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Full Description
Today's organizations are collaborative. With old command-and-control methods replaced by openness and transparency, networking has become an essential professional skill - expected of everyone, at every level.Unveiling eight indispensable competencies for the new Network-Oriented Workforce, Strategic Connections provides practical advice for building better, more productive business relationships. Readers will discover how to:
Commit to a positive, proactive networking mindsetAlign networking activities with individual and organizational objectivesLeverage their contacts by organizing them into strategic groupsEarn trust - a prerequisite for collaborationBoost their social acumen and increase their likeabilityMaster conversational skills and deepen interactionsEmploy storytelling to make communications memorableUse networking to deliver value to the company
Thanks to technology, new contacts are only a click away. But the level of connection and collaboration required for real success demands advanced face-to-face relationship-building skills. This book gives you the tools you need to meet goals, execute strategies, foster innovation, and make yourself invaluable to your organization.
Contents
CONTENTS
Preface: The Compelling Case for Face to FaceIX
The Way to CollaborationIX
Make an ImpactXI
Introduction: The Eight Must-Have Skills for Strategic Connections1
What's the Back Story?2
Why Put Face to Face Out Front?4
What Are the Benefits?5
How to Use This Book9
1Commit to a New Networker Identity / 10
Strategic Connections: Explore Opportunities10
Analyze Your Attitudes11
The Nine Biggest Misconceptions About Networking12
The Definition of Networking15
Become a Strategic Networker16
Activate Your Networker Identity17
Manage Your Mindset19
2Take a Strategic Approach / 26
Strategic Connections: Raise Rainmakers26
Networking in the Collaborative Culture27
Put Some Purpose in Your Small Talk33
Connect at ChoicePoints38
Connect in Groups43
Make the Most of Your Memberships51
Choose Your Goal54
3Envision Your Ideal Network / 61
Strategic Connections: Link Up HR Leaders61
The Four Nets62
Developing Your Nets73
Your KeyNets75
4Develop Trusting Relationships / 83
Strategic Connections: Reach Out in the Community83
Teach People to Trust You84
Move Through the Six Stages of Trust88
Renew Dormant Ties93
Analyze Your Contacts94
Next Steps: Consider the Risk and Value97
Frequently Asked Questions105
5Increase Your Social Acumen / 108
Strategic Connections: Make Memberships Worthwhile108
What Is Social Acumen?109
The Name Exchange109
Join Groups Comfortably116
11 Tips for Avoiding Awkward Moments119
End with the Future in Mind123
The Likeability Link128
6Deepen Interactions / 133
Strategic Connections: Support Women's Leadership133
Why People Don't Talk134
Talk: Get into Dialogues That Build and Sustain Relationships135
Question: Ask Questions That Make People Stop and Think141
Listen: Pay Attention to the Three
Things That Are Important145
Give: Offer Resources and Ideas That Signal
You Want to Connect and Collaborate148
Reconnect: Follow Through and Stay
in Touch in Ways That Build Trust152
7Communicate Expertise / 157
Strategic Connections: Tell the Story157
Answering "What Do You Do?"158
Frequently Asked Questions165
Why Storytelling Works170
Frequently Asked Questions176
8Create New Value / 179
Strategic Connections: Respond to Marketplace Changes179
Clarifying Collaboration181
Acting on the Three Principles183
Build Trust Online196
Mentor and Model200
9How to Develop and Support
Your Network-Oriented Workplace / 203
And the Word Is . . .204
The Need for a Network-Oriented Workplace205
What's Your Organization's Networker Identity?209
Create Connections213
Spark Conversation217
Foster Collaboration221
Suggested Reading231
Index233
About the Authors239
