The document is a presentation on networking that aims to break down myths and fears associated with it. It defines networking as relationship building and information exchange that can potentially lead to job opportunities. It outlines objectives of understanding networking, examining how to do it authentically, and setting goals. Key advice includes starting with existing contacts, being clear on goals, following up, and not framing it as job seeking. The presentation encourages participants to set a networking challenge and have a follow up check in.

1. Page 1
Networking Nuts & Bolts:
Breaking Down the Myth and Fear
Associated With Networking
Tom Bobich
SING Workshop
August 4, 2014
© Tom Bobich 2014

2. Before I begin…..
A challenge!
Page 2© Tom Bobich 2014

3. Page 3
Objectives of Today’s Workshop
 Define and understand “networking” in a useful way.
 Clarify the goals of networking
 Put networking in the appropriate context for a transition
process
 Examine the basics of how to do networking
 Remind ourselves that networking needs to be authentic –
and personal
 Set action goals for improving networking skills
© Tom Bobich 2014

4. First, a little exercise
1. Define “networking”
2. Describe your reaction when I advise you to “network”
Page 4© Tom Bobich 2014
– Talking to other people about job opportunities
– Meeting people – introducing yourself with what you’re
looking for in a career
– The joining of people seeking employment to share interests
– I get a funny, negative feeling in my stomach.
– This is going to be hard
– “Ugh”. I hate small talk
– Apprehensive, Shy. Scared.

5. Some Perspective
Page 5
J.T. O'Donnell | Founder & CEO | CareerHMO
http://careerhmo.com/networking-hated-job-search/
© Tom Bobich 2014
Two reasons:
1. Think they are looking
for a job
2. Social media has us
editing for perfection

6. Overview
© Tom Bobich 2014 Page 6
= Job Search
=
 Connecting
 Relationship-building
 Making friends
* which might then lead to job opportunities

7. Some “dirty little secrets” about networking
 You are not that different. Very few people love it
 It is a developed skill.
– People are better or worse at it, but they are not naturally (and
permanently) good or bad.
 Others sincerely want to help you
– Whether human nature, empathy, “pay it forward”, or mutual benefit, most
people are very willing to help.
 Done right, it doesn’t “use” people.
– Rather, it gives to them – by building relationships!
 It can be done obviously – or invisibly – and either is appropriate
Page 7© Tom Bobich 2014

8. Goals of Networking (aka Connecting)
 Authentic relationship
– true to both interests, ideals, personalities, etc.
 Mutually-beneficial relationship
– though not necessarily equally beneficial
 Information flow – including job-related ideas and leads
 Expanded network
– Who else do you recommend that I should I know?
 Extended relationship
Page 8© Tom Bobich 2014

9. Key “How To’s” of Networking
 Start with people you know.
– Easiest, because they are accessible
– Expand the existing relationship
 Look for warm introductions to targeted new contacts
– Offer an introductory paragraph to help.
 Introduce yourself with useful, relevant information
– Don’t want to be a stranger – but don’t want to be a job seeker, either
 Be clear
– Know what you want to communicate and what you want
 Look for opportunities to “connect”
– Not just be nice, but to build a connection
– Could be an interest, a skill, an industry
Page 9© Tom Bobich 2014

10. Key “How To’s” of Networking
 Be respectful of time
– “How much time do you have this morning?”
 Don’t be afraid to be directive
– It is your job to make the time productive – for both of you
 Be ready to answer the key question: How can I help you?
 Ask for introductions
– Now that they know you, who would they suggest that you meet?
 FOLLOW UP!
– Respectfully but positively follow up on action items: introductions,
information, etc.
– Keep information flowing going forward.
– Schedule another meeting opportunity, as appropriate
Page 10© Tom Bobich 2014

11. “Thou Shalt Not” Rules of Networking
 THOU SHALT NOT: frame conversation as “job seeking”
– If they are not hiring, they will not meet with you
 THOU SHALT NOT: use your resume as a means of introduction
– A resume invariably says “Please review for the purpose of hiring me” –
leading to point 1 above!
– Instead, using a marketing one-pager or executive bio.
 THOU SHALT NOT: make it a one-time contact
– In the least, send a thank-you
– Follow-up lets you draw on a valuable conversation and extend it
– Remember: the goal is a relationship, not a meeting
 THOU SHALT NOT: forget others when they approach you
– You will have your opportunity to repay – directly or indirectly. Use it!
Page 11© Tom Bobich 2014

12. Advice from Some Experts
 My interpretation of 'networking' is that it is an early form of relationship
building and information exchange. In job transition, it's the precursor
to interviewing and rapport building. In order to do that, conversation is
essential, as is flow. The worst exchanges I've had are those that are
scripted or canned, and those that are dominated by one person. In
general, I steer clear of the 'elevator pitch' or rehearsed sounding 'what
I do' statements.
Jennfer Ghelfi-DeSmedt, SING Leader
Page 12© Tom Bobich 2014

13. Advice from Some Experts
 Giving first, start conversations on behalf of others, helping them with
your ideas on how to find opportunities, reciprocity usually follows.
 It requires courage to network…. the top 3 things requiring courage
when networking are:
– Asking for help
– Knowing that others want to help you
– Letting them help you…don’t put up barriers, be open to possibilities and
banish limiting thoughts..to wit: "I am not good at this or that, I've failed at
that before".
David Manion, SING Leader
Page 13© Tom Bobich 2014

14. Advice from Some Experts
 Approach them by framing the message. Some examples: "I would
love your advice and thoughts regarding XXX" ( could be a company,
role, industry sector, etc.) or "You have had an interesting career path,
and I would like to learn more about what really worked for you."
– Most people appreciate recognition of something they have done and don't
mind talking about their professional lives. It usually leads to "Tell me
about you", which becomes the opportunity to tell your story.
– This takes others off the hook for having to say they do not have a job for
you. Through a more natural discussion, the job seeker's passion and
direction can surface and the person may be more inclined to offer advice
and make referrals.
Lynn Samuels, SING Leader
Page 14© Tom Bobich 2014

15. Page 15
Review Our Objectives
 Define and understand “connecting” in a useful way.
 Clarify the goals of connecting
 Put connecting in the appropriate context for a transition
process
 Examine the basics of how to do connecting
 Remind ourselves that connecting needs to be authentic –
and personal
 Set action goals for improving connecting skills
© Tom Bobich 2014

16. Challenge
 Write down for yourself a key networking challenge you will take on this
week.
– What is the challenge?
– What obstacle will it require that you overcome?
– How will you know whether you succeeded?
 Schedule a “challenge check-in” with a designated partner
– When/where/how?
– Mutual accountability
Page 16© Tom Bobich 2014

17. Q & A
Page 17© Tom Bobich 2014
For a copy of this presentation, email me:
Tom Bobich
TomBobich@gmail.com