Upside-Down

Business Networking
Michael Weinstein

www.TVAcouncil.com

Agenda

Marketing yourself - Why you?

Managing your networking / job search

Just when you least expect it

Tips and Suggestions

Q&A

Definition
Networking
1. to pursue and create business contacts with the
goal of fostering relationships both within and
outside of your industry
2. to just "work it," with the hope that someone
you meet will hook you up with a job someday;
occurs at trade conventions, drinks after work,
lunches, informational interviews, etc.
3. those who network can be identified by their
ability to seem fascinated by anyone who has a
better job than they do, an aura that is irritatingly
and apparently false to anyone who doesn't, and
by the inch-thick wad of business cards they
carry at all times and force on their prey
4. those who network will get the job you want,
the promotion you deserve, regardless of their
qualifications; get used to it, or start doing it. See
also kissing ass.

The Pitch

What do you (want to) do?

What have you done?

What are you looking for?

What can you do for THEM?

Where do we go from here?

The Pitch
How would your wife/husband/friends/parents
describe what you do?

In Laymens Terms:
He helps run small technology companies
...and he's currently looking for a new opportunity.
I don't know much about technology, but I do know that he's
made a lot of people a lot of money - you should call him!

The Pitch
Focus on what you WANT to do NOT what youve done in the past
Im a senior product development executive who grows emerging
technology companies by leading efforts in product innovation,
operations and market expansion.
Im looking for an opportunity to work in the tri-state area with a small
software or internet company that could benefit from help in growing to
the next level.

Who do you know?

Who do
they
know?

Make a connection

How can you help THEM?

Research your contacts

Prepare questions
Prepare cheat sheet
Practice
Deliver on your promises

Managing Your Time

Researching job ads (online, other)
Helping out others
Finding new contacts
Following up with current leads
Going to meetings
Preparing for interviews and meetings

Just when you least expect it

Be open to receiving other opportunities

No doesnt always mean No

Learn something at every meeting

Tips / Suggestions
Virtual Networking:

LinkedIn, Ryze, Execunet, ZeroDegrees,

OpenBC, Ecademy, ZoomInfo

Contact Webinar speakers, event directors,

featured companies, success stories

Visit web site (management team, bios,

investors, customers, partners, sponsors)

Read case studies, press releases, Google,

Hoovers, post message on TENG

Tips / Suggestions
Networking Events and Personal Interaction:
Join industry related organizations
(APICS, NYSAEC, SIM, TVA Council, etc.)
Get email newsletters
(Dow Jones, Justsell.com, Funding Post, etc.)

Attend focused conferences

Networking meetings VOLUNTEER
(TENG, CVG, CTC, TCNG, Execunet, etc.)

Example LinkedIn (Targets)

Example LinkedIn (Companies)

Example Success Stories

Example Speakers / Hosts

Examples Investor Portfolio

Examples Spotlight

Still cant make a connection?

Search for industry related terms

Summary
DONT:

Try to be everything to everyone

Cold call unless clear benefit to both

Spend too much time on NEW leads and forget

about CLOSING existing leads

Spend too much time on DEAD leads

Forget to HELP others!

Summary
DO:

Master your pitch (30/60/90)

Get out there!

Offer to help others and then deliver

Research and rehearse

Keep in touch regularly with old leads

Online Resources

www.QuintCareers.com/job_resources.html

www.AirsDirectory.com (Job Boards at bottom)

www.WorkTree.com, www.Indeed.com (Job Search Portals)

TheVirtualHandshake.com/blog (Tips)

LinkedIn.com, Ryze.com, Execunet.com, CircleOfExperts.com

theTENG.org, CT.org, CVG.org, TVAcouncil.com

Recommended Reading

Shameless Plugs
Greg Ranney, President, Dynamic Success Patterns
Executive Coach, Holistic Career Healer, Passion Strategist
Email: gar379@aol.com
Cell: 203.257.5510

Don Zinn, EVP, Starpoint Executive Search

$65M Technology Solutions and Staffing Firm
Email: dzinn@starpoint.com
Office: 212.386.0728
Cell:
914.325.5577

Anthony Del Rio, Partner, A.D.R. Staffing LLC

IT Technical Recruiter, Employment Placement Agency
Email: general@adrstaffing.com

Office: 646-202-9385
Cell: 347-306-2855

Michael Weinstein

CEO, Technology Ventures Advisory Council

Online organization that connects talented high-tech industry professionals in
search of new opportunities, with companies and recruiters in search of talent.

Board Member, Technology Companies

- Spaghetti Book Club (Educational internet company)
- Entropy Software
(Software development firm)
- Teleport Vision
(Data communications company)
- BA-Insight
(Enterprise search products company)

Industry Affiliations
- CT Technology Council, Mentor, FastTrack Ventures Program
- CT Venture Group, Executive Committee, Advisory Program
- Technology Executives Networking Group, Member

Interests
- Accomplished Jazz Pianist
- Instructor, World Tae Kwon Do Association
- Avid Golfer
- Public Speaker, Upside-Down Business Networking
- Co-author with David Teten, Preparing for Conferences (TiECON East 2006)