RDrew Networking Skills

1Confidential. Reproducing or Distributing this packet is not allowed without express written consent of © Ron Drew, PMP

Presented by:Ron Drew, PMP

Turn Networking into Get Working

Confidential. Reproducing or Distributing this packet is not allowed without express written consent of © Ron Drew, PMP

About Me• Speaker at Various Groups on Topics such as

– Resume– Cover Letter– Elevator Speech– Marketing Plan– Networking– LinkedIN– Interview– Identity Theft– E*Discovery

• IT Executive– Head of Coca-Cola Northeast– VP & CIO Beiersdorf North America

• Vice Chairman Board of Directors 20 years

• Board of Director member on CBIT (Universities Computer Science Programs)

• Commissioner on Water Pollution Control Authority for Town of Fairfield

• Member of Computer Advisory Committee for Town of Fairfield

• MBA, BS and AS degrees in Computer Science and CDP, CSP and PMP Certified


The Transition 101 ModelThe Transition 101 Model

Are you prepared to do each one of these steps?

AngerAnger

Help Me!!Help Me!!

StressStress

ReliefRelief

New FriendsNew Friends

FoundationFoundation

Onboarding Plan

Get a Job Offer

Networking+ LinkedIN

ResumeCover Letter

Interview

Layoff/Quit/Fired

Elevator Speech

Marketing Plan

No Plan = 2 strikes to No Plan = 2 strikes to startstart

Today’s Discussion


How Jobs Are Found

Internet Postings

Resumes

Elevator Speech

Must Be Clear and Concise

Very Important

Internet

Networking

How

the

Typi

cal J

ob is

Fou

nd

Recruiters17%

80% Marketing Plan

Network Group Leads

3%

Must Be Clear and Concise


Your Goal Should be to

• Build Your Career Network

• Reach the RIGHT People

• Land Your Dream Job


AGENDA• Build the Foundation

• Degrees of Separation

– Building your Network of Contacts and Referrals

• Prepare to Make the Call

• Build a Game Plan to Success

– Make the Call Effective

– Find an Advisor

– Progress and Results

• Your Network MUST last forever

• Questions & Answers


Build the Foundation Networking is as defined in transition is the taking and giving back, an exchange, “You help

me, I’ll help you.”

The best networkers are those who give to others because they sincerely enjoy helping others and not because they hope to receive something in return.

But that doesn’t mean that you should not give; even the most giving and generous networkers will eventually stop giving when they repeatedly receive nothing in return.

Self-Analysis Getting to know yourself is the first step.

1. What is your passion? 2. What makes you happy?3. Quantify your personal and professional strengths4. Learn to clearly articulate your talents

You are in a competition !!! When a job opens up the competition begins...

1. People inside the organization may want the job2. Friends of friends will hear about the job3. Ads will run and dozens even hundreds of applicants will want

the job


Build the Foundation

Self-Analysis (Self Questions)You have to be able to answer the following questions.

1. What am I good at?

2. What is my area of expertise?

3. What and where is my passion?

4. What will make me happy?

5. What is my value to an organization?

6. Where is my value to an organization?

7. What should people know about me professionally?

8. What should people know about me personally?

9. How have I “wowed” companies in the past?

10. What would my manager say about me?

11. What am I looking for in my next opportunity?



Self-Analysis (Dream Company Questions)You have to be able to answer the following questions.

1. How big of a company do I want to work for (revenue/#people)?

2. Do I want a public/private/non-profit company?

3. Do I want a start-up/early stage/well established company?

4. What type of business/industry do you want to work for?

5. What type of culture formal/informal/virtual/telecommute?

6. What type of environment shall I work in?

7. How long do I have to drive to work?

8. Do I have a preference on where the company is city/suburbs?

9. Do I want to travel with the job?


Build the FoundationElevator Pitch

“In any situation, success can be just an instant away!” “How to Get Your Point Across in 30 Seconds or Less” by Milo O. Frank

You met someone on an elevator and you have 30-45 seconds to make him/her remember you. So what do you do?

You have 30-45 seconds to capture your target’s interest and attention

You either get the target’s attention or lost the target

Pitch has to be focused and NOT broad

Articulate Clearly tell the person who you ARE

Clearly tell the person the talents you want them to know you possess Simply language that they can understand (stay away from techie talk)

What’s the objective? What do you want to accomplish during the conversation?

Use your pitch in many situations: On the phone talking to contacts and referrals

Meeting people in the store

At a local baseball game

At a dinner party, wedding, luncheon etc.



Elevator Speech Preparation of PitchHere are some points to consider when preparing your pitch.

1.What am I most proficient in?

2.What makes me stand out from the pack?

3.How have I “wowed” companies in the past?

4.What do I “bring to the table”?

5.What’s important to my target audience?

6.At the end, What is your goal?


Degrees of SeparationEveryone has a NETWORK !!!!

Rather it is in your head, on a Palm, or in a Rolodex, you know people!

First, Create a Contacts List:• Family.• Close friends• Prospects (i.e. people who has kids the same as yours)• People you know through others (not on you close friends list)• Professional Contacts (people you are working with or have in the past)• Club or Associations (Masons, Rotary, Legion etc)• Customers or Vendors• Competitors• Friends of parents • Former co-workers • Members of my church or religious group • People who sell me things (insurance agent, real estate agent, landlord, and so on) • Neighbors • People I went to school with • Former teachers • Members of social clubs • People who provide me with services (hair stylist, counselor, mechanic, and so on) • Former employers • Members of sports or hobby groups • Members of professional organizations I belong to or can join


Degrees of Separation

Conversations with Contacts will vary1. Depending of the type of relationship

2. The way you speak and what you say will be different

3. Details of current situation will vary

4. What you say to your brother will be different from what you say to a club member

So break your contacts into 4 categories of minimum 10 each:

“A” Heavy hitters, make things happen like CFO, COO, VPs

“B” Family and Close friends, you can have candid conversations

“C” Others (club, associations, customers, vendors, competitors)

“D” People you do not think can help you (dry cleaner, therapist, dentist etc)


Degrees of Separation6 Degrees of Separation

Demonstrated that everyone is only 6 Degrees away from anyone else Remember the 6 Degrees from Kevin Bacon!

Organize !!!

You will be extremely busy calling people, sending resumes, scheduling meetings, going on interviews and continuing to add contacts to your network. You can NOT afford to lose one piece of information.

So...build an Excel spreadsheet or Access Database or notebook and define the following:

1. Date of Contact

2. Contact Name

3. Phone Number and/or Email

4. Company

5. Title of Position

6. Referred to by with phone and email of referral

7. Comments

8. Action taken


Degrees of SeparationFoundation work is done and you have built your contact list.....NOW

WHAT??

Start Calling Contacts for your target companies! NO think about the following first!!

STOP...lets talk about cold call versus warm call Cold call normally cold shoulder ..you may get your 30 seconds but

that’s it!

Warm call using reference can last quite a while or have a follow-up

Layers...one contact normally will give you two other names.☼ Be prepared to write the new contact information down so you can

call using this person as a reference (make sure you ask first!!)

☼ Have 2 pens or pencils!!

Remember do NOT just name drop. Know the relationship between the contact and referral before

making the call.

Do NOT drop too many names. People may think you do not need help.


Prepare to Make the CallNow that you have a contact within a Target Company..

Here are some points to consider. Have you done your Due Diligence?

Front End work goes a long way. Research, research, research

Typically ONLY 10% do it...don’t be in the 90%

What should I know before making a call? What does the company do and/or what industry it is in?

Try to find out what areas of the company needs help.

What value and/or expertise can you bring to this company/individual?

Who at this company or industry would recognize my value?

What makes me stand out in the crowd?


Prepare to Make the CallSo WHERE do I get this critical information???

Your Referral Contact People you know that are currently working/have worked for the

company People who are currently working/have previously worked with

your contact or referral The company website

About Us, Products/Services, Investor Relations, Media/Press etc..

Competitors (see what the other guy is doing) User Groups Trade Associations The Internet (Google ...here are some examples)

www.411stocks.com www.businesswire.com www.hooversonline.com www.thomasregister.com www.reuters.com


Prepare to Make the Call

Dead in the Water??? Keep digging

Call the company and ask for a brochure

Use the Thomas Registry for a list of the Management Team Names

Contact the local Chamber of Commerce

DO NOT just call someone based on the feedback from above without being prepared to answer one or all of the following or you WILL by “Dead in the Water”:

What do you know about our company? What do you know about our industry? Do you understand what we do here?


Build a Game Plan to SuccessYour Action Plan “Your Reputation Precedes You”

Establish a good reputation for yourself up frontAlign yourself with someone who already has a good reputationBuild a good reputation based on how you conduct yourself on

initial meetingsALWAYS be Positive and Smile!!!

So Lets Build the StrategyEvaluate Your Current PositionDo You Have AlternativesPick Your Best OptionIdentify some target companies you want to work for

Should NOT be just one...I use between 9 and 12 and change frequentlyResearch those target companies you want to work forYou are DONE...now implement the Strategy


Build a Game Plan to SuccessMake the Call Effective Ask yourself the following

What do I want to accomplish with this phone call? What would I like the person called to do on my behalf?

Examples of Objectives Sending your resume to the person Determining if there are any jobs in this person’s company Get a face to face meeting If not the right person, get an introduction to another in the

company Ask if the person will forward your resume Ask for another referral Ask the person to schedule a meeting with someone else on

your behalf Schedule a callback at a future date to determine if the

situation has changed or schedule a future callback to request ideas


Build a Game Plan to Success

Do’s Have a Positive Attitude Be Confident Be in a Quiet Area Speak Up Have a note pad and more than

one pen Ask for help...don’t wait for it Maybe a glass of water nearby Show you are a winner If tough questions need to be

asked, ask them

Don’ts No Monotone voice Unprepared ends the call quickly Call while driving even with an

earpiece Call from a cell phone Brag...they may think you aren’t being

honest... you can tell a story without bragging

Interrupt Fail to listen Be a consultant...share but not too

much Bad mouth prior people or companies

Call Strategy


Here are some points to consider when calling a contact.

What to say on the phone?

Hello Mr/Mrs (name of networking contact). My name is (your name). Mr/Mrs (name of person who gave you the name of the networking contact) said you would be a wonderful person to talk to about (topic). I was just wondering if I may be able to meet with you fifteen to twenty minutes at your convenience to talk about (topic).

What if they say, “I really don’t have time to meet with you.”

Again Mr/Mrs (name of networking contact) it would be at your convenience. If you do not have time this week or next week then I could meet with you the following week or even later. Again, at your convenience.

What if they say, “Typically we hire from within the

ranks.”I am not going to ask you for a job. I just want to tell you a little about myself, ask you a few questions and seek your advice and counsel.



What to say at the beginning of the networking

meeting. Hello Mr/Mrs (name of networking contact). My name is (your name). I am not here to ask you for a job. I just want to tell you a little about myself, ask you a few questions and seek your advice and counsel. (Commence your 2-minute drill).

What to say when asking for names. Now I know why (name of networking contact) said you would be such a wonderful person to talk to. I was just wondering if you

know the names of some people that I may be able to talk to? What to say after you get the names of some people.

Do you mind if I tell them that we had this conversation? (maybe also find out how they know the name they gave you)


Do it systematically.

Contact each person. Some people will be more helpful than others, but it is all about finding a job lead.

It is how you present yourself. Start with friends and relatives. Call and tell them you are looking for a job and need their help. Be clear about the type of employment you want and the skill and qualifications you have.

Ask a contact or referral for leads.

If your contact knows of a job opening that interests you, get the details and get right on it! More likely, however, they will not, so you should ask each person the 3 Necessary Networking Questions.

1. Do you know of any openings for a person with my skills? If the answer is “No” (which it usually is), ask…

2. Do you know of someone else who might know of such an opening?

If your contact does, get that name and ask for another one. If he or she doesn’t, ask …

3. Do you know of anyone who might know of someone else who might know of a job opening?

Another good way to ask this is “Do you know someone who knows lots of people?” If all else fails, this will usually get you a name.

NOW....Contact these referrals and ask them the same questions.



Build a Game Plan to SuccessAfter the Call

Review your notes to determine Was the goal of the call reached?

Was my objective(s) accomplished?

Action Items Does a resume need to be sent and how

(email/fax/sneaker*net)

You received referral names (add them before you forget) Who is supposed to do what with the names based on

the call?

Meeting was scheduled Date, Time and Place Record it in your planner Get directions (Google) ..maybe test drive to find it.

Where the parking is How long to get there...be early


Build a Game Plan to SuccessAfter the Call

Stay in Touch Send an Email short and simple (sometimes a thank you

card) Become his/her referral Offer your help You get the idea....it’s called networking!!

Summary Have a reason you can state for your call Stay focused Be specific Be clear on what you want Value their time Remember to close the loop Always thank the person for their time on the phone (if

possible) and with an email


Sample Thank You Letter or Email Sample thank you for a networking meeting

Dear Mr. /Ms. Last Name, Thank you for taking the time to talk with me today. I am grateful for the time you spent reviewing my career objectives and recommending strategies for achieving them.

I especially appreciate your recommendations for others in your network that may be able to assist me. I plan on following up with the contacts you gave to me right away. I will also use the online networking resources you recommended to further my job search.

Any additional suggestions you may have would be welcome. I'll update you as my search progresses.

Again, thank you so much for your help. I greatly appreciate the assistance you have provided me.

Best Regards,


Build a Game Plan to SuccessFind an Advisor

Why you need an Advisor? To keep you committed to the job hunt

He/She is doing you a favor so don’t waste their time. ALWAYS tell the truth even if it hurts.

To report statuses on a weekly basis Met the prior weeks commitments Set goals for the upcoming week

To test you prior to an interview A mock interview can be very helpful Advisor should ask what you know about the company (interviewer will)

To suggest alternatives to you Advisor is doing this because he/she cares and wants to see you land If you change your strategy, you both should agree it is the right thing to

do

What’s in it for the Advisor? Knowing he/she has an impact on your success Recognition for his/her value that they bring to your success Receiving the appreciation from you


Build a Game Plan to SuccessFind an Advisor

Who should you select as an Advisor? What are the Criteria? Must be able to push you through bad times Must be able to keep you focused on the tasks Must be able to give criticism and praise Has to be trustworthy and honest This person just must be enthusiastic about helping you succeed

Who should I choose? Someone you feel comfortable telling things that may be embarrassing Can be a network buddy, former boss, former peer, sibling/cousin, close

friend or neighbor

Who shouldn’t I choose? You NOT your spouse or significant other Your current boss (if working) Someone in a similar profession/position (misery loves company) Anyone looking for monies as a reward Someone admire or look up to (they may try to mold you to be like them) Anyone you are TOO close to


Build a Game Plan to SuccessKeeping Track of Your Progress with Results

Database Structure (can be Access, Excel or whatever floats your boat)

Date Entered Contact Name

Can be a website submittal Can be a recruiter

Contact Name’s Title (if applicable or known) Company Name you have applied for a position to Title for this Job Compensation as reference if known (do not speak about this during calls..it

comes later) Phone Number(s) (you should repeat this to verify) Email Address (you should repeat this to verify) Referred by Date for follow-up Resume sent (you may have more than one so indicate which one) Status (highlight the ones you want to prioritize or what action should be

taken) Interview (P=Phone, F=Face-to-Face) Interview Date Date of when “Thank You Note” sent

Wow, That a lot of data!! Yes it is, but necessary. What if a prior person you called contacts you? Will you have the ability to remember all of this? Share this with your Advisor on a weekly basis!!!!!


Build a Game Plan to Success Example

Setup Goals for:

1. #New Contacts

2. #Resumes Sent

3. #Interviews a) Phoneb) Face to Face


Build a Game Plan to Success Goals

Unacceptable

Acceptable

Exceptional

# Calls #New Contacts #Resumes Sent #Monthly

Interviews

Ron Drew’s Opinion ONLYRon Drew’s Opinion ONLY

So What is Acceptable? (Depends on the position BUT start with this)

5

25

50+

5

10

15+

5

15

16+

0

1-2

2+

Weekly StatusWeekly Status

Now keep track week by week to make sure you are not slacking off!


Make Your Network Last

Let’s Summarize what we talked about to reach the right people, build a career network and land that dream job

We have laid the ground work by Outlining a Self Analysis for ourselves and the type

of company we want to work for

Determined we need a solid elevator speech to get the point across in 30-45 seconds

We know we need help so we need a solid network Organized and categorized our contacts

It’s for life folks !!

Hopefully you have learned something that is beneficial to you with this presentation


Make Your Network Last

We have laid out the Game Plan We know what it takes to build a strategy for effective

calling

We know when making an effective call...the do’s and don’ts

We know an Advisor will help us keep on track

We know we have to keep track of our progress and results

We know we need to make a great first impression We know how to do a Due Diligence

We MUST research before making a call

We were given some ideas if we feel “Dead in the Water”

It’s for life folks !!


Thank You for Your Attention

[email protected]

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