HEC & Engage Welcome You• Pierre Francq • Hani Kafoury – VP Corporate Affairs and Communication – Director, Pharmascience Inc. Career Management Services• Geneviève Côté • Pauline Huynh – Creative Services Manager Engage Presentations – Counsellor • Danielle Martin MBA Career Services Career Management Services• Christian Denis – – Intern at Engage Presentations JMSB Finance Major – Director of Graduate Services Career Management Services
About me• Native Montréalais• 20+ years in the healthcare sector – Retail – Sales – Marketing• Entrepreneur – presentations – since 2005
Outline1. Overview 6. Conversation Skills2. Getting Over Mom’s 7. Networking Exercise Good Intentions 8. Best Practices3. What Networking Is and 9. Follow-Up Techniques What It Isn’t 10. Ethics4. Places to Network 11. Summary5. Networking Accessories 12. Call to Action
Better to remain silent and bethought a fool than to speak outand remove all doubt. ~ Abraham Lincoln 16th President of the USA (1809 - 1865 )
Why and Why Not?1. Why do you think Networking is important?2. What keeps you from Networking more?
5 ½ Considerations for Tonight1. What will I get from networking?2. Who should I connect with?3. How long do I have to be doing this?4. What are some reasonable objectives?5. Who have I already connected with5½. Can I make these work better for me?
Show of Hands, who here has atleast one bookmark?
Rules that Moms Teach 1. Good things come to those who wait 2. Silence is golden 3. Wait to be properly introduced 4. Don’t talk to strangersAdapted from D. Fine, The Fine Art of Small Talk, 2005
Networking Rules (sorry mom) 1. Talk to strangers 2. Introduce yourself 3. Silence is impolite 4. Take the initiative – start a conversationAdapted from D. Fine, The Fine Art of Small Talk, 2005
Mom Was Right All Along! 1. Make friends 2. Play nice 3. Tell the truth 4. Take a bath 5. Do your homework*Adapted from J Gitomer Little Black Book of Connections, 2009
Networking Is* • Sharing knowledge and contacts • Building relationships before you need them • Getting the help you need when you need it • Getting more done with less effort • A skill that anyone can learn / improve* D Darling The Networking Survival Guide, 2nd Edition, 2010
The Reciprocity Norm* • People feel obliged to return favours • Pregiving** – Give an unsolicited small favour such as making a referral or instruction to set the stage.* Gouldner 1960, ** Cialdini 1993
Providing value to someone is a whole new way of thinking. It means give first rather than ask first. It means helping others so that they will look forward to helping you back.* J Gitomer Little Black Book of Connections, 2009
Why We Network• Business development • Recruiting others• Sales • Fund raising• Raising capital • Personal interests• Career development • References• Job search
If you went to high school with any of the people below, you SHOULD have stayed in touch!•Adapted from J Randal The Skinny on Networking, 2010
If you went to high school with any of the people below, you SHOULD have stayed in touch! Bill Gates Sarah Palin Steve Jobs Oprah Winfrey Avril Lavigne•Adapted from J Randal The Skinny on Networking, 2010
Does he always have to scratch his butt in the hall? What a loser!• J Randal The Skinny on Networking, 2010
Networking – Three Flavours1. Strategic – planned2. Event - planning & luck3. Serendipitous no planning / leveraging luck
All things being equal, people want to do business with their friends.* J Gitomer Little Black Book of Connections, 2009
All things being not quite so equal, people STILL want to do business with their friends.* J Gitomer Little Black Book of Connections, 2009
HINT: To climb the ladder of success, … you need more friends.* J Gitomer Little Black Book of Connections, 2009
HINT: It is not as simple as who you know, it is theQuality of the Connection
Consider Your Brand• Brand = Reputation• What are you known for – Do you get things done? – What do others say about your work? – Do you have a strong accessible network? – How do others perceive your personality?
HINT: If you make yourself valuable, and memorable, others will want to make you part of their network.* J Gitomer Little Black Book of Connections, 2009
Job Fairs• Dress for the job you want• Make a positive first impression• Be concise• Be prepared• Follow-up
At Your Company• Build strong connections• Invite someone for a coffee• Management by Walking Around
Networking Tool Kit• Essentials • Considerations – Business Cards – Printout of directions to event – Two card cases – Background info on those – Notepad attending the event – Breath mints • Appearance – Pen – Grooming • Classic quality pen – Smile • Conversation piece – Posture • Not chewed up or branded – Attitude – Badge – Curiosity – Handshake – Sense of humour
Entering a Conversation• One person on their own• Three or more people• Catch the eye of one of the group• Smile as you approach• Offer your hand• Introduce yourself• Ask a question
Introductions• Five to ten seconds – How you fit into the situation – Your name – Why the other person should care • WIIFM
Creating an Opportunity• Keep it brief• Involve others• Ask permission to follow-up• Follow-up!
Networking Exercise• Objective; – Learn something new – Practice using “Neutral Questions” – Engage each other in a new way
Everyone goes to a networking event to better themselves in some way or another. Make sure you are prepared to help someone else get better* J Gitomer Little Black Book of Connections, 2009
Introduce Someone Else• Younger to older• Junior to senior• Employee to guest• Executive to customer or client• KoL to executive
ONE BUSINESS CARD FOR YOUR WALLET, ONE FOR YOUR DESK, ONE FOR YOUR CAR, ONE FOR YOUR HOME OFFICE, ONE FOR YOUR BLUE SUIT POCKET, ONE FOR YOUR BROWN SUIT POCKET, ONE FOR YOUR GRAY SUIT POCKET…* J Gitomer Little Black Book of Connections, 2009
When to Hand Out a Card• Wait until asked, don’t be too eager – Networking events, introduce yourself – Ask for one when you want to follow up – For sharing contact info with others
The “Cold Call” is dead.** J Gitomer, The Art of Marketing Conference Montréal , October 2010
Seth Godin Create movement through connections versus marketing at people* The Art of Marketing Conference Montréal October 2010
Follow-up Methods• LinkedIn• Email – Voice mail combo pack• Snail Mail• Do not over-reach• Do not be a stalker• If through an introduction - follow up
Ethics Always do right. This will gratify some people and astonish the rest. ~ Mark Twain US humorist, novelist, short story author, & wit (1835 - 1910)
Conversation Busters • Politics* • Others at work • Gender / sex* • T.M.I. – to personal • Religion* • Anything you would • Weight not want your • Age grandmother or children to know • Inappropriate humour • Do you want to see it on the front page?* Adapted from D Carnergie, How to Win Friends and Influence People, 1937
Be Truthful – Do Not• Lie: – On line – In an interview – On a C.V.• Take credit for someone else’s work
5 ½ Take Aways for Tonight1. I need more friends2. Be strategic - it is not a numbers game3. A lifelong practice4. Set some reasonable objectives5. Who should I re-conect with at a new level?5½. Can I make more of my current connections?
Making connections is acombination of knowing what you want, and who you want it with. It is also a combination of a focused game plan and serendipity.* J Gitomer Little Black Book of Connections, 2009
Handouts & Survey• Handouts at URL – M. Denis will email you the link • www.engagepresentations.com/hec_networking_seminar/ • Username: hecseminar2011 • Password: h3cs3m1nar!• Survey – Win one of ten gift certificates