Michael Faulkner is an associate professor in the College of Business and Management at DeVry University and the Keller Graduate School of Management. He has spent 30 years in a variety of leadership and management positions with Fortune 500 firms such as Dun & Bradstreet, as well as the nonprofit Direct Marketing Association (DMA) and entrepreneurial start-ups. He holds an MBA in marketing from New York Institute of Technology, an MS in direct marketing communications from New York University, and a PhD in organizational management and nonprofit association leadership from Union Institute and University in Cincinnati, Ohio.
Andrea Nierenberg is an educator and business expert who has taught business development courses to undergraduate and MBA students at top educational institutions, including the University of Chicago, Washington University, and New York University. Prior to establishing The Nierenberg Group in 1993, she was publisher and sales director of Target Marketing Magazine and worked in various sales and marketing positions for companies such as Macmillan Publications, Avon, Saks Fifth Avenue and Ziff Davis.
CHAPTER 1 WHAT IS NETWORKING, AND IS IT ANY DIFFERENT FOR COLLEGE STUDENTS THAN ANYONE ELSE? 1
Why You Need to Know How to Network Effectively 8
Why Networking Works: You Already Have the Resources
You Need . . . You Just Have to Put Them to Work 12
What You Will Learn from This Book 15
CHAPTER 2 POSITIONING YOURSELF AND YOUR BRAND, “YOU” 17
Give Yourself Permission 18
Fourteen Easy-to-Use Techniques for When “It’s Time
to Network” 19
In Summary 28
CHAPTER 3 CREATING CONNECTIONS: THE PEOPLE YOU WILL NEED
IN YOUR NETWORK 29
Types of People for Your Network 30
It’s a Small World, Especially in School 31
In Summary 31
CHAPTER 4 CHARACTERISTICS OF GREAT NETWORKERS 33
Confidence 34
Empathy 35
Appreciation 38
Tenacity 39
Enthusiasm and Energy 41
Caring 42
Rapport Building 43
Selecting and Working with Mentors 44
In Summary 45
CHAPTER 5 WHEN NETWORKING DOESN’T COME EASY: NETWORKING FOR INTROVERTS 47
The Introvert’s Networking Advantage 48
Eleven Networking Techniques for the Quiet Networker 51
Networking on the Internet 56
In Summary 59
CHAPTER 6 HOW TO EXPAND YOUR NETWORK 61
Identify the People Who Can Help You 62
Compare This List to a List of People You Know Who
Will Take Your Call 63
Reconnect with Those Already in Your Network, and
Keep It Up as Your Network Grows 64
Identify the Organizations and Activities Where
People You Want to Know Gather 65
Get Involved 69
In Summary 72
CHAPTER 7 KEEPING YOUR NETWORK ALIVE AND GROWING 73
Getting to Know You 74
Ways to Keep in Touch and Show Appreciation 75
Follow-ups: The Key to Keeping Your Network Alive
and Growing 79
Become a Resource for Others 80
Face-to-Face Time 80
Plan to Keep In Touch with Everyone
in Your Growing Network 81
In Summary 82
CHAPTER 8 NETWORKING ETIQUETTE 83
Networking Events, Meetings, or Activities 84
Meals at Large Events or Private Functions 85
Making Introductions 86
E-Mail and IM Etiquette 86
Phone Etiquette 87
The Right Way to Ask for a Favor 88
Following Up 88
Networking at Non-networking Events 89
Keeping Score 89
In Summary 90
CHAPTER 9 ORGANIZING AND KEEPING TRACK OF YOUR NETWORK 91
Setting Up a Networking Database 92
In Summary 92
CHAPTER 10 TYING IT ALL TOGETHER 93
Attitude Is Everything 94
Armed with Your Arsenal 96
Identify and Expand 99
Organize It All with a KISS 100
It’s a Forever Process, and It Isn’t Easy 101
SUBJECT INDEX 105
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