4. Networking goes beyond the limits of
making brief connections with other
people.
Memory Point 1:
Think of networking as a vehicle for
marketing yourself and establishing
common ground with others on a
continuous basis.
5. Getting the right people to know your
name is only part of the equation.
Think about this…
Even if the right people know your name,
have you presented yourself in a way that will
make them want to hire youhire youhire youhire you, promote youpromote youpromote youpromote you,
partner with youpartner with youpartner with youpartner with you or make a referralmake a referralmake a referralmake a referral on your
behalf?
6. Memory Point 2:
“If you want to get ahead, hard
work is often not enough.”
Harvey J. Coleman
Former IBM Executive
7. “I never made a significant
business deal or business decision
that was not on a golf course.”
Harvey J. Coleman
Former IBM Executive
Author of “Empowering Yourself:
The Organizational Game Revealed”
8. P. I. E. Formula for Success
Performance: Perform exceptionally well.
Image: Cultivate the proper image.
Exposure: Manage their exposure so the
right people know them [aka Networking!].
9. Memory Point 3:
Networking is about building relationships.
Memory Point 4:
Although there are exceptions, people have a
natural tendency to gravitate toward people
who are like themselves.
10. *Note: Coleman uses a pyramid to
illustrate the following:
(1) The distribution of power, not a person’s
value,
(2) Access to decision-makers and
(3) The commonalities shared at each level
as they relate to building relationships
and establishing common ground.
12. “Whoever is at the top of a pyramid has
the right (and obligation) to make the
rules.” Harvey J. Coleman
Remember that the top of the pyramid may change
depending on the scenario.
You determine your desired level of achievement,
and how much effort you want to invest.
13. Know your Networking Goals
Meet or Cultivate Potential Clients,
Establish New Business Partnerships,
Search for Career Opportunities,
Establishing New Friendships, etc.
Practice your “Elevator Message”
(without sounding too rehearsed)
14. Bring Plenty of Business Cards
Wear your Nametag
Dress Appropriately
“Dress at the level you are aspiring
to reach”
Do Your Homework
15. Memory Point 5:
Home is where the heart is…
Home/Family
Friendships
Hobbies
Work
Future/Aspirations
16. Formal Networking (e.g., Networking Events)
vs. Informal Networking (e.g., cookout hosted
by a friend, the office, everywhere else)
Know When to BE QUIET!
Listen and Ask Relevant Questions
Diversify your Networking Venues
(Nonprofit board service, volunteer, start a
new hobby, attend community events)
*Remember actions speak louder than words
17. Practice being confident and assertive (e.g.,
make eye contact, firm handshake, etc.)
Remain genuine and operate with integrity
Follow-up (within 24 hours when possible)!!
When a referral is made, follow through
quickly
18. Cultivate your contacts
Don’t fear people in power or look down on
people perceived to have less power.
Return the favor
“Out of Sight, Out of Mind”
