Super Networking: Information Sessions

I want to thank everyone who came to the RFA and RAMA kick-off meetings. A common question asked at these meetings concerns approaching industry professionals and networking. I'm going to try to describe some tactics which I used and some general guidelines. I want to emphasize the importance of networking. Even if it doesn't translate to a job in the industry immediately, the financial scene in Toronto is small, and starting to develop relationships early will pay immense future dividends. There will be many opportunities to meet industry professionals: information sessions, club industry events, and case competitions. As well, cold-calls and emails are good methods.

At events such as information sessions and industry events, candidates face the challenge of speaking with industry professionals alongside dozens of other students. It's almost impossible to stand out, however, there are a few things I believe can improve your chances. Before I even begin, I want to discuss business cards. Though some people may not agree, it is my belief that one should never ask for a business card and never offer one. I cannot stress this enough. Always have them handy, however, consider it a privilege to be asked for one. You do not need a business card to contact a person. If you cannot glance at a person's name tag and remember it for five minutes until you can write it down, you probably don't deserve to be there in the first place. Once you have a name, it's easy to work backwards and figure out that person's email. More on emailing later. As I wrap up a conversation in this setting, I say something like "Well Joe, it was very informative talking to you, and thank you for answering my questions. I hope it is okay that I reach out to you in the next few weeks if I have any other questions about firm X". At this point, if the professional offers an exchange of contact information, you know that you have made a good impression.

This sort of dialogue should be the tone of the entire conversation. The most common mistake I see people making is that they come on too strong. Professionals do not want to hear a play-by-play of your personal history. They spend 12 hours a day at the office and don't care to discuss what's going on in the economy. Don't try to impress them with what you read in the Globe and Mail that morning; chances are, they know more than you do. Instead, wait for a convenient break in the conversation and ask an educated question. "What is your background, and when did you develop an interest in finance?". "Which industry group are you involved with and what are some of the challenges you face these days?". Or my all-time favorite, when somebody is making an ass out of themselves, ask "I see that your beer is running low, want to walk over to the bar and grab another one?". Your goal is to not stand out in any way. Be reactive to the situation around you, try to make your questions timely and fit into the context of the conversation. Be relaxed, be yourself, and don't be afraid to show that you are human, can make a joke, talk about sports, and become excited by what they are saying. If you can do this successfully, don't be surprised if the professional begins asking you what your interests are, work experience, etc. This is when you know you've made an impression and can begin marketing yourself.

A quick rundown of common-sense things: don't crowd other people out of the conversation, know when to move on, keep things short and sweet, introduce other people to the guest, and be polite. It isn't rocket science.

After one of these sessions, remember the names of a few individuals which you have really had a great conversation with. Wait a few days and email them. I will go into the exact details of what these emails should look like in my following post.