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