Upside-Down Business Networking
Michael Weinstein
www.TVAcouncil.com
Agenda
Marketing yourself - Why you? Managing your networking / job search Just when you least expect it Tips and Suggestions Q&A
Definition
Networking
1. to pursue and create business contacts with the goal of fostering relationships both within and outside of your industry 2. to just "work it," with the hope that someone you meet will hook you up with a job someday; occurs at trade conventions, drinks after work, lunches, informational interviews, etc. 3. those who network can be identified by their ability to seem fascinated by anyone who has a better job than they do, an aura that is irritatingly and apparently false to anyone who doesn't, and by the inch-thick wad of business cards they carry at all times and force on their prey 4. those who network will get the job you want, the promotion you deserve, regardless of their qualifications; get used to it, or start doing it. See also kissing ass.
The Pitch
What do you (want to) do? What have you done? What are you looking for? What can you do for THEM? Where do we go from here?
The Pitch
How would your wife/husband/friends/parents describe what you do?
In Laymen’s Terms: “He helps run small technology companies… ...and he's currently looking for a new opportunity.”
“I don't know much about technology, but I do know that he's made a lot of people a lot of money - you should call him!”
The Pitch
Focus on what you WANT to do NOT what you’ve done in the past
“I’m a senior product development executive who grows emerging technology companies by leading efforts in product innovation, operations and market expansion.” “I’m looking for an opportunity to work in the tri-state area with a small software or internet company that could benefit from help in growing to the next level.”
Who do you know?
Who do they know?
Make a connection
How can you help THEM?
Research your contacts Prepare questions Prepare cheat sheet Practice Deliver on your promises
Managing Your Time
Researching job ads (online, other) Helping out others Finding new contacts Following up with current leads Going to meetings Preparing for interviews and meetings
Just when you least expect it…
Be open to receiving other opportunities “No” doesn’t always mean “No” Learn something at every meeting
Tips / Suggestions
Virtual Networking: LinkedIn, Ryze, Execunet, ZeroDegrees, OpenBC, Ecademy, ZoomInfo Contact Webinar speakers, event directors, featured companies, success stories Visit web site (management team, bios, investors, customers, partners, sponsors) Read case studies, press releases, Google, Hoovers, post message on TENG
Tips / Suggestions
Networking Events and Personal Interaction: Join industry related organizations (APICS, NYSAEC, SIM, TVA Council, etc.) Get email newsletters
(Dow Jones, Justsell.com, Funding Post, etc.)
Attend focused conferences Networking meetings – VOLUNTEER (TENG, CVG, CTC, TCNG, Execunet, etc.)
Example – LinkedIn (Targets)
Example – LinkedIn (Companies)
Example – Success Stories
Example – Speakers / Hosts
Examples – Investor Portfolio
Examples – Spotlight
Still can’t make a connection? Search for “industry related terms”
Summary
DON’T: Try to be everything to everyone Cold call unless clear benefit to both Spend too much time on NEW leads and forget about CLOSING existing leads Spend too much time on “DEAD” leads Forget to HELP others!
Summary
DO: Master your pitch (30/60/90) Get out there! Offer to help others – and then deliver Research and rehearse Keep in touch regularly with “old” leads
Online Resources
www.QuintCareers.com/job_resources.html www.AirsDirectory.com (Job Boards at bottom)
www.WorkTree.com, www.Indeed.com (Job Search Portals)
TheVirtualHandshake.com/blog (Tips)
LinkedIn.com, Ryze.com, Execunet.com, CircleOfExperts.com
theTENG.org, CT.org, CVG.org, TVAcouncil.com
Recommended Reading
Shameless Plugs
Greg Ranney, President, Dynamic Success Patterns
Executive Coach, Holistic Career Healer, Passion Strategist Email: gar379@aol.com Cell: 203.257.5510
Don Zinn, EVP, Starpoint Executive Search
$65M Technology Solutions and Staffing Firm Email: dzinn@starpoint.com Office: 212.386.0728 Cell: 914.325.5577
Anthony Del Rio, Partner, A.D.R. Staffing LLC
IT Technical Recruiter, Employment Placement Agency Email: general@adrstaffing.com
Office: 646-202-9385 Cell: 347-306-2855
Michael Weinstein
CEO, Technology Ventures Advisory Council
Online organization that connects talented high-tech industry professionals in search of new opportunities, with companies and recruiters in search of talent.
Board Member, Technology Companies
- Spaghetti Book Club (Educational internet company) - Entropy Software (Software development firm) - Teleport Vision (Data communications company) - BA-Insight (Enterprise search products company)
Industry Affiliations
- CT Technology Council, Mentor, FastTrack Ventures Program - CT Venture Group, Executive Committee, Advisory Program - Technology Executives Networking Group, Member
Interests
- Accomplished Jazz Pianist - Instructor, World Tae Kwon Do Association - Avid Golfer - Public Speaker, “Upside-Down Business Networking” - Co-author with David Teten, “Preparing for Conferences (TiECON East 2006)”