networking 101

FEI-NETWORKING 101- FOR FINANICIAL EXECUTIVES

WENDY F. KENT

KENT EMPLOYMENT SOLUTIONS

LET’S GET STARTED!

PROFESSIONAL NETWORKING INCLUDES AN INTERPERSONAL EXCHANGE OF INFORMATION THAT

PROVIDES VALUE FOR BOTH SIDES.


WHY SHOULD WE TAKE TIME TO NETWORK?

• KEEP YOUR PULSE ON THE MARKET

• GENERATING BUSINESS FOR YOUR ORGANIZATION

• SCOUTING FOR TALENT

• CURRENTLY IN JOB SEARCH/POISED FOR FUTURE JOB SEARCH

• SUBJECT MATTER EXPERTISE

• PEER SUPPORT

• BRANDING YOUR COMPANY

• BRANDING YOURSELF


TYPES OF NETWORKING

• NETWORKING FORMATS INCLUDE BOTH YOUR ON-LINE PRESENCE & YOUR IN PERSON PERSONA

• SOCIAL MEDIA-MOST OF YOU HAVE A LINKEDIN PROFILE, WHAT OTHER ON-LINE SOURCES DO YOU USE FOR NETWORKING?

• GROUPS-WHAT GROUPS DO YOU PARTICIPATE IN? • TRADE ASSOCIATIONS-WHAT ASSOCIATIONS ARE MOST

LIKELY ALIGNED WITH YOUR PROFESSION OR PROFESSIONAL GOALS?

• RECRUITERS-WHO REPRESENTS THE ROLES I DESIRE? • ACADEMIC AND ALUMNI CONNECTIONS-HOW DO I

LEVERAGE THESE RELATIONSHIPS?


MARKET INTELLIGENCE

• NETWORKING ALLOWS YOU TO ACQUIRE MARKET INTELLIGENCE-THIS IS IMPORTANT FOR YOU AS THE FINANCIAL LEADER

• GAIN VALUABLE INSIGHT INTO THE CURRENT BUSINESS CLIMATE

• BE AWARE OF CHANGES GOING ON IN THE BUSINESS COMMUNITY AS WELL AS YOUR INDUSTRY AND FUNCTIONAL AREA OF EXPERTISE

• UNDERSTANDING YOUR ORGANIZATION’S COMPETITIVE ADVANTAGES AND DISADVANTAGES


NETWORKING FOR TALENT

• YOU AS A FINANCIAL LEADER SHOULD ALWAYS BE SCOUTING FOR NEW TALENT

• THE BEST CANDIDATES FOR OPEN POSITIONS COME THROUGH REFERRALS

• RETENTION-KNOW WHAT YOUR EMPLOYEES ARE SEEING AND HEARING

• CONFIRMATION THAT YOU AS AN EMPLOYER ARE STAYING COMPETITIVE AND ATTRACTIVE

• ONGOING MANAGEMENT OF RELATIONSHIPS FOR FUTURE ROLES YOU WILL NEED TO FILL

• MID LEVEL POSITIONS ARE INCREASINGLY HARD TO FILL


NETWORKING-YOUR FUTURE JOB SEARCH

• ACCORDING TO THE FEDERAL BUREAU OF LABOR STATISTICS AVERAGE TENURE FOR SALARIED EMPLOYEES IS 4.6 YEARS (2012)

• NETWORKING KEEPS YOU IN FRONT OF PEOPLE AND TOP OF MIND

• EVEN WHEN YOU ARE NOT SEEKING A NEW ROLE NETWORKING IS A COMPONENT OF YOUR OVERALL CAREER MANAGEMENT

• NETWORKING ALLOWS YOU TO KEEP ABREAST OF POTENTIAL SITUATIONS & BENCH THEM AGAINST YOUR CURRENT SITUATION

• IF YOU FIND YOURSELF IN TRANSITION YOU ALREADY HAVE AN ESTABLISHED NETWORK


HOW ARE POSITIONS BEING FILLED?


SME’S

• GAINING INSIGHT INTO WHERE YOU WILL FIND EXPERTISE

• BUILDING TRUSTED WELL RESPECTED RESOURCES

• GETTING RECOMMENDATIONS FOR RESOURCES RELATED TO FUTURE INITIATIVES YOU WILL DRIVE

• ESTABLISHING WHICH VENDORS TO USE BEFORE YOU NEED THEM

• SHARING BEST PRACTICES AND LEARNING FROM YOUR COLLEAGUES


PEER TO PEER SUPPORT

• DO YOU HOLD THE TOP POSITION?

• PEERS HELP YOU ACHIEVE BETTER OUTCOMES

• IT’S JUST GOOD TO TALK TO SOMEONE WHO IS NOT DIRECTLY INVOLVED

• NEUTRAL AND UNBIASED OBSERVATIONS

• GETTING HONEST FEEDBACK FROM TRUSTED SOURCES


COMPANY BRANDING

• YOU REPRESENT YOUR COMPANY • EVERYONE IN THE COMPANY IS A RECRUITER • WHEN YOU NETWORK YOU ARE AN EXTENSION OF

YOUR COMPANIES MARKETING EFFORTS • THE IMPRESSION YOU LEAVE IS ADOPTED AND OFTEN

ACCEPTED AS A COMPANY WIDE REPRESENTATION OF THE CULTURE

• YOU CAN LEARN WHAT OTHER COMPANIES ARE DOING TO INCREASE AND IMPROVE BRAND AWARENESS

• CREATE BUZZ AND A DESIRE FOR PEOPLE TO WANT TO WORK FOR YOU AND YOUR ORGANIZATION


INDIVIDUAL BRANDING

• THINK ABOUT YOUR PROFESSIONAL VALUE PROPOSITION

• CREATE BUZZ FOR YOURSELF • ASK YOURSELF-HOW DO I WANT TO BE PERCEIVED? • GET INQUIRES • BE CONSIDERED A SME OR GREAT REFERRAL

SOURCE • BE RESPECTED IN THE COMMUNITY • GIVE BACK IT WILL GO A LONG WAY WHEN YOU

NEED ASSISTANCE


QUESTIONS TO ASK YOURSELF ABOUT YOUR

NETWORK: • DO YOU TRUST YOUR NETWORK TO GIVE YOU THE

TRUTH ABOUT THE REAL YOU?

• DOES YOUR NETWORK CHALLENGE YOU AS MUCH AS IT SUPPORTS YOU?

• DOES YOUR NETWORK FEEL VIBRANT AND DYNAMIC?

• DOES YOUR NETWORK REPRESENT YOUR FUTURE GOALS AS MUCH AS YOUR PAST?

• ARE THE NETWORKS CONNECTED TO YOUR NETWORK STRONG?


THE NETWORKING PYRAMID

TIER THREE-FRIENDS, PEERS IN TRANSITION, MEMBERS OF

YOUR CHURCH OR OTHER GROUPS THAT COMPLIMENT YOUR OUTSIDE INTERESTS

TIER TWO-RECRUITERS (CONTINGENT), OTHER TRADE ASSOCIATIONS,

VENDORS I.E. BENEFIT BROKERS, 401K ADMINISTRATORS, HR CONSULTANTS

TIER ONE-TRUSTED ADVISORS INCLUDING BANKERS, CPA’S, ATTORNEYS, CONSULTANTS, OTHERS IN YOUR INDUSTRY

INSIDE YOUR VERTICAL, VENTURE CAPITAL FIRMS, RETAINED SEARCH FIRMS, PEERS, SME’S, INDUSTRY/ROLE SPECIFIC

ASSOCIATIONS


STRATEGY FOR ORGANIZING NETWORKING ACTIVITIES

• SEGMENT YOUR CONTACTS AND REFERRAL SOURCES

• ORGANIZE YOUR TIME AND ENERGY ON THOSE SOURCES THAT HAVE THE HIGHEST RATE OF RETURN

• TIER ONE COULD INCLUDE: CPA FIRMS, BANKERS, ATTORNEYS, OTHER TRUSTED ADVISORS AND DIRECT DECISION MAKERS, SEARCH FIRMS (RETAINED), COLLEAGUES AT YOUR LEVEL, OWNER AND CEO’S

• TIER TWO-CONTINGENCY RECRUITERS, TRADE ASSOCIATION MEMBERS, BENEFIT BROKERS

• TIER THREE-RELATIVES, CHURCH MEMBERS, FRIENDS, CLUBS, PEERS IN TRANSITION


NETWORKING EVENTS

• EVENTS ALLOW YOU TO MEET A LOT OF PEOPLE ALL AT ONCE-DON’T STOP HERE!

• IF YOU KNOW WHO WILL BE ATTENDING DETERMINE WHO YOU WOULD LIKE TO MEET AT AN EVENT AHEAD OF TIME

• VISIBILITY HELPS OTHERS BECOME COMFORTABLE AND FAMILIAR WITH YOU

• THIS IS AN OPPORTUNITY TO ESTABLISH INITIAL RAPPORT • DON’T SPEND YOUR TIME WITH PEOPLE YOU ALREADY

KNOW-YOU CAN ALWAYS SEE THEM SOCIALLY-SEEK OUT ONE NEW PERSON YOU DON’T ALREADY KNOW

• FOLLOW UP WITH ONE ON ONE MEETINGS WITH INDIVIDUALS YOU WANT TO GET TO KNOW BETTER


WHAT DO I SAY WHEN I MEET SOMEONE AT A NETWORKING EVENT?

• CREATE A SUCCINCT MESSAGE THAT REFLECTS YOUR EXPERTISE

• SHOW GENUINE INTEREST IN THE PERSON YOU ARE TALKING WITH-BE INQUISITIVE ABOUT THEIR EXPERIENCE

• DETERMINE WHAT YOU HAVE TO OFFER • ASK YOURSELF WHAT IS MY VALUE PROPOSITION? • GET COMFORTABLE WITH YOUR MESSAGE AND

PROFESSIONAL BRAND • DON’T RECITE YOUR ENTIRE RESUME/JOB HISTORY IF YOU

ARE SEEKING EMPLOYMENT • BE THE AUTHENTIC YOU-DON’T SOUND LIKE YOU ARE

READING FROM A SCRIPT


WE ARE ALL IN THE SAME BOAT!


CONDUCTING A NETWORKING MEETING ONE ON ONE

• DO YOUR RESEARCH • ESTABLISH YOUR OBJECTIVES UP FRONT-KNOW WHY YOU

ARE HAVING THE MEETING BEFORE YOU AGREE TO MEET • ESTABLISH CONNECTIONS IN COMMON • ASK OPEN ENDED QUESTIONS TO LEARN ABOUT THE

INDIVIDUAL • ASK HOW YOU CAN HELP THEM • BE SPECIFIC ABOUT HOW THEY CAN HELP YOU • SHOW GENUINE INTEREST • RESPECT THE ARRANGED TIMEFRAME-IF YOU REQUESTED

THE MEETING MAKE IS CONVENIENT FOR THE OTHER PARTICIPANT


NETWORKING IS NOT

• A ONE TIME EVENT • SPEED DATING • ROLODEX DERBY • A VENUE TO BE USED TO ASK FOR A JOB • A ONE SIDED RELATIONSHIP WHEN YOU NEED HELP • A NUMBERS GAME


Networking Is

• AN OPPORTUNITY TO BUILD YOUR CONTACT BASE

• TO ESTABLISH NEW AND DEEPER RELATIONSHIPS AND ENHANCE YOURSELF PROFESSIONALLY

• TO LEARN FROM OTHERS

• TO SHARE IDEAS

• TO MAKE NEW FRIENDS

• TO GIVE BACK TO YOUR BUSINESS ASSOCIATES AND THE COMMUNITY


NETWORKING SHOULD BE TARGETED

• EACH MEETING SHOULD PROVIDE YOU/YOUR AUDIENCE VALUE

• EACH MEETING SHOULD HAVE A PRE-DETERMINED OBJECTIVE

• MEETINGS WITH KEY REFERRAL SOURCES SHOULD PRODUCE NEW INTRODUCTIONS AND SUGGESTIONS FOR OTHER MEETINGS WITH ADDITIONAL CONTACTS


NETWORKING SHOULD BE ONGOING NOT JUST PART OF A JOB SEARCH

• RELATIONSHIPS ARE VITAL IN BUSINESS, STAY ACTIVE AND ALWAYS NETWORK

• BUILD A LARGE AND DIVERSE NETWORK-MAKE SURE YOU ARE ALLOWING TIME TO WORK ON THIS EVEN WHEN YOU ARE EMPLOYED

• REMEMBER, MOST QUALITY POSITIONS ARE NOT ADVERTISED

• EXPLORE USING E-NETWORKING TO SUPPLEMENT FACE TO FACE EFFORTS

• DEVELOP A TRACKING SYSTEM THAT WILL WORK FOR YOU


IN CLOSING

• MAKE NETWORKING A PART OF YOUR EVERYDAY PROFESSIONAL LIFE

• STAY ACTIVE AND HELP OTHERS WHO ARE IN TRANSITION OR NEED YOUR ASSISTANCE

• REMEMBER TO RECOGNIZE THOSE WHO HAVE HELPED YOU IN THE PAST

• SEE NETWORKING AS PART OF AN OVERALL BUSINESS AND CAREER MANAGEMENT STRATEGY


Questions?

THANK YOU!

Wendy Kent, Principal

Phone: 503-293-JOBS (5627)

5200 SW Meadows Road, Suite 150

Lake Oswego, OR 97035

[email protected]

kentemploymentsolutions.com


[email protected]

www.kentemploymentsolutions.com

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