IIM Lunchtime Lecture: Social Media: The effective use of LinkedIn for Business to Business success

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Date(s) - 19/06/2019
12:00 pm - 1:00 pm

Friend's Meeting House


This lecture is designed to highlight the potential for using Linkedin as a B2B tool and will provide insight in how to establish and maintain a professional brand and make the right connections. Additionally it will discuss how to present yourself and how to encourage discussion creating trust and valued relationships.

Learning Objectives
By the end of the lecture delegates will know:

Why you should use LinkedIn to develop your business development network

  • Brief introduction to LinkedIn for B2B
  • Why is LinkedIn the most widely used social networking tool in B2B

Establishing and maintaining your professional brand

  • Making sure your profile reflects you and your employer!
  • Creating an all-star profile – what areas you need to complete

Looking for the right connections & building your B2B network

  • Mapping the connection between virtual and reality in a B2B environment

Engage, be engaging and insightful

  • Selling yourself as a thought leader
  • Being persuasive in telling stories
  • Don’t sell, starting a conversation and how to add commentary

Building on relationships, trust and adding value to your connections

  • Making B2B introductions
  • Promoting connections activity

Speaker Biography
This lecture will be presented by Matt Skipper and Katy Oddy who both work for Mills & Reeve as Business Development Manager and Business Development Advisor respectively.

Matt has significant experience in Business Development having worked in numerous business sectors. His current role sees him working with lawyers to provide them with the tools to enhance the way the approach business development and win new work. Matt has been with Mills & Reeve for nearly 2 years now having spent 9 years with Lucas Fettes & Partners as Group Marketing Manager.

Katy spent nearly 10 years at Emerald Group Publishing Ltd in roles as a Account Management Executive and latterly a Regional Operations Manager. This gave her extensive experience in handling and coordinating international teams and developing business practices to improve Sales and Marketing activities. Following a period with Appleyard Lees IP LLP and Fieldfisher within Marketing roles she then joined Mills & Reeve in 2017 as a Business Development Advisor working across their Corporate & Commercial National Service Line and the Food & Agribusiness Sector.

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