Secrets of Project Networking
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Transcript of Secrets of Project Networking
The Secrets of Successful NetworkingThe Secrets of Successful Networking
Networking Strategies Networking Strategies for Project Managersfor Project Managers
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Jeff RichardsonChief Transformational Engineer
Empowered Alliances
www.SecretsOfSuccessfulNetworking.com
Empowered AlliancesEmpowered Alliances“Connecting People and Project Teams”“Connecting People and Project Teams”
Workshop Objective: To expand your networking perspective and improve connecting skills so you can solve project problems (current & future) more efficiently.
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problems (current & future) more efficiently.
Networking Objective: develop a mutually beneficial network of influential people in your company and professional community.
Experiential approach to Experiential approach to improved performanceimproved performance
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Networking Agreements Networking Agreements
� Be Interested
�Concise Communication
�Commit to Adding Value
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Commit to Adding Value
� Initiate Meaningful Conversations
How would using these agreements change your networking experience?
The Secret of Successful The Secret of Successful Networking…Networking…
…Give something of …Give something of value*value*
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…Give something of …Give something of value*value*so you’ll beso you’ll be
remembered and supported!remembered and supported!(Repeat)(Repeat)
Three Phases of the Networking ProcessThree Phases of the Networking Process
Before networkingPlan how to maximize networking impact
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1. Identify who you want to connect with
2. Select places to meet these people
3. Define goals to maximize time ROI
4. Develop valued offerings
A Network Is Your Support System for…A Network Is Your Support System for…
Current Problems
Future Project Risks
ProfessionalDevelopment
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Health Hobby Home Family
You’re Only 1You’re Only 1--2 Connections Away2 Connections Away
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YOU
Target Audience DefinedTarget Audience DefinedTitle
Function
Department
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Technology
Type- Gatekeepers- Mavens- Connectors- Salesmen
Key Connections ChecklistsKey Connections ChecklistsProfessional connections
Profession: ____________________q Consultants_________________q Subject Matter Experts_________
q Topic _______ _______________q Topic _______ _______________
q Org. leaders_________________
Project Connectionsq Sponsor ____________q PM Colleagues ________
Corporate Connectionsq HR________________q Shipping_____________q Purchasing___________
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q Org. leaders_________________q Professional Associations
q Board Members_________________q Past Chairs____________________q Membership___________________
q Assoc. Connectors____________q Authors ____________________q @ target companies
q ________ ___________________q ________ ___________________
Development Connectionsq Technical ____________q Leadership __________q Strategic ____________q Future Trends ________q _________ _________
q Purchasing___________q Exec. Admin__________q Front Desk__________
Networking “Event” OpportunitiesNetworking “Event” Opportunities
Cross-functional meetings
Professional organization
eventProfessional
Company “Cold Call”
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event
Referral from
colleagueCompany events or social
gathering
Haphazard connection
Professional conference
Networking Event Goal SettingNetworking Event Goal SettingLevel 1 Level 2 Level 3
Connect with Biz cards collected
Bc’s from maven/connector
Biz card’s from target audience
Add Value ID value to follow up with
Share value right now
Connect them to their ‘right’ person in the room
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Add Value to Event Leaders
Help w/ setup/cleanup
Listen for need & volunteer
Highlight strategic value & ID opportunity to use it
for groups benefit
Present My Self/Biz
What my areas of interest or expertise are
What goals I’m working toward
Value in connecting with me is…
Networking skill building
Intros & exit statements
Asking insightful questions
”Steering” the conversation
Increase the challenge as you grow
Three Phases of the Networking ProcessThree Phases of the Networking Process
During a networking eventRelax, meet people and initiate new relationships
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ü Keep your goals in mind
ü Make connections with target audience
ü Find ways to engage & create interest
ü Listen and add value
ü Take notes & collect contact info
Sincerity Reliability
Care Competence
BuildingTRUST
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Care Competence
How are you building trust within your Network?
Conversation StartersConversation Starters
1. Compliment the other person◦ Be subtle◦ Be sincere◦ Be observant
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◦ Be observant
Conversation StartersConversation Starters
1. Compliment the other person2. Ask a conversation starting question that…
� Is relevant to event/situation � Draws out person’s interests and/or needs
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Draws out person’s interests and/or needs� That YOU already have an answer to
Conversation Starting Questions Conversation Starting Questions
What are you passionate about?
What interests you about (topic)?
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What business opportunities are you excited to explore?
What problems are you working on now?
What do you like most about ______?
Conversation StartersConversation Starters
1. Compliment the other person2. Ask a conversation starting question3. Short answer to “What do you do?” to
create intrigue framed as “Who Am I?”
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create intrigue framed as “Who Am I?”� Adjective + professional title (Creative SW Engineer)� Career direction (“I’ve been a __, but I’d rather be __”)� Catchy title (Chief Transformational Engineer)� Company expert (XYZ’s Project Process expert)
Gravitate Toward the GroupGravitate Toward the GroupJoin the Crowd (to meet more people in less time)◦ Breaking in: “Hi, mind if I join the conversation? What are you talking about?”◦ Inviting others: “Would you like to join us ? “, then open a space in the circle
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then open a space in the circle
Identify the key individuals you want to meetØ Mavens, Connectors & Sales(wo)menØ Direct questions directly to them Ø Review names and repeat for retention
Gravitate Toward the GroupGravitate Toward the GroupLeaving the Conversation◦ “Excuse me”(walk away with purpose)◦ “Do you have a card? I’d like to talk more about ____ when we have more time.”
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time.”◦ “I’m going to mingle a little more to meet (target audience). Do you know anyone like that here?”
Practice Putting it All TogetherPractice Putting it All TogetherSimulated networking experience
Goals:- Practice 3 conversation starters- Complement
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- Complement- Ask intriguing questions- Answer for “What do you do?”
- Find area of common interest via questions- Break into 2+ conversations- Break away from 2+ conversations
Three Phases of the Networking ProcessThree Phases of the Networking Process
After a networking eventFollow-up and build longer-term relationships
ü Evaluate progress to goals
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ü Evaluate progress to goals
ü Plan specific follow-thru steps
ü Continue to provide value as a way to build key relationships
ü Make it easy for YOU to help others and for others to help you
Evaluate Progress to GoalsEvaluate Progress to GoalsTop 25% - write down specific notes & follow-thru on
commitments made tomorrowMiddle 50% - write where met & follow-up w/in 5 daysBottom 25% - toss out
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What Worked? What Didn’t Work?
Goal Accomplishment (yes/no?)
Leveraging LinkedIn to Add Value Leveraging LinkedIn to Add Value FASTFAST
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Invest in Yourself Invest in Yourself Networking for
Busy Professionals
What: 3 hr interactive workshop to develop your networking strategy & plan
Valuable Connections 4 Me?� Corporate Teams◦ Training and team-building◦ Facilitate engaging activities at corporate events ◦ Networking for New Hires
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When: Wed, Jan19th 6-9pm at Ultimate in Success 3003 Bunker Hill Ln, Santa Clara
Cost: $39 /person+$5 for “at door” registration
SPECIAL: Register by Dec 31st to get one hour coaching session FREE !!!
� Prof. Associations◦ Impactful keynotes
� Regional Conferences◦ Large group interaction ◦ Networking Strategy workshop