Welcome to networking and effective relationship management. May 6, 2012

Transcription

1 Welcome to networking and effective relationship management May 6, 2012

2 SPEAKER BIOGRAPHY 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.

3 How do you view networking? With Fear/Dread? As Overwhelming? As A Time Drain? OR As An Opportunity?

4 Today s objectives Understanding Networking: What It Is; What It s Not Increase your confidence in networking Share tips and techniques Enhance your effectiveness at building relationships

5 What is your resistance to networking? Fear Challenge No time Feel insincere Feel manipulative Just an elegant way of using people

6 Networking is Creating a fabric of personal contacts who will provide support, feedback, insight, resources, and information needed to get things done Harvard Business Review, How Leaders Create and Use Networks, January 2007

7 Networking is Networking: What it is/ what htit it s not Initiating key relationships with a purpose Cultivating these relationships over time Leveraging these relationships for mutual benefit Networking is not A business card gathering contest Somethingthat that yields immediatebenefit A one for one exchange

8 What can it be? A Changed Mindset An Exciting challenge An Opportunity to build ildlifelong l relationships

9 Why network? What s in it for me? Helps your self confidence and ability to interact with executives. Enhances your credibility and visibility within the firm. Expands your opportunities for revenue growth. This can be fun (no really!).

10 Types of networks What is the purpose Operational Personal Strategic Getting work done efficiently Enhancing personal and professional development Figuring out future priorities Where are they? Internal Mostly external Both internal and external What is the Current Current interests Future orientation? project/engagement What is the Key Attribute? What is the Key Behavior? Depth Breadth Leverage Building strong working relationships Referrals Creating new perspectives

11 What to do? 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. Step 3 Accept tthis 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!

12 How do you build your network? Meet your peer group inside Know what you want and what your organization. you have to offer. Get involved be proactive/volunteer. Help others develop their own networks. Target and meet people important to you. Act as a host even when you re not. Always put your best foot forward by doing your homework. Appear confident. Be authentic Listen actively and ask questions Quickly follow up with new contacts. Ask for advice ona relevant topic. Make sure people learn what you do. Practice, practice, practice!

13 Tips to effective networking

14 Getting ready Decide to have fun! Appearance: Dress appropriately for the occasion. Tailor your dress to your 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 Have plenty of them, in a handy location Have a pen critical notes

15 Ten commandments of business networking Have 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 Exchange business cards Manage your time efficiently Make a note on the back of business card to remember things about person Leave out any of these strategies and your networking is just a waste of time Always FOLLOW UP!! September 2002 Ivan Misner

16 Pre meeting preparation: Making a plan 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 they remember you? Set goals: Meet person X, my target executive. Find out who my target reports to/what they do/their business challenges

17 Initial contact What does your shared service organization do? What is your role? John McKimmey Senior Manager of Shared Services How long have you worked at ABC Company? Is Plano your home? ABC Company 5000 Headquarters Drive Plano, TX Direct Fax Did I just see a press release about ABC Company making an acquisition in Europe? What impact will this have on you?

18 What to say Introduce yourself Smile, maintain eye contact, note body language Ask questions Allow others to shine talk 10% listen 90% it s all about making someone else feel important

19 The fine art of small talk Meeting 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? What do you find to most interesting about your job? How did you come to be at? The Fine Art of Small Talk by Debra Fine

20 The fine art of small talk Learn to remember and use person ss name Repeat to yourself Use it in your conversation Prepare, prepare, prepare Think about the event you are attending Prepare your verbal business card Come up with at least three conversation points or topics

21 The fine art of small talk Keeping the conversation going Show an interest in others Be a good listener Ask open ended questions Dig deeper Be appropriate Do s & Don ts Don t dominate the conversation Respect others and their opinions

22 The fine art of small talk Exiting 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 impression Smile and a handshake nice to meet you Establish a way to make contact in the future

23 Asking good questions Ask questions and listen 80%, talk 20% What do you do for XYZ company? Who are your customers? What is your biggest challenge? If you know something about tthe company or industry, ask an appropriate question what do you see as the impact of consolidation in your industry? How does it impact you? What bi 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 insightful, hf stimulating questions, not by talking.

24 Posture and clutter Meet not Eat Examples the good, the bd bad and the ugly Accessibility of cards Demonstrated interest Move along don t get trapped Pairs Avoid huddle Use Signal when needed

25 Follow up Send them a note/ /phone call within 48 hours Add them to your contact information database Let them know that you enjoyed meeting them Don t be afraid to ask them for something (i.e., introduction, information, etc.)

26 Networking Exercise Write 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 ve enjoyed about the conference. Find out something you have in common, is there information you can share? Exchange business cards. Network with thenextperson person. Complete as many squares as possible and let us know how many you complete at the end. Mingle, meet folks and have fun!!!

27 Take aways Building a diverse Business Network will payoff People trust people they know Relationships made now can lastforever You need to work at it everyday

28 Building relationships

29 Developing value based relationships lti A value based relationship begins with understanding the individual and what he/she values Business and personal information areequallyequally critical to sustain a business relationship You can serve as a catalyst for your key relationships

30 Catalyst model Value Recognition Power

31 Dale Carnegie s six ways to make people like you Become genuinely interested in other people. Smile. Remember that a person's s name is to that person the sweetest and most important sound in any language. Be a good listener. Encourage others to talk about themselves. Talk in terms of the other person's interests. Make the other person feel important and do it sincerely.

32 Relationship building tips 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. 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.

33 What tools areavailable? What tools are available? Linkedin FaceBook Twitter Others? Social media

34 Ways social networking helps your professional networking Visibility Ifyou want to increaseyour visibility in a certaingroup, nicheor 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 about then discover the places other people with the same passion hang out. Make some friends! Shared goals Find people p who are aligned with what you hope 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.

35 LinkedIn tips Use LinkedIn Today to stay on top of Post a Poll to your LinkedIn network the news that matters to you to ask a broad question to get Follow companies you are interested multiple perspectives and start the in through their LinkedIn page pg to stay dialog up to date on their latest moves and announcements Send a LinkedIn message to your network asking them to send information on topic that s relevant Add descriptive Tags to your connections profiles so you can quickly find their expertise when you need it Pose a question on LinkedIn Answers to find connections with expertise and different point of view and promise to do the same. Use LinkedIn to schedule three lunch dates to take place in upcoming weeks Post one article each week to your LinkedIn connections The Start up of You, RidH Reid Hoffman

36 Questions? Debbie Lew

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