Networking (Outside the Company)

Sample

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TABLE OF CONTENTS

Preface .............................................................................................................................................. 3

What is Courseware? ................................................................................................................................ 3

How Do I Customize My Course? .............................................................................................................. 3

Materials Required ................................................................................................................................... 4

Maximizing Your Training Power .............................................................................................................. 5

Icebreakers ........................................................................................................................................ 6

Icebreaker: Friends Indeed ........................................................................................................................ 7

Training Manual Sample ..................................................................................................................... 8

Sample Module: The Benefits of Networking Outside of Work ................................................................ 9

Instructor Guide Sample ................................................................................................................... 17

Sample Module: The Benefits of Networking Outside of Work .............................................................. 18

Activities ......................................................................................................................................... 27

Quick Reference Sheets .................................................................................................................... 29

Certificate of Completion ................................................................................................................. 31

PowerPoint Sample .......................................................................................................................... 33

Full Course Table of Contents ........................................................................................................... 37

Preface

What is Courseware?

Welcome to Corporate Training Materials, a completely new training

experience!

Our courseware packages offer you top-quality training materials that

are customizable, user-friendly, educational, and fun. We provide your

materials, materials for the student, PowerPoint slides, and a take-

home reference sheet for the student. You simply need to prepare and

train!

Best of all, our courseware packages are created in Microsoft Office and can be opened using any

version of Word and PowerPoint. (Most other word processing and presentation programs support

these formats, too.) This means that you can customize the content, add your logo, change the color

scheme, and easily print and e-mail training materials.

How Do I Customize My Course?

Customizing your course is easy. To edit text, just click and type as you would with any document. This is

particularly convenient if you want to add customized statistics for your region, special examples for

your participants’ industry, or additional information. You can, of course, also use all of your word

processor’s other features, including text formatting and editing tools (such as cutting and pasting).

To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the

Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire

table” and press OK.

(You will also want to perform this step if you add modules or move them around.)

If you want to change the way text looks, you can format any piece of text any way you want. However,

to make it easy, we have used styles so that you can update all the text at once.

If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting.

In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will

then produce the Modify Style options window where you can set your preferred style options.

For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would

do:

Now, we can change our formatting and it will apply to all the headings in the document.

For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by

Corporate Training Materials.

Materials Required

All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard

or chalkboard instead.)

We recommend that each participant have a copy of the Training Manual, and that you review each

module before training to ensure you have any special materials required. Worksheets and handouts are

included within a separate activities folder and can be reproduced and used where indicated. If you

would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead

of having individual worksheets.

We recommend these additional materials for all workshops:

Laptop with projector, for PowerPoint slides

Quick Reference Sheets for students to take home

Timer or watch (separate from your laptop)

Masking tape

Blank paper

Maximizing Your Training Power

We have just one more thing for you before you get started. Our company is built for trainers, by

trainers, so we thought we would share some of our tips with you, to help you create an engaging,

unforgettable experience for your participants.

Make it customized. By tailoring each course to your participants, you will find that your results

will increase a thousand-fold.

o Use examples, case studies, and stories that are relevant to the group.

o Identify whether your participants are strangers or whether they work together. Tailor

your approach appropriately.

o Different people learn in different ways, so use different types of activities to balance it

all out. (For example, some people learn by reading, while others learn by talking about

it, while still others need a hands-on approach. For more information, we suggest

Experiential Learning by David Kolb.)

Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk

for hours at a time. Make use of the tips in this book and your own experience to keep your

participants engaged. Mix up the activities to include individual work, small group work, large

group discussions, and mini-lectures.

Make it relevant. Participants are much more receptive to learning if they understand why they

are learning it and how they can apply it in their daily lives. Most importantly, they want to

know how it will benefit them and make their lives easier. Take every opportunity to tie what

you are teaching back to real life.

Keep an open mind. Many trainers find that they learn something each time they teach a

workshop. If you go into a training session with that attitude, you will find that there can be an

amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it,

and make the most of it in your workshops.

And now, time for the training!

Icebreakers

Each course is provided with a wide range of interactive Icebreakers. The trainer can utilize an

Icebreaker to help facilitate the beginning of the course, as it helps “break the ice” with the

participants. If the participants are new to each other, an icebreaker is a great way to introduce

everyone to each other. If the participants all know each other it can still help loosen up the

room and begin the training session on positive note. Below you will see one of the icebreakers

that can be utilized from the Icebreakers folder.

Icebreaker: Friends Indeed

Purpose

Have the participants moving around and help to make introductions to each other.

Materials Required

Name card for each person

Markers

Preparation

Have participants fill out their name card. Then, ask participants to stand in a circle, shoulder to

shoulder. They should place their name card at their feet. Then they can take a step back. You

as the facilitator should take the place in the center of the circle.

Activity

Explain that there is one less place than people in the group, as you are in the middle and will

be participating. You will call out a statement that applies to you, and anyone to whom that

statement applies must find another place in the circle.

Examples:

Friends who have cats at home

Friends who are wearing blue

Friends who don’t like ice cream

The odd person out must stand in the center and make a statement.

The rules:

You cannot move immediately to your left or right, or back to your place.

Let’s be adults: no kicking, punching, body-checking, etc.

Play a few rounds until everyone has had a chance to move around.

Training Manual Sample

On the following pages is a sample module from our Training Manual. Each of our courses

contains twelve modules with three to five lessons per module. It is in the same format and

contains the same material as the Instructor Guide, which is then shown after the Training

Manual sample, but does not contain the Lesson Plans box which assists the trainer during

facilitation.

The Training Manual can be easily updated, edited, or customized to add your business name

and company logo or that of your clients. It provides each participant with a copy of the

material where they can follow along with the instructor.

Sample Module: The Benefits of Networking Outside of Work

The term “networking” is frequently tossed around the business

world. It is easy to talk about networking, but implementing it is

another matter, particularly when you have to go beyond the

confines of the workplace. Fortunately, you will improve your

networking skills when you create a solid network and position

yourself for success. Networking outside of your company takes time

and energy, but the reward is certainly worth the effort.

Networking is an essential part of

building wealth.

Armstrong Williams

Create a Solid Network

Creating a solid network requires you to make connections. It is not enough to simply

meet people; you need to meet the right people, people who are likely to develop a

professional relationship with you. This requires you to search for connections

carefully.

Where to find possible connections:

Referrals: Ask friends, peers, or family to introduce you to like-minded people. You never know

who you might meet.

Join groups: Professional societies offer numerous opportunities to meet new people and make

connections.

Attend events: Networking events can be intimidating, but they are essential. You may not

make useful connections at every event, but you will not make any connections staying home.

Meet Strategic Alliance Partners

Strategic alliance partners are made when two companies work together on a joint

venture. The partnership may be formal or informal. When two separate businesses

begin to work together, however, tension is inevitable. This is why you need to

carefully screen potential strategic alliance partners.

This is where networking is indispensable. Since strategic alliance partners need a

mutually beneficial working relationship, so you need to get to know your partners ahead of time. You

may choose to partner with someone you already know or work with someone new. There are strategic

alliance partner networking groups to help you make valuable connections. Like any connection, you

need to consider the characteristic that you need in a partnership before you look for one. What

strengths do you need to see? Build relationships and make a list of contacts you would be interested in

partnering with in the future, and meet with them to assess interest.

Generate Leads

Networking is invaluable when it comes to generating business leads. People are

always more comfortable doing business with individuals they know and trust. You

can generate leads from networking events as well as from social networking sites.

We will go into more detail about the methods later. Networking to generate leads is

time consuming, but it is very effective.

When using networking to generate leads, your focus should be on offering value and selling yourself.

Meet with different prospects. After meeting individuals who may become leads, follow-up and connect

with them. As you build relationships, you will develop new leads.

Position Yourself

Networking can be used to help you position yourself in your industry. People will

contact you once you build a reputation as a reliable expert. Your reputation will

develop as people in your network share your strengths as well as the strengths of

your company. For example, your network may share an expert article that you write.

As the article is shared, you will gain exposure, and your reputation will grow.

Case Study

Helen is attempting to build a solid network. She goes to every function to meet new

people, and she collects business cards from everyone she meets. After three

months, her network has not grown as it should, and she is not sure that the

members of her network are very close. Jenny, on the other hand, feels that her

network is strong. She only makes connections when she feels that a relationship will

be beneficial to both parties. She also relies heavily on referrals to grow her network.

After the same three months, Jenny has noticed that it has become easier to generate leads.

Module Two: Review Questions

1. Which of the following would NOT provide a referral?

a) Peer

b) Social media

c) Family

d) Friend

2. Where are you least likely to find potential connections?

a) Referrals

b) Groups

c) Events

d) Home

3. Where are you likely to meet strategic alliance partners?

a) Networking group

b) Peers

c) At work

d) All of the above

4. What should be done before discussing a strategic alliance partnership?

a) Nothing

b) Meet with a lawyer

c) Determine characteristics that are necessary for a partner

d) Create a contract that you find to be beneficial

5. What will develop with leads?

a) Interest

b) Relationships

c) Networks

d) Creativity

6. What makes people more likely to do business with people?

a) Money

b) Creativity

c) It does not matter

d) Trust

7. What will result in more contacts?

a) Developing a reputation

b) Creating an event

c) Partnerships

d) All of the above

8. What will network shares improve?

a) Sales

b) Creative ideas

c) Position as an expert

d) All of the above

9. What does Jenny rely on to generate connections?

a) Referrals

b) Meetings

c) Nothing

d) None of the above

10. How long did Helen attempt to network?

a) 6 months

b) 1 year

c) 1 month

d) 3 months

Instructor Guide Sample

On the following pages is a sample module from our Instructor Guide. It provides the instructor

with a copy of the material and a Lesson Plans box. Each Instructor Guide and Training Manual

mirrors each other in terms of the content. They differ in that the Instructor Guide is

customized towards the trainer, and Training Manual is customized for the participant.

The key benefit for the trainer is the Lesson Plan box. It provides a standardized set of tools to

assist the instructor train that particular lesson. The Lesson Plan box gives an estimated time to

complete the lesson, any materials that are needed for the lesson, recommended activities, and

additional points to assist in delivering the lessons such as Stories to Share and Delivery Tips.

Sample Module: The Benefits of Networking Outside of Work

The term “networking” is frequently tossed around the business

world. It is easy to talk about networking, but implementing it is

another matter, particularly when you have to go beyond the

confines of the workplace. Fortunately, you will improve your

networking skills when you create a solid network and position

yourself for success. Networking outside of your company takes time

and energy, but the reward is certainly worth the effort.

Networking is an essential part of

building wealth.

Armstrong Williams

Create a Solid Network

Creating a solid network requires you to make connections. It is not enough to simply

meet people; you need to meet the right people, people who are likely to develop a

professional relationship with you. This requires you to search for connections

carefully.

Where to find possible connections:

Referrals: Ask friends, peers, or family to introduce you to like-minded people. You never know

who you might meet.

Join groups: Professional societies offer numerous opportunities to meet new people and make

connections.

Attend events: Networking events can be intimidating, but they are essential. You may not

make useful connections at every event, but you will not make any connections staying home.

Estimated Time 8 minutes

Topic Objective Introduce the idea of solid networks.

Topic Summary Create a Solid Network

Consider ways to create solid networks

Materials Required 01: Groups

Planning Checklist None

Recommended Activity Complete the worksheet individually. Share your answers with the rest of the

class.

Stories to Share Share any personal or relevant stories.

Delivery Tips Encourage everyone to participate.

Review Questions What type of people do you need to meet?

Meet Strategic Alliance Partners

Strategic alliance partners are made when two companies work together on a joint

venture. The partnership may be formal or informal. When two separate businesses

begin to work together, however, tension is inevitable. This is why you need to

carefully screen potential strategic alliance partners.

This is where networking is indispensable. Since strategic alliance partners need a

mutually beneficial working relationship, so you need to get to know your partners ahead of time. You

may choose to partner with someone you already know or work with someone new. There are strategic

alliance partner networking groups to help you make valuable connections. Like any connection, you

need to consider the characteristic that you need in a partnership before you look for one. What

strengths do you need to see? Build relationships and make a list of contacts you would be interested in

partnering with in the future, and meet with them to assess interest.

Estimated Time 8 minutes

Topic Objective Introduce strategic alliance partnerships.

Topic Summary Meet Strategic Alliance Partners

Discuss strategic alliance partnerships.

Materials Required Flipchart/board and marker

Planning Checklist None

Recommended Activity

Discuss experiences with strategic alliance partnerships as a group. Consider

the basic strengths that would be beneficial in a partner. List these on the

flipchart/board.

Stories to Share Share any personal relevant stories.

Delivery Tips Encourage everyone to participate.

Review Questions What is a strategic alliance partner?

Generate Leads

Networking is invaluable when it comes to generating business leads. People are

always more comfortable doing business with individuals they know and trust. You

can generate leads from networking events as well as from social networking sites.

We will go into more detail about the methods later. Networking to generate leads is

time consuming, but it is very effective.

When using networking to generate leads, your focus should be on offering value and selling yourself.

Meet with different prospects. After meeting individuals who may become leads, follow-up and connect

with them. As you build relationships, you will develop new leads.

Estimated Time 8 minutes

Topic Objective Introduce the connection between networking and lead generation.

Topic Summary Generate Leads

Consider the effect of networking on leads.

Materials Required Flipchart/board and marker

Planning Checklist None

Recommended Activity As a group, discuss your experiences in generating leads and networking. On

the flipchart/board, list methods that individuals have found to be effective.

Stories to Share Share any personal, relevant stories.

Delivery Tips Encourage everyone to participate.

Review Questions What is invaluable when generating leads?

Position Yourself

Networking can be used to help you position yourself in your industry. People will

contact you once you build a reputation as a reliable expert. Your reputation will

develop as people in your network share your strengths as well as the strengths of

your company. For example, your network may share an expert article that you write.

As the article is shared, you will gain exposure, and your reputation will grow.

Estimated Time 7 minutes

Topic Objective Consider the link between positioning and networking.

Topic Summary Position Yourself

Discuss positioning.

Materials Required Flipchart/board and marker

Planning Checklist None

Recommended Activity Discuss positioning as a group. What type of information are people likely to

share? List ideas on the flipchart/board.

Stories to Share Share any personal, relevant stories.

Delivery Tips Encourage everyone to participate.

Review Questions What helps positioning?

Case Study

Helen is attempting to build a solid network. She goes to every function to meet new

people, and she collects business cards from everyone she meets. After three

months, her network has not grown as it should, and she is not sure that the

members of her network are very close. Jenny, on the other hand, feels that her

network is strong. She only makes connections when she feels that a relationship will

be beneficial to both parties. She also relies heavily on referrals to grow her network.

After the same three months, Jenny has noticed that it has become easier to generate leads.

Estimated Time 5 minutes

Topic Objective Outline the Benefits of Networking Outside of Work case study.

Topic Summary Case study

Discuss the importance of building a solid network.

Materials Required None

Planning Checklist None

Recommended Activity Discuss the outcome of the case study.

Stories to Share Share any personal, relevant stories.

Delivery Tips Encourage everyone to participate.

Review Questions How does Helen feel about her networks?

Module Two: Review Questions

1. Which of the following would NOT provide a referral?

a) Peer

b) Social media

c) Family

d) Friend

Social media is a tool. The other answer choices are people who provide referrals.

2. Where are you least likely to find potential connections?

a) Referrals

b) Groups

c) Events

d) Home

Staying at home is not likely to produce connections. The other answers will.

3. Where are you likely to meet strategic alliance partners?

a) Networking group

b) Peers

c) At work

d) All of the above

There are strategic alliance partners networking groups. Peers may become partners, but they

are already known.

4. What should be done before discussing a strategic alliance partnership?

a) Nothing

b) Meet with a lawyer

c) Determine characteristics that are necessary for a partner

d) Create a contract that you find to be beneficial

Strategic alliance partnerships require working closely together. A list of characteristics should

be made before meeting with potential partners.

5. What will develop with leads?

a) Interest

b) Relationships

c) Networks

d) Creativity

As leads develop, so do relationships. The two are intertwined.

6. What makes people more likely to do business with people?

a) Money

b) Creativity

c) It does not matter

d) Trust

People are more likely to do business with people they trust. This is how networking becomes

influential.

7. What will result in more contacts?

a) Developing a reputation

b) Creating an event

c) Partnerships

d) All of the above

Developing a reputation will draw people to you. It will result in more contacts.

8. What will network shares improve?

a) Sales

b) Creative ideas

c) Position as an expert

d) All of the above

Networks will share information. These shares increase exposure and improve a position as an

expert.

9. What does Jenny rely on to generate connections?

a) Referrals

b) Meetings

c) Nothing

d) None of the above

Jenny relies on referrals to generate connections. This helps her find useful connections.

10. How long did Helen attempt to network?

a) 6 months

b) 1 year

c) 1 month

d) 3 months

Helen and Jenny both tried to improve their networks. They did this for three months.

Activities

During the facilitation of a lesson Worksheet or Handout may be utilized to help present the

material. If a lesson calls for a Worksheet or Handout it will be listed in the Lesson Plan box

under Materials Required. The trainer can then utilize the Activities folder for the

corresponding material and then provide it to the participants. They are all on separate Word

documents, and are easily edited and customized.

Below you will see the Worksheets or Handouts that are utilized during the training of the

above lesson. They are located in the Activities folder and can be easily printed and edited for

the participants.

Sample Worksheet: Groups

Brainstorm a list of groups that you could join and events you could attend where you are likely to meet

useful connections to build your network.

_____________________________________________________________

_____________________________________________________________

_____________________________________________________________

_____________________________________________________________

_____________________________________________________________

Notes:

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

Quick Reference Sheets

Below is an example of our Quick reference Sheets. They are used to provide the participants

with a quick way to reference the material after the course has been completed. They can be

customized by the trainer to provide the material deemed the most important. They are a way

the participants can look back and reference the material at a later date.

They are also very useful as a take-away from the workshop when branded. When a participant

leaves with a Quick Reference Sheet it provides a great way to promote future business.

Create a Solid Network

Creating a solid network requires you to

make connections. It is not enough to

simply meet people; you need to meet the

right people, people who are likely to

develop a professional relationship with

you. This requires you to search for

connections carefully.

Where to find possible connections:

Referrals: Ask friends, peers, or family

to introduce you to like-minded

people. You never know who you

might meet.

Join groups: Professional societies

offer numerous opportunities to meet

new people and make connections.

Attend events: Networking events

can be intimidating, but they are

essential. You may not make useful

connections at every event, but you

will not make any connections staying

home.

Saying the Wrong Thing

People often say the wrong things in social settings. A misplaced

word or phrase can have disastrous effects on your network. The

best way to address this obstacle is to speak carefully. Prepare

yourself before every meeting. Make a list of topics to avoid and

topics that are suitable, and stick to it. While you are in a social

setting, mind your manners.

• Avoid alcohol: Drinking too much can result in questionable

behavior

• Do not criticize: Overly critical attitudes will affect you

negatively

• Be courteous: Treat everyone, even the competition, with

courtesy

Unfortunately, miscommunications are inevitable given enough

time. If you accidentally say the wrong thing to someone,

apologize immediately.

Follow-Up

Following up with contacts is essential for building a strong network. Follow-up requires you to provide

individual attention. Mass emails are not sufficient to establish relationships with contacts and grow a network.

It is important that you follow-up with people quickly. A general rule of thumb is to follow-up with new contacts

within 24 hours of the first meeting. After this, it is useful to follow-up with contacts at least once a month. If you

fail to follow-up with contacts in a timely manner, they are not likely to remember their earlier conversations

with you.

It is important to know when a contact is not interested in becoming part of your network. If a contact does not

respond to you after three attempts to follow-up, move on and focus your energy on other people.

The Power of Networking (Outside the Company)

www.corporatetrainingmaterials.com © Corporate Training Materials

Certificate of Completion

Every course comes with a Certificate of Completion where the participants can be recognized

for completing the course. It provides a record of their attendance and to be recognized for

their participation in the workshop.

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PowerPoint Sample

Below you will find the PowerPoint sample. The slides are based on and created from the

Training Manual. PowerPoint slides are a great tool to use during the facilitation of the

material; they help to focus on the important points of information presented during the

training.

Full Course Table of Contents

Module One: Getting Started ..................................................................................................................... 10

Housekeeping Items................................................................................................................................ 10

The Parking Lot ....................................................................................................................................... 11

Workshop Objectives .............................................................................................................................. 11

Module Two: The Benefits of Networking Outside of Work ..................................................................... 12

Create a Solid Network ........................................................................................................................... 12

Meet Strategic Alliance Partners ............................................................................................................ 13

Generate Leads ....................................................................................................................................... 14

Position Yourself ..................................................................................................................................... 14

Case Study ............................................................................................................................................... 15

Module Two: Review Questions .............................................................................................................. 15

Module Three: Networking Obstacles ....................................................................................................... 18

Time Constraints ..................................................................................................................................... 18

Saying the Wrong Thing ......................................................................................................................... 19

Where to Go to Network......................................................................................................................... 19

Fear of Rejection ..................................................................................................................................... 20

Case Study ............................................................................................................................................... 21

Module Three: Review Questions ........................................................................................................... 21

Module Four: Networking Principles ......................................................................................................... 24

Develop Contacts .................................................................................................................................... 24

Organize Your Contacts .......................................................................................................................... 25

Follow-Up ................................................................................................................................................ 26

Maintain Relationships ........................................................................................................................... 26

Case Study ............................................................................................................................................... 27

Module Four: Review Questions ............................................................................................................. 28

Module Five: Why Network .............................................................................................................. 30

Gain Trust ............................................................................................................................................... 30

Be Visible ................................................................................................................................................. 31

Be an Insider ........................................................................................................................................... 32

Gain Advantage ...................................................................................................................................... 32

Case Study ............................................................................................................................................... 33

Module Five: Review Questions .............................................................................................................. 34

Module Six: How to Build Networks .......................................................................................................... 36

Physical Networking Groups ................................................................................................................... 36

Attend Networking Events ...................................................................................................................... 37

Social Networking Sites .......................................................................................................................... 37

Create Networking Referral Lists ............................................................................................................ 38

Case Study ............................................................................................................................................... 39

Module Six: Review Questions ................................................................................................................ 40

Module Seven: Online Networking Tools .................................................................................................. 42

Social Networks ...................................................................................................................................... 42

Blogs ....................................................................................................................................................... 43

Chat Rooms ............................................................................................................................................. 44

Email ....................................................................................................................................................... 45

Case Study ............................................................................................................................................... 45

Module Seven: Review Questions ........................................................................................................... 46

Module Eight: Develop Interpersonal Relationships ................................................................................. 49

Be Specific ............................................................................................................................................... 49

Keep Your Word ...................................................................................................................................... 50

Maintain Boundaries .............................................................................................................................. 50

Invest Time .............................................................................................................................................. 51

Case Study ............................................................................................................................................... 52

Module Eight: Review Questions ............................................................................................................ 52

Module Nine: Common Networking Mistakes .......................................................................................... 55

Taking before Giving ............................................................................................................................... 55

Assumptions............................................................................................................................................ 56

Reaching Too High .................................................................................................................................. 56

Assume Tools Create Connections .......................................................................................................... 57

Case Study ............................................................................................................................................... 58

Module Nine: Review Questions ............................................................................................................. 58

Module Ten: Time Management ............................................................................................................... 61

Prioritize Contacts ................................................................................................................................... 61

Create Group Activities ........................................................................................................................... 62

Connect Online ........................................................................................................................................ 63

Schedule Your Network Activities ........................................................................................................... 63

Case Study ............................................................................................................................................... 64

Module Ten: Review Questions .............................................................................................................. 65

Module Eleven: Manage Personal and Professional Networks ................................................................ 67

Be Responsive ......................................................................................................................................... 67

Give Back ................................................................................................................................................ 68

Separate Personal and Business Activities .............................................................................................. 68

Stay Physically In-touch .......................................................................................................................... 69

Case Study ............................................................................................................................................... 70

Module Eleven: Review Questions .......................................................................................................... 70

Module Twelve: Wrapping Up ................................................................................................................... 73

Words from the Wise .............................................................................................................................. 73

Review of Parking Lot ............................................................................................................................. 73

Lessons Learned ...................................................................................................................................... 74

Completion of Action Plans and Evaluations .......................................................................................... 74