Networking I - Orientation
Transcript of Networking I - Orientation
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PARKER CAREER MANAGEMENT CENTER
Networking:Selling Your Value Proposition
Parker Career Management Center September 8, 2011
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R A genda
Share the networking advantage
Provide a framework for developing a high-impact pitch
Highlight networking opportunities at UCL A A nderson
Discuss the top 5 best practices for employer events and how toovercome networking obstacles
Practice networking
Share a few closing thoughts
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R
InternalInterestsSkills/ExperiencesValues
External BusinessEnvironment
ValueProposition
Resume Networking Cover Letter Interviewing Decision Making
SuccessfulJob Search
K nowing Your Value Impacts Your Job Search
Networking
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R T he Networking A dvantage
Networking is about relationshipsand generosity in both the shortand long-term:
Creating opportunities to buildmutually beneficial relationships
Communicating your valueproposition and your likeability
D evelop internal advocatesand/or identify potential mentors
Educate yourself on the industry,function and specific role
Networking is the #1 way people find job opportunities
As a c areer swi t ch er, my effe c t iv e net wo rk ing a nd relat ionship b ui l ding p laye d a vi tal r ole in my g ett ing invi te d t ot he inter vi e w.
-- UCLA And er son MBA 12
I w a s more wi ll ing t o go o ut of my w ay t o h el p a s tud e nt whoshow e d e nt husi a s m a nd h a d
t ho ugh tful que s t ions t o a s k . -- M a na g eme nt Cons ulta nt
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R
A High-Impact Pitch
Succinctly describes your value proposition and track record of success, but is not a complete autobiography
Communicates your most relevant selling points to your targetaudience in a confident and authentic manner
Compels the listener to engage in your job search and answerswhy you are interested in their company
Is customized and tailored to the company and their needs
Practice, Practice, Practice!
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Components of Your Pitch
Headline
Headline
The Ask
The Ask
ValueProposition
ValueProposition
What do you want the listener to remember about you?What goal are you trying to accomplish/role are youseeking?What is your unique benefit?
Who are you and what are your major achievements?What transferrable skills do you have? How does your background qualify you for the role?A re you demonstrating an understanding of the needs of your listener?
What is your request (an informational meeting, areferral, etc.)? Hint: dont ask for a job!Why do you want the information? Why are youinterested in their perspective/company?Is your request specific, well-defined and realistic?
Questions to Address
Questions to Address
T h e
C o n
t e n
t
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Networking Events @ UCL A A nderson
Parker CMC Events Employer Briefings Company office hours / coffee
chats Receptions
Career Fair
Club Events Days on the Job (DOJ) Dinners for Eight (D48) Career Nights
A
nderson A
fternoons or workshops Club speaker series
Other Opportunities Professional conferences Social events One-on-one meetings with former
employees and/or company interns
Value of the EventsValue of the EventsType of EventsType of Events
Learn about the following: Company strategy and vision Company culture and structure Projects / Opportunities Function
Meet members of the teamBuild advocates which is importantfor both OCR and non-OCRrecruiting
Demonstrate enthusiasm and
interest for the industry, companyand job
Identify valuable insights for customizing your resume, cover letter and pitch
Get invited to interviews
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R
Top 5 Best Practices for Employer Events
1. Be prepared; know your objective for the event
2. Be professional ; you are representing yourself A ND the school
3. A sk thoughtful questions during Q& A and at the post-event
networking
4. Share relevant compelling skills with recruiters
5. Send follow-up thank you notes to everyone with whom you hada meaningful interaction
Make a positive impression!
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Company Presentations pay attention!
Learn about a new role, company and industry Gain insights into the industry and a companys culture Learn about a companys business model and strategies Gather information on day-to-day responsibilities
Gather insights you can use in your job search Develop smart questions to ask Customize your resume, networking pitch and cover letter Prepare for potential interview questions Match your skills and experiences to their needs
Use information to differentiate yourself Demonstrate your interest and knowledge in their business
Pay attention and take notes!
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Where Does PWM Sit within the Firm?
Equities
Operations,Technology,Finance, and
Services
MerchantBanking
Legal andManagement
Controls
InvestmentManageme
nt
InvestmentBanking
Fixed Income,Currency, andCommodities
GlobalCompliance
GlobalInvestmentResearch
GoldmanSachsAsset
Management (GSAM)
PrivateWealth
Management (PWM)
PWM
U.S.
PWM
Europe
Goldman Sachs
AtlantaMiami/Palm
BeachNew YorkD allasBoston HoustonChicago LosAngeles
SanFrancisco
Philadelphia/Washington, D C Seattle
PWM
Asia
PWMLatin
America
H ow do the variousdepartmentscollaborate?
W hat are possiblecareer development
paths
A re clients managed at the Firm level, or at the department level?
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Corporate Strategy Goals and Choices
ObjectivesWe make everyday life better, every day
Maximize economic profit across categories,customers and countries
Be best at building big-share brands ineconomically attractive midsized categories
Goals
D ouble economicprofit by 2013
Strategies
Grow netcustomer sales
by 5-7%per year
Grow EPan averageof 12-15%per year
Be a high-performanceorganization of enthusiastic owners
Win with superior capabilities in D esire,
D ecide, and D elight
Accelerate growth both inand beyond the core
Relentlessly drive outwaste
D o all decisions (i.e., new product launches) map back tothis OGSM?
H ow are departmental / individuals performance targetslinked to the overall goals of Clorox?
H ow do you prioritize growthopportunities in the core vs.beyond?
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Marketing at GMI = General Management
V olumeV olume
Profit Profit
ShareShare
SalesSales
FinanceFinance
Supply ChainSupply Chain
Product D evelopment
Product D evelopment
Marketing Mix
Marketing Mix
D oes this mean that Marketing has true P&Lownership? H ow is that demonstrated in day-to-day operations?
Can you please give anexample of how the hub- and-wheel model works
during a product launch?
I f Marketing ultimately drives strategy, who getsthe final say on a formula or a flavor and how is thedecision evaluated?
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Overcoming Obstacles at Networking Events
Talk to anyone and everyone!Dont underestimate a persons rolein the decision processA sk questions about your area of
future interest where the contacthas an expertise
I would like to learn moreabout X
Talk about areas of currentcommon ground
I understand you recentlymoved to Los A ngeles fromNew York City, so did I
Strategies to SucceedStrategies to Succeed
In t he Bind er
Who should I talkto? What do I
say?
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P A R K E R C A R E E R M A N A G E M E N T C E N T E R Overcoming Networking Obstacles (contd)
Wait nearby until you make eyecontact with one person in thegroupIntroduce yourself to one person inthe group and let them introduce
you to the othersHelp your fellow classmates andintroduce them to the recruiter
Dont give your entire pitch at onetime. Listen for cues where you cangracefully inject relevant pieces of your pitch
Strategies to SucceedStrategies to Succeed
In t he Bind er
How do I enter aconversation if there
are already 5classmates crowding
around onerecruiter?
It feelsawkward togive my 30 sec
pitch.
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P A R K E R C A R E E R M A N A
G E M E N T C E N T E R Post Company Networking Event: Exercise
Identify your Team Number (look at the handout)Recruiters hold up your Team Number so your team can find you
Take 1 minute to review your role and strategize how you willapproach the situation (dont share your instructions with your group)
Spend 5-7 minutes networking after an employer event Stay in your assigned roles Remember the purpose is for you to get to know the recruiter
and for the recruiter to get to know you
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P A R K E R C A R E E R M A N A
G E M E N T C E N T E R Networking Exercise De-Brief
Observers : What was challenging? If so, why? If not, why?Did you make a meaningful connection with anyone?What did you learn? What will you take with you into real employer networking situations?Recruiters: Did you get the information you needed to evaluate
the candidates?What would you do differently next time?
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P A R K E R C A R E E R M A N A
G E M E N T C E N T E R Closing T houghts
Networking is about relationship building and developingadvocates, not about finding a jobNetworking skills can be developed with practice and is a life-longcareer skillCritical thinking and research will help you succeed in your networking effortsMaking lasting positive impressions will make you memorable
T hink about your value proposition and relate your skills to thebusiness needs of your target audience
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P A R K E R C A
R E E R M A N A
G E M E N T C E N T E R Important Deadlines
A ttend WAMO panels (Sept. 19 & 20 th ) to learn more aboutindustries and functionsSelect your ACT Team
Link to sign up available on T ue sd ay, S e p tem ber 20 t h
PCMC Reps and International Reps:See Parker CMC Website for application questions andinstructions.
PCMC [email protected]
International [email protected]
D eadline for both:
Wednesday, September 21st
at 2pm