2.1c serving builds better networks 2014 1125v2djm f - web

© Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved.

Serving BUILDS Be.er Networks SOLID Networking through Servant Leadership


INDEX

•  Overview: Serving BUILDS Be.er Networks 3

•  Build Trust (See page 5 for important diagram) 4

•  Understand Needs 6

•  Involve Others 8

•  Listen to Concerns 10

•  Decide on AcNon 12

•  Serve with Excellence (See page 17 for important diagram) 14

•  Networking for Career Planning (See page 19 for Summary) 16

•  About SOLID ExecuNve Partners (See page 23 for free session) 20

© Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved. 3

BUILD TRUST


B . . . Build Trust

What Is Trust? •  General defini+on •  Working defini+on—specific to networking •  Trust by objec+ve; inten+onality; beginning with end in mind

When Do You Know You Have It? •  Facial expression; body language; tone •  Types of comments and ques+ons asked •  Schedule (amount of +me given)

How Do You Build and Keep It? •  How much +me does it take to gain? To lose? •  How can it be protected? •  How can one con+nue to increase it?

4

© Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved. 5 © Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved.

Hi]ng Your Sweet Spot Builds Trust

The intersection of these four areas define your Sweet Spot of greatest competencies as a senior leader.


UNDERSTAND NEEDS

6


U . . . Understand Needs

The ASK Principle •  Ask, don’t tell •  Use of open-‐ and closed-‐ended ques+ons •  Ac+ve listening; the basic need everyone has: “To be heard”

“Seek First to Understand, Then to Be Understood” •  Always ask about them as a person; get personal •  Ask about spouse and children, community involvement, career aspira+ons •  Ask about their specific needs; don’t give up easily

Follow Up •  Timing is cri+cal; hot to warm to cool in days, not weeks •  Integrity: Keeping your word •  Organiza+onal systems—essen+al to effec+ve networking

7


INVOLVE OTHERS

8


I . . . Involve Others Digital ConnecNons

•  Email intros: What is the ideal structure for maximum impact? •  Telephone intros: The value of a three-‐way call •  LinkedIn; TwiXer; Facebook; other

In-‐Person Methodology •  One on one •  Small group •  Large group

Advanced Strategies •  How to involve others •  Showing apprecia+on •  Reciproca+on

9


LISTEN TO CONCERNS

10


L . . . Listen to Concerns Everyone Has Concerns when Networking

•  Behavioral styles •  Dominant life mo+va+ons •  Poli+cal posi+oning and societal pressure

AlleviaNng Concerns •  How to establish credibility; look for opportuni+es to be self-‐effacing •  Ques+ons to ask •  Comments to make

AlleviaNng Your Own Concerns—or Not! •  Be selec+ve; protect your network •  Follow your ins+ncts; trust your gut •  Avoid certain “types”; givers vs. takers, rela+onally-‐challenged, etc.

11


DECIDE ON ACTION

12


D . . . Decide on AcNon

Deciding on Appropriate Next Steps •  Low priority: No business value; need to respecaully disengage •  Medium priority: Somewhat useful business value; may not produce results •  High priority: Most likely to successfully make desired introduc+ons

AcNons that Can Be Taken •  By you •  By them •  By others

The Art of Closing the Sale: Decide on Appropriate AcNon •  Timing •  Discipline and process •  Chemistry

13

© Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved. 14

SERVE WITH EXCELLENCE


S . . . Serve with Excellence What Does It Mean to “Serve”?

•  General defini+on •  Working defini+on—specific to networking •  Serve by objec+ve

Servant Leadership •  What is it? •  What does it look like in others? •  What do we want it to look like in ourselves?

Serving Others Is Not as AltruisNc as It Sounds •  Deposits into emo+onal bank accounts •  Quid pro quo is not a dirty phrase •  Increasing our “serve”; beXer serving others through effec+ve networking

15


Networking for Career Planning

16


Bi-‐Focal Career Planning

17 © Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved.

Present Role Next Role Role Ager Next

Porholio

TacNcal Goal: Get “Next Role” •

Job Focus

Career Focus

”Next” ”Next Next”

”Portfolio”

”Now”

Strategic Goal: Manage Career

“Plan your career, and work your plan; if you fail to plan, you have planned to fail.”


Strategic Career Planning

•  Most don’t plan career – “strategy-‐less” –  Subop+mal; can derail your career; ofen does –  Companies/recruiters pursue their own self-‐interests –  You need to determine/execute what’s best for you

•  Planning starts with “end in mind” –  Bi-‐focal vision required; long range AND tac+cal –  Start today to prepare for ‘Poraolio Life’ –  Pursue ac+vi+es now you will do in “semi-‐re+rement”

18 © Copyright 2014. SOLID Executive Partners, LLC. All Rights Reserved.


Summary

Serving by ObjecNve •  Build trust •  Understand needs •  Involve others •  Listen to concerns •  Decide on ac+on •  Serve with excellence

The Principle of Service •  Servant leadership •  “To serve, not be served”

Being Yourself •  Authen+city •  Integrity •  Core Character

19


ABOUT SOLID

20


Dynamic Team of Top Providers

21

Daniel Mueller President & CEO 18-‐plus years of senior execu+ve experience as CEO of 4 professional services firms, who leads a strong team of top CEO advisors, execu+ve coaches, and management consultants.


NaNonal Presence

US Markets –  18 ci+es that SOLID has had, or currently has engagements –  5 current key ci+es:

•  Aus+n, Chicago, Houston, Dallas, and Denver –  Objec+ve: 50 – 100 Execu+ve Partners per city by 2020

22


Complimentary Good Will Gestures

Good-‐Will Gestures

23

•  Access to our resource portal •  Complimentary coaching session •  Introductions through LinkedIn


More than 1,000 Clients Served since 1989

24


Thank you for joining us today. We hope you enjoyed the presentation. If you have questions or comments, please contact

Amanda Pelham.

[email protected]

2.1c serving builds better networks 2014 1125v2djm f - web

Career

Transcript of 2.1c serving builds better networks 2014 1125v2djm f - web