© 2010 Right Management. All Rights Reserved.

Networking & Career Development

Lisa RyanVice President Talent Management

Agenda

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What is networking?

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Networking is:

Sharing and cross-collaboration:

Networking is about building relationships to share and gather resources and information.

When you are networking effectively, both you AND your contacts are benefiting.

You are building a personal and professional network for future endeavours.

Effective Networking

Positive

What’s in it for them – WIIFT

Pay it forward – what can you do for them?

­ Giving back – good karma

­ Send information, articles, make introductions

Negative

What’s in it for me – WIIFM

­ User

­ Only when you “want” something

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Why network?

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The Value of Networking

Provides you with information to help your career development

Enhances your knowledge and credibility

Uncovers opportunities and information difficult to discover in other ways

Helps get you noticed for positions you have identified

Puts you in less competitive circumstances

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A new definition of networking

Myth

It’s who you know, not what you know.

Reality

It’s who you know. (Contacts)

It’s who knows what you need to know. (Strategic Contacts)

It’s what you know. (Information)

It’s who knows you. (Visibility)

Who should I network with?

Networking Process

The more people you connect with the more you inadvertently are connected to others

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How do I start Networking?

Start by listing all your contacts

Review your research questions

Set your agenda for Informational Meeting

Write your script for the call to set meeting

Meet with your immediate contacts for Informational Meetings

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Networking Process

A

A

A

A

B

B

C

B

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BB

B

BB

B

C

C

CC

B

C

CC

C

C

BB

C

C

B B

I’d be happy to give you the benefit of my experience.

We are looking for someone like you to take on this special project.

I know someone who does xxx. I’ll introduce you.

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Selecting a mentor

Be clear on your objective

Choose someone with a similar career path

Make sure your mentor has enough time

Create mutually beneficial goals

Take ownership of the relationship

Make sure your mentor feels heard and appreciated

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Networking approach

A

I am looking to expand my knowledge of xxx and thought you would be a great

place to start. Could I have 15-20 minutes of your time to share my

strategy and hear your thoughts and ideas? Sure, I’ll be happy to help.

During the meeting, ask for information and referrals…

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Informational Meeting Pointers

Verbally review your next steps at the end of the meeting

Ask if you can touch base with them periodically to ask any further questions that come to mind

Think of what you can offer your contact in return for their assistance—examples might be information, articles, vendor names, resources

Don’t remind your contact of any difficulties you have had reaching them

Develop a tracking system and record information from each meeting

Informational Meeting Agenda

Warm-up conversation Emphasize connection with referral Objective Options you’re currently exploring

Gather additional information Summarize Show appreciation Agree on follow-up actions

Industry/Sector Common Business Issues?

Challenges?Solutions Tried?

Needs

Who Else?(Referrals)

BuildRapport

Build Rapport

Self-Presentation

Referrals

Thank you Next Steps

Focusing-In Technique

(F.I.T.)

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Building Networking Momentum

Prioritize contacts, continue to reach out to build a strong pipeline of activity

Email or phone contacts (develop script/talking points)

Be sure to follow-up (get organized!)

Set daily and weekly goals for number of face to face informational meetings and number of referrals obtained

Attend group networking events to grow contacts:

( e.g. professional association meetings, community volunteering)

Use social networking tools

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When should I network?

Where should I network?

Where will you meet like-minded people?

Industry associations

– Sub-groups

– Round tables

– Committees

Social Networking

– Twitter, Linked-In, Facebook

Mentor & mentee programs

– Blogs

Activities

– Yoga, golf groups, clubs

Volunteer

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Be Curious!!

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Networking Tips For Reaching People You Don’t Know

Use Your Existing Network’s Network

Attend Market Connection meetings

Practice with trusted advisor

Call professional organization members

Use social networking sites

Attend networking events

Research industries, markets, and companies

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Online Networking

What is it?

Individuals connecting through electronic means

Communicating personal brand 24/7

Services—Plaxo, LinkedIn®, Facebook and others—help users grow and manage personal and business networks online

Access to people in more locations, industries, professions

Who is doing it?

Jobseekers, business owners, recruiters, active networkers

All Fortune 500 companies represented on LinkedIn, director level and above

More than 145,000 CEOs on LinkedIn

Experienced professionals globally, representing 170 industries

Your LinkedIn profile will appear in Google and Yahoo Search

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Using LinkedIn.com

Set up a Profile to promote your expertise Work experience Recommendations (work colleagues, customers, classmates etc.)

Invite people you know to join your network customize your invitations to link Build your network slowly based on quality vs. quantity

Research people you are scheduled to meet

Offer advice and feedback to provide value Groups Questions & answers

Join groups on LinkedIn

Use the Status Update field to share what you are working on

Keep your profile updated and continue to manage your network

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Manpower Study Employer attitudes to social media in the workplace

Survey 34,000 employers in 35 countries

Fostering collaboration & communication 11%

Recruiting new talent 8%

Assessing candidates before hiring 7%

Continuing professional development of employees 7%

Improving employee engagement 5%

Staying in touch with former employees 4%

To sum it all up...

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Networking Best Practices

Be organized Create contact tracking system Prioritize your contacts Create research questions to ask Develop a script before you pick up the phone—prepare for each possible

obstacle! Develop an agenda for Informational Meetings

Be prepared to talk about your background and future interests

Help others—don’t just ask for help

Be natural and genuine in your approach say thank you and mean it

Follow through on next steps and commitments

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Networking Reminders

Consider your approach for each situation

Be prepared to ask questions

Don’t put pressure on anyone

Be clear on value proposition

Always offer assistance

Ask about next steps and other referrals

Remember people want to help

Stay connected – make networking a way of life

Questions?