Today`s discussion What is networking?

Networking for your
international business career
© Euroline Brussels
postcard “The Perfect European” drawn by J.N. Hughes-Wilson
Today’s discussion
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What is networking
What is rapport
What skills, competencies are needed
Some techniques for F2F networking
conversations in English
Some techniques for networking in email in
English
Web 2.0 – opportunities and dangers
Networking for your career
Corporate examples
What is networking?
1
Networking “game”
“Working the room”
“Good networking is making the most of
people you meet to your mutual
advantage.”
“Networking is like a road trip. Working with
others to reach a common destination and
enjoying the journey.”
“Networking is using connections with others
intelligently.”
D’Souza Steven (2008) brilliant Networking What the best networkers know, say
and do Pearson Education
Networking in business is all about
relationship building and making
yourself and your company
attractive to people in a way they
may not have realised before.
Building relationships
2
How do you build any
meaningful, worthwhile and
long term relationship?
Think of networking opportunities not only
as “what can I get out of this situation?”
but even more so as
Through trust.
Networking competence
“How can I relate to this person?”
Moving from inconsequential
chitchat to…
• Common ground
individual communication skills
• Personal disclosure
organisation networking
strategic network leadership
Rapport
Rapport is a positive relationship state
characterised by mutual understanding
which facilitates the reaching of
organisational goals in a specific
professional international context.
3
We create rapport through:
Creating rapport
• verbal behaviour
• vocal behaviour
• physical behaviour
Matching the other person’s words so they
feel we are speaking their language.
Business Networking Skills
Rapport building
a. Build sensitivity to communication styles
/ values
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•
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b. Facilitate transparent communication
c. Develop situational competence
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•
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Building relationships with conversation techniques
Opening gambits and small talk
Joining and leaving groups
Finding common ground
Maintaining conversation using markers and fillers
Maintaining conversation with effective non-verbal
signals
Using open questions
Using personal disclosure
Creating trust
Building confidence
Influencing
Rapport
Active Listening
Gender
Openness
Communication
skills
Are we training language or
training to communicate?
Language
Personality
Building Relationships
Leadership
Pronunciation
Grammar
Lexis
Culture
Business
knowledge
and skills
4
Non verbal
Some techniques for networking
conversations in English
Facial expressions
Active listening
The effective listener *
•
•
•
•
•
•
creates a framework for understanding
is patient and concentrated
listens to enable others
uses questions creatively
responds effectively (verbally and positively)
clarifies, reformulates and summarises
(redundant style)
• participates as speaker (shares experiences)
• maximises eye contact, body language and
voice -manages the group
Jeremy Comfort of York Associates UK – at Languages and Business
conference Düsseldorf 2007
5
Organisations today are
networks of communication
A new direction, a new organization, a new
language? *
Group Executive Board
Do you speak the language
of your network?
Services
&
Software
Markets
Nokia
Siemens
Networks
Devices
NAVTEQ
Corporate Development Office
Corporate Functions
* Slide courtesy of David Stoneham Director Communications Nokia
IVANA Helsinki
First Nordic
clothing designer
to be at the Paris
Fashion Week
So are you ready for
networking conversations?
6
Establishing common ground
Don't worry about the small talk, just look for
the place to introduce a couple of open
questions and let the other person have the
floor.
"How did you get into that in the first place?“
“When did you say you visited Finland?”
“ How did you like the food there?”
4 techniques for good business
conversation
Think of using simple phrases like:
"That sounds very interesting."
"That's something I know nothing about,
please tell me more."
1.
2.
3.
4.
Ask a question/get someone’s opinion
Give an opinion
Make a statement
Compliment
Adapted from
Barker Alan (2006) Improve Your Communication Skills The Sunday Times
Pitch
Danger…
The elevator pitch
• Talking about yourself
3 adjectives
• Asking the other person a direct question
about themselves
Educate Energise Engage
Your name
7
Rich
Organisations today are
networks of communication
Lean
F2F communication
Small group meetings
Water cooler, corridor & coffee conversations
Video conferences
Phone calls
Voice mail
Email
Large group meetings
Effective leaders use
Personal letters
appropriate media
Copied documents
correctly:
Faxes
- complex matters
Inter departmental memos
- commitment
Official speeches
Letters
- bad news
Press releases
Reports
Do you write the language
of your network?
Metropooli
8
News, videoblog, strategy
and photo contest
Prominent in
strategy
sharing
36,000
watched video
News with
rich content,
Opinion survey
results up
Photo competition,
Video film training
Internal meeting
Linda Hudson/UK/Win Win Com’s Meeting [started: 18.17]
Meeting Edit Help
Participants
Linda H UK/ Thanks for joining both of you. Do you have any problems
Linda Hudson
with the orders? I know it was tight for production.
John Purvis
Taina V FI/
Yes it was a tight schedule but we made it.
Taina Valli
John P HK/ And so we’ll get them all on time?
Linda H UKI/ What do you say?
Taina V FI/
Yes – just in time for the festive season.
Linda H UKI/ Taina – have you got the shipping documents there? Can you put them on please?
Taina V FI/
Sure – can you see that one now?
John P HK/ Seems to all be in order.
Linda H UK/ Right. Have a good day out there in Hong Kong John. I’m leaving the office now.
John P HK/ Have a good evening Linda, and you too Taina.
Taina V FI/
Thanks. Bye all.
IM
Date
11.09.20XX
11.09.20XX
11.09.20XX
report.
11.09.20XX
11.09.20XX
Time
10.03:03
10.03:48
10.04:09
From
Pam
Toni
Pam
To
Toni
Pam
Toni
Message
Hi, howz Helsinki?
Fine. u r in office early...
Yep – busy with project X
10.04:56
10.05:15
Toni
Pam
Pam
Toni
11.09.20XX
10.05:45
Toni
Pam
11.09.20XX
10.06:03
Pam
Toni
11.09.20XX
10.06:26
Toni
Pam
11.09.20XX
11.09.20XX
10.07:11
10.07:38
Pam
Toni
Toni
Pam
Good so am I...
Was training scheme ad out
ystrday?
Yep. Had some calls 2day
already.
OK good 2 know. Need yr
project X update.
Will get back 2 u w that in
afternoon.
gr8! Spk to u later.
ok. Will send by email.
EMAIL as a networking tool
Instant Messaging
Wi Long/Hong Kong Sales
File Edit View Actions Help
Goodwill emails create good business relations,
strengthen relations
Wi Long Hong Kong China
Sales Representative
Local time: 08.23
Wi Long
- Hi Jani. Is it cold in Finland? Do you have a minute?
08.23
Jani Ojala
- Hi Wi Yes of course and it’s minus 10. What’s up?
08.24
Wi Long
- Brr! I have a request for the WW brand report
08.24
Jani Ojala
- OK – fire away. I’m working on it today actually.
08.25
Wi Long
- OK that’s good to know. But I was wondering if section 2 08.26
could include more data. It seems a bit general still.
Jani Ojala
- Seems reasonable. Good to get some feedback. I’ll ask 08.27
the rest of the sales team here. I’m working on it today actually.
Wi Long
- Thanks. Any chance you can get those to me by
by noon Wednesday?
Jani Ojala
- Sure. No worries. Enjoy the sunshine!
_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ __ __ _ _ _ _ __ _
Yes I will. I’ll confirm our results and analysis by the end of the day
08.27
Send
Apologies
Promotion
Thanks
Congratulations
Condolence
Appreciation
Welcome
Special Award
9
A Finnish student trainee
in an upward email to a contact
“Things here in Finland look optimistic for having
a good summer with the sun shining outside as
well as in our hearts here at Blyk. Today, we
have started to beat the trade & consumer press
drum on reaching our target 6 months ahead of
schedule. That is, we have this week reached
100k active members, no small feat for a startup
with no above the line marketing ;) See the link
for a nice piece in the Daily Telegraph on the
subject: http://www.telegraph.co.uk/money/main.
jhtml?xml=/money/2008/04/24/cnblyk124.xml”
From:
To:
CC:
Date:
Subject:
"Zoe Curtis" <[email protected]>
"Anna " [email protected]; Robert Dunlop
"Henry Scott" <[email protected]>
9.5.20XX 14:07
Thank you for the enjoyable visit
Hi Anna and Robert
I hope you both enjoyed the training day today! I got home safe and sound in the end but did not arrive
home until 12.45am. I had to be in the office this morning so couldn't sleep in, so I am a bit tired but it
was well worth it!
Thanks so much for an enjoyable trip, it was a fantastic visit to your premises and so well organised.
Your hospitality was amazing and I will never forget the meal and eating reindeer not to mention the
whole experience!
Zoe
Zoë Curtis
Departmental Administrator
Tel: 0044 (0)171 XXXXXX
Fax: 0044 (0) 171 XXXXXX
Letter with extended personal greeting
Letter with short personal greeting
Dear Mrs Jenner
Dear Ms Ellis
Importing Made Easy
I am sorry not to have replied sooner to your letter of 25 February regarding the publication
of Importing Made Easy. My Export Director is in Australia on business. As I am dealing
with his work as well as my own I am afraid my correspondence has fallen behind.
I have had an opportunity to review the book you sent to me recently.
Whether this book should be published in hardback or paperback is a decision I must
leave to my Editorial Director, James Trent. I have passed your letter on to him and he will
probably contact you very soon.
Short
personal I hope you are keeping well.
touch
The book presents a concise and clear account of the new import regulations with good
examples of how they are likely to be applied.
More detailed comments are made on my written review which is attached.
I remember you mentioned that you will be spending your summer holiday in the south of
France. I hope you have good weather and an enjoyable time.
With best wishes
Yours
…..
Extended personal greeting
From CEO – downward letter
Letter welcoming visitor from abroad
Dear Mr Bernard
I was pleased to receive your letter of 14 April and to learn that your colleague, Mr Jens
Christensen plans to visit England in July. We shall be very pleased to welcome him and
to do all we can to make his visit enjoyable and successful.
2 June 20XX
Name
Address
I understand this will be Mr Christensen’s first visit to England and am sure he will wish to
see some of our principal places of interest. A suitable programme is something we can
discuss when he arrives. I would be pleased to introduce him to several firms with which
he may like to do business.
Dear Toni
On behalf of everyone here at Int Com, I would like to congratulate you on your recent
graduation from .. University of Applied Sciences with your Masters degree in Leadership.
Please let me know the date and time of Mr Christensen’s arrival when you have finalised
the details with him. I will arrange to meet him at the airport and drive him to his hotel. He
may be assured of a warm welcome.
I must say that we were not surprised by your success. During the three years you have worked for Int
Com, you have been praised for your sharp, analytical mind and your commitment to quality customer
service. It is obvious that you have a wide-open future ahead of you. I can only hope that your
experience working with us has contributed in some small way to your success.
Yours sincerely
I wish you all the best in your future career.
Yours sincerely
X X
Extends hospitality, sound business practice
President and CEO
Uses sincere, friendly tone
10
Dear colleague
Employee survey
I am pleased to tell you that we are running an employee survey to gather our
employees' views about working for us. We are committed to working towards
improving any areas which the survey highlights as potential sources of
dissatisfaction, whilst building on the things we do well.
The opportunities and hazards
presented by Web 2.0
The success of the survey depends on your contribution and it is therefore important to
be honest in your answers and to provide comments which you feel may be helpful.
The results from the survey will be shared with you and your views will be sought in
developing a plan to improve the areas highlighted.
Please would you complete the attached questionnaire and forward it to
<name:> at <address:>
before <date:>
Thank you in advance for your comments.
Yours sincerely
LinkedIn’s simple philosophy:
Relationships Matter
Your professional relationships are key to your
professional success.
Our mission is to help you be more effective in your daily
work and open doors to opportunities using the
professional relationships you already have.
This isn’t networking - it’s what networking should be.
Forget exchanging business cards with acquaintances that don’t know
your work, or trying to renew professional ties when you need a favor.
Building networks
OPEN NETWORKER. Looking to
expand my professional network with
other members of this group. All invites
accepted!
From:
To:
Date:
Subject:
Winning Connections <[email protected]>
Anna Virtanen <[email protected]>
14.11.20XX 13:17
Louise Stansfield has accepted your Winning Connections invitation
Winning Connections Invitation Accepted
Congratulations! You and Louise are now connected.
View Louise's profile to:
* Download Louise's current contact information
* Recommend Louise to others in your network
* Find winning opportunities through Louise's network
* See who you know in common
* Continue building your winning network:
Every person you connect with builds value for you and all your connections. It’s win win!
Thank you for using Winning Connections!
The Winning Connections Team http://www.winwincom.fi/connections
11
Networks
Map out the network of relationship links
you have in Facebook
Networking for your career
= chaotic
= complex
Establish a professional presence on the
internet
Try some self-googling!
One-in-Five Employers Use Social
Networking Sites to Research Job
Candidates*
An additional 9 percent said they don’t
currently use social networking sites to
screen potential employees, but plan to
start.
* CareerBuilder.com Survey Chicago September 10, 2008
12
The negative
•
Of those hiring managers who have screened job candidates via social networking
profiles, one-third (34 percent) reported they found content that caused them to
dismiss the candidate from consideration. Top areas for concern among these hiring
managers included:
41% - candidate posted information about them drinking or using drugs
40% - candidate posted provocative or inappropriate photographs or information
29% - candidate had poor communication skills
28% - candidate bad-mouthed their previous company or fellow employee
27% - candidate lied about qualifications
22% - candidate used discriminatory remarks related to race, gender, religion, etc.
22% - candidate’s screen name was unprofessional
21% - candidate was linked to criminal behavior
19% - candidate shared confidential information from previous employers
The positive
•
On the other hand, social networking profiles gave some job seekers an
edge over the competition. 24% percent of hiring managers who researched
job candidates via social networking sites said they found content that
helped to solidify their decision to hire the candidate. Top factors that
influenced their hiring decision included:
48% - candidate’s background supported their qualifications for the job
43% - candidate had great communication skills
40% - candidate was a good fit for the company’s culture
36% - candidate’s site conveyed a professional image
31% - candidate had great references posted about them by others
30% - candidate showed a wide range of interests
29% - candidate received awards and accolades
24% - candidate’s profile was creative
Tips to keep your online persona in
a favorable light:
"As a result, more job seekers are taking
action to make their social networking
profiles employer-friendly. Sixteen percent
of workers who have social networking
pages said they modified the content on
their profile to convey a more professional
image to potential employers."
1) Clean up digital dirt. Make sure to remove pictures, content and links that
can send the wrong message to a potential employer before you start your
job search.
2) Update your profile regularly. Make sure to include specific
accomplishments, inside and outside of work.
3) Monitor comments. Since you can’t control what other people say on your
site, you may want to use the "block comments" feature.
4) Join groups selectively. While joining a group with a fun or silly name may
seem harmless, "Party Monsters R Us" may not give the best impression to
a hiring manager. Also be selective about who you accept as "friends."
5) Go private. Consider setting your profile to "private," so only designated
friends can view
Forbes article
….. use those job boards as a way to find
out which companies are hiring. Then
network your way in. Make a list of the
employers in which you're most interested
and use LinkedIn and other networking
tools to see who you know there.
Leverage those contacts to find out about
openings and to get introductions to hiring
managers.
IHT article
• Be 5 minutes away from your resumé
13
Postings in a social networking site
A - ello matey hows you?
Do you speak the language
of your social network?
B - Hay a. how ya bin? did u get ma txt bowt me comin down to london?
A - hay p. i got ur message. hows life n stuff? wen u comin?
B -Fri. ill b setin off from mchstr at bowt half 2ish. we also need 2 arange
meeting time and place
A - got a cupl o Qs 4 ya. Wotz chaz’s fone no and which airport u r pickin
ur m8s up from? so i can plan a route
B – Hrw
A - Ok. Just cum 2 my place. shudnt b a problem. ill nip in th shop 1st n
get food
Web 2.0 dangers
Corporate social networking
• www.corporatesocialnetworking.net
Web 2.0 success networking
stories
14
Nokia
• Mobile Monday Anssi Vanjoki
MobileMonday
The remarkable MobileMonday phenomenon began almost by accident in
Helsinki, Finland during the autumn of 2000.
A couple of well-known Finnish visionaries, invited the who’s who of the
Finnish mobile industry to a pub for an informal get-together and perhaps a
warming drink.
The only suitable time? Monday evening.
After meeting many new faces and discussing the latest in mobility, the
group decided to continue meeting on the first Monday of each month —
and thus, MobileMonday was born.
Towards the end of 2004, the movement started to spread to other areas of
the world and new MoMo chapters were started in Tokyo, Japan, Silicon
Valley, UsA as well as Rome and Milan, Italy. Since then, the number of
MobileMonday chapters and members has dramatically increased making
MobileMonday the world’s leading mobile community.
Facebook and Nokia explore networking
ability
Thank you
Happy networking!
15