RESULTS! Harris Bank Training on Networking

I had the pleasure of creating a customized version of "How to Love Networking" for Harris Bank, in Chicago.

Overview and Objectives. The goal was to introduce networking concepts and skills to employees so they could better understand and practice networking for business development, job search and primarily, for career management. This workshop was highly interactive and focused primarily on self-evaluation, skill building and practice, coaching, written exercises, and respectful open discussion.

Diversity Group Participants. Two groups of 25 employees attended 4 sessions of 1.5 hours every 2 weeks. Employee, including several levels of staff and managers, and were members of 4 diversity employee groups: African-American, Latin-American, Asian-American, and Gay/Lesbian.

On average, participants increased 64% in their comfort and skill in saying “I know how to network.” Click the continuation link below to learn more about this workshop and to see the before and after chart showing a measurable rate of skill improvement and read participant comments.

Workshop Content. The key success of this training was in leveraging the strengths of participants rather than improving their weaknesses. Individuals were helped to find their best communication and connection style, best environments, preferences and natural abilities. A core teaching process included a reframing process to transfer skills, knowledge and attitudes from something participants already love to do to networking to create a new approach. Participants learned to network the way the golf, cook, travel, read books, teach children, enjoy music, etc.

Great Results. Participants learned and practiced having more meaningful conversations and deepened existing relationships in their professional and personal lives. The bottom line is participants increased their self-acceptance and integrated skills that allow them to be more open and genuine when speaking with others and working toward common goals. 

The results were measurable. Participants:

• learned the power of networking, making connections and helping others,
• increased knowledge and acceptance of their personalities, style and abilities,
• admitted to and suspended their judgments of others (and themselves),
• realized how their own limiting beliefs held them back,
• increased their confidence in being themselves when they meet strangers,
• initiated formal and informal conversations in their company about their jobs,
• increased outreach to customers at branches and company-sponsored events,
• became more strategic and proactive for the sake of their careers,
• spoke up more and asked for help, and
• created more meaningful conversations and relationships within the company and in their personal lives.

Before and After Skill Scores.  The following table shows all 11 skill statements, ranked in decreasing order by the rate of improvement. The before and after average point scores for each skill are listed first, along with the increase reported in average points and percentages. (A 12th participant identified skill is not included here.)

Networking Skill Statements 1-10 scale of satisfaction and comfort (10= highest)	Average Points Before	Average Points After	Average Point Increase	Average Percentage Increase
I know how to network	4.6	7.6	3.0	64%
Know scope of existing network, have identified desired new contacts	4.9	7.4	2.5	51%
Can track contacts and follow-up	4.8	7.2	2.4	49%
Have mission and goals for networking	5.1	7.6	2.5	49%
Comfortable meeting others and being myself	5.6	7.9	2.3	42%
Can have meaningful conversations with minimal small talk	5.1	7.1	2.0	40%
Can start and end conversations well	5.1	7.0	2.0	39%
Can nurture and expand internal/external relationships	5.4	7.3	1.9	36%
Can ask for help for what I need from people I meet	5.3	7.1	1.8	34%
Understand value of networking personally and professionally	7.5	8.9	1.5	20%
Believe networking will help achieve my professional goals	7.5	8.9	1.3	18%

 

Participant Comments.

"I have begun to have more meaningful telephone conversations with my 9-year old son, who lives with my ex-wife. I am asking him what he liked in school that day and what was hard. I am also finding ways to connect more meaningfully with my father."

"During the course, you challenged me to consider that the executives at the bank can't "make me feel" badly. I went home and thought about that for the whole weekend. You helped me realize that it's up to me to choose how I react. From now on, no one will make me feel anything!"

"I used to walk the streets outside and the halls of the bank with my eyes down, trying not to make eye contact. Now I look at people and often say "Hello." I am more comfortable."

"There is a new small business in my branch area that I wanted to go in and meet. I haven't known how to approach them. This week I went in to have lunch and talked to 2 or 3 of the employees. I told them who I am, asked questions, and told them what Harris can do for them. It will be easier to go back and ask to speak to the manager."

"At bank events for clients, I am now spending more time with each customer, having longer deeper conversations and learning more about them. In the past I would have made small talk and kept moving quickly from person to person."

"I realized that many of the limitations I feel are self-imposed. I've learned that I am more judgmental than I thought and I will keep working on this."

"I expected this class to tell me exactly what to do when networking and to offer exercises to practice that. Instead of giving us fish to have food for one day, you have taught us how to fish so we have food for a lifetime. I now know and have internalized how I best operate, what situations I am most comfortable in, and how to make networking work for me anywhere I go."