Network Inside!

by Anne Baber and Lynne Waymon

No matter where you work (corporation, government agency, non-profit, or institution) networking at work has never been more important. Why?
To keep getting the big picture. Things change fast.

To keep up with what’s going on.

To bolster the bottom line. Understand that your job depends on the success of the organization. Promote your organization's products and services even if you’re not in sales!

To venture into the white spaces. Look at the organization chart. "The organization chart is not the business," caution authors Geary Rummler and Alan Brache in their book, Performance: How To Manage the White Space on the Organization Chart. "The greatest opportunities for improvement often lie in the white spaces between the boxes on the chart in the functional and interpersonal interface those points where the baton is being passed from one department to another or from one individual to another."

To uncork bureaucratic bottlenecks. If you create temporary project teams to tackle problems and launch initiatives, you’ll make a name for yourself. Increase collaboration with other departments. When the corporate communications department at a major telecommunications firm invited the human resources department to lunch, it was the beginning of a rich collaboration. As people got to know each other, they integrated their strategic planning so that a human resources request for the production of a training calendar was on the corporate communications department’s schedule. If you collaborate, you can negotiate to even out workload, so all the projects don’t hit at the same time.

To expand your knowledge base. Figure out what resources you need and put together a network made up of people representing many different interests and areas of expertise. If you introduce your contacts to each other, you can encourage information and skill sharing among all the members of the group. Your networks can be a kind of informal, highly customized personal, business yellow pages. Get out of that rut. If you network, you expose yourself to new ideas and ways of doing things. This “cross pollination” almost always benefits the organization.

To create your safety net. You need to network to

increase your visibility within the corporation, non-profit group, or government agency so that opportunities find you!

take responsibility for your own career self-management. If you network effectively, you’ll create career opportunities for yourself.

To explore options in case your job goes away.

In these days of rightsizing and re-structuring, it's smart to keep your ears open for opportunities within your organization and to make yourself visible. Determine what skills you have that could be used in other areas of the organization. Figure out how to showcase those skills. What can you do so that others become aware of your capabilities? Maria offered to manage the 10-K run for a local charity. Sue noticed how much the community sponsors liked working with her and how well organized she was. When a job opened up in Sue's department, she thought of Maria.

Assess Your Corporate Culture

Is your organization network-friendly? To determine how supportive your workplace is, ask yourself these questions:

Is there recognition at the top that networking is valuable?

Do corporate executives ever mention networking?

Is training offered? (You can suggest networking workshops.)

Is networking during office hours considered not working?

Are you encouraged to belong to professional associations and to attend both monthly meetings and conferences?

Are you encouraged to volunteer in the community, serve on boards, etc.?

Is it easy– and expected – for you to collaborate with people in other departments: to venture out into the white space on the organizational chart?

How much money does your organization spend on professional association dues and conferences? Collateral expenses, such as travel, lodging, etc.? Is anyone tracking whether the organization is getting its money’s worth?

Are networking activities/goals in your annual performance plan?

Are you rewarded when your networking contributes to the success of the organization?

Recognize that in some organizations, networking violates the cultural ground roles. If that's your assessment, talk with your boss and your colleagues about the reasons for encouraging inside networking.

And recognize that in some organizations the word “networking” makes people uncomfortable. Don’t be fooled. A lot of networking is probably going on, but under the alias of “relationship building,” or “teamwork” or “collaboration.”
Some forward-thinking organizations are deliberately working toward creating a more collaborative culture, setting up mentoring programs, sponsoring women's networks and minority networks, providing ways for people to interview others and discuss lateral moves and opportunities for upward mobility.

Even if you've decided that your organization's culture isn't very network-friendly, you'll still find networking ideas that will work for you. Focus, not on self-serving objectives, but on serving customers, streamlining internal processes, getting the job done, and impacting the bottom line.


Sidebar


How Strong Is Your Inside Network?
Use this quiz to rate the strength of your current inside network.


1. Do you know people at all levels of the organization? Do they know your name and what you do?

2. Do you know all the people whose work intersects yours in any way?

3. Do you know people who have jobs you might like to have someday?

4. Are you involved in any cross-functional efforts or interdepartmental activities (temporary assignments, committees, task forces, special projects, volunteer activities)?

5. Are you plugged into the grapevine? Do you find out quickly what's up?

6. Do you take every opportunity to meet face-to-face to define and discuss complex problems, shifting priorities, areas of responsibility?

7. Do you know and talk with others about trends that will impact your job in the future and tools to get the job done today?

8. Do you have effective internal channels through which to send information?

9. When you see a problem that involves people from various areas, do you take the initiative to bring people together to solve it?

10. Do you drop by to see people – even when you don't need anything?


Could you say "Yes" to most of those questions? If not, make building your inside network a priority.


Anne Baber and Lynne Waymon are principals of Contacts Count, a nationwide consulting and training firm that specializes in business and professional networking, and career development. They are co-authors of six books. The most recent is Make Your Contacts Count: Networking Know-How for Business and Career Success (2007, AMACOM). Fortune 500 companies license their training programs. Put the tools of networking to work in the service of business goals. Visit www.ContactsCount.com and www.FireProofYourCareer.com 301-589-8633.

Sue Schnorr, M.S., is President of Training Insights, Inc. where she designs Training that Sticks. She is certified in Instructional Module Development and Criteron Referenced Instruction. She is also an Associate for Contacts Count where she teaches strategic networking workshops, Webinars and keynotes. Visit her at www.training-insights.com and www.contactscount.com/sueschnorr.html. Go to her blog: www.AllLearningMatters.com

Create Your Own Networking Strategy

Thanks, everyone, for your feedback on what you'd like in a networkingprogram. Most folks have concerns about getting organized, finding balance and making sure they are investing their valuable time and money wisely in their networking endeavors.

Lunch and Learn Webinar

Networking Strategy: Create Your Play Book for Success

Thursday, November 19, 2009

12 noon - 1pm, Eastern

As a professional, you need a strategic plan with realistic objectives to develop your skills and make your contacts count consistently. You will learn key factors for developing your unique plan to get the results that make a difference in the bottom line; for you and the company you work for.
Leave the webinar with tools to:
- Assess Your Skills
- Identify and Prioritize Your Contacts
- Establish Your Goals and Set Objectives
- Create an Action Plan
- Assess Your Progress

For more details, to to http://www.training-insights.com/events.htm or contact Sue @ training-insights. com.

Were You Able to Attend Our Networking Event?

Thanks to everyone who attended the August 20 Networking Event. People learned and fine-tuned networking skills AND met some new people to build their networks.

It was a fun and productive event, and we had coverage from the Rochester Democrat & Chronicle and WHAM TV 13. Several of us were interviewed by Rachel Barnhart. http://www.13wham.com/news/local/story/Job-Hunters-Turn-to-Social-Networking/w0f14LThCk6ixdxsUyKQaQ.cspx

We talked about having more events that would offer opportunities to meet more people. As you may know, in addition to serving the training needs of corporate clients, Training Insights, Inc. hosts these low cost events as a community service for individuals and job hunters. We will soon have a survey to get your ideas and interest levels on having us sponsor more events.

Check back soon and let us know how we can help you Make Your Contacts Count!

10 Quick and Easy Tips for Improving Your Networking Skills

1. Recognize that possibilities are endless.
Networking opportunities are everywhere and anytime (in addition to networking events and business meetings, the next person you meet at the grocery store could lead you to a new opportunity. Here are tips for improving your networking skills and confidence.

2. Have a Positive attitude. Smile.
If you’re feeling uneasy, uninterested – that unrest will ‘ooze out of your very pores’

3. Talk to people.
Rather than look down in the elevator, make eye contact and simply say hello! It’s ok to talk to people you haven’t met yet at work, concerts, shopping malls, festivals, and sporting events.

4. Be clear and succinct.
This is especially true when you’re asked “What do you do?” Keep it simple. This invites conversation from the person you’re talking to!
Memorize your BEST / TEST (What you do best, and a testimonial to that.)
Example:
BEST: I read between the lines on soup cans.
TEST: Last week I testified at a congressional hearing about the huge amounts of sodium in our food.

5. Give first, give generously.
Keep your expertise, enthusiasms, trends and resources at top of mind and be ready to share at the appropriate time.

6. Identify what you want to get.
85% of people attending networking events have no idea what they’d like to get out of the experience.

7. Listen sincerely.
Before you take your turn to talk about yourself, listen sincerely to find out all you can about that person. This is the foundation for meaningful and purposeful follow up.

8. Follow up.
This is where most people fail in networking. They do everything right, but don’t keep their word on following through with information promised!

9. Invite someone along.
If you’re planning to attend an association meeting, invite one of your contacts to meet you there so you can catch up. This is another easy way to follow up and to build relationships with people who have similar interests.

10. Keep learning.
Practice makes perfect. The more you talk to people, the more comfortable you get. Read books, go to events, take classes to continually improve your networking skills. You can always pick up new ideas and meet new people.

Now, get out there, talk to some new people, Make Your Contacts Count and have a fun weekend!

Sue Schnorr is President of Training Insights, Inc. and Associate for Contacts Count where she coaches people one-one-one and teaches strategic networking workshops, Webinars and keynotes.

Will we see you at the End of Summer Networking Bash?
Go to: www.training-inisights.com/events.htm for more information. To register now and hold your spot, go to: http://tinyurl.com/NetworkingBashAugust20

Are Your Networking Skills Working For You?

Are you tired of networking with people who don't seem to care? And if they act interested, you soon find out that perhaps they don't, because they don't follow up?

Follow up is the number 1 place where good networkers fall down. It's not a difficult skill to learn. It's quite easy, in fact. But, most people don't have a system that enables them to immediately, quickly and easily follow up with their networking peers.

If you don't follow up, your chances for building a relationship are severely diminished. If you don't build relationships, you don't have a very strong network. If you don't have a strong network, you don't have the resources to get the job you want, or to get your job done!

With today's easy access to people, information and online resources, it's easy to build a network of people who are interested in you and who will help you.

Don't miss that key factor.... follow up. Follow up begins when you are having a conversation. LISTEN GENEROUSLY to learn what that person is interested in. Find out what they are excited about. Listening is a key networking skill. If you haven't been getting the results you want from your networking efforts, talk less; listen more. Ask questions like, "What have you been working on lately?"

Make a point to follow up with at least one more person this week! If you do that, you will be 52X more likely to have people in your network that will help you get the bottom-line results you deserve!

Rate Your Relationship

Here’s a quiz to help you determine the value of your networking relationships. Jot down the name of a networking contact, then use the quiz to rate that relationship and to figure out the next steps to take to build a long-term relationship.

Instructions: Answer Yes if you agree with the comment; No if you cannot agree with the comment.

My Networking Contact ______________________ (Answer yes or no to each of the following.)

1. Recognizes my name instantly when I call.

2. Knows me well enough to recognize me “out of context,” in a new setting.

3. Demonstrates knowing my face and my name by coming up to me in a crowd and saying hello and by introducing me accurately to others.

4. Has my contact information handy.

5. Knows the name of my organization and where it is located so well that he/she could give people directions to it.

6. Can accurately describe what I do.

7. Gives vivid examples of what I do.

8. Knows that I am good at what I do and can cite reasons why my work is superior.

9. Knows of some independent verifi cation of my expertise – an award, certifi cation, thirdparty endorsement.

10. Regularly sends me valuable information and resources.

11. Responds to requests from me.

12. Knows what kinds of people could use my services and is on the lookout for them.

13. Always speaks well of me to other people and passes my name around.

14. Makes a habit of referring valuable information and contacts to me.

15. Consistently creates opportunities to stay in touch with me.

Copyright, 2009, Contacts Count


Is your contact an actor or ally or advocate? If you don't know, that means you could benefit from MAKE YOUR CONTACTS COUNT! You need to understand what type of relationship you have, in order to take an appropriate 'next step' to building a long-term, trusting relationship.

Suggestion: Get the book MAKE YOUR CONTACTS COUNT (Baber & Waymon, Amacom) from the library, or buy it http://tinyurl.com/BuyDiscountedBook or sign up for a local Contacts Count workshop, or listen to a webinar! http://www.training-insights.com/ or send an email to sue@training-insights.com to learn about upcoming programs.

Make Your Contacts Count: Leverage Your Skills in the Social Media Arena

People often ask me about how to use LinkedIn, Twitter or Facebook when networking.
It's easy! You simply need to leverage your face-to-face networking skills and use them in the social media arena.

How? I'm glad you asked. Here are some ideas to get you started.

Listen generously to your connections/followers/fans.

Give first; offer ideas that will help them
- Answer Questions on LinkedIn to bolster your industry credibility
- Use RTs on Twitter to respond to other follower's tweets
- Comment or click LIKE on Facebook to build the relationship

Your network is created by conversations you have in person and online. Nurture and cultivate the relationships you have with those individuals.

Every interaction is an opportunity. When you connect with someone, look for commonalities.

Talk to strangers.
- Send direct messages to thank people for following you on Twitter.
- Reply and acknowledge status updates on LinkedIn.
- Comment on pictures, videos and posts on Facebook.

Networking isn't TAKING, it's TEACHING.... go slow and steady as you build relationships online. Let people get to know you and give them a chance to see your character and competence before going for the SELL!

Network strategically. What bottom-line results are you looking for? Create a plan to get there. Which audience makes most sense to follow/ develop relationships with? Connect/friend/become fans of those people. Get to know them, help them, and build relationships with those audiences.

Be honest and upfront. When there are no mysteries, and everyone is 'above board', there is no manipulation.

While it's important to GIVE; don't be afraid to point people to your blog or site. Weave success stories into your posts and articles. Let people get to know you and see your abilities and accomplishments.

Share your content – think of contributions you can make that your audience will appreciate; that will let them know what you, or your clients (or your clients’ products) can do to solve their problems.

Continued interaction increases your network's net worth. Keep in touch and end conversations assuming that you will stay in touch and develop the relationship.

It takes time (MONTHS) to develop a relationship with someone, so start now.

If you're not networking, you're not working to your fullest. Networking is not just for job hunters, it's a necessary competency in today's world to help you do your job better and be more productive.

Use your blog, website, LinkedIn status and tweets to create a well-balanced combination of sharing information and calls to action. In time, as you create and cultivate your contacts you will be surprised at how you are able to capitalize on them as well. When you have sincere, mutually beneficial relationships, business is sure to follow.