Renatus Group Business Development Program: “Networking in The New Econ” THE IIA PALM BEACH CHAPTER, Soft Skills C

1. Renatus Group Business Development Program: “Networking in The New Econ” THE IIA PALM BEACH CHAPTER, Soft Skills Conference May 31st, 2013

2. Purpose This interactive session will teach participants how to be a successful networker in the new economy. The participants will learn the importance of on-going effective strategic planning and implementation of networking activities both internally and externally.

3. Key Objectives Networking in The New Econ “ What is it & What it does for you” Do’s & Don’ts The Successful Networkers Most Valuable Ammunition Role Play Summarize Key Points

4. Networking in the New Economy “ What it is & what it does for you” Cultivating of mutually beneficial, give-&-take, win-win relationships What networking isn’t We are interdependent with each other Girards law of 250

5. Golden Rule of Business • Not just what you know, or who you know but it’s also who knows you. • The system is the solution.. A system is the process of predictably achieving a goal, based on a logical & specific set of how-to principles. Continue with networking in the New Econ

6. Do’s & don’ts Do’s: Make networking a priority Focus on helping others Follow-up is key Implement a “Success Formula” system Develop a “29 second” Commercial Networking tips for business functions: - Pre-event - At the event - Post-event

7. Don’ts-” The Habits of an Ineffective Networker” Lacks patience Constantly "selling" something Too many choices Lack manners and respect Distributes too many cards and unsolicited literature Focus on themselves "Taking" instead of "giving“ Lack authenticity and personal values Poor communication and interpersonal skills

8. The successful networker’s most valuable ammunition “ Questions” Networking opportunities occur constantly, anywhere & any time Invest 99.9% of conversation asking questions Ask 10 open ended, feel-good questions: 1. How did you get your start in the widget business? 2. What do you enjoy most about your profession? 3. What separates you & your company from the competition? 4. What advice would you give someone just starting in the widget business?

9. 5. What one thing would you do with your business if you knew you could not fail? 6. What significant changes have you seen take place in your profession through the years? 7. What do you see as the coming trends in the widget business? 8. Describe the strangest or funniest incident you experiencedin your business? 9. What ways have you found to be the most effective for promoting your business? 10. What one sentence would you like people to use in describing the way you do business? Cont. 10 questions

10. One key question that separates the pros from the amateurs “ How can I know if someone I’m speaking to is a good prospect for you? • F-0-R-M questions- Family, occupation, recreation, message(what they deem important) • “Questions are the answers”- Absolute key to successful networking Cont. with most valuable ammunition

11. Role play

12. Networking in the New Econ ”What it is & what it does for you” • Do’s and don’ts • Successful networker’s most valuable ammunition- Questions ! Summary of key points

13. “You will get all you want in life, if you help enough other people get what they want.”