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Presented by:Suzi Eisman

Harriet GluckmanJay Siegelaub

BAS CARES

How to Build Relationships to Further Our Careers

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At the end of this session, you will understand: What networking is The value of networking The basics of an “elevator pitch” How to prepare for an informational

interview

Objectives

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“NETWORK” – a definition

“An interconnected or inter-related chain, group or system”

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What is Professional Networking?

Making purposeful social connections with people to enhance your professional career:

Share information

Gain personal visibility

Get advice and support regarding your options

Find specific resources

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Networking Can Enhance Your Opportunities at Any Stage of Your

Career Development

During Career Transitions For job searching and career changing

For Business Development To build referrals, find mentors, understand

the competition, and, find human resource talent

For Career Growth and Enrichment To gain current industry information, develop

supportive relationships and uncover new opportunities

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Networking Opportunities are Everywhere On the train At a wedding During Kiddush On the soccer field At a professional meeting During a social dinner In a formal informational interview

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Networking is not only desirable –it is a necessary skill to help you find a job in this challenging job market.

80-90% of jobs filled through networking The more you talk to people, the greater

the probability that you will find a useful connection to help you meet your goal

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The Networking TreeNETWORKING TREE, a visualization of how contact networks expand like a web of satellites:

Your contact’s contact’scontacts

Your contact’s contacts

Your initial contacts

You

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Contact List Exercise

1. Briefly introduce yourself to the others in your group (1 minute per person)

2. Prepare a list of people you could contact – such as:Friends, relatives, community contacts, current/former colleagues, clients/managers, academic contacts, service providers, etc.

3. After you make your list – consider why you might want to network with each of those people

4. Discuss the categories (friends, etc) you used to develop your list. Did you come up with any unusual sources for your potential contacts you would like to share?

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What are Benefits of Networking?

Networking enhances. . .

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What Stands in Our Way?

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What Stands in Our Way? The fear of rejection or concerns about imposing The belief that setting out to accrue helpful friends for our

own ends makes us “operators” The desire to make it on our own—the thought that

accepting help diminishes our accomplishments The fear of rejection or concern about imposing The belief that we just don’t have the time—“hanging out” is

goofing off Uncertainty and lack of information about how to network

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Before You Begin to Network, Get Organized!

Organize a tracking system to keep track of visits, names, addresses, follow up

Obtain professional stationery for cover letters, resumes, thank-you notes

Have well-written marketing materials, including a resume

Have a letter of introduction Make sure that your email address and voice message

are PROFESSIONAL Have one dark colored “interview” suit

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Effective Networking is Strategic Prepare for networking:

1. Know Yourself: education, experience, skills and what you can offer

2. Develop a list of all the people in your social life

3. Have your agenda planned and prepared

4. Prepare and rehearse a one-minute introduction Set up informational interviews Follow up with new contact immediately Evaluate networking information Stick with it – You only need one “YES”

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Four Steps to Informational Interviewing1. Prepare

2. Set up meeting

3. Manage meeting

4. Follow up

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Four R’s of Informational Interviewing

1. Research

2. Be Remembered

3. Referrals

4. Relationships

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Step One: Prepare

Contact ListFriends, relatives, community contacts, current or former

colleagues, clients/managers, academic contacts, service providers, etc.

Contact strategyHave a sense of how your contact can help you and how you might

add value to him or her

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Step One: Prepare (cont’d)

Your “elevator pitch” A brief introduction of Who You Are Craft a compelling, targeted “pitch” that

Tells your story Communicates your expertise Highlights the value you provide

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“Elevator Pitch” Exercise Select (in your mind) a person you want to meet Prepare a one-minute introduction, considering:

An engaging opening statement What I want this person to know about me

(3 key points) How I might be able to add value A strong close that leads to the next step

(not “well that’s about it”) When you’re done, work in groups of 2 or 3 and try it out Give positive feedback: where it works well – and how it can

be improved

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Step One: Prepare (cont’d)

Develop questions relevant to the person you are meeting

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Some areas for questions: organization/business/industry business performance trends/ anticipated directions products & services best practices competitors success factors gaps, issues, needs

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Step Two – Make the Contact Whether by phone or by email:

Introduce yourself and mention the name of the person who referred you

Possible pitch “headline” Tell them why you are calling (to obtain their advice

and feedback on career plans/directions) May need to “decompress” Ask for a meeting Thank them in advance

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Step Three - Manage the meeting Introduction/ice breaker – referrer’s name Make it clear why you are there and how they can help Decompress, if necessary – “no reason to believe that you

have a job here…” Take the lead – set the agenda “Elevator Pitch” Ask questions/ exchange information Probe for referrals Thank you

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Post Meeting Evaluation How did it go? What did I learn? How can I do better next time?

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Step four – Follow up Thank you note to contact (within 24 hours) Close the loop with the person who referred you Reciprocate – information, contacts, professional

assistance, business opportunity, etc. Set up meetings with new contacts Stay in touch with all your contacts Focus on becoming a valuable resource to your

network

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Planning your next steps…

1. Have you identified the information you are seeking through networking?

2. Do you have an organized system to manage your contacts?

3. Have you developed a list of contacts?

4. Do you have a crisp and targeted pitch?

5. Have you prepared questions for each informational interview?