networking skills carol a. burke, md, facg cleveland clinic
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Objectives
• Assess strengths and weaknesses of your own networking skills
• List habits of highly effective networkers• Prepare for, engage and set contacts through
networking• Reflect on ways to develop and advance your
own networks
Definition of a Network• A group or system of interconnected people or things
• Group of people who exchange information,
contacts, and experience for professional or social purposes
Principles of Networks
• Mutually supportive relationships which are active, through regular communication, for the benefit of its members
• Strongest networks are based upon “How can I help?” rather than “What can I get?”
• Only as valuable as people they bring together and what happens as a result of them
• A commitment that takes work
Famous Quotes on Networking• “I don’t want to belong to any club that would accept me as one of its
members”, Groucho Marx
• “Sometimes, idealistic people are put off by the whole business of networking as something tainted by flattery and the pursuit of selfish advantage. But virtue in obscurity is rewarded only in Heaven. To success in this world you have to be known to people”, Sonia Sotomayor
• “It’s better to hang out with people better than you. Pick out associates whose behavior is better than yours and you'll drift in that direction”, Warren Buffet
• “Networking is rubbish; have friends instead”, Steve Winwood
Areas for Professional Networking
Internal• Section or Practice• Department or Division• Meetings• Interdepartmental
Collaborations• Peer sponsors or Mentors• Employee resource groups• Committees
External• Professional Societies• Professional Organizations• Meetings• Research Consortia• Practice Management• Social Media• Journal Editorship, Reviews• Program Directorship• Community Service
Networks critical for success
• Operational– Day to day work
• Developmental– People you trust, sympathetic ear, advice, discuss
and explore professional options• Strategic– People who help you define what the future will
bring and prepare for and succeed in that future
Linda Hill and Kent Lineback in Being the Boss: The Three Imperatives for Becoming a Great Leader
Benefits of Networking
• Developing your personal brand• Improving your productivity• Identifying and enhancing your strengths• Engaging your employees• Building relationships• Growing your network
Benefits of Networking
• Professional satisfaction• Increased publications and grants• Enhanced patient referrals• Collaborations• Promotion and leadership roles• Retention• Rejuvenation and Personal Satisfaction
Tsen. Acad Med 2012;87:1757;Benson Med Teacher 2002;5;550
Social Networking
• Every successful executive and entrepreneur will tell you, their most important asset is their network, and they don't mean social network.
• They mean people they actually know and work with in real time because they’re the ones that actually get things done.
• One real relationship in the real world is worth more than 10,000 social media links, likes or followers
STEVE TOBAK, Entrepreneur January 14, 2014
Seth Godin on Social Networking
Author of 17 bestsellers, he writes about the way ideas spread, marketing, quitting, leadership; Former Vice President of Direct Marketing at Yahoo
Social Networking Sites for Physicians
• Sermo– 135,000 registered users — 20% of 691,000 MDs in US– Sells access to online MD community including conversations, surveys
them on device, pharma• Gobal Pharma, market research companies, consulting firms, hedge funds,
and other investors
• Doximity– Different financial model, main clients market research firms – Matches MDs with companies seeking services
• “Develop and activate your relationships to increase your business, enhance your knowledge, expand your sphere of influence or serve your community”, Ivan Misner, founder BNI International
• Necessary for personal growth• To share and enhance common goals,
goodwill, commitment, and interests
The Real Benefit of Networking
Questions Before Joining a Network: Determine your goals, needs and assets
Stage NeedsEarly career or new to organization
Culture, clinical and technical skills, local and regional
exposure, work life balance, wellness
Mid Career Leadership development; national exposure,
management skills, work life balance, wellness
Late Career National advancement, planning transition to
retirement or alternative career, work life balance,
wellness
Questions to ask before joining a network• Who is in the network?– Network strength measured by relationships
between members. One built on relationships between talented, knowledgeable, and supportive members is worth joining.
• How well does the network connect?– Network strength requires both frequent and
quality communication. Interactions that are consistent and demonstrate professionalism, integrity, respect and confidence
Athena Vongalis-Macrow, HBR Blog Network, June 29, 2012
Questions to ask before joining a network• Is there functional communication?– Care and concern create network value because
they help build trust and support. Ask yourself, does your network offer support enabling you to overcome difficulties?
• Who are you talking to?– Networking with more senior members has
benefits. Women hold board directorships 2x as likely to be invited to other boards• Able to represent and speak on behalf of others
members among a diverse range of other networks
Athena Vongalis-Macrow, HBR Blog Network, June 29, 2012
Approach to Networking
• Intentional• Focused• Active engagement• Strategic• MOST IMPORTANT: Primary focus on
developing relationships. Learning about each other, helping one another with problems, and giving of ourselves
Considerations for Effective Networking
• Cognitive capacity limited to ~ 200 relationships, University College, London
• Sow seeds strategically– Don't spread yourself too thin or spend all
your time with a few close buddies.• Think variety, not quantity–Build network after identifying your skills, find
people who are different, but complementary.
Punit Arora Entrepreneur, July 1, 2013
Considerations for Effective Networking
• Think Diversity–Provides access to people, resources, new
opportunities– Your network composed of several networks• You are at the core of some, fringes of others • Core: Ability to bring people together across networks is
important skill. As a bridge you'll be able to recognize problems or opportunities in one network to help people
in other networks.
Punit Arora Entrepreneur, July 1, 2013
The First ImpressionHow not to network - YouTube Will Kintish
The First Impression
How to Structure a Networking Conversation • Introduce yourself , establish rapport • Learn about the person you are meeting • Create a connection - “It sounds like we have a
lot of the same interests”• Wrap up with a promise to keep in touch• Follow up
7 Tips for Master Networking1.Arrive on time, start conversation2.Ask Questions3.Listen carefully, undivided attention, do not
interrupt4.Ditch sales pitch5.Share your passion6. Smile7. Don't hijack the conversation8. Follow up
Colleen DeBaise Entrepreneur, May 3, 2012
Gender and Networking• “Men tend to be transactional in their networking and women tend
to be a bit more relational,” • “Women said it’s better to focus on the relationship. But when it
came to the question whether it’s better to focus on business and build the relationship later, men really felt is was better to focus on the business first.”
• Women show more interest in their person they’re speaking to than in closing a deal, and this approach works: more women than men said that networking had helped their business.
• “Dress for business at business events.” Misner was shocked by provocative photos people used on their LinkedIn and Facebook accounts, and although most women do dress professionally, when they don’t, they fit a stereotype.Ivan Misner, Business Networking and Sex: Not What You Think
Author: Ivan Misner, Ph.D., Hazel M. Walker, Frank J. De Raffele
Effective Networking
• Networking for People who hate Networking– Devora Zack
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