How many people in your organization should be responsible for revenue generation? Everyone. Yes, everyone should be responsible for revenue generation, and therefore be building and leveraging relationships. Many companies assume that only people on the sales force need to network. The smart company realizes that every employee should be responsible for building and leveraging relationships. This cultural shift is the key to increasing revenue in any company, no matter the size or industry.

Foreword 11
Introduction 15
1. The Networked Organization
1.1 Networking Is Not a Dirty Word 23
1.2 Networked Organizations Create Value 31
1.3 Building a Networked Organization from the Inside Out 49
1.4 The 7 Hard-and-Fast Rules of Networking 61
2. Building Networked Relationships
2.1 The Intentional Network: Building Your Relationship Portfolio 75
2.2 Networking Through Social Media and "Corporate Social Branding" 101
3. Real World Networking
3.1 Networking: That First Impression 115
3.2 Networking Events 137
3.3 Networking at 30,000 Feet 169
3.4 Networking at Trade Shows and Conferences 185
3.5 The Networking Dinner (or Lunch) 197
3.6 Networking Referrals 203
4. The Relationship Process
4.1 Extending Networked Relationships: Getting a Meeting 225
4.2 Smart Networking Questions 237
4.3 Networking Follow-up Guide 257
4.4 Networking Etiquette 267
4.5 The 7 Essential Secrets of Smart Networkers 281
5. Maximizing Networked Relationships
5.1 Relevant Networkers 301
5.2 It's All About the Attitude 307
5.3 Let Them Win 317
5.4 Putting the Networked Organization into Action 325
Addendum 331
References 349