Networking And The Hidden Job Market

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Networking AndThe Hidden Job Market
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• Networking

• What is networking?
• Why should you network?
• How do you begin?
• Know your objective
• Brainstorm

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Networking

• Identify contacts
• Level 1 People you already know
• Level 2 People you dont yet know, but with
  whom you have some form of connection
• Level 3 People in your function, industry, or
  region that you do NOT yet know
• Build your pyramid!

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• Networking Objectives

• Gather information
• Gain introductions
• Involvement
• Discover opportunities

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• PRIMARY CONTACTS
• AND
• SECONDARY CONTACTS

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• Primary Contacts

• Colleagues, friends, neighbors, relatives
• People for whom you have worked
• Classmates, faculty, alumni
• Professional acquaintances
• Members, clubs, associations
• Officials of professional organizations

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• Primary Contacts

• Speakers at meetings
• Suppliers, customers, creditors
• Editors/writers for trade journals
• Chambers of commerce
• Your Christmas card list
• Your check book

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• Networking

• Preparation
• Making Contact
• Methods
• 30-second commercial
• Ask relevant questions
• Request permission to follow-up
• Thank them for their time

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• Some Research Thoughts

• Read material about the company
• Find out why they hire people
• Study the annual report
• Learn about possible job functions
• Study job requirements
• Ask about recruitment policies
• Keep notes on each company

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• Networking
• Develop a system of organization

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• DECISION MAKERS

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• Your Cold Call Script

• Full name of person called
• Name of person who referred you
• Why you are calling
• Why personal meeting can be helpful
• Time ( Your time, their time)
• Read, re-read, role-play

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• THE SECRETARY (Gatekeeper)

• Name
• Dignity and respect
• Mention mutual acquaintance
• State nature of your call
• Not looking for a job, only seeking advice
• Work with the secretary directly when it is not
  necessary to talk to the boss
• Dont ask to have the boss call you
• Call early, call late
• Thank the secretary

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• BE IN CONTROL

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• The Networking Meeting

• Social amenities
• Purpose of the meeting
• Brief introduction
• Strategy summary
• Ask questions
• Closure on joint items

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• QUESTIONS YOU MAY WANT TO
• ASK

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• SOME DOS

• Ignore geography
• Ask for advice
• Stroke your source
• Aim two levels above
• Refine objectives
• Use caution
• Socialize

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• SOME DOS

• Maximize visibility
• Always ask for more names
• Send thank-you notes
• Call back
• Promise to give feedback
• Value other persons time

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• Networking

• Abuses to Avoid
• Problematic Pacing
• Poor Planning and Organizing
• E-Mail Informality
• Mass E-Mail
• Forgetting to say Thank You

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• SOME DONTS

• Play hidden agenda games
• Make contacts prematurely
• Be impatient
• Fail to seize every opportunity
• Where that Right opportunity lies
• Fail to listen

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• Manage Your Campaign

• Research
• Telephone script
• Resume
• Listen
• Be Proactive
• Stationery, business cards, 3x5 cards

• Follow-up notes, phone calls
• Secretaries

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• KNOW WHAT YOU WANT AND HOW TO ASK FOR IT

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• Informational Interviews

• What is an Informational Interview?
• Meeting where you asking specific and relevant
  questions to gain information and advice
• Why should you do them?
• To learn about functions, industries, and regions
• To aid in career decision-making

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• Informational Interviewing
• Sample questions

• What do you do on a typical day?
• What training or education is required for this
  type of work?
• What personal qualities or abilities are
  important to being successful in this job?
• What part of this job do you find most
  satisfying? Most challenging?
• How did you get your job?
• What opportunities for advancement are there in
  this field?
• What are the "typical" career paths in this
  field?
• What are the salary ranges for various levels in
  this field?

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• Informational Interviewing
• Sample questions

• Is there a demand for people in this field?
• What special advice would you give someone
  entering this field?
• Which professional journals and organizations
  would help me learn more about this field?
• What are the positives and negatives of working
  in this field?
• If you could do things over again, would you
  choose the same path for yourself? Why or
• why not?
• What suggestions do you have for me to enhance my
  background and/or resume?
• Who else do you recommend I speak with for
  additional information?

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• KNOW WHAT YOU HAVE TO GIVE AND HOW TO GIVE IT

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• KNOW HOW TO LISTEN AND WHAT TO LISTEN FOR

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• Names

• When you meet someone, dont rush introductions
• Repeat their names and associate them with
  something that will make it easy to recall their
  names
• Repeat your name a few times to help others
  remember it

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• Invite Conversation

• When asked What do you do?, answer succinctly.
• Explain in a way that shows what you do and also
  encourages conversation.
• Instead of saying Im an MBA student,, say, I
  am pursuing an MBA in International Management at
  the Fisher Graduate School of International
  Business.

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• Business cards are not handbills

• Dont measure success by the number of cards you
  hand out. Instead, pour your energy into each
  conversation and exchange cards when necessary.
• If you offer something, a name or a magazine
  article, do so. Then follow-up on it to build
  trust.

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• Network with Competitors

• Get to know and trust competitors so you can
  refer business thats too small, or too big or
  too far away.
• Whether you agree on a referral fee or an IOU,
  everyone wins.

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• Your Networking Scorecard

• Did I meet new people?
• Did I remember their names?
• Did I introduce people to others?
• Did I meet and talk with the events host?
• Did I make myself visible?
• Did I hand out or receive business cards?
• Did I follow-up within five days?

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• Career Fairs

• What are career fairs?
• Why should we attend them?
• How can you make the most of your time at a
  career fair?

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• Career Fairs

• Prepare for the Fair
• Know your purpose and create your strategy
• Identify your target companies
• Research these companies
• Plan your presentations
• Practice your presentations

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• Career Fairs

• What To Bring To The Fair
• Copies of your resume
• Your 30-second commercial
• Information about the companies and a plan for
  the companies you will visit
• Comfortable shoes
• A strong handshake, a smile, a positive attitude,
  and loads of energy!

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• Career Fairs

• 5 Things NOT To Do At The Fair
• Dont cruise with friends
• Dont carry a back pack or large purse
• Dont come dressed for a golf game
• Dont come during the last 30 minutes
• Dont wing it with employers

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• Career Fairs

• 4 Things To Take Away From The Fair
• Business cards
• Notes about the contacts you made
• Company information
• A better sense of your career options

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• Career Fairs

• International MBA Conference
• National MBA Consortium
• NSHMBA National Conference
• Boston CareerForum
• NBMBA Annual Conference Exposition 
• EMDS (London)

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• THOSE WHO DO NOT SET GOALS ARE DOOMED TO WORK
  FOR THOSE WHO DO!

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• SET GOALS!
• AND JUST DO IT!

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