Have you ever wished you could find a way to meet with a hiring manager, wanted to ace your interview, or sought to stand out from other talented candidates for a dream job? Andrew Malkin will help you discover how to foster and grow your network using the “Dead Mouse” concept, ace an interview using the SOAR method when answering questions, differentiate yourself from other talented candidates by creating a Personal Marketing plan. **Presented as a free 2-hour educational session at Fairfield (CT) Public Library September 22, 2016

1. Interviewing and Networking
Master Class
Andrew Malkin
Fairfield Public Library
September 22, 2016

2. My Journey armalkin@gmail.com
Andrew Malkin
@armco
Why I’m here with you today

3. Ever Had A Company Crush?

4. Agenda--Networking
§ Why It Matters Today
§ How to Properly Leverage + Grow Yours
§ “Personal Board of Directors”
§ “Strength of Weak Ties”
§ Power of Personal Marketing Plan
§ Sample Warm Email

5. Agenda--Interviewing
Interviewing
§ Types
§ SOAR method
§ Tips
§ Questions I ask
§ Thank you note
Resources
Questions

6. Myths About Networking
1. It feels slimy and is only for schmoozers.
2. Introverts are horrible networkers.
3. Only network with people who can offer you a job.
4. Networking has to be face-to-face in order for it be
effective.
5. It seems selfish.

7. Myths About Networking
6. I have to network to find a job.
82%

8. “Personal Board of Directors”
§ Better than Mentors
§ Don’t Just Pick Your Buddies
§ Range and Diversity Matter

9. “Strength of Weak Ties”
1. 56%
2. 19%
3. 10%
A. Traditional methods
B. Had a personal connection
C. Applied directly

10. “Strength of Weak Ties”
1. 56%
*27% Rarely saw their contact at all
*55% Saw their contact occasionally

11. “Strength of Weak Ties” Use Case

12. Be A Generous Connector

13. Thoughtful Surprises

14. Personal Marketing Plan
ANDREW R. MALKIN
Street Address, City, State, Zip
Email , Cell Phone
LinkedIn profile address
Preferred Job Titles: Senior Sales Leader, Head of Business Development
Preferred Job Functions: Sales, Business Development
Positioning Statement/Summary: Business Development Professional with experience in content marketing,
marketing automation, social media, digital distribution and onlne marketing at industry leaders including eBay,
AOL Time Warner, Random House, R.R. Donnelley and Rodale. P&L up to $125 million. Developed, enhanced
and maintained 50+ client relationships annually often at C-level. Managed teams of nine and known for a
productive and collaborative style. Drove revenue growth by as much as 350% including international markets.
Created and executed original strategic plans at five companies. Optimized partnerships with Apple, Oracle,
Inkling and Google. MBA, Kellogg School of Management.

15. Personal Marketing Plan
Professional Objective
Seeking an executive role with a financial services or FinTech company that is focused on the
advancement of digital payments.
Positioning Statement
A proven payment processing executive recognized for managing high performing corporate
sales, client management and solutions teams. Most recently Head of US Acquiring at Visa with
responsibility for the largest US Acquiring clients. Directed strategic initiatives designed to
maintain YOY revenue growth and retention. Secured strategic partnership agreements, which
deliver in excess of $1b in recurring revenues. Extensive knowledge of payment processing
solutions, EMV contact/contactless, mobile payments, eCommerce, merchant loyalty & rewards,
encryption/tokenization, mPOS, international/cross border processing, b2b acceptance, as well
as risk management & authentication tools.

16. Personal Marketing Plan
Management & Performance Technical Expertise Portfolio Management
• Strategic partnerships
• Revenue achievement
• Client satisfaction
• Brand ambassador
• Talent development
• Payment solutions
• Product development
• Transaction processing
• Payment networks
• Pricing strategies
• Client consulting
• Partner collaboration
• Cross functional engagement
• Performance metrics
• Contract negotiations
Target Markets:
Geographic - New York, North America, Western Europe
Industries - Payment Processing, eCommerce, Mobile Payments, FinTech / payments, Consulting
Culture - Passionate for excellence & quality, autonomy in decision-making and access to executive leadership.
Competencies:

17. Sample Warm Email
Subject: Referred by Don Brock/Fellow Content Marketer
Dear Amy,
Our mutual friend, Don Brock, suggested I reach out to you given our shared enthusiasm and work
experience in content marketing. I see we also share over 20 contacts in common including Dave
Kirk and Ivy Tan.
Would it be possible to meet in person for 15 minutes at your convenience? I can be quite flexible.
I’m actively interviewing with peer companies of Brightcove in the NYC market and would
appreciate your insight.
Look forward to connecting soon.
Many thanks.
Sincerely,
Andrew

18. Before You Meet…

19. Interviewing

20. Types of Interviews

21. Day Of Interview Prep

22. Day Of Interview Prep

23. Face To Face
§ Phone off
§ 2 copies of resume
§ Strong handshake
§ Confident posture
§ Maintain eye contact
§ Mirror them
§ Use First Name
§ Get their email

24. By Phone
§ Establish Rapport
§ Smile
§ Stand Up
§ Be Prepared For Sensitive Questions
§ Deodorize Your Social Media Presence
80%
§ Lay Out Your Notes/Whiteboard

25. By Phone
§ Remember You Have Other Things In Pipeline
§ Don’t Get Too Far Out On Your Skis
§ Don’t Overshare or Overtalk
§ Don’t Miss Your Chance
§ Key Points to Make List

26. Always Have a Point of View
Definition of point of view in English:
point of view
NOUN
A particular attitude or way of considering a matter

27. 5 C’s
§ Clarity
§ Conviction
§ Confidence
§ Calm
§ Concise

28. SOAR Method
§ ANSWER THE QUESTION
§ Situation/Problem/Task
§ Obstacle
§ Action
§ Results
§ Represents?

29. Telling A Good Story

30. Interview Tip
“Perfection is achieved not when there is
nothing more to add, but when there is
nothing left to take away.”
--Antoine de Saint Exupery

31. Interview Questions I Ask
§ Type of Person Who Excels Here?
§ How Would Your Direct Reports or Boss Describe
You and Your Leadership Style?
§ 1 to 2 Things You’d Like To See Changed at X?
§ What Trend in ______ Excites You Today?
§ Based On What You’ve Heard About Me, How
Do I Stack Up?

32. Thank You Notes
§ Key Components
§ Purpose
§ Who Needs To Receive One
§ Handwritten?

33. Sample Thank You Note
Brady,
Glad we could meet in person today at your NYC office. I really enjoyed my conversations with you, Claire, Gary and Chris. No
question it is an exciting time at Outbrain as the company continues to innovate, acquire and grow in the ever-evolving content
and ad tech spaces. I am looking forward to speaking with Keith via video tomorrow and discussing next steps with Claire soon.
Our discussion about the real time value of each page/moment per publisher was very stimulating as was the comparison of
Outbrain with Taboola and margin discipline required with deals. I also enjoyed talking about the opportunity to leverage and
extend the value of Outbrain's tools with more constituents inside a large publishing partner as Outbrain moves from revenue to
professional services.
Below is the link to the David Remnick podcast with Peter Kafka at Re/Code. It’s interesting to listen to this one and then hear how
Troy Young at Hearst approaches the magazine space.
http://recode.net/2016/02/18/new-yorker-editor-david-remnick-makes-the-case-for-magazines-in-a-facebook-era/
Lastly, it was fun discussing college in the cold (and Greek) climates of UVM and Dartmouth as well as our shared experiences skiing
at the "Sun Mountain", Bromley. You need to go back up with your children. Their "Kids Rule" program is terrific.
Best regards,
Andrew

34. Waiting Is Hardest Part

35. Dead Mouse Concept

36. People Hire People Not Types

37. People Hire People Not Types
“It’s all about the people you work with.
Relationships really matter, and you need to get that right, both for your
career as an individual and as a future leader.
I think a lot of people pay attention to the technical stuff and the hard stuff
about whatever discipline they’re in.
But it’s the softer side that will get you every time if you’re not paying attention
to it.
It’s probably the biggest determinant of whether you’re going to be
successful.” --Gary Smith, CEO, Ciena

38. People Hire People Not Types
“The path to success is embracing your unique
skill set.
Don’t get hung up on being something that you
think others want you to be.”
Sanjay Dholakia, CMO, Marketo

39. Resources

40. Closing Thoughts
§ Luck Favors The Prepared
§ Gratitude
§ Perspective
§ Focus On What You Can Control
§ Comparative Happiness=Anvil

41. Questions?
Andrew Malkin
armalkin@gmail.com