Networking I - Orientation

8/3/2019 Networking I - Orientation

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PARKER CAREER MANAGEMENT CENTER

Networking:Selling Your Value Proposition

Parker Career Management Center September 8, 2011


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R A genda

Share the networking advantage

Provide a framework for developing a high-impact pitch

Highlight networking opportunities at UCL A A nderson

Discuss the top 5 best practices for employer events and how toovercome networking obstacles

Practice networking

Share a few closing thoughts


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R

InternalInterestsSkills/ExperiencesValues

External BusinessEnvironment

ValueProposition

Resume Networking Cover Letter Interviewing Decision Making

SuccessfulJob Search

K nowing Your Value Impacts Your Job Search

Networking


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R T he Networking A dvantage

Networking is about relationshipsand generosity in both the shortand long-term:

Creating opportunities to buildmutually beneficial relationships

Communicating your valueproposition and your likeability

D evelop internal advocatesand/or identify potential mentors

Educate yourself on the industry,function and specific role

Networking is the #1 way people find job opportunities

As a c areer swi t ch er, my effe c t iv e net wo rk ing a nd relat ionship b ui l ding p laye d a vi tal r ole in my g ett ing invi te d t ot he inter vi e w.

-- UCLA And er son MBA 12

I w a s more wi ll ing t o go o ut of my w ay t o h el p a s tud e nt whoshow e d e nt husi a s m a nd h a d

t ho ugh tful que s t ions t o a s k . -- M a na g eme nt Cons ulta nt


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A High-Impact Pitch

Succinctly describes your value proposition and track record of success, but is not a complete autobiography

Communicates your most relevant selling points to your targetaudience in a confident and authentic manner

Compels the listener to engage in your job search and answerswhy you are interested in their company

Is customized and tailored to the company and their needs

Practice, Practice, Practice!


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Components of Your Pitch

Headline

Headline

The Ask

The Ask

ValueProposition

ValueProposition

What do you want the listener to remember about you?What goal are you trying to accomplish/role are youseeking?What is your unique benefit?

Who are you and what are your major achievements?What transferrable skills do you have? How does your background qualify you for the role?A re you demonstrating an understanding of the needs of your listener?

What is your request (an informational meeting, areferral, etc.)? Hint: dont ask for a job!Why do you want the information? Why are youinterested in their perspective/company?Is your request specific, well-defined and realistic?

Questions to Address

Questions to Address

T h e

C o n

t e n

t


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Networking Events @ UCL A A nderson

Parker CMC Events Employer Briefings Company office hours / coffee

chats Receptions

Career Fair

Club Events Days on the Job (DOJ) Dinners for Eight (D48) Career Nights

A

nderson A

fternoons or workshops Club speaker series

Other Opportunities Professional conferences Social events One-on-one meetings with former

employees and/or company interns

Value of the EventsValue of the EventsType of EventsType of Events

Learn about the following: Company strategy and vision Company culture and structure Projects / Opportunities Function

Meet members of the teamBuild advocates which is importantfor both OCR and non-OCRrecruiting

Demonstrate enthusiasm and

interest for the industry, companyand job

Identify valuable insights for customizing your resume, cover letter and pitch

Get invited to interviews


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Top 5 Best Practices for Employer Events

1. Be prepared; know your objective for the event

2. Be professional ; you are representing yourself A ND the school

3. A sk thoughtful questions during Q& A and at the post-event

networking

4. Share relevant compelling skills with recruiters

5. Send follow-up thank you notes to everyone with whom you hada meaningful interaction

Make a positive impression!


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Company Presentations pay attention!

Learn about a new role, company and industry Gain insights into the industry and a companys culture Learn about a companys business model and strategies Gather information on day-to-day responsibilities

Gather insights you can use in your job search Develop smart questions to ask Customize your resume, networking pitch and cover letter Prepare for potential interview questions Match your skills and experiences to their needs

Use information to differentiate yourself Demonstrate your interest and knowledge in their business

Pay attention and take notes!


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Where Does PWM Sit within the Firm?

Equities

Operations,Technology,Finance, and

Services

MerchantBanking

Legal andManagement

Controls

InvestmentManageme

nt

InvestmentBanking

Fixed Income,Currency, andCommodities

GlobalCompliance

GlobalInvestmentResearch

GoldmanSachsAsset

Management (GSAM)

PrivateWealth

Management (PWM)

PWM

U.S.

PWM

Europe

Goldman Sachs

AtlantaMiami/Palm

BeachNew YorkD allasBoston HoustonChicago LosAngeles

SanFrancisco

Philadelphia/Washington, D C Seattle

PWM

Asia

PWMLatin

America

H ow do the variousdepartmentscollaborate?

W hat are possiblecareer development

paths

A re clients managed at the Firm level, or at the department level?


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Corporate Strategy Goals and Choices

ObjectivesWe make everyday life better, every day

Maximize economic profit across categories,customers and countries

Be best at building big-share brands ineconomically attractive midsized categories

Goals

D ouble economicprofit by 2013

Strategies

Grow netcustomer sales

by 5-7%per year

Grow EPan averageof 12-15%per year

Be a high-performanceorganization of enthusiastic owners

Win with superior capabilities in D esire,

D ecide, and D elight

Accelerate growth both inand beyond the core

Relentlessly drive outwaste

D o all decisions (i.e., new product launches) map back tothis OGSM?

H ow are departmental / individuals performance targetslinked to the overall goals of Clorox?

H ow do you prioritize growthopportunities in the core vs.beyond?


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Marketing at GMI = General Management

V olumeV olume

Profit Profit

ShareShare

SalesSales

FinanceFinance

Supply ChainSupply Chain

Product D evelopment

Product D evelopment

Marketing Mix

Marketing Mix

D oes this mean that Marketing has true P&Lownership? H ow is that demonstrated in day-to-day operations?

Can you please give anexample of how the hub- and-wheel model works

during a product launch?

I f Marketing ultimately drives strategy, who getsthe final say on a formula or a flavor and how is thedecision evaluated?


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Overcoming Obstacles at Networking Events

Talk to anyone and everyone!Dont underestimate a persons rolein the decision processA sk questions about your area of

future interest where the contacthas an expertise

I would like to learn moreabout X

Talk about areas of currentcommon ground

I understand you recentlymoved to Los A ngeles fromNew York City, so did I

Strategies to SucceedStrategies to Succeed

In t he Bind er

Who should I talkto? What do I

say?


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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Overcoming Networking Obstacles (contd)

Wait nearby until you make eyecontact with one person in thegroupIntroduce yourself to one person inthe group and let them introduce

you to the othersHelp your fellow classmates andintroduce them to the recruiter

Dont give your entire pitch at onetime. Listen for cues where you cangracefully inject relevant pieces of your pitch

Strategies to SucceedStrategies to Succeed

In t he Bind er

How do I enter aconversation if there

are already 5classmates crowding

around onerecruiter?

It feelsawkward togive my 30 sec

pitch.


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P A R K E R C A R E E R M A N A

G E M E N T C E N T E R Post Company Networking Event: Exercise

Identify your Team Number (look at the handout)Recruiters hold up your Team Number so your team can find you

Take 1 minute to review your role and strategize how you willapproach the situation (dont share your instructions with your group)

Spend 5-7 minutes networking after an employer event Stay in your assigned roles Remember the purpose is for you to get to know the recruiter

and for the recruiter to get to know you


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G E M E N T C E N T E R Networking Exercise De-Brief

Observers : What was challenging? If so, why? If not, why?Did you make a meaningful connection with anyone?What did you learn? What will you take with you into real employer networking situations?Recruiters: Did you get the information you needed to evaluate

the candidates?What would you do differently next time?


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G E M E N T C E N T E R Closing T houghts

Networking is about relationship building and developingadvocates, not about finding a jobNetworking skills can be developed with practice and is a life-longcareer skillCritical thinking and research will help you succeed in your networking effortsMaking lasting positive impressions will make you memorable

T hink about your value proposition and relate your skills to thebusiness needs of your target audience


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P A R K E R C A

R E E R M A N A

G E M E N T C E N T E R Important Deadlines

A ttend WAMO panels (Sept. 19 & 20 th ) to learn more aboutindustries and functionsSelect your ACT Team

Link to sign up available on T ue sd ay, S e p tem ber 20 t h

PCMC Reps and International Reps:See Parker CMC Website for application questions andinstructions.

PCMC [email protected]

International [email protected]

D eadline for both:

Wednesday, September 21st

at 2pm

Networking I - Orientation

Documents

Transcript of Networking I - Orientation