CFA UK Stepping Ahead – Developing The Perfect Pitch UK Stepping Ahead – Developing The Perfect...

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CFA UK Stepping Ahead – Developing The Perfect Pitch Sarah Dudney * Karen Hale 29 th February 2012

Transcript of CFA UK Stepping Ahead – Developing The Perfect Pitch UK Stepping Ahead – Developing The Perfect...

Page 1: CFA UK Stepping Ahead – Developing The Perfect Pitch UK Stepping Ahead – Developing The Perfect Pitch

CFA UKStepping Ahead – Developing The

Perfect Pitch

Sarah Dudney * Karen Hale

29th February 2012

Page 2: CFA UK Stepping Ahead – Developing The Perfect Pitch UK Stepping Ahead – Developing The Perfect Pitch

Learning methodologyand follow up

• Insights, discussion, reflection

• Practice

• Develop your own action plan with key datesof achievement

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Session outline

• By the end of the session attendees will have learntthe following:

• Finessing your pitch

• Does your business dress mirror your message?

• What is your own campaign for successfulnetworking?

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Ignite career quiz

1) Who likes talking concisely about their own achievements.And does it?

2) Who thinks ahead and thinks about their audience ?And dresses for that audience ?

3) Who actively prepares for successful networking.And does it ?

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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The elevator pitch – refresh

Skills Attitudes Knowledge Experience

1. Take a sheet of A4 paper, put your name in a circle in the centre and thenfrom the circle four arms with skills, attitudes, knowledge and experience

2. Write all that comes to mind in these categories

3 Next take out the words that you do not want to do. Then rank in orderall those aspects that a potential employer would be interested in

4 Finally write this in the third person

5. Revise and then practice, practice and more practice

Source Max Eggert The Perfect CV

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Flag up the contents

“Two seconds is all it takes” – Malcolm Gladwell

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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In the witness box

Information processing

83-93% vision (55% facial expression)5-11% hearing (38% vocal tones)2-6% the rest

Non verbal more believable

Non verbal is multi channelled

Non verbal is continuous broadcast

Source: Michael Isaac Forensic Psychiatrist

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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A picture speaks a thousand words

76 % of UK bosses would decide against hiring a candidate because they deemedtheir clothing inappropriate

Source: Survey by senior executive careers site The Ladders.co.uk© Ignite, Sarah Dudney and Karen Hale

February 2012. All rights reserved

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How to create your personal brand

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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What to wear where

Mark Zuckerberg

Sheryl Sandberg

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Levels of formality

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

People who maintain a consistently attractive appearance have greater economic success thanthose whose appearance and style fluctuate over time, up 20% higher earnings

Biddle and Hamermesh 1998

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Business casual

Choose important separatesand

accessorize well

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Levels of formality ?

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Levels of Formality with ColourWhite, Ivory, Blue, Pink and Lilac (avoid black)

Levels of Formality with PatternPlainStripes - one colour on white with equal frequencyStripes - two colours or more, varied frequencySmall checkBold check

Strategic dressing - shirtsby

by

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Make the pattern of the shirt different from the pattern of the tieOr if you wear a striped shirt with a striped tie make sure stripes are not identical in size

and run in a different direction

Style: shirt, tie & suit patterns

Only two patterns per outfit(avoid wearing a striped shirt with a striped tie and a pinstriped suit)

by

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Choose an important top

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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In the witness box

Information processing

83-93% vision (55% facial expression)5-11% hearing (38% vocal tones)2-6% the rest

Non verbal more believable

Non verbal is multi channelled

Non verbal is continuous broadcast

Source: Michael Isaac Forensic Psychiatrist

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

Added influence

64 % of directors believe that women in make up look moreprofessional Source Aziz Communications Index

Lisa Kudrow

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The man behind the beard

60% of business people thought that a man with a beard could not bebothered to shave or was hiding something.

Source: Aziz Communications Index

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Secrets of networking

• Intellectual curiosity and skill at information gathering ask good questions

ASK

• Professional Philanthropy (you get back what you put in)

GIVE

• Professional eavesdropping- always discreetly

GATHER

• Confidentiality and discernment (you don’t have to tell anyone that youare looking for a job, only career opportunities... )

KEEP

• Appreciation –praise your network and your mentors

PRAISE

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Secrets of networking - investing social capital

• Build your networking grid – Aim to build 100contacts and prioritise them by proximity to you andyour career goals and objectives

• Boot camp activity– look to double that by 100 in 8-12 weeks and so on, your network will give you morerelevant contacts, plug them in ! Every single namematters.

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Diary of a networker

Breakfast /Preparation:It is not who I know but who knows me ? I always introduce myself in a way that is

audible and encouraging and generates interest

Coffee with colleagues – I gain value from the contacts I make and best way forwardis to ask them about themselves !

Lunch with a colleagueCan I list my and discuss 5 major accomplishments in my career ? I do not gossip and

look after information given to me

Drinks with a colleague who is leaving for a new roleI approach all contacts with an open mind and I practise the art of a good

conversation

Supper:I am always an active listener, always positive in spirit and always return the help and

contribute professionally

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Networking passions• Corridor conversations, client and team meetings

• Sport....especially football/golf/tennis/badminton

• Industry conferences

• Seminars

• Brokers, lawyers, accountants, other serviceproviders

• Newspapers, industry magazines

Financial Times, FT FM, Hedge Fund Journal,Investment Pensions Europe, The Economist,Bloomberg..........

Data, knowledge, insight, communicate

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

Your agenda for action

• What will you elect to do after our presentation?

• When?

• How?

• What might be in your way? And how to resolvethis?

• What does your success look like?

24© Ignite, Sarah Dudney January 2012. All

rights reserved

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Speaker background

About Sarah Dudney and Ignite

• Sarah Dudney established Ignite in 2011 in response to client demand for more contemporary andrelevant business and career coaching in the investment management industry. Ignite’s workincludes:

– Career coaching with particular focus on those in career transition in City and related fields

– Business coaching for individuals and teams

– Learning and development for City based firms encompassing topics such as Impact and influence to Leadership without Authority

• Sarah Dudney has 11 years experience of search in the City of London working with assetmanagement houses, banks and family offices in EMEA and North America.

• Over the past six years Sarah has written on career management, recruitment and related issuesin financial services for Financial Times, Investment Pensions Europe, Professional Investor andGlobal Investor.

• Her earlier career was spent in Edinburgh working for AEGON in a corporate planning role.

• She is a graduate of the University of Edinburgh

[email protected]

• www.ignitecareer.com

• Mobile 07793204220

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved

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Speaker background

About Karen Hale and Ignite

• Karen joined Sarah in 2011 in response to client demand for more contemporary and relevantbusiness and career coaching in the investment management industry. Ignite’s work includes:

– Career coaching with particular focus on those in career transition in the City and related fields

– Business coaching for individuals and teams

– Learning and development for City based firms encompassing topics such as Impact and influence to Leadership without Authority

• Karen has significant experience of advising business leaders from many different sectors on howto create and develop their own consistent business image.

• She consults leading global banks, private banks and family offices,

• She also advises on media presentation for the digital age and works with a leading financiallobbying group on their media presentation.

• Karen also is a guest speaker at the London Business School on business image.

[email protected]

• Mobile -07956626740

• www.ignitecareer.com

© Ignite, Sarah Dudney and Karen HaleFebruary 2012. All rights reserved