© 2010 Right Management. All Rights Reserved.

Networking & Career Development

Lisa RyanVice President Talent Management

Agenda

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What is networking?

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Networking is:

Sharing and cross-collaboration: Networking is about building relationships to share and

gather resources and information. When you are networking effectively, both you AND your

contacts are benefiting. You are building a personal and professional network for

future endeavours.

Effective Networking

Positive What’s in it for them – WIIFT Pay it forward – what can you

do for them?­ Giving back – good karma­ Send information, articles,

make introductions

Negative What’s in it for me – WIIFM­ User­ Only when you “want”

something

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Why network?

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The Value of Networking

Provides you with information to help your career development

Enhances your knowledge and credibility Uncovers opportunities and information difficult to discover

in other ways Helps get you noticed for positions you have identified Puts you in less competitive circumstances

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A new definition of networking

Myth

It’s who you know, not what you know.Reality

It’s who you know. (Contacts)

It’s who knows what you need to know. (Strategic Contacts)

It’s what you know. (Information)

It’s who knows you. (Visibility)

Who should I network with?

Networking Process

The more people you connect with the more you inadvertently are connected to others

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How do I start Networking?

Start by listing all your contacts Review your research questions Set your agenda for Informational Meeting Write your script for the call to set meeting Meet with your immediate contacts for Informational

Meetings

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Networking Process

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CC

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B B

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B B

I’d be happy to give you the benefit of my experience.

We are looking for someone like you to take on this special project.

I know someone who does xxx. I’ll introduce you.

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Selecting a mentor

Be clear on your objective Choose someone with a similar career path Make sure your mentor has enough time Create mutually beneficial goals Take ownership of the relationship Make sure your mentor feels heard and appreciated

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Networking approach

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I am looking to expand my knowledge of xxx and thought you would be a great

place to start. Could I have 15-20 minutes of your time to share my

strategy and hear your thoughts and ideas? Sure, I’ll be happy to help.

During the meeting, ask for information and referrals…

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Informational Meeting Pointers

Verbally review your next steps at the end of the meeting Ask if you can touch base with them periodically to ask any

further questions that come to mind Think of what you can offer your contact in return for their

assistance—examples might be information, articles, vendor names, resources

Don’t remind your contact of any difficulties you have had reaching them

Develop a tracking system and record information from each meeting

Informational Meeting Agenda

Warm-up conversation Emphasize connection with referral Objective Options you’re currently exploring

Gather additional information Summarize Show appreciation Agree on follow-up actions

Industry/Sector Common Business Issues?

Challenges?Solutions Tried?

Needs

Who Else?(Referrals)

BuildRapport

Build Rapport

Self-Presentation

Referrals

Thank you Next Steps

Focusing-In Technique

(F.I.T.)

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Building Networking Momentum

Prioritize contacts, continue to reach out to build a strong pipeline of activity

Email or phone contacts (develop script/talking points) Be sure to follow-up (get organized!)

Set daily and weekly goals for number of face to face informational meetings and number of referrals obtained Attend group networking events to grow contacts: ( e.g. professional association meetings, community volunteering)

Use social networking tools

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When should I network?

Where should I network?

Where will you meet like-minded people?

Industry associations– Sub-groups– Round tables– Committees

Social Networking– Twitter, Linked-In,

Facebook

Mentor & mentee programs– Blogs

Activities– Yoga, golf groups, clubs

Volunteer

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Be Curious!!

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Networking Tips For Reaching People You Don’t Know

Use Your Existing Network’s Network Attend Market Connection meetings Practice with trusted advisor Call professional organization members Use social networking sites Attend networking events Research industries, markets, and companies

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Online Networking

What is it? Individuals connecting through

electronic means Communicating personal brand 24/7 Services—Plaxo, LinkedIn®,

Facebook and others—help users grow and manage personal and business networks online

Access to people in more locations, industries, professions

Who is doing it? Jobseekers, business owners,

recruiters, active networkers All Fortune 500 companies

represented on LinkedIn, director level and above

More than 145,000 CEOs on LinkedIn Experienced professionals globally,

representing 170 industries Your LinkedIn profile will appear in

Google and Yahoo Search

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Using LinkedIn.com

Set up a Profile to promote your expertise Work experience Recommendations (work colleagues, customers, classmates etc.)

Invite people you know to join your network customize your invitations to link Build your network slowly based on quality vs. quantity

Research people you are scheduled to meet Offer advice and feedback to provide value

Groups Questions & answers

Join groups on LinkedIn Use the Status Update field to share what you are working on Keep your profile updated and continue to manage your network

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Manpower Study Employer attitudes to social media in the workplace

Survey 34,000 employers in 35 countries

Fostering collaboration & communication 11%

Recruiting new talent 8%

Assessing candidates before hiring 7%

Continuing professional development of employees 7%

Improving employee engagement 5%

Staying in touch with former employees 4%

To sum it all up...

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Networking Best Practices

Be organized Create contact tracking system Prioritize your contacts Create research questions to ask Develop a script before you pick up the phone—prepare for each possible

obstacle! Develop an agenda for Informational Meetings

Be prepared to talk about your background and future interests Help others—don’t just ask for help Be natural and genuine in your approach

say thank you and mean it Follow through on next steps and commitments

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Networking Reminders

Consider your approach for each situation Be prepared to ask questions Don’t put pressure on anyone Be clear on value proposition Always offer assistance Ask about next steps and other referrals Remember people want to help Stay connected – make networking a way of life

Questions?