NETWORKING FOR

INFORMATION

IESE Career Services

Introduction - Learning how to Network

"No man is an island, entire of itself; every man is a piece of the continent, a part of the main".
John Donne (1572-1631) - XVII. Meditation.

Cultivating and maintaining a wide network of personal and professional contacts is a required skill
for anyone active in the business world and often the foundation for not only securing new jobs but
also for getting things down in the work place and generating new business.

Unfortunately, a lack of understanding about what networking should be and the fact that nobody
has ever taught us how to do this properly has given this very essential career management skill a
very bad name.

Networking or simply meeting people, when done properly, can be fun and very productive in terms
of exchanging information and all kinds of opportunities, from business deals to access to jobs.

Informational Interviewing

Whether you are an MBA student or a professional looking to change careers, you've likely read
mounds of material about the job or field you're interested in pursuing. While books, trade
publications and web sites are great resources, there's nothing quite as effective as gathering
information first-hand.

Skillfully used, an informational interview is probably the best source of occupational information.
This type of interview provides a rare opportunity to gain invaluable, up-to-date knowledge about a
specific business or industry from an "insider."

An informational interview is less stressful for both you and the employer than a typical job interview.
You are the one in control. Questions can be asked that may not be strategic during a first interview
(i.e., questions regarding salary, benefits, vacation). You can discuss what is done on a day-to-day
basis and relate it to your own interests and feelings. Hence it is the perfect means of seeing how the
position can fit you rather than how you can squeeze into the position.

While it's an under-utilized approach, arranging informational interviews with successful

professionals can benefit your career in many ways:

 Through them you can very quickly validate or dispel what you've heard or assumed about a
particular line of work or organization
 These appointments will enable you to expand your network of contacts
 They provide the opportunity to build self-confidence and to improve your ability to handle a
job interview.

Golden Rule of Informational Interviews

Ask for Advice not a Job!
The purpose of an informational interview is to get information about a field of work from someone
who has some first-hand knowledge. When you are on an informational interview you should not ask
for a job. This is not to say that an informational interview cannot lead to a job. If done well, the
informational interview is a way of impressing people with your self-knowledge, motivation and
thoroughness. It can hence be an excellent way of building relationships with people who will be
happy to help you.

Following are tips on how to arrange, prepare and conduct an informational interview.

1. Before the interview

Who Should Be the Subject of an Informational Interview?

The first step is to identify people who have jobs that you find intriguing and inspiring.
You need information. Someone has that information. Anyone is fair game as long as that person is
knowledgeable about the field in which you are interested.

Who is in your Network?

Apart from your former network, at IESE you have a range of possibilities to gain contacts. Your
classmates are a wonderful resource! One speaker who visited our campus challenged the class to
come up with a single dream position where someone in the room did not know someone who did
just that. People came up with positions like Astronauts, Hollywood Stars, Rock stars or football
managers. At least one person put their hand up stating they either knew someone directly or
someone who knew someone!

Other than this, IESE provides you with access to faculty (most of which are extremely well connected
in the business world), over 40,000 alumni all over the world and a whole array of speakers coming on
campus. Even though LinkedIn is a great tool, you can also have a look at the IESE Directory to find
your contacts!

As you develop your list of potential contacts, send each person a brief introductory email. This email
should not be more than 200 words long and should cover the following points:
1. Who you are and what the connection is (IESE MBA, the friend that recommended you to
talk to them).
2. Why you are contacting them. Be clear that you are seeking information only -- not a job.
3. Request 20 to 30 minutes of the person's time at their convenience.
4. Thank them and close.

If the person is receptive to your request, ask for a face-to-face meeting at his or her workplace.
While getting together for lunch or talking on the phone is fine, visiting the person's office will give
you a better feel for the job.

What You Need to Know Before the Informational Interview

How much you take away from an informational interview depends largely on how thoroughly you
prepare for the meeting. You need to know enough about your targeted career in order to ask
intelligent and discerning questions. People who do their due diligence well make impressive
candidates. Remember “You are more judged by the questions you ask than by the answers you give.”
In any kind of an interview it is wise to learn as much about the potential employer and the
interviewer as you can. When you go on an informational interview you should do the same. People
generally do not mind talking about themselves but sometimes you need to be the one asking the
questions. If your interviewee was referred to you by someone, ask that person about him or her.

Check their LinkedIn profile and Google them to see what comes up. For example, was the interviewee
recently in a news article or receive some special recognition? Research that person's employer as
well. You will be prepared for the interview and therefore make a good impression.

Make sure you have read up on your interviewee and his or her organization. If you have not done so
already, visit the company's Web site, paying particular attention to the "About" section, staff
biographies and the company's latest press releases. Reviewing company literature such as brochures
and annual reports also will provide a treasure trove of helpful data.

2. During the Interview

People are giving you their time and hence you should regard each interview as a business
appointment and conduct yourself in a professional manner. Remember the appointment time and
appear promptly for your interview. You should neither be too casually dressed nor overdressed.

Regular business attire is appropriate. Be sure you know the name of the person you are meeting, the
correct pronunciation of his/her name, and the title of his/her position.

If you have made clear, in advance, the explicit purpose of your interview you will, in all probability,
find your contact an interested and helpful person.

Generally, formulate a list of open-ended questions that you intend to ask. A few examples might
include:
1. How did you get started in the field?
2. What is the typical career path for this job role? Show them that you've done your
homework by preparing questions that specifically relate to his or her career path. Here's an
example: "I read in a trade magazine article that you started this business when you were just
24. How did you do it? What lessons did you learn?"
3. What do you like most/least about your job?
4. What is your typical day like?
5. What skill sets and abilities will I need to be successful in this line of work?
6. How do people typically get jobs in this sector?

At the end of this manual you will find a list of potential questions. This is by no means definitive but
designed to serve as a reference.

Because so much ground may be covered in the informational interview, individuals sometimes take
notes during the meeting or record them. Always ask your interviewee if he or she minds that you do
this. A limited amount of note-taking is justified provided that your contact is agreeable and that you
don't interrupt communication between the two of you. Though it may sound obvious, whatever the
case, always listen closely to the person's responses and make eye contact.
Also, be willing to go "off script." While you want to be mindful of his or her time, if the interviewee
begins to follow an interesting tangent, go with the flow. This will help you establish a more natural
rapport. Before ending the conversation, you may want to ask the person for suggestions of other
professionals who would be beneficial to interview.

3. After the interview

After the interview, immediately send an e-mail thanking the person for his or her time. The
interviewee has taken time out of what is probably a very busy schedule to help you. The very least
you can do is to thank them!

Later, ensure to report back to them if you have followed up on any suggestions they made. As time
goes on, continue to strengthen the relationship by keeping your interviewee informed of
developments in your career. You never know how and when he or she might be able to help you
again, or you might be able to assist your new contact down the line.

Sketch out a brief outline of the topics covered and the information gained as soon as possible after
the interview. This will require only a few minutes, and will insure that you remember the important
points discussed. Later, working from your outline, you can construct a more detailed report of the
interview.

An informational interview can be a key component in your career toolbox, providing you with
insight, guidance and professional connections that cannot be gained through other means. The next
time you are searching for a job or find yourself considering a career switch, think about what you
may gain from arranging a few of these short but valuable meetings.

Informational Interview Questions

The following questions are intended to help you build a detailed picture of the occupation. Use these
questions only as a guideline. Your interview will be most effective if you formulate questions that
reflect your genuine curiosity about careers.

Occupational Questions:

1. What is the title of the person you are interviewing?

2. What are other commonly-used titles for the position?
3. What are the duties performed during a typical day? Week? Month? Year? Does s/he have a set
routine? (As the person describes the duties, ask what skills are needed). How much variety is there on
a day-to-day basis?
4. What educational program is recommended as preparation? (Distinguish between courses which
are desirable and those which are indispensable.)
5. What kinds of courses are most valuable in order to gain skills necessary for success in this
occupation? (Distinguish between courses which are desirable and those which are indispensable.)
6. What degree or certificate do employers look for?
7. What kind of work/internship experience would employers look for in a job applicant?
8. How can a person obtain this work experience?
9. Are any co-curricular activities recommended?
10. What steps besides meeting educational and experiential requirements are necessary to "break
into" this occupation? (i.e. - exam? interview? union membership?)
11. What are the important "key words" or "buzz words" to include in a resume or cover letter when
job hunting in the field?
12. What are opportunities for advancement? To what position? Is an advanced degree needed?
(If so, in what discipline?)
13. Which skills are most important to acquire? (i.e. - which skills do employers look for?)
14. What are the main or most important personal characteristics for success in the field?
15. What are the different settings in which people in this occupation may work (i.e. - educational
institutions, businesses, etc.)?
16. What other kinds of workers frequently interact with this position?
17. Is there evidence of differential treatment between men and women workers with respect to job
duties, pay, and opportunities for advancement?
18. What are the employment prospects in the advisor’s geographic area? Where are the best
employment prospects? What are the employment prospects at the advisor’s company? Is mobility a
necessary factor for success?
19. What are some related occupations?
20. What are the different salary ranges?
21. Does the typical worker have a set schedule (i.e. - 8 a.m. to 5 p.m.) or are the hours flexible?
22. What are the demands and frustrations that typically accompany this type of work?
23. Is there a typical chain of command in this field?
24. How can you determine that you have the ability or potential to be successful in this specific
occupation?
25. Is this a rapidly growing field? Is it possible to predict future needs for workers in this field?
26. What types of technology are used and how are they used?
27. Where might job listings be found?
28. What entry level positions are there in this field that a liberal arts graduate might consider?
29. What does the advisor know now which would have been helpful to know when s/he was in your
shoes?

Functional Questions:
1. How many hours does the advisor work?
2. What sort of education does the advisor have?
3. What has been the advisor’s career path from college to present?
4. What are the satisfying aspects of the advisor’s work?
5. What are the greatest pressures, strains or anxieties in the work?
6. What are the major job responsibilities?
7. What are the toughest problems and decisions with which the advisor must cope?
8. What are the dissatisfying aspects of the work? Is this typical of the field?
9. How would the advisor describe the atmosphere/culture of the work place?
10. Does the advisor think you left you out any important questions that would be helpful in learning
about the job or occupation?
11. Can the advisor suggest others who may be valuable sources of information?