Contacting

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Contacting Networking
Robert Gardner, Director of Alumni Relations
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40,000 Marriott School Alumni 350,000 BYU Alumni
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BYU Management Society Growing Moral and Ethical
Leadership Around the World
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What do I say?
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Tips for a meaningful contact

• Target your contacts (rifle not shotgun)
• Do your homework first
• Contact with a purpose
• Prepare your questions
• Respect their time
• Follow-up with a thank you
• Stay in contact (add to your network)

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Networking is Relationship Building
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The 4 Bes

• Be Reliable
• Be Good
• Be Involved
• Be Honest

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The 4 Bes
1. Be Reliable Become a go to person. A person
that no matter the task you will find a way to
deliver. Example Citigroup CFO Gary Crittenden
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The 4 Bes
2. Be Good Always tell the truth, said Mark
Twain. That way you wont have to remember what
you said. Example Thomas Friedman, The World
is Flat
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The 4 Bes
3. Be Involved Networks are best formed through
interactions that evoke passion, require reliance
on others, or have something at stake. Example
Mary Gates and John Akers
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The 4 Bes
4. Be Honest Show respect for others by being
upfront with them. Never mask the reason for
contacting or meeting someone.
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Paul Revere vs. William Dawes
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Paul Revere
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Strengthening Your Network

• Increase diversity of thought
• Become involved with those who have different
  skills
• Cross functional boundaries
• Connect with brokers
• Become a broker
• Build trust