The Follow-Up Is the Strategy: How to Turn Conversations Into Opportunities

External Networking - Blog 5 of 6

I met with Monica, CFO at a startup tech company.  I learned that she recently expanded the Accounting and Finance functions to prepare the company for an IPO.  We discussed what works and what doesn’t work.  After our meeting, I drafted a job description to show that I listened to her needs and anticipated next steps (ie: draft a job description) to make her life easier.

Immediate Follow Up

Within 48 hours of every meeting, I sent a follow up email to thank contacts for the meeting and report progress on my action items – revise resume based on their feedback, research a recommended company or connect with a suggested contact. I showed my gratitude by taking quick action based on our discussion and being clear about their impact on my progress.

Additionally, I used this thank you email as a reminder if they agreed to introduce me to a contact, provide additional feedback on my resume, or send additional information.

Periodic Updates

During my job search, I sent an update on my progress every 6 – 8 weeks.  I sent an individual email to EVERY contact.  The first paragraph of the email is personalized with specific requests for introductions based on their LinkedIn connections, comments based on their recent LinkedIn posts (e.g. new investment, exit, interesting post), or follow up on an action item.

The main body of the email included a summary of my progress (e.g. # meetings since my last update email, companies to which I have applied, key insights gained from recent meetings), an updated list of focus companies, and specific requests for introductions.  

My objectives for the email updates were:

• Show gratitude by providing updates on my progress and how I used their feedback;

• Serve as a memory trigger if they have connections with a focus company – My contacts were incredibly generous with introducing me to their contacts. I found that it was much easier for people to make introductions if I give them direction on who I want to meet;

• Provide a regular reminder of my name and my objectives – People are very busy and meet with a lot of people. I wanted them to remember me.

One unexpected byproduct of the update emails was the encouragement I received when I was feeling disheartened by my progress. When my own personal resolve was not enough to keep me going, I was lifted up by the many people who supported me and took time from their busy schedules. I got a boost of confidence with every response to my email!

I continued sending update emails every 6 - 8 weeks until my final email to celebrate the new job!

Thereafter, to maintain my connections, I send an update email every 6 months. You spent all this time and energy building your network, you need to nurture it. Please check out my blog on the topic.

Here is an example periodic email update:

I am continuing the search for my next role.  My highest priority roles to which I have applied are CFO at <COMPANY> (President - Hiring Manager Name), VP of Finance at <COMPANY> (CEO  - Hiring Manager Name) and Head of Finance at <COMPANY>  (Chief Product Officer  - Hiring Manager Name).  If you have connections at any of these organizations, I would appreciate a warm introduction. 

I recently made it to the final round for the CFO/CHRO role at <COMPANY>. Sadly, they chose another candidate. While the role aligned with my title and compensation expectations, it offered limited room to learn, grow and advance in my career. 

In the meantime, I’ve continued deepening my involvement with NewType Group, a public benefit corporation working to eliminate micro and nano plastics from wastewater. What started as an advisory role has grown into hands-on work across fundraising (Seattle Angel Conference, Transatlantic Angel Conference), accelerator applications (FedTech, Gener8tor), strategic partnerships, and leading our social media efforts to raise awareness around microplastics. It’s been an incredibly fulfilling way to continue learning, contribute to a critical environmental issue, and stay productive as I look for my next role.

As I look ahead, I’d welcome introductions to founders or teams who may be looking for a fractional, contract, or full-time finance executive. I'm also always open to connecting with other builders to exchange ideas, share insights, or simply support one another.  I am particularly interested in meeting founders at <COMPANY>.

Thank you, as always, for your continued encouragement.