Best Practice Networking
Thursday 20th May 2010
Guest Presenter:
Dr. Mark Lee Hunter, INSEAD
Facilitator:
Stephen Boyle, UCD School of
Business
Networking: Principles
and Methods, Part One
Dr. Mark Lee Hunter
UCD Business Alumni ,May 20th 2010
What we’re doing tonight
1. Understand our attitudes toward
networking
2. Understand how we can influence
networks
3. Take a snapshot of our own network
practices and how we can change them
Network = “An interconnected
system of things or people”;
You are in one whether you:
Like it or not…
Use it or not…
Typical comments on networking
“I always saw networking as small talk in order to
get something. I don’t like doing it, and I don’t like
people calling me to get favors. Relationships
should develop in a natural way.”
“I refuse to play stupid political games…. You can
only do what you think is the ethical and right thing
from your perspective and if they're not going to
react, there is not much more you can do.”
Why are we so negative about
networking?
Confusion over personal/professional domains
Can we be sincere while networking?
Fair process concerns
Why reward “politics” over competence?
Fundamental ambiguity of networking
It’s not always clear who is key!
Can we try a different
perspective on networks?
Personal vs. professional
You don’t have to be friends with everyone;
help those you want to help
Fair process concerns
Exact a price for politics
Fundamental ambiguity of networking
Put how before why.
Keep your own goals and values clear.
Distinguishing network types
Operational
Personal
Strategic
Purpose
Get things done
Develop
yourself
Build the future,
get support
Space and Time
Mostly internal;
present
Mostly external;
present and
future
Links,
adversaries,
allies; future
Who belongs?
Key contacts
prescribed by
task and
organization; very
clear who is
relevant
Network
attributes & key
behaviors
Depth: Building
strong working
relationships
Key contacts
Key contacts are
are
defined by the
discretionary;
context &
not always clear environment; not
who is relevant always clear who
is relevant
Breadth:
Reaching out to
contacts who
can make
referrals
Leverage:
Shaping network
and links
Is this how you build a network?
Timothy, a principal in a mid-sized software firm,
had a speech impediment. He mastered his
handicap when he could prepare for meetings, but
more casual encounters inside and outside the firm
were painful. He began systematically accepting at
least two invitations per week to social events. He
asked to know who was invited, and did
background research on other guests. Then he
used this knowledge to open conversations.
Use personal networks to:
 Explore your character (what you can
give!)
 Test ideas
 Test new roles
 Gain perspective
Personal networks = rehearsal space!
What’s wrong with this picture?
An accounting manager in a mid-sized
private firm was promoted to financial
director and a place on the board. With the
accord of the company founder, he plunged
into a reorganization of the accounting
department that would enable the books to
withstand close scrutiny from potential
investors for an IPO.
Don’t confuse operations and
strategy… please!
Operational networking =
find best practices, best people to work with,
get big jobs done
Strategic networking =
find out who can enable or disable your
goals… and get them on board or get around
them!
The network IS the strategy
BP Alternative Energy: New unit launched in 2006.
CEO Vivienne Cox built internal network to plan
and train each other. Brought in peers to vet.
Launched « water cooler » promotion campaign….
THEN went to group CEO for approval.
The customer is in the
network
Reverend guitars:
Company going
bankrupt with innovative
products. Owner started
his own forum, launched
new line. First
customers and
promoters were forum
members.
How do you get to the star?
You’re at a conference where there’s a big
star in your field. You’ve got a good reason
to talk with her.
But she’s surrounded.
And you don’t know anyone else at the
conference, either.
Do I do this myself? Yes.
Global Investigative Journalism Network: Cofounder in 2001.
Operational use: Stay current on best practice.
Strategic use: Enable teaching and research,
including manual on investigation for UNESCO.
Key personal lessons:
It takes time (8 years to manual!)
Give before you get (especially listening!)
Thanks for listening
To contact me:
Markleehunter@gmail.com
To see my work:
http://markleehunter.free.fr
Questions and Answers
Upcoming Alumni Events
We have a number of upcoming events, which will allow you to
meet fellow alumni and increase your knowledge base.
“Executive Insights” with Hugo MacNeill, MD, Goldman Sachs
and Prof. Ray Kinsella, UCD at 6pm – 8pm on Thursday 27th May
in UCD Smurfit School.
“Navigating the Markets” a panel discussion with industry experts
including Declan Bourke, MBA ‘07, CMC Markets, Robbie Kelleher,
Davy and Brian Weber, Quilter (part of Morgan Stanley) on
investment strategies for 2010 and beyond at 6pm – 8pm on
Thursday 10th June in UCD Smurfit School.
Golf Outing on Sunday 11th July in Druids Glen.
Purchase your ticket online at www.ucd.ie/businessalumni or
telephone Caroline on 01 7168050 for more information.