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Page 1 Page 2 Simone L. Andersen Networking – a professional discipline 2 Download free eBooks at bookboon.com Page 3 Networking – a professional discipline 2nd edition © 2014 Simone L. Andersen & bookboon.com ISBN 978-87-403-0699-6 3 Download free eBooks at bookboon.com Page 4 Networking – a professional discipline Contents Contents Simone Lemming Andersen 9 Introduction 10 1 It should be so easy 15 2 How do you create a good network? 16 2.1 How many people do you need in your network? 17 2.2 Definition and how to build relations 17 2.3 Network is about giving – then taking 18 2.4 Networking is learned from experience 18 2.5 Your personal network 19 2.6 Building a network 19 2.7 Short-term strategy – your strategy here and now 20 2.8 Long-term strategy (nodes) 20 2.9 Use your old contacts 22 A C A R EER W I T H I N F I N A N CE & I T Denmark’s largest provider of financial software solutions needs YOU! 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Care to join us? – Visit us at www.simcorp.com SIMCORP A/S · Oslo Plads 12 · DK-2100 Copenhagen O · Denmark · +45 35 44 88 00 · www.simcorp.com 4 Click on the ad to read more Download free eBooks at bookboon.com Page 5 Networking – a professional discipline Contents 3 Links to influence 23 4 Look for what you want 24 5 Netweaving 25 6 “Luck” links to networks 27 7 What do we work with? 28 7.1 Check the four parameters 30 8 Create a good atmosphere 31 8.1 How do you create a good atmosphere? 31 8.2 Create good atmosphere – but how? 32 8.3 Thyra Frank, lecturer and former head of the Lotte care home in Copenhagen 32 8.4 Jason Watt, lecturer and racing driver 33 8.5 Oprah Winfrey, talk show host 33 8.6 Ole Henriksen, wellness guru 34 Lighting, beyond illumination In 10 years 2/3 of people will be living in big cities. At Philips we focus on providing lighting beyond illumination to make these cities more livable, enjoyable and safe. #makeitmeaningful What will be your impact? www.philips.com/careers 5 Click on the ad to read more Download free eBooks at bookboon.com Page 6 Networking – a professional discipline Contents 8.7 Southwest Airlines – also known as “The Love Airline” 35 8.8 The role models 35 9 Body language and status 36 9.1 Open and closed body language 37 10 Status 40 10.1 It’s all about adaptability 40 10.2 Eye contact, smiles, and praise confer status 43 10.3 We empower those who can handle power 43 10.4 Clothes 45 10.5 Being well-dressed confers status 46 10.6 Business cards also confer status 47 11 Small talk 48 11.1 The anatomy of small talk 48 11.2 Small talk – the beginning of a good relationship 49 11.3 Classic topics 51 Start your career as a trainee and get ahead. #PIONIERGEIST Our trainees talk about their work at innogy and what #PIONIERGEIST means to them. Click and see! 6 Click on the ad to read more Download free eBooks at bookboon.com Page 7 Networking – a professional discipline Contents 11.4 Use open questions 52 11.5 Be in the know 52 11.6 Beware of parallel talk 52 11.7 People good at small talk are good listeners too 53 11.8 The worst mistakes a “small-talker” can make 54 11.9 The difficulty of making contact 54 11.10 How to deal with the problem 55 12 Culture 57 12.1 What is practice and what can we learn? 57 12.2 Group formation 58 12.3 From minus to plus 59 12.4 Set goals for your staff 59 12.5 Make introductions 60 12.6 Remember to circulate 61 12.7 Someone who knows the art 63 12.8 Create a good atmosphere! 64 12. 9 Where is the curiosity? 64 12.10 Find role models 65 �e Graduate Programme I joined MITAS because for Engineers and Geoscientists I wanted real responsibili� www.discovermitas.com Maersk.com/Mitas �e G I joined MITAS because for Engine I wanted real responsibili� Ma Month 16 I was a construction Mo supervisor ina const I was the North Sea super advising and the No Real work he helping foremen advis International al opportunities Internationa �ree wo work or placements ssolve problems Real work he helping fo International Internationaal opportunities �ree wo work or placements ssolve pr 7 Click on the ad to read more Download free eBooks at bookboon.com Page 8 Networking – a professional discipline Contents 13 Ten good pieces of advice 66 14 The road to success 68 15 Exercises 69 16 Epilogue 71 17 Endnotes 72 WHAT WILL YOU INNOVATE? www.skoda-career.com 8 Click on the ad to read more Download free eBooks at bookboon.com Page 9 Networking – a professional discipline Simone Lemming Andersen Simone Lemming Andersen Simone Lemming Andersen, journalist, MA in Philosophy, speaker, writer and the owner of the communications company “Strategisk Kommunikation ApS”. She specializes in networking and performance and offers talks as well as courses in both Danish and English in these fields. For many years, Simone worked for the Danish broadcasting company “Danmarks Radio”, where she produced radio and television and, among other things, had her own talk show on TV. Subsequently, after that she became a Master of Philosophy in Media Science and in 2001 she founded “Strategisk Kommunikation ApS”, a company working with networking as well as presentation and media training. The customer portfolio includes among others the global healthcare company Novo Nordisk, Microsoft, the pharmaceutical company Boehringer Ingelheim and Ernst & Young. In 2008 Simone published the Danish book “Få success i netværk”, a bestseller on how to gain success in networks, and in 2011 she published the bestseller “Networking – a professional discipline”. As a speaker, Simone is much in demand in both Denmark and abroad. You can book a talk in Danish or English on www.thenetworkercompany.com, via e-mail [email protected] or by calling +45 2616 1818. 9 Download free eBooks at bookboon.com Page 10 Networking – a professional discipline Introduction Introduction Act to change While working professionally with network, networking and presentation training, one should think that I am naturally very outgoing and extroverted, but that is not the case! I have feared entering party receptions, I have feared a new course and I haven’t always been fond of breaks at conferences. In short, when there was no program for what I as an attendee was supposed to do and was left to myself, I felt awkward. Taking the initiative to talk to strangers or make a witty remark just wasn’t me. But then I became self-employed. I thought my company would do well with all my educations, good business experience and my references. But after three months I realized that the company was in the red. I simply didn’t have enough customers. One day in my new fine office, I was about to give up. A good friend of mine came by and saw that I wasn’t looking like the success he had expected me to become. And then he asked the question that changed my life. -Who actually knows that you have started Strategisk Kommunikation and what you can do for other people? -Well, I answered, -my friends, my family, some of my old colleagues and fellow students. –Well, are any of these people supposed to buy your product? he asked. –No, I guess not, I admitted. -Then how is your business going to grow when the potential customers have no clue that you exist? I got the point … but around the year 2001 not many people were talking about networks and networking, so I was at a loss about how I should expand my business. Therefore I decided to take leave from my company and travel around in the world to be inspired on how they did in other cultures. And I discovered that networks, connections and the connections’ connections were the way forward. Therefore, I have since then spent most of my working life researching networking, mainly in the face- to-face part, as a lot of people struggle with these challenges. It is estimated that nearly 92 % find it awkward and a very big challenge to make contact with strangers or just being in a group of people you don’t already know. 10 Download free eBooks at bookboon.com Page 11 Networking – a professional discipline Introduction The road to the effective networker Eventually I thought that my introvert approach to my work was a waste of time. Therefore, I kick-started my company and my personal life with networking as my number one priority. This means that I have used my research to find effective ways of communicating in order to make contacting other people both interesting and effective. I discovered that life as a learned extrovert is more fun and far more beneficial than the life of an introvert. Today I also know that introvert people have some inherent competencies that work very well in the extrovert life, which could potentially make them very professional and competent networkers. Personally I have experienced the discomfort of being in a group of strangers. I know the feeling of trying to be invisible. But that is not how it is today. For me it is now an important and attractive business discipline which I like to use and explore. Presumably because the tools have given me confidence and energy that almost always result in new, profitable contacts, development and business. Now, how is it working? Sound network competencies are essential to a good private and business life. Therefore, people with wide and effective networks are usually both successful and wanted. Futurologists point out that in the future, the way to success and growth will be even more dependent on wide and relevant networks. So it will be difficult if you just sit back and hope that everything happens automatically! Several times I have seen that out of two candidates equally qualified for a top job, the candidate with the most relevant network got the job. Often a candidate is asked about his network contacts and competencies early in the job interview. Large and medium-sized companies have experienced that it takes time to establish an effective network. That is why it is beneficial to find employees who have already been working on their networks for some time. One can quickly learn professional competence based on a goal and an intentional strategy. Therefore, the competency “professional network” often ranks before professional competency. But it is not only in the top of the business that networks and good networkers get the opportunity to display themselves. Even in our everyday life, good network competencies can make life easier. Research shows that the feeling of being “lucky in life”, among other things, is based on intact networks. -You can read more about this later in the book. 11 Download free eBooks at bookboon.com Page 12 Networking – a professional discipline Introduction Who needs networks? Networks are here to stay and will slowly play a larger and larger part in the working population’s reality. It is a requested, attractive, energetic and a forward-looking competency. But - -- how many students think constructively of the importance of building a network already while studying? -- how many job seekers think of spending the waiting time establishing networks? -- How many of the working population, with a career or not, think that it could be attractive with another job, where good contacts and a sound network could lead to the job they are dreaming of? -- How many entrepreneurs realize that the good idea or the good product itself cannot create a success, but that it needs the right contacts and the right ambassadors to create a success? -- How many senior executives think that it isn’t only themselves who are going to do the hard work on networking, but that their employees could also become active network ambassadors for the company and thereby create growth? There is a big inactivated network potential for almost all individuals and all companies which is just waiting to be activated! Creating networks and becoming a good networker is not difficult but it requires a transformation of your mind-set and an intentional understanding of the key principals to do it both effectively and enjoyably. How do I get started? Networking is not just a way of life you learn because you discover that effective and relevant networks are equivalent to opportunities and power. Who doesn’t think that life becomes better when the opportunities present themselves? Everything passes more quickly and TIME has become a subject that we need to show respect. Therefore, it is all about doing as much as possible in the shortest amount of time. The world has also become more complex and it has become more difficult to cope with the challenges we meet in our daily life. Save time – the right way Therefore, we need to change our strategy on how we move on with our lives, work or business. So, instead of spending a lot of time on idling and confusion or immersion in new knowledge, we must use another strategy: a phone call or a short meeting with the right person can save us a lot of mistakes and a lot of work. But it requires that we know “the right people” or are in contact with people who know “the right people” that can create perspective or find a solution to our challenges in a short amount of time. 12 Download free eBooks at bookboon.com Page 13 Networking – a professional discipline Introduction Once you discover how fast you can solve a problem or find new solutions to challenges by getting the right expertise that can make things fall into place, you will be aware of and grateful for the network you have built and the great perspectives in it. Psychologist and professor Dr. Wiseman has tested this very observation, and it shows that people who feel satisfied and lucky in life all have large networks. To feel you have luck isn’t something you are born with. It is a mind-set that is often based on having built a strong and effective network. Networking on the physical and social level Besides the physical networks where we meet face to face, there are also opportunities to be gained in the social networks such as LinkedIn, Facebook, Twitter, Instagram, and blogs. Virtual networks are useful when it comes to researching new contacts, getting an overview and making the opening contact, and they are effective in maintaining the contact as well as keeping the contact up to date. There is no doubt that these media will change and become much bigger in the future than is the case today. More and more they are also going to integrate face-to-face networking and take many forms we can barely imagine today. But for now, it is still ”the personal meeting” that makes the best way to new, reliable contacts. We need to take people´s measure and to decode them. Who are they, what do they radiate and do I feel like spending time with them? In short, we need to accept each other’s attitude and words, as this accept is the foundation of establishing network and long-term, consistent contacts. In this book I will focus on the physical meeting, as this kind of contact is fundamental to the networker and because it offers a lot of challenges to most people. Try considering all our displacement activities when we are attending a course, a conference and receptions or just walk into a room where we don’t know the other participants. Especially the arrival and the breaks where it seems obvious to network, are a true study in how hard it can be. More and more people feel so uncomfortable at these occasions that they intentionally use their phone, go to the toilet or hang around the coffee machine. But that isn’t very clever. You might be around people that could be ideal for your network or people that know someone who could be. That is why it is all about making good use of time by being prepared, available and investigative. 13 Download free eBooks at bookboon.com Page 14 Networking – a professional discipline Introduction My experience is that you can spend a lot of time on networks and networking. But it is not about making networking a time waster – it is all about spending your time efficiently. In this book you will be introduced to people who among other things have made exemplary giant leaps within their business by means of their powerful network. For example Barack Obama, Bill Clinton, Angela Merkel, Oprah Winfrey, the Danish racing driver Jason Watt, former EU commissioner Mariann Fischer Boel and the wellness guru Ole Henriksen. Personally I have experienced the discomfort of being in a group of strangers. I know the feeling of trying to be invisible. But that is not how it is today. For me it is now an important and attractive business discipline which I like to use and explore. Presumably because the tools have given me confidence and energy that almost always result in new, profitable contacts, development and business. Read this book and use the tools that appeal to you. Once you get started and realize that making contacts and establishing networks is a piece of practical work like so many other things, it will be fun, and your self-confidence will grow. Enjoy! Simone Lemming Andersen Journalist, MA in Philosophy, writer and speaker. Strategisk Kommunikation ApS You can book talks and courses in Danish or English on www.strategisk.dk, via e-mail [email protected] or by calling +45 2616 1818. 14 Download free eBooks at bookboon.com Page 15 Networking – a professional discipline It should be so easy 1 It should be so easy Do you know this situation: you are attending a course, a talk or a conference and the well-meaning organizers have intentionally scheduled time for networking? You don’t know anyone and you feel it is an awkward and forced kind of contact you might initiate – that is, if you get in contact with someone at all. In those situations, a lot of resources are used on making it look as if you are very busy and an important player in business life. We use our mobile phone, go to the toilet or hang around the coffee machine in order not to unveil that we cannot manage the task ”of geting in contact with other guests in a constructive and natural way”. To many people, making contact with strangers and starting a natural conversation is comparable to survival training. Studies show that what people fear the most is to call attention to themselves in public. Unfortunately, the anxiety or the feeling of insufficiency is a taboo that we only rarely talk about, and it is difficult to talk about and do something about – especially in the business world. Maybe because we feel that we should be able to master it as grown-up, well-educated people, and that it is therefore humiliating to admit that we are having problems with such a simple thing as making contact. Later in this book I will talk about what causes this anxiety and how we can work on it. 15 Download free eBooks at bookboon.com Page 16 Networking – a professional discipline How do you create a good network? 2 How do you create a good network? To many people it is confusing to figure out how to create a good network. The question is: how many people should the network contain and how is the balance between face-to-face network contacts and the virtual contacts on the social media going to be? How many and which networks do I need? To build networks and to network: -- The process begins with discovering the benefits in a good and effective network. -- Next step is to learn the tools that make the effective networker. This means learning competencies such as the right attitude, to be a good communicator and to send a clear message. -- Being a good networker includes practicing and building experiences for the rest of your life! Remember: the right moment to start as a professional networker will never come. The right moment is now and what counts is experience. DENMARK Are you looking to further your cleantech career in an innovative environment with excellent IS HIRING work/life balance? Think Denmark! Visit cleantech.talentattractiondenmark.com “In Denmark you can find great engineering jobs and develop yourself professionally. Especially in the wind sector you can learn from the best people in the industry and advance your career in a stable job market.” Mireia Marrè, Advanced Engineer from Spain. Working in the wind industry in Denmark since 2010. 16 Click on the ad to read more Download free eBooks at bookboon.com Page 17 Networking – a professional discipline How do you create a good network? -- Most of us know something about how, in theory, we should act in networks but the crux of the matter is to implement it as an actual and natural part of our daily life. Most people struggle with this! However, in my experience concrete guidance can bring energy and enthusiasm, which creates positive changes relatively quickly. 2.1 How many people do you need in your network? Researchers disagree when it comes to how many contacts you can handle and actually make use of. But studies by Robin Dunbar, Professor at Cambridge University, show that we can stay connected and make use of 100 to 250 contacts. Professionally and socially we meet an average of 200 to 1000 new people every year, so the process of meeting people is not complicated by lack of opportunities, but rather the fact that we don’t know how to manage and develop the network contacts. There is a big difference in the networks we create. Some people have big networks with a lot of people but only a few close relations. Others have smaller networks with great profoundness depth. In theoretical network research it is discussed how good your network is at making references. That is, how many people in your network give you qualified or profitable new contacts? The new research study “The Strength of Strong Ties in Business Referral Networks” by Dr. Ivan Misner & Max Steén has shown that vague connections (not close relations) give 0.4 contacts or references a year, whereas strong connections on average give 7.4 contacts or references a year. There is no definitive truth about the perfect mix of networks but the above research study may help qualify your goals on how many face-to-face contacts and how many social media contacts are suitable for your personal challenges and needs. 2.2 Definition and how to build relations It can be difficult to define a close relation and how you technically build it. But a simple and good guiding principle can be this VCP composition: 1) Visibility. You have to be visible. People need to know who you are. 2) Credibility. Next step is to ensure credibility. Who are you, what are you good at? 3) Profitability. Then a mutual connection is established. You help each other and make a close/ strong network relation. 17 Download free eBooks at bookboon.com Page 18 Networking – a professional discipline How do you create a good network? Consider one or more of your network contacts. You will probably recognize the above process from creating the relation. The VCP process is also useful if you find it difficult making new contacts. Maybe you move too fast or forget clarifying who you are, what you are good at or how you can contribute to the desired relation. It is important to create a universe where guidance, expertise and potentiality is within range, just as it is important to have a corps of ambassadors who can increase the awareness of you, your products and your services. 2.3 Network is about giving – then taking It sounds so simple: you are building up visibility and credibility and then you can profit. Even though it sounds cynical, is has to be taken in the right spirit. The strange part is that even though most people can recognize the process, I see people forgetting it over and over again. A lot of people think they can just bump into people and then expect them to make an effort for them. That is rarely the case. That is why networking requires a lot of patience, involvement and time. This is also one of the reasons why you shouldn’t wait to create a network until you need help or constructive discussion. If you haven’t already started, then start now - it pays off! Remember the opening line “How can I help you”. In this way you will quickly build up trust and a close relation that makes people want to help you when you need help. There is a personal and often overlooked side benefit by helping others. The moment you help another person or do him a favor, your brain releases the substance dopamine. A substance released when you perform an action connected to the experience of well-being. This means that the brain releases the transmitter substance when you do other people a favor or make them happy. Therefore, to help others is a win-win situation to both you and the person who will get a positive experience or feeling. 2.4 Networking is learned from experience I would like to start by giving you a piece of good advice. I meet a lot of people who want to build a good network and say “I would like to get started but I have to read a few more books about networking and body language, get better at small talking and lose a few pounds”. Honestly – the right time will never come. Networking is learned from experience. It has to be tried, experienced and tried and experienced again, and over time you will learn what works for you. So get started, it is the only way you will be good at the discipline of networking, a discipline consisting of a lot of factors you cannot master at once, a discipline where you will learn and experience all the time. 18 Download free eBooks at bookboon.com Page 19 Networking – a professional discipline How do you create a good network? 2.5 Your personal network A lot of people have asked me if networks and networking are really working. And yes, it will work if you begin in a proper way. Preparation is a good idea if you want to make it easy and profitable for yourself. There are a lot of different phases you need to think of and work through. Outlining of network Some people think it is nice outlining their network; Finding out who is included in their network and how close the relation is. At the back of the book you will find a figure explaining how to outline your network. The method creates a good overview of where you are in your network, and the process of considering your contacts usually means that you will think of a few old contacts. Read more in chapter 2.9. 2.6 Building a network Having worked with network strategy for many years, I think I have found a very effective way of building a network. One of the pitfalls is the TIME you will spend on building a relevant network. To many people it is all about getting as many contacts as possible. I have put that strategy behind me as it turned out I would have to work more than 24/7 to find a big network and keeping in touch. That is why I use and teach two strategies supplementing each other very well: ZZZVWXG\DWWXGHOIWQO ‡5DQNHGWKLQWKHZRUOG  7+(67HFKQRORJ\UDQNLQJ Page 20 ‡$OPRVW\HDUVRISUREOHPVROYLQJ  H[SHULHQFH ‡([FHOOHQW6SRUWV &XOWXUHIDFLOLWLHV ‡&KHFNRXWZKDWDQGKRZZHWHDFKDW  ZZZRFZWXGHOIWQO 19 Click on the ad to read more Download free eBooks at bookboon.com Page 21 Networking – a professional discipline How do you create a good network? a) A short-term strategy b) A long-term strategy 2.7 Short-term strategy – your strategy here and now You will need this strategy to define the needs of your network within a limited time period. Ask yourself these questions: 1) What is my vision for the next year? 2) What do I need help with? 3) Who do I know that can help me get there or who do I need to meet to get there? Re 1: What is your project for the next year? What do you want to achieve? It could be e.g. education, a new job, starting a business, expanding your business. The vision you choose has to be as concrete as possible. The more concrete, the more functional your vision is in relation to the network mind-set. Re 2: When the vision is defined, you can move on by finding out what you need help for in completing your vision. Here you will also increase the success rate by being concrete about the jobs you need help with. Re 3: Here you name the persons or companies that can lead the way or maybe even lead directly to the goal in regards to your vision. But remember; only rarely can we go directly. Often we need to go through several steps before we get to the crux of what we want to accomplish. Also remember: often the process is easier if you have prepared the ground by offering your help or if you can have someone recommending you to a contact. Later in this book I will describe how the introduction of contacts works. If you want to do yourself a big favor then allow 1-2 hours to go through the 3 questions. Afterwards a lot of things in your life will definitely be simpler and more focussed. 2.8 Long-term strategy (nodes) This strategy is a result of the fact that TIME is short for most of us. You may be spending a lot of hours on cultivating a big network and that is why the node mind-set is brilliant. Nodes – understood as flight routes To explain nodes I will use a map with flight routes: 20 Download free eBooks at bookboon.com



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