Networking for financial executives

1. Extreme Networking
FEI Boston
Career Services
April 8, 2008
Presenters:
Dave Fogel
Dave Noymer

2. Extreme Networking
Tonight's Agenda:
• What Worked for Dave & Dave
• Group Networking Exercise
• “Extreme Networking” Presentation
• Feedback, Recap, & Key “Take-aways”

3. Extreme Networking
Sources
•
• Source of
Sources of job leads
– Contact Network
– Web robots (many sources)
– Monster.com
interviews
– Yahoo group e-mails
– FEI Career Services
– FENG
– Boston.com CONTACT
– Wall Street Journal
– Linked In
– MSCPA
NETWORK
– Craigslist
– New England Tech Wire
– Boston Business Journal
– Mass High Tech
– And More !!!!!

4. Extreme Networking
Other Job Search Strategies
Creative Search Meeting People
• Reverse engineering • Seminars by
• Upgrade roles professionals
• Assist recruiters • Association events
• Matchmaker • Breakfasts
• Associate • Industry Expos
• Product Demos

5. Extreme Networking
Reverse Engineering
• Learn as much as you can on your own
• Register with and build an online
network as a virtual resource
• Use as an online resource
• Use Edgar for public
company proxies for
information on people

6. Extreme Networking
Networking Exercise

7. Extreme Networking
The initial responsibility for figuring yourself
out is yours, and YOU should come to your
networking contacts prepared to say:
“I‟ve done my homework, and everything
points to my being successful doing
______________.”

8. Extreme Networking
Networking Foundation I
• Networking is most effective face-to-face
• Remember, the first impression is the
lasting one
• All contacts are good contacts
• Don‟t judge a book by its cover

9. Extreme Networking
Networking Foundation II
• You must network perpetually
• Always offer to help others
• Keep your message clear
• Zag when others zig
• Keep in touch with your network

10. Extreme Networking
Preparation
• Determine what you want
– Perform a detailed self-assessment
• Establish a frame of reference
– Level of attainment
• Compensation requirements
– Roles & functions
• What skills & abilities can you contribute?
– Setting
• Recent successes? Is it similar to where you want to go?

11. Extreme Networking
How to Present Yourself
• Introduce yourself in a clear, compelling &
upbeat manner
• Carry business cards at all times
(vistaprint.com™)
• Be clear about what you want
• Follow up regularly
• Be a contact for contacts

12. Extreme Networking
Be Organized
• This is a process, not an event
• Maintain contact – whether or not
your career search is active
• Outlook, PDA, or Rolodex database
• Listen carefully
• Do what you say you will do – report back
on a timely basis

13. Extreme Networking
The 4 Network Categories
• Personal Relationships
• Professional Relationships
• Organizations & Community
Affiliations
• Opportunistic Networks
Source: The Wall Street Journal – Networking © 1994

14. Extreme Networking
Personal Relationships
• Immediate family • Personal Service
• Relatives, near & far Providers: Doctor,
lawyer, dentist, insurance
• Close friends, neighbors & agent, broker, personal
casual acquaintances banker, barber, or tailor
• Distant friends, old • Minister, priest, rabbi,
friends, ex-roommates, old psychologist, counselor
flames, drinking buddies, • Members of country clubs,
fair weather friends social clubs, fraternal
organizations, school
parent groups, sports
teams

15. Extreme Networking
Professional Relationships
• Lawyers, accountants, • Colleagues in your
bankers & investment organization: superiors,
bankers subordinates, peers,
• Competitors & administrative assistants,
professionals support staff
acquaintances • Colleagues in other
• Joint venturers, investors, organizations: customers,
shareholders clients, collaborators
• Lobbyists, regulators, • Vendors, consultants,
licensors contractors
• Ad agency, PR firm or
marketing representative

16. Extreme Networking
Organizational & Community Affiliations
• Boards of Directors, • Fundraising groups
trustees, & advisory • Business development
boards organizations, chambers
• Community & volunteer of commerce
organizations • Certifying or licensing
• Professional, cultural, & bodies
civic organizations
• Philanthropic
organizations

17. Extreme Networking
Opportunistic Networks
• The other guy bumped off • Brush the snow off the
the 6:00AM shuttle couple with the Patriots
• The pedestrian you just hit season tickets next to you
with your car who turns • All other 149 participants
out to be your brother-in-
law‟s college roommate at the FEI Boston dinner
• The chance meeting at
Starbuck‟s

18. Extreme Networking
How do I deal with too many contacts?
• Learn your ABC‟s
– Separate your contacts between A‟s (key contacts), B‟s
(good contacts), C‟s (weak contacts)
• Don‟t ACT! Alone
™
– Use a contact database to get organized (e.g. Outlook)
• Read your Palm
™ ™
(or Treo )
– Get a handheld tool to stay organized & on time!

19. Extreme Networking
Prioritizing your Contacts
Level of Preparation • Proximity
– People you know best, trust most & feel
most comfortable
• Perspective
– The ones who know a lot & are
well-connected
• Power
– Formal/informal authority to get things
done: open doors, call-in favors, make
sure you‟re seen by the right people

20. Extreme Networking
Networking Events
Preparation Meeting & Connecting
• Connect with a friend or • Be early or on time! (most real
mentor for introductions networking happens before & after
• Remember your business the meeting)
cards! • Keep Moving! (if not a friendly
• Prepare a „30 second‟ group excuse yourself & move on)
personal intro (elevator pitch) But NO speed networking!!!!
• Prepare small talk topics • Write notes on business
cards you receive to
• Don‟t go hungry!
remember people
• Get to know the event
leaders & volunteer

21. Extreme Networking
Create a Group
• Forming your own group is the best way to meet
people
– You control the environment, audience, & contact
information/flow
– Introductions made at events are tagged to your value
• Great excuse to make contact with people
– GREAT excuse to ask for more names
• If you want to start slower, run a committee for an
existing organization

22. Extreme Networking
@ Meeting Do‟s & Don‟ts
Do’s Don’ts
• Research before • Be pushy
attending • Discuss compensation
• „Is this a good time?‟ • Ask for a job
• Summarize who you • Come unprepared
are/what you want • Interrupt
• Seek information
• Listen & „Thanks‟

23. Extreme Networking
How to communicate from afar?
• Email messages
– ONE screen
– Short & to the point
• Phone calls
– What do I say?
– Do I leave a message?
– If so, what do I do now?
• Referrals

24. Extreme Networking
Questions & Answers

25. Extreme Networking
Thank You and
Good Luck!!!