The presentation material for a seminar on professional networking.

1. The Network Creating and Building Relationships

2. Take Aways Understand why networking is vital Understand what networking is (and is not) Know how to write a personal story Know fundamentals of working a room Have greater confidence and success with building a strong network

3. Framework How many jobs do you expect to have after college? How many will be in the same field you concentrated on in college? How much of the information you are learning now will be relevant in 10 years? How many people do you know? Recognize to say “Hi!” and have a polite conversation Look forward to spending time with How often do you look for ways to help people you know?

4. Relationships Count Building relationships is like building equity in a professional "account", where you make deposits every time you give value to a client or prospect, and you make withdrawals every time you ask them for something. The trick is to keep a healthy balance sheet, ensuring that you are never taking more than you are giving. The Philadelphia Business Journal Tip Sheet 10/5/2010

5. Your Network A supportive system of individuals with common interests which creates increasing value for each participant through the sharing of information and services.

6. Simple Rules for Complex Situations Complexity science tells us that simple interactions between neighbors can lead to complex group behaviors like swarm intelligence, the whole becoming greater than the sum of its parts. Len Fischer, The Perfect Swarm

7. Networking Myths It is all about self promotion – it’s essentially selfish It is transactional You only do it to get something It’s about contacts or hits It’s what you do when you need a job It’s all electronic thesedays

8. A Short (and partial) List of Networking Principles Network for life Tell your story, listen to their story then create a common story Seek opportunities to help – build Karma points Find venues of people with common interests Meeting people ≠knowing people Build on your areas of expertise and interest

9. Our Brains-Hardwired for Stories FACTS without stories are not relevant

10. To understand people, you must understandtheir stories

11. Build Karma Points Develop fields of expertise Help people without expecting direct compensation Be a hub and get to know other hubs Create value Do good. Commit random acts of helpfulness.

12. Join and Participate Professional (AMA, PMI, PDMA, SAE, TMC etc.) School (Alumni, Frat/Sorority) Church (Council, community outreach, choir) Community (Chamber, Rotary, Economic Development) Company (Special projects, leagues, band, United Way etc.) Be around people you like.

13. Build Relationships – Follow Up Meeting people ≠knowing people Set up conversations Share material Event announcements Articles & Books Common events Make introductions Take TIME

14. Be an Expert Choose specialties of interest Read deeply in specialty areas Be the go-to for information in those areas Look for opportunities to help people with your knowledge – pro bono Converse: Hang out with experts.

15. Process Establish contacts Follow up Find opportunities to help Build relationships Maintain and grow

16. Tell your stories

17. Story Components Name Key personal characteristic(s) Key professional characteristic(s) Supporting story

18. Working the Room

19. Be Aware Listen for opportunities to join a conversation Look for body language Observe clothing Excuse yourself politely

20. Be Present Don’t cross arms or legs Do use open gestures Smile Make eye contact Focus Look for points of connection

21. Be Proactive Introduce yourself Start conversations Adjust topics to find common interests Excuse yourself politely to move on