Networking Plan
1
Agenda
•
Networking Defined
•
Types of Networking
•
Push vs. Pull Networking
•
The 30/30 Formula
•
Priority #1 – Get Active
•
Priority #2 – Get Organized
•
Priority #3 – Get Known
•
Priority #4 – Get Creative
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Networking Defined:
Building connections between family, friends and co-workers that you support
continuously and are in a position to support you if and when it is needed
Networking Behavior:
Is…
Is Not…
- You Offering Help
- Continuous Communication
- Regular & Natural
- Event Driven
- Up To Date & Accurate
- Polite & Thoughtful
- Giving
- Responding To Emails & Calls In 24
Hours
- You Asking For Help
- Sporadic
- Occasional & Awkward
- Out of the Blue
- Out of Date & Incorrect
- Desperate & Obnoxious
- Taking
- Ignoring Emails & Phone Calls
“If You Know Of Anyone That Needs
Someone With My Background &
Experience…”
“Do You Have Any Job Openings?”
Slide 3
Types Of Networking:
• Sending Annual Holiday Cards
• Email Announcements of Job Changes/Promotions
• Remembering Birthday’s, Anniversaries, Kids Birthdays (Example)
• Leveraging Contact Software To Keep Track of Accurate Contact Info
• Using Description Fields To Remember Spouse Names, Previous Contacts,
etc.
• Sending Articles About Events That Matter (Corporate News, Organizations,
Hobbies, etc.)
• Referring Qualified People For Potential Roles, Advise and Counsel
• Joining Industry Groups
• Participating in Community Activities
• Introducing People To Others
• Remembering Names
• Connecting Using Social Networking Sites Such As Linkedin & Facebook
• Offering To Give Recommendations or Call Someone On Their Behalf
• Sharing Job Leads
Slide 4
Push vs. Pull Networking
Push Campaign
100 per week
1 to 3% payoff
Pull Campaign
3 to 5 per week
60 to 80% payoff
If You “Push” Yourself Out Into The Job Marketplace, You Will Get 1 – 3
Interviews For Every 100 Attempts (1 – 3% Success)
If You Create A “Pull” Campaign Where Others Recommend You For
Roles, You Will Get 3+ Interviews For Every 5 Recommendations (60%
Success)
* Source: Karen Armon CEO/Founder MarketOne Executive © Alliance Resources, LLC (d/b/a MarketOne Executive). All Rights Reserved.
Slide 5
30/30 Formula*:
Prioritize 30 of Your Best Contacts & Reach Out To Them Every
30 Days At A Minimum
Who
How
• CEO’s
• C-Level Leaders
• Former Bosses
• Friends In Related
Industries
• Community Leaders
• Mentors
• Share Current News
• Send Announcements About
Colleagues
• Ask For Advise
• Say Thank You For Referrals
• Offer Assistance
• Make Introductions
Be Open To All Contacts, But Ensure You Focus On The Best
* Source: Karen Armon CEO/Founder MarketOne Executive © Alliance Resources, LLC (d/b/a MarketOne Executive). All Rights Reserved.
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Priority #1 – Get Active
Networking Organizations
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Network Charlotte http://www.networkcharlotte.org - website where you can check on
upcoming networking opportunities in the community.
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Business Leaders of Charlotte http://www.businessleadersofcharlotte.com
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Rotary Clubs (Each Town/Charlotte Area Generally Has A Rotary Club)
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Chamber of Commerce http://www.charlottechamber.com
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Financial Executive Networking Group http://www.FENG.org
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Charlotte Networking Professionals http://www.charlottenetworkingprofessionals.com
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Ballantyne Business Network BNI http://www.ballantynebusinessnetwork.com/
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Charlotte Information Technology Quality Assurance Association http://citqaa.qaichapter.org/
•
Charlotte Chapter American Marketing Assn http://www.charlotteama.com
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Charlotte Women In Business http://www.meetup.com/charlottewomensbusiness/
•
Charlotte Young Professionals http://charlotteyoungprofessionals.com/?ssot=1
•
Charlotte Entrepreneurs Organization http://www.meetup.com/charlotteceo/
Slide 7
Priority #2 – Get Organized!
Highly Recommended: Microsoft Outlook or Similar Software
Step 1 – Input All Contact Information
Step 2 – Input All Meetings & Key Dates
Step 3 – Create a Prioritized Task List
Step 4 – Organize & Track Email Communication
Step 5 – Link To Blackberry Tool or Similar PDA
Step 6 – Commit to Updating Everyday
Slide 8
Priority #3 – Get Known
Step 1 – Join LinkedIn
Step 2 – Join Select Career Websites
Step 3 – Submit Resume To Select Company Sites
Step 4 – Update Progress To Key Contacts Every 30 Days (30/30)
Slide 9
LinkedIn Profile (Example)
Slide 10
Career Websites
1) Monster & Career Builder – Must Join, But Expect Minimal Success
2) Ladders & ExecuNet Have Top Jobs >$100K
3) Indeed.com – Aggregator Of All Online Jobs – Good For Broad Searches
4) Identify Recruiters Specializing In Industry & Post Resume To Their Site
5) Recruiters Represent Companies – Not You; Keep In Touch Every 60 Days or
So, But Have Low Expectations
6) Identify Top Companies You Want To Work For And Submit Resume
Slide 11
Priority #4 – Get Creative
1) Leverage 30 Contacts Every 30 Days To Find Jobs Before They Are Posted
2) Be Proactive In Helping Recruiters, Friends and Colleagues Find Roles &
Connections
3) Offer Your Services To Help – Pro Bona, Contract, Temporary, Etc. – Best
Form of Interview
4) Be Polite To Internal Recruiters & HR Professionals, But Focus On Getting To
Decision Makers
5) Never Try To End Run An Executive Recruiter – It Will Backfire
6) Balance Tenacity & Persistence – Too Much Can Become Obnoxious &
Annoying
7) Answer The Phone, Follow Up On Calls, Reply To Emails, Get Yourself “In
Play”, Be Active & Make Things Happen (Sometimes You Win Just By
Showing Up)
8) Get Out of The House - Don’t Sit In Front Of The Computer – Nothing Will
Happen Sitting At Your Desk
9) Make It Easy – Go To Their Office, Meet When It Is Convenient For Them, Be
Available, Follow Up When Requested, Be Proactive With Information
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Priority #4 – Get Creative (Cont.)
10) Leverage 2nd & 3rd Level Contacts In LinkedIn To Get To People Who Worked At
The Company Or Performed Similar Jobs
11) Use Google To Get Information On Individuals You Are Calling Or Meeting With
– 80% of the time they have Public Data
12) Research Companies You Are Interviewing With – Review Company Websites,
Read Annual Reports, Review Investor Analyst Presentations, etc.
13) Be Up To Date On Current Events – Local News, National News, NPR, CNBC,
CNN, FOX, Business Week, Wall Street Journal, Fortune, Forbes, The Week, NY
Times Sunday, etc.
14) Schedule Downtime To Think & Be Creative – Ask Yourself “What Do I Want To
Do?”; “Who Do I Know?”; “How Can I Get To Where I Want To Be?”;”What Is
Really Important?”
15) Think About All Forms Of Contacts – Community Leaders, Neighbors, Extended
Family, Alumni Networks, Special Interest Networks, Sporting Events/Activities,
Running Clubs, Bike Clubs, Softball Leagues, Church Groups, etc.
It is YOUR Job Search – Only You Can Make It Happen!
Slide 13
Summary
Priority #1 – Get Active
Priority #2 – Get Organized
Priority #3 – Get Known
Priority #4 – Get Creative
Motto “Every Door That Shuts, A New
One Opens (But No One Is Going To
Hold The Door For You)”
Slide 14
Appendix 1 – Outlook Reference
Slide 15
Step 1 – Input All Contact Information
Helpful Hints:
1) Consolidate All Contact Data (Paper, Notes, Business Cards, Phone Books,
etc.)
2) Input All Data Possible
• Consider Card Scanner
• If You Have No Address, But Know The Town and State, Input Town &
State
3) Update Continuously – Cut & Paste Email Addresses & Signatures
4) Synchronize With PDA On A Regular Basis
5) Leverage Online Tool Such As Plaxo To Track Updates
6) Input Helpful Info In Notes:
• Source of Referral
• Last Conversations
• Family Members, Spouse Name
7) Organize Contacts Into Categories – Business, Family, Friends, Customers,
Suppliers, Co-Workers, Etc.
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Step 2 – Input All Meetings & Key Dates
Helpful Hints:
1) Leverage Meeting Planner Tool – Invite All Attendees, One-on-One Calls,
Lunch Dates, etc.
2) Input Personal Time – Gym, Running, Golf, Errands, Etc.
3) Input Family Time – School Pick Up, Sports, Events, Etc.
4) Input Spouse Time – Date Night, Dinners, Parties, Social Events
5) Input All Medical Appointments
6) Schedule Preparation Time For Conference Calls, Interviews, and Other
Key Meetings
7) Schedule Time For Networking Calls & Follow Up
8) Proactively Manage Calendar – Prioritize Conflicts, Eliminate Low Value
Added Time, Expand High Value Added Time
9) Schedule Down Time Away From Job Search & Networking – Do Things You
Enjoy & Energize For Next Networking Opportunity
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Step 3 – Create a Prioritized Task List
Helpful Hints:
1) Input All Business & Personal Tasks Into Outlook
2) Prioritize Each Task
• #1 – Must Be Done This Week
• #2 – Remember For Next 30 + Days
• #3 – Top 30 Contacts
• #4 – Personal Task “Honey Do’s”
3) Input Start & End Dates – Turn To Red If Past Due Date
4) Input Comments On Progress – “Called On X – Date; Follow Up on X + 7
Date”
5) Type In Phone Numbers Into Task, Source of Referral, and Other Critical
Information
6) Delete Once Complete – Review At Least Weekly (Sun Nights), Daily Best,
Schedule Activity Into Calendar
7) Secret: Create #5 (or last section) For All Access Codes & Passwords
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Step 4 – Organize & Track Email Communication
Helpful Hints:
1) Save All Critical Email Communication
2) Organize Emails In Personal Folders By Major Activity:
• Personal
• Referrals
• Executive Recruiters
• Companies
3) Create Subfolders By Name, Organization, Activity, Etc.
• Ex: Personal – Subs – Alumni Club, Friends, Family, Networking
Groups, Articles, Special Interest, Hobbies
4) Respond To All Emails Within 24 Hours – Delete Junk & Low Priority Emails
As Soon As Possible
5) Save Original Emails, Responses, And All Other Follow Up Communication
By Folder
6) Tie Active Folder Names To Task List – Ex: Task: Call Larry Duke –
Fundraiser; Create Sub Folder Under Personal For Larry’s Fundraiser
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Step 5 – Link To Blackberry Tool or Similar PDA
Helpful Hints:
1) Purchase a PDA That Is “Standard” For Your Industry; Line of Business
2) Select Best Network Provider For Area
3) Ensure All Contacts, Meetings, And Tasks Can Synchronize With Outlook &
PDA
4) If Possible, Get Voice Activated Calling; Bluetooth Wireless & GPS – All
Critical Tools For Traveling To/From Meetings & Communicating While In
Transit
5) Eliminate Notification For All Emails – Distracting, Creates Unnecessary
Immediate Response
6) Notification For Phone Only – Turn Off On All Important Calls & Meetings
7) Be Disciplined To Leave PDA At Home, In Desk And Walk Away – You Need
To Be Away From Communication For Downtime
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Step 6 – Commit to Updating Everyday
Helpful Hints:
1) Schedule 45 Minutes At Beginning And End of Every Day To Review Emails,
Calendar, Task Lists and Plan
2) Create A Signature With Name, Address, Phone Numbers, Email Address &
Other Critical Info
3) Use Signature On All New Emails and Replies
4) Move Sent Emails Into Categories, Delete Unnecessary Emails
5) Review Contacts Regularly To Make Sure You Are Not Missing A
Networking Opportunity
6) Cut & Paste All Contact Data From Emails Into Address Book
7) Walk Away From The Computer – Spend No More Than 3 Hours A Day
(Unless Absolutely Necessary)
8) Consider Using An Email Tracking Tool Called Xobni To Assist With Email
Monitoring & Communication (Out of Scope)
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Appendix 2 – LinkedIn Reference
Slide 22
Priority #3 – Get Known
LinkedIn Has Become The “Standard” For Professional Social Networking
Key Functionality Includes:
1) Profile That Includes All Resume Data
2) Ability To Upload Outlook & Other Address Books
3) Connections Through “Invitation Only”
4) Ability To Seek & Provide Recommendations
5) Ability To Join Groups Of Similar Professionals:
• Industry
• Alumni
• Special Interest
6) Search For Jobs Posted To Linkedin
7) Research Employees of Companies
8) Request Introductions To People Within 3 Levels of Your Network:
• Level 1 – Direct Contacts
• Level 2 – Contacts of Direct Contacts
• Level 3 – Contacts of Contacts of Direct Contacts
Slide 23
LinkedIn Profile (Example)
Slide 24
LinkedIn
Helpful Hints:
• Create Detailed Personal Profile With All Jobs, Employers, Accomplishments
& Degrees
• Upload All Contacts Into Linkedin – Invite All To Network
• Do Not Invite Obscure Contacts That May Not Remember You
• Search & Invite Colleagues At Other Companies, Universities and Other
Shared Experiences
• Leverage Linkedin To Find Jobs, Research Companies and Connect To People
Prior To Interviews
• Proactively Request And Provide Recommendations
• Be Generous In Providing Referrals & Contacts
• Be Careful To Not Be Too Generous With People Who May Have Performance
& Integrity Issues
• Consider Using Visual CV To Share Resume & Network (Out of Scope)
Copyright © 2010 NextGenDNA. All Rights Reserved.
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