the networking formula for success - mba career … · the networking formula for success deb...

KNOWLEDGE FOR ACTION

THE NETWORKING FORMULA FOR SUCCESS

Deb RosenbloomExecutive Coach, Hancock Leadership

Presented to Wharton MBA 1st Year students


Today’s goals

Deb Rosenbloom, Hancock Leadership 2016 2

• Overcome barriers to success

• Provide skills to increase your confidence and results (we’ll even give you a framework)

• Help you network with authenticity

Slides will be available at the MBACM website


Two Strategies; One Search

MATUREHeavy fall/winter recruiting

• On-Campus Interviews

ENTERPRISERecruiting throughout year; late in

year/summer offers

• Job Postings

• Digital Brand

Conduct a well-prioritized and balanced searchto ensure recruiting success

Networking skills are critical to all of these



Networking Attitudes


• How many of you love to network?

• For those of you who did not raise your hand, why not?


Top 4 Excuses about Networking - Debunked


Roadblock Solution

It requires too much work, time, energy

Be strategic/goal oriented in your approach to networking

Only extroverts are good networkers

It’s challenging for everyone, find a way to do it that works with your natural preferences

Asking for help is an imposition, I don’t want to bother people

Change your perspective – people like to help if you make it easy for them and show appropriate gratitude

Networking is manipulative

Be authentic and communicate your agenda clearly

Misconceptions


Networking Attitudes


Networking will be a critical component of any successful MBA career search

Choosing a positive attitude dramatically increases your chances of success – pick one

that works for you, and just do it!


Networking with Integrity and Authenticity

• Deliberate/strategic

• Mutually beneficial

• Built on trust



The Networking Formula for Success


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Acknowledge, update, honor commitments

Articulate your goals

Identify targets

Create a compelling pitchInspire confidence when

you meet your targets,

Adjust and repeat


The Networking Formula for Success - Goals


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Articulate your goals clearly and specifically


Goals Build Confidence

“Self confidence: The courage that comes from certainty about our capabilities, values and goals”


Source: Working with Emotional Intelligence Daniel Goleman


How Can I Help? (And What’s in It for Me?)


• People need to know exactly how they can help you (provide some examples of what you seek to help people generate ideas, and you will get better referrals)

• Understand the value proposition you offer - it’s more than you think…


The Networking Formula for Success - Targets


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Understand who you want to network with, and develop a strategy for getting to them


Identifying Targets


• Identify your desired targets (it’s not who you know, it’s who you get to know – be strategic)

• Resources available to you:– Company research– Your current network– Alumni– Social networking


Sourcing Exercise

Who has a “dream company” they want to work for?


Insight?


Top 3 Tips for Managing Your Contacts


• Maintain a target company list: expand as you learn more about the space

• Prioritize your contacts: your skills will improve with every conversation – maximize learning by honing your approach with lower priority contacts before contacting highest priorities

• Track calls & emails: you are likely to overestimate volume and feel discouraged by rate of return unless you track it

What’s not on this list?


The Networking Formula for Success - Pitch


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Create a compelling pitch for an email, phone or in person initial approach


Pitching Ourselves


• How many of you love to talk about yourself?

• Why not?

If you don’t promote yourself, nobody will – as a professional you need to make the case for why people should help you, refer you, or hire you

Insight – get over it!


Talking About Ourselves – Top 3 Roadblocks


Roadblock Solution

I don’t want to brag or be seen as arrogant.

Focus on relevant accomplishments and they will view you as considerate versus arrogant!

I don’t know what to say, or what things to prioritize so I ramble or say too much

Preparation gives you confidence and insures you focus on most relevant accomplishments.

If I’m good, it will get noticed. I shouldn’t have to tell people all the time.

People are busy – they won’t always notice your accomplishments or remember to give you credit. Visibility is YOUR responsibility.


Your Pitch is a Key Tool


• Your target audience needs to know 3 things:– Who are you?– Why should I help you?– How can I help you specifically?

Follow on sessions this week focus on developing a pitch. We’ll give you a template, you’ll draft a pitch, get feedback from

peers and have a chance to practice. Today, lets focus on method of delivery


Pitch Emails that Lead to Action


Your first contact is likely to be via email:

• What do people read first? What makes them open an email?

• How much will they read? The no-scrolling rule may apply – be concise.

• Persistence is critical for success and demonstrates your commitment


Pitching by Phone: Getting Your Calls Returned


You may need to follow up with a call or voicemail:

• How can you make it easy to return your call?• What if they answer the phone – be ready to talk• Gatekeepers can be a hindrance, or they can be

helpful – how are you going to approach them?• Persistence shows professionalism (but there is a

limit before you are perceived as a stalker!)

YES, I said “Calls”


The Networking Formula for Success - Meetings


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Network with confidence, make a memorable first impression, use best practices for meetings and events


Confident First Impressions


• The first 90 seconds are critical

• Projecting confidence and building rapport early makes the rest easier


First Impressions


• Body language– Attitude/energy– Eye contact– Posture/head orientation– Smile

• Voice– Inflection– Volume– Speed

Body LanguageVoiceLanguage/Content

55%

7%

38%


High Impact Tips for Navigating EIS and Events


• Warm up: Practice your pitch in a conversation• Nametags: wear properly so they remember your

name when you follow up• Questions: prepare questions in advance to

differentiate• Working the room: be mindful of etiquette

• Joining and exiting conversations gracefully• Balance eating, drinking and note-taking• Get a business card and follow up


Tips for Coffee Chats


• Although positioned as non-evaluative, it is an opportunity to make an impression:– Positive and unforgettable OR– Memorable for the wrong reasons

• Prepare by:– Practicing your pitch: who are you, why are you

interested– Identifying the questions you will ask


The Networking Formula for Success – Follow up


Develop your

GOALS

Identify your

TARGETS

Prepare your

PITCH

MEET your

targets

FOLLOW UP

Meet your commitments reliably, thank and update your network


Follow Up Differentiates in 3 Key Ways


• Makes things happen: if you do everything else right, but fail here, nothing happens

• Deepens trust: people will trust you more when you honor your commitments – if you said you would follow up, just do it!

• Demonstrates gratitude: if people helped you get to this stage, keep them in the loop, thank them for referrals…

Confidence goes up too!


Closing

Please complete the feedback forms…

…And keep in touch!

[email protected]


Parting thought: Networking is about generosity:

• Helping others achieve goals• Tapping into others’ desire to help


Deb [email protected]



Benefits of Networking


• “Hard” Benefits– Increased career opportunities (80-90% of jobs found

through networking– Increased recognition and visibility – Higher rates of promotion– Increased efficiency on the job

• “Soft” Benefits– Enhanced job satisfaction– Greater sense of personal identity– Great access to developmental feedback and learning– Greater perception of success

Source: Mentoring at Work: Developmental Relationships in Organizational Life Kathy Kram


Networking Key Success Factors

“Networking is the deliberate process of exchanging information, resources, support, and access in such a way as to create mutually beneficial relationships for personal and professional success”

• Deliberate/strategic• Mutually beneficial• Built on trust


Source: Making Your Contacts Count, Anne Baber * Lynne Waymon


Informational Meetings: Appropriate Goals


• You are not asking for the job– Removes pressure and makes it easier for target to meet with

you– Allows you to ask questions you couldn’t ask during an

interview• You will be asking for:

– Advice– Information– Referrals


Preparing for Informational Meetings


• Opening agenda: put the other person at ease by clarifying your goals, what do you want to accomplish and how will you use their time well?

• Your pitch: remind them who you are, why they might want to help you

• Questions: prepare questions to keep the conversation flowing and maximize the value of the conversation

• Your goal: Be sure to request what you came for. Be specific if you seek referrals.

the networking formula for success - mba career … · the networking formula for success deb...

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