By David Salahi
We all hear a lot about networking these days and many of us make an earnest effort to practice it. But it can be overwhelming trying to figure out how to network effectively. First, there’s online networking and there’s face-to-face networking. Both types of networking can consume a lot of time. And, either way, there’s a plethora of alternatives to consider. In the online sphere, which social network is best: LinkedIn, Facebook Twitter or Google+? All of the above? How will you find the time?
But before we can figure out which networking options to use there is something else to consider—the basic meaning and purpose of networking. You’ve probably been to networking events where everyone passes around their business cards. Everyone goes back to the office with a stack of business cards—which usually just get tossed into a drawer. You may even have been to speed networking events where the goal is to talk to as many people as possible. How is that working out for you? Do you get a lot of new business from these types of events? Lots of job offers? No, me neither.
In this e-book Dave Kinnear explains why this type of shallow approach to networking doesn’t produce results. Instead, he explains why building personal relationships does work, both online and in person. And he shows how to build the best kinds of relationships—authentic relationships that are built on trust. Dave’s method isn’t revolutionary. It’s based on old-fashioned values like genuine concern for the other person and helping the other person achieve his or her goals. In this e-book Dave explains how to express your authentic wish to help your colleagues and then builds on this foundation with specific practical advice on:
- Which forms of networking to use
- Who should be in your network
- How to help others by connecting people with shared interests and goals
- How much time to spend networking
- What kinds of information to provide about yourself in various situations—and how to do it in a way that serves the needs of others
- How to maintain your network over the long term
So, does Dave Kinnear’s old-school approach really work? Well, stop and think about your own network for a moment. Who do you know that you would describe as an outstanding networker? Who do you know that knows everyone and is liked by everyone? I’ll bet you dollars to donuts that these people embody the principles Dave Kinnear describes in this e-book. And I’ll bet you they have resources that they can draw on in any situation.
I’ve been lucky to know Dave personally for some years and have listened to his talks and learned the principles described here. Now, in this e-book you’ve got access to his experience and wisdom as well. So, get started reading and then start growing your network!
David Salahi is an accomplished software engineer and developer in the Orange County California area. When not solving devilish software challenges, he enjoys photography, blogging and website design. You can learn more about David at http://www.linkedin.com/in/davidsalahi
Table of Contents
- Some science and an analogy
- Gather neurons: Who comprises your network?
- Glial Cells: What is “trust” when it comes to your network?
- Oxygen and Nutrients: How do you maintain your network?
- Continuing evolution: Next steps to Neuro-netWORKING
- The Five Questions
What people are saying about Neuro-NetWORKING
“If you’re about to run out to a networking meeting to hand out a bunch of your business cards, don’t bother. Instead, sit down in your favorite reading chair and download a copy of Dave Kinnear’s e-book, ‘Neuro-netWORKING: How Neuroscience Will Make You a Better Networker.’
Reading his book you’ll gain a clear understanding of what networking is and, far more importantly, what it isn’t. The author demystifies the art of networking and offers proven tips applicable in this era of digital communication.”
President, Birnbaum Associates, business strategy consultants
Author of: “Strategic Thinking: A Four Piece Puzzle”
“Neuro-netWORKING is a must read for anyone looking to expand their connections with people, whether it be business or personal. It is inspiring, motivating, thought-provoking and practical. I found myself intrigued by the simplistic approach Dave takes in comparing our daily interactions with people to a complex science of how our brain operates. I cannot wait to implement some of Dave’s recommendations in my own network. I am confident that the fundamentals outlined in this book will assist you in growing healthy trusted relationships with friends and advisors. I hope you enjoy and benefit from Neuro-netWORKING as much as I have.”
Richard W. Greco
CFO, ForwardThink Group
“Neuro-netWORKING by Dave Kinnear is a must read. The book advocates a “balanced” form of engagement that is based on integrity, service and value. Kinnear’s networking process starts with a focus on the other person’s needs and challenges the networking executive to help the other person get what they want first. This paves the way for new relationships which will help you get what you want. It just makes sense.”
John Bradley Jackson
Director, Center for Entrepreneurship, CSUF
Professor, Entrepreneurship and Marketing, CSUF
Author of: Deja New Marketing and First, Best or Different
“You’re lucky. Your good friend has referred you to David Kinnear, one of the most well-connected folks around. “Well” in well-connected is there for a reason. David takes the time to consider his ties to folks, always with an emphasis on their needs, not his. Connectedness is fine. Well-connectedness is much better. David’s short book takes you through a process. It’ll help you create a network, a neuro-Network, that’ll help you get to where you want to go faster and more easily. Follow his advice and the stress of your search will dissolve into enjoyment, especially when you start to see the results the process will help you generate. Good luck – and good neuro-Networking.”
Author of May You Live in An Interesting Age.
“I know from personal experience that networking is the key to success in business. It can take you from “just a job” to “a meaningful career.” It is the difference between a sepia photo and a vivid color version. I learned this over 20 years ago as I built my own network through membership and involvement in two professional organizations in the insurance claims world. Yes, it was an investment of time, but it wasn’t all work. The process of getting to know great people was fulfilling and fun. Through my network I learned more about my industry, advanced myself professionally, and was able to increase my earning power. It also raised my self-esteem. I absolutely couldn’t have done it without the networking.
Each professional must find his/her own niche or milieu in which to start the process, but Dave Kinnear takes a lot of the mystery out of it and gives practical examples and steps to get started. He can’t do the work for you, but his suggestions can make the first steps easier to take. This is a great springboard and I heartily recommend it.”
Author of Did Jesus Have a Cat? And Other Observations from a Quirky Mind
Here is what you wish you had learned before about EFFECTIVE networking. It’s neatly packaged in a clear explanation of “what-why-how to”. Not just concept…a demonstrated, successful approach to the process of networking that works best when seen from both sides of the relationship. When you think about your most successful networking & introduction experiences (the ones with REAL ROI FOR BOTH / ALL PARTIES) you will see the principles Dave has captured. He has an interesting way of moving from structured, formula driven techniques to making the process more intentional and authentic. It’s definitely about the quality of the relationship…from both sides. Give first to “get”. So read it, apply it and become a better networker for yourself…and the “other person” in the network.
President, Wallingford Advisors, Inc.
and Group Chair – Vistage International
About the Author
Dave Kinnear is a Vistage Chair, Business Advisor, Mentor and Executive Leader Coach. In everything he does, Dave is focused on making this a better world, one leader at a time. Through his affiliation with Vistage International, he convenes and facilitates peer advisory boards of business owners, company presidents, general managers and C-Suite executives dedicated to becoming better leaders who make better decisions and achieve better results. Dave provides one-to-one mentoring for these highly successful executives as well as facilitating monthly peer advisory board meetings.
Dave holds a Bachelor of Science degree in Electronics Engineering and is a Master of Business Administration. He is a Board Certified Coach (BCC) with the Center for Credentialing & Education. Dave is a longtime member of the Institute of Electrical and Electronic Engineers (IEEE), sits on the board of the California Conference for Equality and Justice (CCEJ), and sits on other not-for-profit and private for-profit boards. Dave is also an executive-to-executive mentor to Executive MBA students at the UCI Paul Merage School of Business and a coach for the Center for Entrepreneurship at California State University, Fullerton.
Dave and his wife Penny live in Lake Forest, California. They have a son and daughter-in-law living in Chicago and a daughter, son-in-law and grandson living in Boston. You can contact him at firstname.lastname@example.org, http://execleadercoach.com or LinkedIn Google+ Twitter Newsletter ELC Blog. Snail mail to 25422 Trabuco Road, Ste 105-316, Lake Forest, CA 92630.