Presentation to the International Facilities Management Association (IFMA) Phoenix, AZ Chapter on November 19, 2015.

1. Success Through
Networking
Carl B. Forkner, Ph.D.
Presentation to

2. Introduction
• Dr. Carl Forkner
– Over 35 years of experience in education, training, & leadership
– Retired Naval Officer & University Professor
– Published Author
– Director of Training & Development at DWWTC

3. Agenda:
• Networking: What is it?
• C2B Networking
• B2C Networking
• B2B Networking
• Electronic Networking
• Translating Electronic Contacts into Physical Networks
• Finding Networking Opportunities
• Q & A Period

4. Networking: What is it?
• A socioeconomic business activity by which groups of like-minded
businesspeople recognize, create, or act upon business opportunities.
• A business network is a type of business social network whose reason for
existing is business networking activity.
• A more cost-effective method of generating new business than advertising
or public relations efforts.
– Business networking is a low-cost activity that involves more personal
commitment than company money.

5. The Evolution of “It”
• In the beginning:
– It’s what you know…
• Entering the new Millennium:
– It’s who you know…
• Fast-forward to Today:
– It’s not who you know; it’s who knows you…

6. Why Network?
• Networking is the key ingredient to capture the essence of today’s
environment – who knows you.
• Five ways networking helps you:
– Confidence
– Friendships
– Opportunities
– Skill Improvement
– Shared Knowledge

7. Growing Your Network…
1. Be helpful
2. Build your reputation
3. Make yourself visible
4. Get up, get out, get going!
5. Have intentions
6. Think long-term
7. Get rejected (huh?)
8. Listen!
9. Ask questions
10.Follow Up

8. C2B Networking
• A business model in which consumers (individuals) create value and
businesses consume that value.
– A reverse auction or demand collection model, enables buyers to name or demand their
own price, which is often binding, for a specific good or service.
– The electronic commerce business model in which consumers can offer products and
services to companies, and the companies pay the consumers.
• Primary means is through Internet sites, such as Web pages, Blogs, and now
some social media platforms.

9. B2C Networking
• The exchange of information from business to consumer contacts.
• Focuses primarily on retail marketing/sales of products and services.
– Rides a backbone of social media and CRM platforms
• It’s not so much technology has changed. It’s people that have
changed how they are utilizing technology to do business.

10. B2B Networking
• A situation where one business networks to make commercial transactions
with another.
– A business is sourcing materials for their production process.
– A business needs the services of another for operational reasons.
– A business re-sells goods and services produced by others.
A key obstacle to B2B networking is managing the relationship
between sales reps and client side decision makers

11. Where does Business Meet?
• Referral networking groups
• Executive peer-to-peer coaching
• Chamber of Commerce events
• Networking groups
– Open
– Closed

12. Electronic Networking
• Facebook is the most important
for B2C networking & marketing

13. Electronic Networking
• LinkedIn is most important for
B2B networking & marketing
– Facebook is gaining ground over
the last two years…

14. Electronic Networking
• Number of active users on top 5 social media platforms
2
332 M
users
4
284 M
users
3
300 M
users
5
70 M
users
1st
1.35 B
users
2014 Data

15. Electronic Networking
• Number of daily users on top 5 social media platforms
2014 Data
2
135 M (40%)
users
1st
864 M (64%)
users
4
66 M (22%)
users
5
36 M (51%)
users
3
100 M (35%)
users

16. Electronic Networking
• Social Media Demographics

17. Why are LinkedIn & Facebook
Important?
50% of companies use Facebook to find talent
80% of companies use LinkedIn to find talent
74% of HR professionals actively use LinkedIn
93% of recruiters actively use LinkedIn to source new employees for client companies

18. Translation: From Trons to People
• Make connections meaningful
– Quality, not quantity, is most important
• Sharing information & media
• Posts
• Comment & respond
• Groups

19. Finding Networking Opportunities
• Chambers of Commerce
• Networking events
– Networking Phoenix
– Meetup
– Network After Work
– PBJ events
– Referral 101 Network
– Executives Network
– Eventbrite

20. In Closing…
• Start the conversation
• Make meaningful connections
• Nurture your connections
• Continue the conversation
• Mutual support
• Follow through
• Make networking a priority
Get up, get out, get going!

21. Success Through
Networking
Carl B. Forkner, Ph.D.