Strategic Connections: The New Face of Networking in a Collaborative World

Erscheinungsjahr 2015
ISBN: 978-0-8144-3496-3
Verlag: McGraw-Hill Education

Buch, Englisch, 256 Seiten, Format (B × H): 63 mm x 93 mm

Today’s organizations are collaborative. With old command-and-control methods replaced by openness and transparency, networking has become an essential professional skill - expected of everyone, at every level.Unveiling eight indispensable competencies for the new Network-Oriented Workforce, Strategic Connections provides practical advice for building better, more productive business relationships. Readers will discover how to: - Commit to a positive, proactive networking mindset - Align networking activities with individual and organizational objectives - Leverage their contacts by organizing them into strategic groups - Earn trust - a prerequisite for collaboration - Boost their social acumen and increase their likeability - Master conversational skills and deepen interactions - Employ storytelling to make communications memorable - Use networking to deliver value to the companyThanks to technology, new contacts are only a click away. But the level of connection and collaboration required for real success demands advanced face-to-face relationship-building skills. This book gives you the tools you need to meet goals, execute strategies, foster innovation, and make yourself invaluable to your organization.

Autoren/Hrsg.

Baber, Anne

Waymon, Lynne

Alphonso, Andre

Wylde, Jim

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Betriebswirtschaft: Theorie & Allgemeines

Inhaltsverzeichnis

CONTENTS Preface: The Compelling Case for Face to FaceIX The Way to CollaborationIX Make an ImpactXI Introduction: The Eight Must-Have Skills for Strategic Connections1 What's the Back Story?2 Why Put Face to Face Out Front?4 What Are the Benefits?5 How to Use This Book9 1Commit to a New Networker Identity / 10 Strategic Connections: Explore Opportunities10 Analyze Your Attitudes11 The Nine Biggest Misconceptions About Networking12 The Definition of Networking15 Become a Strategic Networker16 Activate Your Networker Identity17 Manage Your Mindset19 2Take a Strategic Approach / 26 Strategic Connections: Raise Rainmakers26 Networking in the Collaborative Culture27 Put Some Purpose in Your Small Talk33 Connect at ChoicePoints38 Connect in Groups43 Make the Most of Your Memberships51 Choose Your Goal54 3Envision Your Ideal Network / 61 Strategic Connections: Link Up HR Leaders61 The Four Nets62 Developing Your Nets73 Your KeyNets75 4Develop Trusting Relationships / 83 Strategic Connections: Reach Out in the Community83 Teach People to Trust You84 Move Through the Six Stages of Trust88 Renew Dormant Ties93 Analyze Your Contacts94 Next Steps: Consider the Risk and Value97 Frequently Asked Questions105 5Increase Your Social Acumen / 108 Strategic Connections: Make Memberships Worthwhile108 What Is Social Acumen?109 The Name Exchange109 Join Groups Comfortably116 11 Tips for Avoiding Awkward Moments119 End with the Future in Mind123 The Likeability Link128 6Deepen Interactions / 133 Strategic Connections: Support Women's Leadership133 Why People Don't Talk134 Talk: Get into Dialogues That Build and Sustain Relationships135 Question: Ask Questions That Make People Stop and Think141 Listen: Pay Attention to the Three Things That Are Important145 Give: Offer Resources and Ideas That Signal You Want to Connect and Collaborate148 Reconnect: Follow Through and Stay in Touch in Ways That Build Trust152 7Communicate Expertise / 157 Strategic Connections: Tell the Story157 Answering "What Do You Do?"158 Frequently Asked Questions165 Why Storytelling Works170 Frequently Asked Questions176 8Create New Value / 179 Strategic Connections: Respond to Marketplace Changes179 Clarifying Collaboration181 Acting on the Three Principles183 Build Trust Online196 Mentor and Model200 9How to Develop and Support Your Network-Oriented Workplace / 203 And the Word Is.204 The Need for a Network-Oriented Workplace205 What's Your Organization's Networker Identity?209 Create Connections213 Spark Conversation217 Foster Collaboration221 Suggested Reading231 Index233 About the Authors239

Über Autor(innen)

Anne Baber and Lynne Waymon co-founded Contacts Count, an international training firm, 24 years ago. They are the authors of Make Your Contacts Count. Andre Alphonso manages Contacts Count in Australia and India. Jim Wylde is a Principal Consultant and Certified Trainer with the firm.