Skills Academy workshop slides on Networking Skills delivered on 30 May, 2013

2. Networking Skills –
Turbo Boost Your Job
Search
Stephen Cole
Careers Consultant
Career Development Centre

3. The Aims of the
workshop
•To identify networks you already belong to and
contacts you might use in a variety of settings
•To consider ways of developing contacts to form a
useful network
•To learn about and develop networking skills
•To practice techniques for effective networking at
professional and social gatherings

4. Networking Self-assessment – True or False?
– I regularly try to cultivate new networking
relationships?
– I belong to at least one social/business networking
site
– I am an active volunteer of at least one extra-
curricular activity
– I belong to at least one relevant
Society/Association/Organisation
– I prefer to network on-line rather than face-to-face
– Proper networking is NOT about using people and
asking them for jobs

5. A broad definition
Networking is a powerful tool to enable you to use
the experience, knowledge and know-how of other
people to achieve specific objectives.

6. Networking within the labour market
“Networking in the context of job search is about
meeting people operating in the area of work
which interests you to collect the information you
need to help you find a suitable job and about
broadcasting your availability and suitability.”
Source: Howto.co.uk

7. Also known as
A reciprocal process that is mutually
beneficial, where we share leads, ideas and
information. It enhances our personal and
professional lives and involves follow-up
behaviours that create on-going connections.

8. Networking is
– A way of life
– Relating to people – asking for advice/information
– Mutually beneficial*
– Giving and taking*
– Using existing contacts to make new ones

9. Networking is not
– Calculated*
– Manipulative*
– Dishonest
– Asking for a job

10. What you will need
– Business Card*
– Address book
– Telephone*
– E mail*
– Diary
– A very tough skin

11. We all network all the time…
Exercise 1
Examples of when you have networked and why?
– Discuss in groups of 3/4
– 5 minutes

12. Other Examples could include:
– Holidays
– Films/ plays to see
– Purchases and suppliers (I KNOW A MAN)
– Getting information
– Keeping our „ear close to the ground‟

13. Why is networking important?
– It complies with the way recruiters recruit
– Provides insider knowledge of the job
– Builds confidence and communication skills
– Aids research of the organisations to which you are
applying / Contacts within target employers
– Helps you target your applications
– May help you find a suitable job vacancy

14. How recruitment works
Individuals seek employment via:
– Job adverts in papers
– Internet
– Agencies
– Speculative Applications
– Contacts
Employers recruit via:
– Any internal candidates
– Anyone known to the employer via professional &
social contacts
– Agencies
– Speculative CVs
– Adverts

15. Interesting video
– http://www.youtube.com/watch?v=Y9VUqB7wQpY
&NR=1&feature=fvwp

16. Common networks
Professional Bodies
Neighbours
Lecturers
Churches, Mosques or other religious organisation
Family and Friends
Fellow Students
Work Experience
Political Parties
Employment Colleagues
Clubs and Societies

17. Case study 1
– “I managed to get a mini-p @ 2TG from teaching a
scuba course [as] one of my students was a
barrister...at 2TG”

18. Case study 2
I managed to “swing” a 3 month salaried paralegal
job at Baker & McKenzie (B&M) because I was at
a diving event and met the wife of the Dive School
owner. She was a partner at B&M…
...after talking shop over a wine or 6, I asked her
about summer jobs, so she invited me to a BBQ
the following week at which she introduced me to
a colleague partner in Anti-trust
I was interviewed in 10 minutes while eating a
burnt sausage and have been here [summer 2010]
on a 14 week contract as his right hand man.”

19. Case study 3
– Ran a childcare business while a student at the
College of Law. Met one of her ex-clients in
Sainsburys (by the fish fingers!) who was an
Accountant. He said he would have a word
with his Solicitor about meeting Nadiye and
subsequently a meeting was set up.

20. Case study 4
– While working at LMU a Business and Finance
student mentioned that she secured a
meeting, then work experience at Barclays
Capital through talking to an ex-employee on
the plane back from America where she had
been on holiday. This ex-employee’s son
worked at Barclays Capital and he set up a
meeting.

21. Case study 5
– A former student was playing badminton when a
member of her group brought along a new guest.
After the game, they spoke about what she did for
a living (i.e. an unemployed business studies
student). It transpired that this guest worked at
Goldman Sachs, he passed her CV on to HR, her
application was fast-tracked to the next stage and
she now works at the firm, despite having a 2:2.

22. Exercise 2
– 15 minutes to complete; 5 minutes feedback
– A Foot in the Door – American book on networking states
that the best three places to network are:
- Professional organisations; Volunteering; Charity events
You
Family
Friends
CommunityInterests
Work

23. Another example
“One of our contacts recently did some marshalling
with a recorder outside London. Our contact‟s
girlfriend‟s mum had delivered the recorder‟s
babies a few years before and that tenuous
connection was enough.”
Source: Chambersstudent.co.uk

24. Some Stats -The People We Know
– We all know at least 250 people
– The people we know have 3,500 contacts.
– How many contacts do the people in
this room have?

25. You
Family
Friends
CommunityInterests
WorkPart-time
bar work
Customers
Co-workers
Orchestra
Voluntary work
Hairdresser
Mum
Dad
Sister
University of Westminster
Law School/Business School
2nd Violinist
Account Director at
Leading PR Firm
Work at local law centre
Sister is an
Investment Analyst
Works in BBC
Son of family
friend is a management
consultant.Works in a bank
Current friends in law
Lecturers
Friends of friends

26. Self introduction: the 30 second pitch
– Tailored to the event
– Clear, interesting and fluent
– Be natural and confident
– Establishes what you might have in common
– Be prepared
– What is yours?*

27. Exercise 3: In pairs, 5 minutes to introduce
yourself in 30 seconds
– Meeting a General Counsel at industry conference
– At a party with a Public Relations Consultant
– At an investment bank open day
– To a future trainee at a desirable firm
– To a barrister or solicitor while clerking at court
– At a leading management consultancy open day.
– Attempt 2 of the scenarios
– Feedback to the group

28. Record details
– Update your database/ address book
– Note where you met- the context
– Note important things said
– Keep any promises you made
– Jot down something to remember them by
– Never record what cannot be read by others

29. Use contacts effectively
– Set yourself objectives
– Research the contact, organisation, and role
before making approach
– Method of approach – what initially works for
you?
– Phone
– In person
– Letter/e-mail
– 3rd party introduction – Harder to reject!
– May have to try another approach if there is no
response

30. Use contacts effectively
– Seek out mutual interests
– Develop relationships for mutual advantage
– Keep relationships going by focused regular
contact / communication

31. What you can ask
– Tell me about the kind of work you do
– How did you secure your role?
– What do you think my first steps should be?
– What kind of banks / financial services firms are most
likely to be interested in me?
– Do I need to get more relevant work experience?
– Should I consider paralegal work? Are there alternative
routes in?
– What is the culture like in company x?

32. More questions you can ask
– What kind of clients do you have?*
– How do you recruit?
– Which agencies do you use?
– What do you enjoy most about your work?
– What training have you completed since qualifying?
– What are the key skills you need?

33. Exercise 4
Role play a Networking phone call
1 Person to be the Networker
1 Person to be the Contact
Agree the scenario with your partner
Take turns 3 mins each
Provide feedback

34. What if contacts don’t want to help you?
– Always be positive – the worst they can
say is no!
– Be realistic – not everyone will feel able to
help you
– Reflect on the outcome – could you have
done it differently?
– Plan carefully to minimise rejection
– Diversify and think laterally – don‟t rely on
too few people

35. “Working a room”
– How do you feel about walking into a room full of
strangers?
– You are not alone -most people are probably as
nervous as you are!
– The goal – that you should see it as a marvellous
opportunity.
– Preparation and some tools will pay off.

36. Making an entrance
– Relax and breathe
– Be confident
– Observe the layout of the room
– Is there anyone you know?
– Is there anyone looking uncomfortable?
– Say something!

37. 7 step plan
– Positive attitude
– Be aware of the benefits
– Plan your self-introduction
– Business cards
– Breaking in / body language
– Be ready with some small talk
– Follow-up

38. Circulating
– Stand up- don‟t sit down
– Keep moving
– Keep your objectives in mind
– Stay positive
– Introduce people to each other

39. Small Talk: Observe, Ask, Reveal
– To get the conversation going
– “that was a very interesting session” or “lunch
smells good”
– “What‟s your particular interest in this field?” or
“how do you know Jane?”
– “My interest is mainly…….” or “I first met Jane
during my undergraduate degree.”

40. Barriers to effective networking
– Staying with the person you went with
– Gossiping with the same group
– Sitting down and not CIRCULATING
– Getting stuck with one person you met
– Body language that says „I‟m not available‟

41. Barriers to effective networking
– “I don‟t talk to strangers”
– Consider what you have in common
– I don‟t want to appear pushy
– Think “host” rather than “guest”
– Better safe than sorry
– Risk may bring reward; if rejected, just
move on
– What‟s the worst that can happen? Be
positive!

42. Do not:
– Arrive too late
– Leave too early
– Drink or eat too much
– Be joined at the hip with anyone
– Use your mobile

43. Positive body language / Active Listening
– Make eye contact and smile
– Appropriate hand shake
– Exercise on active listening

44. Following up
– Thank you notes and messages
– When you see them again, refer to previous
meeting
– Re-introduce yourself – they may have forgotten
your name
– Deliver on whatever you promise
– Relationship building

45. And remember
– Practice makes perfect
– Plan to network with someone soon!

46. Final Points…
– Think about your opening line when meeting people – will you
stand out?
– Small talk – big rewards
– Fail to Prepare, Prepare to Fail
– Dress to impress – first impressions count
– Treat people as people first; be both interested and interesting
– Develop worthwhile relationships with networks
– Invest in your network
– Make time for new people
– Don‟t pester! Know when to take a hint!

47. Final exercise – 10 minutes
– You are all at a University of Westminster class of
2009 reunion.

48. Thank you