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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 pcollins@jordan-webb.net 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

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

key elements of networking
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

self assessments for networking
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

more key elements of networking
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

network resources
Network Resources
  • Information About
    • Decisions
    • Activities
    • People
    • Events
    • Trends
    • Problems
    • Threats
    • Opportunities
    • Technologies
    • Other Resources?

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

network environment
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

what you can do now
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

what you can do soon
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

what you can do in the long run
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

networking references
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

define your network
Define Your Network

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

slide12

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

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

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

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