1. Professional Gardening –
the Art of Successful Networking©
AUA National Conference
University of Manchester
April 2012
© Copyright Sue Carrette Training &
Consultancy 2012

2. Introduction
Aims and objectives of the event
– Types of networks and benefits
– Face-to-Face Networking
– Social Media and E-Networking
– Tips for the ‘reluctant networker’
– Building and managing networks
– Key Issues for the successful networker
© Copyright Sue Carrette Training
& Consultancy 2012

3. What is Networking ?
• Using personal networks
• Trust – key aspect of networking
–90% trust peer recommendations
– only 14% trust advertisements*
• Brainstorming networking activities
*(Source – Marketing to the Social Web 2007)
© Copyright Sue Carrette Training
& Consultancy 2012

4. Networking Benefits
Why do we network ?
• Sharing information and knowledge
• Profile raising
• Facilitating collaboration and assistance
• Increasing pool of contacts
• Possibly find work/projects – but this is not
the primary initial objective
• About what you can contribute to contacts
© Copyright Sue Carrette Training
& Consultancy 2012

5. Mapping Networks
Exercise
Put your name in the middle of a piece of
paper and draw lines outward to the networks
you belong to
Consider:
• What other ‘networks’ you would like to
participate in ?
• What stops you ?
• What can you do about this ?
© Copyright Sue Carrette Training & Consultancy 2012

6. Building Networks
• Use existing networks to build your network
• Alumni-work-friends-family etc
• Look for established referral routes – for your
specialism/area - do your research
• Participatory activity (not passive)
• Remembrance – Rapport – Referral
• Attend events–find out who is attending in advance
• Use online tools – join groups
© Copyright Sue Carrette Training & Consultancy 2012

7. Face-to-Face Networking
• Target people you want to meet at events
• Develop ‘conversation strategies’
• Be inclusive
• Be respectful of everyone you meet
• Establish eye contact
• Give the other person your undivided attention
• Smile - if appropriate
• Be proactive - always follow-up
• Respect the other person’s space (and online)
© Copyright Sue Carrette Training & Consultancy 2012

8. Social Media & E-Networking
• What (is it) ?
– Social networking, Blogging/Micro-blogging,
Conferencing/Webinars, Image or video sharing
• Who (uses it) ?
– Anyone….and everyone….
• What (is it used) for ?
– To build ‘social authority’ - developed when an
individual/organization established as an "expert"
in their field, becoming an influencer in that field*
*(Source : European Journal of Social Psychology 2006)
© Copyright Sue Carrette Training & Consultancy 2012

9. Social Media & E-Networking
www.twitter.com
www.facebook.com
www.linkedin.com
© Copyright Sue Carrette Training & Consultancy 2012

10. Social Media & E-Networking
• Facebook, Twitter, LinkedIn
• Personal account/professional pages/groups
• Can add profile info and photo (F and L)
• Status updates – and content upload
• Use groups/pages/’following’ to link with others
• Interactive – recommendations, comment etc
• Monitor and Listen to your groups
• Group discussions / News / Jobs
• Participate and contribute (add value)
• Use your groups to expand your network
© Copyright Sue Carrette Training & Consultancy 2012

11. Social Media and E-Networking
• Manage your ‘Professional Identity’
– Who are you ?
– Is there more than one ‘you’ ?
– Do you have conflicting identities ?
• Learn to manage the crossover between personal and
professional – overlapping networks
• Google yourself – post-event exercise
– What are you expecting to see ? Did you see this ?
– What surprised you ? Are you happy with your
online presence ?
– How do your social media presences relate to each
other and your web presence ?
© Copyright Sue Carrette Training & Consultancy 2012

12. Building Networks
‘Cold contacting’ – can be useful but use carefully
and wisely – be clear about ‘why’
– What do you want to achieve and why?
– What can you offer?
– Why should they connect with you? (it would be
useful because…)
– How will you open and close the conversation?
© Copyright Sue Carrette Training & Consultancy 2012

13. Building Networks Thoughts for the
‘reluctant networker’
• Make it easy for people to talk to/contact you
• Find easy ways of talking to/contacting others
• Have entry and exit strategies
• Connect online first ?
• Relax – be yourself, be authentic
• Wear something comfortable (with pockets)
• Its OK to be an introvert
• Its OK to listen
• Focus on others – not on yourself
• Give yourself a pat on the back!
© Copyright Sue Carrette Training & Consultancy 2012

14. Managing Networks - Why networks (can) fail
• Insufficient in common
• Lack of (sufficient) commitment
• Poor alignment of interests
• Misunderstanding(s)
• Outlived its usefulness – not all networks are
forever!
= decide whether to address the above – or
move on
© Copyright Sue Carrette Training & Consultancy 2012

15. Managing Networks
• Nurture the network you have ! - ‘Professional
Gardening’©
• Remember opportunities to re-connect – in
person and online
• Contribute to discussion, comment etc – maintain
momentum
• Two ears – One mouth
• Flag up useful events, articles, projects
• Focus on key activities - don’t over-commit
• Persevere……
© Copyright Sue Carrette Training & Consultancy 2012

16. Key Issues for the Successful Networker –
Have a Plan!
• What do you want to achieve ? Timescale ?
• Balance between F-to-F and e-networking ?
• Monitor and manage professional identity
• Where and how to ‘grow’ your network ?
• (Growing and) Nurturing your network – integrate
this into your professional practice
• Have Fun!
© Copyright Sue Carrette Training & Consultancy 2012

17. Key Issues for the Successful Networker - Don’t:
1. Let others down
2. Be indiscreet
3. Contact colleagues only when you want
something
4. Treat the internet as a ‘private space’
5. Contravene your institutional IT Policy
© Copyright Sue Carrette Training & Consultancy 2012

18. Key Issues for the Successful Networker
‘Five Pillars of Networking’©
1. Networking is a long-term activity
2. Good relationships are based on trust – (people
want to work with those they trust)
3. Authenticity is key – be yourself
4. It’s about your contacts–what is your contribution ??
5. Integration - make ‘network-building – and nurturing’
an integral part of your professional practice
© Copyright Sue Carrette Training & Consultancy 2012

19. Thank-you !
Sue Carrette Training & Consultancy
www.suecarretteconsultancy.com
office@suecarretteconsultancy.com
© Copyright Sue Carrette Training & Consultancy 2012