Networking 101
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Transcript of Networking 101
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FEI-NETWORKING 101- FOR FINANICIAL EXECUTIVES
WENDY F. KENT
KENT EMPLOYMENT SOLUTIONS
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LET’S GET STARTED!
PROFESSIONAL NETWORKING INCLUDES AN INTERPERSONAL EXCHANGE OF INFORMATION THAT
PROVIDES VALUE FOR BOTH SIDES.
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WHY SHOULD WE TAKE TIME TO NETWORK?
• KEEP YOUR PULSE ON THE MARKET
• GENERATING BUSINESS FOR YOUR ORGANIZATION
• SCOUTING FOR TALENT
• CURRENTLY IN JOB SEARCH/POISED FOR FUTURE JOB SEARCH
• SUBJECT MATTER EXPERTISE
• PEER SUPPORT
• BRANDING YOUR COMPANY
• BRANDING YOURSELF
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TYPES OF NETWORKING
• NETWORKING FORMATS INCLUDE BOTH YOUR ON-LINE PRESENCE & YOUR IN PERSON PERSONA
• SOCIAL MEDIA-MOST OF YOU HAVE A LINKEDIN PROFILE, WHAT OTHER ON-LINE SOURCES DO YOU USE FOR NETWORKING?
• GROUPS-WHAT GROUPS DO YOU PARTICIPATE IN? • TRADE ASSOCIATIONS-WHAT ASSOCIATIONS ARE MOST
LIKELY ALIGNED WITH YOUR PROFESSION OR PROFESSIONAL GOALS?
• RECRUITERS-WHO REPRESENTS THE ROLES I DESIRE? • ACADEMIC AND ALUMNI CONNECTIONS-HOW DO I
LEVERAGE THESE RELATIONSHIPS?
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MARKET INTELLIGENCE
• NETWORKING ALLOWS YOU TO ACQUIRE MARKET INTELLIGENCE-THIS IS IMPORTANT FOR YOU AS THE FINANCIAL LEADER
• GAIN VALUABLE INSIGHT INTO THE CURRENT BUSINESS CLIMATE
• BE AWARE OF CHANGES GOING ON IN THE BUSINESS COMMUNITY AS WELL AS YOUR INDUSTRY AND FUNCTIONAL AREA OF EXPERTISE
• UNDERSTANDING YOUR ORGANIZATION’S COMPETITIVE ADVANTAGES AND DISADVANTAGES
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NETWORKING FOR TALENT
• YOU AS A FINANCIAL LEADER SHOULD ALWAYS BE SCOUTING FOR NEW TALENT
• THE BEST CANDIDATES FOR OPEN POSITIONS COME THROUGH REFERRALS
• RETENTION-KNOW WHAT YOUR EMPLOYEES ARE SEEING AND HEARING
• CONFIRMATION THAT YOU AS AN EMPLOYER ARE STAYING COMPETITIVE AND ATTRACTIVE
• ONGOING MANAGEMENT OF RELATIONSHIPS FOR FUTURE ROLES YOU WILL NEED TO FILL
• MID LEVEL POSITIONS ARE INCREASINGLY HARD TO FILL
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NETWORKING-YOUR FUTURE JOB SEARCH
• ACCORDING TO THE FEDERAL BUREAU OF LABOR STATISTICS AVERAGE TENURE FOR SALARIED EMPLOYEES IS 4.6 YEARS (2012)
• NETWORKING KEEPS YOU IN FRONT OF PEOPLE AND TOP OF MIND
• EVEN WHEN YOU ARE NOT SEEKING A NEW ROLE NETWORKING IS A COMPONENT OF YOUR OVERALL CAREER MANAGEMENT
• NETWORKING ALLOWS YOU TO KEEP ABREAST OF POTENTIAL SITUATIONS & BENCH THEM AGAINST YOUR CURRENT SITUATION
• IF YOU FIND YOURSELF IN TRANSITION YOU ALREADY HAVE AN ESTABLISHED NETWORK
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HOW ARE POSITIONS BEING FILLED?
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SME’S
• GAINING INSIGHT INTO WHERE YOU WILL FIND EXPERTISE
• BUILDING TRUSTED WELL RESPECTED RESOURCES
• GETTING RECOMMENDATIONS FOR RESOURCES RELATED TO FUTURE INITIATIVES YOU WILL DRIVE
• ESTABLISHING WHICH VENDORS TO USE BEFORE YOU NEED THEM
• SHARING BEST PRACTICES AND LEARNING FROM YOUR COLLEAGUES
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PEER TO PEER SUPPORT
• DO YOU HOLD THE TOP POSITION?
• PEERS HELP YOU ACHIEVE BETTER OUTCOMES
• IT’S JUST GOOD TO TALK TO SOMEONE WHO IS NOT DIRECTLY INVOLVED
• NEUTRAL AND UNBIASED OBSERVATIONS
• GETTING HONEST FEEDBACK FROM TRUSTED SOURCES
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COMPANY BRANDING
• YOU REPRESENT YOUR COMPANY • EVERYONE IN THE COMPANY IS A RECRUITER • WHEN YOU NETWORK YOU ARE AN EXTENSION OF
YOUR COMPANIES MARKETING EFFORTS • THE IMPRESSION YOU LEAVE IS ADOPTED AND OFTEN
ACCEPTED AS A COMPANY WIDE REPRESENTATION OF THE CULTURE
• YOU CAN LEARN WHAT OTHER COMPANIES ARE DOING TO INCREASE AND IMPROVE BRAND AWARENESS
• CREATE BUZZ AND A DESIRE FOR PEOPLE TO WANT TO WORK FOR YOU AND YOUR ORGANIZATION
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INDIVIDUAL BRANDING
• THINK ABOUT YOUR PROFESSIONAL VALUE PROPOSITION
• CREATE BUZZ FOR YOURSELF • ASK YOURSELF-HOW DO I WANT TO BE PERCEIVED? • GET INQUIRES • BE CONSIDERED A SME OR GREAT REFERRAL
SOURCE • BE RESPECTED IN THE COMMUNITY • GIVE BACK IT WILL GO A LONG WAY WHEN YOU
NEED ASSISTANCE
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QUESTIONS TO ASK YOURSELF ABOUT YOUR
NETWORK: • DO YOU TRUST YOUR NETWORK TO GIVE YOU THE
TRUTH ABOUT THE REAL YOU?
• DOES YOUR NETWORK CHALLENGE YOU AS MUCH AS IT SUPPORTS YOU?
• DOES YOUR NETWORK FEEL VIBRANT AND DYNAMIC?
• DOES YOUR NETWORK REPRESENT YOUR FUTURE GOALS AS MUCH AS YOUR PAST?
• ARE THE NETWORKS CONNECTED TO YOUR NETWORK STRONG?
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THE NETWORKING PYRAMID
TIER THREE-FRIENDS, PEERS IN TRANSITION, MEMBERS OF
YOUR CHURCH OR OTHER GROUPS THAT COMPLIMENT YOUR OUTSIDE INTERESTS
TIER TWO-RECRUITERS (CONTINGENT), OTHER TRADE ASSOCIATIONS,
VENDORS I.E. BENEFIT BROKERS, 401K ADMINISTRATORS, HR CONSULTANTS
TIER ONE-TRUSTED ADVISORS INCLUDING BANKERS, CPA’S, ATTORNEYS, CONSULTANTS, OTHERS IN YOUR INDUSTRY
INSIDE YOUR VERTICAL, VENTURE CAPITAL FIRMS, RETAINED SEARCH FIRMS, PEERS, SME’S, INDUSTRY/ROLE SPECIFIC
ASSOCIATIONS
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STRATEGY FOR ORGANIZING NETWORKING ACTIVITIES
• SEGMENT YOUR CONTACTS AND REFERRAL SOURCES
• ORGANIZE YOUR TIME AND ENERGY ON THOSE SOURCES THAT HAVE THE HIGHEST RATE OF RETURN
• TIER ONE COULD INCLUDE: CPA FIRMS, BANKERS, ATTORNEYS, OTHER TRUSTED ADVISORS AND DIRECT DECISION MAKERS, SEARCH FIRMS (RETAINED), COLLEAGUES AT YOUR LEVEL, OWNER AND CEO’S
• TIER TWO-CONTINGENCY RECRUITERS, TRADE ASSOCIATION MEMBERS, BENEFIT BROKERS
• TIER THREE-RELATIVES, CHURCH MEMBERS, FRIENDS, CLUBS, PEERS IN TRANSITION
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NETWORKING EVENTS
• EVENTS ALLOW YOU TO MEET A LOT OF PEOPLE ALL AT ONCE-DON’T STOP HERE!
• IF YOU KNOW WHO WILL BE ATTENDING DETERMINE WHO YOU WOULD LIKE TO MEET AT AN EVENT AHEAD OF TIME
• VISIBILITY HELPS OTHERS BECOME COMFORTABLE AND FAMILIAR WITH YOU
• THIS IS AN OPPORTUNITY TO ESTABLISH INITIAL RAPPORT • DON’T SPEND YOUR TIME WITH PEOPLE YOU ALREADY
KNOW-YOU CAN ALWAYS SEE THEM SOCIALLY-SEEK OUT ONE NEW PERSON YOU DON’T ALREADY KNOW
• FOLLOW UP WITH ONE ON ONE MEETINGS WITH INDIVIDUALS YOU WANT TO GET TO KNOW BETTER
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WHAT DO I SAY WHEN I MEET SOMEONE AT A NETWORKING EVENT?
• CREATE A SUCCINCT MESSAGE THAT REFLECTS YOUR EXPERTISE
• SHOW GENUINE INTEREST IN THE PERSON YOU ARE TALKING WITH-BE INQUISITIVE ABOUT THEIR EXPERIENCE
• DETERMINE WHAT YOU HAVE TO OFFER • ASK YOURSELF WHAT IS MY VALUE PROPOSITION? • GET COMFORTABLE WITH YOUR MESSAGE AND
PROFESSIONAL BRAND • DON’T RECITE YOUR ENTIRE RESUME/JOB HISTORY IF YOU
ARE SEEKING EMPLOYMENT • BE THE AUTHENTIC YOU-DON’T SOUND LIKE YOU ARE
READING FROM A SCRIPT
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WE ARE ALL IN THE SAME BOAT!
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CONDUCTING A NETWORKING MEETING ONE ON ONE
• DO YOUR RESEARCH • ESTABLISH YOUR OBJECTIVES UP FRONT-KNOW WHY YOU
ARE HAVING THE MEETING BEFORE YOU AGREE TO MEET • ESTABLISH CONNECTIONS IN COMMON • ASK OPEN ENDED QUESTIONS TO LEARN ABOUT THE
INDIVIDUAL • ASK HOW YOU CAN HELP THEM • BE SPECIFIC ABOUT HOW THEY CAN HELP YOU • SHOW GENUINE INTEREST • RESPECT THE ARRANGED TIMEFRAME-IF YOU REQUESTED
THE MEETING MAKE IS CONVENIENT FOR THE OTHER PARTICIPANT
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NETWORKING IS NOT
• A ONE TIME EVENT • SPEED DATING • ROLODEX DERBY • A VENUE TO BE USED TO ASK FOR A JOB • A ONE SIDED RELATIONSHIP WHEN YOU NEED HELP • A NUMBERS GAME
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Networking Is
• AN OPPORTUNITY TO BUILD YOUR CONTACT BASE
• TO ESTABLISH NEW AND DEEPER RELATIONSHIPS AND ENHANCE YOURSELF PROFESSIONALLY
• TO LEARN FROM OTHERS
• TO SHARE IDEAS
• TO MAKE NEW FRIENDS
• TO GIVE BACK TO YOUR BUSINESS ASSOCIATES AND THE COMMUNITY
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NETWORKING SHOULD BE TARGETED
• EACH MEETING SHOULD PROVIDE YOU/YOUR AUDIENCE VALUE
• EACH MEETING SHOULD HAVE A PRE-DETERMINED OBJECTIVE
• MEETINGS WITH KEY REFERRAL SOURCES SHOULD PRODUCE NEW INTRODUCTIONS AND SUGGESTIONS FOR OTHER MEETINGS WITH ADDITIONAL CONTACTS
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NETWORKING SHOULD BE ONGOING NOT JUST PART OF A JOB SEARCH
• RELATIONSHIPS ARE VITAL IN BUSINESS, STAY ACTIVE AND ALWAYS NETWORK
• BUILD A LARGE AND DIVERSE NETWORK-MAKE SURE YOU ARE ALLOWING TIME TO WORK ON THIS EVEN WHEN YOU ARE EMPLOYED
• REMEMBER, MOST QUALITY POSITIONS ARE NOT ADVERTISED
• EXPLORE USING E-NETWORKING TO SUPPLEMENT FACE TO FACE EFFORTS
• DEVELOP A TRACKING SYSTEM THAT WILL WORK FOR YOU
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IN CLOSING
• MAKE NETWORKING A PART OF YOUR EVERYDAY PROFESSIONAL LIFE
• STAY ACTIVE AND HELP OTHERS WHO ARE IN TRANSITION OR NEED YOUR ASSISTANCE
• REMEMBER TO RECOGNIZE THOSE WHO HAVE HELPED YOU IN THE PAST
• SEE NETWORKING AS PART OF AN OVERALL BUSINESS AND CAREER MANAGEMENT STRATEGY
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Questions?
THANK YOU!
Wendy Kent, Principal
Phone: 503-293-JOBS (5627)
5200 SW Meadows Road, Suite 150
Lake Oswego, OR 97035
kentemploymentsolutions.com
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