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Effective Networking1st June 2012
Dr. Tracy Bussoli
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Activities of networking
• Preparing for networking• Finding people• Making contact• Talking about yourself• Asking for things• Finishing the conversation• Following up• Maintaining links
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Objectives
• Why: Think about why we need to create and maintain contacts
• How: Learn some rules/tools to help with creating and maintaining contacts
• Some Practice
In small groups
• Why is important to create contacts?
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Why creating contacts useful?• Build partnerships with business and industry• Make your research more effective and successful encouraging
wider impact on society and the economy• Create partnerships with internal departments and external
organisations• Find a new employees for your team• Find out what the competition is doing• Find people who supply goods and services you may need• Get known by others• Get others to know what you do• Help others with their business challenges• Increase your knowledge of your marketplace or specialist area
of expertise• Make new social and business friends• Meet key people and decision makers for partnerships and
fundraising• Raise your own and the organisation’s profile
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How
Some principles………..
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Finding people
In person and on-line
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Finding people• Start with people you know e.g.
supervisors and academics• Whom they might know?• Think ‘connectors’• Think about them; who do they
interact with?• Use professional / industry
associations• Conferences and events• Use LinkedIn / Facebook
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Finding People…..get out there
Don’t spend all your time at a PC waiting for people to come to you.
• In person…at meetings, chance encounters, on the phone 80%
• Electronically…..email, linked-in, etc. 20%
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Because….
• A tweet: forgotten in microseconds
• An email: forgotten in two minutes
• A telephone conversation: forgotten in half an hour
• A face to face meeting with a follow-up thank you…..six months!
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Building relationships
AllianceAdvocacyAssistance
AdviceAnswers
Talking to people
• Half people are number 1 and half are number 2.
• In three minutes, number 2 has to find out as much about number 1 looking for things that connect you.
• Then reverse the process.
• Each pair in the room then feeds back a few things that connect them
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Finding Contacts in person
Talking to people
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Preparation: Think about you
• Connector team-builder – networker – resource finder
• Creator inventor – designer – innovator
• Influencer persuader – salesperson – campaigner
• Pioneer entrepreneur – trailblazer – risk-taker
• Researcher investigator – explorer – enquirer
• Adviserconsultant – guide – counsellor
• Inspirer visionary – motivator – example-setter
• Communicator educator – explainer – spokesperson
• Problem-solver trouble-shooter – analyst – fixer
• Implementer achiever – worker – pragmatist
• Strategist decision-maker – goal-setter – navigator
• Organiser planner – anticipator – coordinator
• Mediator negotiator – agent – intermediary
• Nurturer developer – carer – helper
• Evaluator auditor – judge – monitor
• Something else?
What do you want people to remember about you?
What stories will help them remember?
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Preparation: Think about them
• What is interesting about them?• What questions might they have
answers to?• What do they need or value?• How could you benefit them?• What could they do for you
without effort?
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What type of questions should I ask?
• Open questions
• Start with What, Where, How, When and Why?
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Questions• How did you get into this area?• What would surprise someone
from outside the field?• What motivates you in this role?• What challenges do you face
regularly?• What one bit of experience or skill
would get you noticed in this area?• What other questions would you
ask?
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Script elements
• Intro: Hi, my name is...• Label/hook: I’m really interested in...• Request: I was hoping I could ask you
a couple of questions about...• Appreciation: ...was really helpful
because...• Follow-up: Could I contact you
another time if I have more questions?
Networking Scenarios
• On your handouts, you have four scenarios that involve elements of networking.
• In groups, choose 1 scenarios and discuss how you would approach this.
• Member from each group feeds back.
In small groups, think about the different ways of finding relevant contacts online
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Finding Contacts: Online• Names on publications• Professional bodies• Linked-in, Facebook, MySpace,
twitter• Forum/discussion boards of
professional bodies/linked-in.• Networking Events (find out who
is attending beforehand) • Queen Mary Alumni (linked-in)
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Some Features of Linked-In
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Searching for Companies
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Search for People
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Finding Jobs
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Joining Relevant Groups
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So, what’s stopping you? • Shyness or
embarrassment?• Fear of failure?• Making a fool of
yourself?• Moral objections?• Lack of confidence?• Lack of contacts?• Lack of time?• Don’t know how?• Something else?
London Closed Because of Snow by Lars Ploughmanflickr.com/photos/75062596@N00/3246533121/
Learning from others
In pairs:
Tell your partner about a person that you think is good at networking.
What do they do and how does this add to their success?
Report back in to whole group
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Resources• Networking for Introverts: http://
www.slideshare.net/sachac/the-shy-connector• Personal Networking: how to make connections count,
Mike Cope, Pearson Education, 2003• Vault Guide to Schmoozing, Mercer Lerner, Ed Shen, Mark
Oldman, Hussan Hamadeh, Vault 2002• Networking for job search and Career Success, L Michelle
Tullier, PhD, JIST works, 2004• www.quintcareers.com/networking.html• http://www.slideshare.net/neilfws/what-can-science-netw
orking-online-do-for-you-presentation• http://sciencecareers.sciencemag.org/advanced_search/r
esults?v:project=ezpubproj&render.function=xml-feed&sources=ezpub&query=networking
• http://academia-101.blogspot.com/2006/03/networking-and-other-academic-hobbies.html
• http://aclinks.wordpress.com/2009/03/31/networking-on-the-network/
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