Business networking- Perspectives, practices and tools for a sharing economy

Business
Networking
Perspectives, Practices and Tools for Succeeding in the
Sharing Economy
1 © Gravitas- www.gravitaslpi.com

Networking? Why me!?

…for every manager who instinctively
constructs and maintains a useful network, we
see several who struggle to overcome this innate
resistance. Yet the alternative to networking is to
fail—either in reaching for a leadership position
or in succeeding at it.
- Herminia Ibarra, How Leaders Create and Use
Networks

Business Case For Networking
• PricewaterhouseCoopers
• Seats to meet
• Cisco Systems
• Renault- Carlos Ghosn
• TCS

Networking Inside the Organization
If you apply the how-can-I-be-helpful approach to networking inside an
organization, you have an almost textbook definition of collaboration. Not only
is it okay to build networks inside a company, it’s darn near an imperative.
Building a web of strong relationships up, down, and across your organization
is invaluable for any projects and tasks that you could hope to accomplish,
especially inside large organizations
-Inside Networking:
-How and Why to Build a Network Inside
Your Organization; wharton@work

Networking Defined
‘Networking’ is the deliberate activity of creating, freshening, and
strengthening links between you and other people. It’s relationship
building with the intent of leveraging who and what you know to help
other people be successful. It’s an art that involves the constant exchange
of favors and information.

What Networking is not
• Schmoozing
• Collecting business cards at an event
• Apple- polishing the boss
• To gain undue advantage with your “connections”

But why now…how did we get
here?

…because the definition of job as we know has
changed and has come to mean just your next
project.

“A career is now not so much a ladder of
roles, but a growing reputation for making
things happen. Influence, not authority, is what
drives the political organization today in all
organizations”
-Charles Handy, The Leader of the Future

Influence has replaced
Authority

Organization Structure
Then Now
Technology
Globalization
Competition

Hierarchies have become
Networks

Old Workplace
Loyalty
Conformity
Hierarchy
New workplace
Creativity
Individuality
Initiative
Employer Expectation

So….
A wide-reaching network is one of the surest ways to succeed
in today’s workplace.
…because today’s primary currency is information. With
working remotely, it’s up to other people to share information
with you, so if you’re not connected with people you’re not
going to get information.

“It takes only a moment’s conscious decision to become a
networker, with no interference to one’s daily routine. All it
requires is a slight shift in attitude, and adopting one simple rule:
Greet each new acquaintance with an openness to learn more
about that person, a willingness to help, and an offer to stay in
touch.”
Networking- a mindset

Your networking plan
Map your
network
Identify your
critical
connections
Engage and
add value
Develop &
grow your
network

1…
Map Your Network
©Gravitas- Networth Continual Learning & Training

Map your Network
Operational Network
•People who can help you get your work done
• Often internal & current-focused
Personal Network
•People who can help you grow personally &
professionally
•Usually external & share common interests
Strategic Network
•People who can help you shape your future goals &
direction
•May be internal or external & are future-oriented

Map Your Network
• Past, Present, Future
• On-line/ Off-line
• Contact list on Google, Linkedin

2…
Identify Critical
Connections

POWER/INFLUENCE
INTEREST
Low Power, Low
Importance
Least Important,
Minimal Effort
High Power, Low
Interest
Meet their needs
Keep Satisfied
Low Power, High
Interest
Show consideration,
Keep informed
High Power , High
Interest
Key Player
Engage Closely
Low High
High
Identify Critical Connections

POWER/INFLUENCE
INTERESTLow High
High

The “How to” of Networking

3…
Engage & Add Value

Engage & Add
Value
• Never eat alone
• Be in constant contact- Phone, e-mail, in-person
• They need to hear from you in email, tel call, in person
• Forward articles
• Online – participate in groups
• When people are promoted, receive an award, or
otherwise achieve something, send congratulations.

Engage & Add Value
• Conduct Informational Interview – GAINS
approach
• “What are you working on?”
• “How can I help you be successful?”
• future introduction. Code language evolves:
“It would be good for you to connect . . .”
• If you can’t think of anyone at the
moment, learn as much as you can about
the other person and anticipate a

4…
Develop & Grow
Your Network

Develop & Grow Your
Network
• Mindset- How can I help- what can I give
• Create visibility – build a personal brand
• Set goals for networking activities- meeting people, passing referrals, etc
• Create a diverse network
• contribute to charitable and community causes
• Attend events
• Find mentors, get coached

Tools & Resources

• Decide to build your network
• Commit time & deadline to create your networking plan
• Define your value proposition- Who, what, why
• Work on your profile
• Start with personal network
• Make a list of all the people you feel are important to you
• Set activity goals for tomorrow/this week
• Get a coach/Mentor to help you with your plan
Immediate Next Steps…

One last thought…
grow an abundance mentality

There’s nothing wrong with wanting to be the
best in the world, as long as you also want to be the best for the
world…love, reciprocity and knowledge are not like bank
accounts that grow smaller as you use them.
-Keith Ferrazzi, Never Eat Alone

Business networking- Perspectives, practices and tools for a sharing economy

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