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NRF - Effective Networking

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  • Effective Networking PresentedBy Peter Cosgrove

    Sponsored byCXC Consultants Exchange

    *

  • Contents Introduction and context

    Why network...the old fashioned way

    How to network

    Conclusion

    *I am aware that this is the last 30 minutes before coffee so I will try and make this energetic the good news is we start with a video and then I will endeavour to highlight some of the reasons to network and more importantly the value to you by doing this through looking at human behaviour and some of the threats to NRF members and what to do next

    Anyway my video is on technology and is about 2 minutes here we go..

  • *

  • Is Technology the answer?

    *I want to give you a different viewI am not a luddite I love technology

  • *While I was writing this presn I got quite a few invites to other sites and as I am signed up to certain groups and subscriptions I was getting through a lot of info and links to read. Its always good when you get these invitations to connect and the first thing you have to do is click on the person to see who they are

    Anyway I started getting invites for sites I was not even aware of - look

  • *After a bit of research I realised this was only the tip of the iceberg and I came up with this list

    So dont be alarmed but lets start by remembering this

    There is access to so much information about there right now when are you going to have time to read any of it!

  • We need technology butTechnology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important. Bill Gates

    *So I looked for someone in technology to give their view on its importance who better than Bill Gates

    Its a tool and it depends on how you use it

    So while there is huge access when do you have the time and how do you measure the reward, I have heard much anecdotal evidence however that unfortunately is always an anecdote to prove a point as opposed to empirical analysis to highlight tie spend and value gained.

  • *So thank god business is still a people business!!Jim Collins talks about it in his book Good to Great and highlights the importance of getting the right people on the busHe again looks at microsoft and this is a picture of their early days its hard to believe this guy became the worlds richest men at one timeHowever it is well known that Apple have a cleaner product and that Linux is a better operating system than Microsoft yet Microsoft has well and truly won the battle its not just about the technology

  • *Then I thought what would we do if like the video said we went back to simpler times for those of you who have not seen this American show it is about Ad man in the 50s the reason I mention it was that I was watching it when writing this presn and was struck by the fact that when they went to their desk they had a land line phone No computers, mobiles or blackberrys the goal is still the same meet the client, find out what they need and prove that you can give it to them at a valued priceHow much of our time could be being taken away by technology?

  • Why Network...the old fashioned way

    *So to reiterate dont get me wrong I love technology just looking at an alternative view

  • 1. Recruitment is a people businessUltimatum game

    *Recruitment is not easy....if it was matching would be done by computers

    SO while the world of tech is changing rapidly one thing that remains the same is the unpredictability of human behaviour and why we need to continuously be meeting new people to u/s and benefit from this

    We would all be obsolete if recruitment was easy but finding the right person for the right job will never be a purely matching exercise for roles especially in Ireland where we look to build a smart economy

    However dont take my word for it

    Ultimatum The ultimatum game is a game often played in economic experiments in which two players interact to decide how to divide a sum of money that is given to them. The first player proposes how to divide the sum between the two players, and the second player can either accept or reject this proposal. If the second player rejects, neither player receives anything. If the second player accepts, the money is split according to the proposal. WWTBAMPASSPORT story

    Given I dont hear these stories very often I quickly realised the detailsHE was a money lender or a heavyThe amount in question was 2kThe guy in my end of the phone was not interested in excusesAnd as he lowered his voice even further so I could just make out the conversation he was clear what would happen if the money was not repaid its hard not to be some what intrigued by this while also feeling sorry for whoever was on the other side of the phone! When my number came I had a Mr bean moment where I tried to get up and fell back again who came to my help but yes you guessed it the guy on the phone and all I hear as he assists me is isnt that lovely, chivalry's not dead yetIf only she knew!So we are not easy people to work out and that is our job and our skill

  • In a recent survey 67% of clients move from one supplier to another because of....

    The indifference of their current supplier

    2. Sales is emotive...

    *You will see this research again and again = the current supplier gets lazy or complacent

    Think of the word indifferent it does not necessarily mean a bad job is being done its more the connection with the supplier

  • 3. Threats to Recruitment AgenciesClients cut out the middle man

    In-house Recruitment specialists

    Technology platforms that do everything automatically

    *Clients who cannot afford a fee begin gthe false economy of usig time effort less recruitment experitse to potentially hire the right person but will all the risks associated with this

    In house recruiters many go over the wall and they know all the tricks

    Tech- Recently heard at the CIPD that Linked in presented and said that there was no longer a need for recruitment agencies -- they could do the work for you

    So why are we and will we still be in demand

  • Why networking will help with these threats...Focus on what is not easy to replicate:

    Advice

    Perspective

    Knowledge

    *Our clients have the same issue with info overload recruitment is not even their core focus

    Firstly there will always be a new tool like monster database 10 years ago that recruiters got to know well however the clients followed, this will be the same with online tools, Google ad words, linked in etc so certain tolls will be widely available but what is not:Advice; eg of investment banks in the 80sPerspective: when a client says why cant we get the right people we are the best, CSFB blame cultureKnowledge - to gain knowledge we need to network we need to know our industry, salaries, comparators thats our USP

    So when you hear the phrase real time - get out and meet people and talk to them about business you cannot get more real time than this!

  • How to Network

    *This will be a how to guide this is not a dark art - there is Science and preparation behind itAll notes you can get afterwards.

  • I hate networking!What our the biggest fears around networking?

    *Shout out your biggest fears

  • What networking is notNOT Selling its a PLATFORM for future sales

    What is it:

    The ability to create and manage professional relationships

    *Have you ever sold something at a networking event?

  • Why networkTo gather market information

    To create prospects a growth strategy

    To Build Visibility

    To Build Relationships

    To reinforce relationships

    Because the competition is doing it

    *

  • Where to networkAccept invitations

    Prioritise it

    *Crocodiles at the watering hole

  • What do we need to know to networkThe biggest problems networking

    People do not work the room People are in the wrong room

    With so many events the key is to: Go to the right events Do the right things at these events

    *Being in the wrong room guy going into a room all nervous sits down, asked to introduce himselfHi I am Georgge and i am a sex aholic, norw being new to this he expected like the movies to get Hi george and a clap butjust silence followed aby a lady saying i think thats on the next floor this is the group focusing on religion in the home!LIST WHO YOU WANT TO MEET action create this list

    Who are the big fish those who pay the most, you like working with ad those you have had success with (eg gym instructor would it be someone who uses your services twice s week and tells all their friends about it)

  • Why you are already a good networkerThe two biggest skills that you already possess are

    Having good manners Being able to talk

    *Eg of guy who said you are very fat, excuse me yuo are very fatI sell lumbar supports...

  • Have an objectiveHow many people came here today with a specific objective?

    .if not you will have less chance of getting what you want

    *A show of hands and be honest how many people came here with a specific objective

    My objective is to learn how badly affected the temps market is in finance or how much the in-house companies are poaching god staff or how other owners are feeling right now.you are more likely to find this out if you knew in advance what you wanted.

    Do not bring mktg collateral with you

  • Reticular ActivatorIf you do not know what you are looking for, do not be surprised if you do not find it

    *MAKKE a list of your ideal customersNetworking is hard dont make it harder by not knowing who you are looking for

    Make a list of your ideal customers: Who pay you the most Who youve enjoyed working with Who youve had most success withWhat about suppliers What about those who will refer you PR opportunities Knowledge gathering Professional bodies

    THE RETICULAR ACTIVATOR is a part of the brain the stays on alert. It's job is to make you notice some things and ignore other things (if you noticed everything, you'd be too distracted to function). When you buy a new VW, it seems like the whole world has bought VWs, because you notice them everywhere. That's the reticular activator at work.

  • The fearNever compare your inside to someone elses outside because you will always lose

    *Remememebr that bad exam when you looked up and everyone was writing awayyou knew the exam was worse for you than it was for themWhen you walk into a room full of people you immediately think Oh my god everyone knows everyone else they were just like you two minutes a GO so who do I talk to

  • Preparing to networkChoose an objective make it activity based

    Plan your route (when to arrive, who to sit with etc)

    Research the group and the dress code

    Business cards

    Read newspapers

    *

  • How to startPause and survey the roomTarget groups

    Eye contact and smile

    Maintain Distance

    Ask Permission Please may I join you?

    Hi I am FIRST NAME make it easy

    Use an open question Where have you come from today

    Badge put on right lapel

    *Should you arrive early or late at these things

  • Understand Groups..so look for open groups

    *

  • Networking Steps5 steps:Getting into the conversationTalk about themTalk about youChat Get out of conversation

    *If you ask them what they do - you can find out if they are of interest to you

    Afters Im an accountant vs I help people pay less taxI work in recruitment....thats what the person is not what the person doesAfters based: I Verb AFTERS

    Questions to askWhere have you come fromWho do you work forWhat do you doWhen did you get into this businessWhere are you basedHow long have you been doing itHow any staff/ branches have you got

  • Have something to say

    *When you walk into a room full of people you immediately think Oh my god everyone knows everyone else they were just like you two minutes a GO so who do I talk to

    the best thing to do is to ask questions thats what we are good at!

  • The Big QuestionWhat professions are good contacts for you?

    *

  • Moving onBe Respectful Provide an exit

    Moving on Im going for a coffee, do you want one

    Parking

    *Are you looking for lawyers if I see any I will pass them on to you

    Never just leave someone

  • Help others!Understand the universal law of reciprocity. This basically states that what you give out comes back tenfold if you want referrals start giving them to others.

    *On the Importance of Scratching BacksIn December 1970, psychologists Phillip Kunz and Michael Woolcott conducted perhaps the simplest social psychology experiment ever. Over the course of a couple of weeks, they popped some Christmas cards in the post. However, Kunz and Woolcott did not send the cards to their friends, family or colleagues, but instead randomly selected the recipients names and addresses from a local telephone directory. The two intrepid researchers were interested in the psychology of reciprocity, and wondered whether the act of receiving a greetings card from a total stranger would be enough to persuade people to send a card back. The answer was a resounding yes, with Kunz and Woolcott quickly receiving cards from the majority of those on their random list of complete strangers.

  • Regular questions... What should I wear

    How long should you spend with people

    When should you arrive

    How drunk should I get

    How do I handle my nerves

    *My big fearsd whats the worst that can happen

  • *

  • Conclusion

    *

  • Quick Summary on Networking Accept invites to events

    Continue to build on your list of who you want to meet

    Have an objective

    Know what you are looking for

    Have something to say

    Practice saying what you do not who you are

    Help others

    Follow up

    *Anecdote on Rupert Murdoch and the secretary Irene

    Survey done by BNI most successful networkers were thos that followed up

  • Now networking should be easy with anyone!

    *

  • THANK YOUPeter [email protected] 29th 2010

    *

    *

    *I am aware that this is the last 30 minutes before coffee so I will try and make this energetic the good news is we start with a video and then I will endeavour to highlight some of the reasons to network and more importantly the value to you by doing this through looking at human behaviour and some of the threats to NRF members and what to do next

    Anyway my video is on technology and is about 2 minutes here we go..*

    *I want to give you a different viewI am not a luddite I love technology*While I was writing this presn I got quite a few invites to other sites and as I am signed up to certain groups and subscriptions I was getting through a lot of info and links to read. Its always good when you get these invitations to connect and the first thing you have to do is click on the person to see who they are

    Anyway I started getting invites for sites I was not even aware of - look*After a bit of research I realised this was only the tip of the iceberg and I came up with this list

    So dont be alarmed but lets start by remembering this

    There is access to so much information about there right now when are you going to have time to read any of it!*So I looked for someone in technology to give their view on its importance who better than Bill Gates

    Its a tool and it depends on how you use it

    So while there is huge access when do you have the time and how do you measure the reward, I have heard much anecdotal evidence however that unfortunately is always an anecdote to prove a point as opposed to empirical analysis to highlight tie spend and value gained.*So thank god business is still a people business!!Jim Collins talks about it in his book Good to Great and highlights the importance of getting the right people on the busHe again looks at microsoft and this is a picture of their early days its hard to believe this guy became the worlds richest men at one timeHowever it is well known that Apple have a cleaner product and that Linux is a better operating system than Microsoft yet Microsoft has well and truly won the battle its not just about the technology*Then I thought what would we do if like the video said we went back to simpler times for those of you who have not seen this American show it is about Ad man in the 50s the reason I mention it was that I was watching it when writing this presn and was struck by the fact that when they went to their desk they had a land line phone No computers, mobiles or blackberrys the goal is still the same meet the client, find out what they need and prove that you can give it to them at a valued priceHow much of our time could be being taken away by technology?*So to reiterate dont get me wrong I love technology just looking at an alternative view*Recruitment is not easy....if it was matching would be done by computers

    SO while the world of tech is changing rapidly one thing that remains the same is the unpredictability of human behaviour and why we need to continuously be meeting new people to u/s and benefit from this

    We would all be obsolete if recruitment was easy but finding the right person for the right job will never be a purely matching exercise for roles especially in Ireland where we look to build a smart economy

    However dont take my word for it

    Ultimatum The ultimatum game is a game often played in economic experiments in which two players interact to decide how to divide a sum of money that is given to them. The first player proposes how to divide the sum between the two players, and the second player can either accept or reject this proposal. If the second player rejects, neither player receives anything. If the second player accepts, the money is split according to the proposal. WWTBAMPASSPORT story

    Given I dont hear these stories very often I quickly realised the detailsHE was a money lender or a heavyThe amount in question was 2kThe guy in my end of the phone was not interested in excusesAnd as he lowered his voice even further so I could just make out the conversation he was clear what would happen if the money was not repaid its hard not to be some what intrigued by this while also feeling sorry for whoever was on the other side of the phone! When my number came I had a Mr bean moment where I tried to get up and fell back again who came to my help but yes you guessed it the guy on the phone and all I hear as he assists me is isnt that lovely, chivalry's not dead yetIf only she knew!So we are not easy people to work out and that is our job and our skill*You will see this research again and again = the current supplier gets lazy or complacent

    Think of the word indifferent it does not necessarily mean a bad job is being done its more the connection with the supplier*Clients who cannot afford a fee begin gthe false economy of usig time effort less recruitment experitse to potentially hire the right person but will all the risks associated with this

    In house recruiters many go over the wall and they know all the tricks

    Tech- Recently heard at the CIPD that Linked in presented and said that there was no longer a need for recruitment agencies -- they could do the work for you

    So why are we and will we still be in demand*Our clients have the same issue with info overload recruitment is not even their core focus

    Firstly there will always be a new tool like monster database 10 years ago that recruiters got to know well however the clients followed, this will be the same with online tools, Google ad words, linked in etc so certain tolls will be widely available but what is not:Advice; eg of investment banks in the 80sPerspective: when a client says why cant we get the right people we are the best, CSFB blame cultureKnowledge - to gain knowledge we need to network we need to know our industry, salaries, comparators thats our USP

    So when you hear the phrase real time - get out and meet people and talk to them about business you cannot get more real time than this!*This will be a how to guide this is not a dark art - there is Science and preparation behind itAll notes you can get afterwards.*Shout out your biggest fears*Have you ever sold something at a networking event?*

    *Crocodiles at the watering hole*Being in the wrong room guy going into a room all nervous sits down, asked to introduce himselfHi I am Georgge and i am a sex aholic, norw being new to this he expected like the movies to get Hi george and a clap butjust silence followed aby a lady saying i think thats on the next floor this is the group focusing on religion in the home!LIST WHO YOU WANT TO MEET action create this list

    Who are the big fish those who pay the most, you like working with ad those you have had success with (eg gym instructor would it be someone who uses your services twice s week and tells all their friends about it)*Eg of guy who said you are very fat, excuse me yuo are very fatI sell lumbar supports...*A show of hands and be honest how many people came here with a specific objective

    My objective is to learn how badly affected the temps market is in finance or how much the in-house companies are poaching god staff or how other owners are feeling right now.you are more likely to find this out if you knew in advance what you wanted.

    Do not bring mktg collateral with you*MAKKE a list of your ideal customersNetworking is hard dont make it harder by not knowing who you are looking for

    Make a list of your ideal customers: Who pay you the most Who youve enjoyed working with Who youve had most success withWhat about suppliers What about those who will refer you PR opportunities Knowledge gathering Professional bodies

    THE RETICULAR ACTIVATOR is a part of the brain the stays on alert. It's job is to make you notice some things and ignore other things (if you noticed everything, you'd be too distracted to function). When you buy a new VW, it seems like the whole world has bought VWs, because you notice them everywhere. That's the reticular activator at work. *Remememebr that bad exam when you looked up and everyone was writing awayyou knew the exam was worse for you than it was for themWhen you walk into a room full of people you immediately think Oh my god everyone knows everyone else they were just like you two minutes a GO so who do I talk to*

    *Should you arrive early or late at these things*

    *If you ask them what they do - you can find out if they are of interest to you

    Afters Im an accountant vs I help people pay less taxI work in recruitment....thats what the person is not what the person doesAfters based: I Verb AFTERS

    Questions to askWhere have you come fromWho do you work forWhat do you doWhen did you get into this businessWhere are you basedHow long have you been doing itHow any staff/ branches have you got

    *When you walk into a room full of people you immediately think Oh my god everyone knows everyone else they were just like you two minutes a GO so who do I talk to

    the best thing to do is to ask questions thats what we are good at! *

    *Are you looking for lawyers if I see any I will pass them on to you

    Never just leave someone*On the Importance of Scratching BacksIn December 1970, psychologists Phillip Kunz and Michael Woolcott conducted perhaps the simplest social psychology experiment ever. Over the course of a couple of weeks, they popped some Christmas cards in the post. However, Kunz and Woolcott did not send the cards to their friends, family or colleagues, but instead randomly selected the recipients names and addresses from a local telephone directory. The two intrepid researchers were interested in the psychology of reciprocity, and wondered whether the act of receiving a greetings card from a total stranger would be enough to persuade people to send a card back. The answer was a resounding yes, with Kunz and Woolcott quickly receiving cards from the majority of those on their random list of complete strangers.*My big fearsd whats the worst that can happen

    *

    *

    *Anecdote on Rupert Murdoch and the secretary Irene

    Survey done by BNI most successful networkers were thos that followed up

    *

    *

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