Networking Within the Company Instructor Guide
TABLE OF CONTENTS Preface ..............................................................................................................................................6 What is Courseware? ................................................................................................................................ 6 How Do I Customize My Course? .............................................................................................................. 6 Materials Required ................................................................................................................................... 8 Maximizing Your Training Power .............................................................................................................. 8 Module One: Getting Started ........................................................................................................... 10 Housekeeping Items................................................................................................................................ 10 The Parking Lot ....................................................................................................................................... 11 Workshop Objectives .............................................................................................................................. 11 Module Two: The Benefits of Networking at Work ............................................................................ 12 Gain Connections .................................................................................................................................... 12 Shared Knowledge .................................................................................................................................. 13 Increase Opportunity .............................................................................................................................. 14 Improve Image ........................................................................................................................................ 15 Case Study............................................................................................................................................... 16 Module Two: Review Questions.............................................................................................................. 17 Module Three: Networking Obstacles ............................................................................................... 20 Confusion About The Definition Of Networking ..................................................................................... 20 Personality Traits .................................................................................................................................... 21 Cultural Barriers ...................................................................................................................................... 22 Personal Pride ......................................................................................................................................... 23 Case Study............................................................................................................................................... 24 Module Three: Review Questions ........................................................................................................... 25
Module Four: Networking Principles................................................................................................. 29 Relationships........................................................................................................................................... 29 Listen....................................................................................................................................................... 30 Offer Value .............................................................................................................................................. 31 Build Trust ............................................................................................................................................... 32 Case Study............................................................................................................................................... 33 Module Four: Review Questions ............................................................................................................. 34 Module Five: How to Build Networks................................................................................................ 37 Meet New People.................................................................................................................................... 37 Be Polite .................................................................................................................................................. 38 Follow up ................................................................................................................................................ 39 Allow Relationships to Develop Naturally............................................................................................... 40 Case Study............................................................................................................................................... 41 Module Five: Review Questions .............................................................................................................. 42 Module Six: Recognize Networking Opportunities............................................................................. 45 Formal Networking ................................................................................................................................. 45 Informal Networking .............................................................................................................................. 46 Workday Opportunities .......................................................................................................................... 47 Always Be Ready to Network .................................................................................................................. 47 Case Study............................................................................................................................................... 48 Module Six: Review Questions ................................................................................................................ 50 Module Seven: Common Networking Mistakes ................................................................................. 53 Not Meeting New People ........................................................................................................................ 53 Not Following Through ........................................................................................................................... 54 High Expectations ................................................................................................................................... 55 Being Professional .................................................................................................................................. 55
Case Study............................................................................................................................................... 56 Module Seven: Review Questions ........................................................................................................... 58 Module Eight: Develop Interpersonal Relationships .......................................................................... 61 Be Genuine .............................................................................................................................................. 61 Dialogue .................................................................................................................................................. 62 Maintain Boundaries .............................................................................................................................. 63 Invest Time.............................................................................................................................................. 64 Case Study............................................................................................................................................... 64 Module Eight: Review Questions ............................................................................................................ 66 Module Nine: Online Networking Tools ............................................................................................ 69 Social Networks ...................................................................................................................................... 69 Blogs ....................................................................................................................................................... 70 Chat Rooms ............................................................................................................................................. 71 Email ....................................................................................................................................................... 72 Case Study............................................................................................................................................... 73 Module Nine: Review Questions ............................................................................................................. 74 Module Ten: Time Management....................................................................................................... 77 Prioritize Contacts ................................................................................................................................... 77 Create Group Activities ........................................................................................................................... 78 Connect Online........................................................................................................................................ 79 Schedule Your Networking Activities ...................................................................................................... 80 Case Study............................................................................................................................................... 80 Module Ten: Review Questions .............................................................................................................. 82 Module Eleven: Maintaining Relationships Over Time....................................................................... 84 Contact Networks Regularly ................................................................................................................... 84 Be Honest ................................................................................................................................................ 85
Give Personal Attention .......................................................................................................................... 86 Limit Networks to a Manageable Size .................................................................................................... 87 Case Study............................................................................................................................................... 88 Module Eleven: Review Questions .......................................................................................................... 89 Module Twelve: Wrapping Up .......................................................................................................... 92 Words from the Wise .............................................................................................................................. 92 Review of Parking Lot ............................................................................................................................. 92 Lessons Learned ...................................................................................................................................... 93 Completion of Action Plans and Evaluations .......................................................................................... 93
Networking is an essential part of building wealth. Armstrong Williams Preface What is Courseware? Welcome to Courseware.com, a completely new training experience! Our courseware packages offer you top-quality training materials that are customizable, user-friendly, educational, and fun. We provide your materials, materials for the student, PowerPoint slides, and a take-home reference sheet for the student. You simply need to prepare and train! Best of all, our courseware packages are created in Microsoft Office and can be opened using any version of Word and PowerPoint. (Most other word processing and presentation programs support these formats, too.) This means that you can customize the content, add your logo, change the color scheme, and easily print and e-mail training materials.
How Do I Customize My Course? Customizing your course is easy. To edit text, just click and type as you would with any document. This is particularly convenient if you want to add customized statistics for your region, special examples for your participants’ industry, or additional information. You can, of course, also use all of your word processor’s other features, including text formatting and editing tools (such as cutting and pasting). To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire table” and press OK.
(You will also want to perform this step if you add modules or move them around.)
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If you want to change the way text looks, you can format any piece of text any way you want. However, to make it easy, we have used styles so that you can update all the text at once. If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting. In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will then produce the Modify Style options window where you can set your preferred style options. For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would do:
Now, we can change our formatting and it will apply to all the headings in the document. For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by Courseware.com.
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Materials Required All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard or chalkboard instead.) We recommend that each participant have a copy of the Training Manual, and that you review each module before training to ensure you have any special materials required. Worksheets and handouts are included within a separate activities folder and can be reproduced and used where indicated. If you would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead of having individual worksheets. We recommend these additional materials for all workshops:
Laptop with projector, for PowerPoint slides
Quick Reference Sheets for students to take home
Timer or watch (separate from your laptop)
Masking tape
Blank paper
Maximizing Your Training Power We have just one more thing for you before you get started. Our company is built for trainers, by trainers, so we thought we would share some of our tips with you, to help you create an engaging, unforgettable experience for your participants.
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Make it customized. By tailoring each course to your participants, you will find that your results will increase a thousand-fold. o
Use examples, case studies, and stories that are relevant to the group.
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Identify whether your participants are strangers or whether they work together. Tailor your approach appropriately.
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Different people learn in different ways, so use different types of activities to balance it all out. (For example, some people learn by reading, while others learn by talking about it, while still others need a hands-on approach. For more information, we suggest Experiential Learning by David Kolb.)
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Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk for hours at a time. Make use of the tips in this book and your own experience to keep your participants engaged. Mix up the activities to include individual work, small group work, large group discussions, and mini-lectures.
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Make it relevant. Participants are much more receptive to learning if they understand why they are learning it and how they can apply it in their daily lives. Most importantly, they want to know how it will benefit them and make their lives easier. Take every opportunity to tie what you are teaching back to real life.
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Keep an open mind. Many trainers find that they learn something each time they teach a workshop. If you go into a training session with that attitude, you will find that there can be an amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it, and make the most of it in your workshops.
And now, time for the training!
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Networking is marketing. Market yourself, market your uniqueness, market what you stand for. Christine Comaford-Lynch Module One: Getting Started Networking is unavoidable in modern society. Many people focus on external networking, but the networking process must be used with the company in order to be truely effective. By following the information outlined in this publication, you will be able to network effectively and reap the rewards that come with making connections within the organization.
Housekeeping Items Take a few moments to cover basic housekeeping items.
If you need an opening or a way to introduce the participants to each other, utilize the Icebreakers folder to begin or between breaks during the day.
Let participants know where they can find washrooms, break facilities, and fire exits.
Ask participants to turn off their cell phones or at least turn them to vibrate. If they must take a call, request that they do it outside.
Take this time to encourage the group to ask questions and make this an interactive workshop.
Write the words Respect, Confidentiality, and Practice on a piece of flip chart paper and tape it to the wall. Explain to participants that in order to get the most out of this workshop, we must all work together, listen to each other, explore new ideas, and make mistakes. After all, that’s how we learn!
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The Parking Lot Explain the concept of The Parking Lot to participants.
The Parking Lot is a visible place where you will “park” ideas that arise which are not on the agenda, may be off topic, or are better addressed outside of the program.
At the end of the session, we will review parked ideas and follow up, or make suggestions for your own investigation when you are back at work.
Suggestions for the trainer: 1. If you are working with a large group of participants, you may wish to nominate a recorder to park items as you are facilitating. 2. It’s a good idea to note the name of the contributor along with the parked item. 3. Items noted on the parking lot can be useful to you later as you plan future training sessions.
Workshop Objectives Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today. At the end of this workshop, participants should be able to:
Define networking
Understand networking principles
Use networking tools
Avoid common mistakes
Understand how to build relationships
Manage time successfully
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Pulling a good network together takes effort, sincerity, and time. Alan Collins
Module Two: The Benefits of Networking at Work It is easy to overlook the need to make connections within your own organization. The benefits of networking at work, however, are valuable to any career. These benefits include the shared knowledge and increased opportunities. Networking within the organization will also improve your professional image.
Gain Connections Never underestimate the importance of making connections at work. The personal relationships that you create at work will grow your network in more ways than one. You are directly connected with your coworker, but you are also indirectly connected with the members of your coworker’s network. Every connection that you make increases your chances of being referred for new opportunities and greater responsibility.
Estimated Time
8 minutes
Topic Objective
Introduce gaining connections. Gain Connections
Topic Summary Discuss the benefits of connection. Materials Required
Flipchart/board and marker
Planning Checklist
None
Recommended Activity
As a group, play the game six degrees of separation to demonstrate the
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importance of connections. You may choose the traditional celebrity game or create your own version. As a group, share opportunities that came from making connections. Stories to Share
Share any personal or relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What should not be underestimated?
Shared Knowledge Networking at work provides the ideal opportunity for shared knowledge. Knowledge sharing is a two-way street. When your connections share knowledge, you will learn how to avoid the mistakes they made and benefit from their experience. Additionally, the information that your connections provide will help inspire new ideas. Sharing your own knowledge provides its own benefits. When you are able to share valuable information with contacts, you can develop your reputation and expertise. In turn, you can create opportunities for yourself.
Estimated Time
8 minutes
Topic Objective
Introduce shared knowledge. Shared Knowledge
Topic Summary Explore creative problem solving. Materials Required
01: Knowledge
Planning Checklist
None
Recommended Activity
Complete the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What is knowledge sharing?
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Increase Opportunity Networking in the workplace helps increase opportunity. By having many people in your network, your reputation will quickly spread beyond your immediate peers. As your network develops, word of your skills and expertise will reach superiors and other departments. You will be viewed for your entire skill set rather than by your job description alone. Opportunities that may develop because of your connections include training, mentoring, lateral moves, and promotion.
Estimated Time
8 minutes
Topic Objective
Introduce ways to increase opportunity. Increase Opportunity
Topic Summary Consider how to increase opportunity with networking. Materials Required
Flipchart/board and marker
Planning Checklist
None
Recommended Activity
As a group, discuss ways that networking in the workplace creates opportunity. List these on the flipchart/board. Ask the class to share relevant stories of opportunity from networking.
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What does networking create?
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Improve Image Creating a network allows you to fine tune your professional image as you connect with others. You can share your successes with your network and conduct yourself in a way that people admire. This provides you with the perfect opportunity to improve your professional image among your peers and superiors. If you take advantage of all the opportunities that networking provides, your professional image will be everything that you want it to be. There are a few tips to improving your image:
Be helpful Be professional Share knowledge
Estimated Time
7 minutes
Topic Objective
Introduce improving image. Improve Image
Topic Summary Discuss improving image. Materials Required
Flipchart/board and marker
Planning Checklist
None
Recommended Activity
As a group, discuss steps to take that will improve image in the workplace and among your network. List these on the flipchart/board.
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What opportunity does networking provide?
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Case Study Joe and Audri are both eligible for a promotion, and the announcement will be made in three months. Audri has a visible presence in the office. Joe, on the other hand, is so busy trying to prove that he is the best candidate for the job that he has no time to socialize. Audri makes a point of helping her coworkers and spending time with them. Joe is certain that she is doing so to the detriment of her job. He continues to focus on improving his results, but he is not sharing his success with anyone. When the three months are over, Joe is surprised to learn that Audri is given the promotion that he worked so hard to get.
Estimated Time
5 minutes
Topic Objective
Outline The Benefits of Networking at Work case study. Case study
Topic Summary Discuss the importance of creating a network and presence at work. Materials Required
None
Planning Checklist
None
Recommended Activity
Discuss the outcome of the case study. What was the key to Audri’s success?
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
Why did Joe avoid socializing?
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Module Two: Review Questions 1. What do connections increase? a) b) c) d)
Stress Opportunity Change Promotion
Connections increase referrals, which improve opportunity. It also increases the possibility of gaining more responsibility, which may or may not lead to promotion. 2. The network of another individual is a(n) __________. a) b) c) d)
Contact Circle Client Indirect contact
Networking creates direct contacts with individual. You are indirectly connected to your contact’s network. 3. What is the benefit of sharing knowledge? a) b) c) d)
Develop reputation Learning Promotion All of the above
Sharing knowledge showcases expertise and helps you develop a reputation for your expertise. 4. What benefit occurs when people share their knowledge with you? a) b) c) d)
Develop a reputation Promotion Avoid mistakes None
When people share knowledge, you are able to learn from and avoid their mistakes. They will also inspire new ideas.
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5. Which of the following is Not an opportunity that can develop from networking? a) b) c) d)
Promotion Social skills Lateral move Mentoring
Networking may help develop social skills, but that is not an opportunity. The other answer choices are potential opportunities. 6. How are you viewed when you network? a) b) c) d)
It depends Favorably Job description Entire skill set
Networking shows your strengths so that your entire skill set is seen, not just your job description. 7. Which of the following will Not help your personal image? a) b) c) d)
Be distant Be helpful Shared knowledge Being professional
Being distant will not improve personal image. The other answer choices will. 8. What should be shared with networks to improve image? a) b) c) d)
Failures Personal information Successes All of the above
Improving a professional image comes by sharing successes and acting in a way that people admire.
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9. How long did it take to announce the promotion? a) b) c) d)
Three months One month Two months Six weeks
Audri and Joe worked towards a promotion for three months before it was announced. 10. Who did Joe share his successes with? a) b) c) d)
Everyone Audri No one His superiors
Joe made improvements, but he did not share his successes with anyone.
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Obstacles are those frightful things you see when you take your eyes off your goal.
Henry Ford Module Three: Networking Obstacles Like every endeavor in life, you will face obstacles in your networking. Fortunately, you will be able to navigate and avoid many of these obstacles by correctly defining networking and swallowing your pride. Additionally, the ability to identify difficult personality traits and cultural barriers will provide you with opportunities to avoid miscommunications and facilitate functional relationships
Confusion About The Definition Of Networking There is some confusion over the definition of networking, which is why many people fail to network effectively. Some people assume that networking is simply meeting new people and collecting their contact information. Others equate networking with socializing. The problem with both definitions is that neither results in true business connections. In true networking, developing contacts and relationships results in new knowledge and greater influence. By understanding what networking truly is, you will be able to focus your energy appropriately and develop beneficial relationships. We will explore ways to achieve this definition in the following modules.
Estimated Time
8 minutes
Topic Objective
Determine the definition of networking. Confusion about the Definition of Networking
Topic Summary Define networking.
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Materials Required
02: Definition
Planning Checklist
None
Recommended Activity
Complete the worksheet individually, and discuss you answers as a group.
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
Why do so many people fail to network effectively?
Personality Traits Each person has a unique personality. Unfortunately, different personality traits will clash with each other. If you do not know how to handle different personalities, you will encounter obstacles in your networking attempts.
Personality examples:
Extroverted and playful: These people require more attention and verbal approval than some other personalities.
Assertive leaders: This type of personality requires loyalty and recognition of achievements.
Meticulous planners: Meticulous people need the space to complete the tasks, and their perfectionist habits require understanding.
Peacemakers: Peacemakers work to avoid and settle conflict. They require a calm work environment and appreciation for their efforts.
These are just an overview of personalities. You probably want to research different personalities on your own.
Estimated Time
8 minutes
Topic Objective
Explore the importance of understanding personalities. Personality Traits
Topic Summary Discuss personalities.
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Materials Required
Flipchart/board and marker (possible computer use)
Planning Checklist
None
Recommended Activity
As a group, discuss how personality clashes create difficulties. List ways to reduce clashes on the flipchart/board. Alternatively, you may want to introduce personality tests and have students test their own personality such as the test at http://www.16personalities.com/free-personality-test .
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What is true of different personality types?
Cultural Barriers You are likely to encounter cultural barriers in the modern workplace. A diverse work environment provides numerous benefits. A blend of different cultures, however, is likely to result in the miscommunications and conflict. You need to be aware cultural barriers and develop sensitivity towards different people and customs.
Barriers: 
Language: Overcome language barriers with translators and listening carefully. It is also advisable to learn other languages.
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Stereotypes: Monitor your thoughts and feelings to identify any prejudices or stereotypes that would keep you from developing relationships with people from different cultures.
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Cultural Norms: Take the time to understand what normal and respectful behavior is in other cultures. For example, some cultures find making eye contact rude and others do not approve of emotional displays.
Estimated Time
8 minutes
Topic Objective
Introduce cultural barriers.
Topic Summary
Cultural Barriers
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Consider ways to remove mental blocks. Materials Required
Flipchart/Board and Marker
Planning Checklist
None
Recommended Activity
As a group, brainstorm different situations caused by cultural barriers and list them on the flipchart/board. Share personal stories and lessons about different cultures.
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What does a diverse workplace create?
Personal Pride In many instances, personal pride is a benefit. It creates confidence and showcases your talent. In networking, however, personal pride can become a barrier to success. Pride can prevent people from networking effectively. Many people develop relationships but fail to call upon people in their network for help because of their pride. Remember that definition of networking. If you allow your pride to prevent you from using your network, there is no point in having one in the first place.
Estimated Time
8 minutes
Topic Objective
Consider ways personal pride creates a barrier to Personal Pride
Topic Summary Discuss the ways to grab and keep attention. Materials Required
03: Pride
Planning Checklist
None
Recommended Activity
Complete the worksheet individually. Discuss how pride can cost opportunity.
Stories to Share
Share any personal, relevant stories.
Delivery Tips
Encourage everyone to participate.
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Review Questions
What is personal pride?
Case Study Alicia and Kerry are partners at work. Together, they attempt to network throughout the office, trying to make connections with other people by gathering contact information. Alicia created a spreadsheet with all of the information they collected. A few months later, they are assigned a project that goes beyond the scope of their knowledge. Alicia feels that it is the right time to ask members of their network to share their expertise in the subject. Kerry, however, believes that they can complete the project without any help. He does not want any of his peers to think he is incompetent. They manage to complete the project, but they work on the basic information right up to the deadline. When they present the project, there are noticeable flaws in their work.
Estimated Time
5 minutes
Topic Objective
Outline the Networking Obstacles case study. Case Study
Topic Summary Discuss the case study. Materials Required
None
Planning Checklist
None
Recommended Activity
Discuss the outcome of the case study. What should they have done differently?
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What did Alicia think about the project?
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Module Three: Review Questions 1. Networking creates which type of relationships? a) b) c) d)
Personal Multiple Business All of the above
Networking creates business relationships that are beneficial. 2. Some people consider networking to be collecting information. What is another false definition? a) b) c) d)
It is socializing It is beneficial It is a business relationship All of the above
Many people equate networking with socializing. Socializing alone, however, does not create business relationships. 3. Which of the following requires a calm work environment? a) b) c) d)
Assertive leaders Peacemakers Meticulous planners Extroverted and playful
All of the answers are different personalities that appear in the workplace. The peacemaker personality requires a calm work environment. 4. Which of the following requires more verbal appreciation? a) b) c) d)
Assertive leaders Peacemakers Meticulous planners Extraverted and playful
All of the answers are different personalities that appear in the workplace. Extraverted and playful personalities demand more verbal appreciation than other personalities do.
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5. What determines if eye contact is appropriate? a) b) c) d)
Age Culture Gender Situation
Cultural miscommunication can be problematic. Eye contact differs between different cultures. 6. What requires self-monitoring? a) b) c) d)
Eye contact Language Culture Stereotypes
Stereotypes can create a barrier. Individuals need to self-monitor for any personal acceptance of stereotypes. 7. What is a benefit of personal pride? a) b) c) d)
Self-confidence Accept help Attention None of the above
Personal pride has the benefit of enabling self-confidence. It will help showcase talent. 8. Failing to ask for help is often caused by _____. a) b) c) d)
Communication barriers Culture Personal pride None of the above
Personal pride can prevent people from asking their network for help. This eliminates the purpose for the network.
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9. Alicia and Kerry are ______. a) b) c) d)
Partners Friends Competitors Peers
Alicia and Kerry are partners at work. They are assigned to work on a project together. 10. How did the project turn out? a) b) c) d)
Perfect Late It did not Flawed
Alicia and Kerry completed the project without any help, but it was flawed.
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