Networking is a fundamental part of building good business relationships and a tool to further enhance your professional success. Group networking is a fun, effective, low pressure way to add valuable contacts to your business network however many of us do not gain these benefits. Making business contacts is an important part of career advancement. Knowing how to do it is important to personal development. In this workshop we will discuss and consider •Why am I networking •What is my networking purpose •What do I do after an event to ensure I capitalise on my networking experience

1. Networking for Success
Mini-Workshop
Frankfurt/Main 21.06.2012
Created by Daniela Roman
President EuropeanPWN - Frankfurt

2. AGENDA
1. About „networking“
2. WHY „Networking“
3. WHO needs to hear your message
4. WHY women won‘t network
5. HOW to prepare for business networking
6. Networking „MISTAKES“
7. WHAT makes a networker successful
8. HBR Management Tip
9. YOUR EPWN Networking Events
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 2

3. 1. About „NETWORKING“
Networking is not an event…it is a process.
It’s not about how many business cards you give out or
collect or how many friends or followers you have.
Business networking is the process of building mutually
beneficial relationships to boost referrals for everyone
involved.
Networking isn’t just about acquiring new business; it is
about surrounding yourself with a support network for
your life in general. You can never have too many
contacts!
It’s about the quality of the connections you make, your
Person A Person B Person C Person …
follow up with those connections and the value YOU
provide.
“If two people in a social network have a person in common, then there is an increased
likelihood that they will know each other at some point in the future. “
(From the book Networks, Crowds, and Markets: Reasoning about a Highly Connected World. By David Easley and Jon Kleinberg.
Cambridge University Press, 2010.)
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 3

4. 2. WHY „NETWORKING“
Networking helps you…
• Gain information about a discipline, firm, or industry (especially about changes)
• Narrow your choices for careers, job search, academic majors, internships
• Meet new and interesting/influential people
• Re-establish contact with people you already know
• Connect with people who can assist and support your career management activities
• Create opportunities through contacts
• … and more
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 4

5. 3. WHO NEEDS TO HEAR YOUR MESSAGE
EMOTIONAL DEVELOPMENT PROMOTIONAL MATERIAL
CONFIDANTE MENTOR CHALLENGER FIXER CONNECTOR PEOPLE
EXPERT
CRISIS MANAGER MATCHMAKER FINANCE
VALIDATOR
YOU MARKETER
ESCAPIST
(From the books “Networks, Crowds, and Markets”
and “And What do you do?”.)
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 5

6. 4. Why Women Won’t Network
Have you ever thought about any
of the below reasons?
Make „friends“ along your way
• lack of confidence & knowledge
that help you stay on track!
• little practice
• very uncomfortable at events
• not convinced it will work (for me!)
• unsure of my value/worth
• no strategy
• cant be authentic/just myself
• no time
• need ‘permission’
• don’t like (no good at) self marketing
• unsure of my message/brand surely
• performance should say it all?
Life is full of crossroads that you
• fear of rejection
never know about unless you
• don’t know how to get started NETWORK!
(From Women@Work No. 10, EuropeanPWN)
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 6

7. 5. How to prepare for BUSINESS NETWORKING
1. Pitch yourself = define your personal branding strategy
2. Refine your goals
PREPARATION
3. What are you at: promoting your business, moving jobs, changing career, investing for the future?
4. Whom do you want to network with ?
5. National/international ?
6. Average age, type of business, seniority
7. Prepare your pitch
8. Select keywords/tags
9. Write a concise, readable (like you speak) objective
Networking is making the most of the people you meet to your mutual advantage.
(Carole Stone – BBC journalist)
1. Know who you are (list your skills and talents)
WHILE NETWORKING
2. Know what you want
3. Know what you offer
4. Know who can give to you
5. Know network protocol
6. Attend events alone
7. Do not wait for somebody to approach you first
8. Have Questions
9. Listen
10. Know how to track
11. Follow-up
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 7

8. 6. NETWORKING „MISTAKES“
Networking isn’t about short-term gain, but about learning, growing, and forming
connections.
Popular „mistakes“ You don't know you're making:
1. Talking about Yourself—all the time
2. Expecting a job
3. Not saying “Thanks”
4. Forgetting to follow up
5. Not focussed on a goal
6. Loosing track of your contacts
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 8

9. 7. SUCCESSFUL NETWORKERS
• Are open-minded
• Are prepared and persistent
• Are current on events START THINKING ABOUT
(i.e. news, industry trends, etc.)
• Use their imaginations WHAT IS WHAT I CAN DO FOR
• Treat everyone in their network as equals MY NETWORK
(non-hierarchical)
• Choose members for information, not position and
• Are not afraid to ask for what they need
• Always thank their networks WHAT MY NETWORK CAN DO
• Set clear, realistic and achievable goals FOR ME
• Are patient! It takes time and energy to build a
caring community
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 9

10. 8. HBR Management Tip
Network with Purpose
“When it comes to networking, quality matters more than quantity.
But how do you meet the right people?
One way is to ask for introductions. Reach out to influential people in your network and ask
them to put you in touch with others.
Be specific about the introductions you want and why you want them. Explain what you are
trying to achieve and the kind of contacts that would help you get there. Are you seeking
your next job opportunity? Are you looking for ways to promote yourself? If you’re
uncomfortable with being bold, remember that people enjoy helping others and you can
always return the favor with some introductions of your own.”
http://hbr.org/tip/2012/03/16/network-with-purpose
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 10

11. 9. YOUR EPWN Networking Events
FRANKFURT/MAIN
Daniela Roman - President Agnieszka Krzeminska
Corporate Partners Board Member Mentoring
Kristina Faddoul - Co-President Katerina Alm
Membership / Corporate
Board Member – Events/External
Partners Communication
Daniela Markovic
Board Member - Events/External
Communication
http://www.europeanpwn.net
Chapter: Frankfurt
Email: frankfurt@europeanpwn.net
Created by Daniela Roman, 21.06.2012 EPWN - For your personal and professional growth 11

12. Sources :
• “Networks, Crowds, and Markets: Reasoning about a Highly Connected World” by David
Easley and Jon Kleinberg. Cambridge University Press, 2010
• Forbes Magazin
• Global Business Women
• Australian Business Womens‘ Network
• European Professional Women‘s Network publications
• „And what do you do?“ – 10 steps to creating a portfolio career – Barrie Hopson and Katie
Ledger, A&C Black London, 2009
For further questions please contact:
Daniela Ana-Maria Roman
- Six Sigma Black Belt –
President EPWN Frankfurt
Email: daniela.roman@consultant.com