secrets of project networking

The Secrets of Successful NetworkingThe Secrets of Successful Networking

Networking Strategies Networking Strategies for Project Managersfor Project Managers

Copyright Empowered Alliances 2010 Pg1

Jeff RichardsonChief Transformational Engineer

Empowered Alliances

www.SecretsOfSuccessfulNetworking.com

[email protected]

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.


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


Copyright Empowered Alliances Pg 3

Line Ups Height Birthdate (no talking) Birth order Years working with the City Years experience in leading projects importance

Networking Agreements Networking Agreements

� Be Interested

�Concise Communication

�Commit to Adding Value


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*


…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


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


Health Hobby Home Family

You’re Only 1You’re Only 1--2 Connections Away2 Connections Away


YOU

Target Audience DefinedTarget Audience DefinedTitle

Function

Department


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___________


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”


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


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


During a networking eventRelax, meet people and initiate new relationships


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


Care Competence

How are you building trust within your Network?

Conversation StartersConversation Starters

1. Compliment the other person◦ Be subtle◦ Be sincere◦ Be observant


◦ Be observant


1. Compliment the other person2. Ask a conversation starting question that…

� Is relevant to event/situation � Draws out person’s interests and/or needs


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)?


What business opportunities are you excited to explore?

What problems are you working on now?

What do you like most about ______?


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?”


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


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.”


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


- 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


After a networking eventFollow-up and build longer-term relationships

ü Evaluate progress to goals


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


What Worked? What Didn’t Work?

Goal Accomplishment (yes/no?)

Leveraging LinkedIn to Add Value Leveraging LinkedIn to Add Value FASTFAST


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


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

secrets of project networking

Documents

conversation startersconversation starters1

networking processthree phases

current

experiential approach

leveraging linkedin

persons interests

time