High Performance Business Networking February 17, 2010Posted by David Dirks in Networking.
Tags: business networking, David Dirks, Networking, webinar
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Please download the above link to access the Webinar Outline PDF.
Building rapport in a global environment June 20, 2009Posted by rickbron in Bronder On People, Building rapport, Building trust, Communication, Global leadership, Knowing your people, Leading globally, Management, Networking.
Tags: build rapport, gathering topics about people, global culture, global rapport, global team, knowing people, Leading globally, remember facts about people
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Building rapport with global team member is a daunting task for most global team leaders. The Big Dogz know that using a structured approach and a consistent information capturing tool goes a long way toward helping you be effective at building rapport over the chasms of time and distance.
In building rapport, the first thing all effective leaders focus upon is the people. What do I want to know about my team members? What information would be useful for me to customize my approach and interactions with the team member? Actually, the techniques for building rapport over time and distance are no different from building rapport face to face.
Create a list of topics that would be useful for you.
Here are some work related examples:
What job experiences do they have?
What are their career objectives?
What is their preferred communication style?
How do they like to receive feedback?
What is their favorite (most and least) work assignment?
What are their strengths?
What skills would they like to acquire?
What is the anniversary of them joining the company or your team?
Here are some personal related examples:
What is their commute?
What hobbies do they have?
What pressures do they experience outside of work?
What is their family situation?
When is theiur birthday?
Who are the people they admire?
What is their favorite television show?
Do they like sports? What teams?
Another key set of information that may be useful in a global environment is cultural data such as:
Key historical events
National sports teams
You can develop your own list of information that would be helpful to you. Try to fill in the information for each item that would be useful for you.
Acquiring this information is an art form in itself! I am not suggesting you conduct an interrogation to discover the answers to these or other questions you may have about your team members. An effective technique to help you discover both work and personal related information is to first share something about yourself. To discover someone’s hobby, you might mention that you went on a hike this weekend and enjoy hiking. They may respond that hiking is not something they do, but they prefer cycling. Or, they may not respond at all. The key is to listen for information that can help you build rapport.
Once you have acquired information that is useful to you, I suggest you put that information into a file related to this person. Sales people use this technique when acquiring information about key clients. Standard contact management software like Outlook and BlackBerry have specific places where you can store this information. I am not well known for my ability to recall information about people, so for me, this technique is quite useful. Prior to making contact with people, I frequently review my information file to allow me to customize my approach to them.
The Big Dogz also know that people are interested in them. Think about what you would want your global team members to know about you. Prepare a short introduction presentation and deliver it to any new team members. Periodically review the salient points of your introduction at team meetings. Give people an opportunity to build rapport with you.
Focus on what information is important, capture that information and use it to customize your approach to building rapport with global team members.
Are you networking? January 20, 2009Posted by rickbron in Bronder On People, Changing behavior, Networking, Relationship, Self assessments.
Tags: network, network assessment, network techniques, Networking, networking actions, networking assessment, networking strategy, networking tips
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How networked are you? The Big Dogz know that before you can achieve a higher level of networking, you need to know how networked you are right now. Here is a self-assessment to evaluate just how networked you are.
How true is each statement for you? Rate your self on a scale of 1-10 where 1 is almost not true at all and 10 is almost completely true.
I understand specifically what I need to get from my network.
Having defined specific needs for your network will allow you to identify potential networking sources. It will help you decide where to spend your time and energy
I can articulate what value I bring to a networking relationship.
Knowing what you have to offer allows you to be more assertive in developing relations. You can start the exchange of support by offering something of value. Have a consistent “elevator speech” that you can deliver comfortably when you meet someone new.
I have an effective strategy for networking.
The basis of an effective strategy is the identification of your approach to networking. What do you want to achieve? How will you achieve it? Networking without an overall strategy is just not as effective.
I contact the people in my network frequently.
Networking is not just calling people when you need help. Cultivate key relationships using periodic contact such as face-to-face, telephone or even an email.
People in my network contact me frequently.
When people are contacting you, it is a clear indicator that people in your network value your opinion and the relationship they have with you. If you are not getting frequent calls from people in your network, start calling them!
I belong to professional and community organizations.
These types of organizations offer a target rich environment for networking. Usually members of these organizations are movers and shakers in their field or in the community.
I am active in volunteer task forces or committees at work, in professional organizations and in the community.
Volunteering to serve on these committees often allow you to meet other people who are in positions of power or may have something of value to you. It is always an effective action to give back to your profession or community.
I have at least three people in my network with whom I have constant interaction.
Pareto’s Law says that 20% of what we do has 80% of the value to us. The same principle is true of networking. Cultivate a small number of key relationships that are of mutual high value.
I use technology to leverage my network.
There are many websites set up for networking. Make sure you are using one of them. Make frequent updates to your entry. Try to select a networking site that aligns with your networking strategy. If one that supports your strategy does not exist, select the one with the broadest appeal.
I am confident in my ability to network.
Self-confidence is the key to building effective networks. It takes confidence to approach a senior person to create a connection. The most effective way to develop your confidence in networking is to practice your interpersonal skills.
There is no passing score for this assessment. Set your own targets for your scores based on what you believe to be effective. The assessment is a tool for you to determine the strengths and areas of improvement of your networking. Look at the statements you rated yourself low. More focus on these actions can help you build a stronger network. The Big Dogz know that having a strong network is a major contributor to success.
To make sure you get a valid self-assessment, please see my July 30, 2007 entry on calibrating your self-assessment skills.