Interviewing and NetworkingMaster Class

Andrew MalkinFairfield Public LibrarySeptember 22, 2016

My Journey armalkin@gmail.comAndrew Malkin@armco

Why I’m here with you today

Ever Had A Company Crush?

Agenda--Networking

§ Why It Matters Today§ How to Properly Leverage + Grow Yours § “Personal Board of Directors”§ “Strength of Weak Ties”§ Power of Personal Marketing Plan§ Sample Warm Email

Agenda--Interviewing

Interviewing§ Types§ SOAR method§ Tips§ Questions I ask§ Thank you noteResourcesQuestions

Myths About Networking

1. It feels slimy and is only for schmoozers.

2. Introverts are horrible networkers.

3. Only network with people who can offer you a job.

4. Networking has to be face-to-face in order for it be effective.

5. It seems selfish.

Myths About Networking

6. I have to network to find a job.

82%

“Personal Board of Directors”

§ Better than Mentors§ Don’t Just Pick Your Buddies§ Range and Diversity Matter

“Strength of Weak Ties”

1. 56%2. 19%3. 10%

A. Traditional methodsB. Had a personal connectionC. Applied directly

“Strength of Weak Ties”

1. 56%

*27% Rarely saw their contact at all *55% Saw their contact occasionally

“Strength of Weak Ties” Use Case

Be A Generous Connector

Thoughtful Surprises

Personal Marketing PlanANDREW R. MALKINStreet Address, City, State, ZipEmail , Cell PhoneLinkedIn profile address

Preferred Job Titles: Senior Sales Leader, Head of Business Development

Preferred Job Functions: Sales, Business Development

Positioning Statement/Summary: Business Development Professional with experience in content marketing, marketing automation, social media, digital distribution and onlne marketing at industry leaders including eBay, AOL Time Warner, Random House, R.R. Donnelley and Rodale. P&L up to $125 million. Developed, enhanced and maintained 50+ client relationships annually often at C-level. Managed teams of nine and known for a productive and collaborative style. Drove revenue growth by as much as 350% including international markets. Created and executed original strategic plans at five companies. Optimized partnerships with Apple, Oracle, Inkling and Google. MBA, Kellogg School of Management.

Personal Marketing Plan

Professional ObjectiveSeeking an executive role with a financial services or FinTech company that is focused on the advancement of digital payments.

Positioning StatementA proven payment processing executive recognized for managing high performing corporate sales, client management and solutions teams. Most recently Head of US Acquiring at Visa with responsibility for the largest US Acquiring clients. Directed strategic initiatives designed to maintain YOY revenue growth and retention. Secured strategic partnership agreements, which deliver in excess of $1b in recurring revenues. Extensive knowledge of payment processing solutions, EMV contact/contactless, mobile payments, eCommerce, merchant loyalty & rewards, encryption/tokenization, mPOS, international/cross border processing, b2b acceptance, as well as risk management & authentication tools.

Personal Marketing Plan

Management & Performance Technical Expertise Portfolio Management

• Strategic partnerships• Revenue achievement• Client satisfaction• Brand ambassador• Talent development

• Payment solutions• Product development• Transaction processing• Payment networks• Pricing strategies

• Client consulting• Partner collaboration• Cross functional engagement• Performance metrics• Contract negotiations

Target Markets:Geographic - New York, North America, Western EuropeIndustries - Payment Processing, eCommerce, Mobile Payments, FinTech / payments, ConsultingCulture - Passionate for excellence & quality, autonomy in decision-making and access to executive leadership.

Competencies:

Sample Warm Email

Subject: Referred by Don Brock/Fellow Content MarketerDear Amy,Our mutual friend, Don Brock, suggested I reach out to you given our shared enthusiasm and work experience in content marketing. I see we also share over 20 contacts in common including Dave Kirk and Ivy Tan. Would it be possible to meet in person for 15 minutes at your convenience? I can be quite flexible. I’m actively interviewing with peer companies of Brightcove in the NYC market and would appreciate your insight. Look forward to connecting soon.Many thanks.Sincerely,Andrew

Before You Meet…

Interviewing

Types of Interviews

Day Of Interview Prep

Day Of Interview Prep

Face To Face

§ Phone off§ 2 copies of resume§ Strong handshake§ Confident posture§ Maintain eye contact§ Mirror them§ Use First Name§ Get their email

By Phone

§ Establish Rapport§ Smile§ Stand Up§ Be Prepared For Sensitive Questions§ Deodorize Your Social Media Presence

80%§ Lay Out Your Notes/Whiteboard

By Phone

§ Remember You Have Other Things In Pipeline§ Don’t Get Too Far Out On Your Skis§ Don’t Overshare or Overtalk§ Don’t Miss Your Chance§ Key Points to Make List

Always Have a Point of View

Definition of point of view in English:point of view NOUN

A particular attitude or way of considering a matter

5 C’s

§ Clarity§ Conviction§ Confidence§ Calm§ Concise

SOAR Method

§ ANSWER THE QUESTION§ Situation/Problem/Task§ Obstacle§ Action§ Results§ Represents?

Telling A Good Story

Interview Tip

“Perfection is achieved not when there is nothing more to add, but when there is nothing left to take away.”

--Antoine de Saint Exupery

Interview Questions I Ask

§ Type of Person Who Excels Here?§ How Would Your Direct Reports or Boss Describe

You and Your Leadership Style?§ 1 to 2 Things You’d Like To See Changed at X?§ What Trend in ______ Excites You Today?§ Based On What You’ve Heard About Me, How

Do I Stack Up?

Thank You Notes

§ Key Components§ Purpose§ Who Needs To Receive One§ Handwritten?

Sample Thank You NoteBrady,

Glad we could meet in person today at your NYC office. I really enjoyed my conversations with you, Claire, Gary and Chris. Noquestion it is an exciting time at Outbrain as the company continues to innovate, acquire and grow in the ever-evolving content and ad tech spaces. I am looking forward to speaking with Keith via video tomorrow and discussing next steps with Claire soon.

Our discussion about the real time value of each page/moment per publisher was very stimulating as was the comparison of Outbrain with Taboola and margin discipline required with deals. I also enjoyed talking about the opportunity to leverage and extend the value of Outbrain's tools with more constituents inside a large publishing partner as Outbrain moves from revenue to professional services.Below is the link to the David Remnick podcast with Peter Kafka at Re/Code. It’s interesting to listen to this one and then hear how Troy Young at Hearst approaches the magazine space. http://recode.net/2016/02/18/new-yorker-editor-david-remnick-makes-the-case-for-magazines-in-a-facebook-era/

Lastly, it was fun discussing college in the cold (and Greek) climates of UVM and Dartmouth as well as our shared experiences skiing at the "Sun Mountain", Bromley. You need to go back up with your children. Their "Kids Rule" program is terrific.

Best regards,

Andrew

Waiting Is Hardest Part

Dead Mouse Concept

People Hire People Not Types

People Hire People Not Types

“It’s all about the people you work with.

Relationships really matter, and you need to get that right, both for your career as an individual and as a future leader.

I think a lot of people pay attention to the technical stuff and the hard stuff about whatever discipline they’re in.

But it’s the softer side that will get you every time if you’re not paying attention to it. It’s probably the biggest determinant of whether you’re going to be successful.” --Gary Smith, CEO, Ciena

People Hire People Not Types

“The path to success is embracing your unique skill set.

Don’t get hung up on being something that you think others want you to be.”

Sanjay Dholakia, CMO, Marketo

Resources

Closing Thoughts

§ Luck Favors The Prepared§ Gratitude§ Perspective§ Focus On What You Can Control § Comparative Happiness=Anvil

Questions?Andrew Malkinarmalkin@gmail.com