Networking

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Networking 2 The after dinner speech

• Ken Dean
• Nortel Recruiting Partner
• 10/17/06

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Quote 1 Attributed to Kevin Spacey in Swimming
with Sharks

• Before you go out to change the world, you have
  to ask yourself the question,
• What do you really want?

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Why?

• When it comes to finding a job, nothing beats
  good, old-fashioned networking -- contacting
  friends, relatives and former and current
  colleagues, setting up face-to-face meetings in
  the hope of building connections. Yes, it is
  awkward, but it simply has to be done!

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Why 2?

• At any given time, about 80 of all available
  jobs aren't posted in the classifieds or on job
  boards, says BH Careers International, a New York
  career-management firm. And 60 of people
  surveyed by BH said they got their last job by
  networking.

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Why 3, or I already have a jobWhy bother?

• The role of networking is as valid for the
  employed professional as it is for the unemployed
  or career seeking professional!

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Mechanics

• 1. Prepare an "elevator speech." Write a summary
  of what you want people to know about you that
  can be delivered in less than 30 seconds. Make it
  upbeat and succinct who you are, where you fit
  in, what you're looking for. Since you get only
  one chance to make a first impression, practice
  your elevator speech in front of a mirror, and
  then on friends, before taking it to a networking
  event.
• 2. Use your existing ties. Start by tapping
  existing contacts, including friends, family and
  ex-colleagues. Spread the word through your
  network and ask if anyone has a contact who might
  be able to offer advice. Then make sure to ask
  every person you meet for two or three more
  referrals.
• 3. Target trade groups. Join the dominant trade
  or industry group in your area. Preferably, it
  should have a barrier to entry, at least a
  membership fee. Consider volunteering on one of
  the group's committees, to meet members.
• 4. Show interest in others. Career experts say
  the secret is to stop focusing on yourself and
  take an interest in the other person. Ask
  questions and get the contacts to talk about
  themselves and their business experience. This is
  easier than you might think.
• 5. Don't ask for a job. It may force the other
  person to say no to you. Instead, seek advice.
  People are likelier to be generous with their
  time if you ask for their counsel. Don't worry.
  If you seem qualified for an opening, they'll
  refer you to the right person to set up an
  interview.

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More Mechanics

• 6. Build relationships. Strangers won't put their
  reputations on the line or compromise their
  networks for you. Build ties with a new contact
  before asking for help. Consider dropping a
  personal note to any new contact you meet at an
  industry event. Then follow up, perhaps with a
  helpful article or introduction to someone you
  know.
• 7. Don't be selfish. Always remember networking
  and information is a two-way street. If you've
  been asked by a peer for assistance, you can
  always offer to facilitate what they need through
  your network. If called by a recruiter for a
  great position offer contacts discreetly if you
  are aware they are looking.
• 8. Don't abuse relationships. There's no rule
  here for how many phone calls are too many. Just
  try to gauge if you're coming across as always
  looking for a favor.
• 9. Follow through. Nothing can kill a budding
  relationship faster than not writing a proper
  thank-you note. In many cases, you can e-mail it,
  but don't assume the content is any less
  important than in snail mail. A three-line
  message with a smiley face won't cut it. Keep the
  other person abreast of how your meeting went
  with someone he or she referred you to.
• 10. Maintain your network. Cultivate ties even
  when you aren't job hunting. Remember, the
  majority of jobs go unpublished, so you may hear
  of an exciting opportunity

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Quote 2 Attributed to Kevin Spacey in the movie
Beyond the Sea.

• People hear what they see!

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The Holidays are Upon Us

• Tis the Season
• You may struggle to find meaning in business
  social events. But socializing is critical to
  business success.

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Business parties are business

• How you work an event can increase your
  opportunities or put your career on hold.
  Socializing well takes planning, skill and
  determination--and often a mentor to point the
  way.

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And More Mechanics

• 1. Prepare before the event.
• Ask yourself "What do I want to happen at this
  event?" Knowing what you want to accomplish helps
  you prepare and provides meaning for being there.
  Go to events knowing what you want to happen,
  whether it's to rub elbows, learn scuttlebutt or
  plea for a pet project.
• Find out beforehand who'll be there study the
  organizational chart to learn the names of people
  you might meet. Tell yourself, "My presence alone
  produces valuable results." This reduces the
  pressure to perform and relaxes you. Just being
  there is valuable.
• 2. Make an entrance.
• Rarely do decision makers mill around waiting
  for others to arrive. Take a hint from their
  behavior, and arrive later, if there's no reason
  to be early.
• Watch your body language. As you enter a room,
  your body language announces your feelings. You
  can skulk in a room as Johnny Timid or behave as
  someone whose presence produces valuable results.
  Smile and shake hands. You may have to act more
  positive and confident than you feel, but you'll
  soon be fine.
• 3. Get connected.
• Attendees often gather in cliques. This can
  strand new arrivals, who stand alone, fearing
  everyone is looking at them. Grab a Perrier, walk
  around and seek an opening in a group. Be careful
  to observe boundaries, and don't crowd into a
  group uninvited. Also drink and eat moderately.
• "Work the room" by touching as many bases as you
  can. Let opportunities present themselves, and
  connect and respond to all who open up to you.
• Make your presence felt in creative and kind
  ways. A sense of humor, smile, pat on the back,
  encouraging words, recognition and praise are all
  excellent motivational gestures, more so if done
  in front of others.

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Ditto

• 4. Meet the power.
• Be ready to take the initiative when you
  encounter top managers. "Figure out what your
  message is" in advance. By knowing what you want
  to say, you'll come across as "smart, focused,
  articulate and insightful".
• Most people are reluctant to show their
  ambitions. But meeting those in power can boost
  your career. Make an impression in the room, if
  only by smiling from a distance. Show that you're
  competent, motivated and fit in. Look composed
  and dress professionally. If in doubt, dress up,
  not down.
• It's impossible to reach the top of a major
  company without at least one good mentor. The
  executive suite is a club, and you must be
  invited to join by current members. Social events
  are gold mines for finding helpful mentors.
• 5. Cultivate friendships.
• Friendships happen naturally and organically as
  part of working together. If I could choose, my
  best friend would be my boss, the person who has
  tremendous impact over my job assignments, raises
  and career development.
• 6. Don't overstay your welcome.
• Know when you want to leave and tell your host.
  When the time comes, feel confident that your
  departure is expected. Stay only as long as
  you're relatively comfortable.
• Be clear in your goodbyes, and know that leaving
  is fine. Smile, wave or shake hands with your
  host, main friends and key contacts. Outside,
  take a deep breath and say to yourself, "That
  went well."
• 7. Use what you've learned.
• Phone or send a thank-you note after an event if
  it seems appropriate. Forced gestures are usually
  ineffective.

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Personal observations from Holiday Party crashes
I have observed

• An open bar is not a challenge, for you or your
  guest, this is business not a party!
• An open buffet is not a challenge for you or your
  guest or an open doggie bag, this is business not
  a family get together!
• Remember People hear what they see! Aim to be
  seen as an in-control professional!

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Summary

• Occasionally, but not each time, you'll form true
  bonds, gain mentors and help protégés. This makes
  socializing worthwhile. People want to help those
  they like and respect. But they can't start
  liking you if you don't give them a chance to
  know you.
• At a time when teamwork, communication and human
  understanding are highly prized, having contacts
  means power and promotability. Socializing well
  will help you make these key contacts.

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Thank you!

• I appreciate the opportunity to speak with your
  organization this evening!