Penn State Smeal MBA Program Networking Made Simple presented by Emily Giacomini August 16, 2012

Penn State Smeal MBA Program

Networking Made Simple

presented byEmily Giacomini

August 16, 2012


“The richest people in the world look for and build networks,

everyone else looks for work.”Robert Kiyosaki


3

Personal Career Strategy

Networking

Info Interviews

Business Cards

Social Media

Alumni

Dress for Success

Career Fairs

Info Sessions

Job Applications

Interviewing

Case Interviews

Negotiation


4

Session Flow

• WHAT is networking?• WHY network?• WHO is my network?• HOW do I network effectively?

–Informational Interviews


5

WHAT is networking?

• Who has a successful networking story to share?


6

WHAT is networking?

• Turn to your neighbor and share

about a time you networked successfully to get or do

something (2 min.)• Swap! (2 min.)


7

WHAT is networking?• Building relationships• Developing a support system• Obtaining information, advice,

referrals• Exchanging information, ideas,

contacts


8

Overcoming ChallengesObstacles Tips for Success

Work it into your job search plan, weigh the pay-offs.

Set a goal of # people to approach at each event. Find a style that suits you!

People want to help. Give them the opportunity!

Practice your pitch. Seek out fascinating people.

Networking takes too much time.

I’m an introvert.

It feels like manipulation.

I don’t know what to say.


9

Benefits of Networking

AdviceKnowledge

PracticeDirection

Relationships


10

How Companies Fill RolesNew Hire Sourcing

Referrals (28%)Job boards (20.1%)Career sites (9.8%)Recruiter-initiated (9.1%)College (6.6%)Rehires (4.3%)Social Media (3.5%)3rd Party (2.8%)Print (2.2%)Temp-> Hire (2.1%)Career Fairs (1.9%)Walk-ins (0.8%)Other (8.8%)

2012 CareerXroads Source of Hire Report Survey by Gerry Crispin and Mark Mehlerwww.careerxroads.com


11

Build Your Network 3rd tier

Decision makers & hiring managers

2nd tier

Bridge you to your target companies

1st tier

People you know best

ABC

Brainstorm Exercise: “A” contacts


12

WHO?

• Who comprises your network? Make a list or draw out the categories. 3 min.

• Share with a neighbor what you found and say which groups are closest to you. 3 min.


13

Who are your “A” contacts?Current classmates Alumni

Parents, relatives Parents of classmates

2nd year MBA students Faculty, staff

Former classmates Current, former employers

Guest speakers Religious community

Student associations Volunteer organizations

Former co-workers Former customers, clients

Physician, dentist Family friends


14

Six Streams of Network Contacts

You

Education

Social

Family

Spiritual

Community

Business


15

HOW to Network

Before you jump in . . .

Image Source: unitedday.org


16

HOW to Network

Image Source: michigan.gov


17

HOW to Network: 2 ways

• OUT IN

• IN OUTImage Source: realmagick.com


18

OUT IN

• Start with your “A” level contacts• Reach out to share your goal• Contact people to request

informational interviews


19

Practice your pitch

I’m am MBA Candidate at Penn State, studying ____________. I have _____ # years experience in _________ and am targeting companies in ______________ industry for a FT role/summer internship. Who would be a good person for me to speak with?


20

IN OUT

• Pick a firm from your Target List• Make a contact list of employees

from LinkedIn, alumni database• Contact people to request

informational interviews


21

How do I start?

• List and prioritize your “A” contacts • Complete your marketing plan• Develop research questions• Write and practice your telephone script

to set up meetings• Reach out with approach letters/emails


22

Reach Out Emails• 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


23

Anatomy of a Network Meeting

• Rapport Building• Personal introduction, summarize career • Questions and conversation (3 sections)• Closing: referrals and thank you


24

Rapport Building

5 minutes maximum• Warm up conversation• Emphasize mutual connection • Reiterate reassurance disclaimer• State your objective for the meeting


25

Personal introduction

3 - 4 minutes• “Let me tell you a little about myself.”• Deliver your branding message• Present your marketing plan• Segue into your questions


26

Ask your research questions

15 - 20 minutes

I. Business

II. Your contact’s career track

III. Your desired career track

Refer to:Sample Questions

to Ask


27


5 - 6 minutes on Business• Industry trends• Business issues• Needs, challenges


28


5 - 6 minutes on your contact’s career track• How they got there• Education• Skills and experience


29


5 - 6 minutes on your desired career track• Resources: what should I be reading?• Events: what should I be attending?• Activities: what should I be doing?• People: who should I be talking to?


30

Close the meeting

3 - 5 minutes• Keep your time limit promise• Ask for her/his business card• Ask for leads, referrals, introductions• Offer sincere thank you for time, advice,

information


31

Follow-up & Tracking

• Send 2 thank-you notes: email and a card• Send a customized LinkedIn invite• Add to system to track connections and

schedule next contact• Touch base with updates, interest info• Let them know where you land!


32

Create a tracking system

Last Name

First Name

Company Depart-ment

Title Email Phone Referred By

Referred Me To

Meeting or Call Date

Sent TQ email & TQ note?

Sent person-alized LinkedIn invite?

Follow-Ups

Cabrera Antonio Shoes Alive Market-ing

Director- Sandals

Antonio.cabrera@shoes alive.com

634-555-1195

Cousin Arnie

Harold Braun

11/13/12 Y and Y Y

Hanson Barbara Green Farms Surplus

Organic Herbs

Agronomist [email protected]

792-555-4675

Sheila Hanson

Joe Burrowes Bronson Kain

10/24/12 Y and Y Y Check back for Kain email by 11/3

Xi Chung-Ah

Sterling Plus

Purchasing

Manager- Asia region

[email protected]

202-555-5174

Prof. Charles Musgrove

Sally Fields,Jennifer Garden

10/26/12 Y and Y Y

etc.


33

Next Steps

• Complete your marketing plan• List and prioritize your “A team”• Practice your telephone scripts• Craft and send your approach letter/email• Formulate info interview questions to ask• Practice your branding message


34

What questions do you have?

Image Source: advancedlifeskills.com


35

“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

Documents

Penn State Smeal MBA Program Networking Made Simple presented by Emily Giacomini August 16, 2012