Objectives

Upon completion of this course, participants will be able to:

• Define a clear purpose and strategy for professional networking and relationship building.
• Master effective icebreaker techniques and small talk to initiate meaningful conversations.
• Cultivate trust and rapport quickly with new contacts, both in-person and virtually.
• Identify, categorise, and map their professional network for strategic engagement.
• Develop and maintain relationships over the long term through consistent follow-up and value delivery.
• Leverage social media and professional platforms to build a positive digital network presence.
• Strategically seek out and engage with mentors, sponsors, and key influencers.
• Overcome personal hesitations and anxieties related to professional networking events.

Target Audience

• Sales and Business Development Professionals focused on client acquisition and retention.
• Aspiring Leaders and High-Potential Employees looking to expand their influence.
• Project Managers coordinating complex internal and external dependencies.
• Individual Contributors (ICs) seeking career advancement and mentorship.
• New Employees or those transitioning into new roles/industries.
• Anyone looking to improve their social capital and access to opportunities.

• Role-playing simulated networking events and conversations.
• Guided small-group activities for network mapping and gap analysis.
• Individual exercises on crafting 'Elevator Pitches' and value propositions.
• Case studies on successful relationship-building stories.
• Peer coaching sessions on overcoming social anxieties.

Unit 1: The Strategic Mindset of Networking

• The difference between transactional and transformational networking.
• Mapping your current network: Identifying gaps and areas for strategic growth.
• Defining your personal value proposition: What you offer to your network.
• Setting clear, measurable goals for network development.

• The elements of the Trust Equation: Credibility, Reliability, Intimacy, and Self-Orientation.
• Mastering active listening and non-verbal cues to build genuine connection.
• The importance of vulnerability and authenticity in professional relationships.
• Techniques for quickly establishing rapport with people from diverse backgrounds.

Unit 2: Initiating and Nurturing Connections

• Crafting a compelling 'Elevator Pitch' tailored to different contexts.
• Strategies for initiating conversations and moving beyond superficial small talk.
• The art of asking powerful, open-ended questions to deepen engagement.
• Graceful entry and exit strategies for group conversations and events.

• Developing a systematic approach for timely and meaningful follow-up.
• Providing value and offering help *before* asking for a favour (the principle of Reciprocity).
• Strategies for re-engaging dormant contacts and keeping a network 'warm'.
• Using a relationship management system (CRM, simple spreadsheet) effectively.

Unit 3: Expanding Your Network Strategically

• Mapping the internal network: Connecting across departments and functions.
• Strategies for connecting with senior leadership and key decision-makers.
• Leveraging industry events, conferences, and associations for external growth.
• How to identify and approach potential mentors, sponsors, and advisors.

• Optimising your LinkedIn profile and other professional social media platforms.
• Engaging constructively in online communities and industry forums.
• Creating and sharing valuable content to establish thought leadership.
• Maintaining digital professionalism and managing your online reputation.

Unit 4: Leveraging Relationships for Growth

• Understanding how to ask for referrals and introductions gracefully and clearly.
• Techniques for making effective introductions between two contacts.
• Navigating the politics of internal endorsements and sponsorship.
• Measuring the return on investment (ROI) of your networking activities.

• Strategies for managing relationships with difficult or negative individuals.
• Setting professional boundaries within a close network.
• Avoiding common networking pitfalls and ethical considerations.
• The process of gracefully ending or scaling back a professional relationship.

Unit 5: Personal Action Planning

• Developing a personalised 90-day networking action plan.
• Practising the 'Elevator Pitch' and conversation openers in a safe environment.
• Peer coaching on overcoming specific networking anxieties.
• Commitment setting for attending and leveraging upcoming networking events.