Contacting & Networking

Robert Gardner, Director of Alumni Relations

40,000 Marriott School Alumni & 350,000 BYU Alumni

BYU Management SocietyGrowing Moral and Ethical Leadership Around the World

What do I say?

Tips for a meaningful contact:• Target your contacts (rifle not shotgun)• Do your homework first• Contact with a purpose• Prepare your questions• Respect their time• Follow-up with a thank you • Stay in contact (add to your network)

Networking is

Relationship Building

1. Be Reliable2. Be Good3. Be Involved4. Be Honest

The 4 “Be”s

1. Be ReliableBecome a go to person. A person that no matter the task you will find a way to deliver.

Example: Citigroup CFO Gary Crittenden

The 4 “Be”s

2. Be Good“Always tell the truth,” said Mark Twain. “That way you won’t have to remember what you said.”

Example: Thomas Friedman, The World is Flat

The 4 “Be”s

3. Be InvolvedNetworks are best formed through interactions that evoke passion, require reliance on others, or have something at stake.

Example: Mary Gates and John Akers

The 4 “Be”s

4. Be HonestShow respect for others by being upfront with them. Never mask the reason for contacting or meeting someone.

The 4 “Be”s

Paul Revere vs. William Dawes

Paul Revere

Strengthening Your Network• Increase diversity of thought• Become involved with those who have

different skills• Cross functional boundaries• Connect with “brokers”• Become a “broker”• Build trust