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Creating Valuable Relationships

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Creating Valuable Relationships

  1. 1. Creating ValuableRelationshipsBuilding your extended familyGiovanni Dubois 1
  2. 2. 2Agenda Background on LAM Why networking? The Mind Set The Skill Set Turning connections into compatriots “Build a little community of those you love and who love you.” —MITCH ALBOM © Giovanni Dubois 2013
  3. 3. 3LAM Network
  4. 4. 4Our Mission Create a strong and dynamic network of Hispanic professionals through online and event-driven platforms to create and foster valuable relationships. © Giovanni Dubois 2013
  5. 5. 5What is LAM?LAM is the Bay Area’s #1 Latino professional network online andoffline A platform to create and  A resource for organizations foster valuable relationships to help establish brand online and offline presence and development  Professional, Social, and of their workforce pipeline Philanthropic Events with a niche demographic:  Micro social network built on highly educated, newly open source software affluent and urban Latinos  A blend between  Via Event marketing: seminars, mixers, social events book for professional and  Online/Newsletter advertising educated Latinos © Giovanni Dubois 2013
  6. 6. 6About Our Members LAM has 4,680+ members in our micro social network and 8,932 email subscribers LAM is a multicultural organization with 75% of its members Latino. 56% of LAM members are women and 44% are men. Majority of our members are between 25-37 years old. 84% of LAM members are college graduates of which at least 38% have master degrees with the majority having attended top universities in the US and Latin America. © Giovanni Dubois 2013
  7. 7. 7 WhyNetworking?
  8. 8. 8 Why Networking? #1 Referrals are the #1 source in hiring volume * 75% of job seekers found 75% networking helped them get hired, while only 11% found new positions through online job boards during this year **  Professional Growth: How to write a personal statement, fellowship applications, job interviews, qualifying exam practice  Personal growth: Play the guitar, learn how to cook, new hobby  Dating: Circle of Friends is your Secret Dating Weapon* CareerXroads 2011 – 2012**$$02493.aspx#.USpokuvwJSg © Giovanni Dubois 2013
  9. 9. 9 The Mind Set “I have made it a rule never to be with a personten minutes without trying to make them happier.” - Various Attributions
  10. 10. 10Member of the Club“Dime con quien andas y te dire quien eres” Success breeds success What ―clubs‖ are you already part of?  Alumni networks  Non-profits  Hobbies / Friends Create your own personal club © Giovanni Dubois 2013
  11. 11. 11Don’t keep score Its better to give before you receive Make interactions ruled by generosity  If you are going to take the time to connect with someone, you should be willing to try to make that person successful Contribute. Its like Miracle-Gro for networks. Give your time, money, and expertise to your growing community of friends. If they succeed, you succeed. © Giovanni Dubois 2013
  12. 12. 12What’s your mission? "Would you tell me, please, which way I ought to go from here?” "That depends a good deal on where you want to get to," said the Cat. "I dont much care where—" said Alice. "Then it doesnt matter which way you go," said the Cat. —Alices Adventures in Wonderland BY LEWIS CARROLL © Giovanni Dubois 2013
  13. 13. 13What’s your mission?A dream without a plan is a nightmare3-steps: Find your passion  What do you truly love to do? Write down your goals and flush them out Build your personal Board of Directors © Giovanni Dubois 2013
  14. 14. 14Build it before you need it Join communities that interest you Take leadership roles in hobbies that interest you Enroll in a community college class on a topic of interest Try to become involved with an approved work project that lets you interface with more people Volunteer in non-profit organizations Gravitate toward those involved with things that you want to be doing from the goals you developed. © Giovanni Dubois 2013
  15. 15. 15The Genius of Audacityau·da·cious: Showing a willingness to take bold risks #1 Road Block to Opportunities 1. Acknowledge this is perfectly normal 2. Getting over the fear is critical to your success 3. Commit to getting better at meeting new people and reaching out to opportunities © Giovanni Dubois 2013
  16. 16. 16The Networking Jerk Dont schmooze  Less is more Dont rely on the currency of gossip Dont come to the party empty-handed  Its a loop. In connecting youre only as good as what you give away Dont treat those under you poorly Be transparent  Trust is everything Dont be too efficient © Giovanni Dubois 2013
  17. 17. 17 The Skill Set “I have made it a rule never to be with a personten minutes without trying to make them happier.” - Various Attributions
  18. 18. 18Do your HomeworkBefore meeting someone do your research Online and research (Social Networks, Google, etc) Publications / News articles Annual Reports, Company Websites Call a mutual friend to give you some background Find commonalities and use to break the ice © Giovanni Dubois 2013
  19. 19. 19Take NamesWho do you need to know to get to where you want to go? Concentrate on people that are part of your existing network  Relatives, friends of relatives, current colleagues, friends, friends of friends, alumni networks, members of professional and social organizations, neighbors (past and present), etc Look for people you don’t know on trade magazines, newspapers, magazines, … other people’s list. Use a software tool to help you manage your database  Google Contacts, MS Outlook Organize your list based on interests/goals with labels/folders © Giovanni Dubois 2013
  20. 20. 20Share your Passions Fifteen minutes and a cup of coffee. Conferences Invite someone to share a workout or a hobby (golf, chess, stamp collecting, a book club, tennis, golf, etc.) Quick dinner, lunch, or breakfast Special event: the theater, a book-signing party, or a concert is made even more special if I bring along a few people who I think might particularly enjoy the occasion. Entertaining at home. © Giovanni Dubois 2013
  21. 21. 21 The Cold Call  I dont know who you are.  I dont know your company.  I dont know what your company stands for.  I dont know your companys customers.  I dont know you companys products.  I dont know your companys reputation.  Now—what was it you wanted to sell me?Macka, Harvey. Swim with the Sharks. © Giovanni Dubois 2013
  22. 22. 22The Warm Call Convey credibility by mentioning a familiar person or institution State your value proposition how can I help you Impart urgency and convenience by being prepared to do whatever it takes whenever it takes to meet the other person on his/her own terms Be prepared to offer a compromise that secures a definite follow-up © Giovanni Dubois 2013
  23. 23. 23Follow up or Fail Always express your gratitude. Include an item of interest from your meeting or conversation Reaffirm whatever commitments you both made—going both ways Be brief and to the point Always address the thank-you note to the person by name © Giovanni Dubois 2013
  24. 24. 24Follow up or Fail Timeliness is key. Send them as soon as possible after the meeting or interview. Many people wait until the holidays to say thank you or reach out. Why wait? Your follow-ups will be timelier, more appropriate, and certainly better remembered. Dont forget to follow up with those who have acted as the go between for you and someone else. Let the original referrer know how the conversation went, and express your appreciation for their help. © Giovanni Dubois 2013
  25. 25. Connecting with 25Connectors Acquaintances, in short, represent a source of social power, and the more acquaintances you have, the more powerful you are —Michael Gladwell Restauranteurs  Journalists Headhunters Lobbyists Fundraisers Public relations people Politicians © Giovanni Dubois 2013
  26. 26. 26The Art of Small Talk Become genuinely interested in other people Be a good listener. Encourage others to talk about themselves Let the other person do a great deal of the talking Smile Talk in terms of the other persons interests Give honest and sincere appreciation "Youre wonderful. Tell me more." © Giovanni Dubois 2013
  27. 27. 27 Turning Connectionsinto Compatriots“Good actions give strength to ourselves and inspire good actions in others.” - Plato
  28. 28. 28Health, Wealth, Children Every human is an opportunity to help and be helped If youre going to deal with peoples most important issues, give those issues the commitment that they deserve The highest human need, said Maslow, is for self- actualization— the desire to become the best you can be. Maslow argues we cant attend to our highest needs until we attend to those at the bottom of the pyramid, like the necessities of subsistence, security, and sex.  This is where Health, Wealth and Children reside. © Giovanni Dubois 2013
  29. 29. 29Pinging – All the Time Three modes of communication before there is substantive recognition: an e-mail, a phone call, and a face-to-face encounter Nurture a developing relationship with a phone call or e-mail at least once a month If you want to transform a contact into a friend, you need a minimum of two face-to-face meetings out of the office/school Maintaining a secondary relationship requires two to three pings a year © Giovanni Dubois 2013
  30. 30. 30Final thoughts Find Mentors, Find Mentees, Repeat Be interesting Build your brand Broadcast your brand Networking = Building relationships for mutual benefit © Giovanni Dubois 2013
  31. 31. Any questions? 31© Giovanni Dubois 2013
  32. 32. 32More Information Giovanni Dubois – LAM Network: © Giovanni Dubois 2013
  33. 33. 33 References  Book: Never Eat Alone by Keith Ferrazzi **  Harvard’s Alumni Network Advice   Book: The Tipping Point by Michael Gladwell  Book: How To Win Friends and Influence People by Dale Carnegie  TED TALK: Amy Cuddy: Your Body Language Shapes Who You Are.  CareerXroads 2011 – 2012** A big chunk of this material is borrowed from Never Eat Alone. I have followed Keith’s advice in the book where hesays that we should use his content to promote building valuable relationships while presenting to organizations andto build our network © Giovanni Dubois 2013