Strategic Connections

The New Face of Networking in a Collaborative World

 Strategic Connections

Authors: Anne Baber, Lynne Waymon, Andre Alphonso, Jim Wylde
Pub Date: January 2015
Print Edition: $21.95
Print ISBN: 9780814434963
Page Count: 256
Format: Hardback
e-Book ISBN: 9780814434970

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Table of Contents

CONTENTS

Preface: The Compelling Case for Face to Face IX

The Way to Collaboration IX

Make an Impact XI

Introduction: The Eight Must-Have Skills for Strategic Connections 1

What's the Back Story? 2

Why Put Face to Face Out Front? 4

What Are the Benefits? 5

How to Use This Book 9

1 Commit to a New Networker Identity / 10

Strategic Connections: Explore Opportunities 10

Analyze Your Attitudes 11

The Nine Biggest Misconceptions About Networking 12

The Definition of Networking 15

Become a Strategic Networker 16

Activate Your Networker Identity 17

Manage Your Mindset 19

2 Take a Strategic Approach / 26

Strategic Connections: Raise Rainmakers 26

Networking in the Collaborative Culture 27

Put Some Purpose in Your Small Talk 33

Connect at ChoicePoints 38

Connect in Groups 43

Make the Most of Your Memberships 51

Choose Your Goal 54

3 Envision Your Ideal Network / 61

Strategic Connections: Link Up HR Leaders 61

The Four Nets 62

Developing Your Nets 73

Your KeyNets 75

4 Develop Trusting Relationships / 83

Strategic Connections: Reach Out in the Community 83

Teach People to Trust You 84

Move Through the Six Stages of Trust 88

Renew Dormant Ties 93

Analyze Your Contacts 94

Next Steps: Consider the Risk and Value 97

Frequently Asked Questions 105

5 Increase Your Social Acumen / 108

Strategic Connections: Make Memberships Worthwhile 108

What Is Social Acumen? 109

The Name Exchange 109

Join Groups Comfortably 116

11 Tips for Avoiding Awkward Moments 119

End with the Future in Mind 123

The Likeability Link 128

6 Deepen Interactions / 133

Strategic Connections: Support Women's Leadership 133

Why People Don't Talk 134

Talk: Get into Dialogues That Build and Sustain Relationships 135

Question: Ask Questions That Make People Stop and Think 141

Listen: Pay Attention to the Three

Things That Are Important 145

Give: Offer Resources and Ideas That Signal

You Want to Connect and Collaborate 148

Reconnect: Follow Through and Stay

in Touch in Ways That Build Trust 152

7 Communicate Expertise / 157

Strategic Connections: Tell the Story 157

Answering "What Do You Do?" 158

Frequently Asked Questions 165

Why Storytelling Works 170

Frequently Asked Questions 176

8 Create New Value / 179

Strategic Connections: Respond to Marketplace Changes 179

Clarifying Collaboration 181

Acting on the Three Principles 183

Build Trust Online 196

Mentor and Model 200

9 How to Develop and Support

Your Network-Oriented Workplace / 203

And the Word Is . . . 204

The Need for a Network-Oriented Workplace 205

What's Your Organization's Networker Identity? 209

Create Connections 213

Spark Conversation 217

Foster Collaboration 221

Suggested Reading 231

Index 233

About the Authors 239

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