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© Darja Gutnick Consultingwww.dgc.consulting
Networking Hacks
Berlin, 24.03.2015
© Darja Gutnick Consultingwww.dgc.consulting 2
WE PROVIDE ORGANIZATIONAL DEVELOPMENT SERVICES TO
STARTUPS, CORPORATES AND INSTITUTIONS
© Darja Gutnick Consultingwww.dgc.consulting 3
WE WORK WITH A RANGE OF HIGH-PROFILE CLIENTS
© Darja Gutnick Consultingwww.dgc.consulting 4
WE PRIMARILY FOCUS ON NETWORK BUILDING AND
ORGANIZATIONAL DEVELOPMENT
© Darja Gutnick Consultingwww.dgc.consulting
1. Secrets to successful networking
2. Put it in practice: Fraunhofer Project Marketplace
5
AGENDA
© Darja Gutnick Consultingwww.dgc.consulting 6
AGENDA
1. Secrets to successful networking
2. Put it in practice: Fraunhofer Project Marketplace
© Darja Gutnick Consultingwww.dgc.consulting 7
LOOKS FAMILIAR?
© Darja Gutnick Consultingwww.dgc.consulting 8
NETWORKING IS A SPORT
© Darja Gutnick Consultingwww.dgc.consulting 9
NETWORKING HACKS IN A NUTSHELL
1. Know your platforms
2. Offline connection still rules
3. Volunteer
4. Research
5. Know your pitch!
6. Get in line
7. Be yourself
8. Step up your confidence game
9. Value feedback
10. ALWAYS Follow-Up
11. Value every relationship
12. Pay it forward
© Darja Gutnick Consultingwww.dgc.consulting 10
1. KNOW YOUR PLATFORMS
Online Platforms: Twitter, XING
© Darja Gutnick Consultingwww.dgc.consulting 11
1. KNOW YOUR PLATFORMS
Online Platforms: Quora, LinkedIn
© Darja Gutnick Consultingwww.dgc.consulting 12
1. KNOW YOUR PLATFORMS
Offline Platforms: Cross-Verticle Events and Fairs
© Darja Gutnick Consultingwww.dgc.consulting 13
1. KNOW YOUR PLATFORMS
Offline Platforms: Verticle-focused Events
© Darja Gutnick Consultingwww.dgc.consulting 14
1. KNOW YOUR PLATFORMS
The Conversation Prism by B. Solis & J. Thomas
© Darja Gutnick Consultingwww.dgc.consulting 15
2. OFFLINE CONNECTION STILL RULES
The 5 Rules of Building Trust
TRUST
1. Be reliable:
• Do what you
say
• Honor all
your
promises
• Do no
belittle your
promises
2. Be honest:
• Tell the truth
• If you fall
short, admit
it
• Speak
openly
• Speak your
mind and
your heart
3. Be open:• Volunteer
information
• Don’t omit
important details
• If you must keep
secrets, let it be
known
• Don’t mask
truths
• Demonstrate
that you expect
reciprocal
openness
4. Keep
confidences
• Keep
secrets that
you were
trusted with
5. Show your
integrity
• Display loyalty
• Be competent
• Demonstrate
strong moral
• Stay neutral in
conflicts
• Be objective/fair
• Don’t display
double
standards
© Darja Gutnick Consultingwww.dgc.consulting 16
3. VOLUNTEER YOUR SERVICES, TIME & INSIGHTS
Mentoring as One Way of Volunteering
© Darja Gutnick Consultingwww.dgc.consulting 17
3. VOLUNTEER YOUR SERVICES, TIME & INSIGHTS
Fraunhofer Example of Volunteering
© Darja Gutnick Consultingwww.dgc.consulting 18
4. RESEARCH (BEFORE MEETING IN PERSON/CALL)
Professional Stalking Tools
GET IN
TOUCHFIND OUT WHO YOU WANT TO CONNECT TO (& WHY?)
© Darja Gutnick Consultingwww.dgc.consulting 19
5. KNOW YOUR PITCH
Practice, practice, practice!
© Darja Gutnick Consultingwww.dgc.consulting 20
6. GET IN LINE!
Any Line, really
© Darja Gutnick Consultingwww.dgc.consulting 21
7. BE YOURSELF
Be Aware of your Strengths and Weaknesses
© Darja Gutnick Consultingwww.dgc.consulting 22
8. STEP UP YOUR CONFIDENCE GAME
Admit and Accept your Weaknesses, Focus on your Strengths
© Darja Gutnick Consultingwww.dgc.consulting 23
9. VALUE FEEDBACK
Ask and Listen
© Darja Gutnick Consultingwww.dgc.consulting 24
10. ALWAYS FOLLOW-UP
Personalized follow-up, within 48 hours ABSOLUTELY NECESSARY
© Darja Gutnick Consultingwww.dgc.consulting 25
11. VALUE EVERY RELATIONSHIP
Every relationship can potentially turn into an opportunity
© Darja Gutnick Consultingwww.dgc.consulting 26
12. PAY IT FORWARD
Give consistently, Receive occasionally
© Darja Gutnick Consultingwww.dgc.consulting 27
AGENDA
1. Secrets to successful networking
2. Put it in practice: Fraunhofer Project
Marketplace
© Darja Gutnick Consultingwww.dgc.consulting 28
FRAUNHOFER PROJECT MARKETPLACE
How it works
1. Pitch: Explain in less than 1 Min (3 sentences) what you do and why it’s the
best project on the Fraunhofer Project Market
2. Open Marketplace: Be available at your stand, at the same time try to get the
most conversations with the IXperts
3. Questions?
GOAL: START AS MANY GREAT, VALUABLE RELATIONSHIPS AS
POSSIBLE!
© Darja Gutnick Consultingwww.dgc.consulting 29
PITCH UP! 3…2…1….GO!
© Darja Gutnick Consultingwww.dgc.consulting 30
GET IN TOUCH WITH ME IF YOU WANT TO DO AWESOME STUFF
TOGETHER!
Darja GutnickStrategy & Intervention Design,
Networkbuilding/Business Development, Org.
Development
• Founder (citibuddies, Triptourage, dgc)
• Strategy Consultant (OC&C, dgc)
• PhD Candidate (Organizational
Creativity, University of Groningen, the
Netherlands)
• Passionate Networker!