Insurers' journeys to build a mastery in the IoT usage
Hec networkining seminar jan 31 2011 5
1.
2.
3.
4. HEC & Engage Welcome You
• Pierre Francq • Hani Kafoury
– VP Corporate Affairs and Communication
– Director, Pharmascience Inc.
Career Management Services
• Geneviève Côté • Pauline Huynh
– Creative Services Manager
Engage Presentations
– Counsellor
• Danielle Martin
MBA Career Services Career Management
Services
• Christian Denis –
–
Intern at Engage Presentations
JMSB Finance Major
– Director of Graduate Services
Career Management Services
5. About me
• Native Montréalais
• 20+ years in the healthcare sector
– Retail
– Sales
– Marketing
• Entrepreneur – presentations – since 2005
6. Outline
1. Overview 6. Conversation Skills
2. Getting Over Mom’s 7. Networking Exercise
Good Intentions 8. Best Practices
3. What Networking Is and 9. Follow-Up Techniques
What It Isn’t 10. Ethics
4. Places to Network 11. Summary
5. Networking Accessories 12. Call to Action
7. Better to remain silent and be
thought a fool than to speak out
and remove all doubt.
~ Abraham Lincoln
16th President of the USA (1809 - 1865 )
8. Why and Why Not?
1. Why do you think Networking is important?
2. What keeps you from Networking more?
9. 5 ½ Considerations for Tonight
1. What will I get from networking?
2. Who should I connect with?
3. How long do I have to be doing this?
4. What are some reasonable objectives?
5. Who have I already connected with
5½. Can I make these work better for me?
12. Rules that Moms Teach
1. Good things come to those who wait
2. Silence is golden
3. Wait to be properly introduced
4. Don’t talk to strangers
Adapted from D. Fine, The Fine Art of Small Talk, 2005
13. Networking Rules (sorry mom)
1. Talk to strangers
2. Introduce yourself
3. Silence is impolite
4. Take the initiative – start a conversation
Adapted from D. Fine, The Fine Art of Small Talk, 2005
14. Mom Was Right All Along!
1. Make friends
2. Play nice
3. Tell the truth
4. Take a bath
5. Do your homework
*Adapted from J Gitomer Little Black Book of Connections, 2009
15.
16.
17. Networking Is*
• Sharing knowledge and contacts
• Building relationships before you need them
• Getting the help you need when you need it
• Getting more done with less effort
• A skill that anyone can learn / improve
* D Darling The Networking Survival Guide, 2nd Edition, 2010
18. The Reciprocity Norm*
• People feel obliged to return favours
• Pregiving**
– Give an unsolicited small favour such as
making a referral or instruction to set
the stage.
* Gouldner 1960, ** Cialdini 1993
19.
20. Providing value to someone is
a whole new way of thinking.
It means give first rather
than ask first.
It means helping others so that
they will look forward to
helping you back.
* J Gitomer Little Black Book of Connections, 2009
21. Why We Network
• Business development • Recruiting others
• Sales • Fund raising
• Raising capital • Personal interests
• Career development • References
• Job search
22. If you went to high school with
any of the people below, you
SHOULD have stayed in touch!
•Adapted from J Randal The Skinny on Networking, 2010
23. If you went to high school with
any of the people below, you
SHOULD have stayed in touch!
Bill Gates Sarah Palin Steve Jobs
Oprah Winfrey Avril Lavigne
•Adapted from J Randal The Skinny on Networking, 2010
24. Does he always have to scratch his
butt in the hall? What a loser!
• J Randal The Skinny on Networking, 2010
30. HINT: It is not as simple as
who you know, it is the
Quality of the Connection
31. Consider Your Brand
• Brand = Reputation
• What are you known for
– Do you get things done?
– What do others say about your work?
– Do you have a strong accessible network?
– How do others perceive your personality?
32.
33. HINT: If you make yourself
valuable, and memorable,
others will want to make you
part of their network.
* J Gitomer Little Black Book of Connections, 2009
34.
35. Job Fairs
• Dress for the job you want
• Make a positive first impression
• Be concise
• Be prepared
• Follow-up
36. At Your Company
• Build strong connections
• Invite someone for a coffee
• Management by Walking Around
37.
38.
39.
40. Networking Tool Kit
• Essentials • Considerations
– Business Cards – Printout of directions to event
– Two card cases – Background info on those
– Notepad attending the event
– Breath mints • Appearance
– Pen – Grooming
• Classic quality pen – Smile
• Conversation piece – Posture
• Not chewed up or branded
– Attitude
– Badge
– Curiosity
– Handshake
– Sense of humour
41.
42.
43. Entering a Conversation
• One person on their own
• Three or more people
• Catch the eye of one of the group
• Smile as you approach
• Offer your hand
• Introduce yourself
• Ask a question
44. Introductions
• Five to ten seconds
– How you fit into the situation
– Your name
– Why the other person should care
• WIIFM
51. Everyone goes to a networking
event to better themselves in
some way or another.
Make sure you are prepared
to help someone else get
better
* J Gitomer Little Black Book of Connections, 2009
52.
53. Introduce Someone Else
• Younger to older
• Junior to senior
• Employee to guest
• Executive to customer or client
• KoL to executive
54. ONE BUSINESS CARD FOR YOUR WALLET,
ONE FOR YOUR DESK,
ONE FOR YOUR CAR,
ONE FOR YOUR HOME OFFICE,
ONE FOR YOUR BLUE SUIT POCKET,
ONE FOR YOUR BROWN SUIT POCKET,
ONE FOR YOUR GRAY SUIT POCKET…
* J Gitomer Little Black Book of Connections, 2009
55. When to Hand Out a Card
• Wait until asked, don’t be too eager
– Networking events, introduce yourself
– Ask for one when you want to follow up
– For sharing contact info with others
56.
57. The
“Cold Call”
is dead.*
* J Gitomer, The Art of Marketing Conference Montréal , October 2010
58. Seth Godin
Create movement
through connections
versus marketing at
people
* The Art of Marketing Conference Montréal October 2010
59. Follow-up Methods
• LinkedIn
• Email – Voice mail combo pack
• Snail Mail
• Do not over-reach
• Do not be a stalker
• If through an introduction - follow up
60.
61.
62.
63.
64. Ethics
Always do right. This will gratify some
people and astonish the rest.
~ Mark Twain
US humorist, novelist, short story author, & wit (1835 - 1910)
65. Conversation Busters
• Politics* • Others at work
• Gender / sex* • T.M.I. – to personal
• Religion* • Anything you would
• Weight not want your
• Age grandmother or
children to know
• Inappropriate humour
• Do you want to see it
on the front page?
* Adapted from D Carnergie, How to Win Friends and Influence People, 1937
66. Be Truthful – Do Not
• Lie:
– On line
– In an interview
– On a C.V.
• Take credit for someone else’s work
67.
68. 5 ½ Take Aways for Tonight
1. I need more friends
2. Be strategic - it is not a numbers game
3. A lifelong practice
4. Set some reasonable objectives
5. Who should I re-conect with at a new level?
5½. Can I make more of my current connections?
69. Making connections is a
combination of knowing what you
want, and who you want it with.
It is also a combination of a
focused game plan and
serendipity.
* J Gitomer Little Black Book of Connections, 2009
70. Handouts & Survey
• Handouts at URL
– M. Denis will email you the link
• www.engagepresentations.com/hec_networking_seminar/
• Username: hecseminar2011
• Password: h3cs3m1nar!
• Survey
– Win one of ten gift certificates
72. Final Thoughts
1. Network smart to get results
2. Know how you can help
3. Mark your calendar – commit
4. Be (event) selective
5. Prepare
6. Be time sensitive
73. Networking is not an optional
before or after business activity.
Networking is a vital and integral
part of your success.
* J Gitomer Little Black Book of Connections, 2009
74. Conclusion
Take a moment & write down at least
ONE new Networking concept that
you can commit to and practice for
the next six weeks
75. Conclusion
Hani & Harvey
look forward to connecting
with all of you on LinkedIn
