This document provides information on improving networking skills. It defines networking and discusses the benefits of creating relationships for mutual benefit. It recommends adopting a rule to greet acquaintances with openness, willingness to help, and an offer to stay in touch. The document also discusses offline and online opportunities for networking, including attending events, participating in groups, starting discussions, and using tools like LinkedIn. It emphasizes developing a personal action plan to review skills and places to build a network.

1. Improving your Networking
Skills
Facilitated by Ian J Seath
V2

2. Today’s workshop…

3. 6 degrees of separation, down to 4
Analysis of 69 billion connections showed 99.6% of all pairs of
Facebook users are connected by paths with 5 degrees (6
hops), 92% are connected by only four degrees (5 hops)
Ref: Daily Telegraph 22/11/11 http://goo.gl/M0ljL

4. Networking: definitions…
 A supportive system of sharing information
and services among individuals and groups
having a common interest [http://dictionary.reference.com]
 Creating a group of acquaintances and
associates and keeping it active through
regular communication for mutual benefit
[www.businessdictionary.com]
 Networking depends on relationships

5. One simple rule
 “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
trifurcated 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.”
[Buzzy Gordon - http://entrepreneurs.about.com]

6. How big is your network?
People you
have known
in the past
People you
know now
People you
will know in
the future

7. Dunbar’s number
 150 = the maximum
number of people with
whom we can maintain
relationships
 Hypothesis by primatologist
Robin Dunbar that 150 is the
maximum number of social
interactions you can manage
 It is the number at which groups
start to break down
 The number is higher or lower
across different species of social
primates

8. Map your network
My Network
Colleagues
Prof. Orgs. Universities Friends Suppliers Customers

9. BENEFITS AND BARRIERS

10. 3 reasons for networking
• People who can help
Operation you get your work done
-al • Often internal & current-
focused
• People who can help
you grow personally &
Personal professionally
• Usually external & share
common interests
• People who can help
you shape your future
goals & direction
Strategic • May be internal or
external & are future-
oriented
How Leaders Create and Use Networks
by Herminia Ibarra and Mark Hunter HBR Jan. 2007

11.  Introverts  Extroverts

12. Introverts and Extroverts
Introverts Extroverts
 Think, then speak  Speak, then think
 Prefer small groups  Enjoy being in bigger
 Comfortable being alone groups
 Know a few people well  Have lots of friends
 Take risks, carefully (!)  Get their energy from
 Solitude is a catalyst for
other people
their creativity  Dive into new situations
 Focus on one thing at a
with energy
time  Thrive on surprises and
not knowing “what’s up”
 Good multi-taskers

13. If you’re an Introvert…
 It’s not about selling yourself, it’s about helping other people
 It’s not about becoming popular, it’s about learning and sharing
 If it’s hard to talk to strangers, make it easy for them to talk to you
 Ask good questions (Open Questions)
 Be more interested in them than in yourself
 Look for ways to help them
 Follow-up meetings with ideas, offers to help, recommendations
 Make it easy for others to find you (use online tools)
 Most of these apply to Extroverts too!
The Shy Connector: http://goo.gl/Oys3D

14. Not all network contacts are equal
 Networks contain a small number of people that have
proportionately more influence over the network than
others
 This 5-10 per cent of individuals, called critical
connectors by organisational anthropologist Karen
Stephenson, occupy specific places within networks
Ref: http://goo.gl/mWXgA

15. Hubs, Gate-keepers & Pulse-takers
Hubs are directly Gatekeepers stand Pulse-takers are
connected to many at the intersection the covert
people and, as a between parts of the influencers within
result, have the ability organisation, or networks who are
to disseminate areas of expertise often more knowing
information quickly than known, and
they connect with
others strategically

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

17. OFFLINE NETWORKING

18. Networking made easy (easier)
Passive
 Attend events
 Participate in events with activities
 Speak at events
 Volunteer to help organise events
Active
 Host an event
 The “One minute talk” or “Ice-breaker
conversation” is required for all the above

19. The one minute talk
 This is your response to
anyone asking who you
are and what you do
 At a conference, seminar,
event
 Over lunch, coffee, drinks
 It needs to be clear,
concise and interesting
 Reverse it to start a
conversation with
someone

20. The one minute talk should answer
four questions…
 Who are you?
 What do you do?
 Why are you here?
 Why should the person
you are speaking to
care?
It’s about them, not about you!
Ref: http://goo.gl/NX8dS

21. Other offline opportunities
 Conferencing Tips &
Etiquette…
 Telephone calls  Test the kit first!
 Video and  One person to chair
Teleconferences  Make introductions at start
 One person speaking at a time
 Speak in your normal voice, don’t
 N.B. Increasingly, shout
these are being  Include the person’s name when
supported by asking a question
web-based screen/  Turn off mobiles & mute PCs
desktop-sharing  Don’t rustle papers or tap pens
 Avoid side conversations

22. ONLINE NETWORKING

23. Networking made easy (easier)
 Engage in online communities (90:9:1 Rule)
 Lurk in groups (90%)
 Respond to others’ contributions (9%)
 Start conversations (1%)
 Start a group (and remember 90:9:1)
 Host, or participate in, webinars
 Subscribe to news feeds, or curated online
journals
 Forward “this might interest you” articles
 Write a blog, subscribe, comment (= peer
review)
 Create a wiki
 Share presentations via Slideshare.net

24. LinkedIn

25. PERSONAL ACTION PLANS

26. So, we’ve talked about…
 What networking is
 Benefits and barriers
 Places to build our networks, online and
offline
 Skills and tools to use

27. Your action plan…
See it
Review it Say it
Do it Write it

28. Facilitated by Ian J Seath
ian.seath@improvement-skills.co.uk
+44 (0)7850 728506
@ianjseath
uk.linkedin.com/in/ianjseath