Networking: “Lean on Me”
Roy W. Reid, Jr., APR
Vice President / Principal
Consensus Communications

(Download the Powerpoint presentation)

Objectives
• Define and understand the concepts of networking
• Provide analysis and anecdotes of networking ideas
• Develop a strategic approach to networking
• Provide your career with a sharpened tool

The Concept
• Like many other ideas, networking is defined differently by each person – however it comes with the same objectives in mind
• This is one person’s opinion built on career/life experiences
• My first internship experience at AT&T

What is Networking
• Perceptions and misperceptions
• “It’s not what you know, it’s who you know”
• Half truth
• Six degrees of separation
• Be Kevin Bacon
• Networking is the act of meeting people and giving them your business card (attending events, etc.)
• Missing the mark
• It is an option if I have time
• If you want to do half the job
• It is an ongoing and integral part of each day
• On target

Let’s Define Networking
• Your definitions…
• Networking is the strategic effort to build and cultivate relationships that provide you with a system to advance issues and meet specific needs
• Meaningful relationships that matter
• Managed with care and focus
• Always with a long term vision…not the “quick score”
• The two-way proposition

Relevance to Public Relations
• Public Relations is the management function of communication, which builds relationships and influences behavior
• Strategic networking is at the core of the definition of our industry/profession
• Networking should be an underlying principle of your personal development
• It is an essential value proposition you will bring to an employer, a client, or a friend

The Value Proposition
• To your career
• To your employer / clients
• To the community
• To your family / friends
• Other

Your Career
• Building a solid foundation for your career
• Finding and cultivating mentor relationships
• Networking from top to bottom
• Associates
• Employers
• Employees
• Prospects
• Referrals
• Never brush off an engagement as unimportant
• Keep track of people as you move on/up
• Anecdotes in my career…at every turn

Your Employer / Clients
• Create opportunities for those who hire you as a bridge builder and honest broker
• Community Relations
• Media Relations
• Marketing and Business Development
• Crisis Communications
• People are the avenue for solving problems and achieving business objectives
• You are the point of contact for the marketplace
• Understand the value of your network to them and find the best options to apply to their situations
• The “fire me” principle

Your Community
• Community involvement is a tremendous two-way street of building and utilizing your network
• Serving to help others and develop connections
• Finding solutions that help through the network – connecting people and thereby adding value to your relationships
• Community service
• Political activity

Your Family/Friends
• The network is a valuable tool in all types of personal situations
• Be available to share your contacts
• Do not underestimate the contribution that family and friends make to your network

The Strategic Approach
• Develop a plan and work the plan
• Networking is a strategic effort just like any plan we submit to our employer / clients
• Examples to follow
• You cannot “do or have it all”
• Prioritize
• Focus
• Listen more than you talk…
• Examples and advice
• Give before you get…if at all possible
• The Strategic Approach
• Listen more than you talk…a timeless principle for building relationships
• Steven Covey: Seven Habits of Highly Effective People –
• “Seek first to understand, then be understood”
• Andrew Sobel: Clients for Life
• “Be an empathetic listener”
• The Bible / James 1:19
• “Be quick to listen, slow to speak and slow to anger…”

Ongoing Management
• Continually evaluate what you are doing to build and facilitate your network
• Never go to an event or function without considering how it may contribute to your network (personal or business)
• Constantly seek opportunities to help others
• Keep your database updated and relevant
• It moves with you
• Engage others in keeping it up to date
• Create opportunities to build the network
• Plan each engagement with people
• Find a way to help others regularly..without a hook
• Empower Others Around You
• Encourage your colleagues to be strategic
• Get employees and friends involved

My Challenge to You
• Find someone here today you do not know and introduce yourself
• Ask questions and listen
• Expand your knowledge of someone you already know
• Take the information back and incorporate it into your database
• Never miss an opportunity to strengthen and build your network