Why Contacts Count

Contacts Count
Putting the tools of networking to work in the
service of business and career goals for . . .

Corporations Associations Universities Government

Who are we?
Contacts Count is the nation’s premier professional
networking training and consulting firm.

We work with clients to create, cultivate, and
capitalize on professional relationships to benefit
their organizations and advance their careers.

Capitalize

Cultivate

Create
• Founded in 1990 by Anne Baber and Lynne Waymon
Co-authors of 7 books on
networking for professional
and organizational success

© 2009 www.ContactsCount.com Putting networking tools to work.

Why network?
Professionals network to . . .

Get the job done

Get the business

Get behind organizational initiatives

Get ahead

“The workshop was a huge hit! You unlocked the secrets
of meeting, greeting, and nurturing networks and added
so much value to our meeting.”
– Ann Marie Rosa, PricewaterhouseCoopers


Don’t people already know how?
Shyness . . . Skills . . . Savvy . . .
• 85% say, “I don’t have the
60% of Americans say they network I need to “Many of today’s typical
feel shy and uncomfortable accomplish my goals.” coaching candidates lack
in business and social organizational savvy. They
• 97% say “I have trouble
settings. are underestimated and
remembering names.”
– The Shyness Clinic, pigeonholed.”
Stanford University
• 85% say, “I don’t know
– Drs. Marty Seldman &
what I want when I go to a Rick Brandon, Authors and
networking event.” Executive Coaches
– Contacts Count Research

Social competencies . . . Social acumen . . .
40% of Ph.D.s were born “Dependence on remote
outside of the U.S. “They forms of communication
arrive with needed has left many younger
technical skills, but not workers bereft of
the social competencies interpersonal skills.”
needed at work.” – Fast Company
– Lewis Center, UCLA


What does your organization call it?
Social Relationship Intelligence
acumen management gathering

Social
Horizontal Collaboration/ capital
integration Connectivity

Business
development
Visibility Practice
development
Client
development
Rainmaking

Relationship
Influencing building


The 8 Networking Competencies
1 2 3 4
Capitalize on Style Take a Strategic Approach Envision the Ideal Network Develop Relationships
Appreciating how personality Targeting specific organizational Identifying WorkNet, OrgNet, Seeing relationship development
(introversion, extroversion, & career outcomes (macro) and ProNet, LifeNet contacts & in 6 stages & managing the trust-
communication styles, shyness) agenda-building for specific appreciating the benefits, building process by teaching
& mindset (previous learnings, networking events & encounters challenges, & leveraging character & competence.
attitudes, misconceptions) affect (micro). opportunities faced in developing
the ability to build relationships. each of them.

Be able to: Be able to: Be able to: Be able to:
• Identify personal style • Make informed choices about • Correctly locate any contact in • Use criteria to determine the
• Clarify attitudes toward how to focus attention, time, & the appropriate Net stage of any relationship
networking money • Map WorkNet & OrgNet • Survey & evaluate options for
• Re-frame networking as • Adapt and apply the tools of contacts demonstrating character &
teaching & giving networking to • Use criteria to evaluate competence
• Adopt leading-edge beliefs • Get on board quickly relationships & sort them into • Know how trust is broken &
about the critical role of • Get the job done categories, such as Start/Rev how to re-establish it
networking in the marketplace Up, Enrich, & Repair • Determine what to teach and
• Get behind organizational
initiatives • Plan structured next-step learn if you want more of a
conversations relationship
• Get the business
• Leverage opportunities from • Weigh the Risk & Value of any
• Get the most out of meetings &
one Net to another next step you take to build the
conferences
relationship
• Get ahead
• Initiate & manage the 6 follow-
• Plan agendas to achieve through conversations
maximum value from
events/encounters


The 8 Networking Competencies
5 6 7 8
Increase Social Acumen Showcase Expertise Assess Opportunities Deliver Value
Becoming more comfortable, Using examples & stories to Choosing optimum networking Contributing to the organization’s
confident, and professional by teach contacts about expertise, opportunities & making networking culture & capitalizing
mastering relationship rituals. experience, talents, & interests. participation pay off. on networking to affect the
bottom line.

Be able to: Be able to: Be able to: Be able to:
• Make your name memorable • Answer “What do you do?” in a • Analyze & select networking • Ask questions designed to
• Learn names using specific way that makes expertise arenas to reflect your goals learn about others & develop
techniques visible & memorable • Decide if a specific group relationships
• Deal with forgotten names in a • Call to mind, identify, & meets your needs • Listen generously with a bias
way that builds the relationship research events & successes • Outline participation & plan how toward action
that teach organizational, team, to get the most from time & • Be alert for opportunities to
• Exchange business cards &
or individual capabilities money spent connect your contacts &
use them to create a
connection • Use guidelines to construct & • Decide when to discontinue provide access to resources,
edit stories that highlight what involvement in a group talent, opportunities
• Easily join groups of people
you want to teach • Up the ROI by bringing back
who are already talking • Create a customized group to
• Recognize storytelling generate referrals & find business intelligence from
• Use specific methods to end
opportunities resources conferences & meetings
conversations with the future in
mind • Deliver stories in a way that • Seek out & plan how to take • Encourage & support (model
increases personal & advantage of internal and mentor) a networking
• Say thank you
organizational visibility networking opportunities culture throughout the
• Handle awkward moments organization


Organizational clients
Kraft Booz Allen Hamilton Snyder, Cohn, Collyer,
Bank of America KPMG Hamilton & Associates
Deloitte First Horizon Bank Smithsonian
DuPont HSBC Bank Central Intelligence Agency
Corning ExecuNet National Geographic Society
Lockheed Martin Lee Hecht Harrison United Way
Raytheon Right Management Associates Brookings Institution
PricewaterhouseCoopers Grant Thornton ICF International
Microsoft Bates White Abt Associates
Ernst & Young Polsinelli Shalton Flanigan Interiors by Decorating Den
eBay Suelthaus Sir Speedy

“With in-depth knowledge about how to network
“Solid skills. Entertaining delivery. 99% of and strategies to motivate participants to try
our 300 attendees recommend you for new and better approaches, Contacts Count
future events, and 97% say your helps people establish meaningful connections
presentation will help their career in a huge corporation.”
development here.” – Beth Dumesco, Learning & Development,
– Career Planning, Booz Allen Hamilton Lockheed Martin


Organizations

Developing networking competency . . .


University clients
Michigan Friends
Georgetown Carnegie-Mellon
Maryland George Washington
Marquette Missouri
Arizona State Nebraska
George Mason Baltimore
Catholic Wharton

“Raises the bar for all future speakers . . . useful
and relevant information with specific examples
“Students found your content and delivery
and delightful stories. Very polished. Moved at a
impressive. We’ll be calling on you in the future.”
good pace, while still encouraging interaction.”
– Gil Yancey, Executive Director, MBA Program,
– Students and Alumnae of the Griffiths
George Washington University
Leadership Society for Women,
University of Missouri


Universities


"100% would recommend Contacts
Count networking skills for alumni
and advancement professionals to
their colleagues . . . comfortable,
conversational, and engaging.”
– Naomi Marshall, Conference
Director, Academic Impressions


Government clients
Treasury Executive Institute Nuclear Regulatory Commission
U.S. Senate Defense Information Systems Agency
U.S. Departments of State, Office of Personnel Management
Agriculture, and Commerce National Geospatial
U.S. Navy Intelligence Agency
National Institutes of Health Central Intelligence Agency
Presidential Management National Aeronautics and Space
Fellows Program Administration
National Technology Transfer Center Naval Undersea Warfare Center
Environmental Protection Agency

“I’ve always believed that casual conversation leads to opportunities in personal and
professional life. That’s been enhanced even more by the Contacts Count skills.”
– Don Cohen, Assistant Director, IT Security,
U.S. Treasury Department


Government


“Our Senior Fellows praised the way that
you simplified the nuances of networking,
while emphasizing how government
leaders can build stronger alliances and
connect to get things done.”
– W. Frederick Thompson, V. P., The
Council for Excellence in Government


Association clients
American Chemical Society National Fisheries Institute
Society of Women Engineers American Society of Association
National Association of Women Business Owners Executives
National Business Incubation Association Public Relations Society of America
Commercial Real Estate Women Medical Librarians Association
Consumer Electronics Association Army Librarians Association
Women in Technology, Society of Human Resource Managers
American Institute of Architects American Society for Training and Development
National Association of Home Builders Outdoor Writers Association
American Council of Engineering Companies National Association of Colleges and Employers
Employee Relocation Association American Society of Plastic Surgeons
Edison Electric Institute California and Kansas Society of CPAs
Property Management Association International Association of Business Communicators
Pan Asian Women’s Association International Association of Personnel Managers
Society of Black Professionals National Association of Public Hospitals

“The program is a ‘must see’ for any professional!”
– Russ Holbrook, HR and Operations,
American Society of Plastic Surgeons


Associations

In professional staff, to . . .

Among members, so they can . . .

“As a foreign professional looking for work in the highly competitive U.S. job market, I got
the knowledge and understanding of strategic networking that made a positive difference.”
– Nalinie Kouame, Communications Consultant, Washington, D.C.


We partner with you on programs for . . .


Typical project
Heery International’s architecture, engineering, and construction
managers at their annual University honed their skills in business
development, client relationships, and cross-selling. Contacts
Count was invited back 4 years in a row.

“Research at MIT found that engineers and researchers
were 5 times more likely to turn to another person for
information rather than to search an impersonal source
such as a file or database.”
– The Hidden Power of Social Networks, Rob Cross, Ph.D.


Typical project
Staff at Georgetown University move ahead with
their careers in the Management Certificate
Program. For the past 8 years, we’ve led a one-day
course, twice a year, to help employees master the
networking competencies necessary for success.

“A recent study shows that successful managers
network 70% more than unsuccessful ones.”
– Academy of Management Journal


Typical project
Bank of America relationship managers from three states
attended a full-day, customized workshop to help them build
relationships in their communities. They left with personalized,
strategic networking plans designed to attract new clients.

“It is through their networks that people learn,
create, energize one another, and open
channels to new opportunities.”
– Deloitte


Typical project
For the National Geographic Society, we designed and
delivered training for employees who serve internal
customers. They learned how to reach out, build cross-
functional relationships, and gather intelligence about the
needs of those they serve.

“Social networks put you in the thick of information flows
and are one of the best predictors of productivity.”
– Computerworld


Typical project
Administrative Officers at the U.S. Department of State
learned about networking at its best. In half-day courses,
they focused on how to create, cultivate, and capitalize on
their networks to help embassies run smoothly.

“The world has become an increasingly
interwoven place. Whether you are a company
or a country, your threats and opportunities . . .
derive from who you are connected to.”
– Thomas Friedman, NY Times Columnist


Typical project
In ongoing training programs for George Washington
University, undergraduate and graduate students learn
the networking skills they need to attend job fairs, find
internships, land jobs, and succeed in the world of work.

“Work will be increasingly relationship-based and
therefore managing the weaving of relationships
even more essential to outcomes.”
– Association of Career
Professionals International


Typical project
For human resources professionals at Lockheed Martin, we
teach “Networking At Its Best” in a 2-year Leadership
Development Program. Activities designed to increase social
acumen and build social capital include a pre-test and post-test,
training sessions, one-on-one and group telephone coaching,
and a monthly online reinforcement program.

“Leaders who are skilled networkers have
access to people, information, and resources to
help solve problems and create opportunities.”
– Center for Creative Leadership


Typical project
For the Johns Hopkins Women’s Network at the Applied Physics Lab,
we customized and led two skill-building sessions. More than 250 people
attended the sessions to strengthen their connections and learn
state-of-the-art networking skills to advance their careers.

“The most effective high performers create and tap
large, diversified networks that are rich in experience
and span all organizational boundaries.”
– MIT/Sloan Management Review


Typical project
Interiors by Decorating Den, the nationally known
franchise, asked us to speak at four of their annual
conferences. We provided a keynote, a workshop, and
several one-day pre-conference training sessions.
Franchise owners also attended our telephone training
programs, focusing on how to bring in the business.

“The richest people in the world build networks.”
– Rich Dad, Poor Dad, Richard Kiyosaki


Typical project
The National Association of Home Builders invited
us to speak at five of their Remodelers Conferences,
where the focus was how to get more business. We
also spoke at three annual meetings for executive
officers, who learned skills to help them find resources
for the chapters they manage and to help members
and volunteers get more involved.

"It's a no-brainer that having a strong network is key
to building a successful business. A good strategic
network can take a business to the next level."
– Richard Carson, Deloitte Canada


Typical project
The Consumer Electronics Association invited us to
design and deliver a half-day workshop for staff to help
them feel more confident and competent when
networking with members and board members.
Bonus: Cross-functional resource sharing increased
when staff members learned more about each other.

The formal structures, as manifested in organizational
charts, don’t explain how most of their real day-to-day
work gets done in organizations.”
– McKinsey Quarterly


We customize our…

Webinars
Keynotes Work-
Training and
(30-90 shops and Consulting Coaching
programs telephone
minutes) breakouts
seminars

“I was thoroughly impressed with how clearly and concisely
you articulate the importance of cultivating contacts and
include so much research and so many examples.”
– MJ Hall, Senior Project Manager
ASTD Benchmarking Forum


Contacts Count Resources
Make Your Contacts Count Networking Know-How:
(AMACOM, 2 Edition)
nd
The Contacts Count System for Savvy
By Anne Baber and Lynne Waymon
Professionals and Smart Companies
This 5-star-rated book provides
This 80-minute audio CD outlines
indispensable networking know-how for
business and career success. • What to do and say
to advance through the
6 stages of relationship
"I left feeling energized and inspired building
to redouble my networking activities. • Managing the 3 key
I've already told several others how
terrific your class and book are."
moments of networking
– Alex Berley, Director of • Building your credibility
Client Services, E&G Group with stories and
examples . . . and
more!
"Thanks to Make Your Contacts Count, I now “Networking is not just a buzzword. This vital
know how to show my character and competence skill has helped me build a successful career.
with confidence. With my agenda in hand, it’s I recommend this to the people I coach.”
easier to turn every event into an opportunity for – Linda Marks, Corning, Inc.
success.”
– Michael Knaebel, Senior Manager, Technical
Workforce Development, Lockheed Martin
Space Systems


Contact
Lynne Waymon
I Co-founder and Partner
Professional Speaker & Trainer
Co-author of “Make Your Contacts Count”
Presenter on CD: “Networking Know-How”

Contacts Count
1400 East-West Hwy, Suite 1228
Silver Spring, MD 20910
Phone (301) 589-8633
LWaymon@ContactsCount.com
www.ContactsCount.com


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