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Strategic Connections

Book Description

Today’s organizations are collaborative. With old command-and-control methods replaced by openness and transparency, networking has become an essential professional skill—expected of everyone, at every level.

Unveiling eight indispensable competencies for the new Network-Oriented Workforce, Strategic Connections provides practical advice for building better, more productive business relationships. Readers will discover how to:

Commit to a positive, proactive networking mindset • Align networking activities with individual and organizational objectives • Leverage their contacts by organizing them into strategic groups • Earn trust—a prerequisite for collaboration • Boost their social acumen and increase their likeability • Master conversational skills and deepen interactions • Employ storytelling to make communications memorable • Use networking to deliver value to the company

Thanks to technology, new contacts are only a click away. But the level of connection and collaboration required for real success demands advanced face-to-face relationship-building skills. This book gives you the tools you need to meet goals, execute strategies, foster innovation, and make yourself invaluable to your organization.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Preface: The Compelling Case for Face to Face
    1. The Way to Collaboration
    2. Make an Impact
  6. Introduction: The Eight Must-Have Skills for Strategic Connections
    1. What’s the Back Story?
    2. Why Put Face to Face Out Front?
    3. What Are the Benefits?
    4. How to Use This Book
  7. 1 Commit to a New Networker Identity
    1. Strategic Connections: Explore Opportunities
    2. Analyze Your Attitudes
    3. The Nine Biggest Misconceptions About Networking
    4. The Definition of Networking
    5. Become a Strategic Networker
    6. Activate Your Networker Identity
    7. Manage Your Mindset
  8. 2 Take a Strategic Approach
    1. Strategic Connections: Raise Rainmakers
    2. Networking in the Collaborative Culture
    3. Put Some Purpose in Your Small Talk
    4. Connect at ChoicePoints
    5. Connect in Groups
    6. Make the Most of Your Memberships
    7. Choose Your Goal
  9. 3 Envision Your Ideal Network
    1. Strategic Connections: Link Up HR Leaders
    2. The Four Nets
    3. Developing Your Nets
    4. Your KeyNets
  10. 4 Develop Trusting Relationships
    1. Strategic Connections: Reach Out in the Community
    2. Teach People to Trust You
    3. Move Through the Six Stages of Trust
    4. Renew Dormant Ties
    5. Analyze Your Contacts
    6. Next Steps: Consider the Risk and Value
    7. Frequently Asked Questions
  11. 5 Increase Your Social Acumen
    1. Strategic Connections: Make Memberships Worthwhile
    2. What Is Social Acumen?
    3. The Name Exchange
    4. Join Groups Comfortably
    5. 11 Tips for Avoiding Awkward Moments
    6. End with the Future in Mind
    7. The Likeability Link
  12. 6 Deepen Interactions
    1. Strategic Connections: Support Women’s Leadership
    2. Why People Don’t Talk
    3. Talk: Get into Dialogues That Build and Sustain Relationships
    4. Question: Ask Questions That Make People Stop and Think
    5. Listen: Pay Attention to the Three Things That Are Important
    6. Give: Offer Resources and Ideas That Signal You Want to Connect and Collaborate
    7. Reconnect: Follow Through and Stay in Touch in Ways That Build Trust
  13. 7 Communicate Expertise
    1. Strategic Connections: Tell the Story
    2. Answering “What Do You Do?”
    3. Frequently Asked Questions
    4. Why Storytelling Works
    5. Frequently Asked Questions
  14. 8 Create New Value
    1. Strategic Connections: Respond to Marketplace Changes
    2. Clarifying Collaboration
    3. Acting on the Three Principles
    4. Build Trust Online
    5. Mentor and Model
  15. 9 How to Develop and Support Your Network-Oriented Workplace
    1. And the Word Is
    2. The Need for a Network-Oriented Workplace
    3. What’s Your Organization’s Networker Identity?
    4. Create Connections
    5. Spark Conversation
    6. Foster Collaboration
  16. Suggested Reading
  17. Index
  18. About the Authors
  19. Free Sample Chapter from Stiletto Nework by Pamela Ryckman