Success Through

Networking

Carl B. Forkner, Ph.D.

Presentation to

Introduction

• Dr. Carl Forkner

– Over 35 years of experience in education, training, & leadership

– Retired Naval Officer & University Professor

– Published Author

– Director of Training & Development at DWWTC

Agenda:

• Networking: What is it?

• C2B Networking

• B2C Networking

• B2B Networking

• Electronic Networking

• Translating Electronic Contacts into Physical Networks

• Finding Networking Opportunities

• Q & A Period

Networking: What is it?

• A socioeconomic business activity by which groups of like-minded

businesspeople recognize, create, or act upon business opportunities.

• A business network is a type of business social network whose reason for

existing is business networking activity.

• A more cost-effective method of generating new business than advertising

or public relations efforts.

– Business networking is a low-cost activity that involves more personal

commitment than company money.

The Evolution of “It”

• In the beginning:

– It’s what you know…

• Entering the new Millennium:

– It’s who you know…

• Fast-forward to Today:

– It’s not who you know; it’s who knows you…

Why Network?

• Networking is the key ingredient to capture the essence of today’s

environment – who knows you.

• Five ways networking helps you:

– Confidence

– Friendships

– Opportunities

– Skill Improvement

– Shared Knowledge

Growing Your Network…

1. Be helpful

2. Build your reputation

3. Make yourself visible

4. Get up, get out, get going!

5. Have intentions

6. Think long-term

7. Get rejected (huh?)

8. Listen!

9. Ask questions

10.Follow Up

C2B Networking

• A business model in which consumers (individuals) create value and

businesses consume that value.

– A reverse auction or demand collection model, enables buyers to name or demand their

own price, which is often binding, for a specific good or service.

– The electronic commerce business model in which consumers can offer products and

services to companies, and the companies pay the consumers.

• Primary means is through Internet sites, such as Web pages, Blogs, and now

some social media platforms.

B2C Networking

• The exchange of information from business to consumer contacts.

• Focuses primarily on retail marketing/sales of products and services.

– Rides a backbone of social media and CRM platforms

• It’s not so much technology has changed. It’s people that have

changed how they are utilizing technology to do business.

B2B Networking

• A situation where one business networks to make commercial transactions

with another.

– A business is sourcing materials for their production process.

– A business needs the services of another for operational reasons.

– A business re-sells goods and services produced by others.

A key obstacle to B2B networking is managing the relationship

between sales reps and client side decision makers

Where does Business Meet?

• Referral networking groups

• Executive peer-to-peer coaching

• Chamber of Commerce events

• Networking groups

– Open

– Closed

Electronic Networking

• Facebook is the most important

for B2C networking & marketing

Electronic Networking

• LinkedIn is most important for

B2B networking & marketing

– Facebook is gaining ground over

the last two years…

Electronic Networking

• Number of active users on top 5 social media platforms

2

332 Musers

4

284 Musers

3

300 Musers

5

70 Musers

1st

1.35 Busers

2014 Data

Electronic Networking

• Number of daily users on top 5 social media platforms

2014 Data

2

135 M (40%)

users

1st

864 M (64%)users

4

66 M (22%)users

5

36 M (51%)users

3

100 M (35%)users

Electronic Networking

• Social Media Demographics

Why are LinkedIn & Facebook

Important?

50% of companies use Facebook to find talent

80% of companies use LinkedIn to find talent74% of HR professionals actively use LinkedIn93% of recruiters actively use LinkedIn to source new employees for client companies

Translation: From Trons to People

• Make connections meaningful

– Quality, not quantity, is most important

• Sharing information & media

• Posts

• Comment & respond

• Groups

Finding Networking Opportunities

• Chambers of Commerce

• Networking events

– Networking Phoenix

– Meetup

– Network After Work

– PBJ events

– Referral 101 Network

– Executives Network

– Eventbrite

In Closing…

• Start the conversation

• Make meaningful connections

• Nurture your connections

• Continue the conversation

• Mutual support

• Follow through

• Make networking a priority

Get up, get out, get going!

Success Through

Networking

Carl B. Forkner, Ph.D.