Effective Networking for Better Results

1. Effective Networking for Better Results Moderator Joshua Proulx '05 (CLAS) Director, Husky Alumni Network UConn Alumni Association Presenter Yvonne Golnik ‘84 (CLAS) Vice President & Master Coach Lee Hecht Harrison

2. Effective Networking for Better Results – Do You Have a PLAN? Yvonne GolnikVice President / Master Coach Yvonne.golnik@lhh.com www.LHH.com The global talent mobility leader in connecting people to jobs and helping individuals improve performance.

3. Today’s Agenda How to develop a PLAN to increase your networking effectiveness: • Promote yourself – Get the message right so others can assist you • Launch your networking efforts – Reach a broader network through your close contacts • Aim for what you want – Find opportunities before they are posted • Network, Network, Network!

4. Definition of Networking Authentic conversations involving: • Shared interests • Information exchange

5. Why your resume doesn’t market you well Not forward thinking; it’s historical by design Can lead you back to what you’ve been doing; not always good. It’s hard for your network to read your resume and think of a company for you, and a job for you. 5

6. Understand the value of a marketing plan Benefits: Focuses your search on priority actions Avoids wasted time and unproductive activities Defines size and scope of target organizations Enables productive networking conversations 6

7. Professional objective 1 • Concise phrase or sentence that describes the kind of work you are seeking • Reflects values, traits, skills interests, overall experience and expertise • Preferred functions/titles • Role or areas of work that fit your experience and interest • Include job titles typical of these functions 7

8. Positioning Statement – What will people remember about you? • I am a (what is your brand, professional designation?) professional • With experience in (keep it short and sweet) • Currently I am (or previously I have worked for, include a short description of what you are currently involved in professionally) • My strengths are (specific things you want them to hear so they can connect you to the right people) • I am interested in (a new opportunity, referral or industry information)

9. Positioning statement Positioning Statement Convert conversational positioning statement (“I am…”) into a written one Optional: use Summary from resume Competency list Clusters of skills and personal characteristics Use three to six headings that identify areas of expertise 2 9

10. Target market 3 • Lists types of organizations you plan to pursue • Includes four key elements • Geography • Industry or type • Size • Culture (optional) 10

11. Target list 4 • List of target organizations • Start with initial list of 50 • Use target market criteria (geography, industry, size, culture) to identify organizations 11

12. Face to face, is always best; but not always possible or practical.So you may have to connect by email or LinkedIn. Look at the two emails below and indicate the better choice A Hi Joe, Hope you are doing well. It was great getting caught up with you at the conference. I appreciate your asking for a copy of my resume to pass along to your manager. Please let me know if you hear of any openings. I really appreciate your help. All the best ... Jane Hi Joe, Hope you are doing well. It was great getting caught up with you at the conference. I appreciate your asking for a copy of my resume to pass along to your manager. Also, I've completed a Marketing Plan for my job search and would appreciate your advice and suggestions. Please let me know when you have 15 or 20 minutes for a phone call. Thanks so much! Talk with you soon ... Jane B 12

13. The Relationship Advantage Networking with people you know well has these advantages: They will often be happy to go beyond networking to active assistance They will make good judgments in selecting people to introduce you to An introduction from them is also a recommendation You have easy access to them and it’s easy to talk to them

14. The Community Advantage Communities share values as well as interests. The more powerful the shared value system, the easier networking becomes. Religious and spiritually based communities are an example. Networking with fellow community members has these advantages: • They may be willing to go beyond networking to active assistance, even though they never met you • An introduction from them is also a recommendation based on the shared value system and your reputation in the community • You have easy access, even to community members you have not met

15. Networking with Professional Contacts:How to be interesting? Do your research Share information on: • Organizations • Industries • People • Best practices in your profession Remember, networking is about information exchange on topics that interest both of you.

16. NETWORKING PROCESS 5 SIMPLE STEPS • Build Your Network - Personal and Professional Contacts • Prepare Your Story (Create your positioning statement/30-second commercial) • Tell people the reason you are contacting them • Be specific about how they can help you: • Information • Advice • Ideas • Connection to Others • Support 16

17. NETWORKING PROCESS 5 SIMPLE STEPS 3. Prepare and Practice to Build Confidence Script Outline: • Your Name • Who you are (if contact doesn’t know you) • Referral Name (if appropriate) • Reason for your call (exact type of help you need) • Ask if this is a good time to call; if not, then when? • Positioning statement/30-second commercial (customized) • Prepared Questions (to include request for additional contacts) • Thank the individual for their time and assistance • Ask if there is anything you can do to return the favor 17

18. NETWORKING PROCESS 5 SIMPLE STEPS 4. Make Calls to Set Up Appointments Set Goals: • 10 face to face meetings a week • Make 5-10 calls per day 5. Develop a Tracking System - To manage the information you will accumulate 18

19. CALLING Call – BlueprintGood way to keep organized and have only the facts you need for the call on 1-page in front of you. 19

20. Why use your marketing plan ? Increases your productivity Shows network contacts that you’re focused Helps your network, help you! Makes LinkedIn much more effective for you—because you know your Target Market! Moves the focus of your discussion from ‘jobs’ to ‘positioning’ 20

21. Networking Best Practices • Compliment someone else’s work • Follow-up pronto • Don’t just network when you need something • Always give more value than you receive • Say THANK YOU often • If you say or imply you are going to do something, do it • Be respectful of the other person’s time • Ask them how they are doing • Ask them if there is anything you can do for them

22. Time for your questions 22

23. Next Career & Entrepreneurial Webinar: February 25, 2014 , 12 p.m. Hemal Shah ‘12 (ENGR) is a rising entrepreneur and start up fiend. After graduating from the UCONN School of Engineering in 2012, he has immersed himself in the thriving Boston tech scene and is now working on product and growth for Twitter's Mobile Platform. Given his strong network, deep foundation in building successful startups, and a sharp eye for tech innovation, Hemal has developed into a key strategist for any success-craving entrepreneur.  “WANT-repreneur to Entrepreneur” So you have an idea for a new product or a company, but now what? Discouraged because you think you need buckets of money or sophisticated coding skills? Think again. Transform yourself from WANT-REPRENUER into ENTREPRENEUR and turn your dream into a reality.Entrepreneur, Hemal Shah, will empower you with the tools to turn your intangible ideas into tangible products. As winner of the CCEI Start Up Challenge, D.E. Crow Innovation, and Startup Weekend Storrs competitions, Hemal has been incredibly successful launching new businesses- many of which began out of his dorm room on a college budget! During his talk, he will guide you in identifying your target market, defining your product, and taking the next steps to get your project off the ground. Register at UConnAlumni.com

24. Alumni Career ResourcesProvided by the UConn Alumni Association • Alumni Career ResourcesProvided by the UConn Alumni Association • Missed a career webinar?UConnAlumni.com/careerresources • Want to connect with fellow Huskies? UConnAlumni.com/careernetwork