The document provides guidance on using networking to find summer internship opportunities. It advises students to have a clear target for their networking in terms of the type of role or organization sought. Students should map their existing network, identify ways to expand it, and draft a specific networking plan with targets and timeline. When reaching out, students should introduce themselves briefly, have clear ask, and offer value to the contact. Networking may help lead to internships at consulting boutiques, internal consulting roles, or nonprofit organizations if not larger strategic consulting firms. Planning, preparation, and being able to clearly articulate one's value are keys to effective networking.

1. Consulting Bootcamp – Securing The Right Summer Internship Session 2: Networking 2 nd March 2009 J-P Martins Associate Director, Consulting

2. Today’s focus is networking Target the right types of opportunity Network to find specific opportunities Hone the CV and cover letter Prepare for interview success Identify suitable targets for great ‘second choice’ internships Fill your experience gaps Strengthen practical skills to extend the opportunity set through networking Prepare a specific plan to broaden and deepen your network Identify sources of value that YOU bring to a target employer Hone your CV/cover letter to make your pitch with impact Understand how interviews may differ from milk round format Strengthen ‘fit’ and ‘pitch’ performance Session 1: Self-diagnosis and identifying types of opportunity Today: Using networks to uncover real job opportunities

3. So what’s the problem? Why are you here today? What are you concerned or anxious about with networking or cold calling? What are your experiences and successes so far? What will make today a success for you?

4. Will networking get me a job in consulting? Potential Internships Management consulting (eg boutiques, functional consultancies) Internal consulting in industry or finance Corporate development or strategic planning in industry or finance Marketing or business development in industry or finance Not-for-Profit Entrepreneurial projects Generally not with the big names Possibly create opportunities in small, specialist firms, sectors, geographies Source of ideas, leads Tap into unadvertised positions Create opportunities

5. Is there more to networking than LinkedIn? Who uses LinkedIn? How many connections do you have? What have you used them for? How do you think the virtual network is similar to/differs from real ones? Other sites are available! www.plaxo.com www.naymz.com www.doostang.com

6. Map your network and build a plan Keep up to date Explore possible contacts, advice Inform of USPs, aspirations, search Explore fit, opportunities Actively assisting search Unaware of search Might know people that know people Able to get me a job Engagement Aware of search Usefulness Might know people that could help 1 2 3 4

7. Where to source your network? Friends, family Faculty members Fellow students Different year Different programmes Alumni Members of school boards Members of professional organisations Former employers or co-workers E-networking Formal networking groups Who else?

8. What are your USPs? Functional Expert Sector Expert Language Price Geography LBS Brand Interest (Passion?) Other?

9. The ‘cold’ conversation – networking or making a speculative application Do… Mention person and relationship of person that referred you Be able to summarise your pitch in 2-3 sentences Know which function – using their terminology that you would like to work for Have some specific information or opinions you would like to ask them about If asking for a referral’s name, copy them in on the email that you send to the referral Follow up when you say you are going to follow up Don’t… Ask them for a job Keep them on the phone or corner them at an event for too long. Make an impact, have clear objectives and move on!

10. Sample networking email Subject Line Re: Brad Pitt suggested I contact you Dear Angelina, Brad Pitt from Film Production company in LA suggested I contact you. He recommended you as Marketing Director of a leading consumer goods company as an excellent source of information on innovative marketing. I understand from wide reading around (from article x/website y) that your marketing function is truly innovative in its approach., because of x / y / and z. I have also learned that the company has recently launched a global innovation centre in London. I am a MBA student at London Business School graduating in Spring 2010. My background is also in consumer marketing, mostly gained within the financial services sector, working for x company (only if known brand). I would welcome the opportunity to meet with you / speak on the phone to understand more about the parallels that can be drawn between the Financial Services and Consumer sectors. I am also really interested in sharing some of the innovative marketing projects that I was involved in which may be of interest to you. I am available weekdays from 12-2pm, but can be flexible around these times as well . Please can you advise when may a good time to speak and on which number I can call you. I am really grateful for your time and cooperation. Regards. Jennifer Aniston

11. Sample networking email – key points Subject line – mention referral name 1 st line in email – also mention referral name Why that person and why that company? What you know about the function or company? Who are you? – be brief – this is NOT a cover letter Hook them in with potential offer of knowledge or insight Propose a time to schedule to speak / meet with them – be flexible SUCCESSFUL EMAIL = MEETING OR CONVERSATION NOT A JOB!

12. Exercise 1: Introduce yourself Describe who you are/what you do in 1 minute Is it clear what are you seeking? What is your USP(s)? Listen What will you remember about this person? How could they be of help to you?

13. Exercise 2: Draft an action plan Ultimate targets – you need to be clear What are you looking for? What do you have to offer – what differentiates you? New network nodes How are you going to broaden your network? Current versus new connections? Research/methods to find new connections? Likely hit rate and incubation time – you need quick results for an internship...! Communicate – this is where the time gets sunk How many calls will you make? How many emails? What will you ask for/what can you offer? How will this plan work? 4 weeks in May 4 weeks in June

14. Action Plan (page 1 of 2) Keep up to date Category of Network Members Detail Action Required Timing Already actively assisting Quick update email/phone call/chat What we’ve both been up to My successes, let downs Any advice, tips, other avenues I could explore What can I help them with? Week 2 Explore fit, opportunities Aware of search, could get me a job Considered email/phone call/chat Update on progress since last in touch – offer something (eg “since we last spoke it occurred to me that you should talk to xyz that I’ve met…”) Make sure contact is aware you are still looking – “do you think there might be a fit between what I’m looking for and your organisation?” Make sure you get your pitch/USPs across Enlist further support ( “any more advice, contacts?” ) What can I help them with? Week 1 This is just a draft – you need to think through your own network and your own needs – you may have a better way of doing this 1 2

15. Action Plan (page 2 of 2) Inform of USPs, aspirations, search Category of Network Members Detail Action Required Timing Unaware of search Quick update email/phone call/chat Introduce yourself if necessary – try to build rapport What we’ve both been up to My successes, let downs Any advice, tips, other avenues I could explore What can I help them with? Week 2 Explore possible contacts, advice Aware of search, could help broaden network Considered email/phone call/chat Make sure you get your specific criteria and USPs across – impress them with your value proposition Enlist support in your search (advice, contacts?) What can I help them with? Week 1 This is just a draft – you need to think through your own network and your own needs – you may have a better way of doing this 3 4

16. Summary Networking probably won’t get you a strategy consulting job It may help you get a suitable internship You probably network anyway, but it helps to have a plan Be clear on your goals Have something to offer Prepare/research Map you current network and make sure its working for you Extend it in targeted ways Be thoughtful about cold calling/emailing – it’s not that hard Remember, successful networks are about relationships Long lived, not one-shot Two-way – you must have something to offer as well as something you want Get out there and do it!