Thank you for downloading this AMACOM eBook Sign up for our newsletter, AMACOM BookAlert, and receive special offers, access to free samples, and info on the latest new releases from AMACOM, the book publishing division of American Management Association To sign up, visit our website: www.amacombooks.org Praise for Career Match “This is the indispensable guide we’ve all been looking for It takes all the guesswork out of trying to find the career path and job that’s the best match for you ‘Bloom where you’re planted’ takes on a whole new meaning when you can choose your best soil!” —Cynthia Shapiro, Job Search Consultant and author of Corporate Confidential: 50 Secrets Your Company Doesn’t Want You to Know—And What to Do About Them “People rise to leadership roles who work from their inner core strengths I have seen this time and again in my Leadership Institute—this can make or break careers Career Match is a great way to hone in on your own strengths, and start to focus on where they can take you.” —Dr Yasmin Davidds, CEO, Latina Global Executive Leadership Institute “Fitness as a leader starts with fitness in one’s career Career Match is a terrific resource for tomorrow’s leaders and today’s mentors —Carol J Geffner, Ph.D., Professor and Director, Executive Master of Leadership, Sol Price School of Public Policy, University of Southern California; President, Newpoint Healthcare Advisors “Shoya’s assessment and book make ‘climbing a ladder of success’ easy and fun Like a laser beam she goes to the heart of the issue—providing deep and insightful feedback, and tools that enable people to move forward.” —Marianna Lead, MCC, Master Certified Coach with the International Coach Federation, and Founder/Executive Director of the Goal Imagery® Institute “The right career path will bring passion to your job and your life Look inside yourself and discover the best fit for your unique personality type.” —Jim Donald, former President and CEO, Starbucks Coffee Company Career Match Connecting Who You Are with What You’ll Love to Do Second Edition S H O YA Z I C H Y WITH ANN BIDOU A M E R I C A N M A N A G E M E N T A S S O C I AT I O N N e w Yo r k ◗ Atlanta San Francisco ◗ ◗ Brussels Shanghai ◗ Tokyo ◗ Chicago ◗ Toronto ◗ ◗ Mexico City Washington, DC CONTENTS Introduction VII Acknowledgments XI People Profiled XIII PART The Jump Start: Defining Yourself and Others 1 Don’t Read the Whole Book 2 The Color Q Personality Style Self Assessment A Quick History of Personality Typing 13 PART Greens: “Let’s Humanize It” 17 Greens Overall 18 Green/Gold Extroverts 24 Green/Gold Introverts 36 Green/Red Extroverts 47 Green/Red Introverts 60 PART Reds: “Let’s Do It Now” 71 Reds Overall 72 10 Red/Blue Extroverts 78 11 Red/Blue Introverts 90 12 Red/Green Extroverts 102 13 Red/Green Introverts 116 VI CONTENTS PART Blues: “Let’s Change It” 127 14 Blues Overall 128 15 Blue/Gold Extroverts 134 16 Blue/Gold Introverts 146 17 Blue/Red Extroverts 160 18 Blue/Red Introverts 173 PART Golds: “Let’s Do It Right” 185 19 Golds Overall 186 20 Gold/Blue Extroverts 192 21 Gold/Blue Introverts 206 22 Gold/Green Extroverts 221 23 Gold/Green Introverts 234 PART Getting the Job 247 24 Before I Do Something Stupid: Adjusting to Other Styles 248 25 Would I Make a Good Entrepreneur? 253 26 Money and Compensation 262 PART Creating a Customized Roadmap for Your Professional Life 267 27 A Roadmap for Putting It All Together 268 Notes 273 Bibliography and Resources 277 Index 283 About the Authors 290 Free Sample Chapter from Make Your Contacts Count by Anne Baber and Lynne Waymon 291 Best-Sellers from AMACOM 298 About Amacom 299 INTRODUCTION Where It All Began On a muggy night in May, I sat stranded in an Asian airport It was the end of a long, overscheduled business trip—one of the many I took each year in the search for new banking clients In the midst of a large pile of waiting room debris, I noticed a book Dog eared and well used, it caught my attention I picked it up, and my view of the world was altered forever “If a man does not keep pace with others, perhaps it is because he hears a different drummer,” it began, with the oft-quoted Henry David Thoreau The book, an obscure and since-discontinued interpretation of Swiss psychologist Carl Jung’s theories, outlined the seemingly obvious differences in the way people take in information and make decisions Some of this I knew intuitively Yet the information hinted at a new way to deal with my clients and associates On returning to my Hong Kong office, I set out to color code each of my customers based on their Jungian behavioral profiles Each client file contained brief instructions for support staff to follow in the event of my absence “When a Gold comes in, make sure all statements are up to date and organized in date-sequential order If a Blue makes an appointment, call our investment guys in New York and get three new ideas.” And so it continued, outlining a strategy for each of four color groups It proved uncannily effective Almost overnight, our new business increased by 60 percent But there was more I began to enjoy my clients more, my stress level went down, and, in time, my relationships with others outside of work began to improve For some ten years, I continued to use this technique The bank sent me back to the United States, and the clients grew more diverse: white-robed sheiks in Abu Dhabi, shipping magnates in Athens, aristocratic landowners in Spain But VIII INTRODUCTION the same color-coding instructions dotted their files What’s more, they worked: for men, for women, old and young, widely varying ethnicities, the results were universal In that decade, I never met another individual who spoke of Jung, at least not in terms of applying his concepts to marketing Then, in 1995, I joined some friends in Maine to escape from burnout and institutional reorganization I needed to rethink my career The small Port Clyde Inn sparkled in the crisp October sunlight, and on the front porch sat a man reading a book We began to chat and he spoke of the author Isabel Myers and her new applications for the work of Jung, a system called the Myers-Briggs Type Indicator.® It was the conversation I had been looking for Over the next few years, I discovered a hidden universe of books, seminars, and associations involving hundreds of people around the world I had a new, strong sense of internal direction Suddenly, things just began to happen; the right people and events began to materialize Jung would have called it synchronicity It was a couple of years before I could undertake my own research, but eventually my life became focused on the business applications for personality styles The material that follows sums up the information provided by the over 60,000 people who have attended Color Q seminars around the world and the personality-type experts who have laid the intellectual groundwork that serves as the basis of this book Evaluating people was key to survival during my unusual childhood I was born a countess in Hungary When my family fled the communists, we landed in the court of King Farouk of Egypt, where I played with his daughters in his 550-room palace Seven years later, we fled the horrifying bloodshed of Gamal Abdel Nasser’s revolution and were fortunate to find a new home in the United States I’ve turned what I learned through these many stages of my life into a system that helps all of us define our unique strengths, pursue the best career, and reduce conflicts in key areas of our lives For the sake of simplicity, I have adopted my own color-coding system of earlier times, which I call Color Q (“When you meet a Gold, make sure that ”) It served me well for many years, and it will serve you well, too For further information, check out my website www.ColorQPersonalities.com INTRODUCTION IX The Purpose of This Book Many of us share the fantasy that we can anything and be anyone with just a little more effort This is an illusion that blocks real development Growth does not require significant change or that we emulate role models because we are somehow innately inadequate It does require that we understand and accept the dynamics of our own genuine style—its unique strengths and weaknesses It also means that in time, we tone down some of our blind spots There are many systems for understanding people This is the one I have found that probes most deeply into the core of human behavior It confirms that each personality style is natural, equal, observable, and predictable, and that each can be equally effective at work Truly exceptional people always so much more than is required The only way to that without severe burnout is from passion born of confidence You are the right person doing the right thing in the right place and enjoying it Sound impossible? Not at all, for those who are true to themselves in spite of naysayers, parental expectations, and societal pressures Use this book to reveal your road to being exceptional What Color Q Is Not Color Q is not the answer to all career problems It is not a painless shortcut to maturity and wisdom Most of all, it does not measure the impact of education, intelligence, mental health, special talents, economic status, motivation, drive, or environmental influences on the core personality type There are billions of unique people on our planet and only four Color groups If you wonder what that leaves, I say only the deepest, most important part of you— the part that always knows what it really wants and won’t be happy until it gets respect The framework is not gender specific It works equally well for males and females Men and women are found in each personality style, though in some groups the percentages differ Finally, Color Q is not a complete, in-depth Myers-Briggs evaluation It is a ten-minute self assessment designed to acquaint you with concepts that are applicable to your career and personal life What Color Q Is Color Q is about coding people—ourselves and others We it all the time “He is shrewd and entrepreneurial.” “She is energetic and artistic.” This helps X INTRODUCTION us to group our impressions mentally and store them in the appropriate synapse of our brain for future use Color Q is also a tool for understanding the sometimes incomprehensible behaviors of bosses and coworkers (and even friends, dates, and mates) Since so much career advancement depends on your people skills, you’ll find your increased ability to read people perhaps the most valuable outcome of reading this book Enjoy this journey INDEX for Blue/Red Introverts, 179–180 for Gold/Blue Extroverts, 200–201 for Gold/Blue Introverts, 214–215 for Gold/Green Extroverts, 228–229 for Gold/Green Introverts, 240–242 for Green/Gold Extroverts, 29–30 for Green/Gold Introverts, 40–41 for Green/Red Extroverts, 52–53 for Green/Red Introverts, 64–65 for Red/Blue Extroverts, 82–83 for Red/Blue Introverts, 94–95 for Red/Green Extroverts, 107–109 for Red/Green Introverts, 120–121 interviewing style of Blue/Gold Extroverts, 147 of Blue/Gold Introverts, 160–161 of Blue/Red Extroverts, 173 of Blue/Red Introverts, 186 of Gold/Blue Extroverts, 206 of Gold/Blue Introverts, 221 of Gold/Green Extroverts, 234–235 of Gold/Green Introverts, 247 of Green/Gold Extroverts, 35 of Green/Gold Introverts, 46 of Green/Red Extroverts, 58–59 of Green/Red Introverts, 70 of Red/Blue Extroverts, 88–89 of Red/Blue Introverts, 101 of Red/Green Extroverts, 114–115 of Red/Green Introverts, 126 Introverts, 11 Blue/Gold, 148–161 Blue/Red, 175–186 communicating with, 254 Gold/Blue, 208–222 Gold/Green, 236–247 Green/Gold, 36–46 Green/Red, 60–70 recognizing, 251 Red/Blue, 90–101 Red/Green, 116–127 investment, see money Isaac, Michael, 139–140 287 Jackson, Rick, 86 job searches by Blue/Gold Extroverts, 145–146 by Blue/Gold Introverts, 159–160 by Blue/Red Extroverts, 172–173 by Blue/Red Introverts, 185 by Gold/Blue Extroverts, 205–206 by Gold/Blue Introverts, 220 by Gold/Green Extroverts, 233–234 by Gold/Green Introverts, 246 by Green/Gold Extroverts, 34 by Green/Gold Introverts, 45–46 by Green/Red Extroverts, 57–58 by Green/Red Introverts, 69–70 by Red/Blue Extroverts, 87–88 by Red/Blue Introverts, 100 by Red/Green Extroverts, 113–114 by Red/Green Introverts, 125–126 Jolie, Angelina, 22 Jung, Carl Gustav, vii, viii, 11, 13 Keirsey, David, 14 Kinderhook, Gretchen, 183–184 Kittering, Brad, 171 Konner, Linda, 199 Ladder of Success, 273 Lakhmana, Monica, 190–191 leaders Blue/Gold Extroverts as, 138 Blue/Gold Introverts as, 150 Blue/Red Extroverts as, 164–165 Blue/Red Introverts as, 177 Gold/Blue Extroverts as, 196–197 Gold/Blue Introverts as, 210–211 Gold/Green Extroverts as, 225 Gold/Green Introverts as, 238 Green/Gold Extroverts as, 28 Green/Gold Introverts as, 37–38 Green/Red Extroverts as, 49 Green/Red Introverts as, 62 Red/Blue Extroverts as, 80 Red/Blue Introverts as, 92 Red/Green Extroverts as, 104 288 INDEX leaders (continued) Red/Green Introverts as, 117 Lebenthal, Alexandra, 25–26 Lee, Alex, 93–94 Levy, Ari, 179 Lloyd, Bill, 112 Lucal, Elizabeth, 237–238 Lucostic, Frankie, 224–225 MacAfee, Rory, 158 Maloney, Carolyn, 19–20 management of Blues, 252 of Golds, 252 of Greens, 253 of Reds, 253 MBTI, see Myers-Briggs Type Indicator McCourt, Frank, 21 McGrory, Laura Van Wie, 231–232 Miller, Martha, 239–240 money, 264–268 Blues and, 266–267 Golds and, 267–268 Greens and, 264–265 Reds and, 266 Money Q profiles, 14–15, 264–268 Morris, Dianne, 258–259 Musk, Elon, 133 Myers, Isabel, viii, 14 Myers, Katharine, 14 Myers, Peter, 14 Myers-Briggs Type Indicator (MBTI), viii, 11, 14 occupations, see careers Ozmer, Adam, 27–28 Parker, Gloria, 50–51 personality typing history of, 13–15 see also Color Q Personality Style SelfAssessment Platt, Howard, 106–107 professional roadmap, 270–273 recognizing styles, 250–252 of Blues, 130 of Golds, 188–189 of Greens, 18 of Reds, 72 Red/Blue Extroverts, 78–89 careers attractive to, 84–86 case studies of, 79–82, 86 challenges for, 87 compensation for, 266 ideal boss for, 83 ideal work environment for, 82–83 interviewing style of, 88–89 job searches by, 87–88 as leaders, 80 overview of, 78–79 as team players, 80 work-related strengths of, 80–81 Red/Blue Introverts, 90–101 careers attractive to, 96–98 case studies of, 91–94, 98–99 challenges for, 99–100 compensation for, 266 ideal boss for, 96 ideal work environment for, 94–95 interviewing style of, 101 job searches by, 100 as leaders, 92 overview of, 90–91 as team players, 92–93 work-related strengths of, 93 Red/Green Extroverts, 102–115 careers attractive to, 109–112 case studies of, 103–107, 112 challenges for, 112–113 ideal boss for, 109 ideal work environment for, 107–109 interviewing style of, 114–115 job searches by, 113–114 as leaders, 104 overview of, 102–103 as team players, 104 work-related strengths of, 105 Red/Green Introverts, 116–127 INDEX careers attractive to, 121–123 case studies of, 118–120, 124 challenges for, 124–125 compensation for, 266 ideal boss for, 121 ideal work environment for, 120–121 interviewing style of, 126 job searches by, 125–126 as leaders, 117 overview of, 116–117 as team players, 117 work-related strengths of, 117 Reds, communicating with, 73, 253 as entrepreneurs, 258–260 famous examples of, 73–76 money and, 266 overview of, 72–77 recognizing, 72, 251 roadmap for professional life, 270–273 Rosen, Phyllis, 68 Rubinstein, Jack, 176–177 salary, see compensation Sawyer, Diane, 20–21 Schwab, Charles R “Chuck,” 133–134 self-assessment, see Color Q Personality Style Self-Assessment Shaw, Dan, 61–62 Sheaff, Charles “Chuck,” 166 Spencer, Larry, 151–152 Stone, Joshua, 152–154 strengths, see work-related strengths Tanous, Peter, 79–80 team players Blue/Gold Extroverts as, 138 Blue/Gold Introverts as, 150–151 Blue/Red Extroverts as, 165 Blue/Red Introverts as, 177 Gold/Blue Extroverts as, 197 289 Gold/Blue Introverts as, 211 Gold/Green Extroverts as, 225–226 Gold/Green Introverts as, 238–239 Green/Gold Extroverts as, 28–29 Green/Gold Introverts as, 38 Green/Red Extroverts as, 49 Green/Red Introverts as, 62–63 Red/Blue Extroverts as, 80 Red/Blue Introverts as, 92–93 Red/Green Extroverts as, 104 Red/Green Introverts as, 117 Teply, Oldrich, 51 Terman, Bruce I., 178–179 Thayer, Anne, 63–64 Thompson, Fiona, 26–27 Torres, Hector, 98–99 Trump, Donald, 73–74 Waldron, Kathleen, 209–210 Wardell, Charles W G., III, 166–167 Whitman, Christine “Christie” Todd, 74–75 Williams, Bunny, 91–92 work environment, see ideal work environment; leaders; team players work-related strengths of Blue/Gold Extroverts, 138–139 of Blue/Gold Introverts, 151 of Blue/Red Extroverts, 165 of Blue/Red Introverts, 177–178 of Gold/Blue Extroverts, 197 of Gold/Blue Introverts, 211 of Gold/Green Extroverts, 226 of Gold/Green Introverts, 239 of Green/Gold Extroverts, 29 of Green/Gold Introverts, 38 of Green/Red Extroverts, 49–50 of Green/Red Introverts, 63 of Red/Blue Extroverts, 80–81 of Red/Blue Introverts, 93 of Red/Green Extroverts, 105 of Red/Green Introverts, 117 ABOUT THE AUTHORS Shoya Zichy has made five career changes within the wealth-management, journalism, and training industries in order to find the work that draws on her most natural skills She finds that by following your passion, you create a unique brand that, in turn, effortlessly attracts the attention of others Her work has been featured in Fortune, Barron’s, Newsday, the Chicago Sun-Times, US 1, and the Washington Post, and on CNN, among other media outlets She is a frequent speaker and seminar leader, and her client list includes Bank of America, Deloitte & Touche, Merrill Lynch, Northern Trust, Prudential, UBS, and the U.S Treasury She lives in Pennsylvania and is the author of Women and the Leadership Q and Personality Power Her books are available in Arabic, Chinese, Korean, and Vietnamese For more information, visit her website at www.ColorQPersonalities.com Ann Bidou has published hundreds of articles and written regularly for publications such as the Chicago Tribune She also coauthored Personality Power with Shoya Zichy in 2013 and Your Own Terms with Yasmin Davidds, Psy.D., in 2015, both for AMACOM She has long been a student of Zichy’s Color Q system, and it has changed her life from Wall Street executive to award-winning author and small business owner in the Berkshires She lives in Falls Village, Connecticut MAKE YOUR CONTACTS COUNT BY ANNE BABER AND LYNNE WAYMON Meeting—and keeping—a network of powerful contacts is the most effective way to further your career So how can you ensure that you are connecting with and impressing the right people? A practical, step-by-step guide for creating, cultivating, and capitalizing on networking opportunities and relationships, Make Your Contacts Count shows you how to make a memorable entrance, make conversations flow, and follow up Check out a portion of this helpful resource: 292 F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T Preface Get Ready for State-of-the-Art Networking Everybody has contacts Not everybody has contacts that count How about you? As we’ve researched, written about, and spoken on networking, we’ve discovered that only a fraction of people intuitively know how to network Everybody else can—and must—learn how The Time Is Right When we began researching our first book in 1987, networking had its niche as a job-hunting and career advancement tool And women, wanting to break through the glass ceiling, saw how men in business helped each other and called it ‘‘the old-boys’ network.’’ Women’s networking groups were springing up to encourage women to learn the skills and to help each other Networking was seen as an extracurricular activity, not one sanctioned by or encouraged by employers unless, of course, it was for sales or business development Things have changed since then In the last several years, networking—often under a pseudonym—has become a hot topic Pro- F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T 293 fessors in business schools, senior executives in government, and heads of corporations all tout relationship building as the key to success You can hardly pick up a business school journal without seeing an article on networking University research is exploring such topics as ‘‘social capital,’’ ‘‘communities of practice,’’ and ‘‘horizontal integration.’’ One of the competencies now required for entry into the Senior Executive Service—the U.S government’s top ranking jobs—is Building Coalitions/Communications That competency is defined as the ability to explain, advocate, and express facts and ideas in a convincing manner and to negotiate with individuals and groups internally and externally That competency also requires the ability to develop an expansive professional network with other organizations and to identify the internal and external politics that impact the work of the organization Corporate leaders are now seeing the business value of relationship building The CEO of one Fortune 500 company recently announced an initiative with five elements Four of those imperatives can only be accomplished as employees become proficient in the concepts and skills we cover in this book What could be a louder call or clearer definition for networking than this imperative: ‘‘Establish enduring, inclusive relationships within (the company) and with our customers, employees, teammates, and community Enable mutually beneficial partnerships that take full advantage of internal and external synergies Understand the impact of personal behavior on others, and place a high priority on honesty and integrity.’’ So, just why is networking so important in today’s business environment? ᮣNetworking is now the essential professional competency for employees at all levels They need to develop strategic networking skills and practices to excel at creating, cultivating, and capitalizing on the cross-functional relationships that get things done and affect the bottom line ᮣNetworking is now the most important tool for intelligence gathering In business settings, such as conferences, trade shows, meetings, and even golf outings, people need leading-edge network- 294 F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T ing skills to find the latest information on resources, trends, and best practices ᮣNetworking is now the antidote to the coming brain drain as baby boomers retire Experienced employees need networking expertise so they can pass on their valuable organizational and technical knowledge to newer, younger staff members ᮣNetworking is now the critical strategy for business development Professionals and entrepreneurs need to know how to gain visibility and credibility in their target markets, and how to build and maintain relationships for long-term growth ᮣNetworking is now a must-have capability for professional association members Members need networking skills to take advantage of great connections at professional association meetings and conferences and to bring back new ideas and practices into their places of business ᮣNetworking is the know-how for doing business in the U.S International businesspeople and students need to get comfortable with and competent in the cultural ground rules for building relationships with Americans ᮣNetworking is the method for personnel retention because it creates feelings of inclusion and helps people from diverse backgrounds feel listened to and valued at work ᮣNetworking remains the primary technique that people use to find new jobs, change careers, or land on their feet after a layoff, merger, or reorganization People who are looking for career advancement need practical networking strategies to become the natural and only choice in the job market Are You Ready? As you go through life, from graduation to the grave, you’ll have thousands of encounters with people in business and social settings ᮣYou know that networking is important Yet, you may wonder exactly how to create, cultivate, and capitalize on networking relationships and opportunities F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T 295 ᮣYou know you should get networking on your calendar Yet, you may have trouble trying to fit it into your busy lifestyle ᮣYou know you need other people’s help to get your projects, ideas, and initiatives off the ground Yet, you may be unsure about how to connect with key people to get the job done ᮣYou know that visibility often results in promotability Yet, you may feel uncomfortable and shy about how to raise your profile in a way that fits your organizational culture ᮣYou know that networking is the way to expand your customer/ client list Yet, you may wish you knew more about planning networking Projects that give you top of the mind awareness with clients and referral sources ᮣYou know you should join groups to network Yet, you may be unclear about how to select the best ones and how to use them to advance your career and business goals ᮣYou know it’s valuable to go to professional meetings, trade shows, and conferences Yet, you may wish you were better equipped to uncover resources, opportunities, and best practices at these venues ᮣYou know that your executives are pushing teamwork, connectivity, horizontal integration, social capital, and the idea that business development is everybody’s job Yet, you may need to sharpen your interpersonal skills to be a player That’s why we wrote this book: So that you can make networking an art not an accident The Contacts Count Networking System This book, the second edition of our fifth book, presents, for the first time in print, The Contacts Count Networking System (see Figure P-1) Here, you will find step-by-step guides to all aspects of networking Most important, our System will help you take your networking from scattershot to streamlined and strategic Part I of this book gives you the tools to Survey Your Skills and Mindset Measuring your mastery of various networking skills will give you a baseline As you complete the comprehensive fifty- 296 F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T FIGURE P-1 The Contacts Count System Survey Your Skills and Mindset Set Your Strategy Select Your Settings Sharpen Your Skills question Self-Assessment, you’ll be able to see which skills are solidly part of your repertoire, and which ones you’ll need to work on But your skill level is only one part of your starting base It also makes sense for you to become more conscious of the beliefs you hold about networking so that you’re not held back by misconceptions or outdated attitudes Part II provides the underlying networking concepts you’ll need to Set Your Strategy After you know where you stand, you’re ready for some big-picture concepts We believe that the key to building relationships is trust The Trust Matrix portrays the power of demonstrating your Character and Competence with everyone you meet Once you understand how trust is created, you’ll want to see what kinds of relationships are possible as you network The SixStages Model provides a realistic picture of the variety of relationships that are present in anyone’s network Understanding the six stages—and knowing what to and say at each stage—puts you in charge of the growth and development of your network As you clarify your goals, you’ll network more strategically to achieve them And sizing your networking Projects to fit your goals will F R E E S A M P L E O F M A K E Y O U R C O N TA C T S C O U N T 297 guarantee you get the most from your investment of time and money Part III helps you Sharpen Your Skills Central to our System are the essential face-to-face networking skills that will take you comfortably and professionally from Hello to Goodbye Because we have worked with people in almost all walks of life, in all kinds of businesses, at every level of the hierarchy, you can be sure that we’ve covered all the bases Using focus groups, interviews, and research, we’ve developed the most complete encyclopedia of realworld, field-tested networking know-how We’ve invented models and formulas, collected best practices and examples, created checklists and quizzes, and identified Frequently Asked Questions and the most common networking dilemmas As you apply this comprehensive and practical spectrum of skills, you will be equipped to reach your goals Part IV guides you as you Select Your Settings If you want to network at work, you’ll get the tools you need to assess your corporate culture, identify key people and activities, and build crossfunctional relationships that get things done, affect the bottom line, and advance your career If you want to network in the world, you’ll find the tools to help you choose and get the most out of a variety of venues You’ll maximize the effect of your participation in professional associations, referral groups, civic and community organizations, volunteer and networking activities, at conventions and trade shows, and in social situations When you’re hunting for a job or want to change careers, we’ll coach you to apply your networking skills in well-chosen arenas until you hear the words, ‘‘You’re hired!’’ Survey your skills and mindset, set your strategy, sharpen your skills, and select your settings Use this system to Make Your Contacts Count Our best to you, Anne Baber and Lynne Waymon P.S.: Contact us at www.ContactsCount.com to tell us about your networking successes BEST-SELLERS FROM AMACOM People Styles at Work….and Beyond The book reveals the strengths and weaknesses of four different people styles, providing practical techniques that work both on the job and off Now including all new material on personal relationships, parenting, and more, this is the ultimate guide anyone can use to enhance even the most difficult relationships Just Listen: Discover the Secret to Getting Through to Absolutely Anyone Barricades between people become barriers to success, progress, and happiness; so getting through is not just a fine art, but a crucial skill Just Listen gives you the techniques and confidence to approach the unreachable people in your life, and turn frustrating situations into productive outcomes and rewarding relationships Ask More: The Power of Questions to Open Doors, Uncover Solutions, and Spark Change Ask More puts questions at the center of every conversation Author Frank Sesno, an Emmy Award–winning journalist, has spent decades questioning global leaders and everyday people alike He draws on his formidable interviewing skills to break down the art of inquiry into eleven categories of questions, each designed for a different purpose Ask More recounts dozens of stories of people who have used questions to discover and excel Whether you’re trying to manage a 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professional person should be sought Library of Congress data available upon request ISBN: 978-0-8144-3815-2 EISBN: 978-0-8144-3815-2 © 2017 Shoya Zichy All rights reserved Printed in the United States of America This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019 The scanning, uploading, or distribution of this book via the Internet or any other means without the express permission of the publisher is illegal and punishable by law Please purchase only authorized electronic editions of this work and not participate in or encourage piracy of copyrighted materials, electronically or otherwise Your support of the author’s rights is appreciated About AMA American Management Association (www.amanet.org) is a world leader 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