Andy Lopata | CFA Institute

Personal Details

Bio

BUSINESS NETWORKING STRATEGY - REFERRAL STRATEGY - NETWORKING SKILLS - SOCIAL NETWORKING

"One of Europe's Leading Business Networking Strategists" - The Financial Times

"A master of networking" - The Independent

Networking is a vital tool in business, from sales generation to career development. Unfortunately, it's still not treated with the same strategic consideration as other business methods, leaving many companies and individuals failing to realise the potential their networks offer.

By knowing why you are networking and what you want to achieve, it is possible to plan accordingly and get great, measurable results.

A business networking strategist, I work with companies on how to use networking tools to develop their businesses. Networking is not just about sales. Whether for lead generation, breaking down silos internally, recruitment and retention of top staff or developing future leaders, networks and collaboration have a key role to play. I work with my clients to help recognise that role and put the strategy and skills in place to leverage it.

I have been quoted in the international press, including The Sunday Times, The Financial Times and The Guardian in the UK. I have also co-authored two books on networking, and my third book, 'Recommended: How to Sell Through Networking and Referrals' was published by Financial Times Prentice Hall in July 2011.

For eight years, I was Managing Director of Business Referral Exchange, one of the UK's leading referral-focused networking groups with over 2,000 member companies. I now work with companies from one-man bands to global names such as GlaxoSmithKline, BDO and Paypal to help them realise the full potential from their networking.

For my sins I am a Charlton Athletic supporter and former editor of the award-winning Charlton fanzine 'Goodbye Horse' (I must have done something very bad in a previous life!). I also enjoy cooking, swimming, the theatre and various failed attempts at sport!

Specialties:

→ Business networking strategy

→ Referral strategy

→ Social networks

→ Social networking sites

→ Networking skills

→ Word of mouth marketing

→ Networking for your career

→ Using your network to find a job

→ LinkedIn

Current position (3)

Conference Chairman and Awards Host

H & A Lopata ltd

Director

H & A Lopata ltd

Author

Various publishers

Achievements (4)

Fellow of the Professional Speaking Association

The highest level of membership in UK and Ireland

Fellow of the Learning and Performance Institute

Master of the Institute of Sales Management

Member, Global Speakers Federation

Presentations

Presentations (8)

It's Who Knows You

For many people networking is simply about passing out business cards at events or collecting contacts online. More successful business people, however, realise that it's a far more strategic tool with a big impact on many areas of their business or career.

How much could you accomplish with the help of your network...

- for your business?

- in your current role?

- in your career?

How much are you achieving at the moment?

This session is designed to enable participants to understand the power of their network, surround themselves with people who will support them at each turn and influence how other people see them. It can be run as a 45 minute talk or 90 minute interactive session.

Make the Room Work for You

Does the word 'networking' simply leave you cold? Do you avoid all networking opportunities if you possibly can?

When you go along to a networking event, do you find yourself standing on your own, talking to your work colleagues and watching the time wondering when you can leave?

A session that focuses on some of the key skills which make networking so much more effective…and enjoyable.

What You Will Learn

What is Networking?
Overcoming fear of a room full of strangers
Who to approach
Moving on
What do you talk about?
Exchanging business cards
Leaving the elevator pitch on the ground floor
Following up
How to build and develop relationships

Can be delivered as a 30-45 minute talk or 90 minute interactive session.

Connected Leadership

Why is networking relevant to top leaders? How can you make a difference by connecting with connecting with key employees, stakeholders, influencers and others?

Andy interviewed a number of top leaders on why networking is so important to them and in this presentation he shares their thoughts, combined with his experience of the power of networks.

What You Will Learn

The role networking plays in successful businesses
How to identify your brand as a leader
Why your values need to be congruent with the values of your organisation
How your network can communicate your brand and your values
The importance of mentoring
The role of strategic alliances
How your network can keep you in tune with what is happening in your company, in your industry and beyond
The importance of long term relationships

Bigger Than You - The Hidden Power of your Network

You can't do it all on your own.

Whatever you think about your abilities, and whatever you'd like other people to think, you will achieve so much more in your career, in your role and for your business if you're open to the support of others. Yet, unfortunately, whether because of time pressures, the need to save face or sheer lack of focus, very few of us achieve anywhere near the level of success that our network could help us reach.

This session is designed to help you change that. Over the course of this presentation, we look at:

Why we don't like to let anyone help us
The importance of a trusted network and where to find it
When and where to share
The role of mentors and sponsors
Mastermind groups
How networks can give us key business intelligence
Innovating and creating new ideas with the help of our network
The support offered through online networks

How to Use LinkedIn as a Referral Tool

Social media has exploded in popularity as a business tool in recent years and LinkedIn has been at the heart of that explosion. A large number of business people now have profiles on LinkedIn, but how many truly understand how to use it effectively?

Although particularly of use for those with a business development responsibility, from owner-managers to sales teams, everyone in a business should understand how they can use LinkedIn to find new connections to benefit the company.

Particularly recommended for sales teams, company directors and entrepreneurs.

What you will learn

Where the power of LinkedIn really lies
How to put together an effective profile to attract key prospects
Who you should and shouldn’t connect to
How to raise your profile and connect with key influencers in your prospects’ industries
The difference a good testimonial can make, and what it should say
How to search for key connections through your existing network
How to ask for referrals through LinkedIn

The Networking Mindset

Invite people to a networking event and many will find any excuse not to go. Images fill our minds of people exchanging business cards and elevator pitches over cold canapes and warm wine. Many feel uncomfortable approaching strangers, struggle to know what to say or lack the confidence to talk to senior people.

Yet strong networks provide a foundation for a successful career and events are a key tool in helping us to build those networks and deepen the relationships within them.

How then, can we overcome our hesitation, enjoy networking events and ensure that they are productive?

In a brand new interactive presentation, Andy Lopata will explore the networking mindset, looking at what you need to think about to get the most out of your networking. You won’t just learn from Andy’s presentation, you’ll network throughout, putting Andy’s suggestions into action.

Being Social - Navigating the Online Networking Jungle

LinkedIn, Facebook, Twitter, Snapchat, Pinterest, Instagram...

The list is seemingly endless. Every day new social networking sites are formed and invitations to create another profile appear in our inboxes. In a world where digital communications mean ever growing demands on our time, how do we decide which social networks we should join, and how can we possibly justify the time needed to use them effectively?

In his talk Andy will share a simple approach to deciding which online networks are right for you and how to decide just what role they will play in your business or career.

Online networking offers so much more than sharing a picture of your latest cup of tea. With the right degree of focus they can be a fantastic business tool, offering valuable shortcuts, answers, brand building and introductions.

But without a clear idea of why you should engage with them you might as well just have a break and a cuppa.

How NOT to Get Referrals

With growing competition and more demands on budgets, it's becoming harder and harder to win new business. Yet still so many sales people leave potential new revenues untapped and unexplored.

The reason is very simple. Across a range of industries, referral strategies range from tired and predictable to passive to simply non-existent. A large number of sales people and business owners become complacent when it comes to referrals and simply expect them to appear. Networking is still treated as a skill, not a core business strategy. Where referrals strategies do exist they tend to be lazy, poorly timed and ineffective.

As a result, potential new business simply goes elsewhere.

In this talk, Andy will share with you the key mistakes he sees practiced by so many unsuccessful companies time and time again. The mistakes that ensure that they don't get anywhere near as many referrals as they should.