““Power Networking for Power Networking for Community Impact”Community Impact”

2015 PANO Collaborative 2015 PANO Collaborative ConferenceConference

Monday, September 22, 2015Monday, September 22, 2015

Two Questions – Choose OneTwo Questions – Choose One

1.1.Discuss a great networking situation Discuss a great networking situation you have experienced ? What made it you have experienced ? What made it great?great?

2.2.Discuss a great relationship that has Discuss a great relationship that has been fostered as a result of been fostered as a result of networking? How was it nurtured? networking? How was it nurtured?

What is the definition of What is the definition of Community Impact? Community Impact?

What is Community Impact?

Impact is not directly about what you do—how many people you serve, how long you’ve been in existence or how far your service reaches.

It is about the positive change you achieve and whether it lasts

It is your bottom line and depends on nourishing

relationships

What is Community/ What is Community/ Business Networking? Business Networking?

What is community/business networking…?

Is the process of linking together individuals who, through trust and relationship building establish mutually beneficial relationships with other community/business people that should lead to a potential benefit for both parties.

Networking is building relationships

Networking is building relationshipsNetworking is building relationshipsIt’s not who you know but who knows you!It’s not who you know but who knows you!

   

Enter every relationship with the understanding that each of you represents a valuable resource with expertise to share.

The more you bring to the relationship the more you will take away – in knowledge, good will, and business success.

Each 100 contacts has access to 100 contacts

Basic Networking Basic Networking

How Do You Start?How Do You Start?

The FundamentalsThe FundamentalsAttitude is everythingAttitude is everything

Have a PlanHave a Plan

Add value…this isn’t about youAdd value…this isn’t about you

Create good…no great…interactionsCreate good…no great…interactions

Follow-upFollow-up

AttitudeAttitude is Everything is Everything

Mindset needs to be focused on …Mindset needs to be focused on …Being genuineBeing genuine

Building trust and relationshipsBuilding trust and relationships

Seeing how you can help Seeing how you can help

THOUGHTS X ACTIONS = RESULTS THOUGHTS X ACTIONS = RESULTS

Have a Have a PlanPlanWhy - have a purpose or a goal Why - have a purpose or a goal

Who - target your prospects Who - target your prospects build relationships with people you can helpbuild relationships with people you can help build relationships with people that could be a build relationships with people that could be a

good alliance for yougood alliance for you

What - type of event; choose carefully What - type of event; choose carefully

When - how often…frequencyWhen - how often…frequency

Where - repeating and diverse Where - repeating and diverse

How – Face to face, social networking, emaHow – Face to face, social networking, emails, conference callsconference calls

Add Add ValueValue……Be known as the “connector”…the “go to” Be known as the “connector”…the “go to”

person for introductionsperson for introductions

Don’t collect business cards…engage in Don’t collect business cards…engage in “meaningful conversations” “meaningful conversations”

Give valuable information and help the Give valuable information and help the person you are speaking withperson you are speaking with

Try to make the exchange memorableTry to make the exchange memorable

How do You add Value? How do You add Value?

Create Create Great Interactions Great Interactions Attend as though Attend as though you are the host!you are the host!

AELAT…practice good communicationAELAT…practice good communication ApproachApproach

EngageEngage

Learn(listen)Learn(listen)

Add valueAdd value

TransitionTransition

Work the room in an Open MannerWork the room in an Open Manner

Follow UPFollow UP Within 48 hoursWithin 48 hours

EmailEmail Hand written note of thank you…never out of styleHand written note of thank you…never out of style Connect on Linked-In Connect on Linked-In Telephone Telephone

Be sure to ASK if you can add them to your databaseBe sure to ASK if you can add them to your database If appropriate, set-up follow-up meeting If appropriate, set-up follow-up meeting Provide Value…againProvide Value…again Follow Through on Your Commitments Follow Through on Your Commitments

People generally follow-up with only 10% of connections they make*People generally follow-up with only 10% of connections they make*

*Fisher, Donna, “Professional Networking for Dummies”

Tips – Do’s and Don’tsTips – Do’s and Don’ts

Tips – Do’s and Don’ts…Tips – Do’s and Don’ts…

Cultivate rapportCultivate rapportDO NOT spend time with people you DO NOT spend time with people you

knowknowDO NOT SELLDO NOT SELLCome early and stay lateCome early and stay lateEngage the keynote speaker or honored Engage the keynote speaker or honored

guests before their presentationguests before their presentation

Tips – Do’s and Don’ts…Tips – Do’s and Don’ts…

Engage in one-on one conversationsEngage in one-on one conversationsAlways extend your hand first and always Always extend your hand first and always

shake hands good-bye…especially womenshake hands good-bye…especially womenAsk for cards, don’t give cardsAsk for cards, don’t give cardsGive introductions and ask for introductionsGive introductions and ask for introductionsWrite key information on the back of the Write key information on the back of the

business cardbusiness card

The 4The 4thth Largest Country Largest Country

Social Media Social Media It can’t be ignored…within seconds It can’t be ignored…within seconds one can log on, search for, see and one can log on, search for, see and

make judgments about you and your make judgments about you and your businessbusiness

It can be a catalyst for genuinely It can be a catalyst for genuinely establishing and building business establishing and building business

relationships relationships

Social Media Networking Social Media Networking Fundamentals…Remain the Fundamentals…Remain the

Same Same

Attitude is everythingAttitude is everything

Have a PlanHave a Plan

Add value…this isn’t about youAdd value…this isn’t about you

Create good…no great…interactionsCreate good…no great…interactions

Follow-up…Follow-up…fasterfaster

POWER NETWORKING TOOLS Network Updates Advanced Search

Personalized Invitations Tagging, Commenting , Liking

Groups

Network UpdatesNetwork Updates

Advanced SearchAdvanced Search

Personalized invitationsPersonalized invitations

Tagging, commenting, likingTagging, commenting, liking

GroupsGroups

RELATIONSHIP BUILDING TOOLS Connect with “friends” “Like” business pages

Post, share, like Stay on top of network news

Tag when appropriate

Power Networking Tools Search.twittyer.com Have conversations Twitter Chats Mention customers/contacts Respond right away…etiquette

What are two actions you will What are two actions you will take regarding your social media take regarding your social media

usage? usage?

A Word on Good A Word on Good CommunicationCommunication

Perceptions are RealityPerceptions are Reality

The Key to High Impact The Key to High Impact NetworkingNetworking

Detailed Instructions Detailed Instructions

What do you see?What do you see?

3 Tools of Communication 3 Tools of Communication ......

Copyright © ACTION International 2005

A New Way to Grow ... Strategic A New Way to Grow ... Strategic Non-profit Networks ...Circles of Non-profit Networks ...Circles of

Influence Influence

Adds the “Power” to Networking Adds the “Power” to Networking

Strategic Networks...Strategic Networks...Benefits:Benefits:Helps you co-create with community...you become nimble Helps you co-create with community...you become nimble and connected to the communityand connected to the communityYou become a high impact organization that can identify and You become a high impact organization that can identify and mobilize around needsmobilize around needsYou build networks with diverse partners and you partner You build networks with diverse partners and you partner with purpose with purpose You look outside of traditional relationships and build trusted You look outside of traditional relationships and build trusted support systems support systems More opportunities to tap into an extended networkMore opportunities to tap into an extended networkSave time, costs and resources...all teams members can be Save time, costs and resources...all teams members can be part of networkpart of network*The Commitments of High-Impact Nonprofits, Alliance for Strong Families and Communities

Your Strategic Networks...Circle of Your Strategic Networks...Circle of InfluenceInfluence

Not all network contacts are equal…your network Not all network contacts are equal…your network contains a small number of people/groups that have contains a small number of people/groups that have proportionately more influence with you and you with proportionately more influence with you and you with them…your connectors...with a shared purpose them…your connectors...with a shared purpose

Your Strategic Networks...Circle of InfluenceYour Strategic Networks...Circle of Influence

Powerful relationships built on trust and Powerful relationships built on trust and collaboration... you each help each other and collaboration... you each help each other and leverage the community and social impact you leverage the community and social impact you each can haveeach can have Diverse and inclusive of many organizations and people Diverse and inclusive of many organizations and people

who have a stake in change who have a stake in change Foster trust and accountability by weaving connections Foster trust and accountability by weaving connections

through personal relationshipsthrough personal relationships Share platforms to communicate and track progress Share platforms to communicate and track progress Connect resources for faster change and innovationConnect resources for faster change and innovation Form dense core of connections among people and Form dense core of connections among people and

organizations that have a shared purpose and actively organizations that have a shared purpose and actively cultivate new connections cultivate new connections

Your Circle of Influence – How Your Circle of Influence – How to Cultivate It to Cultivate It

1.1. Know your PurposeKnow your Purpose

2.2. Be adaptable not controlling...push to the Be adaptable not controlling...push to the edge of the networksedge of the networks

3.3. Be willing to let go of predictability...real Be willing to let go of predictability...real learninglearning

4.4. Appreciate redundancy of functions and Appreciate redundancy of functions and richness of interconnections richness of interconnections

5.5. Look for contributors before credentialsLook for contributors before credentials

6.6. Appreciate diversity and the divergence it Appreciate diversity and the divergence it brings brings

Your Circle of Influence – How to Your Circle of Influence – How to Cultivate It… Cultivate It…

2.2. Identify Identify who’s who’s in in your circle… in in your circle… Think of everyone...individuals, Think of everyone...individuals,

organizations, business, associations, organizations, business, associations, currently in your networkcurrently in your network

Develop a current list Develop a current list

Your Circle of Influence – How to Cultivate Your Circle of Influence – How to Cultivate ItIt

3.3. Identify where the gaps are and fill them...who Identify where the gaps are and fill them...who could be in the network, could be in the network, who you are missing who you are missing or or who you want to nurturewho you want to nurture

Do research Do research Use current network contacts to strengthen Use current network contacts to strengthen

interactioninteraction New connections will take time…develop trust New connections will take time…develop trust

• Social media is a great first connectionSocial media is a great first connection• Use current circle to provide introductions and endorsementsUse current circle to provide introductions and endorsements

Plan on Meeting and Developing Stronger Relationships Plan on Meeting and Developing Stronger Relationships

Your Circle of Influence – How Your Circle of Influence – How to Cultivate It… to Cultivate It…

4.4. Maintain Relationships, contribute and Maintain Relationships, contribute and Collaborate Collaborate

Develop a plan to cultivate, manage and Develop a plan to cultivate, manage and contribute contribute

Consider how often you will make contactConsider how often you will make contact

Maintain open, honest, and on-going Maintain open, honest, and on-going transparent communications transparent communications

Don’t control...let it evolveDon’t control...let it evolve

The Next Level...The Next Level...From Non-Profit Quarterly From Non-Profit Quarterly

““A Network Way of Working: A A Network Way of Working: A Compilation of Considerations about Compilation of Considerations about

Effectiveness in Networks”Effectiveness in Networks”

From Harvard Business ReviewFrom Harvard Business Review

““Nonprofit Networking: The New Way to Nonprofit Networking: The New Way to Grow”Grow”

/

A Final Thought…A Final Thought…

Trust … is the trump cardTrust … is the trump card

The TRUST EquationThe TRUST Equation Trustworthiness = Trustworthiness = Credibility + Reliability + Credibility + Reliability + IntimacyIntimacy

Self-orientationSelf-orientation

Credibility Credibility relates to our relates to our wordswords and is revealed in our and is revealed in our credentials and honestycredentials and honesty

ReliabilityReliability relates to our relates to our actionsactions and is revealed by keeping and is revealed by keeping our promisesour promises

Intimacy Intimacy relates to our relates to our emotionsemotions; people feel safe talking ; people feel safe talking about difficult agendasabout difficult agendas

Self-orientationSelf-orientation relates to our relates to our caringcaring and is revealed in our and is revealed in our focus (us or them?)focus (us or them?)

© The Trusted Advisor (Maister, Green and Galford, Free Press, 2000)© The Trusted Advisor (Maister, Green and Galford, Free Press, 2000)

Your AHA Moments Your AHA Moments

Reflection SheetReflection Sheet

Thank You Thank You