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Networking With A Purpose (What Do You Bring to the Table?). Overview & Practice Midwest Society of Professional Consultants - April 3, 2003. By Paul Collins Jordan-Webb (773) 463-2288 [email protected] www.jordan-webb.net. Key Elements of Networking. Your Management Style

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Networking with a purpose what do you bring to the table l.jpg

Networking With A Purpose(What Do You Bring to the Table?)

Overview & PracticeMidwest Society of Professional Consultants - April 3, 2003

By Paul CollinsJordan-Webb(773) [email protected]

Jordan-Webb - All Rights Reserved 1991-2003


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Key Elements of Networking

  • Your Management Style

    • How You Interact With Subordinates, Peers, Superiors

      • Empowering, Mixed, Controlling

  • Your Listening Style

    • Listening Is Good Business

      • Receiving the Message

      • Reflecting (Giving Meaning)

      • Interpreting (Deciding What You Think or Feel)

      • Responding (Acting Upon the Message)

Jordan-Webb - All Rights Reserved 1991-2003 - 2


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Self Assessments for Networking

  • Your Management Style

    • Less Than 16 - More Empowering Style

    • 16 to 30 - Mixed Style or Transition

    • Greater Than 30 - More Controlling Style

  • Your Listening Style

    • 1-5 “N” - Excellent Listening Skills

    • 6-10 “N” - Good Listener, Room to Improve

    • 11-15 “N” - Practice Will Help You Improve

    • 16-20 “N” - Listen Up! Work Needed Here!

Jordan-Webb - All Rights Reserved 1991-2003 - 3


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More Key Elements of Networking

  • Ethics & Responsibility

    • Building Relationships

      • Not Just a Means to Achieving an End

    • Building Trust vs Pseudo-trust

      • Cultivated for Mutual Benefit

    • Win-Win

      • Favorable Outcomes for “Us” and “Them”

  • Readiness & Preparedness

    • What Do We Bring to the Table?

    • What Are We Willing to Share?

Jordan-Webb - All Rights Reserved 1991-2003 - 4


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Network Resources

  • Information About

    • Decisions

    • Activities

    • People

    • Events

    • Trends

    • Problems

    • Threats

    • Opportunities

    • Technologies

    • Other Resources?

Jordan-Webb - All Rights Reserved 1991-2003 - 5


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Network Environment

  • Internal Network

    • Clients, Vendors, Suppliers...

    • Direct Links to What’s Happening Inside

    • Keeps You in the Loop

  • External Network

    • Peers, Competitors, Vendors, Suppliers...

    • Direct Links to What’s Happening in the Industry or Profession

    • Provides Reality Checks

Jordan-Webb - All Rights Reserved 1991-2003 - 6


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What You Can Do Now

  • Assess Your Management Style

  • Assess Your Listening Skills

  • Inventory Your Current Network

    • Determine Your Resources

      • People Who Could Be Helpful

      • Things That Could Be Useful

    • Analyze Your Environment

      • Close Relationships with Clients, Subordinates, Peers and Superiors

      • What Is Happening

Jordan-Webb - All Rights Reserved 1991-2003 - 7


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What You Can Do Soon

  • Get Feedback From Your Network on:

    • Your Management Style

    • Your Listening Style

  • Compare & Contrast With Your Self-Assessment

  • What Changes Do You Need:

    • To Make Your Management Style More Empowering?

    • To Improve Your Listening Skills?

Jordan-Webb - All Rights Reserved 1991-2003 - 8


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What You Can Do in the Long Run

  • Learn From What You Do and Discover

    • The Only Learning That Significantly Influences Behavior Is Self-discovered

  • Continue to Expend Your Network

    • Vendors, Suppliers, Associates, Co-workers, Competitors, etc.

  • Help Others Build Personal Networks

    • Resources and Environment

Jordan-Webb - All Rights Reserved 1991-2003 - 9


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Networking References

  • Networking Smart

    • Wayne E Baker, McGraw-Hill, 1994, ISBN 0-07-005092-9, http://www.humaxnetworks.com

  • Breakthrough Networking: Building Relationships That Work

    • Lillian D Bjorseth, Duoforce Enterprises, 1996, ISBN 0964883902, http://www.duoforce.com

  • Networlding: Building Personal and Professional Relationships in the New Network Society

    • Melissa Giovagnoli & Jocelyn Carter-Miller, 2000, ISBN 0787948195, http://www.networlding.com

  • The Power of Two

    • Melissa Giovagnoli, 1998, ISBN 0787909467, http://www.networlding.com

Jordan-Webb - All Rights Reserved 1991-2003 - 10


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Define Your Network

Jordan-Webb - All Rights Reserved 1991-2003 - 11


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1. DecisionsClientsBankingSub-contractingReferralsCash Flow ManagementPaying Bills

2. ActivitiesMFN (Board)MSPC (Programs)FacilitationConsultingSub-contractingPricingSellingMarketing StrategyCustomer Relationship MgmtReferralsCreativity/InnovationNetworking (people)Networking (computer)ProgrammingDatabase DesignContra/Square DanceEthnic Folk DanceEthnic/Folk MusicDance Teaching/CallingPublic SpeakingVolleyballSoftballSquashBasketballEvent PlanningRailroading/Model RailroadingSales PresentationsTeam DevelopmentEldercareWeb DevelopmentPublic Relations/PublicityProgram DevelopmentClassical MusicJazz/BluesTutor/Mentor ConnectionRock MusicCIMT Loyola Board of DirectorsTrainingCoaching

7. ThreatsIdentity TheftCredit Card DebtCompetitorsBusiness DevelopmentBank LoansNon-Paying ClientsSlow Paying ClientsPost 9/11 EconomyTax Audit

3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Frank (college)Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (Client)Dennis (assoc)Terell (barber)Lika (barber)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)

4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales PresentationsToastmasters Conference

8. OpportunitiesDistributed Work GroupsVirtual TeamsPublic SpeakingPublic Relations/PublicityPerformancesTeachingTrainingCoachingVirtual FacilitationDistributed FacilitationTraditional FacilitationWeb DevelopmentProfessional OrganizationsNetworking (people)

5. TrendsWeb MarketingE-Commerce SellingWeb-Based ApplicationsDistributed Work GroupsVirtual TeamsBroad Band AccessComputer-Based TrainingCustomer Relationship MgmtLeisure TimePartnering

9. TechnologiesLocal/Wide Area NetworksWorld Wide WebBroad Band AccessTeleconferencingVideoconferencingGeographic Information SystemsWeb-Based GroupwareLAN/WAN Based GroupwareFacilitated Thinking

6. ProblemsCash Flow MgmtCollectionsBusiness DevelopmentSalesMarketingJob SecurityPricingCustomer Relationship MgmtContracts

10b. Other ResourcesConsultantsNewspapersProfessorsCo-WorkersManagers

10a. Other ResourcesCompetitorsCustomersProspectsVendorsSuppliersAssociates

Jordan-Webb - All Rights Reserved 1991-2003 - 12

Resource?


Slide13 l.jpg

1. DecisionsClientsBankingSub-contractingReferralsCash Flow ManagementPaying Bills

2. ActivitiesMFN (Board)MSPC (Programs)FacilitationConsultingSub-contractingPricingSellingMarketing StrategyCustomer Relationship MgmtReferralsCreativity/InnovationNetworking (people)Networking (computer)ProgrammingDatabase DesignContra/Square DanceEthnic Folk DanceEthnic/Folk MusicDance Teaching/CallingPublic SpeakingVolleyballSoftballSquashBasketballEvent PlanningRailroading/Model RailroadingSales PresentationsTeam DevelopmentEldercareWeb DevelopmentPublic Relations/PublicityProgram DevelopmentClassical MusicJazz/BluesTutor/Mentor ConnectionRock MusicCIMT Loyola Board of DirectorsTrainingCoaching

7. ThreatsIdentity TheftCredit Card DebtCompetitorsBusiness DevelopmentBank LoansNon-Paying ClientsSlow Paying ClientsPost 9/11 EconomyTax Audit

3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Frank (college)Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (Client)Dennis (assoc)Terell (barber)Lika (barber)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)

4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales Presentations Toastmasters Conference

8. OpportunitiesDistributed Work GroupsVirtual TeamsPublic SpeakingPublic Relations/PublicityPerformancesTeachingTrainingCoachingVirtual FacilitationDistributed FacilitationTraditional FacilitationWeb DevelopmentProfessional OrganizationsNetworking (people)

5. TrendsWeb MarketingE-Commerce SellingWeb-Based ApplicationsDistributed Work GroupsVirtual TeamsBroad Band AccessComputer-Based TrainingCustomer Relationship MgmtLeisure TimePartnering

9. TechnologiesLocal/Wide Area NetworksWorld Wide WebBroad Band AccessTeleconferencingVideoconferencingGeographic Information SystemsWeb-Based GroupwareLAN/WAN Based GroupwareFacilitated Thinking

6. ProblemsCash Flow MgmtCollectionsBusiness DevelopmentSalesMarketingJob SecurityPricingCustomer Relationship MgmtContracts

10b. Other ResourcesConsultantsNewspapersProfessorsCo-WorkersManagers

10a. Other ResourcesCompetitorsCustomersProspectsVendorsSuppliersAssociates

Jordan-Webb - All Rights Reserved 1991-2003 - 13

Dave T


Slide14 l.jpg

1. DecisionsClientsBankingSub-contractingReferralsCash Flow ManagementPaying Bills

2. ActivitiesMFN (Board)MSPC (Programs)FacilitationConsultingSub-contractingPricingSellingMarketing StrategyCustomer Relationship MgmtReferralsCreativity/InnovationNetworking (people)Networking (computer)ProgrammingDatabase DesignContra/Square DanceEthnic Folk DanceEthnic/Folk MusicDance Teaching/CallingPublic SpeakingVolleyballSoftballSquashBasketballEvent PlanningRailroading/Model RailroadingSales PresentationsTeam DevelopmentEldercareWeb DevelopmentPublic Relations/PublicityProgram DevelopmentClassical MusicJazz/BluesTutor/Mentor ConnectionRock MusicCIMT Loyola Board of DirectorsTrainingCoaching

7. ThreatsIdentity TheftCredit Card DebtCompetitorsBusiness DevelopmentBank LoansNon-Paying ClientsSlow Paying ClientsPost 9/11 EconomyTax Audit

3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Frank (college)Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (Client)Dennis (assoc)Terell (barber)Lika (barber)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)

4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales PresentationsToastmasters Conference

8. OpportunitiesDistributed Work GroupsVirtual TeamsPublic SpeakingPublic Relations/PublicityPerformancesTeachingTrainingCoachingVirtual FacilitationDistributed FacilitationTraditional FacilitationWeb DevelopmentProfessional OrganizationsNetworking (people)

5. TrendsWeb MarketingE-Commerce SellingWeb-Based ApplicationsDistributed Work GroupsVirtual TeamsBroad Band AccessComputer-Based TrainingCustomer Relationship MgmtLeisure TimePartnering

9. TechnologiesLocal/Wide Area NetworksWorld Wide WebBroad Band AccessTeleconferencingVideoconferencingGeographic Information SystemsWeb-Based GroupwareLAN/WAN Based GroupwareFacilitated Thinking

6. ProblemsCash Flow MgmtCollectionsBusiness DevelopmentSalesMarketingJob SecurityPricingCustomer Relationship MgmtContracts

10b. Other ResourcesConsultantsNewspapersProfessorsCo-WorkersManagers

10a. Other ResourcesCompetitorsCustomersProspectsVendorsSuppliersAssociates

Jordan-Webb - All Rights Reserved 1991-2003 - 14

Steve B


Slide15 l.jpg

1. DecisionsClientsBankingSub-contractingReferralsCash Flow ManagementPaying Bills

2. ActivitiesMFN (Board)MSPC (Programs)FacilitationConsultingSub-contractingPricingSellingMarketing StrategyCustomer Relationship MgmtReferralsCreativity/InnovationNetworking (people)Networking (computer)ProgrammingDatabase DesignContra/Square DanceEthnic Folk DanceEthnic/Folk MusicDance Teaching/CallingPublic SpeakingVolleyballSoftballSquashBasketballEvent PlanningRailroading/Model RailroadingSales PresentationsTeam DevelopmentEldercareWeb DevelopmentPublic Relations/PublicityProgram DevelopmentClassical MusicJazz/BluesTutor/Mentor ConnectionRock MusicCIMT Loyola Board of DirectorsTrainingCoaching

7. ThreatsIdentity TheftCredit Card DebtCompetitorsBusiness DevelopmentBank LoansNon-Paying ClientsSlow Paying ClientsPost 9/11 EconomyTax Audit

3. PeoplePaul (me)Susan (spouse)Jim (father)George (father in-law)Steve B (assoc)Don (assoc)Andrew (friend)Robert (Steve’s son)David (friend)Bill (college)Wylie (college)Ioanna (college)Erica (dance)Maria (dance)Dave T (assoc)Marlyn (ASQ)Ron (prospect)Lillian (consultant)Wayne (professor)Melissa (consultant)Mazurka (musician)Gerhard (friend)Jan (teacher)Dana (consultant)Frank (college)Phil (sales trainer)Nikola (dance)Dan B (Steve’s brother)Steve M (accountant)Oscar (assoc)John (client)Judith (attorney)Kathy (client)Dave R (Client)Dennis (assoc)Terell (barber)Lika (barber)Jon (reporter)Hank (public relations)Laurie (public relations)Karen (public relations)Bob (professor)Sasha (professor)Linda (professor)Ray (supplier)

4. EventsWebIQ Training ClassASQ MeetingMFN Conference/WorkshopMSPC MeetingTutor/Mentor ConferenceEthnic Dance ChicagoDoor County Folk FestivalWisconsin Dells Int FestivalSheboygan County FestivalArlington Heights Library Media Relations ClassChicago Int FestivalConsulting EngagementsSales PresentationsToastmasters Conference

8. OpportunitiesDistributed Work GroupsVirtual TeamsPublic SpeakingPublic Relations/PublicityPerformancesTeachingTrainingCoachingVirtual FacilitationDistributed FacilitationTraditional FacilitationWeb DevelopmentProfessional OrganizationsNetworking (people)

5. TrendsWeb MarketingE-Commerce SellingWeb-Based ApplicationsDistributed Work GroupsVirtual TeamsBroad Band AccessComputer-Based TrainingCustomer Relationship MgmtLeisure TimePartnering

9. TechnologiesLocal/Wide Area NetworksWorld Wide WebBroad Band AccessTeleconferencingVideoconferencingGeographic Information SystemsWeb-Based GroupwareLAN/WAN Based GroupwareFacilitated Thinking

6. ProblemsCash Flow MgmtCollectionsBusiness DevelopmentSalesMarketingJob SecurityPricingCustomer Relationship MgmtContracts

10b. Other ResourcesConsultantsNewspapersProfessorsCo-WorkersManagers

10a. Other ResourcesCompetitors*CustomersProspectsVendorsSuppliersAssociates

Jordan-Webb - All Rights Reserved 1991-2003 - 15

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