What’s expected for a prospect to know before a networking call? Will I be fine with just understanding the industry and asking questions about their experiences?
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i managed to get my first call on Tuesday. i have no clue at all. I’m just trying to have. a good idea of the industry and read his blog.
1) Know about the guy: Do a quick google search and and see if he has a LinkedIn profile or some company profile that gives some detail about his background. What school did he go to? Is he into a sport you know about? Are you guys both in fraternities? This will help you find a possible connection to break the ice if needed.
2) Know the basic functioning of IB. You’re not going to be grilled (speaking from SA level) but if you already know the gist of how an M&A deal and IPO works— then you’ll be able to skip all the time wasted from him defining each term for you on the short call. This also gives you the opportunity to ask him about specific deals that you can use later.
3) Know the firm’s style and any big recent deal that they were involved in. I’ve rarely had a networking call go into detail about any specific deal, but it shows that you’re interested in what’s happening in the real word.
That’s pretty much it. The point of a networking call is to let the banker do most of the talking. Beyond your initial elevator pitch of who you are/why you’re taking up his time, you should just have interesting questions prepared to drive the conversation. But don’t be robotic about it. Hope this helps!
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