2011 USPHS Scientific and Training
Symposium Pre-conference
June 19, 2011
LT Reginald O. Smith
Objectives
Discuss the Law of Reciprocity.
Discuss the 12x12x12 Rule.
Discuss two ways to become a
knowledgeable expert.
Objectives
Describe networking at nonnetworking events.
List three ways that others can
promote you.
Create a networking
scorecard.
Objectives
Discuss online networking.
Discuss ways to improve small
talk skills.
Make at least one networking
connection.
ICEBREAKER
ICEBREAKER INSTRUCTIONS
1. Talk to someone that you know;
tell them a little information about
yourself and what you do on a
daily basis.
2. Find someone that you do not
know and make the same speech.
LAW OF RECIPROCITY
LAW OF RECIPROCITY
The giver cannot, should not, and does
not expect an immediate return on their
investment in another person’s gain.
Through effort and time, the generosity
will be returned by your network of
contacts.
LAW OF RECIPROCITY
Giving means helping others achieve
success.
The person who helps you will not
necessarily be the person you helped.
Success takes getting involved.
Getting Involved
Become active in PAC activities and PAC
mentoring.
Become involved with HHS mentoring;
https://mentoring.hhs.gov/
Take advantage of opportunities in your
deployment teams.
Make it a point to meet your liaisons and PAC
chairs.
Contact officers that have specific knowledge
related to your goals, e.g. details.
Attend conferences, e.g. COF.
The 12x12x12 Rule
The 12x12x12 Rule
PERCEPTION IS REALITY!
The 12x12x12 Rule
How do you look from 12 feet away?
(Appearance and Body Language)
Look the part before going to the event.
Make sure your body language sends the right
message. (3 Volunteers)
The 12x12x12 Rule
How do you look from 12 inches away? Do you look
as good close-up as you do afar?
Smile.
Know how you will follow-up.
Get your act together. Perception!
The 12x12x12 Rule
What are the first 12 words out of your mouth?
Have the first 12 words ready to roll off your
tongue.
The 12x12x12 Rule: Summary
How do you look from 12 feet away?
How do you look from 12 inches away?
What are the first 12 words out of your mouth?
BECOMING A
KNOWLEDGEABLE EXPERT
KNOWLEDGEABLE EXPERT
Know great deal of information about a subject and
willing to share information.
Provide information without overwhelming your
audience.
Stay aware of current news concerning the subject.
Know relevant statistics in your field.
Be aware of issues.
Networking at
Non-Networking Events
Networking at
Non-Networking Events
Holiday parties, social mixers, birthday parties, dinner
parties, etc.
After asking “How are things going?”, ask “How can I
help?” or “Are you meeting your goals?”
Be sincere; otherwise, you will be perceived as
shallow and phony.
Honor the event.
GETTING OTHERS
TO PROMOTE YOU
Have you heard the following
statement: “If there’s anything that I can
do for you, let me know”?
WAYS OTHERS
CAN PROMOTE YOU
Making an announcement, e.g. giving you praise
publicly, inviting you to speak briefly on a topic.
Nominate you for awards.
Referrals.
Arrange a meeting on your behalf.
Publish information for you.
Connect with you through online networks.
ONLINE NETWORKING
Online Networking
Is online networking right for you?
Integrate into your networking but does
not replace face-to-face.
Can connect with new contacts you
would like to follow-up with face-to-face
encounters.
Online Networking
Online networking enhances offline networking
by allowing you to communicate directly with
others instantly.
Decide if the online community is moving toward
a relationship or mere socializing.
Is your investment of time and energy
reciprocated in meaningful ways to you?
Online Networking
Realize dangers of online networking.
How much time per week will you devote to online
networking?
Decide if the online experience is moving toward a
relationship or mere socializing.
Is your investment of time and energy reciprocated
in meaningful ways to you?
Small Talk
Small Talk Assessment : Y or N
I have participated in at least one activity in
order to develop new friendships or to meet
new people this year.
I’m conscious of “taking turns” in
conversations so that I can learn more about
others and help them know me.
In the past year, I have used my contacts to
help at least 2 people achieve their personal
goals.
Small Talk Assessment: Y or N
I return offered friendship; I don’t wait for
someone to offer friendship before I am friendly.
When someone asks “What’s new?”, I talk about
something exciting in my life instead of saying
“Not much.”
At meetings, parties, job fairs, etc., I introduce
myself to people I don’t know and leave knowing
3 new people.
Why It’s Important
Clears way for more intimate conversation,
laying the foundation for a stronger
relationship.
Makes others feel included, valued and
comfortable.
Small Talk Rules
In safe situations, make it a point to talk
to strangers.
Introduce yourself.
Silence is impolite.
Small Talk Rules
Good things come to those who go get
them!
It’s up to you to start a conversation.
It’s up to you to assume the burden of
conversation.
Small Talk Icebreakers
Describe a typical day on the job.
What got you interested in _______?
What do you see as the coming trends in
your field?
Small Talk Icebreakers
What did you think of the
movie/restaurant/party?
Where are you from? Tell me something I
don’t know about _______?
Who is the most famous person you have
met?
CREATING A NETWORKING PLAN
CREATING A
NETWORKING PLAN
Define your goals, i.e. new job,
mentorship, leadership opportunities,
education.
Identify your contacts: Tier One, Tier Two.
Match your contacts with your goals.
CREATING A
NETWORKING PLAN
Reach out to your contacts: Schedule
lunch, Schedule conference call, Meet at
events.
After meeting, follow-up with contacts.
Track progress.
New Contacts
Always be prepared.
Complete any tasks discussed during the
meeting, e.g. phone numbers, documents,
contacts, etc.
Send follow-up e-mail, text, or letter within one
week that summarizes the meeting and informs
the new contact that the task is complete.
Tips
Reach out to your contacts, especially Tier 2
contacts, every quarter.
Create a chart via spreadsheet or notecard that
lists: contact’s name, how the contact was made,
the information you provided, follow-up
commitments, complete contact information,
date of last contact.
Example Tracking Sheet
Name
Where
Contact
Made
Info
Provided
Follow-up
Contact
information
CAPT
Everett
Langley
COF 2011
My card
Set-up
lunch for
3rd week of
July
elangley@hhs. June 19,
gov
2011
240.453.7777
Date of
Last
Contact
CREATING A
NETWORKING SCORCARD
About the
Networking Scorecard
The Networking Scorecard is a tool to keep track
of the things you do in a week to build your
network.
Lists various activities and assigns points for each
one.
Serves as a reminder to do things throughout the
week.
Activities to Build
Your Network
Send a thank you card.
Return calls/e-mails from
networking source.
Arrange a one-to-one meeting.
Extend an invitation.
Set up an activity, e.g. fishing,
golfing, for a contact(s).
Activities to Build
Your Network
Offer to help a contact with his/her
needs.
Send an article of interest.
Nominate a contact for an award.
Ensure a contact is in a newsletter.
Invite a contact to apply for an
advisory board.
Bibliography
 Fine, Debra. Small Talk. New York:
Hyperion, 2005.
 Misner, Ivan. Networking Like A Pro.
Canada: Calmes, 2009.
 Zack, Devora. Networking for People
Who Hate Networking. United States:
Berrett-Koehler, 2010.
Contact
LT Reginald O. Smith
reginald.smith@hhs.gov
240.453.6081