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Improving your Networking
Skills
             Facilitated by Ian J Seath




                                          V2
Today’s workshop…
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
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
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]
How big is your network?

                       People you
                       have known
                       in the past
                       People you
                       know now
                       People you
                       will know in
                       the future
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
Map your network
                             My Network



                      Colleagues



Prof. Orgs.   Universities    Friends     Suppliers   Customers
BENEFITS AND BARRIERS
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
   Introverts      Extroverts
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
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
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
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
Your networking plan




                                     Develop &
                                     grow your
                           Engage    network
                           and add
           Identify        value
           your critical
Map your   connections
network
OFFLINE NETWORKING
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
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
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
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
ONLINE NETWORKING
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
LinkedIn
PERSONAL ACTION PLANS
So, we’ve talked about…

   What networking is
   Benefits and barriers
   Places to build our networks, online and
    offline
   Skills and tools to use
Your action plan…

                  See it


     Review it              Say it




          Do it        Write it
Facilitated by Ian J Seath




         ian.seath@improvement-skills.co.uk

         +44 (0)7850 728506

         @ianjseath

         uk.linkedin.com/in/ianjseath

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Networking Skills Workshop

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