B LUE M ARK P ARTNERS , L TD .
ACT LIKE A GIRAFFE, NOT A TURTLE
JULIE FREUND ROTH
As a former marketing executive with notable companies including Motorola and U.S.
Robotics, I am passionate about using marketing principles in a job search. After finding
myself in transition multiple times, I learned effective ways to not only build an active
network, but also sustain being top of mind. Now as an executive recruiter and founder of
Blue Mark Partners, Ltd., the same tactics are used to build the business and strengthen
client relationships. I often speak on the topic of being found and not crawling in a shell like
a turtle to “in transition groups” but was recently asked to share “Act Like a Giraffe” with
you to provide insight into:
 Effectively building a network
 Actively maintaining communication with your network
 Successfully expanding uncovering new opportunities
 Dynamically increasing your chances of being found
Why should you act like a giraffe? To stick your neck out; to be seen among a crowd and to
be easily spotted/found. The bottom line is you want to be thought of when an opportunity
fitting your skill set arises. Your network can be your extended source of leads. Why
shouldn’t you act like a turtle? Because you shouldn’t crawl in your shell, blend in nor hide.
Network:
A network is an interconnected system of people and can be comprised of friends, relatives,
bosses you’ve worked for, colleagues you’ve worked with or have worked for you,
clients/customers, suppliers, individuals who have introduced you to others, and so on. And
don’t ignore social networking media such as LinkedIn and Facebook. A network should
© 2009 Retained Executive Search Consultants
1018 Brittany Road, Highland Park, IL 60035
Julie Roth, President  1 847 433 7920  Julie.F.Roth@att.net  www.BlueMarkPartners.com

B LUE M ARK P ARTNERS , L TD .
always be growing and expanded exponentially. To network, on the other hand, is the act of
communicating with a person or a group.
If we take a look at a network it could be drawn as a set of concentric circles. You’d be at
the center and those in your immediate network would surround you. But each of those
individuals has a network and therefore creating a larger sphere of influence. And your
network’s network is greater still and encompasses company executives, recruiters, and
targets you’d ultimately like to get to know. This is an expansive, diverse interconnection of
individuals.
Growing the Network:
If you reach out to your network on a regular basis, you’ll be top of mind with them for
leads. Growing your network will continue expanding your sphere of influence. Obtain
© 2009 Retained Executive Search Consultants
1018 Brittany Road, Highland Park, IL 60035
Julie Roth, President  1 847 433 7920  Julie.F.Roth@att.net  www.BlueMarkPartners.com

B LUE M ARK P ARTNERS , L TD .
introductions with endorsements are the strongest way for such introduction efforts to
succeed.
An example for someone in a job search might be as simple as the following email:
Sidney James is a sales professional. She is evaluating new opportunities and I thought of you as someone who
might have some great advice in the healthcare industry. I'll leave it up to the 2 of you to connect, but your
contact information is below.
Sidney’s prompt follow up (within 24 hours) voice mail might be:
I am following up on the email received from our mutual friend who thought you’d be able and willing to
provide some great advice. I’d like to meet with you at your convenience. What does your calendar look like
during the next couple weeks?
Then you begin building the relationship ensuring it is always a 2 way conversation asking
about them and provide something in return. Be respectful of their time during the meeting
but also be mindful that they have just invested time in you. Stay connected from that point
forward.
Staying connected:
Building your network is important, but it is most important to act like a giraffe, stick your
neck out and reach out to them on a regular basis in order to be top of mind with those who
already took an interest in you and are already invested in your success.
The first step in staying connected is to create and manage a contact database system. It can
be as simple as an electronic spreadsheet (such as Microsoft excel) or a contact management
system (such as Microsoft Outlook or your favorite iPhone app). There are more
sophisticated CRM systems such as Access as well as email campaign systems including
ChitahMail or CoolerMail. I’m not endorsing any specific one as long as you populate it
with your friends, relatives, business contacts and networking contacts. Capture as much
information as possible in addition to name, title, company, phone and address. Mobile
© 2009 Retained Executive Search Consultants
1018 Brittany Road, Highland Park, IL 60035
Julie Roth, President  1 847 433 7920  Julie.F.Roth@att.net  www.BlueMarkPartners.com

B LUE M ARK P ARTNERS , L TD .
number and most importantly email addresses are a must. While creating this requires
strong follow through skills and may be painful at first, it will save time in the long run prove
to be the most important tool in your arsenal. Remember, though; keep it up to date
otherwise it is worthless.
Once you build the database I recommend you reach out back to your network on a regular
basis. If you are in transition, every 30 – 45 days. If you are building your business, 3 to 4
times a year. If you are busy and happy in a corporate role, once a year is sufficient. If you
are busy and unhappy in a corporate role, step up the communication to 3 to 4 times a year.
The most efficient method of communication is email although don’t forget to pick up the
phone or meeting in person once in a while.
Create one email and send to your complete database. Unless you’re using an email
campaign system, just place everybody in the BCC (blind carbon copy) line. The email
message should be short, positive, and newsy. Refresh their memory as to your background
and what you seek. If in transition, attach copy of your resume. Always thank your network
for their support and always ask how you can assist them - provide something in return.
Give and get. Consider a “call to action” to obtain a response to your email and complete
the 2 way conversation. This is not meant to be a self-centered Twitter message. It’s part of
an ongoing dialog.
Top of Mind: A Proven Initiative
Acting like a giraffe and keeping up communication with my network was recommended to
me quite some time ago. Frankly, not only did it make sense, I embraced it and over time
I’ve benefitted from it. Because I reach out to my network on a regular basis I have profited
from generating revenue of actual recruiting assignments. Statistics show that networking
results in over 40% of executives securing their current job. And recruiters use networking,
referrals and their personal contacts to the tune of 80% to find the right candidate for their
clients. So “Act Like a Giraffe, Not a Turtle”. Stick your neck out to build your network.
© 2009 Retained Executive Search Consultants
1018 Brittany Road, Highland Park, IL 60035
Julie Roth, President  1 847 433 7920  Julie.F.Roth@att.net  www.BlueMarkPartners.com

B LUE M ARK P ARTNERS , L TD .
Sustain an active network by communicating regularly. Be top of mind with your network to
be found.
Julie Roth
President
BLUE MARK PARTNERS, LTD.
Retained Executive Search Consultants specializing in
FINDING THE EXECUTIVES THAT WILL MAKE
YOUR COMPANY SUCCESSFUL.
1 847 433 7920 ▪ Julie.F.Roth@att.net
www.BlueMarkPartners.com
The retained executive search consulting firm, Blue Mark Partners, Ltd., is certified as a Hispanic owned
women’s business enterprise (WBE) through the Women’s Business Enterprise National Council (WBENC),
the nation’s largest third party certifier of businesses owned and operated by women in the US. We recognize
the commitment to supplier diversity that is embraced by corporations and government agencies today, and
Blue Mark Partners, Ltd. can add diversity to your supply chain.
© 2009 Retained Executive Search Consultants
1018 Brittany Road, Highland Park, IL 60035
Julie Roth, President  1 847 433 7920  Julie.F.Roth@att.net  www.BlueMarkPartners.com