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Greetings from Charlottesville, Virginia where I'm working today with a global team at the CFA Institute

The location of today's workshop has been one of those strokes of good luck as good friends of mine run a wonderful farm, complete with guest house, just 30 minutes from the office. Here's the view that greeted me on Tuesday morning when I opened my door. 


It's given me the perfect opportunity to mix business and pleasure in fantastic surroundings. I've been able to enjoy the snow on the farm in the early part of the week, a trip around Washington DC yesterday and I'm looking forward to hiking in the Blue Ridge Mountains over the weekend.  


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Readers of 'Recommended' as well as my blog will already know the high esteem in which I hold personal branding expert Lesley Everett. 

I'm delighted to let you know that Lesley has just published her new book, Corporate Brand Personality



The book looks at the critical role that the behaviour of it's people plays in corporate branding of any organisation and is aimed at Boards of Directors and senior leaders in large organisations as well as owners of SMEs. 

There is a strong overlap with the work that I do and, indeed, I'm honoured to have been interviewed for the book. 
 
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My good friend, Lady Val Corbett, is looking forward to this year's presentations of the Robin Corbett Award for Prisoner Rehabilitation, which take place next week in the House of Commons. 

Lady Val, who runs an excellent professional women's network in London, launched the awards in memory of her late husband to recognise work that fosters personal responsibility among prisoners and calls on people in prison and ex-offenders, to take responsibility for themselves and to help others. 

More details can be found at www.robincorbettaward.co.uk

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I hope you enjoy the newsletter and look forward to your feedback. Please do check out the blogs listed on the right hand side of the page for lots of extra ideas, tips and thoughts. 
  
Let me know what you think. 

 
If you're serious about developing a networking and referrals strategy that can take your business to a new level, or you are interested in booking me for a speech or training session for your team, find out more details on our website or you can contact me on:
  
Tel: 07930 417833
Skype: andylopata   

I look forward to hearing from you.
     
Andy 

� All material copyright H & A Lopata ltd 2016. All rights reserved.

Video Tip: Why Networking is Central to Great Leadership

In a recent talk on 'Connected Leadership' I shared some thoughts from a conversation a few days earlier on why senior leaders need diverse networks

How Diverse Networks Enable Great Leadership
How Diverse Networks Enable Great Leadership
The A to Z of Networking: R is for... (part one)

 
Referrals
The most effective new source of business in most circumstances, particularly for high value, high margin products or services.
 
Strong referrals have only been passed when someone needs what you offer, they're interested in having a conversation and they are expecting your call.
 
Great networkers focus as much, if not more, on the referrals they can pass as the ones they seek to receive. 


Recommendations
Not as powerful as a referral simply because you lack control. When people recommend your services to others you have a high chance of converting the opportunity into business - if the other party calls you.
 
Otherwise you may as well sit and wait for the phone to ring. 


R is also for...

Reliability
Show that you do what you promise to do. One of the central planks of developing relationships founded on trust. 
Relationships
So much deeper when people are reliable! Strong networks are founded on deep relationships, always think of the long term opportunities to support each other rather than short-term wins. 
Recognise Opportunities
Be very clear about what help, support or introductions you are looking for to enable others to recognise opportunities to help you. 
Reciprocity
Never expect it from others but always look to give back to your network wherever you can. 
Being Realistic
Understand how other people can help you and make it as easy as possible for them to do so. 
Resonate
Will what you are saying resonate both with the people talking about you and those to whom they are speaking? 
Reputation
Without this, no-one will refer. Keep your reputation in mind in the way you interact with others online and face-to-face. 
Results/Return on Investment
Network with intent. Understand exactly what your network can do for you and how you will measure the success of your activity. 
Research
Tools such as LinkedIn make it so much easier than ever before to find out about our network, the people to whom they are connected and the people we want to connect with. 


As ever I was inundated with suggestions on Facebook, making this another two-parter. Thanks go to Michael Birchmore, Roger Vanstone, Liz Sorton, Rhiannon Evans, Ian Steel, Laurence Lowne, Russel Joyce, Jo Parfitt, Mark Lee, Kapil Kapur, Andrew Bernard, Maurice Watts, Vanessa Vallely, John Jameson, Mike Briercliffe, Chris Davidson, Lesley Morrisey, Shelley Jenner, Debbie Tarrier, Sheena Walker, Heather Waring, Su Butcher, Charlotte Graham-Cumming, Iva Nedelcheva, Prith Biant, Jarina Choudhury, Lesley Everett, Elaine Heyworth, Martin Goodyer, Renee Rosenburg, Eithne Treanor and Rory Woolridge.

More Rs are coming next time out. 

Just for Fun: Send to All
 
On his television chat show, comedian Michael McIntyre has a section called 'Send to All' where he takes an audience member's phone, types an embarrassing text message and sends it to everyone in the phone book. Over the course of the rest of the show he refers back to the phone to see the replies, to sometimes very funny effect. 

You can see a typical example of how it works here

The tables were turned, however, on McIntyre when he invited James Corden to be a guest on his show. 
   
 
 
Andy Online
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Recommended
Recommended: How to sell through networking and referrals

and Death Came Third!
...and Death Came Third! The Definitive Guide to Networking and Speaking in Public

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How diverse networks enable great leadership

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What people say...
"Andy has a tremendous reputation across the women's networking groups among the TNON membership.

He has spoken for many of the networks and always gets excellent feedback.

He has consistently supported women's networks and diversity in general for a number of years and is the consummate networker, always practicing what he preaches."
Vanessa Vallely
Managing Director
We are the City;
Co-Founder, The Network of Networks
  
 


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