The 20-Minute Networking Meeting

1. Networking is crucial for executive job searches

"Eighty percent of all executive jobs are "listed" on the invisible job market."

The hidden job market. Most executive-level positions are not publicly advertised. Instead, they are filled through personal connections, referrals, and networking. This "invisible job market" accounts for approximately 80% of executive job opportunities. To access these hidden opportunities, executives must actively engage in networking activities.

Networking benefits:

• Gain insider information about industry trends and potential openings
• Build relationships with decision-makers and influencers
• Increase your visibility within your field
• Receive valuable advice and mentorship from experienced professionals
• Access opportunities before they become public knowledge

By focusing on networking, executives can tap into a wealth of opportunities that would otherwise remain hidden, significantly increasing their chances of landing their next ideal position.

2. The 20-Minute Networking Meeting model maximizes efficiency

"A full hour (even for an executive recruiter who is accustomed to this) lost my attention."

Optimize meeting duration. The 20-Minute Networking Meeting model is designed to maximize the effectiveness of networking interactions while respecting everyone's time. This approach ensures that meetings are focused, productive, and leave both parties feeling satisfied with the exchange.

Key components of the 20-Minute Networking Meeting:

1. Great First Impression (2-3 minutes)
2. Great Overview (1 minute)
3. Great Discussion (12-15 minutes)
4. Great Ending (2 minutes)
5. Great Follow-Up (after the meeting)

By adhering to this structure, executives can make a strong impression, gather valuable information, and expand their network without overwhelming their contacts or themselves. The brevity of the meeting also increases the likelihood that busy professionals will agree to future interactions.

3. Preparation is key to successful networking meetings

"Don't expect more than a few nuggets from each contact!"

Do your homework. Thorough preparation is essential for making the most of your networking meetings. Research your contact, their company, and relevant industry trends before the meeting. This preparation allows you to ask informed questions and demonstrate genuine interest in your contact's expertise.

Preparation checklist:

• Review the contact's LinkedIn profile and company website
• Familiarize yourself with recent news about the contact's company and industry
• Prepare specific, thoughtful questions tailored to the contact's experience
• Develop a clear understanding of your own goals for the meeting
• Practice your one-minute overview of your background and career objectives

By being well-prepared, you show respect for your contact's time and increase the likelihood of having a productive and memorable conversation.

4. A great first impression sets the tone for the meeting

"Remember that every person who agrees to a networking meeting is giving you a gift."

Start with gratitude. Begin the meeting by expressing sincere appreciation for your contact's time and willingness to meet with you. This sets a positive tone for the interaction and acknowledges the value of their assistance.

Elements of a great first impression:

• Arrive on time or a few minutes early
• Offer a warm greeting and firm handshake
• Make eye contact and smile
• Express genuine gratitude for the meeting
• Briefly remind the contact of your connection or how you were introduced
• Clearly state the purpose and agenda for the meeting

By starting the meeting on the right note, you create a foundation for a productive and enjoyable conversation that both parties will remember positively.

5. Provide a concise overview of your background

"A one-minute overview is efficient and strategic."

Craft your elevator pitch. Develop a concise, one-minute overview of your professional background and career objectives. This brief summary should highlight your key strengths, experiences, and goals without overwhelming your contact with unnecessary details.

Elements to include in your one-minute overview:

• Years of experience in your field
• Key industries or companies you've worked for
• Significant achievements or roles
• Current career objectives
• Relevant skills or certifications

Practice delivering your overview smoothly and confidently. Remember, the goal is to provide enough information to spark interest and guide the conversation, not to give an exhaustive account of your entire career history.

6. Structure the discussion around five key questions

"These first three key questions are questions that you will write yourself, following The 20-Minute Networking Meeting structure."

Guide the conversation. Prepare five key questions to structure your networking discussion. The first three questions should be tailored to your contact's expertise and background, while the last two focus on expanding your network and offering reciprocal assistance.

Question structure:
1-3. Customized questions based on your contact's experience
4. Request for additional networking contacts
5. "How can I help you?"

Example questions:

• "Given your experience in [industry], what trends do you see impacting [specific area] in the next few years?"
• "You've successfully transitioned from [previous role] to [current role]. What advice would you give someone looking to make a similar move?"
• "Are there any professional associations or certifications you've found particularly valuable in your career?"

By structuring your discussion around these questions, you ensure a focused and productive conversation that benefits both parties.

7. End the meeting graciously and follow up promptly

"Don't let more than twenty-four hours pass before sending a thank-you follow-up."

Conclude with appreciation. End the meeting by summarizing key points, expressing gratitude, and outlining any next steps. Follow up within 24 hours with a personalized thank-you message that reinforces your appreciation and reiterates any commitments made during the meeting.

Elements of a great ending and follow-up:

• Thank the contact for their time and insights
• Briefly recap key takeaways or action items
• Offer a specific compliment about the conversation
• Send a prompt, personalized thank-you message (email or handwritten note)
• Reference specific points from the conversation in your follow-up
• Fulfill any promises made during the meeting (e.g., sending articles or making introductions)

Prompt and thoughtful follow-up demonstrates your professionalism and helps solidify the relationship, increasing the likelihood of future assistance or referrals.

8. Networking is a two-way street: offer help in return

"Networking isn't just about us, but about finding ways to help others, too."

Practice reciprocity. Always look for ways to provide value to your networking contacts. This approach helps build stronger, more mutually beneficial relationships and increases the likelihood that your contacts will be eager to assist you in the future.

Ways to offer help:

• Share relevant industry articles or research
• Make introductions to other professionals in your network
• Offer your expertise or skills for a project or initiative
• Volunteer for causes or organizations your contact supports
• Provide feedback or insights based on your own experiences
• Recommend their services or products when appropriate

By consistently seeking ways to help others, you establish yourself as a valuable connection and create a network of professionals who are more likely to support your career goals.

9. Expand your network through referrals and introductions

"Most executives find their next opportunity through the 'third ring' of contacts (i.e., friends of friends of friends)!"

Leverage second-degree connections. Actively seek referrals and introductions from your existing network to expand your reach. These "warm" introductions are often more effective than cold outreach and can help you access opportunities in the hidden job market.

Strategies for expanding your network:

• Ask current contacts for introductions to relevant professionals
• Attend industry events and conferences to meet new people
• Join professional associations and participate in their activities
• Engage in online networking through platforms like LinkedIn
• Volunteer for industry-related causes or organizations
• Consider board positions or advisory roles to expand your reach

Remember that each new connection has the potential to introduce you to their own network, exponentially increasing your access to opportunities and information.

10. Maintain your network with meaningful ongoing communication

"Unless you have an update including time-sensitive or significant information, consider staying in touch about once a quarter, at most."

Nurture relationships. Maintain regular, meaningful contact with your network to keep relationships strong and stay top-of-mind for potential opportunities. However, be mindful of the frequency and content of your communications to avoid becoming a nuisance.

Best practices for ongoing networking:

• Share relevant industry news or insights
• Congratulate contacts on professional achievements or milestones
• Offer updates on your own career progress or significant changes
• Invite contacts to relevant events or webinars
• Share opportunities that might interest your contacts
• Periodically check in to see how you can be of assistance

By maintaining these connections in a thoughtful, valuable way, you create a robust, supportive network that can provide ongoing benefits throughout your career.

Last updated: October 24, 2024