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Networking Presentation 08 03 10
- 1. Networking to Secure The Right Summer Internship … or anything else! J-P Martins Associate Director, Consulting Careers 8 March 2010 2nd March 2009 Page 1
- 2. Will networking get me a job in consulting? Potential Internships Generally not with the big Management consulting (eg boutiques, functional names consultancies) Possibly create opportunities in small, specialist firms, Internal consulting in industry or finance sectors, geographies Corporate development or strategic planning in industry or finance Tap into unadvertised Marketing or business development in industry or positions finance Create opportunities Not-for-Profit Entrepreneurial projects Source of ideas, leads 2
- 3. Is there more to networking than LinkedIn? Who uses LinkedIn? Other sites are available! How many connections do you have? www.plaxo.com www.naymz.com www.doostang.com What have you used them for? How do you think the virtual network is similar to/differs from real ones? 3
- 4. Map your network and build a plan Actively 1 assisting Keep up to date search 3 2 Aware of Explore possible contacts, Engagement Explore fit, opportunities search advice 4 Inform of USPs, aspirations, search Unaware of search Might know Might know Able to get people that people that me a job know people could help Usefulness 4
- 5. Where to source your network? Friends, family Members of professional organisations Faculty members Former employers or co-workers Fellow students E-networking Different year Formal networking groups Different programmes Who else? Alumni Members of school boards 5
- 6. What are your USPs? Sector Expert Functional Expert Language Geograph y Price Interest LBS (Passion? Brand ) Other? 6
- 7. The ‘cold’ conversation – networking or making a speculative application Do… Don’t… Mention person and relationship of person that Ask them for a job referred you Keep them on the phone or corner them at an Be able to summarise your pitch in 2-3 event for too long. Make an impact, have clear sentences objectives and move on! Know which function – using their terminology that you would like to work for Have some specific information or opinions you would like to ask them about If asking for a referral’s name, copy them in on the email that you send to the referral Follow up when you say you are going to follow up 7
- 8. Sample networking email Subject Line Re: Brad Pitt suggested I contact you Dear Angelina, Brad Pitt from Film Production company in LA suggested I contact you. He recommended you as Marketing Director of a leading consumer goods company as an excellent source of information on innovative marketing. I understand from wide reading around (from article x/website y) that your marketing function is truly innovative in its approach., because of x / y / and z. I have also learned that the company has recently launched a global innovation centre in London. I am a MBA student at London Business School graduating in Spring 2010. My background is also in consumer marketing, mostly gained within the financial services sector, working for x company (only if known brand). I would welcome the opportunity to meet with you / speak on the phone to understand more about the parallels that can be drawn between the Financial Services and Consumer sectors. I am also really interested in sharing some of the innovative marketing projects that I was involved in which may be of interest to you. I am available weekdays from 12-2pm, but can be flexible around these times as well . Please can you advise when may a good time to speak and on which number I can call you. I am really grateful for your time and cooperation. Regards. Jennifer Aniston 8
- 9. Sample networking email – key points Subject line – mention referral name 1st line in email – also mention referral name Why that person and why that company? What you know about the function or company? Who are you? – be brief – this is NOT a cover letter Hook them in with potential offer of knowledge or insight Propose a time to schedule to speak / meet with them – be flexible SUCCESSFUL EMAIL = MEETING OR CONVERSATION NOT A JOB! 9
- 10. Exercise 1: Introduce yourself Describe who you are/what you do in 1 minute – Is it clear what are you seeking? – What is your USP(s)? Listen – What will you remember about this person? – How could they be of help to you? 10
- 11. Exercise 2: Draft an action plan Ultimate targets – you need to be clear Communicate – this is where the time gets sunk What are you looking for? How many calls will you make? What do you have to offer – what How many emails? differentiates you? – What will you ask for/what can you offer? New network nodes How will this plan work? How are you going to broaden your network? 4 weeks in May Current versus new connections? 4 weeks in June Research/methods to find new connections? Likely hit rate and incubation time – you need quick results for an internship...! 11
- 12. Action Plan (page 1 of 2) Category of Network Action Required Detail Timing Members 1 Already Keep up to date Quick update email/phone call/chat Week 2 actively What we’ve both been up to assisting My successes, let downs Any advice, tips, other avenues I could explore What can I help them with? 2 Aware of Explore fit, Considered email/phone call/chat Week 1 search, could opportunities Update on progress since last in touch – offer something (eg get me a job “since we last spoke it occurred to me that you should talk to xyz that I’ve met…”) Make sure contact is aware you are still looking – “do you think there might be a fit between what I’m looking for and your organisation?” Make sure you get your pitch/USPs across Enlist further support (“any more advice, contacts?”) What can I help them with? This is just a draft – you need to think through your own network 12 and your own needs – you may have a better way of doing this
- 13. Action Plan (page 2 of 2) Category of Network Action Required Detail Timing Members 3 Aware of Explore possible Considered email/phone call/chat Week 1 search, could contacts, advice Make sure you get your specific criteria and USPs across – help broaden impress them with your value proposition network Enlist support in your search (advice, contacts?) What can I help them with? 4 Unaware of Inform of USPs, Quick update email/phone call/chat Week 2 search aspirations, search Introduce yourself if necessary – try to build rapport What we’ve both been up to My successes, let downs Any advice, tips, other avenues I could explore What can I help them with? This is just a draft – you need to think through your own network and your own needs – you may have a better way of doing this 13
- 14. Summary Networking probably won’t get you a Be thoughtful about cold calling/emailing strategy consulting job – it’s not that hard It may help you get a suitable internship Remember, successful networks are about relationships You probably network anyway, but it helps to have a plan Long lived, not one-shot Be clear on your goals Two-way – you must have something to offer as well as Have something to offer something you want Prepare/research Map you current network and make Get out there and do it! sure its working for you Extend it in targeted ways 14