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UpsideUpside--DownDownBusiness NetworkingBusiness Networking
Michael WeinsteinMichael Weinstein
www.TVAcouncil.comwww.TVAcouncil.com
AgendaAgenda
Marketing yourself Marketing yourself -- Why you?Why you?
Managing your networking / job searchManaging your networking / job search
Just when you least expect it Just when you least expect it
Tips and SuggestionsTips and Suggestions
Q & AQ & A
DefinitionDefinitionNetworkingNetworking
1.1. to pursue and create business contacts with the to pursue and create business contacts with the goal of fostering relationships both within and goal of fostering relationships both within and outside of your industry outside of your industry
2.2. to just "work it," with the hope that someone to just "work it," with the hope that someone you meet will hook you up with a job someday; you meet will hook you up with a job someday; occurs at trade conventions, drinks after work, occurs at trade conventions, drinks after work, lunches, informational interviews, etc. lunches, informational interviews, etc.
3.3. those who network can be identified by their those who network can be identified by their ability to seem fascinated by anyone who has a ability to seem fascinated by anyone who has a better job than they do, an aura that is irritatingly better job than they do, an aura that is irritatingly and apparently false to anyone who doesn't, and and apparently false to anyone who doesn't, and by the inchby the inch--thick wad of business cards they thick wad of business cards they carry at all times and force on their prey carry at all times and force on their prey
4.4. those who network will get the job you want, those who network will get the job you want, the promotion you deserve, regardless of their the promotion you deserve, regardless of their qualifications; get used to it, or start doing it. qualifications; get used to it, or start doing it. See See alsoalso kissing ass.kissing ass.
The PitchThe Pitch
What do you (want to) do?What do you (want to) do?
What have you done?What have you done?
What are you looking for?What are you looking for?
What can you do for THEM? What can you do for THEM?
Where do we go from here?Where do we go from here?
The PitchThe Pitch
In LaymenIn Laymen’’s Terms:s Terms:
““He helps run small technology companiesHe helps run small technology companies……...and he's currently looking for a new opportunity....and he's currently looking for a new opportunity.””
““I don't know much about technology, but I do know that he'sI don't know much about technology, but I do know that he'smade a lot of people a lot of money made a lot of people a lot of money -- you should call him!you should call him!””
How would your wife/husband/friends/parents How would your wife/husband/friends/parents describe what you do?describe what you do?
The PitchThe PitchFocus on what you WANT to do Focus on what you WANT to do --NOT what youNOT what you’’ve done in the pastve done in the past
““II’’m a senior product development executive who grows emerging m a senior product development executive who grows emerging technology companies by leading efforts in product innovation, technology companies by leading efforts in product innovation, operations and market expansion.operations and market expansion.””
““II’’m looking for an opportunity to work in the trim looking for an opportunity to work in the tri--state area with a small state area with a small software or internet company that could benefit from help in grosoftware or internet company that could benefit from help in growing to wing to the next level.the next level.””
Who do you know?Who do you know?
Who doWho dotheythey
know?know?
Make a connectionMake a connection
How can you help THEM?How can you help THEM?
Research your contactsResearch your contactsPrepare questionsPrepare questionsPrepare cheat sheetPrepare cheat sheetPractice Practice Deliver on your promisesDeliver on your promises
Managing Your TimeManaging Your Time
Researching job ads (online, other)Researching job ads (online, other)Helping out othersHelping out othersFinding new contactsFinding new contactsFollowing up with current leadsFollowing up with current leadsGoing to meetingsGoing to meetingsPreparing for interviews and meetingsPreparing for interviews and meetings
Just when you least expect itJust when you least expect it……
Be open to receiving other opportunitiesBe open to receiving other opportunities
““NoNo”” doesndoesn’’t always mean t always mean ““NoNo””
Learn something at every meetingLearn something at every meeting
Tips / SuggestionsTips / SuggestionsVirtual Networking:Virtual Networking:
LinkedIn, LinkedIn, RyzeRyze, , ExecunetExecunet, , ZeroDegreesZeroDegrees, , OpenBCOpenBC, , EcademyEcademy, , ZoomInfoZoomInfo
Contact Contact WebinarWebinar speakers, event directors, speakers, event directors, featured companies, success storiesfeatured companies, success stories
Visit web site (management team, bios, Visit web site (management team, bios, investors, customers, partners, sponsors)investors, customers, partners, sponsors)
Read case studies, press releases, Google, Read case studies, press releases, Google, Hoovers, post message on TENGHoovers, post message on TENG
Tips / SuggestionsTips / SuggestionsNetworking Events and Personal Interaction:Networking Events and Personal Interaction:
Join industry related organizations Join industry related organizations (APICS, NYSAEC, SIM, TVA Council, etc.)(APICS, NYSAEC, SIM, TVA Council, etc.)
Get email newsletters Get email newsletters (Dow Jones, Justsell.com, Funding Post, etc.)(Dow Jones, Justsell.com, Funding Post, etc.)Attend focused conferencesAttend focused conferences
Networking meetings Networking meetings –– VOLUNTEERVOLUNTEER(TENG, CVG, CTC, TCNG, Execunet, etc.)(TENG, CVG, CTC, TCNG, Execunet, etc.)
Example Example –– LinkedIn (Targets)LinkedIn (Targets)
Example Example –– LinkedIn (Companies)LinkedIn (Companies)
Example Example –– Success StoriesSuccess Stories
Example Example –– Speakers / HostsSpeakers / Hosts
Examples Examples –– Investor PortfolioInvestor Portfolio
Examples Examples –– SpotlightSpotlight
Still canStill can’’t make a connection? t make a connection? Search for Search for ““industry related termsindustry related terms””
SummarySummary
DONDON’’TT::
Try to be everything to everyone Try to be everything to everyone
Cold call unless clear benefit to bothCold call unless clear benefit to both
Spend too much time on NEW leads and forget Spend too much time on NEW leads and forget about CLOSING existing leadsabout CLOSING existing leads
Spend too much time on Spend too much time on ““DEADDEAD”” leadsleads
Forget to HELP others!Forget to HELP others!
SummarySummaryDODO::
Master your pitch (30/60/90)Master your pitch (30/60/90)
Get out there! Get out there!
Offer to help others Offer to help others –– and then deliverand then deliver
Research and rehearseResearch and rehearse
Keep in touch regularly with Keep in touch regularly with ““oldold”” leadsleads
Online ResourcesOnline Resources
www.QuintCareers.com/job_resources.htmlwww.QuintCareers.com/job_resources.html
www.Awww.AirsDirectory.comirsDirectory.com (Job Boards at bottom)(Job Boards at bottom)
www.WorkTree.comwww.WorkTree.com, www.Indeed.com (Job Search Portals), www.Indeed.com (Job Search Portals)
TheVirtualHandshake.com/blog (Tips)TheVirtualHandshake.com/blog (Tips)
LinkedIn.com, Ryze.com, Execunet.com, LinkedIn.com, Ryze.com, Execunet.com, CircleOfExperts.comCircleOfExperts.com
theTENG.orgtheTENG.org, CT, CT.org.org, , CVG.orgCVG.org, TVAcouncil.com, TVAcouncil.com
Recommended ReadingRecommended Reading
Shameless PlugsShameless PlugsGreg Ranney, President, Dynamic Success PatternsExecutive Coach, Holistic Career Healer, Passion StrategistEmail: [email protected]: 203.257.5510
Don Zinn, EVP, Starpoint Executive Search$65M Technology Solutions and Staffing FirmEmail: [email protected] Office: 212.386.0728Cell: 914.325.5577
Anthony Del Rio, Partner, A.D.R. Staffing LLC IT Technical Recruiter, Employment Placement AgencyEmail: [email protected]: 646-202-9385Cell: 347-306-2855
Michael WeinsteinMichael WeinsteinCEO, Technology Ventures Advisory CouncilCEO, Technology Ventures Advisory Council
Online organization that connects talented highOnline organization that connects talented high--tech industry professionals in tech industry professionals in search of new opportunities, with companies and recruiters in sesearch of new opportunities, with companies and recruiters in search of talent.arch of talent.
Board Member, Technology CompaniesBoard Member, Technology Companies-- Spaghetti Book Club (Educational internet company) Spaghetti Book Club (Educational internet company) -- Entropy Software Entropy Software (Software development firm)(Software development firm)-- Teleport Vision Teleport Vision (Data communications company) (Data communications company) -- BABA--InsightInsight (Enterprise search products company)(Enterprise search products company)
Industry AffiliationsIndustry Affiliations-- CT Technology Council, Mentor, FastTrack Ventures ProgramCT Technology Council, Mentor, FastTrack Ventures Program-- CT Venture Group, Executive Committee, Advisory ProgramCT Venture Group, Executive Committee, Advisory Program-- Technology Executives Networking Group, MemberTechnology Executives Networking Group, Member
InterestsInterests-- Accomplished Jazz PianistAccomplished Jazz Pianist-- Instructor, World Tae Kwon Do AssociationInstructor, World Tae Kwon Do Association-- Avid GolferAvid Golfer-- Public Speaker, Public Speaker, ““UpsideUpside--Down Business NetworkingDown Business Networking””-- CoCo--author with David Teten, author with David Teten, ““Preparing for Conferences (TiECON East 2006)Preparing for Conferences (TiECON East 2006)””
