You manage your research. You want to manage a business. How about managing your career? Dr. Teresa Snelgrove of ProFitHR and Dr. Frederick Sweeney of VG Partners talk about career management theory and practice: what inputs are needed for critical career decisions and their execution. Join us for some very practical advice on how to manage your own success. Part of the CIBC Presents Entrepreneurship 101 lecture series: http://www.marsdd.com/ent101

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2. The material contained in this document is strictly confidential and the sole property of
VGPartners Inc.

3. Agenda
Taking the Pulse of the Audience
Factors Influencing/Inhibiting Success
The Networking Universe
Bridging the Gap, Taking the Leap
Skill Set: Hard vs. Soft Skills

4. Agenda
Taking the Pulse of the Audience
Factors Influencing/Inhibiting Success
The Networking Universe
Bridging the Gap, Taking the Leap
Skill Set: Hard vs. Soft Skills

5. Taking the Pulse of the Audience
What defines success?
Who are you?
• Students, post-docs
• Employed
• Entrepreneur
• Aspiring Entrepreneur?
Have you experienced success?
• What kind?
• What is the definition of success?
What are the critical factors defining success?

6. Taking the Pulse of the Audience
What defines success?
Factors for Success
12 -- Drive and Passion
7 -- Leadership
6 -- Networking
4 -- Integrity and Fairness
4 -- Luck and Timing
4 -- Intellect
2 -- Taking Risks
2 -- Effective Planning

7. Factors for Success
Drive and Passion
“Passion is the energy
that comes from
bringing more of YOU
into what you do.”
-CURT ROSENGREN, THE OCCUPATIONAL ADVENTURE BLOG

8. Factors for Success
Leadership
“Leadership is a function of
knowing yourself, having a vision
that is well communicated,
building trust among colleagues,
and taking effective action to
realize your leadership potential.”
-WARREN BENNIS

9. Taking the Pulse of the Audience
What factors inhibit success?
Factors Inhibiting Success
12 -- Lack of Belief in Self
8 -- Fear of Risk
5 -- Poor Communication
5 -- Procrastination
4 -- Lack of Passion
4 -- Greed and Ego
3 -- Taking Focus
1 -- Dishonesty
# of Respondents

10. Agenda
Taking the Pulse of the Audience
Factors Influencing/Inhibiting Success
The Networking Universe
Bridging the Gap, Taking the Leap
Skill Set: Hard vs. Soft Skills

11. The Networking Universe
Network Matrix
Level of Connection
Home Run Mentors
Contacts Champions!
“C-level”
Social Networking Mentors
(LinkedIn) Friends
Degree of Comfort

12. The Networking Universe
The Networking Universe
The A List - the priority
• Potential customers/clients
• Friends of the project
• Mentors/counselors
• Collaborators
• Your team
The B List – near term
• Issue identified -> customer one step removed
• Contacts of existing customer/s
• Perceived influencers
• Possible barriers identified
The C List – next 12 months

13. The Networking Universe
Mentorship
Finding a Mentor
• Similarities in personality
• Sharing of lessons learned
• Has to operate on both the professional and personal level
• Transparency essential….as is honesty

14. The Networking Universe
Managing these Relationships
Re-engage the Universe, Especially the A List
Provide Professional Be a Connector
Information
Provide Personal Help Be an advisor, counsellor, mentor
How and what? How and what?

15. Agenda
Taking the Pulse of the Audience
Factors Influencing/Inhibiting Success
The Networking Universe
Bridging the Gap, Taking the Leap
Skill Set: Hard vs. Soft Skills

16. Bridging the Gap, Taking the Leap
Making the jump from a purely academic training to the practical world of
business can be very challenging

17. Bridging the Gap, Taking the Leap
The inertia dilemma, are you pursuing this for the right reasons
The Career Dilemma
Should I stay or should I go?
COMFORT
ZONE
CONSULTING
STAY PUT INVESTMENT
JOB SEARCH
FIRMS BANKS
AMBITIONS
DUE FINANCIAL
STABILITY
DILIGENCE
AND DREAMS FINANCIAL
INTERNAL NETWORK
MANGEMENT INTELLECTUAL
POWER
PROMOTION
STRATEGY
FEAR? INFORMED TRANS -
CONFLICT?
ACTIONAL
APPROACH

18. Bridging the gap, taking the leap
Self-assessment, be realistic
Do you know Do you know the
what you want space you are
to do? getting into?
Do you have the What are the
network, how are reasons why you
you going to get pursue this?
the network?
How are you going to
differentiate yourself?

19. Bridging the Gap, Taking the Leap
Do you know what you want to do?
Think of the home run
Focus on getting to first base
2000 2003 2007 2009 2010-2012 2013 2015
Find a path that fits with your skills, and build from that
Use your skills as a selling point...
...but find something that keeps you out of your comfort zone
Be persistent

20. Bridging the Gap, Taking the Leap
Do you know the space you are getting into?
Educate yourself on your field of choice
• Network
• Books
• Blogs
Know the space, players, lingo
• Find someone who works in the space
• Get a realistic view of the space
• Ask what are your blind spots
What are the reasons why you pursue this?
• Money is not a reason
• Consider quality of life, intellectual freedom
• Do your homework to understand what is required to succeed in the field

21. Bridging the Gap, Taking the Leap
The Elevator Pitch: The 2 minutes that can change everything
Elevator Pitch
Not just for the elevator • Who I am
• What I do and what I want to do
• Why I am so great, my experience
• (Subtle) name dropping
• End with a specific question
 When you introduce yourself
 When you’re speaking on the phone
 When you leave a voice mail
 In an interview - obviously
 On any marketing collateral

22. Bridging the Gap, Taking the Leap
Do you have the network, how are you going to get the network?
Level of Connection
Home Run Mentors
Contacts Champions!
How to build your
network, helpful tips
“C-level”
Social Networking Mentors
(LinkedIn) Friends
Degree of Comfort

23. Bridging the Gap, Taking the Leap
“Networking” often has a negative connotation
"More business decisions occur over lunch and dinner than at any
other time, yet no MBA courses are given on the subject."
-Peter Drucker, Business Management Guru
"You can use your business card to get the other person's business
card. As far as I'm concerned, this is the one truly legitimate benefit
of business cards."
-Bob Burg, Author/Motivational Speaker
“The currency of real networking is not greed but generosity.”
-Keith Ferrazzi, Author Never Eat Alone

24. Bridging the gap, taking the leap
How to build your network, helpful tips
Three Golden Rules
Do your homework, know who you are talking to
Remember that networking is not about schmoozing
Lose your sense of self-entitlement

25. Bridging the gap, taking the leap
How to build your network, helpful tips
Do’s Don’ts
1 Use your contacts: "So-and-so 1 Don't wait for someone to call you.
suggested I call you.”
2 Avoid sounding like a telemarketer.
2 Ask for referrals to others who
might give you advice. This 3 Don't let rejections stop you.
helps to develop your network.
4 Don't ask for a job—it frightens
Learn to cold call. "I'm from X people.
3 university and I understand
you graduated from there.” 5 Avoid talking about yourself too
much. It’s not all about you, it’s
about the relationship.
Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich,

26. Bridging the gap, taking the leap
How to build your network, helpful tips
Do’s Don’ts
Ask for three things:
4 6 Never abuse the process. If you
1. Information
sincerely ask for information,
2. Advice
3. Referrals advice and referrals, the
conversation is usually rewarding.
5 Use a low-key approach and
70% to 80% of those you 7 Try your best to talk in person, but
contact are likely to help. email and phone is better than
nothing.
6 Develop electronic networking
skills. Don't stop networking when you
8
get a job. The job you have today
Perfect telephone skills. Don’t may disappear overnight.
7
take more than 10 to 15
minutes. Then follow up with a Source: Dynamite Networking for Dynamite Jobs
thank-you letter. Dr. Ronald L. Krannich

27. Agenda
Taking the Pulse of the Audience
Factors Influencing/Inhibiting Success
The Networking Universe
Bridging the Gap, Taking the Leap
Skill Set: Hard vs. Soft Skills

28. Skill Set: Hard vs. Soft Skills
Emotional intelligence is often what is going to differentiate you
EQ is Key
Your education is necessary but often not sufficient
Relying on your education provides a false sense of
self-entitlement
Entrepreneurial ventures and businesses require more
EQ skills that you might think

29. Skill Set: Hard vs. Soft Skills
Utilize your inner, something innate skills set (IQ and EQ): Venture Capital
Hard Skills (Education and Experience)
• Strategic Consulting
• Often have to identify key issues and define clear solutions as well as
advise on overall strategic direction of the portfolio companies
• Operational Background
• In life sciences, often a graduate degree (PhD) alongside business
development or startup experience is a must
• Financial Acumen
• Work hand-in-hand with the CFO of portfolio companies
• Work with investment bankers during exits (M&A, IPO)
• Financial modeling to evaluate the outcome of financing/licensing deals
• MBA from top school is advantageous
An obsessive attention to detail along with strong analytical skills

30. Skill Set: Hard vs. Soft Skills
Utilize your inner, something innate skills set (IQ and EQ): Venture Capital
Soft Skills (EQ)
• Relationship Management Skills
• Getting things done with the portfolio companies
• Building a colossal network
• Build strong management teams for portfolio companies
• Identify valuable co-investor, corporate partners, acquirers
• Perform due diligence
• Bring in deal flow
• Good Judgment and Maturity
• Strong intuition, curious mind and vision
• Often have to communicate/push back with much older and
experienced individuals

31. Selected References