The Art of Networking: People & Practice

There are so many great people, organizations, books and websites to become familiar with the term ‘networking’.

“The Wednesday 10”, a group recently featured in the Wall Street Journal exemplifies best practices in networking.  The article titled “What Facebook Can’t Give You” with the subtitle “Over 52 Years, These Men Have Evolved Into Movers and Shakers – Together” highlights the best of old school networking that is forever effective.  The Wednesday 10 is a group of focused professionals that diligently and thoughtfully maintain connections that have turned into life-long relationships.

So how are you maintaining and grooming your network?

This was a primary question raised at recent Suffolk University event hosted by the Suffolk University’s Young Alumni Association.  Coach Ruth Hegarty a Suffolk Graduate and founder of Leap of Confidence and the Effortless Success Programs presented issues, situations and best practices for networking.  These types of events are an excellent way to learn, to practice and meet new people and I would highly recommend them for students and professionals of all ages – we can all use a life or work coach adjustment at various points in our lives.  This event definitely served that purpose.

Networking, like making and growing friends is more than amassing piles of business cards, a huge email contact list, Facebook Friends, LinkedIn connections or Twitter Followers.  At times we focus on the number rather than the quality.  Ruth’s discussion provided a great context and path to remind us how networking is fun and that meaningful relationships can be developed through thoughtful and deliberate actions.

How do we achieve that balance between online and in person connection or engagement to ensure that we develop meaningful relationships powered by real people?

Here’s a starting path to the art of networking, which starts in person and with a lot of practice.

Below are some thoughts and reflections based on Ruth’s presentation and the group’s conversations:

Focus & Target your contacts: What are the groups of people that are in your now and what types of people would you like to add?

Actions: Categorize contacts in your current network and identify categories to network with.  For example: HR Managers, Lawyers, CEO’s, Electricians, Real Estate, Bankers, Government and Sales.   Plus, determine who are the CIO’s – the Centers of Influence.

Network Friday’s: Carve out an effective time out of each week to focus on network maintenance and development.

Actions: Take some time on Friday’s to write more personal notes or phone calls and to think ahead about networking events to attend.

Pretend it’s a party – even one you are hosting: If you think you are hosting the event you carry yourself differently.  Thinking positively and putting yourself at ease allows conversation to come easily.  Check out the video below for a great presentation on how to make online networking a Party.

Actions: Determine what will make networking fun for you.  Identify how meeting people can be of value to you.  How will be people be excited to meet you.  Then practice….a lot (even talk to strangers).  One of the best Suffolk MBA Professors Magid Mazen, describes this as reducing barriers and defensiveness and increasing openness as we personally deal with conflict and negotiation.

Be sincere:

Actions: Take the time to know yourself and enjoy being you.  Read “What Color is Your Parachute?”.

Be interested over interesting:

Action: Be an active listener.  Focus on eye contact and avoid checking your watch or blackberry or texts.  Know the person’s name and something interesting about them.

Determine what your value proposition is:

Action: Determine how will your friendliness and self-confidence shine through?

Keep putting yourself in new and different situations.  Keep practicing and learning from the best inside your profession and especially outside of your field.

How to be successful: Are you dependable and responsible?

Michael Andrew’s new book, How to Think Like a CEO and Act Like a Leader, was the topic of conversation at a recent event hosted by Suffolk University.  Michael led a great discussion about leadership and the challenges associated with being a dependable and responsible leader.   The event was well attended by Suffolk University MBA students, alumni and members of the Rotary Club of Andover.  Michael’s work is widely published in journals, in the Boston Globe, and appeared on the Fox Morning News discussing this book.

Check out some photos of the event and learn more about Suffolk University’s programs by attending an upcoming event.

Michael Andrew holds an MBA from Suffolk University and is currently the Group Director for Executive Development for Emirates Telecommunications Corporation in Dubai and Abu Dhabi. He has created and implemented strategic leadership initiatives with Compaq, Prudential, Amoco, Shell, Lucent Technologies, Kohler, Hallmark, and McKinsey.  He was previously head of the Global Leadership Institute at Rockwell Automation, head of global learning at Sun Microsystems, and regional head of management and leadership development at Digital Equipment Corporation.

So how does a CEO think and how do you act like a leader?  Michael and members of the audience reflected on the relevance of these questions.  Here are some of the key issues discussed by Michael and members of the audience:

On how does a CEO think?

• One participant commented “It’s being the CEO of life”
• There is a conflict between short-term and long term goals
• It’s a frame of mind for leadership and action
• Developing common perspectives

Michael noted that responsibility is at the core of executive leadership and that today’s leadership needs to be prepared and know business acumen.  Interestingly, Michael felt that various executives lack confidence and knowledge of corporate finance.

On how do you act like a leader?

• Being consistent and positive – some key characteristics
• Modeling and showing what other should be doing
• Leaders listen, learn and are open to change
• Focus and pay attention
• Dress and appearance
• Relating and knowing audience
• Being approachable
• Preparation and doing your homework
• Life skills and effectiveness
• Relevance and engaged
• Able to confront and address conflict (I recommend the Suffolk MBA class “Conflict & Negotiation”)
• Seeing the greater good vs. focusing on self
• Identifying problems – leader comes up with the solutions
• STAR/PAR:  Situation, Task, Action, Results or PAR – Problem, Action, Result
• Developing a learning environment, a culture of continuous feedback.  Michael noted that the McKinsey Consulting culture was the best of learning environments, where people are hungry to learn and they recognized that feedback is a gift and an opportunity.
• Enhance know how: “Strategic alliances” with relationships and customers.  Find a customer, keep a customer and grow customers.
• Be clear in your expectations

Michael highlighted that empathy and determination were key components of leadership.  One challenge he noted was that some leaders often lack candor.  He suggested that leaders could be more candid by “treating issue coldly and people warmly”.  Although hesitant to suggest a silver bullet to leadership, he suggested that listening is a leader’s #1 characteristic.  As Michael prepares for an overseas assignment he reflected on global leadership and that “respect is the universally accepted behavior”

Check out my list of recommended leadership and business books.

What do you think?  Keep the conversation going by commenting below or join the Suffolk MBA Alumni community on LinkedIn for a discussion.  Also, for more information check out Suffolk University and Programs in North Andover.

Resources for Veterans and Families – Massachusetts

There are a lot of great resources, support and most importantly dedicated people in a variety of organizations and government that help veterans and their families.  We celebrate our dedicated veterans best by serving them and their families.

Do you have any suggestions to add to this list?  Add a comment below and include a website link and I’ll add it to the list.  Here are a few resources to start:

Casework Support by local, state and federal
Local Veterans Agents – Veterans’ Services Officers
Department of Veteran Affairs – Commonwealth of Massachusetts
Department of Veteran Services – Casework
Returning Veterans - Commonwealth of Massachusetts
Statewide Advocacy Program – SAVE
Guide to benefits – Secretary of State

Active Military and Veterans – Office of Senator John Kerry
Comprehensive Resource Guide – Prepared by the Late Senator Edward M. Kennedy
Veterans and Casework – Office of Congresswoman Niki Tsongas

Honors & Records – (state) (federal, military medals and honors and military records)
VA – Forms

VA Medical Centers and Outpatient Clinics
Department of Veteran Affairs – Massachusetts
Community based outpatient clinics

Non-profit Outreach and Services
Veterans Northeast Outreach Center
Family Members and dependants
List of Providers- Outreach Services
Disabled American Veteran (DAV)

Serve by working at and with the VA
Career Search
Jobs at the VA
Partner and do business with the VA

Stay Active and advocate for Veterans
Upcoming & Ongoing Events – Commonwealth of Massachusetts

Special Programs – Post Traumatic Stress Disorder
PTSD – Support
PTSD – Research Program

Helpful Twitter Tools

There are tons of Twitter tools and apps out there including tons of resources.   The great part is all you need to do is enter Twitter into a search engine and you’ll find all types of resources and tips.  Here are a few suggestions if you are getting started.

A friend @ppizzi suggested a great collection of tools and apps to help focus our limited attention spans -  100 Twitter Tools to Help You Achieve All Your Goals.  Thanks Peter.

For starters try out these two sites, which I have found helpful:

• Bit.ly allows you to shorten the URL or web address so that you can put more information in your LinkedIn, Facebook and Twitter status updates.
• Tweet Later allows you to automate a lot of functions, including auto response to people that follow you.