Make Your Contacts Count: Networking Know-How for Cash, Clients, and Career Success

by Anne Baber, Lynne Waymon

Setting up a network of contacts is the single most important thing people can do to protect and advance their careers. All businesspeople, no matter what they do for a living, can use networking know-how to reach their goals, and this book is the best place to start. Filled with quizzes, checklists, and sample conversations, the book opens with a Strategic Networking Activities self-assessment test and lets readers chart their increasing skills as they master the strategies needed to effectively build business relationships. Readers will learn how to avoid the Top 20 Networking Turn-offs, create a workplace contact map, and build strategic alliances. In addition, they'll master the Six Stages of Networking, as well as how to make the most of corporate events and memberships. By the time readers are done, not only will they be able to meet people more easily, but they'll also know how to remember their new contacts' names and follow up effectively! This book is the blueprint to follow for anyone trying to position themselves for career advancement or sales success.

Genres: Business, Nonfiction, Self Help, Communication, Relationships

304 pages, Paperback

First published December 15, 2001

About the author

ANNE BABER cofounded Contacts Count with Lynne Waymon, an international training firm, 24 years ago. They are the authors of Make Your Contacts Count.

Reviews

[Russ · Rating 2 out of 5]

There are some great tips in here about maximizing the value of conventions and conferences. There are also good ideas about how you can strengthen your network and form closer, more meaningful business relationships. The book is readable and light. I'd recommend it for anybody looking to improve their networking skills.

That being said, a few spots were uneven. I wasn't crazy about the suggestions in the book for introducing yourself at business functions. The advice is not to identify yourself by your job title or by the organization you work for. This resulted in a lot of awkward examples. (Like--I negotiate international business deals resulting in improved customer satisfaction instead of saying I'm a livestock importer.) If somebody introduced themselves to me in this fashion, I would be confused and I would suspect the person is embarrassed about what they do.

Also some of the suggestions about cultivating one's network seemed a little too calculating, exploitative, and tiring. Should we really always be plotting how the people in our networks can serve us? Even if we're helping those in our network, which the book suggests we do a lot of, something about it seems too transactional.

[Alex · Rating 1 out of 5]

Some business books can change your perspective on life and leadership. Some are simply Harvard Business Review articles that have been inflated to book-length. Some are pitches for consultancies, serving as very large business cards meant to get a given consultant’s foot in the door and add credibility once there.

‘How to Make Your Contacts Count’ is the third. This is basically a manual on how to create and build relationships. It has one important insight: we’re teaching others about ourselves all the team, so teach that you can be trusted. The rest is alliterative boilerplate on a topic better covered by the classic ‘How to Make Friends and Influence People.’

I’m currently researching a project on cross-divisional collaboration, and I thought a book on networking and relationship might help. This book did not fit the bill.

[re4yhoi · Rating 4 out of 5]

First step in the direction of networking. Interesting and insightful read. Was a little disappointed that it did not include anything for undergraduate/graduate students who are completely new to the world of networking, but it included many tips a newcomer and integrate into their "netiquette". Would recommend. Rating: 4/5 stars

[S · Rating 5 out of 5]

Excellent tips for developing one's networking skills in a genuine way. I learned how to communicate my character and competence in short discussions. The focus is on listening and adapting my descriptions to the other person and what I would like them to retain. That image of sleaziness in networking is far from the skills that I learned in reading this book, which I consider indispensable.

[Tim Suddeth · Rating 5 out of 5]

Very good step by step on meeting people and making friends. Great guide to networking and building a platform.

[Jackie Ensley · Rating 2 out of 5]

Some good tips on conversations and networking

[Byron Flores · Rating 4 out of 5]

Good networking tips.
Nothing out of this world but it has been nice to remember basic concepts.

[Elizabeth]

As recommended by the Introduction to Research Leadership module of the summer intersession course Your Research Career presented by the Johns Hopkins Medical Institutions' Professional Development Office.

[James · Rating 3 out of 5]

Solid, practical advice for networking more effectively. I'm getting much more proactive in my networking efforts and this book was a worthwhile read.

[Trent · Rating 3 out of 5]

Nuts and Bolts to networking. A bit formulaic at times but applicable

[Angel · Rating 4 out of 5]

This is a great resource on how to start conversations if you are unsure or uncomfortable in meeting new people i really enjoyed this book..

[Tevilla · Rating 3 out of 5]

Good basic book on networking--easy to read and accessible information.

[Bernadette Wright · Rating 4 out of 5]

Good ideas for effective network-building for success in business or any career.

[Chu Qiao · Rating 4 out of 5]

It is a great book to start building an effective network!

[Tim Anthony · Rating 5 out of 5]

Well done! It gave a ton of insights and learnings about building the right network for all.

[Mills College Library]

650.13 B113 2007

[Rosae]

Informative and lots of techniques that prepare you by organizing your current contacts.

[Ikedinachi Ogamba · Rating 5 out of 5]

Essential for professional and business networking.

[Dan Graham · Rating 2 out of 5]

Good basic book about the basics of networking