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It's Who You Know : How a Network of 12 Key People Can Fast-track Your Success - Janine Garner

It's Who You Know

How a Network of 12 Key People Can Fast-track Your Success

Paperback Published: 17th March 2017
ISBN: 9780730336846
Number Of Pages: 208

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Meet the twelve people that can accelerate your success – in business and in life

It's Who You Know is the long-awaited handbook to effective, productive and influential networking. Having the right relationships is more important than ever before, but digital connectivity and social media has changed the landscape. Social media has made networking easy, but has it made it better? In an age of digital disconnect, having the right relationships is more important than ever before with more and more of us reporting we feel disconnected from social media. Networking is no longer about collecting business cards and meeting thousands of people online or offline; it's about knowing the right people, and nurturing those relationships. You only need 12 – or even just four. Approached strategically, this comparatively small network will provide the strength, diversity and opportunities to help you achieve your personal and professional goals. This book shows you who you need to know, how to get to know them and how to make value a two-way street. Action plans, checklists and an online diagnostic tool help you start taking steps right away, and the emphasis on "doing" over endless planning gives you the motivation you need to get up and go.

The old adage "It's not what you know; it's who you know" has never been more applicable than it is today. The problem is that many of us "know" thousands of people across social networks, but how many of those people truly know you and how many of them are truly connected to you? It's time to clear out the network clutter and identify those who actually add value to your professional and personal development.

  • Master the art of real and influential strategic networking in a noisy and disconnected online world
  • Learn who you need in your circle, and how to find them
  • Nurture and maintain your professional relationships
  • Leverage your power network to accelerate your career

Today, jobs are filled before they're advertised and previously unthought-of collaborations appear out of nowhere. Networking has become a critical factor for success. It's Who You Know brings networking into the modern era, and shows you a strategic approach to making it work for you.

A genuinely original approach to building relationships


These days it seems like every business person is clamouring to be an author, but in the rush to release a book and build authority, many publications come off shallow and are often mere regurgitations of conventional wisdom or collections of interviews/case studies. Not so with Janine Garner's "It's Who You Know". This is a book with unique and actionable content that anyone can use to improve their lives through building relationships more strategically. I went through the first 10 years or so of my professional career seeing the old adage "it's not what you know, it's who you know" through a fatalistic lens: if you weren't born rich into the right networks you were screwed! When I realised that "who you know" can be improved in exactly the same way as "what you know" I became far more interested in networking. The trouble of course, is that saying is easier than doing and although my relationships and networks are an order of magnitude better than they were 10 years ago, it's an area of my personal development that still needs a lot of attention. Enter Janine's book: It's Who You Know provides an innovative and original framework for building and nurturing a small and strategic network of "power connections" that can catapult you to another level of success in all areas of your life. Far from preaching that we should all throw our business cards around like Ninjas at networking conferences, Janine's framework defines several specific roles that everyone needs in their network (starting from a "core 4" and building out to 12 key people) and tells you how to build and nurture those relationships over time, not just by finding people to fulfil those roles in your network but by looking at where YOU fit into OTHER peoples' networks too. I can't recommend this book highly enough, I'm looking forward to reading more from the same author.

Killcare Heights


This will change what you think networking is about


This is a strategic and practical approach to networking for leaders who have little inclination nor time to just exchange business cards. After you read this, you'll realise, to your surprise, that despite your wide network, you may still have critical gaps in your network of 12 key people who can support you on your success journey. Networking was something I felt I had to do, but reluctantly, as it took precious time away from other important work. Now I have an approach and tools that can help me do this more strategically and effectively. Thank you Janine Garner for this fundamental shift in thinking.



connection in an age of disconnection


If you're feeling fed up with all the likes, friends and followers, then this book will help you form relationships that truly matter. I was surprised to find I had outgrown my network and then floored to see the difference in my business when I made an effort to apply the learning and connect with the right people. It's been a game changer for me

Melbourne, Australia


I book I keep coming back to


This is a must read book for anyone in business who wants to achieve and succeed. Packed with practical tools and sound advice, this is a book I keep referring back to. Garner smashes the old paradigm of networking and shows the reader the power of building a small and supportive network based on authentic relationships.



Quality business development resource!


Be sure to have a notebook on hand as you'll definitely be applying some of the lessons in this book to help you identify your key 12 people within your business network (or the ones you don't have and need to seek!)

Sydney, Australia


essential read for career direction


I bought this book after a friend was talking about a job they got that wasn't advertised. I hadn't given much thought to networking before but this gave me some good advice on where to go and what kind of people you need. Now i need to get my pit crew together!!

Brunswick, Victoria


Creating a meaningful network is the key to success!


For me, networking always seemed like an inconvenience and something I avoided. After reading I now realize that it is critical to create significant, lasting relationships that will contribute positively to both my professional and personal life. Networking now seems much more relevant and motivating, establishing and maintaining key connections with people focussed on learning, sharing information and knowledge. It's now clear to me after reading this book that a successful network isn't measured by the number of connections you have on LinkedIn or other social pipes. If your focus is on establishing a vast collection of "friends" or "followers" on a particular network, you will lose the benefits of actually connecting with people in a meaningful way. This book reinforces that knowing the right people, and nurturing the right relationships is critical to success, for me it's now time to "clear out the network clutter and identify those who actually add value to your professional and personal development", the action plans, checklists and an online diagnostic tool contained within this book will help me achieve my newly defined networking goals. Connect with those who you know and trust, bigger is not always better.



It's Who You Know

5.0 7


About the author ix

Acknowledgements xi

Foreword by Lisa Messenger xiii

Assess your network online xvii

Introduction xix

Part I: Why 1

1: SHIFT your mindset 3

2: RETHINK how you network now 13

3: TRANSFORM to a collective network 27

Part II: Who 39

4: SORT through your current network 41

5: SEARCH for your Core Four 53

6: SEEK out your 12 key people and personalities 71

7: SINK the 12 Shadow Archetypes 101

Part III: How 115

8: CHOOSE who, what and why 117

9: CONNECT in the right way 131

10: CULTIVATE connections and exchange value 143

Final words 161

One last checklist 163

Notes 171

Index 173

Let’s connect 181

ISBN: 9780730336846
ISBN-10: 0730336840
Audience: General
Format: Paperback
Language: English
Number Of Pages: 208
Published: 17th March 2017
Publisher: John Wiley & Sons Australia Ltd
Country of Publication: AU
Dimensions (cm): 21.6 x 14.0  x 1.5
Weight (kg): 0.24
Edition Number: 1