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I was asked to design and facilitate a workshop on Networking Skills and these are the slides.
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Improving your Networking Skills
Facilitated by Ian J Seath
V2
Today’s workshop…
6 degrees of separation, down to 4
Ref: Daily Telegraph 22/11/11 http://goo.gl/M0ljL
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)
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 networkMy Network
Prof. Orgs. Universities Friends Suppliers Customers
Colleagues
BENEFITS AND BARRIERS
Operation-al
• People who can help you get your work done
• Often internal & current-focused
Personal
• People who can help you grow personally & professionally
• Usually external & share common interests
Strategic
• People who can help you shape your future goals & direction
• May be internal or external & are future-oriented
3 reasons for networking
How Leaders Create and Use Networksby Herminia Ibarra and Mark Hunter HBR Jan. 2007
Introverts Extroverts
Introverts and Extroverts
Introverts Think, then speak Prefer small groups Comfortable being alone Know a few people well Take risks, carefully (!) Solitude is a catalyst for
their creativity Focus on one thing at a
time
Extroverts Speak, then think Enjoy being in bigger
groups Have lots of friends Get their energy from
other people Dive into new situations
with energy 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
Pay forward…
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 connected to many people and, as a result, have the ability to disseminate information quickly
Gatekeepers stand at the intersection between parts of the organisation, or areas of expertise
Pulse-takers are the covert influencers within networks who are often more knowing than known, and they connect with others strategically
Your networking plan
Map your network
Identify your critical connections
Engage and add value
Develop & grow your network
OFFLINE NETWORKING
Networking made easy (easier)
Attend events Participate in events with activities Speak at events Volunteer to help organise events Host an event
The “One minute talk” or “Ice-breaker conversation” is required for all the above
Passive
Active
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
Telephone calls Video and
Teleconferences
N.B. Increasingly, these are beingsupported byweb-based screen/ desktop-sharing
Conferencing Tips & Etiquette… Test the kit first! One person to chair Make introductions at start One person speaking at a time Speak in your normal voice,
don’t shout Include the person’s name when
asking a question Turn off mobiles & mute PCs 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
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
Say it
Write itDo it
Review it
Facilitated by Ian J Seath
+44 (0)7850 728506
@ianjseath
uk.linkedin.com/in/ianjseath
