penn state smeal mba program networking made simple presented by emily giacomini august 16, 2012
TRANSCRIPT
Penn State Smeal MBA Program
Networking Made Simple
presented byEmily Giacomini
August 16, 2012
Penn State Smeal MBA Program
“The richest people in the world look for and build networks,
everyone else looks for work.”Robert Kiyosaki
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Personal Career Strategy
Networking
Info Interviews
Business Cards
Social Media
Alumni
Dress for Success
Career Fairs
Info Sessions
Job Applications
Interviewing
Case Interviews
Negotiation
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Session Flow
• WHAT is networking?• WHY network?• WHO is my network?• HOW do I network effectively?
–Informational Interviews
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WHAT is networking?
• Who has a successful networking story to share?
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WHAT is networking?
• Turn to your neighbor and share
about a time you networked successfully to get or do
something (2 min.)• Swap! (2 min.)
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WHAT is networking?• Building relationships• Developing a support system• Obtaining information, advice,
referrals• Exchanging information, ideas,
contacts
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Overcoming ChallengesObstacles Tips for Success
Work it into your job search plan, weigh the pay-offs.
Set a goal of # people to approach at each event. Find a style that suits you!
People want to help. Give them the opportunity!
Practice your pitch. Seek out fascinating people.
Networking takes too much time.
I’m an introvert.
It feels like manipulation.
I don’t know what to say.
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Benefits of Networking
AdviceKnowledge
PracticeDirection
Relationships
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How Companies Fill RolesNew Hire Sourcing
Referrals (28%)Job boards (20.1%)Career sites (9.8%)Recruiter-initiated (9.1%)College (6.6%)Rehires (4.3%)Social Media (3.5%)3rd Party (2.8%)Print (2.2%)Temp-> Hire (2.1%)Career Fairs (1.9%)Walk-ins (0.8%)Other (8.8%)
2012 CareerXroads Source of Hire Report Survey by Gerry Crispin and Mark Mehlerwww.careerxroads.com
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Build Your Network 3rd tier
Decision makers & hiring managers
2nd tier
Bridge you to your target companies
1st tier
People you know best
ABC
Brainstorm Exercise: “A” contacts
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WHO?
• Who comprises your network? Make a list or draw out the categories. 3 min.
• Share with a neighbor what you found and say which groups are closest to you. 3 min.
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Who are your “A” contacts?Current classmates Alumni
Parents, relatives Parents of classmates
2nd year MBA students Faculty, staff
Former classmates Current, former employers
Guest speakers Religious community
Student associations Volunteer organizations
Former co-workers Former customers, clients
Physician, dentist Family friends
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Six Streams of Network Contacts
You
Education
Social
Family
Spiritual
Community
Business
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HOW to Network
Before you jump in . . .
Image Source: unitedday.org
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HOW to Network
Image Source: michigan.gov
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HOW to Network: 2 ways
• OUT IN
• IN OUTImage Source: realmagick.com
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OUT IN
• Start with your “A” level contacts• Reach out to share your goal• Contact people to request
informational interviews
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Practice your pitch
I’m am MBA Candidate at Penn State, studying ____________. I have _____ # years experience in _________ and am targeting companies in ______________ industry for a FT role/summer internship. Who would be a good person for me to speak with?
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IN OUT
• Pick a firm from your Target List• Make a contact list of employees
from LinkedIn, alumni database• Contact people to request
informational interviews
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How do I start?
• List and prioritize your “A” contacts • Complete your marketing plan• Develop research questions• Write and practice your telephone script
to set up meetings• Reach out with approach letters/emails
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Reach Out Emails• Subject Line: says it all!• Brief Intro: MBA, # years work experience
in x field, exploring y function for a career• Express interest in company, department• Not asking for a job!• Request info interview: max. 30 min.• Indicate your availability
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Anatomy of a Network Meeting
• Rapport Building• Personal introduction, summarize career • Questions and conversation (3 sections)• Closing: referrals and thank you
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Rapport Building
5 minutes maximum• Warm up conversation• Emphasize mutual connection • Reiterate reassurance disclaimer• State your objective for the meeting
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Personal introduction
3 - 4 minutes• “Let me tell you a little about myself.”• Deliver your branding message• Present your marketing plan• Segue into your questions
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Ask your research questions
15 - 20 minutes
I. Business
II. Your contact’s career track
III. Your desired career track
Refer to:Sample Questions
to Ask
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Ask your research questions
5 - 6 minutes on Business• Industry trends• Business issues• Needs, challenges
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Ask your research questions
5 - 6 minutes on your contact’s career track• How they got there• Education• Skills and experience
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Ask your research questions
5 - 6 minutes on your desired career track• Resources: what should I be reading?• Events: what should I be attending?• Activities: what should I be doing?• People: who should I be talking to?
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Close the meeting
3 - 5 minutes• Keep your time limit promise• Ask for her/his business card• Ask for leads, referrals, introductions• Offer sincere thank you for time, advice,
information
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Follow-up & Tracking
• Send 2 thank-you notes: email and a card• Send a customized LinkedIn invite• Add to system to track connections and
schedule next contact• Touch base with updates, interest info• Let them know where you land!
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Create a tracking system
Last Name
First Name
Company Depart-ment
Title Email Phone Referred By
Referred Me To
Meeting or Call Date
Sent TQ email & TQ note?
Sent person-alized LinkedIn invite?
Follow-Ups
Cabrera Antonio Shoes Alive Market-ing
Director- Sandals
Antonio.cabrera@shoes alive.com
634-555-1195
Cousin Arnie
Harold Braun
11/13/12 Y and Y Y
Hanson Barbara Green Farms Surplus
Organic Herbs
Agronomist [email protected]
792-555-4675
Sheila Hanson
Joe Burrowes Bronson Kain
10/24/12 Y and Y Y Check back for Kain email by 11/3
Xi Chung-Ah
Sterling Plus
Purchasing
Manager- Asia region
202-555-5174
Prof. Charles Musgrove
Sally Fields,Jennifer Garden
10/26/12 Y and Y Y
etc.
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Next Steps
• Complete your marketing plan• List and prioritize your “A team”• Practice your telephone scripts• Craft and send your approach letter/email• Formulate info interview questions to ask• Practice your branding message
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What questions do you have?
Image Source: advancedlifeskills.com
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“The successful networkers I know,
the ones receiving tons of referrals and feeling truly happy about themselves,
continually put the other person's needs ahead of their own.”
Bob Burg