is to develop relationships where you can ask for
help, from the person who can provide it, whenever you need it.
To develop mutual relationships where you both help each other.
Meet new people, learn from new people, and learn how you can help your
industry.
Grow yourself as a point of contact for many, regardless of your expertise.

43. QUESTIONS?
Renee Morley, MBA
Cleanroom Consultant
PDA Southeast Chapter President
919-397-9189
Renee.morley@gmail.com
linkedin.com/in/rmorley