Book Summary: Networking For Professional Success
This article is based on the following book:
www.amazon.com/exec/obidos/ASIN/0749415975/qid=1028374811/sr=1-20/cgicity" target="_new">Effective Networking for Professional Success: "How to Make the Most of Your Personal Contacts"
by Rupert Hart, Stirling Books, 1997
ISBN 0 949 142 09 3
We are all "self-employed" now.
Today there is absolutely no job security. We are living in an age of corporate downsizing, and freelance consultants, or self-employed workers are growing by the day. Networking is one skill you need to practice to get ahead and survive these uncertain times.
Wisdom in a Nutshell:Networking is essential for both new jobs and business contracts.Effective networking is 12 times more effective than answering advertisementsAdvertising is becoming ineffective except on a large scale.Networking helps you find hidden opportunities and can set you apart from the competition.An indirect approach is better than a direct one. Use someone you know to introduce you to your target contact. Never go straight to your target without a go-between who will put in a good word for you.You can overcome your natural shyness, your fear of using people, and your fear of rejection.
The 3 key networking techniques are:Build a network of partners to keep an open eye and ear for new opportunities for You.Reach targeted individuals in two ways: directly or indirectly.Build visibility by raising your profile. Go to every social gathering you possibly can.
Building your network is an ongoing process. You need to increase your range of contacts constantly.
Planning your campaign:Define your objectiveSelect the right techniqueUnderstand that "deal flow" or your number of prospects must be great in order to bag one new business contract.Identify your targetWork out your positioning. This is a short statement of what you are about, what you can offer.Think about what you can do for your network partners in exchange for information and contacts.
Building Network partners:Talk to everyone you know about opportunitiesClarify what network partners can and will do for youKnow which contacts to build into network partnersFind those friendly network spiders, those types of people who just seem to know everyone.Use the telephone.
How to grow and refresh your network:Go out of your way to be where people are.Get into the habit of being talkative.Get the contact details of people you meet. Not just exchanging business cards but stapling information like birthdays, anniversaries, hobby clubs, and key information onto their cards.Choose the right method for the right person.Warm up long-cold contacts.
How to find targeted individuals:Focus on what you want to achieve and how people can help you.Use your network partners to find suitable companies.Gather key information on these companies.Figure out who is the one with the power to hire you.Find people connections and common areas of interest.
Reaching targets through network partners:Find and persuade the best partner for your targeted individual.Engineer an introduction.Build word-of-mouth exchanges about yourself.
Reaching targets directly:Decide if you should write a letter or not.Be able to demonstrate your achievements.Have a line ready to get you past the secretary.Act as though you expect to be put through.Be ready to leave a short, persuasive message for the decision-maker.
Your opening line:Be cheerful, confident and straightforward.Exploit connections and recommendations.Mention common interests.Report news of interest to the target.Wait for a response. Know when to shut up.Write down your opening lines before picking up the phone.
How to be visible without really trying:Ask a question at a conference.Make a point in a meeting.Write letters to your industry magazine.Introduce yourself to lots of people at an industry show or ball.Buy people a drink at the bar at a lecture.Discuss a book with an industry leader.Wear bright ties.Make people laugh.Have an opinion on everything. (But keep an open mind)Hand out an unusual business card.Recast your CV to be a little different.Take up an unusual hobby. (But not too unusual)Don't overlook using the email and Internet to communicate your cause.
About The Author
By: Regine P. Azurin and Yvette Pantilla
"A Lot Of Great Books....Too Little Time To Read"
Free Book Summaries Of Latest Bestsellers for Busy Executives and Entrepreneurs
BusinessSummaries is a BusinessSummaries.com service.
(c) Copyright 2001-2002, BusinessSummaries.com - Wisdom In A Nutshell
Polish author Olga Tokarczuk won the £50,000 (about $67,170) Man Booker International Prize, which celebrates the finest works of translated fiction from around the world, for her novel of linked fragments, Flights, translated by Jennifer Croft. The cash award is divided equally between author and translator, who also both receive £1,000 for being shortlisted.
Philip Roth, whose novel American Pastoral won a Pulitzer in 1998 but who was best-known for the controversial and explicit 1969 Portnoy's Complaint, has died at age 85.
Writing in The Washington Post, author and professor Sandra Beasley asks, "Do we continue to teach the work of people we now suspect of behaving unethically or abusively? ... As a reader, I'm devastated. As a teacher, I've got decisions to make..."
The romance-focused magazine Romantic Times, along with the RT Book Reviews, RT VIP Salon and RT Booklovers Convention brands, is shutting down after 37 years. The closure is effective immediately, and though the RT website will remain up for another year or so, there will be no new content in the future.
Philip Pullman has been named author of the year at the British Book Awards for his "outstanding" success.
The children's author was recognized after returning to the world of his Dark Materials with La Belle Sauvage last year. Awards organizers described Pullman as a "true one-off".
Gail Honeyman won book of the year for her best-selling debut Eleanor Oliphant is Completely Fine.
Judges said it was "brilliantly written" and "the complete package".
Tom Wolfe, author of notable works such as The Right Stuff and The Bonfire of the Vanities, has died aged 88. In addition to his books, he was a pioneer of New Journalism, which developed in the 1960s and 1970s and involved writing from a subjective perspective as opposed to more traditional objective journalism. He was also known for coining phrases such as "radical chic" and "the me decade".
Last week, Barnes & Noble, the largest book retailer in the US, saw its stock price plunge nearly 8% just days after the New York Times published an editorial calling for the chain to be saved. "It's depressing to imagine that more than 600 Barnes & Noble stores might simply disappear," wrote columnist David Leonhardt. "But the death of Barnes & Noble is now plausible."
Author Jojo Moyes has pledged to save the British adult literacy program Quick Reads from closure by funding it for the next three years. She says she was "completely dumbfounded" on learning of the scheme's closure and is believed to have donated around £360,000 (well over US$500,000) to help it continue.
"Having written a Quick Reads myself [Paris for One, in 2015] and spoken to readers who had benefited from the scheme, I knew how important it was," she told The Bookseller. "It is relatively low cost and loved by authors, publishers and readers. At a time when libraries are ever more endangered, it seemed a completely regressive move to lose Quick Reads."
The Pulitzer Prize board has opened an independent review of sexual misconduct allegations against the award-winning novelist Junot Díaz, who is stepping down as chairman, the board said on Thursday.
"Mr. Díaz said he welcomed the review and would cooperate fully with it," the Pulitzer board said in a statement.
Mr. Díaz, who joined the board in 2010, was elevated to chairman last month, according to the organization. It said that Mr. Díaz asked to relinquish his role and that he would remain a part of the body.
Viet Thanh Nguyen argues that books by immigrants, foreigners and minorities don't diminish the 'classic' curriculum. They enhance it....
...We must read Shakespeare and authors who are women, Arab, Muslim, queer. Most of the world is neither white nor European, and the United States may be a majority-minority country by mid-century. White people will gain more by embracing this reality rather than fighting it. As for literature, the mind-set that turns the canon into a bunker in order to defend one dialect of English is the same mind-set that closes borders, enacts tariffs and declares trade wars to protect its precious commodities and its besieged whiteness. But literature, like the economy, withers when it closes itself off from the world. The world is coming anyway. It demands that we know ourselves and the Other...