When a senior executive is looking to make a professional move, connecting with a strategic network is essential. One way to cultivate such connections is through networking coffee chats. Following is the 2nd in a 2-part series where I share a couple more Secrets from a Search Consultant™ for making a networking coffee work for you. These are no-nonsense, practical insights I’ve gained over 30 years as an executive search consultant and now as a strategic advisor helping C-suite leaders land their next right position.
In Part 1, we focused on prep and planning for the networking coffee. Here in Part 2, I give you a sneak peek into 5 ‘secrets’ focused on making the coffee chat itself and your follow-up work for you:
1. LIMIT THE SMALL TALK. Don’t spend too much time on chit-chat. Be sure to ask about them with genuine interest, and then be prepared to pivot to yourself and the reason you asked to meet.
2. DON’T ASSUME THEY KNOW YOUR BACKGROUND. Even those who think they know you really don’t—personal contacts likely don’t know your professional story and professional contacts may only know one chapter of your career story. Be prepared to provide a high-level overview of your professional experience. For example, a Chief Marketing Officer: “I have staff responsibility but also like to ‘get my hands dirty’. My boardroom exposure is limited but I can hold my own. Beyond typical marketing experience, I have a background in ‘fixing’ a marketing department and taking it to the next level. I have represented the CEO at industry events including announcing the marketing plan for new product launches.”
3. Paint a CLEAR picture of your ideal career move. CMO example: “My next move is to a CMO for a consumer products company reporting to the CEO with a focus on marketing to kids and their parents. Seeking a privately held company with no venture capital money. Ideal company would have minimum X-number of employees, a global footprint, headquartered in Chicago, an overall budget of X-million, and a marketing budget of X-million.” As you paint this picture for them, they will be thinking of specific individuals/companies—some may be a few degrees of separation from your ultimate target connection, but they can help get you closer to the right introduction.
4. MAKE THE ASK. Be clear and specific about what you would like them to do for you. They really want to help you, but you need to tell them how. A connection that seems obvious to you may not even hit their radar. For example, he may see his brother-in-law as the guy who comes to his family’s holiday dinner, while you see his brother-in-law as a key player in your industry or organization of interest. Tell them specifically who you would like an introduction. Ask them to send an introductory email to both of you, and once you receive the email, you will take it from there.
5. FOLLOW UP. Reach out within 24 hours to thank them for their time and help making the connection(s) and be sure to attach your resume that they can pass along in their introductory email. Once you’ve connected with their referral, follow up to thank them again and provide a brief update.
I will share more on these and other secrets in our consulting sessions. As your strategic advisor my mission is to get you ready for the interviews that will land your first or next C-suite position. Through The Montague Method, I’ll share my Secrets from a Search Consultant™. Explore the rest of my website to learn more and schedule a complimentary 20-minute exploratory consultation.
