Welcome
to
networking
and
effective
relationship
management
Debbie Lew, CISA, CRISC, is a senior manager in the advisory services practice of Ernst & Young LLP. She brings over 20 years of IT audit and information technology industry
experience to her engagements and has led a broad range of advisory engagements involving IT internal controls, IT risk management and governance. Additionally, she has experience managing co-sourced IT audit functions, performing integrated audits and SAS 70
examinations. She is also a subject matter resource (SMR) on IT governance and risk
management. She is currently a member of E&Y’s IT Risk Management Center of Excellence and is the GRC champion for the West Region for E&Y. She also led the development of E&Y’s global IT risk assessment methodology.
She was actively involved in the development of COBIT 4.0/4.1 (globally accepted IT
governance framework) for the IT Governance Institute. She has held several positions with International ISACA/IT Governance Institute including the audit committee and a member of the COBIT (4.0/4.1) steering committee. She was also on the credentialing task force
developing the Certified in Risk and Information Systems Controls (CRISC) certification and provides oversight of the certification as a member of the CRISC committee.
How do you view networking?
How
do
you
view
networking?
• With Fear/Dread?With Fear/Dread?
• As Overwhelming?
• As A Time Drain? OR
Today’s objectives
Today s
objectives
•
Understanding Networking: What It Is; What
Understanding
Networking:
What
It
Is;
What
It’s
Not
•
Increase your confidence in networking
•
Increase
your
confidence
in
networking
•
Share
tips
and
techniques
•
Enhance
your
effectiveness
at
building
relationships
What
is
your
resistance
to
t
ki
?
networking?
• FearFear • Challenge • No time • No time • Feel insincere • Feel manipulative • Feel manipulative• Just an elegant way of using people
Networking is…
Networking
is…
“Creating a fabric of personal contacts who
Creating
a
fabric
of
personal
contacts
who
will
provide
support,
feedback,
insight,
resources and information needed to get
resources,
and
information
needed
to
get
things
done”
Harvard Business Review, How Leaders Create and
k 200
Networking:
What
it
is/
h t it’
t
what
it’s
not
• Networking isNetworking is…
– Initiating key relationships with a purpose
– Cultivatingg these relationshipsp over time
– Leveraging these relationships for mutual benefit
• Networking is not
• Networking is not…
– A business card gathering contest
– Something that yields immediate benefitSomething that yields immediate benefit
What can it be?
What
can
it
be?
•
A Changed Mindset
A
Changed
Mindset
•
An
Exciting
challenge
O
i
b ild lif l
l i
hi
Why
network?
What’s
in
it
f
?
for
me?
• Helps your selfHelps your self confidence‐confidence and ability to interact with and ability to interact with executives.
• Enhances your credibility and visibility within the firm
• Enhances your credibility and visibility within the firm.
• Expands your opportunities for revenue growth.
Types of networks
Types
of
networks
Operational Personal Strategic Operational Personal Strategic
What is the purpose
Getting work done
efficiently
Enhancing personal
and professional
development
Figuring out future
priorities p
Where are they? Internal Mostly external Both internal and
external
What is the Current Current interests Future
What is the orientation?
Current
project/engagement
Current interests Future
What is the Key Attribute?
Depth Breadth Leverage
What is the Key Behavior?
Building strong
working
relationships
Referrals Creating new
What to do?
What
to
do?
Break it into steps: Break it into steps:
– Step 1 – Acknowledge uneasy feeling, but keep it in perspective
– Step 2 – Start off small. Practice and work your way up gradually.
St 3 A t thi t f j b
– Step 3 – Accept this as part of your job.
Networking is inevitable and necessary to your success.
– Step 4 – It gets easier. Networking is actually fun once you get the hang of it!
How
do
you
build
your
t
k?
network?
• Meet your peer group inside • Know what you want and what
• Meet your peer group inside
your organization.
• Get involved—be
proactive/volunteer.
• Know what you want and what
you have to offer.
• Help others develop their
own networks. proactive/volunteer.
• Target and meet people
important to you.
• Always put your best foot forward
own networks.
• Act as a host even when
you’re not.
• Ask for advice on a relevant topic.
Always put your best foot forward
by doing your homework.
• Appear confident.
• Be authentic
Ask for advice on a relevant topic.
• Make sure people learn what
you do.
• Practice, practice, practice!
Be authentic
• Listen actively and ask questions
• Quickly follow‐up with
new contacts
Practice, practice, practice!
Tips
to
ff ti
t
ki
Getting ready
Getting
ready
• Decide to have fun!Decide to have fun!
• Appearance: Dress appropriately for the occasion.
– Tailor youry dress to youry audience.
– Choose to be slightly more formal/professional
• Knowledge
– Stay current on local topics. Do research on internet.
– Obtain attendance list in advance
• Business cards
• Business cards
– Have plenty of them, in a handy location
Ten
commandments
of
b i
t
ki
business
networking
• Have your tools with you at all timesHave your tools with you at all times
• Set a goal for the number of new people you meet
• Act like a host – not a guest
• Listen and ask open ended questions
• Don’t try to hard
• Give referrals when possible
• Give referrals when possible
• Exchange business cards
• Manage your time efficiently
• Make a note on the back of business card to remember
things about person
• Always FOLLOW – UP!!Always FOLLOW UP!! “Leave outnetworking any of these is just strategies a waste andof time” your – September 2002 Ivan Misner
Pre
‐
meeting
preparation:
M ki
l
Making a plan
• Why am I going what is my objective?
• Why am I going…what is my objective?
• How will I achieve that objective?
• How long will I stay…when will I leave?
• The evening was successful, what does that look like?
• Who do you want to meet; did you contact them in advance?
– How will you remember who you meet?How will you remember who you meet?
– How will they remember you?
• Set goals:
– Meet person X, my target executive.
– Find out who my target reports to/what they do/their business
Initial contact
Initial
contact
What does your shared service organization do? What is your role?
John McKimmey
Senior Manager of Shared Services John mckimmey@abccompany John_mckimmey@abccompany ABC Company 5000 Headquarters Drive Plano, TX 75024 972 987 2812 Di t
How long have you worked at ABC
972.987.2812 Direct 972.987.2812Fax
www.abccompany.com
Company? Is Plano your
home?
Did I just see a press release
about ABC Company making an
acquisition in Europe? What impact will this have on you?
What to say
What
to
say
• Introduce yourselfIntroduce yourself
• Smile, maintain eye contact, note body language
• Ask questions
• Ask questions
– Allow others to “shine” – talk 10% ‐ listen 90% ‐ it’s all about
The fine art of small talk
The
fine
art
of
small
talk
• Meeting new people & initiating new conversationsMeeting new people & initiating new conversations
– Always say hello and greet people warmly
– Use an icebreaker
• How many people do you think will be coming?
• Tell me about the type of work you do at ____?
• Where did you go to school?
• Where did you go to school?
• What do you find to most interesting about your job?
• How did you come to be at ____?
The fine art of small talk
The
fine
art
of
small
talk
– Learn to remember and use person’s nameLearn to remember and use person s name
• Repeat to yourself
• Use it in your conversation
– Prepare, prepare, prepare
• Think about the event you are attending
• Prepare your verbal business cardPrepare your verbal business card
The fine art of small talk
The
fine
art
of
small
talk
• Keeping the conversation goingKeeping the conversation going
– Show an interest in others
– Be a goodg listener
– Ask open – ended questions
– Dig deeper
– Be appropriate “Do’s & Don’ts”
– Don’t dominate the conversation
The fine art of small talk
The
fine
art
of
small
talk
• Exiting the conversationExiting the conversation
– Be prepared with some exit strategies
• Moving from one conversation to another is key
• Graceful exits
– I need to speak to someone about ….
– Make a lasting impressionMake a lasting impression
• Smile and a handshake – nice to meet you
Asking good questions
Asking
good
questions
Ask questions and listen 80% talk 20% Ask questions and listen 80%, talk 20%
• What do you do for XYZ company? Who are your customers? What
is your biggest challenge?
If k thi b t th i d t k
• If you know something about the company or industry, ask an
appropriate question – what do you see as the impact of
consolidation in your industry? How does it impact you?
Wh t b i t thi t? Wh t did h t i ?
• What brings you to this event? What did you come here to gain? • How long have you been a member of this group? Why did you
join/what have you gotten out of it?
• Ask “who would you like to meet? What was most valuable to
you today?”
The best way to credentialize yourself is by asking
h f l l b lk
Examples
– the
good,
the
b d
d th
l
bad
and
the
ugly
• Posture and clutterPosture and clutter
• Meet not Eat
• Accessibility of cards
• Accessibility of cards
• Demonstrated interest
• Move along don’t get trapped
• Move along don’t get trapped
– Pairs
– Avoid huddleAvoid huddle
Follow up
Follow
up
• Send them a note/email/phone call within 48 hoursSend them a note/email/phone call within 48 hours
• Add them to your contact information database
• Let them know that you enjoyed meeting them
• Let them know that you enjoyed meeting them
• Don’t be afraid to ask them for something (i.e., introduction information etc )
Networking Exercise
Networking
Exercise
• Write your name at the top of the sheet Find a personWrite your name at the top of the sheet. Find a person
who fits the description in the box and have them initial
that box (you must have a different person for each box).
• Find out their name, their career, what organization they
work for, what caused them to attend the conference or
what they’vey enjoyedj y about the conference. Find out
something you have in common, is there information you
can share? Exchange business cards.
• Network with the next person Complete as many squares
• Network with the next person. Complete as many squares
as possible and let us know how many you complete at
Take aways
Take
aways
• Building a diverse Business Network will payoffBuilding a diverse Business Network will payoff
• People trust people they know
• Relationships made now can last forever
• Relationships made now can last forever
Building relationships
Building
relationships
Developing
value
‐
based
l ti
hi
relationships
• A valueA value based‐based relationship begins with understanding relationship begins with understanding the individual and what he/she values
• Business and personal information are equally critical
• Business and personal information are equally critical to sustain a business relationship
Catalyst model
Catalyst
model
Value
Recognition
Power
Power
Dale
Carnegie’s
six
ways
to
k
l lik
make
people
like
you
• Become genuinely interested in other peopleBecome genuinely interested in other people.
• Smile.
• Remember that a person's name is to that person the
• Remember that a person s name is to that person the sweetest and most important sound in any language.
• Be a good listener Encourage others to talk aboutBe a good listener. Encourage others to talk about themselves.
• Talk in terms of the other person'sp interests.
• Make the other person feel important ‐ and do it sincerely.y
Relationship building tips
Relationship
building
tips
1 Ask questions! People love to talk about their business their goals 1. Ask questions! People love to talk about their business, their goals,
and their issues. 2. Listen. Listen. Listen.
3. The only way to influence people is to talk about what they want, and show them how to get it.
4. People buy for their reasons: not for yours. Your job is to find out what their reasons are. 5. The key talent in influencing is being good at getting the individual to tell you his/her
problems, needs, wants and concerns. problems, needs, wants and concerns.
6. If they're talking you're ahead: if you're talking, you're losing.
7. Sell the benefit and the value (not what you do, but the value you bring).
8. Always be able to answer “Why should this client do business with us?”/”Why should I get this promotion/job?” - “How are we different?”/”How am I different from others?”
9. Put yourself in the individuals’ shoes and answer — “How will I benefit from a relationship with this person?”
10 Deliver WOW service — so they will always come to you first 10. Deliver WOW service so they will always come to you first.
Social media
Social
media
• What tools are available?What tools are available?
Ways
social
networking
helps
f
i
l
t
ki
your
professional
networking
• Visibility If you want to increase your visibility in a certain group niche or
• Visibility ‐ If you want to increase your visibility in a certain group, niche or
tribe, start discovering them and introduce yourself before you make any
physical moves.
• Pace ‐ Online networking is just faster and more efficient for making initial
contact and increasing your reach. The lesson here is to let the internet do the
heavy lifting, then after making contact grow relationships in person where
possible.
• Common interest Our big tip here is to work out what you are passionate
• Common interest ‐ Our big tip here is to work out what you are passionate
about then discover the places other people with the same passion hang out.
Make some friends!
• Shared ggoals ‐ Find ppeoplep who are alignedg with what youy hopep to achieve and
you are more likely to achieve it.
• Self‐Disclosure ‐decide your boundaries, how much you are happy to share,
and to ensure that you are not giving people a distorted or unhelpful
impression impression.
LinkedIn tips
tips
• Use LinkedIn Today to stay on top of • Post a Poll to your LinkedIn network
• Use LinkedIn Today to stay on top of
the news that matters to you
• Follow companies you are interested
in through their LinkedIn page to stay
• Post a Poll to your LinkedIn network
to ask a broad question to get
multiple perspectives and start the
dialog
g p g y
up to date on their latest moves and
announcements
• Add descriptive Tags to your
• Send a LinkedIn message to your
network asking them to send
information on topic that’s relevant
and promise to do the same connections profiles so you can
quickly find their expertise when you
need it
• Pose a question on LinkedIn Answers
and promise to do the same.
• Use LinkedIn to schedule three lunch
dates to take place in upcoming
weeks
• Pose a question on LinkedIn Answers
to find connections
with expertise and different point of
view
weeks
• Post one article each week to your
LinkedIn connections
Th S f Y R id H ff The Start‐up of You, Reid Hoffman
