INSEAD Library

Includes bibliographical references and index

Digitized

The networking survival guide Acknowledgments ix Chapter 1 Introduction There Are Three Types of People Which One Are You? Why Read This Book? Reasons We Network Networking Can Be Learned Benjamin Franklin and the Internet The "Present" Why the Other Person Should Care Personal Brand You Are a CEO Chapter 2 What Networking Is and What It Isn't Marketing, Networking, and Selling - What's the Difference? Definition of Networking Versus Schmoozing Types of Networking Statistics - 15 17 19 20 21 Chapter 3 Getting Started Create a Plan A Few Good People Inventory Your Networks Evaluate Your Network Networking with Present Clients Net Versus Gross How t o Prioritize with Whom You Network and Why 25 28 30 30 36 40 41 42 What's the Status of Your "Netbank"? Unclutter Your Network Chapter 4 Preparing for Networking Your Support Networks "Whet her Reports" How t o Qualify a Networking Event Networking Snapshot Chapter 5 Networking Accessories Business Cards PDA - t o Beam or Not t o Beam Notepad and Pen Briefcase Cell Phones, Pagers, and Other Things That Beep Chapter 6 Body Language, Voice, and Words Body Language Voice and Tone Words Chapter 7 Conversations Conversation Starters Small Talk Some Guidelines for Good Conversations When t o Break into a Conversation Conversation Topics t o Be Wary Of How t o Transition a Conversation How t o Exit from a Conversation Listening Skills How Long t o Talk t o Someone Don't Overshare Chapter 8 Places to Network Networking on Planes and Trains Networking a t Conferences and Trade Shows Networking at Job Fairs Networking a t Meetings Chapter 9 Best Practices Manners The Receptionist or Executive Assistant Introductions Overnetworking Chapter 10 Best Practices When Face to Face Packing List for Networking Survival Kit Name Badges of Navel Decorations? Handshake How t o Remember Names Food and Beverage Business Cards - Quality Versus Quantity! Avoid Conversations i n Public Places How to Meet the Speaker or a VIP Talk t o People Who Are Alone Get an Introduction Ask What You Can Do for People Follow Up How t o Run a Networking Event or Meeting 131 131 135 136 140 142 145 145 146 146 147 147 148 148 Chapter 1 1 Follow-Up Techniques The Difference Between Persistence and Stalking Which Method t o Use When "Can IBuy You Lunch?" I f Not Lunch, What t o Ask for? Make It Possible, and Comfortable, for the Person t o Say No After You're Introduced Three Strikes and You're Out Phone Calls 151 152 152 153 153 154 154 154 155 Chapter 1 2 Best Practices When Not Face to Face Phone Email Snail Mail (A Stamp Can Make the Difference) Personal Web Sites Make a Call or Take Your Call - Crucial Difference! How t o Ask for Help! Networking t o the Exponential Power 157 157 164 167 169 169 170 Chapter 13 How to Maintain and Grow Your Network Maintain Your Network with Present Clients Professional Associations and Community Organizations People Who Make Things Happen 1 75 177 179 180 Alumni Groups Volunteering How t o Hold Internal Networking Meetings Writing and Speaking Opportunities Joining Boards Cause-Related Networking Other Networking Forums Chapter 14 Ethics Chapter 15 What If I Don't Feel Like Networking? How t o Psych Yourself Up Don't Know What t o Say Feel Like We're Bothering People We Don't Want t o Appear Needy Fear Dealing with Nerves Will We Fit I n ? I'm Not Sure It's Worth My Time and Effort Are You Hesitant t o Deploy Your Network? I'm Not the Networking Type - I'm Shy! Inner Critic Definition of Insanity Chapter 16 Gender, Race, Culture, and Other Networking Factors Gender The Old Boys Network Race, Culture, Weight, and Other Networking Factors Three Most Important Networks Chapter 17 Evil Networks Chapter 18 Summary Resource Guide Notes Bibliography Index 237