Contacts Count Presentation

Contacts Count
Putting the tools of networking to work in the
service of business and career goals for . . .
Corporations Universities GovernmentAssociations

Putting networking tools to work.© 2009 www.ContactsCount.com
Who are we?
Founded in 1990 by Anne Baber and Lynne Waymon
Co-authors of 7 books on
networking for professional
and organizational success
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.

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

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
• 85% say, “I don’t have the
network I need to
accomplish my goals.”
• 97% say “I have trouble
remembering names.”
• 85% say, “I don’t know
what I want when I go to a
networking event.”
– Contacts Count Research
“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 . . .

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

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

Which topics are key?
1. Survey your skills and mindset
Assess your mastery of networking skills and strategies
Decide which networking skills to learn next
Clear up misconceptions and recognize that networking
is a professional competency that can be learned
Make the most of your personal style – especially if
you’re an introvert
Coach yourself to adopt the right attitude for success
Avoid the 10 “turnoffs” of networking
1

Set your strategy
Know what to do and say to build trust in each of
the 6 stages of relationship building
Teach people to trust you
Demonstrate your character and competence
Choose an appropriate next step when you want
more of a relationship
Be professional (Not too pushy, not too passive)
Set goals and manage “ChoicePoints” strategically
2

Sharpen your skills
Master the 3 key moments and make conversation flow
Remember names and make yours memorable
Answer "What do you do?" to show character and competence
Steer small talk to uncover resources and opportunities
Join groups of people who are talking and handle other
awkward situations
Tell stories to make yourself memorable and teach people
how to use your expertise
Ask questions and listen generously
End conversations with the future in mind
Re-connect, follow up, and stay in touch
Improve your “ReachBack” with contacts you see rarely
3

Select your settings
Choose the right groups to join
Make the most of associations, memberships, and
conferences
Penetrate the "inner circle"
Map your internal contacts; take next steps to
develop relationships
Increase your visibility with key people
Teach people how to use your expertise, what they can count on you for
Shepherd your ideas and initiatives through the system
Develop a “big-picture” network that sends you timely information
Round up talent, uncork bureaucratic bottlenecks, expand your knowledge
base, access “inside” information, and gather business intelligence
Find a job or change careers
4

Organizational clients
Kraft
Bank of America
Deloitte
DuPont
Corning
Lockheed Martin
Raytheon
PricewaterhouseCoopers
Microsoft
Ernst & Young
Booz Allen Hamilton
First Horizon Bank
HSBC Bank
ExecuNet
Lee Hecht Harrison
Right Management Associates
Grant Thornton
Bates White
Polsinelli Shalton Flanigan
Suelthaus
Snyder, Cohn, Collyer,
Hamilton & Associates
Smithsonian
National Geographic Society
United Way
Brookings Institution
ICF International
Abt Associates
Interiors by Decorating Den
Sir Speedy
“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

Developing networking competency . . .
Organizations

University clients
Michigan
Georgetown
Maryland
Marquette
Arizona State
George Mason
Catholic
“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
Friends
Carnegie-Mellon
George Washington
Missouri
Nebraska
Baltimore
Wharton
“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

"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

Government clients
Treasury Executive Institute
U.S. Senate
U.S. Departments of State,
Agriculture, and Commerce
U.S. Navy
National Institutes of Health
Presidential Management
Fellows Program
National Technology Transfer Center
“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
Nuclear Regulatory Commission
Defense Information Systems Agency
Office of Personnel Management
National Geospatial
Intelligence Agency
National Aeronautics and Space
Administration
Naval Undersea Warfare Center
Environmental Protection Agency

“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

Association clients
American Chemical Society
Society of Women Engineers
National Association of Women Business Owners
National Business Incubation Association
Commercial Real Estate Women
Consumer Electronics Association
Women in Technology,
American Institute of Architects
National Association of Home Builders
American Council of Engineering Companies
Employee Relocation Association
Edison Electric Institute
Property Management Association
Pan Asian Women’s Association
Society of Black Professionals
National Fisheries Institute
American Society of Association
Executives
Public Relations Society of America
Medical Librarians Association
Army Librarians Association
Society of Human Resource Managers
American Society for Training and Development
Outdoor Writers Association
National Association of Colleges and Employers
American Society of Plastic Surgeons
California and Kansas Society of CPAs
International Association of Business Communicators
International Association of Personnel Managers
National Association of Public Hospitals
“The program is a ‘must see’ for any professional!”
– Russ Holbrook, HR and Operations,
American Society of Plastic Surgeons

“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

We partner with you on programs for . . .

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.

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

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

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.

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

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

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

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

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

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.
"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."
– Richard Carson, Deloitte Canada

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

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

Contacts Count Resources
Make Your Contacts Count
(AMACOM, 2nd
edition)
By Anne Baber and Lynne Waymon
This 5-star-rated book provides
indispensable networking know-how for
business and career success.
"I left feeling energized and inspired
to redouble my networking activities.
I've already told several others how
terrific your class and book are."
– 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
• What to do and say
to advance through the
6 stages of relationship
building
• Managing the 3 key
moments of networking
• Building your credibility
with stories and
examples . . . and more!
“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.
"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

Contact
Insert staff name (first, last, title)
Short bulleted bio point
Contacts Count
7623 Trammell Rd.
Annandale, VA, 22003
Phone (703) 873-7084
Marsha.marinich@contactscount.com
www.performint.com; www.contactscount.com
Insert staff
headshot
here

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