art & science networking
Post on 14-May-2015
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THE ART & SCIENCE OF
NETWORKING
The Idea: It’s not only who you know….
Bobby Mathew
bobbymathew@ceotalentsearch.com
bobbyabrahammathew@gmail.com
Networking
� What ?
� Why?
� How?
� Tools?
The Networking Game is the art of discovering patterns in the world and making
useful connections for ourselves and for others. It is about weaving new options
into our social safety nets.
The Networking Game
Network: lines of communication connecting a set of points.
Network: a pattern of human interaction characterized by a process of information exchange usually leading to other human interactions and/or material, service, information, monetary or spiritual exchanges.
~ Richard Haight
Weaver: someone who sees patterns and makes connections; they weave the networks.
There’s Networking and then there’s
Networking
� You know more than I do about the fine points of
social networking.
� But how much do you know about purposeful or
productive networking?
� There is an art to the latter – and there’s some
science, too.
THE BIG IDEA (Network)
� Q: It’s not what you know, it’s who you know.
TRUE______ FALSE______
� Q: It’s not who you know, it’s who knows you.
TRUE______ FALSE______
THE BIG IDEA
� A: Both are TRUE, but not really.
� Q: It’s not who knows you, it’s who knows
WHAT YOU KNOW.
TRUE______ TRUE______
Purposeful Networking
� We tend to think it is:
� Cold-calling
� Mingling with strangers
� Borrowing Mom’s & Dad’s contact list
� FaceBook or any other
� Only for extroverts
� But it really is:
� Warm leads
� Relationship building
� Creating your own connections
� Face time
� A learnable skill
Purposeful Networking
� To do it well, you will need to:� Be clear about your goals.
� Create a strategy
� Be able to articulate your personal vision and value and needs.
� Know whom you want to know and be known by.
� Commit to building relationships over time.
� Be “strategically opportunistic”.
� Offer as much as you ask.
First, the SCIENCE
� There is a calculus / there are formulas.
� You must have goals for networking that support your
vision (or your vision-in-process).
� Research, research, research -- Determine what / who is
adjacent and how they might help.
� Build your lists – maps – targets.
� Work your lists and track your activities and responses.
� It is, to some extent, a numbers game.
Now, the ART
� There must be a vision and a message – this is marketing!
� Bring your creativity and excitement to every encounter. Become a compelling brand. Create buzz.
� Get slightly famous.
� Practice making new connections and in roads
� Be empathetic – consider your audience.
� Think big and think long-term.
� Nurture connections to turn them into trusted and reliable relationships.
Few Networking Sites
� LinkedIn [www.linkedin.com/] business network
� XING [www.xing.com/] global business network
� Scispace.net [scispace.net/] science network
� Ryze [www.ryze.com/] business network
� Plaxo [www.plaxo.com/] business network
� ZoomInfo [www.zoominfo.com/] business search engine, partnering with XING and Reunion.com
� Hoover’s [www.hoovers.com/free/] business search engine
� Implu [www.implu.com/] business search engine
Rules of the game
� Be it Useful for both sides
� See opportunity in every thing and everyone you see or talk
� No Boring Talks
� Listen
� Some leading questions - Query in a way they would like to
answer
� Never cut the relations - keep it alive – by means of festive any
kind
� Build Relations – Build and Build
� Don’t Make assumptions
Recruitment
� Recruitment Vs Networking
THANK YOU
bobbymathew@ceotalentsearch.com
bobbyabrahammathew@gmail.com
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