Networking

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					            Networking




―Networking is our ―link‖ to each other & the world.‖


                                                        1
―Networking is making links from people we
  know to people they know, in an organized
  way, for specific purpose, while remaining
  committed to doing our part, expecting
  nothing in return.‖
                         Donna Fisher & Sandy Vilas




                                                      2
The Value of Networking
          What is networking?
          (extends beyond job search)

          Why should you network?
             Information (inside, non-published)

              Exposure (tapping the hidden job
              market)

              Contacts (building external resources)




                                                   3
           Networking is not…
• Selling
• Using people strictly for
  your gain
• Coercing or manipulating
  someone to do what you
  want
• Putting friends,
  neighbors, associates on
  the spot
• Badgering people about
  your business
                                4
Common B-School Networking Abuses
           To Avoid

• Problematic Pacing
• Poor Planning and Organizing
• E-Mail Informality




                                 5
          Networking Facts
• Referrals generate   • Most people you
  80% more results       meet have at least
  than a cold call.      250 contacts.

• Approximately 70% • Someone you want
  of all jobs found   to meet is only 4-5
  through networking  people away from
                      you.
                                              6
      It’s okay to ask for assistance
This is an indication of:
• Strong self-esteem

• Commitment to the goal rather than the ego

• Willingness & ability to learn from others

• Wisdom to be inclusive rather than exclusive

• Understanding of the power of interdependence

                                                  7
            The Gift of Networking
―Networking is a universal principle
   that is in motion around the
   world—it does not depend on age,
   education, financial status, career
   path, or geographic preference.‖

―Available to anyone and everyone, at
   least to anyone who is willing to
   consistently and extensively
   contribute to people through the
   mutual sharing of resources.‖

―Anything you can think of that you
   have accomplished includes other
   people.‖

                                         8
              Job Security
       Networking = Job Security

―By learning to network effectively
  throughout your life, you will create your
  own ―luck‖ that puts you ―in the right place
  at the right time.‖


                                                 9
                 Reciprocate
Networking is a mind-set
  based on continuing,
  mutually beneficial
  relationships.

 You have to give to get!

      2-way street

Networking is using your
  connections to make
  connections.

                               10
                The Iceberg Effect
Traditional
methods
80% of job
seekers see
only 20% of
available job                              Networking
opportunities                              20% of job
                                           seekers see
                                           80% of
                                           below-
                                           surface
                                           hidden
                    Hidden Opportunities   opportunities
                    YOU want to be HERE


                                                           11
Exercise: Network Diagram
                             Friends               Mom/Dad

             Professional                 Family     Brother/Sister
             Assoc.                                  Aunt/Uncle




 School                                            Alumni
                             YOU


          Past
          Employers
                                       Fill In
                            COM
                            Faculty

                                                                      12
          Where to Network
• School
• Work
• Houses of Worship
• Community Centers
• School/Kid Events
• Professional Associations
• Family Gatherings
• Organization/Club Dinners
• Neighborhood Gatherings
• Shopping
“You can Network EVERYWHERE & ALL THE TIME”

                                              13
               The A, B, C’s of Networking
“A” Contacts
• Already Know You
                             A
                                    “B” Contacts
• Instant Rapport                   • Bridge People
• Referral to “B” contacts   B
                                    • Referral to other
                                      “B” and “C”
                                      contacts
                             C
   “C” Contacts
   • Customers
   • Check writers
   • Hiring Managers
   • Referral to other
     “C” contacts

                                                   14
               The A, B, C’s of Networking
                                                              “B” Contacts
“A” Contacts                       A1       A2   A3           • Bridge People
• 1 - Already Know You (FFA)
                                                              • Referral to other
• 2 – Have “connection”                                         “B” and “C”
• 3 – Common “FIR”                                              contacts



                          B    B    B        B        B   B
  “C” Contacts
  • Customers
  • Check writers
  • Hiring Managers
  • Referral to other
    “C” contacts
                                        C    C
                                                                             15
    Hidden Gems for your “A” List
                 Friends/Family/Acquaintances


•   Hairdresser              •   Massage Therapist
•   Real Estate Broker       •   Dentist/Doctors
•   Professor                •   Chiropractor
•   Accountant               •   Alumni groups
•   Attorney                 •   Kid connections
•   Clergy                   •   Colleagues
•   Financial Advisor


                                                     16
Finding Contact Information
      Lookup.com
      Switchboard.com
      Infospace.com
      Bigyellow.com
      Theultimates.com
      555-1212.com
      Smartpages.com


                              17
     Networking Effectiveness
 The most effective networking occurs in this
                     order:

• Individual meetings
• In-person events, conferences, seminars,
  etc...
• Telephone conversations
• Voice mail
• Snail mail
• E-mail
                                                18
                        RTP
               Marketplace Networking
   Council for Entrepreneurial Development www.cednc.org
   Research Triangle Foundation              www.rtp.org
   Research Triangle Regional Partnership www.research triangle.org
   N.C. Department of Commerce               www.exportnc.com
   N.C. Electronics and Information
    Technology Association                    www.nceita.org
   N.C. Biotechnology Center                 www.ncbiotech.org/
   Microelectronics Center of North Carolina www.mcnc.org
   Raleigh Chamber of Commerce               www.raleighchamber.org
   Durham Chamber of Commerce                www.durhamchamber.org
   Chapel Hill Chamber of Commerce           www.carolinachamber.org
   Cary Chamber of Commerce                  www.carychamber.org


                                                                19
             Networking Tools
•   Business cards
•   A pen
•   Clothes with pockets
•   A conversation opener/generator
•   A prepared infomercial
    – Keep it short
    – What you can do to meet their needs
• A firm handshake
• Direct eye contact and a smile
                                            20
                     Networking Steps
•   Secure the meeting or call - Phone, e-mail or letter

•   Prepare your 30 second infomercial
•   Your name and a couple of sentences that establish rapport and provide
    highlights about yourself. Include a hook. i.e.; John Smith our mutual
    acquaintance…., or "I read about your expansion into XYZ market.‖

•   Assess needs based on information
•   "What do you feel is the No. 1 challenge in this area?" and "How are you
    handling this particular issue?" The responses open the door for you to
    share specific examples of successes that align your strengths with the
    identified needs.

•   Reiterate mutual interest
•   Close by reiterating the mutual interest and clarifying follow-up steps. Say
    thank you.


                                                                                   21
    Conversation Generators

―Relates to something you have in common
with the other person.‖


―You always have something in common
with any person—you are at the same
event, work in the same office, live in same
city, shopping at same store, etc.‖

                                           22
    Conversation Generators
 ―How did you get involved with the….Organization?‖

    ―I hear the speaker for today is an expert on…‖

 ―Can you tell me a little bit about this organization?‖

―Is this your first time here? Let me introduce you to…‖

  ―One of my colleagues told me that this seminar…‖

         ―I am looking for…Can you help me?

                                                           23
        How to Work the Room
• If you are entering a room where you don't know
  anyone, pick a small group to join or someone
  standing on their own for starters
• Use a conversation starter to break the ice
• Choose your message and your approach carefully
• Treat the people you are networking with as your
  mentor or counselor, they will be as helpful as they
  can
• Treat it as a process of gathering information and
  find enjoyment in it
           “It is better to be interested than interesting”


                                                              24
         Networking Practice
Situation: You are meeting recruiters (not hiring managers) at a
career fair. You highly suspect they may have positions for people
with your skills, interests and experiences…but you don’t know for
sure. Your objective is to introduce yourself, understand whether
there may be a fit or not and to establish next steps.

• Divide into pairs; assign 1st ―Networker‖, assign 2nd as
  ―Recruiter‖
• ― Networker‖ does the following (2 min per networking
  meeting):
   – Introduce yourself using your 30-second commercial
   – State your connection
   – Ask at least two pertinent questions (Recruiter may
     role-play answers)
   – Close the meeting with appropriate next steps
   – ―Recruiter‖ offers feedback
• Move to next ―recruiter―                                           25
             Keeping Track
―Choose a method that works best for YOU.‖

•   Sales software-ACT http://www.act.com/
•   Linkedin.com
•   Notebooks
•   Rolodex Methods
•   Ask others what they use

                                             26
  Managing Your Network
Develop a system of organization
Contact   Address   Source     Date of   Topics      Follow-   Next
Name      Phone     of         Last      Discussed   Up Date   Steps
          Email     Referral   Contact




                                                                       27
  Upcoming Networking Events
• Information Sessions (check newsletter/website)

• MBA Alumni & Current Students
  – Vaughn Towers: 6:00-8:00pm (Oct. 9)

• Wachovia Lecture Series (4:30pm/Nelson
  Auditorium)
   – September 20, October17 and November 5




                                                    28
             Career Beam
• Search Strategy
  – Networking Preferences
  – Confidence Check
  – Network Generator
  – Networking Questions


          Complete These Sections


                                    29
                      Resources
• Fisher, Donna & Vilas, Sandy (2000) Power
  Networking: 59 Secrets for Personal &
  Professional Success. Bard Press, TX

• http://www.mgt.ncsu.edu/pdfs/career_resources/Networking.pdf

• http://www.mgt.ncsu.edu/pdfs/career_resources/Etiquette.pdf




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