1. Networking Insights August 14, 2012 Lauren Celano
4/6/2019
Networking Insights
August 14, 2012
Lauren Celano
Cell:

2. Confidential; Not for Distribution. April 6, 2019
The Power of Timing
All about the what if…
Confidential; Not for Distribution. April 6, 2019

3. Networking Lessons
Put yourself in situations to meet who you want to meet and learn what you want to learn
Leverage your network to find people who can assist you with connections to people who will impact your life
Have your elevator pitch ready
Utilize your network to find the resources you need
Networking Tips

4. Confidential; Not for Distribution. April 6, 2019
Making Connections
Put yourself in situations to meet who you want to meet and learn what you want to learn
Confidential; Not for Distribution. April 6, 2019

5. Connections Through Organizations
Local Networking Groups
i.e. AWIS, WEST, HBA, AAPS, AACR
State Organizations
i.e. Biotech/Medical Device Focused, i.e. MassBio, NYBA, MassDevice
National Organizations
Biotechnology Industry Association (Bio)
Industry Associations
i.e. Drug Information Association (DIA), American Association of Pharmaceutical Scientists (AAPS), American Institute of Chemical Engineers (AIChE)
Sector Specific
i.e. Oncology focused, Medical Device focused, Drug Metabolism Focused, etc
Confidential; Not for Distribution. April 6, 2019

6. Networking Groups Include
Women Based:
Association for Women in Science:
Healthcare Business Woman’s Association:
Women in Science and Technology (WEST):
Sector/Area Focused:
Healthcare Information and Management Systems Society:
Systems and Synthetic Biology Groups, i.e. Boston’s chapter:
Drug Metabolism Discussion Groups, i.e. New England’s Chapter:
Confidential; Not for Distribution. April 6, 2019

7. Connections with Smaller Companies
Entrepreneurially Focused Networking Groups:
The Capital Network:
TIE:
Startup leadership Program:
NYC Tech Connect:
Technology Transfer Office Events, Xconomy Forum Events
Life Science Meetups
Incubators/Incubator Spaces
MassChallenge:
Tech Stars:
Dog Patch Labs:
North Shore Technology Council –
Cambridge Innovation Center:
Confidential; Not for Distribution. April 6, 2019

8. Networking through News Sources
News/PR Sources
Fierce Biotech
Xconomy
BioSpace
Bioworld
Google Reader
Confidential; Not for Distribution. April 6, 2019

9. Confidential; Not for Distribution.
Allows you to follow companies or people
Provides daily or weekly news feeds
Provides insight into companies that may be hiring
Great resource for background information if interviewing with company
Confidential; Not for Distribution.
April 6, 2019

10. International Consulates for Networking
> 40 International Consulates in Boston
Tremendous Networking Opportunities
Utilize Language and Cultural Skills
Many with active Life Sciences Engagement
Swiss, French, and UK most active
Confidential; Not for Distribution. April 6, 2019

11. Additional Networking Opportunities
Law Firms
Finance Firms
Consulting Firms
Realty Firms
Etc
Making connections happens in many ways
Be creative – your career will benefit from this.
Confidential; Not for Distribution. April 6, 2019

12. Confidential; Not for Distribution. April 6, 2019
Networking
Leverage your network to find people who can assist you with connections to people who will impact your life
Confidential; Not for Distribution. April 6, 2019

13. Connections Through People
4/6/2019
Lab mates
Former colleagues
Friends
Mentors
Organizations that you are a part of
Individuals you meet at events
Biotech professionals who speak at events
LinkedIn connections
Confidential; Not for Distribution. April 6, 2019

14. Levels of Networking
4/6/2019

15. Confidential; Not for Distribution. April 6, 2019
A Point to Consider
4/6/2019
If you have coffee once a week with someone new, you will have
in 1 year, 52 new contacts
in 5 years, 260 new contacts
in 10 years, 520 new contacts
Plus new connections from all of their connections
Confidential; Not for Distribution. April 6, 2019

16. Confidential; Not for Distribution. April 6, 2019
Elevator Pitches
Confidential; Not for Distribution. April 6, 2019

17. Sample General Elevator Pitch
4/6/2019
Hello (Ellen). I am a (post doc) at (Boston University) studying (neuroscience – specifically Alzheimer’s formation). I will be finishing up in (6 months) and looking for a (research role) in a (smaller biotech) in the (Boston area). What is your background?
Go over samples – have the audience say one or two.
Confidential; Not for Distribution. April 6, 2019

18. Three Levels of Elevator Pitches
4/6/2019
The overview pitch – networking events, cocktail hours, people who don’t know much about your area
The deeper dive – meant for someone who knows a little about your area
The really deep dive – meant for someone who knows your specific area
Go over samples – have the audience say one or two.
Confidential; Not for Distribution. April 6, 2019

19. Utilizing your Network
Utilize your network to find the resources you need
Confidential; Not for Distribution. April 6, 2019

20. Confidential; Not for Distribution. April 6, 2019
Linkedin Connections
Search your contacts to see who knows people, jobs, or companies that you are interested in
Ask them for an intro or referral or
Ask them for insights on the person, job or company
Confidential; Not for Distribution. April 6, 2019

21. Advanced Search Feature - LinkedIn
Confidential; Not for Distribution. April 6, 2019

22. Confidential; Not for Distribution. April 6, 2019
Tips for Networking
Confidential; Not for Distribution. April 6, 2019

23. Working the Room Develop Your Elevator Pitch Arrive Early
4/6/2019
Develop Your Elevator Pitch
Arrive Early
Have Business Cards
Opening Lines
Two Sided Networks
Coffee, Food, Drinks…
Bring a Friend
Be early. By arriving early to an event, you can become familiar with the layout of the room, glance at the name badges to see if you recognize people attending, and even talk with the event organizers and volunteers to see if they can share insight with you about the event.  This could help put you at ease, making you feel comfortable for the start of the evening.
Make the first move. At most networking events, people are uncomfortable and nervous to go up to someone and introduce themselves. If you are not sure what to say, starting with an ice breaker can be a successful way to enter into a conversation. For example, you could start with, “what aspect of the event intrigued you to attend?” You could also think about what you would like to be asked and start with this question as an icebreaker. Remember, people love to talk about their backgrounds and experiences.  By asking them questions that elicit a personal response, you will probably make these people feel more comfortable as well.  You will also learn something about the individuals – this becomes helpful as you develop relationships with them.  If you want to make sure you feel comfortable with your icebreakers, you can always practice on friends before the event.
Business/Personal Cards. Everyone at an event should have business/personal cards which should include your name and address.  These cards are an easy way to exchange information and keep track of people. For individuals in their postdoc/Ph.D., many times you may not have “business cards,” but you can always get your own cards made through a site like VistaPrint where you can list your role, such as Post Doctoral Fellow focused on microbiology, and your contact details. You never know who you will meet at an event, who will want to follow up with you. Having your card is a good reminder for them post event to follow up.
 Introduce others. One way to meet people is to get introduced by someone who is also at the event. If you know people who are attending the event, ask people you meet if they are looking for an introduction to someone. If you know who they are looking to meet, or the profile of the person they are looking to meet, don’t be afraid to make an introduction. Being resourceful makes you feel good, and is extremely valuable for building meaningful connections at events
Stand by the bar or beverage area. Almost everyone at a networking event wants something in their hands to make them feel more comfortable.  Therefore, one of the best ways to meet people is to stand near the food/beverage area. These are prime spots to meet people. If you are not sure what to say when you meet someone in this situation, you can always fall back on something generic such as 'this really is good coffee, isn't it? This usually gets a response which could translate into a conversation. Another way to meet people is to get in line a few times for food, getting SMALL plates each time.  This gives you something to do, as well as increases the probability that you may meet someone who is also in line next to you.
Volunteer to assist at events. Volunteering is a great way to approach events since it gives you a set task to perform during the event which provides many people comfort during an event. One of the best volunteer activities is working the registration area. Why?  Because you are the first person to welcome a potentially valuable contact and make an impression. Everyone has to check-in, therefore you get to put a face to a name when giving them their badge.
Listen and Follow up. When talking with someone, listen to what they are saying.  A useful tip is to take notes on the back of their cards so that you can remember what you talked about and who they were after you return home with numerous business cards.  However, keep in mind, that it is not a competition to see how many business cards you can get in a night.  Making a few connections, and having meaningful discussions, is much better than just collecting a lot of cards. Following up after the meeting by mentioning something that you talked about will make you more memorable to the person you are connecting with. Cultivating your network is so critical as your develop in your career.  The exciting aspect about cultivating your network is that you never know where connections will intersect and when you will also be able to assist your connections.  Remember – this is a two sided network.

24. Opening Lines Name Tags Panel events
4/6/2019
Name Tags
What do you do at _________ company ?
You work at _______ company – I just read about them in __________
How long have you been at ______ company?
Panel events
What brought you to this event?
Have you heard the speaker talk before?
Is there anyone you are looking to meet at the event?
Be early. By arriving early to an event, you can become familiar with the layout of the room, glance at the name badges to see if you recognize people attending, and even talk with the event organizers and volunteers to see if they can share insight with you about the event.  This could help put you at ease, making you feel comfortable for the start of the evening.
Make the first move. At most networking events, people are uncomfortable and nervous to go up to someone and introduce themselves. If you are not sure what to say, starting with an ice breaker can be a successful way to enter into a conversation. For example, you could start with, “what aspect of the event intrigued you to attend?” You could also think about what you would like to be asked and start with this question as an icebreaker. Remember, people love to talk about their backgrounds and experiences.  By asking them questions that elicit a personal response, you will probably make these people feel more comfortable as well.  You will also learn something about the individuals – this becomes helpful as you develop relationships with them.  If you want to make sure you feel comfortable with your icebreakers, you can always practice on friends before the event.
Business/Personal Cards. Everyone at an event should have business/personal cards which should include your name and address.  These cards are an easy way to exchange information and keep track of people. For individuals in their postdoc/Ph.D., many times you may not have “business cards,” but you can always get your own cards made through a site like VistaPrint where you can list your role, such as Post Doctoral Fellow focused on microbiology, and your contact details. You never know who you will meet at an event, who will want to follow up with you. Having your card is a good reminder for them post event to follow up.
 Introduce others. One way to meet people is to get introduced by someone who is also at the event. If you know people who are attending the event, ask people you meet if they are looking for an introduction to someone. If you know who they are looking to meet, or the profile of the person they are looking to meet, don’t be afraid to make an introduction. Being resourceful makes you feel good, and is extremely valuable for building meaningful connections at events
Stand by the bar or beverage area. Almost everyone at a networking event wants something in their hands to make them feel more comfortable.  Therefore, one of the best ways to meet people is to stand near the food/beverage area. These are prime spots to meet people. If you are not sure what to say when you meet someone in this situation, you can always fall back on something generic such as 'this really is good coffee, isn't it? This usually gets a response which could translate into a conversation. Another way to meet people is to get in line a few times for food, getting SMALL plates each time.  This gives you something to do, as well as increases the probability that you may meet someone who is also in line next to you.
Volunteer to assist at events. Volunteering is a great way to approach events since it gives you a set task to perform during the event which provides many people comfort during an event. One of the best volunteer activities is working the registration area. Why?  Because you are the first person to welcome a potentially valuable contact and make an impression. Everyone has to check-in, therefore you get to put a face to a name when giving them their badge.
Listen and Follow up. When talking with someone, listen to what they are saying.  A useful tip is to take notes on the back of their cards so that you can remember what you talked about and who they were after you return home with numerous business cards.  However, keep in mind, that it is not a competition to see how many business cards you can get in a night.  Making a few connections, and having meaningful discussions, is much better than just collecting a lot of cards. Following up after the meeting by mentioning something that you talked about will make you more memorable to the person you are connecting with. Cultivating your network is so critical as your develop in your career.  The exciting aspect about cultivating your network is that you never know where connections will intersect and when you will also be able to assist your connections.  Remember – this is a two sided network.

25. Follow Up Business Cards LinkedIn
Mention where you met the person
Customize LinkedIn connection
Keeping track of people (SalesForce, excel)
Keeping in Touch
Finding Reasons to Follow up (i.e. news feeds, press releases, etc)

26. Confidential; Not for Distribution. April 6, 2019
Online Presence
Confidential; Not for Distribution. April 6, 2019

27. Confidential; Not for Distribution. April 6, 2019
Using LinkedIn
4/6/2019
>30% of jobs are filled using LinkedIn
This is not just for filling jobs…
Networking event follow-up
Informational Interviews
Keeping in touch
Searching for types of roles / companies to gain insight
If you are serious about your career, you will be on LinkedIn
Add details about your experiences/background
Build out your profile
Join LinkedIn groups to keep informed
Strive for quality of people, not quantity of names
Confidential; Not for Distribution. April 6, 2019

28. Confidential; Not for Distribution. April 6, 2019
Build out Your Profile
4/6/2019 VS
Confidential; Not for Distribution. April 6, 2019

29. Building Your LinkedIn Profile
4/6/2019
Details from your resume to build out your experiences
Interest groups, affiliations
Details about leadership activities, AWIS, HBA, WEST, post doctoral association, etc.
Details about research
Techniques, publications, conference presentations, etc
Picture
Confidential; Not for Distribution.
April 6, 2019

30. Lessons Learned Timing is powerful Chance favors the prepared mind
Relationships are built over time
Elevator pitches do happen
Be open to meeting people and follow up to build relationships
Have something to “offer” the person you are networking with – relationships are two-sided
Relevant contacts can come from friends, business relationships, classmates, networking contacts, …
You never know when a conversation or meeting may foster future opportunities…