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Networking for Success Without a Job Posting. St. Irenaeus Career Path Network Tuesday, September 1st, 2009 Keith Burke & Dave Teeter. Introduction to Networking. Goal – To give & receive valuable information (news, information, solutions, contacts, jobs, etc.) - PowerPoint PPT Presentation
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Networking for SuccessWithout a Job Posting
St. Irenaeus Career Path Network
Tuesday, September 1st, 2009
Keith Burke & Dave Teeter
Introduction to Networking
Goal – To give & receive valuable information (news, information, solutions, contacts, jobs, etc.)– Giving will take away your fear of intrusion
– Make networking a regular activity Requires passion, value & intrigue
– Passion = Desire + Competence + Confidence
– Value = What you can “give”
– Intrigue – Limit yourself when talking, leaving messages & in correspondence
– Consider networking as professional dating
Targeting Companies with ReferenceUSA
Targeting Companies with ReferenceUSA (cont)
Targeting Companies with ReferenceUSA (cont)
Targeting Companies with ReferenceUSA (cont)
Targeting Companies with ReferenceUSA (cont)
Identifying Contacts
LinkedIn– Using Groups
– 2nd degree connections
Identifying Contacts (cont)
Alumni & other associations Targeted volunteering Important Note - Use for posted jobs too
Preparation
Business Cards
A Passionate Elevator Speech– Targeted, strong verbs, accomplishments
Preparation (cont)Create a Professional Profile
Keith Burke 586-260-1592 linkedin.com/in/keithburke keithburke4@comcast.net
Professional Profile
SUMMARY Experienced marketing executive seeking a senior marketing leadership position (Director, VP, CMO) with significant
responsibilities for brand strategy, marketing plans and team building. LOCATION Southeast Michigan QUALIFICATIONS / SKILLS Managed corporate marketing function of multi-billion
dollar, direct-to-consumer operation Developed and implemented integrated marketing
plans to drive revenue Applied knowledge of brand strategy for multiple
consumer segments Knowledge of traditional media, digital media,
websites and direct marketing tools Experienced in both corporate and agency
environments Leader with ability to build teams & passion for
coaching, mentoring and developing staff Designed sponsorships and events to support sales
efforts at national, regional and local levels Proven record of generating operating efficiencies
PERSONAL SKILLS Developing relationships across all levels Diversified business/management skill set Strong presentation and communication skills Achievement oriented Managing vendors and negotiating agreements Ability to use data to measure results and drive
decisions TARGET COMPANY ATTRIBUTES
Opportunity to work with knowledgeable people in an energetic, collaborative environment
Growth opportunity – the company and personally
Team-based culture that demonstrates respect for each individual
Merit/Performance based reward and promotion
PEOPLE NEED TO MEET
VPs Marketing/CMOs C-level decision makers Current employees
Recruiters Consultants Business owners
Potential Industries and Sample Companies of Interest
1. Services/Entertainment 2. Retail 3. Small Business 4. Education
Learning Care Group Domino’s Biggby Coffee University of Michigan
Illitch Holdings Borders Group, Inc. Moosejaw Oakland University
Valassis The Taubman Company Busch’s
Detroit Zoological Society
Keith Burke 586-260-1592 linkedin.com/in/keithburke keithburke4@comcast.net
Professional Profile
SUMMARY Experienced marketing executive seeking a senior marketing leadership position (Director, VP, CMO) with significant
responsibilities for brand strategy, marketing plans and team building. LOCATION Southeast Michigan QUALIFICATIONS / SKILLS Managed corporate marketing function of multi-billion
dollar, direct-to-consumer operation Developed and implemented integrated marketing
plans to drive revenue Applied knowledge of brand strategy for multiple
consumer segments Knowledge of traditional media, digital media,
websites and direct marketing tools Experienced in both corporate and agency
environments Leader with ability to build teams & passion for
coaching, mentoring and developing staff Designed sponsorships and events to support sales
efforts at national, regional and local levels Proven record of generating operating efficiencies
PERSONAL SKILLS Developing relationships across all levels Diversified business/management skill set Strong presentation and communication skills Achievement oriented Managing vendors and negotiating agreements Ability to use data to measure results and drive
decisions TARGET COMPANY ATTRIBUTES
Opportunity to work with knowledgeable people in an energetic, collaborative environment
Growth opportunity – the company and personally
Team-based culture that demonstrates respect for each individual
Merit/Performance based reward and promotion
PEOPLE NEED TO MEET
VPs Marketing/CMOs C-level decision makers Current employees
Recruiters Consultants Business owners
Potential Industries and Sample Companies of Interest
1. Services/Entertainment 2. Retail 3. Small Business 4. Education
Learning Care Group Domino’s Biggby Coffee University of Michigan
Illitch Holdings Borders Group, Inc. Moosejaw Oakland University
Valassis The Taubman Company Busch’s
Detroit Zoological Society
Source: Right Management
Setting up Meetings
Email introductions– Confirm referral source if any– Brief background on yourself / your current situation– Ask for 15-20 minutes of their time– Attach Professional Profile
Phone calls– Have a prepared intro script
• “John Doe mentioned you would be a great person to talk to … “
– Be prepared to leave an intriguing message• Flattery always works• Offer to call back and/or leave email address
Setting up MeetingsImpact Letter by Jeffrey Fox “How to Land Your Dream Job”
Dear Mr. Fak Toree,You have a great company and I have spent some time studying it.
Based on my research, which includes observing your products in use by your customers, there are four things that would have a positive economic impact on your business.
Customers complain that Product A occasionally loses hydraulic fluid, creating costly downtime while being repaired. The problem can be solved with a redesigned lip seal. I know how to get that done.
Based on a description of your factory floor layout, there would be considerable savings to you if you adapt Toyota’s one-piece flow production method to your manufacturing process.
(cont =>)
Impact Letter (cont)
(cont)
Such a process will also result in reduced factory floor space usage, and less inventory of vendor parts.
Customers say your lead time on shipments is now sixteen weeks. There are a number of ways to reduce that lead time.
We should talk. If I don’t hear from you, I will follow-up to discuss how to make these ideas a reality.
Sincerely Yours,N. G. Neer
P.S. One customer suggested a product improvement that might be a good new product. It is a great idea -
Setting up MeetingEmployee Centered Positioning by Curtis Brooks
Employee Centered Positioning (cont)
Employee Centered Positioning (cont)
Employee Centered Positioning (cont)
Employee Centered Positioning (cont)
Employee Centered Positioning (cont)
The Meeting
Research the company & the individual so you can speak to structure, industry, trends, news & their interests
Prepare a list of questions Reminder of connection Confirm time available Take notes
– Take brief notes Ask for additional contacts
– “Can you recommend someone else you think I’d benefit from talking with…”
Thank you & follow-up Keep in touch
Make Networking Part of Your Weekly Plan
Create & update a weekly plan
Weekly Plan - 8-30-2009
Monday Tuesday Wednesday Thursday Friday Prospects
Posted Jobs Review Cabasys
Alerts Cengage
LinkedIn LexisNexis
Guardian
Networking Cobasys
LinkedInEmailPhoneECP or IL
Companies Oakland Co Info Research A's ID C's
Identify Research B's ID D's
Research Research C's ID E's
Misc. SICPN Presentation SICPN Presentation Reliance One
Elevator speech Elevator speech Elevator speech Elevator speech Elevator speech ReferenceUSA
NWLB detroitnet.com Oakland County
Crains
Prod/Ser Mgt LinkedIn
Apply LexisNexis jobs
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