Dr. Carl Forkner's presentation emphasizes the importance of networking in today's business environment, highlighting the evolution from 'what you know' to 'who knows you.' He discusses various types of networking including consumer-to-business, business-to-consumer, and business-to-business, along with strategies for growing one's network. The presentation also covers the role of electronic networking, particularly on platforms like LinkedIn and Facebook, in facilitating connections and opportunities.

1. Success Through
Networking
Carl B. Forkner, Ph.D.
Presentation to

2. Introduction
• Dr. Carl Forkner
– Over 35 years of experience in education, training, & leadership
– Retired Naval Officer & University Professor
– Published Author
– Director of Training & Development at DWWTC

3. Agenda:
• Networking: What is it?
• C2B Networking
• B2C Networking
• B2B Networking
• Electronic Networking
• Translating Electronic Contacts into Physical Networks
• Finding Networking Opportunities
• Q & A Period

4. Networking: What is it?
• A socioeconomic business activity by which groups of like-minded
businesspeople recognize, create, or act upon business opportunities.
• A business network is a type of business social network whose reason for
existing is business networking activity.
• A more cost-effective method of generating new business than advertising
or public relations efforts.
– Business networking is a low-cost activity that involves more personal
commitment than company money.

5. The Evolution of “It”
• In the beginning:
– It’s what you know…
• Entering the new Millennium:
– It’s who you know…
• Fast-forward to Today:
– It’s not who you know; it’s who knows you…

6. Why Network?
• Networking is the key ingredient to capture the essence of today’s
environment – who knows you.
• Five ways networking helps you:
– Confidence
– Friendships
– Opportunities
– Skill Improvement
– Shared Knowledge

7. Growing Your Network…
1. Be helpful
2. Build your reputation
3. Make yourself visible
4. Get up, get out, get going!
5. Have intentions
6. Think long-term
7. Get rejected (huh?)
8. Listen!
9. Ask questions
10.Follow Up

8. C2B Networking
• A business model in which consumers (individuals) create value and
businesses consume that value.
– A reverse auction or demand collection model, enables buyers to name or demand their
own price, which is often binding, for a specific good or service.
– The electronic commerce business model in which consumers can offer products and
services to companies, and the companies pay the consumers.
• Primary means is through Internet sites, such as Web pages, Blogs, and now
some social media platforms.

9. B2C Networking
• The exchange of information from business to consumer contacts.
• Focuses primarily on retail marketing/sales of products and services.
– Rides a backbone of social media and CRM platforms
• It’s not so much technology has changed. It’s people that have
changed how they are utilizing technology to do business.

10. B2B Networking
• A situation where one business networks to make commercial transactions
with another.
– A business is sourcing materials for their production process.
– A business needs the services of another for operational reasons.
– A business re-sells goods and services produced by others.
A key obstacle to B2B networking is managing the relationship
between sales reps and client side decision makers

11. Where does Business Meet?
• Referral networking groups
• Executive peer-to-peer coaching
• Chamber of Commerce events
• Networking groups
– Open
– Closed

12. Electronic Networking
• Facebook is the most important
for B2C networking & marketing

13. Electronic Networking
• LinkedIn is most important for
B2B networking & marketing
– Facebook is gaining ground over
the last two years…

14. Electronic Networking
• Number of active users on top 5 social media platforms
2
332 M
users
4
284 M
users
3
300 M
users
5
70 M
users
1st
1.35 B
users
2014 Data

15. Electronic Networking
• Number of daily users on top 5 social media platforms
2014 Data
2
135 M (40%)
users
1st
864 M (64%)
users
4
66 M (22%)
users
5
36 M (51%)
users
3
100 M (35%)
users

16. Electronic Networking
• Social Media Demographics

17. Why are LinkedIn & Facebook
Important?
50% of companies use Facebook to find talent
80% of companies use LinkedIn to find talent
74% of HR professionals actively use LinkedIn
93% of recruiters actively use LinkedIn to source new employees for client companies

18. Translation: From Trons to People
• Make connections meaningful
– Quality, not quantity, is most important
• Sharing information & media
• Posts
• Comment & respond
• Groups

19. Finding Networking Opportunities
• Chambers of Commerce
• Networking events
– Networking Phoenix
– Meetup
– Network After Work
– PBJ events
– Referral 101 Network
– Executives Network
– Eventbrite

20. In Closing…
• Start the conversation
• Make meaningful connections
• Nurture your connections
• Continue the conversation
• Mutual support
• Follow through
• Make networking a priority
Get up, get out, get going!

21. Success Through
Networking
Carl B. Forkner, Ph.D.