creating valuable relationships
TRANSCRIPT
1
Creating Valuable RelationshipsBuilding your extended family
Giovanni Dubois
2
© Giovanni Dubois 2013
AgendaBackground on LAMWhy networking?The Mind SetThe Skill SetTurning connections into compatriots
“Build a little community of those you love and who love you.”
—MITCH ALBOM
3
LAM Network
4
© Giovanni Dubois 2013
Our Mission
Create a strong and dynamic network of Hispanic professionals through online
and event-driven platforms to create and foster valuable relationships.
5
© Giovanni Dubois 2013
What is LAM?
A platform to create and foster valuable relationships online and offline Professional, Social, and
Philanthropic Events Micro social network built on
open source software A blend between
meetup.com/LinkedIn/Facebook for professional and educated Latinos
A resource for organizations to help establish brand presence and development of their workforce pipeline with a niche demographic: highly educated, newly affluent and urban Latinos Via Event marketing:
seminars, mixers, social events
Online/Newsletter advertising
LAM is the Bay Area’s #1 Latino professional network online and offline
© Giovanni Dubois 2013
About Our Members LAM has 4,680+ members in our micro social
network and 8,932 email subscribers LAM is a multicultural organization with
75% of its members Latino. 56% of LAM members are women and
44% are men.
6
Majority of our members are between 25-37 years old. 84% of LAM members are college graduates of which at least 38%
have master degrees with the majority having attended top universities in the US and Latin America.
7
Why Networking?
8
© Giovanni Dubois 2013
Professional Growth: How to write a personal statement, fellowship applications, job interviews, qualifying exam practice
Personal growth: Play the guitar, learn how to cook, new hobby
Dating: Circle of Friends is your Secret Dating Weapon
Why Networking?Referrals are the #1 source in hiring volume *75% of job seekers found networking helped them get hired, while only 11% found new positions through online job boards during this year **
* CareerXroads 2011 – 2012** http://www.livecareer.com/news/Job-Search-Tips/Data-Finds-Networking-Most-Effective-Job-Search-Tool_$$02493.aspx#.USpokuvwJSg
75%#1
9
The Mind Set“I have made it a rule never to be with a person
ten minutes without trying to make them happier.”
- Various Attributions
10
© Giovanni Dubois 2013
Member of the Club
Success breeds successWhat “clubs” are you already part of?
Alumni networks Non-profits Hobbies / Friends
Create your own personal club
“Dime con quien andas y te dire quien eres”
11
© Giovanni Dubois 2013
Don’t keep score It's better to give before you receiveMake interactions ruled by generosity
If you are going to take the time to connect with someone, you should be willing to try to make that person successful
Contribute. It's like Miracle-Gro for networks. Give your time, money, and expertise to your growing community of friends.
If they succeed, you succeed.
12
© Giovanni Dubois 2013
What’s your mission?
"Would you tell me, please, which way I ought to go from here?”
"That depends a good deal on where you want to get to,"
said the Cat.
"I don't much care where—" said Alice.
"Then it doesn't matter which way you go," said the Cat.—Alice's Adventures in Wonderland BY LEWIS CARROLL
13
© Giovanni Dubois 2013
What’s your mission?A dream without a plan is a nightmare
3-steps:
Find your passionWhat do you truly love to do?
Write down your goals and flush them outBuild your personal Board of Directors
14
© Giovanni Dubois 2013
Build it before you need it Join communities that interest youTake leadership roles in hobbies that interest youEnroll in a community college class on a topic of
interestTry to become involved with an approved work
project that lets you interface with more peopleVolunteer in non-profit organizations
Gravitate toward those involved with things that you want to be doing from the goals you developed.
15
© Giovanni Dubois 2013
The Genius of Audacityau·da·cious: Showing a willingness to take bold risks
Fear1. Acknowledge this is perfectly normal
2. Getting over the fear is critical to your success
3. Commit to getting better at meeting new people and reaching out to opportunities
#1 Road Block to
Opportunities
16
© Giovanni Dubois 2013
The Networking Jerk Don't schmooze
Less is more
Don't rely on the currency of gossip
Don't come to the party empty-handed It's a loop. In connecting you're only as good as what you
give away
Don't treat those under you poorly Be transparent
Trust is everything
Don't be too efficient
17
The Skill Set“I have made it a rule never to be with a person
ten minutes without trying to make them happier.”
- Various Attributions
18
© Giovanni Dubois 2013
Do your HomeworkBefore meeting someone do your researchOnline and research (Social Networks, Google, etc)Publications / News articlesAnnual Reports, Company WebsitesCall a mutual friend to give you some background
Find commonalities and use to break the ice
19
© Giovanni Dubois 2013
Take NamesWho do you need to know to get to where you want to go?Concentrate on people that are part of your existing
network Relatives, friends of relatives, current colleagues, friends,
friends of friends, alumni networks, members of professional and social organizations, neighbors (past and present), etc
Look for people you don’t know on trade magazines, newspapers, magazines, … other people’s list.
Use a software tool to help you manage your database Google Contacts, MS Outlook
Organize your list based on interests/goals with labels/folders
20
© Giovanni Dubois 2013
Share your PassionsFifteen minutes and a cup of coffee. Conferences Invite someone to share a workout or a hobby (golf, chess,
stamp collecting, a book club, tennis, golf, etc.)Quick dinner, lunch, or breakfastSpecial event: the theater, a book-signing party, or a concert
is made even more special if I bring along a few people who I think might particularly enjoy the occasion.
Entertaining at home.
21
© Giovanni Dubois 2013
The Cold Call I don't know who you are. I don't know your company. I don't know what your company stands for. I don't know your company's customers. I don't know you company's products. I don't know your company's reputation.Now—what was it you wanted to sell me?
Macka, Harvey. Swim with the Sharks.
22
© Giovanni Dubois 2013
The Warm CallConvey credibility by mentioning a familiar person or
institutionState your value proposition how can I help you Impart urgency and convenience by being prepared to do
whatever it takes whenever it takes to meet the other person on his/her own terms
Be prepared to offer a compromise that secures a definite follow-up
23
© Giovanni Dubois 2013
Follow up or FailAlways express your gratitude. Include an item of interest from your meeting or
conversationReaffirm whatever commitments you both made—going
both waysBe brief and to the pointAlways address the thank-you note to the person by
name
24
© Giovanni Dubois 2013
Follow up or FailTimeliness is key. Send them as soon as possible after
the meeting or interview.Many people wait until the holidays to say thank you or
reach out. Why wait? Your follow-ups will be timelier, more appropriate, and certainly better remembered.
Don't forget to follow up with those who have acted as the go between for you and someone else. Let the original referrer know how the conversation went, and express your appreciation for their help.
25
© Giovanni Dubois 2013
Connecting with Connectors
Acquaintances, in short, represent a source of social power, and the more acquaintances you
have, the more powerful you are—Michael Gladwell
RestauranteursHeadhuntersLobbyistsFundraisersPublic relations peoplePoliticians
Journalists
26
© Giovanni Dubois 2013
Become genuinely interested in other people Be a good listener. Encourage others to talk
about themselves Let the other person do a great deal of the
talking Smile Talk in terms of the other person's interests Give honest and sincere appreciation
The Art of Small Talk
"You're wonderful. Tell me more."
27
Turning Connections
into Compatriots
“Good actions give strength to ourselves and inspire good actions in others.”
- Plato
28
© Giovanni Dubois 2013
Health, Wealth, ChildrenEvery human is an opportunity to help and be helped If you're going to deal with people's most important
issues, give those issues the commitment that they deserve
The highest human need, said Maslow, is for self-actualization— the desire to become the best you can be. Maslow argues we can't attend to our highest needs until we attend to those at the bottom of the pyramid, like the necessities of subsistence, security, and sex. This is where Health, Wealth and Children reside.
29
© Giovanni Dubois 2013
Pinging – All the TimeThree modes of communication before there is
substantive recognition: an e-mail, a phone call, and a face-to-face encounter
Nurture a developing relationship with a phone call or e-mail at least once a month
If you want to transform a contact into a friend, you need a minimum of two face-to-face meetings out of the office/school
Maintaining a secondary relationship requires two to three pings a year
30
© Giovanni Dubois 2013
Final thoughtsFind Mentors, Find Mentees, RepeatBe interestingBuild your brandBroadcast your brand
Networking Building relationships for mutual benefit=
31© Giovanni Dubois 2013
Any questions?
32
© Giovanni Dubois 2013
More InformationGiovanni Dubois – [email protected] Network: http://lam-network.com
33
© Giovanni Dubois 2013
References Book: Never Eat Alone by Keith Ferrazzi ** Harvard’s Alumni Network Advice
http://www.alumni.hbs.edu/careers/networking.html
Book: The Tipping Point by Michael Gladwell Book: How To Win Friends and Influence People by
Dale Carnegie TED TALK: Amy Cuddy: Your Body Language Shapes
Who You Are. http://www.youtube.com/watch?v=Ks-_Mh1QhMc
CareerXroads 2011 – 2012
** A big chunk of this material is borrowed from Never Eat Alone. I have followed Keith’s advice in the book where he says that we should use his content to promote building valuable relationships while presenting to organizations and to build our network