Networking is vital to success in an ever challenging business environment across all levels of your career. But, unlike what most think, networking is not about asking for something. It’s about building long-term, mutually beneficial relationships of give and take, with the emphasis on the give. Here are strategies for experienced executives we’ll discuss to build and strengthen your networking skills: - Understanding the four stages of networking; - How six degrees of separation can build a great network; - How to build your network every day; - How to maintain and deepen your network in the short and long term; - How to use social media to build a stronger network; - Networking strategies for live venues: industry mixers, business meetings, etc. Connie Thanasoulis-Cerrachio is co-founder of SixFigureStart, a career and success coaching firm. Connie uses her 25 years of Fortune 500 recruiting experience to give you expertise in your job search. Connie & her partner Caroline Ceniza-Levine co-authored ”Six Steps To Job Search Success” 2011, Flat World Knowledge and are co-hosting the ”Next Generation Career Success Video Summit: Would You Hire Yourself?” For more information please go to www.ivyexec.com

1. Effective Networking Strategies for Executives
Connie Thanasoulis-Cerrachio
SixFigureStart Career Coaching Co-Founder
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2. About SixFigureStart
 Success coaching for individuals and organizations
 Founded by two staffing professionals with over 40 years of combined HR
and line of business experience
 Adjunct Assistant Professors of Professional Development at Columbia
University
 Career bloggers for CNBC.com and Forbes.com
 Co-authors of Six Steps to Job Search Success, Flat World Knowledge 2011
 Grant recipient of the Jones New York Empowerment Fund
 Quoted in the press: ABC News.com, NBC News.com, CBS and CBS
Moneywatch, BusinessWeek, CareerBuilder, Christian Science Monitor, CNN
& CNN Money, Newsweek, NPR, Real Simple, The Associated Press
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3. Agenda
 What is Networking anyway?
 4 Stages of Networking
 Expanding & Maintaining Your Network
 Networking Best Practices (even if you’re shy)
 Networking & Social Media
 Polling questions throughout
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4. Networking Definition
Establishing a long-term,
mutually beneficial relationship
of give & take,
with the emphasis on the give!
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5. Question: What is the State of Your Network?
If you had a professional question or need, for example, if you needed
company info, an introduction to a senior person, a testimonial on your
work, how many people could you ask without imposing?
1. Less than 5
2. Less than 10
3. Between 10-25
4. More than 25
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6. A Good Networker Masters All 4 Stages of Networking
1. Research
2. Approach
3. Follow-up
4. Request
Networking is building a mutually beneficial relationship …
Built over time. “The Request” comes last!
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7. The Art of the Approach: Networking Questions
1. How did you get your start?
2. What do you enjoy most about what you do?
3. What separates you from your competition?
4. What are the trends you see?
5. What advice would you give someone just starting in this business?
6. What are the 3 or 4 critical skills necessary to succeed in this business?
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8. The Art of Follow Up
1. Send a thank you note
2. Send an article of interest
3. Give a results update
4. Wish holiday greetings
5. Congratulate
6. Make a referral or recommendation
7. Solve a business problem
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9. Question: Does Your Network Support You?
 Does your network know what you want?
 Does your network know your value?
If your network knew about an opportunity that would be perfect for your
career at this exact time, would they think of you, want to recommend
you, AND know how to recommend you?
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10. Networking 2x2 Matrix
 Relevance and Willingness to Help
I II
High Willingness to Help High Willingness to Help
Low Relevance to Goal High Relevance to Goal
III IV
Low Willingness to Help Low Willingness to Help
Low Relevance to Goal High Relevance to Goal
Don’t forget Quad I: you don’t know who people know
and Quad IV: you must be willing and able to expand your support
base
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11. Question: Do You Proactively Expand Your Network?
When is the last time you made a meaningful new connection?
1. This week
2. Within the last month
3. Within 3 months
4. Can’t remember
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12. Question: Do You Proactively Expand Relationships?
When is the last time you reconnected with a former colleague or
classmate that is outside your regular circle of friends?
1. Last week
2. Last month
3. Within 3 months
4. Can’t remember
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13. Build Networking Strategies Throughout the Year
 Do what you say you will do
 Go beyond what is expected
 Position yourself as the “go to” person
 Choose a system that works for you (e.g., schedule time for networking –
especially the follow-up)
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14. Networking Strategies Can Be Used Day-to-Day
 Use your lunch hour -- intradepartmental, inside/outside company, inside/
outside industry, all levels
 Integrate your networking with your interests/ learning, sports, volunteer,
social
 Create passive opportunities to network/ “candy jar”
 Buddy up with an extrovert
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15. Networking Strategies For Events
 Be ready to introduce yourself
 Introduce your friends and colleagues – support each other, it’s sometimes
easier to promote others than yourself
 Stand “openly”
 Focus on open-ended, positive questions
 Remember logistics:
 if there is food, take small bites,
 keep one hand free for handshakes,
 set a quantitative goal for meeting people so you are not tempted
to stay with only one person
 Follow up after the event. You will distinguish yourself!
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16. How to Network Even If You’re Shy
 Attend company events
 If you are really nervous about approaching someone, don’t approach
them just yet. Observe how others do it
 Focus on listening and let your conversation partner do all the work
 Use social media for your personal network. Create a LinkedIn Account
and invite people you know, join LinkedIn Groups, and follow and start
discussions
 Proactively track and consistently build your network – e.g., meet x
new people every week
 Create passive opportunities to network/ “candy jar”
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17. Avoid Rookie Networking Mistakes
 Failing to develop rapport with people you meet
 Talking too much & not listening!
 Not talking at all
 Focusing on the food or drink, rather than connecting
 Not being yourself!
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18. Rules for Social Media & Networking
 Find preferred communication channel
 Limit what you say & clarify right away
 Don’t expect that they’ll get back to you
 It’s not about you!
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19. Summary Checklist
 Does my network have people willing and able to support me? Do I ask
for help? Can I generate support?
 Am I proactively growing my network? Do I make the time for new
connections?
 Do I follow-up with my network? Do I build rapport well before I need
something?
 Am I proactively managing my network on a regular basis and for the
long-term?
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20. Stay In Touch With SixFigureStart®
 SixFigureStart® newsletter
 Follow us on Twitter, Facebook and LinkedIn
 212-501-2234
 www.SixFigureStart.com
 connie@sixfigurestart.com
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