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Primerus
Effective Networking SkillsPippa Blakemore, BSc, PGCE
Charleston, South Carolina
Friday 21st October 2011, 09:30-10:30
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The PIF approach to networking
Follow-Up
Implementation
Plan
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What is networking for Primeruslawyers and attorneys?
• Promoting yourselves to each other in Primerus: cross-referrals and reciprocity
• Promoting Primerus to potential clients and referrers
• Promoting yourselves and your own firm to your potential clients and referrers
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Random contacts
Client
Referrer
Targeted events,
conferences,seminars,
meetings and visits
Meeting
2
Com
mun
ication
Review and
refreshAnd
continue
De-brie
fing
Initia
l meeting
expe
ctation
Meeting
1
Com
munica
tion and
contact
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Networking is about:
• Being interest – ed, in people
• Being interest – ing, about yourself
• Looking for ways to help
• Passionate about finding solutions
• Remembering everything you are told
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International Networking (Internal and External) for
Primerus Lawyers and Attorneys P-I-F
Step 1 – Plan
Step 2 – Implementation
Step 3 – Follow-up
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Step 1 -Plan
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Three essentials of your plan1. Identifying and researching your
potential clients and referrers
2. Clarifying what you offer: benefits of your own firm and benefits of Primerus
3. Understanding cultural characteristics and differences
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Identifying potential clients in your target markets
1. Who has the money?
2. Who will spend it?
3. Can they pay?
4. Will they pay... promptly?
5. What potential do they have?9
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Research required on clients and referrers - dartboard
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Practical 1: Promoting yourselves to each other in Primerus
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Think of one to three words to “trigger” another lawyer or
attorney in Primerus to think about you when they are
talking to a client. Write on the card on your seat.
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Rather than:
“Not our type of work …”
“Not my expertise …”
“Not our jurisdiction …”
Think“Who in Primerus can help?”
“Who in Primerus has helped me?
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For example
• “Dysneyland”
• “Florida”
• “Expanding to US”
• “Asbestos”
• “Bars”
• “Pubs”
• “Liquor stores” 13
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For example
• “Patents”
• “Distributors”
• “Expanding a franchise”
• “Buying a hotel chain”
• “Selling off chains”
• “Litigation in UK/EU”
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Employment
• Bonuses• Redundancies• Tribunals • Discrimination (For example: sex, age) • Contracts and contract negotiations• Compensation arrangements• Golden parachutes• Unions• Senior management
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Practical 1: Promoting yourselves to each other in Primerus
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Think of one to three words to “trigger” another lawyer or
attorney in Primerus to think about you when they are
talking to a client. Write on the card on your seat.
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Cultural characteristics
• Geography, history, religion and regulatory regime
• Importance of business and personal relationships
• Business values
• Decision-making processes
• Power structures
• Language 17
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Some cultural errors
• Differences in the meaning of time
• The meaning of “Yes”
• Presents: bribery or generosity
• Meals, food and alcohol
• Handshakes or bowing
• Business cards
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Business cards
• Ask for the other person’s first
• Look at it, read it, make a positive comment
• Hand over yours when asked, according to cultural requirements
• The right way up – easy to read
• Do not write on another person’s card
• Carry a handbag with two pockets
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People make judgments about you in:
15 seconds
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Are your shoes clean?
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Are your shoes clean?
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Check your appearance is culturally acceptable
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Badges as a demonstration of the service you provide
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Badges as a demonstration of the service you provide
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Not on your pocket
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Set yourself SMART targets
Simple; Measurable; Achievable; Results; Timebound
• Meet 5 new people
• Meet 5 people you know
• Push yourself out of your comfort zone
• Arrive early
• Stay late
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Practical 2: Targets
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Set yourself 2 SMART
targets for today
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Step 2 -Implementation
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Read body language: identify groups to join
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How to remember peoples’ names
• Fight or flight• Looks like a celebrity• Rhyme the name• Similar to a friend• Repeat 3 times • Ask within 2 minutes• Read from business card at end
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What to say after you have said hello
• Ask “open” questions
• Prepare questions
• Use information you have heard or they tell you
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Use open questions to encourage people to talk
• Who?• What?• Where?• When?• How?• How much?• Why? • “How’s things?”
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Ask ice-breaker open questions at first
• Sport
• Transport
• Work
• News
• Sport
• Holidays
• Weather
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Ask well-informed questions
• Business
• Markets
• Economy
• World events
• If that’s what people
want to talk about
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What do you say when somebody
asks you what you do?
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Practical 3: Write a 12 word summary of what Primerus does for your clients and referrers
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• You may need several of these for different occasions when meeting different people from different industries and sectors and jurisdictions
• For example: ”I am a lawyer and I do M&A” may have less impact than
• “I reduce the risk for my clients on any businesses they buy. “ (12 words)
“Primerus makes the world smaller – essential for globally expanding companies”
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Three questions people ask:
•So what?
•Who cares?
•W.I.I.F.M? What’s In It For Me?
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How to leave a boring person
• “Who would you like to meet?”
• “Who shall we meet?”
• “Shall we get a drink?”
• “You were talking about...”
• “I do not want to monopolise you.”
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Find a Hook
Common interest
What you talked about
A reason to keep in touch
Can be work, hobby, tr
avel, family
Hook
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Make a Commitment
“I will email you a link to
the website...”
“I will send you a copy
of the article...”
“I will telephone you next week to
arrange...”40
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Gain Permission
“Is that ok?”
“How does that sound?”
“How would that suit you?”
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Step 3 Follow-up
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Follow-up
• Ensure every contact is worthwhile
• Plan your follow-up as part of your planning and implementation
• Should be personal, systematic, persistent, imaginative and long-term
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Agree to keep in contact
• Do what you say you are going to do
• Allow time for it
• It’s an opportunity for you to show how you provide your services
• If you don’t follow-up, you are letting people down
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Keep record of what people tell you
Name of person
Date of last contact
Content of discussion
Action arising
Date to follow-up
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Keep record of what people tell you
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Personalise all communication
With whom are you
communicating?
What do they want to read/ hear/ see?
How?
Only for them and only from
you
Generate curiosity and satisfy need
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Action plan for structured and personal follow-up
• Remember everything people tell you
• Diarise commitments immediately
• Create a menu of options
• Be persistent
• Keep going 48
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.The first person that a potential client or referrer thinks of
... is the last person they heard
from.49
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Please do contact Pippa with any questions on:
• Email: [email protected]
• Tel: +44 (0) 1189 310688
• Mob: +44 (0) 780 301 6238
• www.pep-partnership.co.uk
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Copyright 2011 by The PEP Partnership LLP
All rights reserved. No part of the PEP Partnership LLP notes may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopy, recording or any information storage and retrieval system, without permission in writing from The PEP Partnership LLP
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