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					Online Business Networking

   What, Why, Where and How.


              Prepared by
            Hendrik Deckers
             Close Partners
              October 2004
                                                                                                Agenda

                                            > Questions
>european business development solutions<




                                               >   What is networking?
                                               >   Why do you network?
                                               >   Where do you network?
                                               >   What do you get out?

                                            > Theory
                                               >   Friends, Acquaintances & Contacts
                                               >   The Value of your Network
                                               >   Six degrees of Separation
                                               >   Proactive Networking

                                            > Online Business Networks
                                               >   Online Business Directories
                                               >   Relationship Management Tools
                                               >   SOCIAL business Communities
                                               >   Social BUSINESS Communities

                                            > Conclusions
                                               >   The Importance of Online Business Networks
                                               >   Top Ten Online Business Networking Tips
                                               >   The beauty of online business networks


Hendrik Deckers - October 2004
                                                                          What is Networking?


                                            > Networking is the systematic process of
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                                              meeting people, learning about them, and
                                              establishing relationships so that all parties
                                              establish and expand a base of resources to
                                              support their endeavors.
                                                   (John Hoppe, President, Independence Capital Company)



                                            > The guiding principle of networking is to give
                                              first and receive second. Experienced
                                              networkers have an „abundance‟ mentality,
                                              looking to help others on every occasion.
                                                   (Will Kintish at www.kintish.co.uk )



Hendrik Deckers - October 2004
                                                                             Why do you Network?

                                            >   Getting a job
>european business development solutions<




                                            >   Pay and promotion
                                            >   Influence and effectiveness
                                            >   Venture capital and financing
                                            >   Organizational learning
                                            >   Word-of-mouth marketing
                                            >   Strategic alliances
                                            >   Financial stability
                                            >   Democracy
                                            Sandler Sales Institute Study
                                                > Cold calls are successful 1% of the time
                                                > Word of mouth is successful 15%
                                                > Referral goes up to 50%
                                                > Referral plus the person who made the referral either participate on the
                                                    sales call or attends the meeting – the success rate goes up to 80%


Hendrik Deckers - October 2004
                                                                 Where do you Network?


                                            >   Service Clubs: e.g. Rotary, Lions, JCI, ..
>european business development solutions<




                                            >   Sport Clubs: e.g. Tennis, Sailing, Golf, ..
                                            >   Hobbies: e.g. Cars, Cultural, ..
                                            >   Study: e.g. University, MBA, Alumni, ..
                                            >   Professional Organisations: Stichting Marketing,
                                                VBO, UNIZO, ..
                                            > Social Events: e.g. Family, Neighbours, Friends, …
                                            > Intra-Company: e.g. Water Cooler, Incentives, …




Hendrik Deckers - October 2004
                                                           What % of your Business
                                                           comes from Networking?

                                            > Many entrepreneurs and business people
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                                              generate 80% or more of their business
                                              through Networking!!


                                            > Most information is available to everybody,
                                              everywhere
                                            > Business isn‟t what you know, it‟s who you
                                              know, so networking is your business




Hendrik Deckers - October 2004
                                               Friends, Acquaintances & Contacts


                                            Most people have:
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                                            > 2 or 3 Friends
                                               Friends are people that are always there when you need
                                               them, whatever happens
                                            > 200 to 300 Acquaintances
                                               Acquaintances are people that you can call upon for support,
                                               information or knowledge
                                            > 2000 to 3000 Contacts
                                               Contacts are people that you have spoken, met or emailed,
                                               but cannot directly call upon for support, information or
                                               knowledge

                                            > Your Friends & Acquaintances are your Network

Hendrik Deckers - October 2004
                                                            The Value of your Network

                                            > N: The Number of people in your network
>european business development solutions<




                                                    Reach more people with less effort.
                                            > R: Their Relevance to your professional goals
                                                     Do more with less effort by knowing the right people.
                                            > S: The Strength of your relationships with them
                                                     Learn how to build trust and friendship online.
                                            > C: Your Credibility with the people in your network
                                                   It doesn't matter who you know if they don't believe you.
                                            > D: The Diversity of your network
                                                   Diversify your portfolio of people just as you do your finances.

                                            > Network Valuation Formula:



                                               and Time = Number x Strength
                                                                                              (Scott Allen & David Teten)




Hendrik Deckers - October 2004
                                                          The Six Degrees of Seperation

                                            Let‟s make it simple and take 250 is the average size of anyone‟s network
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                                            >   Your   1st Degree Network = 250 people
                                            >   Your   2nd Degree Network = 250 x 250 = 62.500
                                            >   Your   3th Degree Network = 250 x 62.500 = 15.625.000
                                            >   Your   4th Degree Network = 250 x 15.625.000 = 3.906.250.000




Hendrik Deckers - October 2004
                                                                       Proactive Networking

                                            Successful Business People = Proactive Networkers.
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                                            How do they work?

                                                1. Manage your network
                                                   Map it out, keep it up to date, keep it alive
                                                2. Search your targets
                                                   Who do you need? Who can introduce? What do I have
                                                   to offer?
                                                3. Build a relationship
                                                   “Give without remembering, receive without forgetting”
                                                                                Elizabeth Asquith Bibesco (1897- 1945)




                                                 How can we improve this Process?

Hendrik Deckers - October 2004
                                                              Online Business Networks


                                            Online Business Networks = Internet business dating
>european business development solutions<




                                            How does it work?

                                                1. Manage your network
                                                   Build you online profile, invite your network, build online
                                                   clubs, share information.
                                                2. Search your targets
                                                   Use the search engines, find the shortest path, be open
                                                   for random contacts
                                                3. Build a relationship
                                                   Send messages, have a clear offer, follow-up off-line



                                                    What Networks are available?

Hendrik Deckers - October 2004
                                                                                                                      The (very) Long List

                                                                    13stripes - Affinity Engines - Amigos.com - AOL: People and Chat Directory - AsiaFriendFinder - Backwash -
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                                            Too many networks ?!!
                                                                    bianca - Bolt - BuddyPic.com - BuddyBridge - BuddyZoo - Building an Online Community: Just Add Water -
                                                                    Bumi-n City - Buzznet - Classmates.com - CNN Interactive Communities - CommunityZero - Company of
                                                                    Friends - The Conneck - Contact Network - Corporate Alumni - CouchSurfing - CPixel.com - Cybertown -
                                                                    del.icio.us - Dogster - domeus - dudecheckthisout.com - easeek - Ecademy - eConozco - EdGateway
                                                                    Communities - Edgeofeverything - eFriendsnet - 8minuteDating - Eliyon - enCentra - EnterNexus - EntreMate -
                                                                    Eurekster!, - Everything2 - everyonesconnected.com - eyebees - FaceParty - Findapix - FollowMrsPoon.com -
                                                                    FriendFan.com – FriendFinder – Friendifieds – Friendity - Friend Surfer - friendsreunited.com - Friendster -
                                                                    Friendzy - Full Moon Webs - FunHi - firsttuesday.com - GoingProfessional - Groups@AOL - Growth Company
                                                                    - Gruuve - heiyou.com – HelloWorld - hipster Huminity - ICERED - I’m Not From Here - IndianFriendFinder -
                                                                    InterAction - iSawYou.com - ItsNotWhatYouKnow - KnowMates - LianQu - LinkedIn - Link Silicon Valley -
                                                                    livingdirectory.org - Local2Me - thelunchclub.net - Makeoutclub - Many 2 Many - MapPlanet.com - matcheroo -
                                                                    Meatball Wiki - Mediabistro - Mediachest - Meet Up - MixerMixer - Monster Networking - MSN Groups - MSN
                                                                    Member Directory - MySpace – mrNeighborhood - MyEMatch - New Friends in Town - NetMiner - Netmodular
                                                                    Community - Netparty - Networking For Professionals - nerve.com - nlinebusinessnetworking.com -
                                                                    Nowwwhere - Online Community Report - Open Business Club - OrderGenerator - orkut - PalJunction -
                                                                    Paradise - Petsburg - Picit.com - Pinoy Exchange - Pinoy Forum - Playdo Community - PLINK - Polypol -
                                                                    PopMates - PowerMingle - RateMyBody - RateOrDate - RealContacts - ReferNet - RepCheck - Ringo - Ryze -
                                                                    Shortcut - Silicon Valley Pipeline - socialcircles.com - Social Grid – SocialTree - The Spark -
                                                                    SmartGroups.com - Spoke Software – The Square - StayingClose - StumbleUpon - Sullivan Executive
                                                                    Networking Community - Tacit ActiveNet - Talk City - TENG - Thefacebook - TheFence.com - There -
                                                                    threedegrees - Tickle - Tribe.net - TruthBytes - UUFriends - Virtual Communities and the Internet - Visible Path
                                                                    - Volume.com - waferbaby - Wallop - Webstock Whole Earth Festival - Well, The - WildAbout.com -
                                                                    WisdomBuilder - WhizSpark - WiW - WordofMouthConnection.com - World Lounge - WorldShine - YeeYoo -
                                                                    Yahoo! Groups - Yahoo! Member Directory - Zamboozle – Zanpo – Zerodegrees


                                                                                                          thesocialsoftwareweblog
Hendrik Deckers - October 2004
                                                                                            4 Categories

                                            Online Social Business Communities   Search engines for people and relationships
>european business development solutions<




                                            Social BUSINESS Communities              Online Business Directories




                                                                                     Relationship Management Tools



                                             SOCIAL business Communties




Hendrik Deckers - October 2004
                                                          Online Business Directories

                                            > What are they?
>european business development solutions<




                                               > Yellow Pages of Business People
                                               > Referral system using the Six Degrees
                                            > Which one should you use?
                                               > LinkedIn (www.linkedin.com) is the clear winner with
                                                 2.000.000 users (fall 2004)
                                               > Keep an eye on Spoke (www.spoke.com) &
                                                 ZeroDegrees (www.zerodegrees.com)


                                                                                Business Networking Platform




Hendrik Deckers - October 2004
                                                   Relationship Management Tools

                                            > What are they?
>european business development solutions<




                                               > Software Tools to manage & exploit your relationships
                                            > Which one should you use?
                                               > Personal tools: Plaxo (www.plaxo.com) is the clear
                                                 winner in the personal relationship management tools
                                               > Corporate tools: No winners yet, we are still very early in
                                                 the adoption cycle.             Relationship Management Tools




Hendrik Deckers - October 2004
                                                    SOCIAL business Communities

                                            > What are they?
>european business development solutions<




                                               > Online (virtual) communities where people connect for
                                                 social purposes first, business second
                                            > Which one should you use?
                                               > For business: none of these
                                               > For pleasure: try Orkut (www.orkut.com) & Tribe
                                                 (www.tribe.net)


                                                                                SOCIAL business Communities




Hendrik Deckers - October 2004
                                                   Social BUSINESS Communities

                                            > What are they?
>european business development solutions<




                                               > Online (virtual) communities where people connect for
                                                 business purposes first, social second
                                            > Which one should you use?
                                               > 3 international players
                                                   > Ecademy: started in UK (www.ecademy.com)
                                                   > openBC: started in Germany (www.opoenbc.com)
                                                   > Ryze: started in US          Social BUSINESS Communities
                                                     (www.ryze.com)
                                               > Many local players
                                                   >   be: Biztribe
                                                   >   fr: Viaduc
                                                   >   sp: eConozco
                                                   >   sw: Shortcut



Hendrik Deckers - October 2004
                                                                                         The Importance of
                                                                                 Online Business Networks
                                                       Business Interactions                                 Business Networking
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                                                                                                  In
                                            Letters                      Email                  Person
                                                                                                                                        Online
                                              1984             Letters                            2004                        In person Networking
                                                                                                                                        Tools
                                                                    Instant
                                                                   Messaging
                                                                                    • Total Transaction Value – Up
                                            Andrew Forbes                           • Total Transaction Count – Way Up
                                            earlystage.com
                                                                         2004       • Individual Transaction Quality - Down             2014



                                              2002             2003                  2004                        2005                     2006

                                               R&D            Hype &             Refinement &              Broader                  “Part of the
                                                              Funding                Early                Adoption,                  Furniture”
                                                                                   Adoption               Shakeout/
                                                                                                         Consolidation

                                                                                                        Cesar Brea, former CEO of Contect Network Corporation
Hendrik Deckers - October 2004
                                                                 Top Ten Online Business
                                                                         Networking Tips

                                            How to build quality business relationships online:
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                                            1.   Remember, you're connecting with people.
                                            2.   Clarify what you have to give and what you want to gain.
                                            3.   Become an information centre.
                                            4.   Be personally visible on the Internet.
                                            5.   Pick online communities that work for you.
                                            6.   Review the online community as a guest before you join.
                                            7.   Be prepared.
                                            8.   Pace yourself.
                                            9.   Manage your email.
                                            10. Be sensitive to people's time and email boxes.
                                                                                           Scott Allen




Hendrik Deckers - October 2004
                                                                                The beauty of
                                                                    online business networks

                                            Online business networks are changing the way we do business:
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                                            1.   Time independent: 24/7/365
                                            2.   Place independent: from you pc – stay at home
                                            3.   Local & Global
                                            4.   Targeted: use keywords, companies names to find the right people
                                            5.   Inbound: Passive presence - While you sleep people will search
                                                 you. Make it easy for everyone. Put your picture up. Give them
                                                 information. Tell them everything, because they really do not know.
                                                 Blog.
                                            6.   Competitive: Stand out as you have competition. Visit others in
                                                 your field and see what they have. Copy from the best!
                                            7.   New: start now, then you are ahead of most of the universe. You
                                                 will be established when others catch on.
                                            8.   Memory-proof: you can keep track of your network. Social
                                                 Networks have online profiles so you don‟t forget, some keep track
                                                 of your message exchange.
                                            9.   Efficient: you can connect online with far more people than you
                                                 could ever meet face to face on a daily basis.

Hendrik Deckers - October 2004
                                                                                                   Contact me

                                                                          Hendrik Deckers
>european business development solutions<




                                                                          Managing Director Close Partners
                                                                          hendrik.deckers@closepartners.com
                                                                          www.closepartners.com
                                                                          Chairman Ecademy Benelux
                                                                          hendrik.deckers@ecademy.com
                                                                          benelux.ecademy.com



                                            Close Partners is a multi-national, multi-skilled team of business development
                                            professionals operating across Europe. We design, build, drive and manage
                                            high-performance, pan-European routes-to-market for enterprise-class
                                            software and solution vendors. References include:




Hendrik Deckers - October 2004

				
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