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

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  1. 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) 463-2288pcollins@jordan-webb.netwww.jordan-webb.net Jordan-Webb - All Rights Reserved 1991-2003

  2. 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

  3. 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

  4. 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

  5. Network Resources • Information About • Decisions • Activities • People • Events • Trends • Problems • Threats • Opportunities • Technologies • Other Resources? Jordan-Webb - All Rights Reserved 1991-2003 - 5

  6. 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

  7. 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

  8. 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

  9. 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

  10. 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

  11. Define Your Network Jordan-Webb - All Rights Reserved 1991-2003 - 11

  12. 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?

  13. 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

  14. 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

  15. 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 Don