Andrea Nierenberg is an educator and business expert who has taught business development courses to undergraduate and MBA students at top educational institutions, including the University of Chicago, Washington University, and New York University. Prior to establishing The Nierenberg Group in 1993, she was publisher and sales director of Target Marketing Magazine and worked in various sales and marketing positions for companies such as Macmillan Publications, Avon, Saks Fifth Avenue and Ziff Davis.

CHAPTER 1 WHAT IS NETWORKING, AND IS IT ANY DIFFERENT FOR COLLEGE STUDENTS THAN ANYONE ELSE? 1

Why You Need to Know How to Network Effectively 8

Why Networking Works: You Already Have the Resources

You Need . . . You Just Have to Put Them to Work 12

What You Will Learn from This Book 15

CHAPTER 2 POSITIONING YOURSELF AND YOUR BRAND, “YOU” 17

Give Yourself Permission 18

Fourteen Easy-to-Use Techniques for When “It’s Time

to Network” 19

In Summary 28

CHAPTER 3 CREATING CONNECTIONS: THE PEOPLE YOU WILL NEED

IN YOUR NETWORK 29

Types of People for Your Network 30

It’s a Small World, Especially in School 31

In Summary 31

CHAPTER 4 CHARACTERISTICS OF GREAT NETWORKERS 33

Confidence 34

Empathy 35

Appreciation 38

Tenacity 39

Enthusiasm and Energy 41

Caring 42

Rapport Building 43

Selecting and Working with Mentors 44

In Summary 45

CHAPTER 5 WHEN NETWORKING DOESN’T COME EASY: NETWORKING FOR INTROVERTS 47

The Introvert’s Networking Advantage 48

Eleven Networking Techniques for the Quiet Networker 51

Networking on the Internet 56

In Summary 59

CHAPTER 6 HOW TO EXPAND YOUR NETWORK 61

Identify the People Who Can Help You 62

Compare This List to a List of People You Know Who

Will Take Your Call 63

Reconnect with Those Already in Your Network, and

Keep It Up as Your Network Grows 64

Identify the Organizations and Activities Where

People You Want to Know Gather 65

Get Involved 69

In Summary 72

CHAPTER 7 KEEPING YOUR NETWORK ALIVE AND GROWING 73

Getting to Know You 74

Ways to Keep in Touch and Show Appreciation 75

Follow-ups: The Key to Keeping Your Network Alive

and Growing 79

Become a Resource for Others 80

Face-to-Face Time 80

Plan to Keep In Touch with Everyone

in Your Growing Network 81

In Summary 82

CHAPTER 8 NETWORKING ETIQUETTE 83

Networking Events, Meetings, or Activities 84

Meals at Large Events or Private Functions 85

Making Introductions 86

E-Mail and IM Etiquette 86

Phone Etiquette 87

The Right Way to Ask for a Favor 88

Following Up 88

Networking at Non-networking Events 89

Keeping Score 89

In Summary 90

CHAPTER 9 ORGANIZING AND KEEPING TRACK OF YOUR NETWORK 91

Setting Up a Networking Database 92

In Summary 92

CHAPTER 10 TYING IT ALL TOGETHER 93

Attitude Is Everything 94

Armed with Your Arsenal 96

Identify and Expand 99

Organize It All with a KISS 100

It’s a Forever Process, and It Isn’t Easy 101

SUBJECT INDEX 105

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