1. The “Net” and the “Work”
of Networking
HBA
October 12, 2011
Susan J. Bethanis
CEO, Mariposa Leadership, Inc.
©2011 Mariposa Leadership, Inc.

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8. LGoD!
LET
GO
(OF YOUR)
DEVICE
©2011 Mariposa Leadership, Inc.

9. What to expect in today’s talk
Discuss importance of particular networking actions:
LGoD
F2F
TRIADs
Discuss mindset of curiosity and “influence-ability”
Discuss best practices in using tools to sustain and grow
your community:
LinkedIn
Twitter
Skype
©2011 Mariposa Leadership, Inc.

10. Quick “chat” about networking
What is it about networking that is particularly
challenging that you want to discuss today?
©2011 Mariposa Leadership, Inc.

11. Why do you want to network?
Conversation with a tech VP:
Why do you want to network?
More perspectives/learnings, esp with whole different
biz
I want them to think of me when they need something
Won’t feel so isolated
Reinforce my confidence with various people
Gain credibility through social proof (in my
conversation with…)
Get to know folks in different biz units
©2011 Mariposa Leadership, Inc.

12. More meaningful networking
What can you give?
Swap stories: successes, best practices, etc.
Connect people to information
Connect people to other people (triading)
©2011 Mariposa Leadership, Inc.

13. Importance of triading
Triad @ “event”: surround yourself w/at least 2 people:
― Introduce people to each other
― Talk with both of them at the same time
― Help deepen that relationship
What are their mutual interests?
What do they do?
What are their core values?
Triad your “rolodex”: who should be connected, which
two people need similar info?
These 2 acts create loyalty, followership and reciprocity
©2011 Mariposa Leadership, Inc.

14. Mindset going into networking conversations
Curiosity
and
Being “influence-able”
©2011 Mariposa Leadership, Inc.

15. Additional things to consider
Great way to make a connection without a hard sell: ask
for advice, for feedback on a new service/product
Combine networking with a passion; go to events, etc.
that you like
Be patient with cultivating relationships
REALLY focus on remembering people’s names
When you’re at an event/party, make sure everyone is
having a good time, even if you’re not the host (people
will gravitate to you)
Have your signature questions in your back pocket
©2011 Mariposa Leadership, Inc.

16. Quick “chat”: Signature questions
What is an example of a “signature” question you
typically use in a networking situation?
©2011 Mariposa Leadership, Inc.

17. Tools for networking/community building
LinkedIn: so you have 500+ connections…now what?
Focus on diversity, not size. Focus on the connectors in
different arenas
Look at who they’re connected to: match up with
companies you want to know, learn from, sell to…
Twitter: use it as a newsfeed and gift the info you receive
DON’T use it like Facebook
Try Favorious to tag info
Skype/Halo/Telepresence: this isn’t the real thing but it’s
pretty close
©2011 Mariposa Leadership, Inc.

18. Networking for results
“Dig the well before you are thirsty.” When you need
people, you’ve already been connected
Leverage people as sounding boards and get help with
specific problems
Go to the hubs (those who know what’s going on around
the org, those who get stuff done) at all levels
Swarm the hub – who do you know knows this person, ask
your boss to go to that person’s boss
Having an issue with a particular person? Who are your
shared connections? Go to them to get advice
©2011 Mariposa Leadership, Inc.

19. Bibliography
Bethanis, Susan J. (2004). Leadership Chronicles of a Corporate
Sage. Chicago: Dearborn Trade Publishing.
Brooks, David. (2011). The Social Animal: The Hidden Sources of
Love, Character, and Achievement. New York: Random House.
Logan, David (2011). Tribal Leadership: Leveraging Natural Groups to
Build a Thriving Organization. New York: Harper Paperbacks.
Turkle, Sherry (2011). Alone Together: Why We Expect More from
Technology and Less from Each Other. New York: Basic Books.
http://hbr.org/web/slideshows/six-rules-for-networking-at-work/1slide - Six Rules For Networking at Work
©2011 Mariposa Leadership, Inc.

20. More information
sueb@mariposaleadership.com
Twitter: @suebethanis
www.mariposaleadership.com
©2011 Mariposa Leadership, Inc.

21. Q&O
(Questions and Opinions)
©2011 Mariposa Leadership, Inc.