Networking Plan

1

• Networking Defined

• Types of Networking

• Push vs. Pull Networking

• The 30/30 Formula

• Priority #1 – Get Active

• Priority #2 – Get Organized

• Priority #3 – Get Known

• Priority #4 – Get Creative

Agenda

Slide 2

Networking Defined:Building connections between family, friends and co-workers that you support continuously and are in a position to support you if and when it is needed

Networking Behavior:

Is…

- You Offering Help- Continuous Communication- Regular & Natural- Event Driven- Up To Date & Accurate- Polite & Thoughtful- Giving- Responding To Emails & Calls In 24 Hours

“If You Know Of Anyone That Needs Someone With My Background & Experience…”

Is Not…

- You Asking For Help- Sporadic- Occasional & Awkward- Out of the Blue- Out of Date & Incorrect- Desperate & Obnoxious- Taking- Ignoring Emails & Phone Calls

“Do You Have Any Job Openings?”

Slide 3

Types Of Networking:• Sending Annual Holiday Cards• Email Announcements of Job Changes/Promotions• Remembering Birthday’s, Anniversaries, Kids Birthdays (Example)• Leveraging Contact Software To Keep Track of Accurate Contact Info• Using Description Fields To Remember Spouse Names, Previous Contacts, etc.• Sending Articles About Events That Matter (Corporate News, Organizations, Hobbies, etc.)• Referring Qualified People For Potential Roles, Advise and Counsel• Joining Industry Groups• Participating in Community Activities• Introducing People To Others• Remembering Names• Connecting Using Social Networking Sites Such As Linkedin & Facebook• Offering To Give Recommendations or Call Someone On Their Behalf• Sharing Job Leads

Slide 4

Pull Campaign3 to 5 per week

60 to 80% payoff

Push Campaign100 per week1 to 3% payoff

Push vs. Pull Networking

If You “Push” Yourself Out Into The Job Marketplace, You Will Get 1 – 3 Interviews For Every 100 Attempts (1 – 3% Success)

If You Create A “Pull” Campaign Where Others Recommend You For Roles, You Will Get 3+ Interviews For Every 5 Recommendations (60% Success)

* Source: Karen Armon CEO/Founder MarketOne Executive © Alliance Resources, LLC (d/b/a MarketOne Executive). All Rights Reserved. Slide 5

Prioritize 30 of Your Best Contacts & Reach Out To Them Every 30 Days At A Minimum

Who

• CEO’s• C-Level Leaders• Former Bosses• Friends In Related Industries• Community Leaders• Mentors

How

• Share Current News• Send Announcements About Colleagues• Ask For Advise• Say Thank You For Referrals• Offer Assistance• Make Introductions

Be Open To All Contacts, But Ensure You Focus On The Best

30/30 Formula*:

* Source: Karen Armon CEO/Founder MarketOne Executive © Alliance Resources, LLC (d/b/a MarketOne Executive). All Rights Reserved.

Slide 6

Networking Organizations• Network Charlotte http://www.networkcharlotte.org - website where you can check on

upcoming networking opportunities in the community.

• Business Leaders of Charlotte http://www.businessleadersofcharlotte.com

• Rotary Clubs (Each Town/Charlotte Area Generally Has A Rotary Club)

• Chamber of Commerce http://www.charlottechamber.com

• Financial Executive Networking Group http://www.FENG.org

• Charlotte Networking Professionals http://www.charlottenetworkingprofessionals.com

• Ballantyne Business Network BNI http://www.ballantynebusinessnetwork.com/

• Charlotte Information Technology Quality Assurance Association http://citqaa.qaichapter.org/

• Charlotte Chapter American Marketing Assn http://www.charlotteama.com

• Charlotte Women In Business http://www.meetup.com/charlottewomensbusiness/

• Charlotte Young Professionals http://charlotteyoungprofessionals.com/?ssot=1

• Charlotte Entrepreneurs Organization http://www.meetup.com/charlotteceo/

Priority #1 – Get Active

Slide 7

Priority #2 – Get Organized!

Highly Recommended: Microsoft Outlook or Similar Software

Step 1 – Input All Contact Information

Step 2 – Input All Meetings & Key Dates

Step 3 – Create a Prioritized Task List

Step 4 – Organize & Track Email Communication

Step 5 – Link To Blackberry Tool or Similar PDA

Step 6 – Commit to Updating Everyday

Slide 8

Priority #3 – Get Known

Step 1 – Join LinkedIn

Step 2 – Join Select Career Websites

Step 3 – Submit Resume To Select Company Sites

Step 4 – Update Progress To Key Contacts Every 30 Days (30/30)

Slide 9

LinkedIn Profile (Example)

Slide 10

Career Websites

1) Monster & Career Builder – Must Join, But Expect Minimal Success

2) Ladders & ExecuNet Have Top Jobs >$100K

3) Indeed.com – Aggregator Of All Online Jobs – Good For Broad Searches

4) Identify Recruiters Specializing In Industry & Post Resume To Their Site

5) Recruiters Represent Companies – Not You; Keep In Touch Every 60 Days or

So, But Have Low Expectations

6) Identify Top Companies You Want To Work For And Submit Resume

Slide 11

Priority #4 – Get Creative

1) Leverage 30 Contacts Every 30 Days To Find Jobs Before They Are Posted2) Be Proactive In Helping Recruiters, Friends and Colleagues Find Roles &

Connections3) Offer Your Services To Help – Pro Bona, Contract, Temporary, Etc. – Best

Form of Interview4) Be Polite To Internal Recruiters & HR Professionals, But Focus On Getting To

Decision Makers 5) Never Try To End Run An Executive Recruiter – It Will Backfire6) Balance Tenacity & Persistence – Too Much Can Become Obnoxious &

Annoying7) Answer The Phone, Follow Up On Calls, Reply To Emails, Get Yourself “In

Play”, Be Active & Make Things Happen (Sometimes You Win Just By Showing Up)

8) Get Out of The House - Don’t Sit In Front Of The Computer – Nothing Will Happen Sitting At Your Desk

9) Make It Easy – Go To Their Office, Meet When It Is Convenient For Them, Be Available, Follow Up When Requested, Be Proactive With Information

Slide 12

Priority #4 – Get Creative (Cont.)

10) Leverage 2nd & 3rd Level Contacts In LinkedIn To Get To People Who Worked At The Company Or Performed Similar Jobs

11) Use Google To Get Information On Individuals You Are Calling Or Meeting With – 80% of the time they have Public Data

12) Research Companies You Are Interviewing With – Review Company Websites, Read Annual Reports, Review Investor Analyst Presentations, etc.

13) Be Up To Date On Current Events – Local News, National News, NPR, CNBC, CNN, FOX, Business Week, Wall Street Journal, Fortune, Forbes, The Week, NY Times Sunday, etc.

14) Schedule Downtime To Think & Be Creative – Ask Yourself “What Do I Want To Do?”; “Who Do I Know?”; “How Can I Get To Where I Want To Be?”;”What Is Really Important?”

15) Think About All Forms Of Contacts – Community Leaders, Neighbors, Extended Family, Alumni Networks, Special Interest Networks, Sporting Events/Activities, Running Clubs, Bike Clubs, Softball Leagues, Church Groups, etc.

It is YOUR Job Search – Only You Can Make It Happen!Slide 13

Summary

Priority #1 – Get ActivePriority #2 – Get OrganizedPriority #3 – Get KnownPriority #4 – Get Creative

Motto “Every Door That Shuts, A New One Opens (But No One Is Going To Hold The Door For You)”

Slide 14

Appendix 1 – Outlook Reference

Slide 15

Step 1 – Input All Contact Information

Helpful Hints:

1) Consolidate All Contact Data (Paper, Notes, Business Cards, Phone Books, etc.)

2) Input All Data Possible • Consider Card Scanner• If You Have No Address, But Know The Town and State, Input Town &

State3) Update Continuously – Cut & Paste Email Addresses & Signatures4) Synchronize With PDA On A Regular Basis5) Leverage Online Tool Such As Plaxo To Track Updates6) Input Helpful Info In Notes:

• Source of Referral• Last Conversations• Family Members, Spouse Name

7) Organize Contacts Into Categories – Business, Family, Friends, Customers, Suppliers, Co-Workers, Etc.

Slide 16

Step 2 – Input All Meetings & Key Dates

Helpful Hints:

1) Leverage Meeting Planner Tool – Invite All Attendees, One-on-One Calls, Lunch Dates, etc.

2) Input Personal Time – Gym, Running, Golf, Errands, Etc.3) Input Family Time – School Pick Up, Sports, Events, Etc.4) Input Spouse Time – Date Night, Dinners, Parties, Social Events5) Input All Medical Appointments6) Schedule Preparation Time For Conference Calls, Interviews, and Other

Key Meetings7) Schedule Time For Networking Calls & Follow Up8) Proactively Manage Calendar – Prioritize Conflicts, Eliminate Low Value

Added Time, Expand High Value Added Time9) Schedule Down Time Away From Job Search & Networking – Do Things

You Enjoy & Energize For Next Networking Opportunity

Slide 17

Step 3 – Create a Prioritized Task List

Helpful Hints:

1) Input All Business & Personal Tasks Into Outlook2) Prioritize Each Task

• #1 – Must Be Done This Week• #2 – Remember For Next 30 + Days• #3 – Top 30 Contacts• #4 – Personal Task “Honey Do’s”

3) Input Start & End Dates – Turn To Red If Past Due Date4) Input Comments On Progress – “Called On X – Date; Follow Up on X + 7

Date”5) Type In Phone Numbers Into Task, Source of Referral, and Other Critical

Information6) Delete Once Complete – Review At Least Weekly (Sun Nights), Daily Best,

Schedule Activity Into Calendar7) Secret: Create #5 (or last section) For All Access Codes & Passwords

Slide 18

Step 4 – Organize & Track Email CommunicationHelpful Hints:

1) Save All Critical Email Communication2) Organize Emails In Personal Folders By Major Activity:

• Personal• Referrals• Executive Recruiters• Companies

3) Create Subfolders By Name, Organization, Activity, Etc.• Ex: Personal – Subs – Alumni Club, Friends, Family, Networking

Groups, Articles, Special Interest, Hobbies4) Respond To All Emails Within 24 Hours – Delete Junk & Low Priority Emails

As Soon As Possible5) Save Original Emails, Responses, And All Other Follow Up Communication

By Folder6) Tie Active Folder Names To Task List – Ex: Task: Call Larry Duke –

Fundraiser; Create Sub Folder Under Personal For Larry’s Fundraiser

Slide 19

Step 5 – Link To Blackberry Tool or Similar PDA

Helpful Hints:

1) Purchase a PDA That Is “Standard” For Your Industry; Line of Business2) Select Best Network Provider For Area3) Ensure All Contacts, Meetings, And Tasks Can Synchronize With Outlook &

PDA4) If Possible, Get Voice Activated Calling; Bluetooth Wireless & GPS – All

Critical Tools For Traveling To/From Meetings & Communicating While In Transit

5) Eliminate Notification For All Emails – Distracting, Creates Unnecessary Immediate Response

6) Notification For Phone Only – Turn Off On All Important Calls & Meetings7) Be Disciplined To Leave PDA At Home, In Desk And Walk Away – You Need

To Be Away From Communication For Downtime

Slide 20

Step 6 – Commit to Updating Everyday

Helpful Hints:

1) Schedule 45 Minutes At Beginning And End of Every Day To Review Emails, Calendar, Task Lists and Plan

2) Create A Signature With Name, Address, Phone Numbers, Email Address & Other Critical Info

3) Use Signature On All New Emails and Replies4) Move Sent Emails Into Categories, Delete Unnecessary Emails5) Review Contacts Regularly To Make Sure You Are Not Missing A

Networking Opportunity6) Cut & Paste All Contact Data From Emails Into Address Book7) Walk Away From The Computer – Spend No More Than 3 Hours A Day

(Unless Absolutely Necessary)8) Consider Using An Email Tracking Tool Called Xobni To Assist With Email

Monitoring & Communication (Out of Scope)

Slide 21

Appendix 2 – LinkedIn Reference

Slide 22

Priority #3 – Get Known

LinkedIn Has Become The “Standard” For Professional Social Networking

Key Functionality Includes:1) Profile That Includes All Resume Data2) Ability To Upload Outlook & Other Address Books3) Connections Through “Invitation Only”4) Ability To Seek & Provide Recommendations5) Ability To Join Groups Of Similar Professionals:

• Industry• Alumni• Special Interest

6) Search For Jobs Posted To Linkedin7) Research Employees of Companies8) Request Introductions To People Within 3 Levels of Your Network:

• Level 1 – Direct Contacts• Level 2 – Contacts of Direct Contacts• Level 3 – Contacts of Contacts of Direct Contacts

Slide 23

LinkedIn Profile (Example)

Slide 24

LinkedIn

Helpful Hints:

• Create Detailed Personal Profile With All Jobs, Employers, Accomplishments & Degrees

• Upload All Contacts Into Linkedin – Invite All To Network• Do Not Invite Obscure Contacts That May Not Remember You• Search & Invite Colleagues At Other Companies, Universities and Other

Shared Experiences• Leverage Linkedin To Find Jobs, Research Companies and Connect To People

Prior To Interviews• Proactively Request And Provide Recommendations• Be Generous In Providing Referrals & Contacts• Be Careful To Not Be Too Generous With People Who May Have

Performance & Integrity Issues• Consider Using Visual CV To Share Resume & Network (Out of Scope)

Slide 25Copyright © 2010 NextGenDNA. All Rights Reserved.