NETWORKING A Practical Guide

1. NETWORKING A Practical Guide

2. Agenda Routes to the job market Barriers to Networking Key Steps Skills analysis, Marketing plan, Key Focus Contacts and contact analysis Meeting set up- defining objectives Developing a profile document The meeting and agenda Administration Post meeting Follow up/Ongoing Networking- A practical guide

3. Routes to the Job Market

4. Routes to the Job Market So where do most people find a new job? If there were 100 jobs you could do, how many would you find above this line and how many below? Which option would you choose? • 50% 33% 25% 15% • 50% 67% 75% 85%

5. Routes to the Job Market Age band 20-34 35-44 45-50 50+ The answer is that most people find jobs through contacts rather than agencies or adverts. The older people get the more important those contacts become. • 50%33%25%15% • 50%67%75%85% These are general figures, there are always exceptions to the rule.

6. Routes to the Job Market Advertisers/Agencies work with a Rigid Individual / Job Spec into which you do or do not fit. You are competing with many other, possibly 100’s, of candidates. Tick box screening for 12-15 long list As a general principle, if you do not match the job/person spec, to say 75-80% you should not apply

7. Routes to the Job Market Networking is an informal meeting and is not rigid like the visible market. It should preferably be face to face, not by telephone You Job needs Despite the difference between you and job needs, an introduction through a known contact often cuts through any obvious differences

8. Barriers to Networking Networking- A practical guide

9. Barriers to Networking Asking for help or a favour from old colleagues or friends– a weakness or embarrassment. Too much like begging May damage friendships if you network with friends Lack of Confidence- don’t think you will be good at it Can seem that you are desperate Not sure what to say/how to say it- unclear on your message Not sure who your best contacts might be/where they might be found Lack of contact details Fear of rejection after request for a meeting Not sure if they will be much help anyway:- meeting is a failure Don’t like blowing your own trumpet/selling yourself Uncomfortable approaching strangers (even via referral) to ask for a meeting Do I have the time to do this? YES you do! FEAR! ETC ETC!!! Most of the issues above are in the mind only- Mindset change needed. Networking- A practical guide

10. Networking- A practical guide HOW DOES NETWORKING PRODUCE A RESULT? 1 Contacts know of an opportunity already out there 2 Contacts hear of an opportunity - this could be a few weeks or even months later 3 Contacts know of other contacts in companies where you would like to work

11. Networking- A practical guide

12. Marketing Plan Format & Content Background – Career summary, key transferable skills, why you are in the job market, top achievements Key Issues facing you – eg market conditions, age, education/experience/skills gaps, poor network, not good at networking etc Target Audiences – Who you want to see, companies you would like to work for, clients you want to contact etc Your USP or key focus in your search Objectives – Say 3/4 top objectives: must be SMART Key strategies – designed to achieve the above objectives: strategies are statements of intent and the ‘how’ to achieve the objectives: e.g. Media strategy; Use of Linkedin; role of your website; approach to recruiters; networking strategy etc. Key Action plans –The details of how you plan to execute the above strategies; key timings; key actions; key desired outcomes Additional Information ( Appendices) eg your SWOT analysis, Specific skill sets, special qualifications etc Networking- A practical guide

13. Networking- A practical guide

14. Networking- A practical guide Contacts: X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X Who are your contacts? 1 Contacts via your work or leisure pursuits 2 Current or previous colleagues, ex bosses, suppliers, customers, those from other companies, preferably anyone at the same level as you or higher and well placed personal contacts 3 Successful networkers say that the most effective contacts are those they have been in contact with during the last 2 years. 4 Friends and family will be good if they are well placed and really understand your work and the issues you handle daily – use your judgement on whether to use them. 5 However, they can provide useful feedback in the early stages of your campaign

15. Networking- A practical guide

16. Analysing & Sorting out your name list 1-Excel spreadsheet, list the names and title, company name, email address & phone numbers (e.g. landline &/or mobile) 2-Position by 3 key criteria:- A)    Are they a hiring manager, senior enough to directly offer you a role? B)     Are they influential, will people listen to them if they recommend you? C)    Do they rate you well as a manager/operator/someone who delivers? 3-Grade each criteria on a 1-3 scale with 1 as highest level. 4-‘Data Sort' first by criteria A then B then C to show all the ‘1’ ratings at the top. (Ascending order) 5-  List now showsthe most important networking contacts in the top section :- who are a) most likely to be a hiring manager b) are highly influential and c) rate you You now have those names on your ‘contact first’ list. Networking- A practical guide

17. Networking- A practical guide

18. Networking- A practical guide Contacts: X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X Now select your top 10 contacts. These should be people who are now at the top of your recently sorted list. Once these are used up go to the next 10 on your list YOU NEED TO TRY AND GET 3 OTHER CONTACTS FROM EACH MEETING YOU HAVE WITH YOUR PRIMARY AND SUBSEQUENT CONTACTS

19. Networking- A practical guide Contacts: X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X 10 30 You can see that 10 initial names could lead to 30 new contacts If say only 15 of those new contacts provide 3 names- another 45 contacts are added And so on……

20. Networking- A practical guide • Setting up the meeting ( Sample script to be attached to next email) • Do this on the phone! : The conversation outline below can be much more informal with friends and close colleagues • Use a well rehearsed script for the phone call-- a “TMAY” type process • WHO- Who you are and who referred you (if via another contact): use your referrer’s relationship to the person as a strong intro to the call. • WHAT- What happened to you, why you are in the market, your prior position(s) and that the referrer suggested you call • WHY- Why you are looking to meet- reviewing marketplace and looking for opportunities your contact felt you could help with ideas and referrals. Your insight and industry knowledge would be helpful to me. A bit of flattery here may go a long way! Looking for new contacts… • WHEN- When can we meet, only need 30 minutes, how does xx am on yth October sound? Is this convenient in your schedule. I can help you with my contacts if you want some names to build your network.

21. Tips: - Set aside a day now and then as needed for networking meeting set up calls- Say 20 calls per day => say 3-5 meetings agreed Try to call say around 5 times before it becomes clear that the meeting is not going to happen ! Gatekeeper avoidance- e.g PA’s, junior colleagues etc. They are there to stop you getting access to the boss Use your referrers name to get round the barrier Try to build relationship anyway Leave a message with them for their boss: ensure the number you leave is one only you will answer. Call at hours where they may not be there e.g. before 9 am, over lunch and after 5 pm=> better chance of getting straight through Avoid voice mail if possible. Networking- A practical guide

22. Networking- A practical guide • Confirming the meeting & pre prep • Do this by email - indicate via the wording that you are not looking for a role with your contact’s company. • Date/Time/Place- only 30 minutes required • Confirm AGENDA- This is YOUR Meeting YOU run it, include:- • Discussion of your job search strategy • Any insights into the industry sector • How will your profile be seen by the sector -suggested changes? • You will be asking for 3 leads or contacts as the desired outcome • Suggest your contacts may be able to help build his own network

23. Networking- A practical guide • Confirming the meeting & pre prep • Do this by email or in a letter- indicate via the wording that are not looking for a role with your contact’s company. • Date/Time/Place- only 30 minutes required • Confirm AGENDA- This is YOUR Meeting YOU run it • Discuss your job search strategy • Any insights into the industry sector • How will your profile be seen by the sector -suggested changes? • You will be asking for 3 leads or contacts as the desired outcome • Suggest your contacts may be able to help build his own network • Attach or enclose a 1 page PROFILE – NOT CV! • A Narrative PROFILE is more about what you can do for new employer and less about your career history - This will be supported by your key skills and achievements and career details

24. Andy Low – Profile Example Mob 07768 116073 andy.low414@btinternet.com • Andy works at the senior functional director and MD level across a variety of businesses, based on his broad sector experience. Close attention to the P&L and a well developed strategic view, will be able to help businesses of all sizes develop a strong market presence and manage change via strong communication skills. • He is particularly experienced in the marketing, sales and international arena, with specific skills in product/concept development and different channels to market, including retail, direct to consumer, the internet and via International distributors. A strong track record of profit delivery across multiple markets. • Andy has a wide level of different functional contacts in most business sectors, both in the UK and internationally. • Andy is also a trained Professional Coach, specialising in business & performance improvement coaching, an additional skill he brings to the business arena • Areas of Expertise • Focusing Boards to deliver results • P&L management- Revenue and profit growth at Hasbro, Golden Books and Mills & Boon • Business development and sales- successful achievement of goals in a variety of companies • Consumer led brand management, brand building and promotion-Many international promotion campaigns • New product development of major brands- Both range extension and innovative new product in several sectors • International distributor relationships- in both Toy and Publishing sectors • Third party licensing & contract negotiation- with major international entertainment companies and product inventors • Working within creatively led companies-Toys & Games/Brand led publishing • Managing change- significant experience in fast moving industry sectors • Business coach and mentor • Career Background • Andy worked in the International Consumer Products and Media/Publishing sectors for much of his career, which included two separate spells of work in the USA; with Tonka Toys in Minnesota and nearly 5 years in New York with Golden Books. • Company experience includes Cadbury Schweppes, Harrison Cowley Advertising, 12 years in the toy industry with companies such as Palitoy, Tonka and Hasbro. Most recently, following a short spell as International VP/Group Marketing Director with Hallmark Cards UK, he was VP International/Managing Director for Golden Books Publishing (USA based) and subsequently Managing Director Mills & Boon UK.Additional experience in the dotcom market and within membership organisations. • Affiliations • Andy is a member of Link Management Group, a Thames Valley based group of interim and consulting executives; is an associate of Penna, the UK’s leading outplacment company as a Career Transition Coach, an Associate Director of Russam GMS a leading UK interim recruitment agency and is a member of the Institute of Directors. In 1999 he founded The Executive Network (TEN), a senior level group across all key functions, now 500+ strong. He is Volunteer Chairman and Trustee of Careers Springboard Gerrards Cross, a group that helps members develop the skills to find new work.

25. Networking- A practical guide THE NETWORK MEETING AND AGENDA Set the scene: Reconfirm that your objectives are to gain their opinions about your job search goals + get three contacts to extend your network. DO NOT LEAVE THE MEETING WITHOUT AT LEAST ONE CONTACT!! Also you see the process as two way, so how can you help them? 1 What is their opinion about the marketplace 2 Did they think your one page profile presented a clear picture of you? 3 What are their opinions about your options in their market sector/industry? 4 What comments do they have about how your skills/experience match the marketplace and the sector(s) you are interested in 5 Who did they have in mind for the three new contacts? 6 Show them a list (no more than four or five names) of the companies you would like to work for. Do they know anyone in these companies? 7In what way can you help them with contacts or information?

26. Networking- A practical guide Contacts: X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X 10 30 SO HOW DOES NETWORKING PRODUCE A RESULT? 1 Contacts know of an opportunity 2 Contacts hear of an opportunity this could be a few weeks or even months later 3 Contacts know of other contacts in companies where you would like to work SETTING UP A NETWORKING MEETING: 1 Make it clear that you are not looking for a job from your contact 2 Always arrange the meeting by phone to avoid misunderstandings- Use rehearsed script 3 Confirm the arrangements/agenda in writing, but do NOT include your CV. Only a 1 page PROFILE THE NETWORKING MEETING/AGENDA 30 mins 1 Opinion on the industry sector/marketplace 2 What did they think of your one pager? 3 What are their opinions about your options? 4 Their comments on relevant skills/experience 4 What contact names do they have for you? Minimum at least 1 lead!- Preferably 3 leads 5 Do they have contacts in “target” companies 6 How can you help them? HOW DO WE CHOOSE OUR CONTACTS? 1 Part of our peer group or more senior 2 Well connected and well thought of 3 Generally outgoing and mix well with others 4 A broad list of people from your personal/business contacts plus a list of ‘target’ companies 5 They rate your skills and behaviours

27. Managing the process- post meeting ( sample tracking doc to be supplied in next email) Write and say thank you: email will be fine If it results in a job via that referral or others later in the chain- write and thank all of them again. Keep records of every meeting you attend and the outcome Record of phone calls made, emails/letters sent, meetings agreed Who referred who and when What was discussed at the meeting, any key insights or actions? What you agreed to give them Regular follow up calls are helpful- stay in touch say annually at minimum Use any database type system (eg MS Contact Manager, MS Access, ACT! or just an Excel spreadsheet) After you get a job stay in touch- You may need this network again! Networking- A practical guide

28. NETWORKING A Practical Guide GOOD LUCK AND THE BEST OF SUCCESS