1. “Building Business Relationships” Laurie Boockvar Loren Margolis September 2007

2. A.Sept. - Develop your career plan B. Sept. 24 to Dec. - Create your network and refine your target list Interview for internships via on- and/or off- campus interviews Internship Evaluate Choices Network 2 nd Semester Summer 3 rd Semester Accept/Evaluate Summer offers; Interview for full- time jobs via OCR and/or prepare for Spring Off-Campus interviews 1 st Semester Job Search Timeline 4 th Semester Evaluate/Accept offers; continue to interview for full- time jobs via Off-Campus

3. 2007 Graduates - Initial Contact Alumnus contact Bid on open interview Career Management job posting/resume collection Corporate presentation Faculty referral Interview through daily open sign-up Job fair/conference/study trip Letter writing Other networking Previous full-time employer Search firm Unsolicited interview

4. Students>Career Management Center

5. Career Management Tools>Networking

6. Career Management Tools>COIN Login

7. ● Make small talk ● Ask a few questions to learn about the other person – 2-3 will usually be enough ● Ask questions based on the presentation or your research Effectiveness and Etiquette at Networking Events Conversation starters

8. Talking About Yourself: Your Quick Career “Story” ● Where you’ve been “I spent 5 years in marketing at Eli Lilly – my last assignment was launching Cialis in the EU” ● Where you want to go “I am really interested in doing consulting with a focus on the pharmaceutical industry” ● Why that’s a good fit for you “I believe my experience within the industry and of bringing products to market has given me credible insight into strategic planning and problem solving” ● Next steps in your career progression (relevant for your audience) “So I am greatly looking to learning more about your firm”

9. Effectiveness and Etiquette at Networking Events ● Read the other person’s signals –Diminished eye contact / Looking around room / Looking distracted –No new conversation topics introduced –Starting conversation that doesn’t include you ● Look for ways to wrap up the conversation after 3-10 minutes, depending on the situation –I don’t want to monopolize your time – I know there are other people who’d like to talk with you. Do you have a business card? –Do you have a business card? It was great meeting you. I’d love to follow up with you if that’s all right –I’m going to get another drink – can I bring you something? (if no) Do you have a business card? Use your social intelligence

10. Informational Interviews… approach and content Goals: 1.Gather information 2.Sell yourself/MBA 3.Uncover hidden job opportunities  Can be structured or unstructured  Prepare to ask and answer questions  Often a critical and necessary step for getting an interview

11. How to Set Up an Informational Interview ● Gear up mentally ● Try to do in person but may also be done by phone ● Send an email and follow up with a phone call

12. What Do I Do Before an Informational Interview? –Firm –Function –Background of person you’re meeting –General industry trends –Competitors ● Prepare 10-15 questions ● Research

13. ● Email or send thank you letter ● Maintain relationship through -Periodic updates -Articles -Upcoming events Take notes – spreadsheet or journal What Do I Do After an Informational Interview? Follow up with networking contacts: Most essential part of networking

14. Additional Networking and Job Search Resources in the Spring Study Trips Bootcamp Networking Night Spring Resume Book Job Postings –new and archived