David O. Hunt, PE [email protected]

LinkedIn: davidhuntmecheng Twitter: @davidhuntpe

Legalese

 Entire presentation is copyright 2013 by David O. Hunt, PE  Exceptions are:    Dissemination is permitted provided:  Cartoons Quotations from others as attributed Credit is given to me (or embedded material creators as appropriate)   No money is charged for these materials The intent of dissemination is to help people find work

We’ve all been here…

About Me

 Senior-Level Mechanical Project Engineer  Yes, I’m looking too  Focus on medical devices and defense  I either want to help cure people, or help kill them…  Burlington MA to Concord NH, Salem NH to Keene NH  Got first and second jobs after college through networking – others too  Downsized several times in my career  Networking and recruiters are how I’ve found my jobs

When I learned about networking…

 Downsized in 2003  Sent to an “outplacement consultant”  Was told “Contact two people, they’ll each give you two people, and so on…”  Oh really?

 Most people are busy  Most people don’t understand networking  If you get anything 25% of the time you’re doing well (credit: Eric Ross’ Power Networking presentation)

So what is networking?

 Networking relies on the known  Its strength is the personal referral  And a quote: 

It’s not who you know, it’s who knows you (John Amico)

 It takes a LOT of work (it’s not netslacking!)  And it takes a LOT of getting out there to meet people  Being an introvert can be overcome  I used to be a wallflower.

  I got over it. You can too.

Contents

 HR – what they do, some ways to go around them  Building bridges to people  Necessity of common ties  Job boards – what are they good for?

 Networking after you land  Miscellaneous thoughts

HR – The Situation They’re In

They really are swamped!

 Two separate HR persons  Over 200 emails per day, every day  First pass – delete based on subject line  Second pass – delete based on body of email  Third pass – 20 seconds per resume  Other conversations echo this situation

So what does HR do?

Protect the managers

 HR exists to filter resumes and applicants  Hiring Managers (HM) want a 17-sided peg, HR will screen based on those criteria  HR often does not understand the task details  HR does not have the discretion to push back when given a list of impossible-to-meet criteria  If you are not a “perfect fit” – you need to bypass HR

Over, under, around…

 Aim high – 2-3 levels above the position you want  Ideally this is in your discipline  But high-level people know each other  Ultimately…

Bypass HR you must!

And about those managers…

 People these days are incredibly skittish  Worried about their own jobs  Incredibly busy – “crazybusy”  Besieged by networking requests  E.g., I’m pretty good at getting “warm referrals”…  Normal success rate (> 70%)  These days, less than 50% - and that’s optimistic

Bypass Route 1: LinkedIn

 Search for people in target companies / industries  By title  By discipline  By seniority / level  By group  By school  By connections  By any means necessary

    

A Very Good LinkedIn Tactic

Identify a target company Filter for:   First- and second-level connections at that company Group members at that company (LI revamp made this less useful) Make a list of people at that company   First-level contacts and group members – that’s easy Second level-contacts: who can put you into contact there?

Send notes to people you know, asking for their help with a “warm introduction”  Start contacting the highest- and best-placed people preferentially  Only do two at a time at most Remember your goal: someone willing to read your resume, with the perspective to understand what you could do for them, who can become your internal advocate

Bypass Route 2: Alumni

         Remember the odds you get something useful: 25% My response rate by appealing to school ties?

80% “Fellow Minuteman/Tartan needs networking help” (your alumni nickname as appropriate) Alumni directories can be great for this!

Alumni directories can be searched for people at companies (in addition to LinkedIn) Alumni events are also good (if your school has a local club) Be sure to join relevant LinkedIn alumni groups (schools… and companies!)

Bypass Route 3: Appetite

 “The best way to a man’s heart is through his stomach”  Who knows almost everyone at a company?

 The person running the cafeteria  Seek out people in catering companies (e.g., Sodexo)  Really only good for mid-to-large companies  Other food routes: “Team building by cooking” companies (e.g., Eurostoves)  If you find a person at a target company on LinkedIn and they list cooking as one of their interests… can you pique their interest?

Appetite 3a: Catering

 Outside venues (e.g., function rooms) are often used by companies for holiday parties, special events, etc.

 Caterers bring food in for special events  Can you cultivate contacts in nearby-to-your-target restaurants / catering organizations?

 Admittedly this is a long-shot strategy but…   If you do befriend someone in such a venue… The contacts you have in your target place will be high up!

 Charity events need volunteer help. Hint hint.

Bypass Route 4: Volunteer

      Many companies discuss charitable efforts They give financially and encourage participation Look at their websites for what charities they support On LinkedIn people sometimes list their personal charitable interests – ID key people and those interests Tunnel in through there by volunteering yourself     Initiative Unconventional thinking Commitment to others By being a “regular” you demonstrate work ethic For G-d’s sake though, do it sincerely!

Bypass Route 5: Groups & Events

    What groups do you belong to?

     Social groups Community groups Fraternities / Sororities Professional Groups Trade / Subject groups What about friends and family?

Religious institutions Chambers of Commerce meetings can be a great resource to meet people  And for finding new companies to target!

Bypass Route 6: Articles

 Find trade magazines related to the industry  Write people who author said articles   Ask a few, pertinent NON-yes/no questions Do NOT ask for a job or even hint that you are unemployed   Try to open a discussion Once you establish a relationship, try to leverage them to expand your network  This is a longer-term strategy to be used in parallel with other efforts  Remember, the higher the position, the bigger the ego

Bypass Route 6a: Writing

  In addition to writing people who write articles… Write your own articles!

    Letters to the Editor of trade journals, business magazines, online forums Write articles showing your expertise in a topic Start a blog    This can be a time-sink and hard to keep up!

E.g., the-blue-lobster.blogspot.com

Remember the blogosphere is very crowded with an unfavorable signal-to-noise ratio Use facebook, twitter, etc. to build an internet presence  Follow me @davidhuntpe

Bypass Route 7: Supply Chain

 Who at your ex-employers know lots of people?

 Purchasing people  Purchasing people get approached by suppliers all the time  Who else?

 Supplier sales & marketing people  The supply base serves multiple companies in similar industries

Bypass Route 8: Articles as an “in”

 Identify a target person (e.g., Director/VP of “X”)  Find a very germane article  Write a short note introducing yourself (never asking for a job)  Send the article and include your business card  Ask 3-4 “penetrating, thoughtful questions”  At the end of the note give a timeframe when you will contact them to follow up   You’re asking for their perspectives on the article You’re asking for their answers which will help you

Don’t get discouraged!

 None of these are guaranteed to work each time  It’s a numbers game  Always recall the words of Saint Gretzky… 

“100% of the shots you don’t take, don’t go in!”

Building Bridges to People

 The worst time to approach someone is with hat in hand  This is probably the situation you’re in  So remember you’re dealing with people  Ask for advice  Offer value (i.e., what’s in it for them)  Show interest in their work and history  Show interest in their interests  State that the door is open if they ever need help  Never, ever push your resume at someone unsolicited  (This is one of my personal pet peeves!)

The Necessity of Common Ties

 Networking means reaching out to total strangers  You need to have something to connect you  Most often that’s a person in common  Groups are another (Alumni, clubs, etc.)  Shared interests

Job Boards

 Less than 10% of jobs are filled through job boards  I use them to look for company openings  I then tunnel in through networking  Only in the last resort do I submit through a board

    

Networking after you land

Tell everyone – everyone! – that you contacted about your landing Especially thank those in the chain that got you there Continue to stay in occasional touch    If you see an article they might like If you hear news about their employer  Especially if you hear of a layoff - ask if they were affected and immediately offer your help!

If you see their update on LinkedIn Showing human caring once you no longer need them builds networking capital against the day when you might need their help again – it’s like a bank account “The time to dig your well is before you are thirsty!”  Bet on the fact that you will need help again

Miscellaneous: Random Walk

 Networking can be a random walk  A church member can know a neighbor who can help  “You never know who’s co-worker’s neighbor’s poker buddy is that one person you need to meet”  Always be prepared with business cards – always  Don’t dismiss contacts based on job position   E.g., a long-time janitor probably knows almost everyone!

An administrative assistant, especially the front-desk person, certainly does

Miscellaneous: Feelings

 People like to feel good  Make them feel valued  Stay in touch – lightly, not too often  Forward news, articles, etc. on occasion  Feelings and emotions are absolutely critical in networking  (And, of course, in interviewing… but that’s another story)

Miscellaneous: Memory

 Understand how memory works  The limbic system: the core of your brain  An event associated with an emotion is seared into memory  Whether through humor (careful!), making them feel valued… you can burn yourself into another’s memory   Individual & personal interests Holidays   Food / drink aficionados… (e.g., King David Coffee link) Heritage (tread gently here)

Miscellaneous: Give a focus

 At events people meet a lot of people  Try to do something to stick out  I have a selection of “unique and interesting” ties  When I email the next day, I refer to it as a reminder  I always wear my Freemason ring (and usually pin too)  Tasteful accessories that are “stand out” noticeable

    

Miscellaneous: Appearance

“I stereotype, it’s easier” -- Quote from Clooney movie  Stereotyping is hardwired Your appearance sets the foundation for the impression you make    Clothes and accessories Weight and how you carry yourself – perception of energy/drive Things that make people want brain bleach We all wish we could be judged by the content of our character  That’s not going to happen Check, check, and check again – and if you have someone in your life (spouse, etc.) have them check you too The style you choose will be taken as a proxy for your judgment  Especially if you have piercings, tattoos, or dress more suitably to being in a singles’ bar than a professional event

Miscellaneous: Their cards

 Write on each card you get:   Where and when you met them Any specific notes   A need they voiced – can you help?

Anything that allows you to personalize contact with them    Follow up within 48 hours of meeting them – ideally 24 Remind them of where you met in the subject line  E.g., “XYZ event follow-up; ” Write down if they noticed your tie, broach, etc.

 Remind them of it to call you specifically to mind (parenthetically).

 E.g., “We met at the XYZ event last night. (I’m the guy with the engineering equations tie.)”

Miscellaneous: Closing / Follow-up

     First, thank them for their time Declare your intent to follow up If they have a specific need, restate it back to them In the follow-up, ask for (not all at the same time!):    Advice Other contacts Etc.   Remember to customize your email as much as possible Follow up within 48 hours – ideally within 24 Close your follow-up with:    Something that’s “in it for them”  Did they have a specific need? An interest?

Thank them again for their time A further follow-up notice – ideally a call in a few days

  

Miscellaneous: Logs

Keep a log of your contacts At a minimum, record:       How you know them / got to them When / how you contacted them And where if you’ve met them in person Some notes about the contact (anything that helps personalize) A record of your contacts with them over time Grade them A, B, C Be persistent, not a pest      I will contact someone three times A minimum of a week between attempts I will say “I don’t want to be a pest” the last time I will try one more time several weeks later Then I write them off

Miscellaneous: Secret stash

 Hiring managers have a secret – a secret stash of resumes  This is their go-to starting point in a new search  Can you give something in an “informational discussion” that they can keep?

 Be memorable enough to be a candidate for that file

Miscellaneous: Warm Referrals

 Warm referrals are priceless  Throughout my networking I try to help people connect   I will send an email or make calls to do so Act immediately on a warm referral   Thank the person who did it immediately afterward  Keep them apprised Blow warm referrals off at your peril…  (Another one of my pet peeves; still ticked at my nephew!)  Follow through on promises  “Trust is built by commitments kept” (The late Prof. Pearson Hunt)

Miscellaneous: Contacts

 Good contacts are also priceless  Never give out names willy-nilly  Always check first with a contact  Limit each contact to 2-3 times a month  You can lose contacts by abusing their contact info  I have!

Miscellaneous: Quick Hits

    Name tags   On your right, and just below your shoulder If on a clip, right-way up Clothing     Double-check zippers, shirt/blouse buttons, etc.

Everything tucked in that needs it, and nothing that doesn’t?

Are pants / skirts “riding up” after being seated?

Clean your glasses before you go into the room/meeting Separate business cards   Your cards from one pocket Their cards to another pocket No glossy finish on your cards – can’t write on it!

Miscellaneous: Quick Hits

    Get there early   People cluster naturally; be the seed Peruse the name tags for people (if laid out) Loiter around the food    It’s a natural people-magnet Wait until people get settled though After you eat – napkin, check teeth in a mirror Protect your breath  E.g., I love garlic & onions (but I abstain the 24 hours before) Pay attention to their name – and how they say it   I am a “David” not a “Dave” Let them slip to a more relaxed mode

Miscellaneous: Quick Hits

 Watch the clock; don’t monopolize people  Exception: If this is an A-level person and it’s turning into more than a networking “touch”  In stating a need, be precise – the more the better  People generally want to help; help them help you!

 See someone alone, go talk with them  Stay focused on your conversation until it’s over  I tend to have “wandering ears”

Questions?

 You want answers?

I double-dog dare you to:

        Make a point of helping at least one other person every day – on an individual basis Copy-and-post job listings you find in your own search If you interview in or pass by an industrial park, write down the companies there and look at their sites for jobs to copy-and-post  At the very least, post the park name and location Reach out and mentor new networkers Share useful articles Make a point to dedicate 30 minutes of your day to this effort In other words, put credits in your networking bank account with a broad population on the boards

“In helping others, I help myself.”

One last thought

 Networking relies on being who you are  You need people to know the real you – both as a professional and as a person  It relies on the sincerity of your desire to grow your network for honest purposes  So remember:  “Sincerity is the key to success…  … if you can fake that, you’ve got it made.” (G. Marx)  Are you networking now?

Go get ‘em!