How many people in your organization should be responsible for revenue generation? Everyone. Yes, everyone should be responsible for revenue generation, and therefore be building and leveraging relationships. Many companies assume that only people on the sales force need to network. The smart company realizes that every employee should be responsible for building and leveraging relationships. This cultural shift is the key to increasing revenue in any company, no matter the size or industry.
In THE NETWORKED ORGANIZATION, Molly Wendell reveals a powerful, results-oriented approach for helping teams not only figure out the who, but the how, of relationship building. It’s a practical, tactical approach that can be implemented by EVERYONE in the organization. Explore:
- Why networking and increased revenue always go hand in hand
- How to create a culture of intentional relationship building within a company
- How everyday activities hold the key to your organization’s success
- What being interesting has to do with being interested
- How to leverage today’s technology to enable authentic relationships
- The 7 hard-and-fast rules of networking effectively, including why networking is about everyone BUT you
For most organizations, the ideas presented here represent a major transformation in organizational culture and thinking. As Wendell illustrates, teams who really want to make a difference and embrace the value and technique of networking see increased collaboration, dramatically higher revenue, and have a lot more fun along the way.
For every day that passes by, your organization is missing out on the opportunity for better collaboration, authentic relationships, and accelerated revenue.
The opportunity to become The Networked Organization.
It’s a bold idea. Are you bold enough to embrace it?
Cuprins
Foreword 11
Introduction 15
1. The Networked Organization
1.1 Networking Is Not a Dirty Word 23
1.2 Networked Organizations Create Value 31
1.3 Building a Networked Organization from the Inside Out 49
1.4 The 7 Hard-and-Fast Rules of Networking 61
2. Building Networked Relationships
2.1 The Intentional Network: Building Your Relationship Portfolio 75
2.2 Networking Through Social Media and ‘Corporate Social Branding’ 101
3. Real World Networking
3.1 Networking: That First Impression 115
3.2 Networking Events 137
3.3 Networking at 30, 000 Feet 169
3.4 Networking at Trade Shows and Conferences 185
3.5 The Networking Dinner (or Lunch) 197
3.6 Networking Referrals 203
4. The Relationship Process
4.1 Extending Networked Relationships: Getting a Meeting 225
4.2 Smart Networking Questions 237
4.3 Networking Follow-up Guide 257
4.4 Networking Etiquette 267
4.5 The 7 Essential Secrets of Smart Networkers 281
5. Maximizing Networked Relationships
5.1 Relevant Networkers 301
5.2 It’s All About the Attitude 307
5.3 Let Them Win 317
5.4 Putting the Networked Organization into Action 325
Addendum 331
References 349
Despre autor
Molly Wendell is the ultimate networking expert – a modern-day Dale Carnegie – who has been featured on major TV networks including ABC, NBC, CBS, Fox, and WGN. A leading authority, author, and speaker on networking for the new millennium, Molly Wendell is passionate about the dramatic impact that relationship building has on organizations and the team members who work within them. She is the founder of one of the largest executive networks in the U.S. and spent twenty years working for Fortune 500 and Inc. 5000 companies running marketing and strategy.
Molly holds an MBA from University of California-Irvine, and a BS in marketing from San Diego State University. She is married with twins and three stepchildren, and lives in Denver, Colorado.
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