The document provides insights on building and managing relationships, focusing on identifying contact sources, engaging in meaningful conversations, and qualifying connections. It emphasizes the importance of regularly updating and communicating with one’s network while establishing a routine for consistent interaction. Strategies for assessing the potential of relationships and promoting mutual value are also discussed.

1. Building Relationships
Presented to
NDCC Networking Skills Workshop
April 10, 2012

2. Relationships
re * la * tion * ship [ri-ley-shuhn-ship]
3.a connection, association, or involvement.
4.connection between persons by blood or marriage.
5.an emotional or other connection between people: the
relationship between teachers and students.
6.a sexual involvement; affair.
Alice from Dallas and The
Relentless Networker

3. Two Areas of Focus
• Finding and establishing
• The “capitalization” of a
relationship
Alice from Dallas and The
Relentless Networker

4. I. Finding or Establishing
• Where do you find contacts?
• How do you start the conversation?
• How do you “qualify” people?
• How do you define the beginning, the middle
and the end?
Alice from Dallas and The
Relentless Networker

5. Finding Contacts
• Know where to look.
• Find fresh sources.
• Exhaust the tried and true sources.
Alice from Dallas and The
Relentless Networker

6. Collecting and Managing Data
• Putting it someplace central.
• Accessing it regularly.
• Culling and updating—staying current.
Alice from Dallas and The
Relentless Networker

7. Starting the Conversation
• “What part of North Dallas do you run?”
• “What do you do for your clients?”
• Bring value to every conversation.
• Ask more than tell.
• Listen more than talk.
Alice from Dallas and The
Relentless Networker

8. Qualifying People
• Are you a good match for them?
• Can you help them?
• Why should you?
• When can you do something for them?
Alice from Dallas and The
Relentless Networker

9. Defining the relationship
• Is it starting well?
• Where is it going?
• Can it change? Should it?
• Are you in it for the long haul?
Alice from Dallas and The
Relentless Networker

10. II. Capitalizing
• Collect and manage data
• Create a routine
• Communicate
Alice from Dallas and The
Relentless Networker

11. Creating a Routine
• Frequently contacting your network.
• Devise a system.
• Put it on a schedule.
• Vary it for interest—on both sides.
Alice from Dallas and The
Relentless Networker

12. Communication
• Honest.
• Direct.
• Frequent.
• Two-way.
Alice from Dallas and The
Relentless Networker

13. Exercise
 Take 3 minutes to have a conversation
 Assess and tell us if you think this is a
potential long-term or short-term
relationship.
 Determine how many people you have in
common.
Alice from Dallas and The
Relentless Networker

14. Contact Info
Alice Dykeman
info@dykemanassociates.com
214-528-2991
http://www.dykemanassociates.com
Alice from Dallas and The
Relentless Networker

15. Contact Info
Paul E Maynard
paul@paulemaynard.com
817-891-1167
www.paulemaynard.com
Alice from Dallas and The
Relentless Networker