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Skills Academy_Networking Skills

  1. 1. Networking Skills – Turbo Boost Your Job Search Stephen Cole Careers Consultant Career Development Centre
  2. 2. The Aims of the workshop •To identify networks you already belong to and contacts you might use in a variety of settings •To consider ways of developing contacts to form a useful network •To learn about and develop networking skills •To practice techniques for effective networking at professional and social gatherings
  3. 3. Networking Self-assessment – True or False? – I regularly try to cultivate new networking relationships? – I belong to at least one social/business networking site – I am an active volunteer of at least one extra- curricular activity – I belong to at least one relevant Society/Association/Organisation – I prefer to network on-line rather than face-to-face – Proper networking is NOT about using people and asking them for jobs
  4. 4. A broad definition Networking is a powerful tool to enable you to use the experience, knowledge and know-how of other people to achieve specific objectives.
  5. 5. Networking within the labour market “Networking in the context of job search is about meeting people operating in the area of work which interests you to collect the information you need to help you find a suitable job and about broadcasting your availability and suitability.” Source: Howto.co.uk
  6. 6. Also known as A reciprocal process that is mutually beneficial, where we share leads, ideas and information. It enhances our personal and professional lives and involves follow-up behaviours that create on-going connections.
  7. 7. Networking is – A way of life – Relating to people – asking for advice/information – Mutually beneficial* – Giving and taking* – Using existing contacts to make new ones
  8. 8. Networking is not – Calculated* – Manipulative* – Dishonest – Asking for a job
  9. 9. What you will need – Business Card* – Address book – Telephone* – E mail* – Diary – A very tough skin
  10. 10. We all network all the time… Exercise 1 Examples of when you have networked and why? – Discuss in groups of 3/4 – 5 minutes
  11. 11. Other Examples could include: – Holidays – Films/ plays to see – Purchases and suppliers (I KNOW A MAN) – Getting information – Keeping our „ear close to the ground‟
  12. 12. Why is networking important? – It complies with the way recruiters recruit – Provides insider knowledge of the job – Builds confidence and communication skills – Aids research of the organisations to which you are applying / Contacts within target employers – Helps you target your applications – May help you find a suitable job vacancy
  13. 13. How recruitment works Individuals seek employment via: – Job adverts in papers – Internet – Agencies – Speculative Applications – Contacts Employers recruit via: – Any internal candidates – Anyone known to the employer via professional & social contacts – Agencies – Speculative CVs – Adverts
  14. 14. Interesting video – http://www.youtube.com/watch?v=Y9VUqB7wQpY &NR=1&feature=fvwp
  15. 15. Common networks Professional Bodies Neighbours Lecturers Churches, Mosques or other religious organisation Family and Friends Fellow Students Work Experience Political Parties Employment Colleagues Clubs and Societies
  16. 16. Case study 1 – “I managed to get a mini-p @ 2TG from teaching a scuba course [as] one of my students was a barrister...at 2TG”
  17. 17. Case study 2 I managed to “swing” a 3 month salaried paralegal job at Baker & McKenzie (B&M) because I was at a diving event and met the wife of the Dive School owner. She was a partner at B&M… ...after talking shop over a wine or 6, I asked her about summer jobs, so she invited me to a BBQ the following week at which she introduced me to a colleague partner in Anti-trust I was interviewed in 10 minutes while eating a burnt sausage and have been here [summer 2010] on a 14 week contract as his right hand man.”
  18. 18. Case study 3 – Ran a childcare business while a student at the College of Law. Met one of her ex-clients in Sainsburys (by the fish fingers!) who was an Accountant. He said he would have a word with his Solicitor about meeting Nadiye and subsequently a meeting was set up.
  19. 19. Case study 4 – While working at LMU a Business and Finance student mentioned that she secured a meeting, then work experience at Barclays Capital through talking to an ex-employee on the plane back from America where she had been on holiday. This ex-employee’s son worked at Barclays Capital and he set up a meeting.
  20. 20. Case study 5 – A former student was playing badminton when a member of her group brought along a new guest. After the game, they spoke about what she did for a living (i.e. an unemployed business studies student). It transpired that this guest worked at Goldman Sachs, he passed her CV on to HR, her application was fast-tracked to the next stage and she now works at the firm, despite having a 2:2.
  21. 21. Exercise 2 – 15 minutes to complete; 5 minutes feedback – A Foot in the Door – American book on networking states that the best three places to network are: - Professional organisations; Volunteering; Charity events You Family Friends CommunityInterests Work
  22. 22. Another example “One of our contacts recently did some marshalling with a recorder outside London. Our contact‟s girlfriend‟s mum had delivered the recorder‟s babies a few years before and that tenuous connection was enough.” Source: Chambersstudent.co.uk
  23. 23. Some Stats -The People We Know – We all know at least 250 people – The people we know have 3,500 contacts. – How many contacts do the people in this room have?
  24. 24. You Family Friends CommunityInterests WorkPart-time bar work Customers Co-workers Orchestra Voluntary work Hairdresser Mum Dad Sister University of Westminster Law School/Business School 2nd Violinist Account Director at Leading PR Firm Work at local law centre Sister is an Investment Analyst Works in BBC Son of family friend is a management consultant.Works in a bank Current friends in law Lecturers Friends of friends
  25. 25. Self introduction: the 30 second pitch – Tailored to the event – Clear, interesting and fluent – Be natural and confident – Establishes what you might have in common – Be prepared – What is yours?*
  26. 26. Exercise 3: In pairs, 5 minutes to introduce yourself in 30 seconds – Meeting a General Counsel at industry conference – At a party with a Public Relations Consultant – At an investment bank open day – To a future trainee at a desirable firm – To a barrister or solicitor while clerking at court – At a leading management consultancy open day. – Attempt 2 of the scenarios – Feedback to the group
  27. 27. Record details – Update your database/ address book – Note where you met- the context – Note important things said – Keep any promises you made – Jot down something to remember them by – Never record what cannot be read by others
  28. 28. Use contacts effectively – Set yourself objectives – Research the contact, organisation, and role before making approach – Method of approach – what initially works for you? – Phone – In person – Letter/e-mail – 3rd party introduction – Harder to reject! – May have to try another approach if there is no response
  29. 29. Use contacts effectively – Seek out mutual interests – Develop relationships for mutual advantage – Keep relationships going by focused regular contact / communication
  30. 30. What you can ask – Tell me about the kind of work you do – How did you secure your role? – What do you think my first steps should be? – What kind of banks / financial services firms are most likely to be interested in me? – Do I need to get more relevant work experience? – Should I consider paralegal work? Are there alternative routes in? – What is the culture like in company x?
  31. 31. More questions you can ask – What kind of clients do you have?* – How do you recruit? – Which agencies do you use? – What do you enjoy most about your work? – What training have you completed since qualifying? – What are the key skills you need?
  32. 32. Exercise 4 Role play a Networking phone call 1 Person to be the Networker 1 Person to be the Contact Agree the scenario with your partner Take turns 3 mins each Provide feedback
  33. 33. What if contacts don’t want to help you? – Always be positive – the worst they can say is no! – Be realistic – not everyone will feel able to help you – Reflect on the outcome – could you have done it differently? – Plan carefully to minimise rejection – Diversify and think laterally – don‟t rely on too few people
  34. 34. “Working a room” – How do you feel about walking into a room full of strangers? – You are not alone -most people are probably as nervous as you are! – The goal – that you should see it as a marvellous opportunity. – Preparation and some tools will pay off.
  35. 35. Making an entrance – Relax and breathe – Be confident – Observe the layout of the room – Is there anyone you know? – Is there anyone looking uncomfortable? – Say something!
  36. 36. 7 step plan – Positive attitude – Be aware of the benefits – Plan your self-introduction – Business cards – Breaking in / body language – Be ready with some small talk – Follow-up
  37. 37. Circulating – Stand up- don‟t sit down – Keep moving – Keep your objectives in mind – Stay positive – Introduce people to each other
  38. 38. Small Talk: Observe, Ask, Reveal – To get the conversation going – “that was a very interesting session” or “lunch smells good” – “What‟s your particular interest in this field?” or “how do you know Jane?” – “My interest is mainly…….” or “I first met Jane during my undergraduate degree.”
  39. 39. Barriers to effective networking – Staying with the person you went with – Gossiping with the same group – Sitting down and not CIRCULATING – Getting stuck with one person you met – Body language that says „I‟m not available‟
  40. 40. Barriers to effective networking – “I don‟t talk to strangers” – Consider what you have in common – I don‟t want to appear pushy – Think “host” rather than “guest” – Better safe than sorry – Risk may bring reward; if rejected, just move on – What‟s the worst that can happen? Be positive!
  41. 41. Do not: – Arrive too late – Leave too early – Drink or eat too much – Be joined at the hip with anyone – Use your mobile
  42. 42. Positive body language / Active Listening – Make eye contact and smile – Appropriate hand shake – Exercise on active listening
  43. 43. Following up – Thank you notes and messages – When you see them again, refer to previous meeting – Re-introduce yourself – they may have forgotten your name – Deliver on whatever you promise – Relationship building
  44. 44. And remember – Practice makes perfect – Plan to network with someone soon!
  45. 45. Final Points… – Think about your opening line when meeting people – will you stand out? – Small talk – big rewards – Fail to Prepare, Prepare to Fail – Dress to impress – first impressions count – Treat people as people first; be both interested and interesting – Develop worthwhile relationships with networks – Invest in your network – Make time for new people – Don‟t pester! Know when to take a hint!
  46. 46. Final exercise – 10 minutes – You are all at a University of Westminster class of 2009 reunion.
  47. 47. Thank you