Transcript Networking: Getting Started - Pennsylvania State University

Networking: Getting Started
presented by:
Emily J. Giacomini
Associate Director,
MBA Career Services
August 19, 2014
Implementation
The richest people in the world
look for and build networks,
everyone else looks for work.”
Robert Kiyosaki,
Author of Rich Dad, Poor Dad
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What is Networking?
> What actions did I take?
> How did my network advocate for me?
> What general principles do you see
operating?
Amazon.com
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Session Agenda
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What is networking
Why do it
Overcoming Challenges
Who is your network
How to network strategically
Informational Interviews
What is Networking, in a word?
Steveezra.com
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Why Network? Benefits
Knowledge
Advice & Direction
Getting a job!
Practice
Relationships
Referrals
Giving back
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Why network: Value of Referrals
> 7% of job applications are referrals, but
40% of hires are referrals.
> 8.6 of 10 recruiters felt referrals were the
#1 source for quality candidates.
> 70% of employers felt referred hires fit the
company culture and values better.
Source: Jobvite 2011 Social Recruiting Survey
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Partner Exercise
> How have you networked in the last month?
> Turn to a partner and each take one minute
to share your latest networking story.
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Overcoming Challenges
Obstacles
Networking takes too much time.
How inspiring is your goal?
What will it take to prioritize
networking in your schedule?
I’m an introvert.
How can you leverage introversion to
make a deeper connection?
Set a goal: # people to approach.
It feels like manipulation.
I don’t know what to say.
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Tips for Success
People want to help. Give them the
opportunity! Be generous too.
Past experience? Practice your pitch.
Ask interesting questions!
How to Network
Image Source: unitedday.org
Before you jump in…
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How to Network
Image Source: michigan.gov
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Setting Goals
> What kind of internship do you want?
eg. function, industry
> What kind of full-time job do you want?
eg. function, industry, location, salary
> Write these down along with 5+ ways
networking can help you achieve your
goals. 2 min.
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How to Network: 2 Ways
> OUT  IN
> IN  OUT
Image Source: realmagick.com
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Who is your Network?
3rd tier
Decision makers &
hiring managers
2nd tier
Bridge you to
your target
companies
C
B
A
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1st tier
People you
know best
OUT  IN
> Develop your Marketing Plan.
> Start with your “A” level contacts.
> Reach out to share goal & request
informational interviews.
> Conduct info interview and share
Marketing Plan.
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Six Streams of Network Contacts
Education
Social
Business
You
Family
Community
Spiritual
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Who is your Network?
> Who comprises your current
network? Make a list or draw out the
categories. 2 min.
> Share with a neighbor what you found
and say which groups are closest to
you. 2 min. (1 min. each)
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Who are your “A” Contacts?
Current classmates
Parents, relatives
2nd year MBA students
Former classmates
Guest speakers
Student associations
Former co-workers
Physician, dentist
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Alumni
Parents of Classmates
Faculty, staff
Current, former employers
Religious community
Volunteer organizations
Former customers, clients
Family friends
What to Say? Practice your Pitch
Hi Uncle Albert! Good to see you. As
you know, I’m now in the MBA program
at Penn State, studying ____________.
I worked __# years in
_______________ (industry) and am
now targeting companies in
_____________ industry for a summer
internship. Who would be a good person
for me to contact for a short call?
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Pitch Exercise
> Write out your pitch (1minute.)
> Pair off and share it with your partner
(30 seconds plus 30 seconds for
feedback.)
> Listen to partner’s pitch and give
feedback (1 minute.)
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Who is your Network?
3rd tier
Decision makers &
hiring managers
2nd tier
Bridge you to
your target
companies
C
B
A
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1st tier
People you
know best
IN  OUT
> Prioritize your Target firm
or L.A.M.P. list.
> Find 3 contacts at each firm
via LinkedIn.com/alumni, CareerBeam,
alumni databases, your “A” contacts.
> Find emails or company email formats.
> Email people with your availability to request
informational interviews.
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2-Hour Job Search LAMP List*
List
Alumni
Motivation
10 dream
companies
Score 1-3
Check
LinkedIn.com/alumni,
alumni database etc.
Score 1-5
Score 1-4
How excited are
Search online:
you about the firm? www.indeed.com
10 companies
related to alumni
3: Alumni in target area
2: Alumni but not in
target area
1: No alumni there
5: Dream company
1: Unknown firm
10 companies
with current
postings
10 companies
from articles
* Prioritize in M, P, A priority order.
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Postings
4: MBA, function
3: MBA
2: unrelated jobs
1: no postings now
Exercise: Prioritizing a target list
> Access your target firm list or write down
5-10 companies where you’d like to work.
> Next to each, write A, B, C to prioritize
them, where A is for your top companies.
(3 min.)
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Outreach Emails
See MBA Guide p. 54-55.
> 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
Disclaimer
Rapport
Building
Research
questions
Referral
Request
Close and
Thank You
Personal
Intro
Amazon.com
Anatomy of a Networking Meeting
Rapport
Building
Intro
Research
Questions
Close
Follow-up
Establish a
connection.
“Let me tell you a
little about myself.”
Business: trends,
issues, needs
Keep time
limit promise.
Send 2 TQs and
LinkedIn invite.
Mention a
mutual
connection.
Deliver your
branding message.
Contact’s career:
skills, education,
likes/dislikes in
current role
Ask for
business card.
Add to your
system and
schedule next
contact.
Reiterate
reassurance
disclaimer.
Segue into your
questions.
Your career:
resources, events,
activities, people
Request
referrals.
Touch base with
updates, interest
info.
See Sample
Questions, Career
Guide p. 59-60
Offer sincere
thanks for
time, advice,
info.
Let them know
where you land!
State your
objective.
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What to Say? Practice your Pitch
Hello, I’m ________________ (first, last
name), an MBA candidate at Penn
State, studying ____________. I worked
__# years in _______________
(industry) and am now targeting firms in
_____________ industry for a summer
internship. In my last role at __ firm, I
delivered ___________ (#, $ result!)
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Create a Tracking System
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Next Steps
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Complete your Marketing Plan.
Prioritize your Target firm or L.A.M.P. list.
Find 3 contacts for each of your top firms.
Craft and send your request for a meeting.
Formulate info interview questions to ask.
Practice your branding message.
Conduct several info interviews and
repeat!
Additional Resource
Amazon.com
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What Questions Do You Have?
advancedlifeskills.com
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Parting Thought
“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
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