Executive networking: making the most of your business contacts
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hemel Hempstead
Director Books
1993
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | X, 142 S. graph. Darst. |
| ISBN: | 1870555635 |
Internformat
MARC
| LEADER | 00000nam a2200000 c 4500 | ||
|---|---|---|---|
| 001 | BV009763500 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 940817s1993 d||| |||| 00||| eng d | ||
| 020 | |a 1870555635 |9 1-870555-63-5 | ||
| 035 | |a (OCoLC)29223342 | ||
| 035 | |a (DE-599)BVBBV009763500 | ||
| 040 | |a DE-604 |b ger |e rakddb | ||
| 041 | 0 | |a eng | |
| 049 | |a DE-945 | ||
| 082 | 0 | |a 658.4095 |2 20 | |
| 084 | |a QP 345 |0 (DE-625)141866: |2 rvk | ||
| 100 | 1 | |a Barrell, Alan W. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Executive networking |b making the most of your business contacts |c Alan W. Barrell ; Selwyn D. Image |
| 250 | |a 1. publ. | ||
| 264 | 1 | |a Hemel Hempstead |b Director Books |c 1993 | |
| 300 | |a X, 142 S. |b graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Communication in management | |
| 650 | 0 | 7 | |a Zwischenbetriebliche Integration |0 (DE-588)4227291-9 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Netzwerkmanagement |0 (DE-588)4245322-7 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Zwischenbetriebliche Integration |0 (DE-588)4227291-9 |D s |
| 689 | 0 | 1 | |a Netzwerkmanagement |0 (DE-588)4245322-7 |D s |
| 689 | 0 | |5 DE-604 | |
| 700 | 1 | |a Image, Selwyn D. |e Verfasser |4 aut | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006458542&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-006458542 | ||
Datensatz im Suchindex
| _version_ | 1804124110913011712 |
|---|---|
| adam_text | Contents
Preface ix
1 Networking definition, opportunities and needs 1
Reviving the old boy network 1
Networking case studies 2
The value of information in business life 5
Technology at our fingertips in the age of information and
data capture 6
Change in business and commerce the need to stay loose 7
Examining the value of networking 8
Investing in network relationships 8
Businesses and their environments opportunities search,
networking and marketing 9
Networking and career progression 9
Networking mergers and acquisitions 9
Networking and sources of business finance 10
The inevitability of networking 10
2 Types of networking and networker motivation 12
Conscious networking 12
Intuitive and spontaneous networking 13
Reluctant networking 15
Focused and general networking 15
Open ended networking 16
Organised networking 17
Professional networking 18
Networking by corporations and industries 19
Networking and women 19
Network organisations and companies in networks 22
Summary 23
V
vi Contents
3 Organising for effective networking 25
Who should the networkers in my organisation be? 25
Directing the networking operation 26
Levels of networking, delegation, information capture and
feedback 26
Do we need our own networking style? 28
Structure and process basic rules of good management 28
Setting objectives for networking and networkers 32
Networking as an integral part of the management process 32
Summary 32
4 Capturing the products of networking information systems
and databases 34
The database an evolving picture of market business or
network 34
Database and information system design the need for
specificity 35
Users as designers of information and data systems 36
Networkers and constant data update needs 37
Information systems and multi access networks 38
Mobility, flexibility, access, informality 39
Information as answer, question and focus 39
Using the data we capture 40
Summary 42
5 Measuring and monitoring how well are we doing? 43
Setting clear networking objectives 45
Quantifying goals 46
Establishing data systems and information flows 47
Networking and the marketplace 49
Networking and the analysis of corporate capabilities 51
Working the net 52
Summary 54
6 To be a networker a behavioural role, issues, skills and
competences 56
Personality and personal motivation 56
Interactive skills and networking 56
Avoiding overload networking in its place 61
Summary 63
Contents vil
7 Cross border and international networking cultural
considerations and issues 64
Worldthink and the need for an international mindset 64
Business and cultural awareness accepting the differences
within nations and regions 65
Cultural behaviour and understanding: networking to
leverage local situations 68
Sensitivity to the network s targets 78
Indirect and third party networking to access opportunities
in distant markets 80
Attitudes to women 82
Summary 83
8 Industry and business, education and academia value and
importance of networking 86
Overlapping agendas 88
Barriers to break down 89
Continuity, coherence and common goals 91
Innovation and commercial exploitation 92
Knowledge and information modes technology search
and development 92
Different nations, different approaches to industry
university links 93
University Enterprise Training Partnerships 94
Improving the effectiveness of business university links 96
Summary 98
9 Networking and the organisation of charitable organisations
a case study 101
Charities and appeals are big business 101
Background and objectives 101
Green field networking 102
Focus and follow up 106
Networking material 108
Tasking networkers 109
Creative networking in appeals activity 110
Networking to trusts, philanthropic organisations
and funds 111
Local, national and EC government 112
Local church congregations, community groups and
benevolent associations 113
vlii Contents
Business and university colleges 114
HNWIs and individual donors 115
The International Emmaus Organisation 115
Making VIPs work for you 117
Summary 119
10 Relationship marketing consolidating the customer network 122
What is relationship marketing? 122
How much does it cost to gain or retain a customer? 122
Market sectors and niches 124
Relationship marketing and salesforce productivity 125
Expanding the customer base through use of the network 126
Summary 127
11 Are you being networked? Recognising the professional
networker 128
Why do people contact you? 128
Beware the free lunch 132
Managing your own network activity 133
Summary 133
12 Networking checklist for directors 134
Do I understand networking? 134
Is it a practice that my company and I need? 134
Can I invest time in open networking or should I be a
focused networker ? 135
Do I have networking skills? 135
Am I organising my colleagues for networking seriously? 136
Have we built processes for organised networking, data
capture and the monitoring of networking activity? 136
Do we employ trained and skilled networkers is there
more to do here? 136
What should I be doing next? 137
References and further reading 138
Index 140
|
| any_adam_object | 1 |
| author | Barrell, Alan W. Image, Selwyn D. |
| author_facet | Barrell, Alan W. Image, Selwyn D. |
| author_role | aut aut |
| author_sort | Barrell, Alan W. |
| author_variant | a w b aw awb s d i sd sdi |
| building | Verbundindex |
| bvnumber | BV009763500 |
| classification_rvk | QP 345 |
| ctrlnum | (OCoLC)29223342 (DE-599)BVBBV009763500 |
| dewey-full | 658.4095 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4095 |
| dewey-search | 658.4095 |
| dewey-sort | 3658.4095 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1. publ. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01500nam a2200385 c 4500</leader><controlfield tag="001">BV009763500</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">940817s1993 d||| |||| 00||| eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1870555635</subfield><subfield code="9">1-870555-63-5</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)29223342</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV009763500</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rakddb</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-945</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.4095</subfield><subfield code="2">20</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QP 345</subfield><subfield code="0">(DE-625)141866:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Barrell, Alan W.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Executive networking</subfield><subfield code="b">making the most of your business contacts</subfield><subfield code="c">Alan W. Barrell ; Selwyn D. Image</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">1. publ.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Hemel Hempstead</subfield><subfield code="b">Director Books</subfield><subfield code="c">1993</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">X, 142 S.</subfield><subfield code="b">graph. Darst.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Communication in management</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Zwischenbetriebliche Integration</subfield><subfield code="0">(DE-588)4227291-9</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Netzwerkmanagement</subfield><subfield code="0">(DE-588)4245322-7</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Zwischenbetriebliche Integration</subfield><subfield code="0">(DE-588)4227291-9</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Netzwerkmanagement</subfield><subfield code="0">(DE-588)4245322-7</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Image, Selwyn D.</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006458542&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-006458542</subfield></datafield></record></collection> |
| id | DE-604.BV009763500 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:40:28Z |
| institution | BVB |
| isbn | 1870555635 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-006458542 |
| oclc_num | 29223342 |
| open_access_boolean | |
| owner | DE-945 |
| owner_facet | DE-945 |
| physical | X, 142 S. graph. Darst. |
| publishDate | 1993 |
| publishDateSearch | 1993 |
| publishDateSort | 1993 |
| publisher | Director Books |
| record_format | marc |
| spelling | Barrell, Alan W. Verfasser aut Executive networking making the most of your business contacts Alan W. Barrell ; Selwyn D. Image 1. publ. Hemel Hempstead Director Books 1993 X, 142 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Communication in management Zwischenbetriebliche Integration (DE-588)4227291-9 gnd rswk-swf Netzwerkmanagement (DE-588)4245322-7 gnd rswk-swf Zwischenbetriebliche Integration (DE-588)4227291-9 s Netzwerkmanagement (DE-588)4245322-7 s DE-604 Image, Selwyn D. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006458542&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Barrell, Alan W. Image, Selwyn D. Executive networking making the most of your business contacts Communication in management Zwischenbetriebliche Integration (DE-588)4227291-9 gnd Netzwerkmanagement (DE-588)4245322-7 gnd |
| subject_GND | (DE-588)4227291-9 (DE-588)4245322-7 |
| title | Executive networking making the most of your business contacts |
| title_auth | Executive networking making the most of your business contacts |
| title_exact_search | Executive networking making the most of your business contacts |
| title_full | Executive networking making the most of your business contacts Alan W. Barrell ; Selwyn D. Image |
| title_fullStr | Executive networking making the most of your business contacts Alan W. Barrell ; Selwyn D. Image |
| title_full_unstemmed | Executive networking making the most of your business contacts Alan W. Barrell ; Selwyn D. Image |
| title_short | Executive networking |
| title_sort | executive networking making the most of your business contacts |
| title_sub | making the most of your business contacts |
| topic | Communication in management Zwischenbetriebliche Integration (DE-588)4227291-9 gnd Netzwerkmanagement (DE-588)4245322-7 gnd |
| topic_facet | Communication in management Zwischenbetriebliche Integration Netzwerkmanagement |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006458542&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT barrellalanw executivenetworkingmakingthemostofyourbusinesscontacts AT imageselwynd executivenetworkingmakingthemostofyourbusinesscontacts |