© 2010 Right Management. All Rights Reserved. Networking & Career Development Lisa Ryan Vice President Talent Management

Agenda 2

What is networking?

Networking is: Sharing and cross-collaboration:  Networking is about building relationships to share and gather resources and information.  When you are networking effectively, both you AND your contacts are benefiting.  You are building a personal and professional network for future endeavours. 4

Effective Networking Positive  What’s in it for them – WIIFT  Pay it forward – what can you do for them? ­ Giving back – good karma ­ Send information, articles, make introductions Negative  What’s in it for me – WIIFM ­ User ­ Only when you “want” something 5

Why network?

The Value of Networking  Provides you with information to help your career development  Enhances your knowledge and credibility  Uncovers opportunities and information difficult to discover in other ways  Helps get you noticed for positions you have identified  Puts you in less competitive circumstances 7

A new definition of networking Myth  It’s who you know, not what you know. Reality  It’s who you know. (Contacts)  It’s who knows what you need to know. (Strategic Contacts)  It’s what you know. (Information)  It’s who knows you. (Visibility) 8

Who should I network with?

Networking Process The more people you connect with the more you inadvertently are connected to others 10

How do I start Networking?  Start by listing all your contacts  Review your research questions  Set your agenda for Informational Meeting  Write your script for the call to set meeting  Meet with your immediate contacts for Informational Meetings 11

12 Networking Process A A A A B B C B C B B B B B B C C C C B C C C C C B B C C B B I’d be happy to give you the benefit of my experience. We are looking for someone like you to take on this special project. I know someone who does xxx. I’ll introduce you.

Selecting a mentor  Be clear on your objective  Choose someone with a similar career path  Make sure your mentor has enough time  Create mutually beneficial goals  Take ownership of the relationship  Make sure your mentor feels heard and appreciated 13

Networking approach 14 A I am looking to expand my knowledge of xxx and thought you would be a great place to start. Could I have minutes of your time to share my strategy and hear your thoughts and ideas? Sure, I’ll be happy to help. During the meeting, ask for information and referrals…

Informational Meeting Pointers  Verbally review your next steps at the end of the meeting  Ask if you can touch base with them periodically to ask any further questions that come to mind  Think of what you can offer your contact in return for their assistance—examples might be information, articles, vendor names, resources  Don’t remind your contact of any difficulties you have had reaching them  Develop a tracking system and record information from each meeting 15

Informational Meeting Agenda  Warm-up conversation  Emphasize connection with referral  Objective  Options you’re currently exploring  Gather additional information  Summarize  Show appreciation  Agree on follow-up actions Industry/Sector Common Business Issues? Challenges? Solutions Tried? Needs Who Else? (Referrals) Build Rapport Build Rapport Self- Presentation Referrals Thank you Next Steps Focusing-In Technique (F.I.T.) 16

Building Networking Momentum Prioritize contacts, continue to reach out to build a strong pipeline of activity  or phone contacts (develop script/talking points)  Be sure to follow-up (get organized!) Set daily and weekly goals for number of face to face informational meetings and number of referrals obtained Attend group networking events to grow contacts: ( e.g. professional association meetings, community volunteering) Use social networking tools 17

When should I network?

Where should I network ?

Where will you meet like-minded people?  Industry associations –Sub-groups –Round tables –Committees  Social Networking –Twitter, Linked-In, Facebook  Mentor & mentee programs –Blogs  Activities –Yoga, golf groups, clubs  Volunteer 20 Be Curious!!

21 Networking Tips For Reaching People You Don’t Know  Use Your Existing Network’s Network  Attend Market Connection meetings  Practice with trusted advisor  Call professional organization members  Use social networking sites  Attend networking events  Research industries, markets, and companies

Online Networking What is it?  Individuals connecting through electronic means  Communicating personal brand 24/7  Services—Plaxo, LinkedIn®, Facebook and others—help users grow and manage personal and business networks online  Access to people in more locations, industries, professions Who is doing it?  Jobseekers, business owners, recruiters, active networkers  All Fortune 500 companies represented on LinkedIn, director level and above  More than 145,000 CEOs on LinkedIn  Experienced professionals globally, representing 170 industries  Your LinkedIn profile will appear in Google and Yahoo Search 22

Using LinkedIn.com  Set up a Profile to promote your expertise  Work experience  Recommendations (work colleagues, customers, classmates etc.)  Invite people you know to join your network  customize your invitations to link  Build your network slowly based on quality vs. quantity  Research people you are scheduled to meet  Offer advice and feedback to provide value  Groups  Questions & answers  Join groups on LinkedIn  Use the Status Update field to share what you are working on  Keep your profile updated and continue to manage your network 23

Manpower Study Employer attitudes to social media in the workplace Survey 34,000 employers in 35 countries  Fostering collaboration & communication11%  Recruiting new talent 8%  Assessing candidates before hiring 7%  Continuing professional development of employees 7%  Improving employee engagement 5%  Staying in touch with former employees 4% 24

To sum it all up...

Networking Best Practices  Be organized  Create contact tracking system  Prioritize your contacts  Create research questions to ask  Develop a script before you pick up the phone—prepare for each possible obstacle!  Develop an agenda for Informational Meetings  Be prepared to talk about your background and future interests  Help others—don’t just ask for help  Be natural and genuine in your approach  say thank you and mean it  Follow through on next steps and commitments 26

Networking Reminders  Consider your approach for each situation  Be prepared to ask questions  Don’t put pressure on anyone  Be clear on value proposition  Always offer assistance  Ask about next steps and other referrals  Remember people want to help  Stay connected – make networking a way of life 27

Questions?