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Your leadership network


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Staying connected is Key to being an Effective Leader

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Your leadership network

  1. 1. Your Leadership Network: The Importance of Building and Staying Connected
  2. 2. Objectives • Your leadership network—What is it and why is it important? • How to stay connected as you grow and lead • Who is already in your universal network and how to expand • Effective networking makes leaders more effective • Best practices of effective leaders who utilize this skill © 2013, Nierenberg Consulting Group, LLC./ 2
  3. 3. Creating Connections • The opposite of networking is not working. • Every time you meet someone you have the opportunity to learn, give and be a resource. “It’s about giving first.” © 2013, Nierenberg Consulting Group, LLC./ 3
  4. 4. Polling Question Do you currently network in your organization? A. Yes B. No C. I am unsure by what you mean. © 2013, Nierenberg Consulting Group, LLC./ 4
  5. 5. What is “Networking”? © 2013, Nierenberg Consulting Group, LLC./ 5
  6. 6. What is “Networking”? • Networking is a misunderstood word – Leadership is the art of accomplishing goals through and with other people. • Networking is a state of mind— 24/7 • Networking can be… – Strategic and Structured – Serendipitous – Subconscious © 2013, Nierenberg Consulting Group, LLC./ 6
  7. 7. Networking: a Leadership Skill? • Network to: – get your work done efficiently and effectively. – enhance your personal and professional development. – invest in future leverage. – help others grow. © 2013, Nierenberg Consulting Group, LLC./ 7
  8. 8. Polling Question Do you think “Networking” is a leadership skill? A. I agree B. I disagree C. I don’t know © 2013, Nierenberg Consulting Group, LLC./ 8
  9. 9. Critical Networking Skills for Leaders 1. 2. 3. 4. 5. 6. 7. 8. Understand and leverage personal style Strategically plan your activities Be systematic in your planning Relationships develop over time Effectively engage others Showcase your expertise Assess opportunities Always give value © 2013, Nierenberg Consulting Group, LLC./ 9
  10. 10. 3 Types of Networking Effective Leaders Employ • Operational – Building internal relationships • Personal – Building external relationships which can contribute to knowledge and best practices • Strategic – Building internal and external relationships oriented toward future priorities – “Invest in the time to build relationships.” © 2013, Nierenberg Consulting Group, LLC./ 10
  11. 11. Who is Already in Your Network? Colleagues Past Colleagues Relatives Non Competitor Friends Networking Member Orgs. Neighbors WHO ELSE? Alumni Professional Assoc. © 2013, Nierenberg Consulting Group, LLC./ 11
  12. 12. Expanding Your Network • • • • • Clients - internal and external Colleagues Friends - professional and personal External business partners People you meet by chance that turns into opportunity © 2013, Nierenberg Consulting Group, LLC./ 12
  13. 13. Creating Opportunities © 2013, Nierenberg Consulting Group, LLC./ 13
  14. 14. Creating Opportunities Where do you go to create opportunities? • Internally within your organization • Industry, association and professional meetings • Social and charity • Educational • Where else? © 2013, Nierenberg Consulting Group, LLC./ 14
  15. 15. Polling Question Why is it important to continually stay connected as a leader in your organization? A. Create and build alliances B. It will help me grow throughout the organization C. It is not a priority. I do my work and don’t have time to network. © 2013, Nierenberg Consulting Group, LLC./ 15
  16. 16. Daily Networking Strategies © 2013, Nierenberg Consulting Group, LLC./ 16
  17. 17. Daily Networking Strategies 1. 24/7 Awareness - stay open to meeting new people and nurturing your current networks. 2. Listen and learn strategically with every encounter. 3. Build continual advocacy and synergy. Be proactive and get involved. 4. Follow up with a goal and action plan; differentiate yourself. 5. Find creative ways to stay on people’s radar screen; stay memorable. © 2013, Nierenberg Consulting Group, LLC./ 17
  18. 18. Put It in the Information Bank © 2013, Nierenberg Consulting Group, LLC./ 18
  19. 19. Put It in the Information Bank Business Information (modify for your use) • Promotions/business opportunities • Previous work experience and business background • How you met • What business issues are they working on now? • Who you refer them to and why? • His or her immediate business objective • His or her career objective • Did you ask for their advice? Information given? • How you’ve handled challenges in the past • What contributions are they most proud of? • How they receive information & news: online, print, TV/radio • Preferred method of communication: email/phone/text/other • Anniversary of length of service at their business • What ‘motivates’ them • What achievement makes them proud • Professional associations © 2013, Nierenberg Consulting Group, LLC./ 19
  20. 20. Put It in the Information Bank Personal Information (modify for your use) • • • • • • • • • • • • • Activities in community Birthday Background: birth state or country Education: HS, College, Fraternity or Sorority, Degrees Hobbies/interests Favorite foods/restaurants Vacation interests Spouse: name, occupation and interests Children: ages, names, schools, interests Pets Key extended family members Special holidays What else? © 2013, Nierenberg Consulting Group, LLC./ 20
  21. 21. Takeaways From Every Encounter • Learning something new. • Give away a piece of information or advice. • Take something away. • Ask how you can help him/her. • Thank them. • Implement your follow-up strategy. © 2013, Nierenberg Consulting Group, LLC./ 21
  22. 22. N.E.T.W.O.R.K.I.N.G Reminders N E T W O R K I N G Names, Needs Nurture Engage, Evolution, Enlist, Eyes & Ears Trust, Time Work, Write Opportunity, Open Questions, Organization Respect, Rapport, Resilience Knowledge, Kindness Initiative, Interest (NO) Give, Goals © 2013, Nierenberg Consulting Group, LLC./ 22
  23. 23. Two Simple Rules of Networking 1. I try to meet at least one new person in my area of interest every month, or significantly deepen an existing relationship. 2. I do something nice for someone in my network every week. —Sally Kracheck (Owner 85 Broads) © 2013, Nierenberg Consulting Group, LLC./ 23
  24. 24. Golden Circle of Strategic Networking © 2013, Nierenberg Consulting Group, LLC./ 24
  25. 25. 52 Networking Tips 1. Give yourself permission to network and expand your network. 2. Create a list of “opening lines” to use when meeting someone new. Use open-ended questions to continue dialogue. 3. Develop a 20-second introduction about yourself. Practice it until it becomes spontaneous and natural. Create several for different audiences. 4. Do your research before attending an event or meeting. 5. Create a list of “get to know you” questions.” These will further the discussion with the person you connected with. © 2013, Nierenberg Consulting Group, LLC./ 25
  26. 26. 52 Networking Tips 6. Keep a journal of “small talk” topics. These are about current events, industry trends, and community topics. 7. Set a goal for every event or meeting you attend. A good goal is to meet two new people, make a connection, and send a follow up note, call, or e-mail. 8. Smile when meeting people, entering a room, or talking on the phone. A smile is the first step in building rapport. Smile for 10 seconds when you enter a room. 9. Look the other person in the eye. Eye contact says you are focused on the conversation and interested in what the other person is saying. 10. Listen with care. Be aware of what the other person is saying instead of thinking about what you will say next. You will remember much more about the person and the conversation. *Listen has the word ‘silent’ in it—silence your mind to focus and listen. © 2013, Nierenberg Consulting Group, LLC./ 26
  27. 27. 52 Networking Tips 11. Learn to remember names. This skill will set you apart from many. Listen carefully when the name is said, repeat it in the conversation, and create a mind picture that will help you associate the person with the name. 12. Give compliments. Make a goal to look for positive attributes and give five compliments a day. Make sure they are sincere. 13. Make a list of the key people in your industry or profession that you would like to meet. Determine what organizations, places and people you know that you could find to help you connect. 14. Re-connect with four people a week. This week call a client or prospect you have not been in touch with for a while, a former business colleague, and a friend you haven’t spoken with for several months. 15. Follow your interests. Remember, you need like-minded people in your network. © 2013, Nierenberg Consulting Group, LLC./ 27
  28. 28. 52 Networking Tips 16. Join a networking group and attend the meetings. Practice techniques like your 20-second introduction and keep expanding your circle. 17. Research and join an industry or professional group. Go to two meetings, meet two people, and set up two follow-up meetings before you make your decision to join. 18. Take a class, join a gym, or take a special interest vacation. Remember, you want to have like-minded people in your network. 19. Volunteer, write an article, or join a committee in your organization. Becoming known helps you meet people and develop relationships faster and more profitably than just attending meetings. Be involved. 20. Send three hand-written notes a day. Send these to people in your network to say thank you, congratulations, send an article of interest, extend an invitation, or just to keep in touch. Use ‘found time” during the day and make these short and simple. Carry note cards and stamps with you. It is your “46 cent investment plan.” Or use my high tech-high touch method © 2013, Nierenberg Consulting Group, LLC./ 28
  29. 29. 52 Networking Tips 21. Write an article, or newsletter to send to your contacts. This promotes your business and helps you keep in touch with your contacts and stay on their radar. 22. Send gifts. Remember those who help you, or just remember a special occasion for those in your network. Develop a list of reliable vendors of unique gift items for these occasions. Think of the person and send a gift that was picked for them and well thought out. 23. Use premiums that will remind recipients of your name and business. Look for useful items that will be appreciated and that will keep your name in front of others. 24. Follow-up within twenty-four hours of a meeting to say, “nice to meet you,” “thanks for your time and consideration,” and to set another meeting. 25. Connect within two weeks to suggest another meeting. Make it happen and set the date. © 2013, Nierenberg Consulting Group, LLC./ 29
  30. 30. 52 Networking Tips 26. Send materials or information on time or sooner than promised. 27. Thank your contact for a referral and let them know what happened. Keep them in the loop. 28. Become a resource for others. Give generously of your time and expertise. 29. Look for unique and creative ways to have “face” time with others. 30. Remember birthdays and send cards. Also incorporate ‘any special’ date to remember in this list. © 2013, Nierenberg Consulting Group, LLC./ 30
  31. 31. 52 Networking Tips 31. Develop a system to keep in touch with everyone in your network on a regular basis. As you list grows, divide it into categories and have a contact plan for each category. 32. Review your list on a regular basis and make sure it is revised and updated. 33. Develop and maintain a database of your contacts. Your system should work for you; you should not have to work for your system. 34. Collect information about each contact besides the basic contact information. This includes interests, family, awards and promotions, special dates, how you met, and other pertinent facts. (see information bank) 35. Determine the way each contact prefers to communicate: phone, e-mail, social media, in person. Note this on their database record. © 2013, Nierenberg Consulting Group, LLC./ 31
  32. 32. 52 Networking Tips 36. Make and keep notes about each meeting with each contact. Refer to these when following up or before the next contact with them. 37. Enter information about a new contact and follow up within 24 hours of your meeting. 38. Answer your phone and e-mail messages within 24 hours. 39. If you are out of touch for a period, let people know with a message on your phone and an automatic e-mail message. Better yet—check anyway to be the utmost professional. 40. Everyday, send an e-mail to someone in your networking universe that you have not heard from recently. © 2013, Nierenberg Consulting Group, LLC./ 32
  33. 33. 52 Networking Tips 41. Once a week, go through your contact list and call three people just to say “hello.” 42. Once a month, have lunch with a friend, colleague, or client you have not seen for a while. 43. At a company function, set a goal to sit next to someone new and get to know them. Also plan to follow-up. 44. When making telephone calls feels uncomfortable, use a script and practice until it comes naturally. 45. Begin with a compliment. This is a wonderful way to start a conversation when you may not know what to say to break the ice. Be sincere. © 2013, Nierenberg Consulting Group, LLC./ 33
  34. 34. 52 Networking Tips 46. When a conversation gets off track, use a “bridge” such as, “that reminds me of…” to get back to your topic. 47. Attend meetings with a purpose. Have a specific goal in mind when attending an industry event or meeting. It could be to meet the speaker, or reconnect with a new client or prospect. 48. Set a time limit. Give yourself permission to achieve your goals and then you can leave. 49. Send articles and interesting research electronically to keep in touch. 50. Give yourself a reward for your continued networking practice—attending an event, or retaining a new client as a result of a networking contact. © 2013, Nierenberg Consulting Group, LLC./ 34
  35. 35. 52 Networking Tips 51. Continually build your social media status and networking- stay connected online. 52. Keep the circle of strategic networking in mind: learn, give, ask, help, thank, follow-up © 2013, Nierenberg Consulting Group, LLC./ 35
  36. 36. Takeaways What will you do to continually build your everyday networking and leadership skills? 1. 2. 3. © 2013, Nierenberg Consulting Group, LLC./ 36
  37. 37. THANK YOU! © 2013, Nierenberg Consulting Group, LLC./ 37
  38. 38. Contact Information Andrea R. Nierenberg Nierenberg Consulting Group 420 East 51st Street, New York, NY 10022 Office: 212.980.0930 Mobile: 917.626.8494 Blog: Twitter: LinkedIn: Facebook: "Showing Appreciation to Your Clients and Connections is Always in Style" click here to learn more: © 2013, Nierenberg Consulting Group, LLC./ 38