creating valuable relationships

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Creating Valuable RelationshipsBuilding your extended family

Giovanni Dubois

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© Giovanni Dubois 2013

AgendaBackground on LAMWhy networking?The Mind SetThe Skill SetTurning connections into compatriots

“Build a little community of those you love and who love you.”

—MITCH ALBOM

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LAM Network

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Our Mission

Create a strong and dynamic network of Hispanic professionals through online

and event-driven platforms to create and foster valuable relationships.

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What is LAM?

A platform to create and foster valuable relationships online and offline Professional, Social, and

Philanthropic Events Micro social network built on

open source software A blend between

meetup.com/LinkedIn/Facebook for professional and educated Latinos

A resource for organizations to help establish brand presence and development of their workforce pipeline with a niche demographic: highly educated, newly affluent and urban Latinos Via Event marketing:

seminars, mixers, social events

Online/Newsletter advertising

LAM is the Bay Area’s #1 Latino professional network online and offline


About Our Members LAM has 4,680+ members in our micro social

network and 8,932 email subscribers LAM is a multicultural organization with

75% of its members Latino. 56% of LAM members are women and

44% are men.

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Majority of our members are between 25-37 years old. 84% of LAM members are college graduates of which at least 38%

have master degrees with the majority having attended top universities in the US and Latin America.

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Why Networking?

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Professional Growth: How to write a personal statement, fellowship applications, job interviews, qualifying exam practice

Personal growth: Play the guitar, learn how to cook, new hobby

Dating: Circle of Friends is your Secret Dating Weapon

Why Networking?Referrals are the #1 source in hiring volume *75% of job seekers found networking helped them get hired, while only 11% found new positions through online job boards during this year **

* CareerXroads 2011 – 2012** http://www.livecareer.com/news/Job-Search-Tips/Data-Finds-Networking-Most-Effective-Job-Search-Tool_$$02493.aspx#.USpokuvwJSg

75%#1

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The Mind Set“I have made it a rule never to be with a person

ten minutes without trying to make them happier.”

- Various Attributions

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Member of the Club

Success breeds successWhat “clubs” are you already part of?

Alumni networks Non-profits Hobbies / Friends

Create your own personal club

“Dime con quien andas y te dire quien eres”

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Don’t keep score It's better to give before you receiveMake interactions ruled by generosity

If you are going to take the time to connect with someone, you should be willing to try to make that person successful

Contribute. It's like Miracle-Gro for networks. Give your time, money, and expertise to your growing community of friends.

If they succeed, you succeed.

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What’s your mission?

"Would you tell me, please, which way I ought to go from here?”

"That depends a good deal on where you want to get to,"

said the Cat.

"I don't much care where—" said Alice.

"Then it doesn't matter which way you go," said the Cat.—Alice's Adventures in Wonderland BY LEWIS CARROLL

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What’s your mission?A dream without a plan is a nightmare

3-steps:

Find your passionWhat do you truly love to do?

Write down your goals and flush them outBuild your personal Board of Directors

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Build it before you need it Join communities that interest youTake leadership roles in hobbies that interest youEnroll in a community college class on a topic of

interestTry to become involved with an approved work

project that lets you interface with more peopleVolunteer in non-profit organizations

Gravitate toward those involved with things that you want to be doing from the goals you developed.

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The Genius of Audacityau·da·cious: Showing a willingness to take bold risks

Fear1. Acknowledge this is perfectly normal

2. Getting over the fear is critical to your success

3. Commit to getting better at meeting new people and reaching out to opportunities

#1 Road Block to

Opportunities

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The Networking Jerk Don't schmooze

Less is more

Don't rely on the currency of gossip

Don't come to the party empty-handed It's a loop. In connecting you're only as good as what you

give away

Don't treat those under you poorly Be transparent

Trust is everything

Don't be too efficient

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The Skill Set“I have made it a rule never to be with a person

ten minutes without trying to make them happier.”

- Various Attributions

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Do your HomeworkBefore meeting someone do your researchOnline and research (Social Networks, Google, etc)Publications / News articlesAnnual Reports, Company WebsitesCall a mutual friend to give you some background

Find commonalities and use to break the ice

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Take NamesWho do you need to know to get to where you want to go?Concentrate on people that are part of your existing

network Relatives, friends of relatives, current colleagues, friends,

friends of friends, alumni networks, members of professional and social organizations, neighbors (past and present), etc

Look for people you don’t know on trade magazines, newspapers, magazines, … other people’s list.

Use a software tool to help you manage your database Google Contacts, MS Outlook

Organize your list based on interests/goals with labels/folders

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Share your PassionsFifteen minutes and a cup of coffee. Conferences Invite someone to share a workout or a hobby (golf, chess,

stamp collecting, a book club, tennis, golf, etc.)Quick dinner, lunch, or breakfastSpecial event: the theater, a book-signing party, or a concert

is made even more special if I bring along a few people who I think might particularly enjoy the occasion.

Entertaining at home.

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The Cold Call I don't know who you are. I don't know your company. I don't know what your company stands for. I don't know your company's customers. I don't know you company's products. I don't know your company's reputation.Now—what was it you wanted to sell me?

Macka, Harvey. Swim with the Sharks.

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The Warm CallConvey credibility by mentioning a familiar person or

institutionState your value proposition how can I help you Impart urgency and convenience by being prepared to do

whatever it takes whenever it takes to meet the other person on his/her own terms

Be prepared to offer a compromise that secures a definite follow-up

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Follow up or FailAlways express your gratitude. Include an item of interest from your meeting or

conversationReaffirm whatever commitments you both made—going

both waysBe brief and to the pointAlways address the thank-you note to the person by

name

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Follow up or FailTimeliness is key. Send them as soon as possible after

the meeting or interview.Many people wait until the holidays to say thank you or

reach out. Why wait? Your follow-ups will be timelier, more appropriate, and certainly better remembered.

Don't forget to follow up with those who have acted as the go between for you and someone else. Let the original referrer know how the conversation went, and express your appreciation for their help.

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Connecting with Connectors

Acquaintances, in short, represent a source of social power, and the more acquaintances you

have, the more powerful you are—Michael Gladwell

RestauranteursHeadhuntersLobbyistsFundraisersPublic relations peoplePoliticians

Journalists

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Become genuinely interested in other people Be a good listener. Encourage others to talk

about themselves Let the other person do a great deal of the

talking Smile Talk in terms of the other person's interests Give honest and sincere appreciation

The Art of Small Talk

"You're wonderful. Tell me more."

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Turning Connections

into Compatriots

“Good actions give strength to ourselves and inspire good actions in others.”

- Plato

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Health, Wealth, ChildrenEvery human is an opportunity to help and be helped If you're going to deal with people's most important

issues, give those issues the commitment that they deserve

The highest human need, said Maslow, is for self-actualization— the desire to become the best you can be. Maslow argues we can't attend to our highest needs until we attend to those at the bottom of the pyramid, like the necessities of subsistence, security, and sex. This is where Health, Wealth and Children reside.

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Pinging – All the TimeThree modes of communication before there is

substantive recognition: an e-mail, a phone call, and a face-to-face encounter

Nurture a developing relationship with a phone call or e-mail at least once a month

If you want to transform a contact into a friend, you need a minimum of two face-to-face meetings out of the office/school

Maintaining a secondary relationship requires two to three pings a year

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Final thoughtsFind Mentors, Find Mentees, RepeatBe interestingBuild your brandBroadcast your brand

Networking Building relationships for mutual benefit=

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More InformationGiovanni Dubois – [email protected] Network: http://lam-network.com

mailto:[email protected]

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References Book: Never Eat Alone by Keith Ferrazzi ** Harvard’s Alumni Network Advice

http://www.alumni.hbs.edu/careers/networking.html

Book: The Tipping Point by Michael Gladwell Book: How To Win Friends and Influence People by

Dale Carnegie TED TALK: Amy Cuddy: Your Body Language Shapes

Who You Are. http://www.youtube.com/watch?v=Ks-_Mh1QhMc

CareerXroads 2011 – 2012

** A big chunk of this material is borrowed from Never Eat Alone. I have followed Keith’s advice in the book where he says that we should use his content to promote building valuable relationships while presenting to organizations and to build our network

http://www.alumni.hbs.edu/careers/networking.html

http://www.youtube.com/watch?v=Ks-_Mh1QhMc

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