Post on 22-May-2020
KNOWLEDGE FOR ACTION
THE NETWORKING FORMULA FOR SUCCESS
Deb RosenbloomExecutive Coach, Hancock Leadership
Presented to Wharton MBA 1st Year students
KNOWLEDGE FOR ACTION
Today’s goals
Deb Rosenbloom, Hancock Leadership 2016 2
• Overcome barriers to success
• Provide skills to increase your confidence and results (we’ll even give you a framework)
• Help you network with authenticity
Slides will be available at the MBACM website
KNOWLEDGE FOR ACTION
Two Strategies; One Search
MATUREHeavy fall/winter recruiting
• On-Campus Interviews
ENTERPRISERecruiting throughout year; late in
year/summer offers
• Job Postings
• Digital Brand
Conduct a well-prioritized and balanced searchto ensure recruiting success
Networking skills are critical to all of these
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KNOWLEDGE FOR ACTION
Networking Attitudes
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• How many of you love to network?
• For those of you who did not raise your hand, why not?
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Top 4 Excuses about Networking - Debunked
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Roadblock Solution
It requires too much work, time, energy
Be strategic/goal oriented in your approach to networking
Only extroverts are good networkers
It’s challenging for everyone, find a way to do it that works with your natural preferences
Asking for help is an imposition, I don’t want to bother people
Change your perspective – people like to help if you make it easy for them and show appropriate gratitude
Networking is manipulative
Be authentic and communicate your agenda clearly
Misconceptions
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Networking Attitudes
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Networking will be a critical component of any successful MBA career search
Choosing a positive attitude dramatically increases your chances of success – pick one
that works for you, and just do it!
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Networking with Integrity and Authenticity
• Deliberate/strategic
• Mutually beneficial
• Built on trust
Deb Rosenbloom, Hancock Leadership 2016 7
KNOWLEDGE FOR ACTION
The Networking Formula for Success
Deb Rosenbloom, Hancock Leadership 2016 8
Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Acknowledge, update, honor commitments
Articulate your goals
Identify targets
Create a compelling pitchInspire confidence when
you meet your targets,
Adjust and repeat
KNOWLEDGE FOR ACTION
The Networking Formula for Success - Goals
Deb Rosenbloom, Hancock Leadership 2016 9
Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Articulate your goals clearly and specifically
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Goals Build Confidence
“Self confidence: The courage that comes from certainty about our capabilities, values and goals”
Deb Rosenbloom, Hancock Leadership 2016 10
Source: Working with Emotional Intelligence Daniel Goleman
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How Can I Help? (And What’s in It for Me?)
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• People need to know exactly how they can help you (provide some examples of what you seek to help people generate ideas, and you will get better referrals)
• Understand the value proposition you offer - it’s more than you think…
KNOWLEDGE FOR ACTION
The Networking Formula for Success - Targets
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Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Understand who you want to network with, and develop a strategy for getting to them
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Identifying Targets
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• Identify your desired targets (it’s not who you know, it’s who you get to know – be strategic)
• Resources available to you:– Company research– Your current network– Alumni– Social networking
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Sourcing Exercise
Who has a “dream company” they want to work for?
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Insight?
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Top 3 Tips for Managing Your Contacts
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• Maintain a target company list: expand as you learn more about the space
• Prioritize your contacts: your skills will improve with every conversation – maximize learning by honing your approach with lower priority contacts before contacting highest priorities
• Track calls & emails: you are likely to overestimate volume and feel discouraged by rate of return unless you track it
What’s not on this list?
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The Networking Formula for Success - Pitch
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Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Create a compelling pitch for an email, phone or in person initial approach
KNOWLEDGE FOR ACTION
Pitching Ourselves
Deb Rosenbloom, Hancock Leadership 2016 17
• How many of you love to talk about yourself?
• Why not?
If you don’t promote yourself, nobody will – as a professional you need to make the case for why people should help you, refer you, or hire you
Insight – get over it!
KNOWLEDGE FOR ACTION
Talking About Ourselves – Top 3 Roadblocks
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Roadblock Solution
I don’t want to brag or be seen as arrogant.
Focus on relevant accomplishments and they will view you as considerate versus arrogant!
I don’t know what to say, or what things to prioritize so I ramble or say too much
Preparation gives you confidence and insures you focus on most relevant accomplishments.
If I’m good, it will get noticed. I shouldn’t have to tell people all the time.
People are busy – they won’t always notice your accomplishments or remember to give you credit. Visibility is YOUR responsibility.
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Your Pitch is a Key Tool
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• Your target audience needs to know 3 things:– Who are you?– Why should I help you?– How can I help you specifically?
Follow on sessions this week focus on developing a pitch. We’ll give you a template, you’ll draft a pitch, get feedback from
peers and have a chance to practice. Today, lets focus on method of delivery
KNOWLEDGE FOR ACTION
Pitch Emails that Lead to Action
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Your first contact is likely to be via email:
• What do people read first? What makes them open an email?
• How much will they read? The no-scrolling rule may apply – be concise.
• Persistence is critical for success and demonstrates your commitment
KNOWLEDGE FOR ACTION
Pitching by Phone: Getting Your Calls Returned
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You may need to follow up with a call or voicemail:
• How can you make it easy to return your call?• What if they answer the phone – be ready to talk• Gatekeepers can be a hindrance, or they can be
helpful – how are you going to approach them?• Persistence shows professionalism (but there is a
limit before you are perceived as a stalker!)
YES, I said “Calls”
KNOWLEDGE FOR ACTION
The Networking Formula for Success - Meetings
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Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Network with confidence, make a memorable first impression, use best practices for meetings and events
KNOWLEDGE FOR ACTION
Confident First Impressions
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• The first 90 seconds are critical
• Projecting confidence and building rapport early makes the rest easier
KNOWLEDGE FOR ACTION
First Impressions
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• Body language– Attitude/energy– Eye contact– Posture/head orientation– Smile
• Voice– Inflection– Volume– Speed
Body LanguageVoiceLanguage/Content
55%
7%
38%
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High Impact Tips for Navigating EIS and Events
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• Warm up: Practice your pitch in a conversation• Nametags: wear properly so they remember your
name when you follow up• Questions: prepare questions in advance to
differentiate• Working the room: be mindful of etiquette
• Joining and exiting conversations gracefully• Balance eating, drinking and note-taking• Get a business card and follow up
KNOWLEDGE FOR ACTION
Tips for Coffee Chats
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• Although positioned as non-evaluative, it is an opportunity to make an impression:– Positive and unforgettable OR– Memorable for the wrong reasons
• Prepare by:– Practicing your pitch: who are you, why are you
interested– Identifying the questions you will ask
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The Networking Formula for Success – Follow up
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Develop your
GOALS
Identify your
TARGETS
Prepare your
PITCH
MEET your
targets
FOLLOW UP
Meet your commitments reliably, thank and update your network
KNOWLEDGE FOR ACTION
Follow Up Differentiates in 3 Key Ways
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• Makes things happen: if you do everything else right, but fail here, nothing happens
• Deepens trust: people will trust you more when you honor your commitments – if you said you would follow up, just do it!
• Demonstrates gratitude: if people helped you get to this stage, keep them in the loop, thank them for referrals…
Confidence goes up too!
KNOWLEDGE FOR ACTION
Closing
Please complete the feedback forms…
…And keep in touch!
deb@hancockleadership.com
Deb Rosenbloom, Hancock Leadership 2016 29
Parting thought: Networking is about generosity:
• Helping others achieve goals• Tapping into others’ desire to help
KNOWLEDGE FOR ACTION
Deb Rosenbloomdeb@hancockleadership.com
Deb Rosenbloom, Hancock Leadership 2016 30
KNOWLEDGE FOR ACTION
Benefits of Networking
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• “Hard” Benefits– Increased career opportunities (80-90% of jobs found
through networking– Increased recognition and visibility – Higher rates of promotion– Increased efficiency on the job
• “Soft” Benefits– Enhanced job satisfaction– Greater sense of personal identity– Great access to developmental feedback and learning– Greater perception of success
Source: Mentoring at Work: Developmental Relationships in Organizational Life Kathy Kram
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Networking Key Success Factors
“Networking is the deliberate process of exchanging information, resources, support, and access in such a way as to create mutually beneficial relationships for personal and professional success”
• Deliberate/strategic• Mutually beneficial• Built on trust
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Source: Making Your Contacts Count, Anne Baber * Lynne Waymon
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Informational Meetings: Appropriate Goals
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• You are not asking for the job– Removes pressure and makes it easier for target to meet with
you– Allows you to ask questions you couldn’t ask during an
interview• You will be asking for:
– Advice– Information– Referrals
KNOWLEDGE FOR ACTION
Preparing for Informational Meetings
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• Opening agenda: put the other person at ease by clarifying your goals, what do you want to accomplish and how will you use their time well?
• Your pitch: remind them who you are, why they might want to help you
• Questions: prepare questions to keep the conversation flowing and maximize the value of the conversation
• Your goal: Be sure to request what you came for. Be specific if you seek referrals.