Short presentation to introduce network segmentation and networking planning tools, together with sample networking email

1. Networking to Secure The Right Summer
Internship
… or anything else!
J-P Martins
Associate Director,
Consulting Careers
8 March 2010 2nd March 2009
Page 1

2. Will networking get me a job in
consulting?
Potential Internships
Generally not with the big
Management consulting (eg boutiques, functional names
consultancies) Possibly create opportunities
in small, specialist firms,
Internal consulting in industry or finance sectors, geographies
Corporate development or strategic planning in
industry or finance
Tap into unadvertised
Marketing or business development in industry or positions
finance Create opportunities
Not-for-Profit
Entrepreneurial projects Source of ideas, leads
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3. Is there more to networking than
LinkedIn?
Who uses LinkedIn?
Other sites are
available!
How many connections do you have?  www.plaxo.com
 www.naymz.com
 www.doostang.com
What have you used them for?
How do you think the virtual network is similar to/differs from
real ones?
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4. Map your network and build a plan
Actively
1
assisting
Keep up to date
search
3 2
Aware of Explore possible contacts,
Engagement Explore fit, opportunities
search advice
4
Inform of USPs, aspirations, search
Unaware
of search
Might know Might know Able to get
people that people that me a job
know people could help
Usefulness
4

5. Where to source your network?
Friends, family Members of professional
organisations
Faculty members
Former employers or co-workers
Fellow students
E-networking
 Different year
Formal networking groups
 Different programmes
Who else?
Alumni
Members of school boards
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6. What are your USPs?
Sector
Expert
Functional
Expert Language
Geograph
y Price
Interest LBS
(Passion? Brand
)
Other?
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7. The ‘cold’ conversation – networking or
making a speculative application
Do… Don’t…
Mention person and relationship of person that Ask them for a job
referred you
Keep them on the phone or corner them at an
Be able to summarise your pitch in 2-3 event for too long. Make an impact, have clear
sentences objectives and move on!
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
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8. 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
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9. Sample networking email – key points
Subject line – mention referral name
1st 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!
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10. 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?
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11. Exercise 2: Draft an action plan
Ultimate targets – you need to be clear Communicate – this is where the time gets sunk
 What are you looking for?  How many calls will you make?
 What do you have to offer – what  How many emails?
differentiates you?
– What will you ask for/what can you offer?
New network nodes
How will this plan work?
 How are you going to broaden your network?
 4 weeks in May
 Current versus new connections?
 4 weeks in June
 Research/methods to find new connections?
 Likely hit rate and incubation time – you need
quick results for an internship...!
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12. Action Plan (page 1 of 2)
Category of
Network Action Required Detail Timing
Members
1 Already Keep up to date  Quick update email/phone call/chat Week 2
actively  What we’ve both been up to
assisting
 My successes, let downs
 Any advice, tips, other avenues I could explore
 What can I help them with?
2 Aware of Explore fit,  Considered email/phone call/chat Week 1
search, could opportunities  Update on progress since last in touch – offer something (eg
get me a job “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?
This is just a draft – you need to think through your own network
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and your own needs – you may have a better way of doing this

13. Action Plan (page 2 of 2)
Category of
Network Action Required Detail Timing
Members
3 Aware of Explore possible  Considered email/phone call/chat Week 1
search, could contacts, advice  Make sure you get your specific criteria and USPs across –
help broaden impress them with your value proposition
network
 Enlist support in your search (advice, contacts?)
 What can I help them with?
4 Unaware of Inform of USPs,  Quick update email/phone call/chat Week 2
search aspirations, search  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?
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
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14. Summary
Networking probably won’t get you a Be thoughtful about cold calling/emailing
strategy consulting job – it’s not that hard
It may help you get a suitable internship Remember, successful networks are
about relationships
You probably network anyway, but it
helps to have a plan  Long lived, not one-shot
 Be clear on your goals  Two-way – you must have
something to offer as well as
 Have something to offer something you want
 Prepare/research
 Map you current network and make Get out there and do it!
sure its working for you
 Extend it in targeted ways
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