Mark Sylvester, CEO of introNetworks and Author Lynne Waymon discuss her book Contacts Count - The 8 Networking Competencies

1. introNetworks Webinar Series The 8 Networking Competencies: Skills for Building Face-to-Face Relationships That Support On-line Networks Conversation with author Lynne Waymon Tuesday, 12/1, 9am Pacific Sponsored by introNetworks ‘We transform businesses with smart social networks’

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9. CEO, Co-Founder, Contacts Count

10. Author, “Make Your Contacts Count”

11. Management Consultant since 1990 Professional Coach and Corporate Trainer

12. Clients include; Deloitte Financial Advisory Services, Kraft Foods, DuPont, PricewaterhouseCoopers, Booz Allen, Corning, Raytheon, Lockheed Martin, Northrop Grumman

13. Mark Sylvester

14. CEO and Co-Founder of introNetworks, creators of smart social networks for clients’ employees, customers, prospects and partners

15. Built first network for TED Conference in 2003

16. Original founder of Wavefront Technologies, creators of MayaLynne Waymon @ContactsCount MODERATOR Mark Sylvester @marksylvester

17. Why create a personal strategy for developing social capital? Successful managers network 70% more than their lesssuccessful counterparts(Academy of Management Journal) Employees with vast digital networksare 7% more productive; employeeswith rich personal networks are 30% more productive(Alex Pentland, HBR) The formal structures of companies . . . don’t explain how most of their real day-to-day work gets done (The McKinsey Quarterly) One of the 4 key leadership roles is relationship/network builder(The Conference Board)

18. Capitalize on Style 1 Appreciating how personality (introversion, extroversion, communication styles, shyness) & mindset (previous learnings, attitudes, misconceptions) affect the ability to build relationships Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

19. Take the Strategic Approach 2 Targeting specific organizational & career outcomes (macro) and agenda-building for specific networking events & encounters (micro). Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

20. Envision The Ideal Network 3 Identifying WorkNet, OrgNet, ProNet, LifeNet contacts & appreciating the benefits, challenges, & leveraging opportunities faced in developing each of them. Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

21. Develop Relationships 4 Seeing relationship development in 6 stages & managing the trust-building process by teaching character & competence. Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

22. Increase Social Accumen 5 Becoming more comfortable, confident, and professional by mastering relationship rituals. Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

23. Showcase Expertise 6 Using examples & stories to teach contacts about expertise, experience, talents, & interests Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

24. Assess Opportunities 7 Choosing optimum networking opportunities & making participation pay off. Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

25. Deliver Value 8 Contributing to the organization’s networking culture & capitalizing on networking to affect the bottom line. Lynne Waymon @ContactsCount Mark Sylvester @marksylvester

26. Stages of Relationship Building Accidents

27. Improved Networking Competency Means You’ll…

28. A word from intronetworksTake a Testdrive todayintronetworks.com

29. Thanks For Participating To connect with our guest Lynne Waymon @ContactsCount www.ContactsCount.com Multi-Rater, Group, and Individual Assessments To measure your skill level, or that of your employees before and after training Train the Trainer Certification Workshops April 21-23, 2010, Kansas City, Oct 20-22, 2010, Wash DC To connect with our host Mark Sylvester @marksylvester / @intronetworks www.introNetworks.com Webinar Replay – available at intronetworks.com/webinars.aspx

30. Dec 16th 9am December Webinar Special GuestCorbin Ball “Strategic Tips to Make YourNext Event More Social” Sponsored by

32. Clarify attitudes toward networking

33. Re-frame networking as teaching & giving

34. Adopt leading-edge beliefs about the critical role of networking in the marketplace

35. Make informed choices about how to focus attention, time, & money

36. Adapt and apply the tools of networking to

37. Get on board quickly

38. Get the job done

39. Get behind organizational initiatives

40. Get the business

41. Get the most out of meetings & conferences

42. Get ahead

43. Plan agendas to achieve maximum value from events/encounters

44. Correctly locate any contact in the appropriate Net

45. Map WorkNet & OrgNet contacts

46. Use criteria to evaluate relationships & sort them into categories, such as Start/Rev Up, Enrich, & Repair

47. Plan structured next-step conversations

48. Leverage opportunities from one Net to another

49. Use criteria to determine the stage of any relationship

50. Survey & evaluate options for demonstrating character & competence

51. Know how trust is broken & how to re-establish it

52. Determine what to teach and learn if you want more of a relationship

53. Initiate & manage the 6 follow-through conversations© www.ContactsCount.com

55. Learn names using specific techniques

56. Deal with forgotten names in a way that builds the relationship

57. Know the best times to exchange business cards & how to use them to create a connection

58. Easily join groups of people who are already talking

59. Use specific methods to end conversations with the future in mind

60. Handle awkward moments

61. Answer “What do you do?” in a way that makes expertise visible & memorable

62. Call to mind, identify, & research events & successes that teach organizational, team, or individual capabilities

63. Use guidelines to construct & edit stories that highlight what you want to teach

64. Recognize storytelling opportunities

65. Deliver stories in a way that increases personal & organizational visibility

66. Ask questions designed to learn about others & develop relationships

67. Listen generously with a bias toward action

68. Be alert for opportunities to connect your contacts & provide access to resources, talent, opportunities

69. Up the ROI by bringing back business intelligence from conferences & meetings

70. Encourage & support (model and mentor) a networking culture throughout the organization

71. Analyze & select networking arenas to reflect your goals

72. Decide if a specific group meets your needs

73. Outline participation & plan how to get the most from time & money spent

74. Decide when to discontinue involvement in a group

75. Create a customized group to generate referrals & find resources

76. Seek out & plan how to take advantage of internal networking opportunities© www.ContactsCount.com