MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
GUDP Seminar Guest speaker: Soulaima Gourani E*MBA
How to Use and Create Strategic Networks = Innovation for life October 12th 2011
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
How to Use And Create Networks Not!
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Did you know?
Many people think they can go out to networking events, hand their cards out and the business will come flowing in. It may happen like that, but not likely. It takes time, energy and effort to build a network. Through building that network you build relationships with people who know you, trust you and will do business with you. you
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Did you know? Relations are everything
Too often organizations train their employees only to focus on features, benefits, and service offering, and neglect to remember that the relationships with stakeholders is everything. Relations is the sure way to find, grow and keep innovative business.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Did you know? From expert to relationship builder
Experts and specialists shall become DEEP generalists who have broad perspective. Experts have professional credibility – networkers develop DEEP personal trust. Experts supply expertise – networkers provide insights and wisdom. ©
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Did you know?
The best way to build your business is to help someone else build hers. Givers get. You don't just take from your network; you also give to it. The secret is the more you give to your network the more you will get back.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Your 4 Steps Analyze, Design, Implement and learn
Define your vision(s) and purpose Map your network Nurture your network Expand your network
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Your Mindset Mind your mindmind-set: 3 steps
1. Accept that networking is one of the most important requirements of a knowledge worker and a salespersons role. 2. To overcome any qualms about it, identify a person you respect who networks effectively and ethically. Observe how he or she uses networks to accomplish goals. 3. Learn from it and build your own individual strategy.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Process Vision and Purpose
Figure out your priorities and challenges and define your vision(s) in 1-2 years. Yourself and your team/practice.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Role model Role model observation
True role models are those who possess the qualities that we would like to have who have affected us in a way that makes us want to do better. Do you have a “relations role model”?
Find that person and learn from him!
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Experiences and Expectations Who are you?
Describe yourself, your needs, experiences and thoughts regarding networking and professional relationships.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
3 Layers Your private network (70%) Your professional network (20%) Your ’field’ network (10%) But remember: the smallest piece of the pie will keep you going the longest!
Private 70% Professional 20% Field 10%
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Your Network The outer circle The inner circle
The core
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
The OPS Model The O P S -view:
1. Operational: People you need to accomplish your assigned, routine tasks. 2. Personal: Kindred spirits outside your organization, who can help you with advancement. 3. Strategic: People outside your control, who will enable you to reach organizational/team objectives. Š
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Inspiration or Stupidity? The knowledge and inspiration
12 meters 7 persons 4 factors
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Mapping The 5 most important innovative persons you know
Keyperson A Keyperson B Keyperson C Keyperson D Keyperson E
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Mapping Map your relations
How deep is each relation? and for how long has it been running?
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Knowledge Name
Future, 3 years
Needs, now
1 2 3 4 5
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
How to Improve? Formal
Informal ©
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
How to Improve?
What can you do better?
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Nurture The Favourite:
The ones who both give and take in a relation The Give And Take’s The ones who only give
The ones who only Take
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Nurture What can you give?
Time Feedback Guidance Gifts (ex. Books) Experiences Tickets Help, practical/professional, physical/mental Passing it on ©
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Nurture What can you take?
Feedback Guidance Experiences
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
3 Times Thank You! The 3 Times Thanks Strategy
a
b
c
1 2 3
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Nurture How can you develop and nurture your relations?
Traditional or untraditional, who is the receiver?
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Expand Competences The 5 key competences / persons you’re looking for
Key competence Key competence Key competence Key competence Key competence
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Who and Where To Expand? Where does one find great external relations?
Your perfect network members could be around the corner. There are several places to start: •Suppliers •Customers •Professional networks •Online networks •Others ©
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Name
Expand With Persons Purpose
Where to look/How
1 2 3 4 5
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Your EQ Profile Will people even remember you and your name?
• 8 meetings per week - wow do you want to be remembered? • What is the headline and benefit statement about you that will stand out in someone's mind? • What is it about you that makes you unique compared to everyone else who does what you do? ©
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
The Trust Equation It’s It’s all about trust, passion and energy
The 50% rule Weighted Expectations Clarity of Expectations
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Delivery on Expectations
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Usefulness of Feedback
= Tr st
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Practice Build your own real life case!
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Optimize Reallocate your time
How can you apply higher quality networking on a “day to day” basis?
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Nurture How can you develop and nurture your relations?
Describe your nurture strategy
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Envision It There is no finish line
Describe a sequence of steps that must be taken, or activities that must be performed well, for your network strategy to succeed. An action plan has three major elements (1) Specific tasks: what will be done and by whom. (2) Time horizon: when will it be done. (3) Resource allocation: what specific resources are available for the specific activities. Also called your action program. Š
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Prepare Yourself Establish connections ► create reasons ► make a plan Create reasons and ideas for interacting with people outside your company (or function); for instance, by taking advantage of social interests to set the stage for addressing strategic concerns.
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Strategy Pay attention
How will you ensure that you no one in your network is forgotten? How do you ensure that you have a positive account with everyone important in your customer network?
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MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Envision It Figure out the details
Once you've broken down the vision into pieces, write down the steps on a piece of paper to make sure you have everything thought out. One of the worst things that can happen is if you're almost to the point of your goal, but you're not sure what to do next. Give yourself deadlines for each step. Otherwise you'll end up procrastinating and never achieving. Š
MOTIVATION TOOLS KNOWLEDGE INSPIRATION CHALLENGE TRAINING @ SOULAIMA GOURANI
Envision It Make a time line
Draw a horizontal time line with a dot at each end. The left end represents now, and the right end represents a point in the future. Specify what you want to happen and when, from now until then. Start
Goal
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THANKS SOULAIMA GOURANI
Newsletter Soulaima Gourani, MBA / www.soulaima.com Is a highly respected businesswoman because of her knowledge, charisma, thoughtprovoking ideas, and straightforward manner, as well as her uncompromising focus on value for the company and its customers and relations. Soulaima Gourani is an expert within strategy and leadership. Soulaima Gourani helps companies to achieve a more strategic and profitable organization that focus on relations. Soulaima Gourani is also special advisor to some of Scandinavia’s most demanding and ambitious companies, helping them overcome complex challenges and become more professional and passionate players in their industries.
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