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Networking: Selling Your Value Proposition

Parker Career Management Center September 8, 2011

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Agenda
Share the networking advantage Provide a framework for developing a high-impact pitch Highlight networking opportunities at UCLA Anderson Discuss the top 5 best practices for employer events and how to overcome networking obstacles Practice networking Share a few closing thoughts

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Knowing Your Value Impacts Your Job Search

Internal
Interests Skills/Experiences Values

External
Business Environment

Value Proposition

Resume Networking Networking Cover Letter Interviewing Decision Making

Successful Job Search

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The Networking Advantage

Networking is about relationships and generosity in both the short and long-term:
Creating opportunities to build mutually beneficial relationships Communicating your value proposition and your likeability As a career switcher, my effective networking and relationship building played a vital role in my getting invited to the interview.
-- UCLA Anderson MBA 12

Develop internal advocates and/or identify potential mentors Educate yourself on the industry, function and specific role

I was more willing to go out of my way to help a student who showed enthusiasm and had thoughtful questions to ask.
-- Management Consultant

Networking is the #1 way people find job opportunities

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A High-Impact Pitch
Succinctly describes your value proposition and track record of success, but is not a complete autobiography Communicates your most relevant selling points to your target audience in a confident and authentic manner Compels the listener to engage in your job search and answers why you are interested in their company Is customized and tailored to the company and their needs

Practice, Practice, Practice!

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Components of Your Pitch

Questions to Address

The Content

Headline

What do you want the listener to remember about you? What goal are you trying to accomplish/role are you seeking? What is your unique benefit? Who are you and what are your major achievements? What transferrable skills do you have? How does your background qualify you for the role? Are you demonstrating an understanding of the needs of your listener? What is your request (an informational meeting, a referral, etc.)? Hint: dont ask for a job! Why do you want the information? Why are you interested in their perspective/company? Is your request specific, well-defined and realistic?

Value Proposition

The Ask

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Networking Events @ UCLA Anderson

Type of Events
Parker CMC Events Employer Briefings Company office hours / coffee chats Receptions Career Fair Club Events Days on the Job (DOJ) Dinners for Eight (D48) Career Nights Anderson Afternoons or workshops Club speaker series Other Opportunities Professional conferences Social events One-on-one meetings with former employees and/or company interns

Value of the Events

Learn about the following: Company strategy and vision Company culture and structure Projects / Opportunities Function Meet members of the team Build advocates which is important for both OCR and non-OCR recruiting Demonstrate enthusiasm and interest for the industry, company and job Identify valuable insights for customizing your resume, cover letter and pitch Get invited to interviews

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Top 5 Best Practices for Employer Events

1. Be prepared; know your objective for the event 2. Be professional; you are representing yourself AND the school 3. Ask thoughtful questions during Q&A and at the post-event networking 4. Share relevant compelling skills with recruiters 5. Send follow-up thank you notes to everyone with whom you had a meaningful interaction

Make a positive impression!

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Company Presentations pay attention!

Learn about a new role, company and industry Gain insights into the industry and a companys culture Learn about a companys business model and strategies Gather information on day-to-day responsibilities Gather insights you can use in your job search Develop smart questions to ask Customize your resume, networking pitch and cover letter Prepare for potential interview questions Match your skills and experiences to their needs Use information to differentiate yourself Demonstrate your interest and knowledge in their business Pay attention and take notes!

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Where Does PWM Sit within the Firm?

Goldman Sachs
Operations, Technology, Finance, and Services

Equities

Investment Banking

Global Investment Research

Investment Manageme nt

Fixed Income, Currency, and Commodities

Merchant Banking

Legal and Global Management Compliance Controls

How do the various departments collaborate? What are possible career development paths

Goldman Sachs Asset Manageme nt (GSAM)

Private Wealth Manageme nt (PWM)

PWM Latin America

PWM U.S.

PWM Europe

PWM Asia

Are clients managed at the Firm level, or at the department level?

Seattle

Atlanta

Boston

Chicago

Dallas

Houston

Philadelphia/ Washington, DC

Los Angeles

Miami/ Palm Beach

New York

San Francisco

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Corporate Strategy Goals and Choices

Objectives
We make everyday life better, every day Maximize economic profit across categories, customers and countries Be best at building big-share brands in economically attractive midsized categories

Do all decisions (i.e., new product launches) map back to this OGSM?

Goals
Double economic profit by 2013

Strategies
Be a high-performance organization of enthusiastic owners Win with superior capabilities in Desire, Decide, and Delight Accelerate growth both in and beyond the core Relentlessly drive out waste

Grow net customer sales by 5-7% per year Grow EP an average of 12-15% per year

How are departmental / individuals performance targets linked to the overall goals of Clorox?

How do you prioritize growth opportunities in the core vs. beyond?

Marketing at GMI = General Management

Volume Profit Share

Does this mean that Marketing has true P&L ownership? How is that demonstrated in day-to-day operations? Can you please give an example of how the huband-wheel model works during a product launch? If Marketing ultimately drives strategy, who gets the final say on a formula or a flavor and how is the decision evaluated?

Finance Marketing Mix Product Development

Sales

Supply Chain

In the Binder

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Overcoming Obstacles at Networking Events

Strategies to Succeed
Talk to anyone and everyone! Dont underestimate a persons role in the decision process Ask questions about your area of future interest where the contact has an expertise I would like to learn more about X Talk about areas of current common ground I understand you recently moved to Los Angeles from New York City, so did I

Who should I talk to? What do I say?

In the Binder

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Overcoming Networking Obstacles (contd)

Strategies to Succeed

How do I enter a conversation if there are already 5 classmates crowding around one recruiter?

Wait nearby until you make eye contact with one person in the group Introduce yourself to one person in the group and let them introduce you to the others Help your fellow classmates and introduce them to the recruiter

It feels awkward to give my 30 sec pitch.

Dont give your entire pitch at one time. Listen for cues where you can gracefully inject relevant pieces of your pitch

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Post Company Networking Event: Exercise

Identify your Team Number (look at the handout) Recruiters hold up your Team Number so your team can find you Take 1 minute to review your role and strategize how you will approach the situation (dont share your instructions with your group) Spend 5-7 minutes networking after an employer event Stay in your assigned roles Remember the purpose is for you to get to know the recruiter and for the recruiter to get to know you

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Networking Exercise De-Brief

Observers: What was challenging? If so, why? If not, why? Did you make a meaningful connection with anyone? What did you learn? What will you take with you into real employer networking situations? Recruiters: Did you get the information you needed to evaluate the candidates? What would you do differently next time?

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Closing Thoughts
Networking is about relationship building and developing advocates, not about finding a job Networking skills can be developed with practice and is a life-long career skill Critical thinking and research will help you succeed in your networking efforts Making lasting positive impressions will make you memorable Think about your value proposition and relate your skills to the business needs of your target audience

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Important Deadlines
Attend WAMO panels (Sept. 19 & 20th) to learn more about industries and functions Select your ACT Team Link to sign up available on Tuesday, September 20th PCMC Reps and International Reps: See Parker CMC Website for application questions and instructions. PCMC Reps afomia.seleshi@anderson.ucla.edu International Reps parkercmc.counseling@anderson.ucla.edu Deadline for both: Wednesday, September 21st at 2pm