I think, I remember her

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• I think, I remember her

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Networking Builds Social CapitalSign up
Show up Follow up Step up TM

• Presented by
• Ken Tudhope
• Project Pro Search
• [phone]

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Agenda

• A sad Story Too Close To Home for most top
  Students!
• Social Capital is Better Than Financial Capital
• Do You Have Enough Social Capital?
• Relationships Give First Stay in Touch
• Step-1 Sign-up
• Step-2 Show-up
• Step-3 Follow-up
• Step-4 Step-up
• The work in Networking
• Conclusions and Questions

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The business world is VERY different!!

• She thought she did everything right!
• Why were you laid-off?
• Im not sure
• School was easy.
• I understood the rules
• I controlled the results
• Why was she laid-off?
• Who?
• One of the Asian girls sitting together
• Wrong jobs, wrong experience, no management
  support

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Social Capital is Better than Financial Capital

• A network is an organized collection of those
  with which you have a relationship.
  Relationships are created by first giving to
  others and then staying in touch.
• Social Capital is like money in the bank for
  CMAs - information, ideas, leads, opportunities,
  financial capital, power and influence, support,
  trust and cooperation.

I have found that the more I give away, the more
I get. But I almost never get it back from the
person I gave it to. I cant explain why, its
just how the world works. Jeffery Gitomer,
The Little Black Book of Connections
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Do you have enough social capital to achieve
your goals?

• She did everything wrong (all people are not
  created equal!)
• Structure (expansive or cohesive)
• Your Friends, Friends?
• Composition (degree of diversity)
• Gender, Race, Religion, Personality, Interests
• Focus (internal or external)
• Students vs. Business Professionals

Violet
Ken
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Relationships Give First and Stay in Touch

• Give First (deposits in the Bank of Social
  Capital) tireless work, information,
  introductions, business, help, etc.
• Harvey MacKay, You must find a CREATIVE way to
  stay in touch.
• Birthdays
• Interests and Holidays
• The hallway
• Their Office
• ... or do you need to be so CREATIVE? How about
  networking through Groups?

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Sign-up

• Who do you want to meet?
• Specific people
• Types of people, e.g., Partners, Managers,
  Seniors, Office Staff
• Join the softball team or United Way Campaign or
  the Board Bank
• Take the long view. Relationships take time, BUT
  START NOW.

Hopes Helpful Hints Offer to help someone (For
FREE!!!!!!)
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Show-up

• The more you go, the more you know!
• Job Performance - Networking Events
• CPA Review / CPE - Recruiting
• The more you go, the more enjoyable it is
• Urgent vs. Important make consistent attendance
  a priority because it is the only way to build
  relationships
• Every now and then is not enough. You will
  always feel like an outsider

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Follow-up

• Always follow-up (whatever that means). Very
  few people do it, so it will set you apart.
• A card
• A call
• An e-mail
• A voice message (you pick when to call)
• The more specific, the more connection. Offer
  value.
• Follow-up people you see, people you dont see,
  people you want to see.
• Keep track of people, e.g., Excel, Rolodex,
  Outlook, LinkedIn - DETAILS!

this is Janis Smith. I just called to
follow-up...
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Step-up

• Leadership and Volunteer Roles
• Committees and Boards
• Event Planning and Leadership
• Warning, Warning, Warning!!!! Do it well or dont
  do it!
• The more you get involved the more people you
  know
• The more you get involved the more fun you have
• The more you get involved the more rewarding it
  is

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The work in Networking

• Planning
• List of target relationships
• All people are not created equal
• DETAILS
• Listen, Listen, Listen!
• DETAILS (what is important to others?)
• Remember names and faces
• Follow-up always
• Make Contact
• Record some DETAILS!!!
• Plan for future events
• Never Eat Alone (coffee meeting or meal)

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Conclusions

• school is just starting for you
• Social Capital is worth more than money
• Get active, the more active, the more value
• Sign up, Show up, Follow up, Step up
• QUESTIONS?