Best Practice Networking

Thursday 20th May 2010

Guest Presenter:

Dr. Mark Lee Hunter, INSEAD

Facilitator:

Stephen Boyle, UCD School of Business

Networking: Principles and Methods, Part One

Dr. Mark Lee Hunter

UCD Business Alumni ,May 20th 2010

1. Understand our attitudes toward networking

2. Understand how we can influence networks

3. Take a snapshot of our own network practices and how we can change them

What we’re doing tonight

Network = “An interconnected

system of things or people”; You are in one whether you:

Like it or not…Like it or not…

Use it or not…Use it or not…

Typical comments on networking

“I always saw networking as small talk in order to get something. I don’t like doing it, and I don’t like

people calling me to get favors. Relationships should develop in a natural way.”

“I refuse to play stupid political games…. You can only do what you think is the ethical and right thing

from your perspective and if they're not going to react, there is not much more you can do.”

Why are we so negative about networking?

Confusion over personal/professional domainsCan we be sincere while networking?

Fair process concernsWhy reward “politics” over competence?

Fundamental ambiguity of networkingIt’s not always clear who is key!

Personal vs. professionalYou don’t have to be friends with everyone;

help those you want to help

Fair process concernsExact a price for politics

Fundamental ambiguity of networkingPut how before why.

Keep your own goals and values clear.

Can we try a different perspective on networks?

Distinguishing network typesOperational Personal Strategic

Purpose Get things done Develop yourself

Build the future, get support

Space and Time Mostly internal; present

Mostly external; present and

future

Links, adversaries, allies; future

Who belongs? Key contacts prescribed by

task and organization; very

clear who is relevant

Key contacts are

discretionary; not always clear who is relevant

Key contacts are defined by the

context & environment; not always clear who

is relevant

Network attributes & key

behaviors

Depth: Building strong working relationships

Breadth: Reaching out to

contacts who can make referrals

Leverage: Shaping network

and links

Timothy, a principal in a mid-sized software firm, had a speech impediment. He mastered his

handicap when he could prepare for meetings, but more casual encounters inside and outside the firm were painful. He began systematically accepting at least two invitations per week to social events. He

asked to know who was invited, and did background research on other guests. Then he

used this knowledge to open conversations.

Is this how you build a network?

Explore your character (what you can give!) Test ideas Test new roles Gain perspective

Personal networks = rehearsal space!

Use personal networks to:

What’s wrong with this picture?

An accounting manager in a mid-sized private firm was promoted to financial

director and a place on the board. With the accord of the company founder, he plunged

into a reorganization of the accounting department that would enable the books to

withstand close scrutiny from potential investors for an IPO.

Don’t confuse operations and strategy… please!

Operational networking = find best practices, best people to work with,

get big jobs done

Strategic networking = find out who can enable or disable your

goals… and get them on board or get around them!

The network IS the strategy

BP Alternative Energy: New unit launched in 2006. CEO Vivienne Cox built internal network to plan

and train each other. Brought in peers to vet. Launched « water cooler » promotion campaign….

THEN went to group CEO for approval.

The customer is in the network

Reverend guitars: Company going bankrupt with innovative products. Owner started his own forum, launched new line. First customers and promoters were forum members.

How do you get to the star?

You’re at a conference where there’s a big star in your field. You’ve got a good reason

to talk with her. But she’s surrounded.

And you don’t know anyone else at the conference, either.

Do I do this myself? Yes.

Global Investigative Journalism Network: Co-founder in 2001.

Operational use: Stay current on best practice.

Strategic use: Enable teaching and research, including manual on investigation for UNESCO.

Key personal lessons:It takes time (8 years to manual!)

Give before you get (especially listening!)

Thanks for listening

To contact me:Markleehunter@gmail.com

To see my work:http://markleehunter.free.fr

Questions and Answers

Upcoming Alumni EventsWe have a number of upcoming events, which will allow you to meet fellow alumni and increase your knowledge base. “Executive Insights” with Hugo MacNeill, MD, Goldman Sachs and Prof. Ray Kinsella, UCD at 6pm – 8pm on Thursday 27th May in UCD Smurfit School.

“Navigating the Markets” a panel discussion with industry experts including Declan Bourke, MBA ‘07, CMC Markets, Robbie Kelleher, Davy and Brian Weber, Quilter (part of Morgan Stanley) on investment strategies for 2010 and beyond at 6pm – 8pm on Thursday 10th June in UCD Smurfit School.

Golf Outing on Sunday 11th July in Druids Glen.

Purchase your ticket online at www.ucd.ie/businessalumni or telephone Caroline on 01 7168050 for more information.