Visualize Your LinkedIn Network

Visualizing your business network can give you some interesting insights about where your connections are.

This is a map of my personal network on LinkedIn. (You'll see me in the middle there.)

What I find most interesting is that large blue mass to the the left. Those links are to individuals who are entrepreneurs, angel investors and startup guys. The green links are the same but differ in location from what I can see. The pinkish links to the right are my current connections through Freelance MD.

If you're looking for a nonclinical job or building any business on the side, your business network is the place you'll start.

Join the Freelance MD Group on LinkedIn here

Get your own LinkedIn network map here

Physician Networking

By Michelle Mudge-Riley DO

NetWORK?

Do you avoid networking because it seems like work?  In a negative way? 

You know you should be networking to find a job or create a job – no matter what you are looking to do but especially if you are an entrepreneur.

Here’s the first question you should ask yourself  - when networking, do you enjoy yourself? 

If not, you should.  That is one of the “secrets” of networking – it should be fun.  If you are having a good time with it, chances are, you are making a good impression on the person you are talking with and showing him/her your best self.

But some people have a lot of fun talking nonstop about themselves.  And if you talk only about yourself, you’ll soon find that isn’t the best way to network and definitely does not give off a good impression. 

So the next question is, have you ever thought about networking as just helping someone?

Many of the doctors I work with tell me they are intimidated by networking.  They see profiles of people on Linked In or see individual’s title on a website and assume these people would have no interest in talking with them.  I’ve approached many doctors, chief medical officers, CEO’s, Vice Presidents, etc. and have had about an 80%-90% return rate via an e-mail or call.   I encourage other doctors  to approach anyone they want to talk with and suggest they will experience the same return rate of response.

Why do I have this confidence?  I’m not any different than anyone else – I don’t have a fancy title or sales pitch to get people to call me back.   Most of the doctors I work with have done many more impressive things than I have. I’m not any better or more fun to be around than anyone else (though I often wish I was that quick-witted person everyone always wants to talk to but I can’t tell a good joke to save my life).   What I try to do is have fun and find a way to help someone when I approach him/her.  I’ve found most successful people are willing to consider help from someone else and would also like the opportunity to help someone else.

A few years ago I read a book about this.  At first I felt silly doing it and didn’t really know how I would be able to help someone who I wanted to help me.  But it’s amazing how just by uttering that sentence (“what can I do to help you”), the other person sees you differently than someone who just wants something. 

And the really important thing is, you also begin to see things differently.  No longer are you in it for yourself.  You really want to help this other person and in the process, you learn something about yourself and you build a relationship.

And that is the key with networking, in my mind.   It isn’t just work to be done and then forgotten about. It’s about building relationships. 

Never Eat Alone by Keith Ferrazzi is that fantastic book I just referred to.   The book is all about networking through building relationships.  There are a couple reasons why you should read this book.  First of all, it’s a very easy read.  Second of all, it makes sense.  For example, being authentic and genuine when talking to people will help you feel like networking is fun, not work.   The book also gives a ton of examples of how helping someone can help you build a relationship with that person.

It worked for me.  I help physicians find ways to diversify their careers – be it in non-clinical careers or simply through enhancing their own revenue in some shape or form.   I do this because I wasn’t happy in my clinical career and eventually I found my way – but not without a lot of missteps and confusion and need for sense of direction.   Every doctor I help teaches me something I can use to help another doctor who works with me.  I also work as a consultant to large employers in health promotion and wellness.  About 18 months ago I met an actuary and offered to help him with some medical claims analysis.  That lead to a $49,000 project with some neat outcomes for the employer – a 2:1 return on their investment and a significant decrease in the medical risks (specifically hypertension) for their employee population. 

In my next blog, I’ll talk a little more about tips for approaching people and helping them and about building a relationship so you can find/get work and have fun– not just work – when you network.

About: Michelle Mudge-Riley DO successfully made the transition from clinical practice to non-direct clinical work and now works for a brokerage firm in Richmond, Virginia as Director of Wellness and Health Promotion. She has worked with over 50 doctors located in various locations throughout the United States.

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Connecting The Dots: Enterepreneurial Networks & Innovation

Networks drive innovation.

Social network analysis views social relationships in terms of network theory consisting of nodes and ties (also called edges, links, or connections). http://en.wikipedia.org/wiki/Social_network

Social networking theorists have stressed the value of networks to individuals, companies, and even countries. Creating and connecting dots has replaced money, sex and real estate as the top topics at cocktail parties and propelled the founder of Facebook to the cover of Time magazine.

Institutions of higher education, like health sciences professional schools,  will likewise benefit from this networking trend and become part of the movement towards creating the entrepreneurial university http://www.huffingtonpost.com/buck-goldstein/the-entrepreneurial-unive_b_516503.html

The concept of the entrepreneurial university goes beyond creating high performance technology transfer operations with eye-popping  invention disclosure, licensing and spinout numbers. Rather, the idea is to create structure and processes, an academic innovation ecosystem, that provides an entrepreneurial mindset to every graduate of the unversity , not just a handfull of faculty superstars in the medical or engineering school.

Universities like the University of North Carolina-Chapel Hill, Stanford, MIT and Harvard have embraced the concept and are encouragng others to do the same. How would you know an entrepreneurial university if you saw one? A few things to look for are:

• A clear definition of innovation and a strategy that drives it
• Leadership from the top
• Robust campus  internal and external networks
• Clearly defined entrepreneurship learning objectives and curriculum design for all students
• Knowledge transfer and knowledge exchange programs
• Recruitment, development and retention HR policies designed to attract and promote entrepreneurial faculty
• A way to measure outcomes and impact

Innovation is our major sustainable competitive advantage. Entrepreneurial universities, and their professional school faculties,  are in a position to solve most of the world's major problems.  That vision is a long way from finding a date online the first week of college.

Smart Ways to Use LinkedIn

One of the first key points of advice I have for physicians interested in non-clinical career expansion is get on LinkedIn.

Why?  Well, for one, it is a major player in the world of networking 2.0.  It has taken the place of the rolodex and become the place to present your professional presence online.  For physicians that have not begun networking, it is a great way to start expanding your circle of contacts from outside of your direct friends and colleagues, to those who are “friends of friends”, 2^nd degree connections, and professionals interested in the same things you are.

For docs that are considering expanding into industry, I recently read that more than 60% of Fortune 100 companies use LinkedIn to save time and recruit/hire best candidates.  This means that recruiters from these organizations – some of the largest and most recognized in the world – are on LinkedIn every day to find and vet job candidates.  Hence another reason why you should be on it, and making the most of it.

Here are some ways to make your LinkedIn account work for you:

1. Make sure that you have a comprehensive, detailed profile set up.  This is the first place people will look to get a sense of who you are.  You want it to be a solid overview of your professional direction, your accomplishments, and a snapshot view of what you “bring to the table”.  Make sure it includes a picture – professional picture only, so that viewers can get a visual of you.  And skip the personal details on your profile – there is no need to include your birthday, your home address, or your personal interests.  This isn’t Facebook!  Your professional  email and (optionally) your work phone number will suffice.  Make sure to check the box that you are open to career opportunities if that’s what you want to reflect.  And make sure you use keywords in your profile set up, so if someone (a recruiter perhaps) is searching for a “CMO”, you will show up in search results. 
   
   
2. Make your profile (or most of it) public so that people who are not within the LinkedIn network can still view it without having to set up an account (although I don’t know why they wouldn’t!).
   
   
3. Join Discussion Groups in your areas of interest.  Do a search under “groups” for keywords that you’re particularly passionate/knowledgeable about.  For example, if you search for “Healthcare IT” over 5,000 groups are listed!  Be particular, and sign up to join the ones you think would be best (i.e., have a large network, are reputable).  Joining a number of groups will keep you actively engaged with a strong network of people with similar interests, and it will also drive traffic to your profile.  
   
   
4. Participate!  Once you’ve signed up for groups, go on them regularly to either post questions / discussion points, or to participate in dialogues going on over particular topics.  You’ll be amazed at what you can learn from other like-minded professionals.  You can also quickly build a reputation as a subject matter expert in your area of interest.  The key to success?  Contribute thoughtfully and intelligently – your answers become your online professional personae, and you don’t want to come across negatively.  If you post questions, make sure they are of a relevant, interesting topic that you think might be of use to the others in the group.  And if people answer, make sure to thank them.
   
   
5. Don’t try to “sell”.  Add value instead.  One of the things I’ve seen be the kiss of death for peoples’ LinkedIn reputation is the “over-selling” of their products or services to their LinkedIn contacts or within their Discussion Groups.  The purpose of these forums is to network, and if networking is truly about building relationships and looking for strategic alliances, then the better approach is to simply add value.  You won’t need to puff up yourself or your products/services if you simply provide something – be it an opinion, a resource – that gives back to the people in your network.  If they find it useful they will come to you, usually by checking out your profile and seeing who you are and what you do. That is why having a “meaty” profile matters.
   
   
6. Make connections.  Your network is a good reflection of your professional reach.  If you only show 5-10 connections, people don’t know what to think … that you’re a late adopter?  That you’re a technophobe?  That you don’t have any friends or colleagues?  At least 30-60 connections gives a much better impression for people viewing your profile, so the effort it takes to connect with others is worth it.
   
   
7. Protect your network.  My rule of thumb is to connect with people that are either 1)  people I’ve worked directly with and are my “trusted colleagues” that I can vouch for, 2) people that I’ve met through networking events, conferences, etc., who I know fairly well, 3)  people that are work “acquaintances”, but who I am confident will be value-added members of my network, 4) people that are connections of my trusted colleagues, who basically have credibility by affiliation, or 5) people that are members of my trusted LinkedIn groups, based on the same reason as #4.  There are people who will connect with anyone and everyone simply to build their network and rack up numbers.  I am not that way.  Since I view my LinkedIn network as a trusted source of friends, colleagues and professional contacts – as well as a group that overall reflects upon my professional presence online – I make sure that I choose my connections wisely.

For a great series of articles on how to make LinkedIn work for you, see here:  http://linkedintelligence.com/smart-ways-to-use-linkedin/. 

And for those of you that are really new to LinkedIn (the majority of physicians that I talk to!), here is a real “how-to” for getting started :  http://www.dummies.com/how-to/internet/Blogging-Social-Networking/LinkedIn.html

 See you on LinkedIn!

Jumping The Track From Clinical Practice To Industry

For physicians looking for non-clinical careers, it's a different world.

An increasing number of physicians are considering non-clinical careers. Some may have discovered they can no longer sustain their purpose and passion through a clinical practice. Others may feel trapped and simply want a change. Many would prefer to build on their background and experience—and continue to serve patients—but in a different way. For those up to the challenge, a career in either the medical device or pharmaceutical industries could be viable option. 

A career in these industries could be every bit as rewarding and stimulating as the practice of medicine.  In fact, it is possible to touch many more patients through the development and commercialization of medical devices or drug products. The challenge is in managing the transition. 

Physicians who are looking to jump the clinical track will need to fine tune a number of important life skills. Managing the doldrums while still in practice, keeping the dream alive, and sorting things out are all part of the process—as is dealing with set backs. And there will be set backs. But these can be balanced by efforts aimed at experimenting and exploring as well as networking and learning.        

First, consider the need—and what you have to offer. How could you help a company bridge the gap between a clinical problem and its solution? This will help you know where to focus your efforts and how to allocate your limited time and resources. 

Be aware of some common mistakes companies make.  In general, device companies think all the engineering is in the device—and drugs are just something you take off the shelf and put in the reservoir. Pharmaceutical companies think all the science is in the drug product—and devices are so simple, anybody could do it. Unfortunately, both are wrong. With the right background (and change in mind set), physicians could help companies overcome these mistakes. It’s a matter of truly understanding the clinical need and working as part of a team to commercialize the best product to address the problem. 

Clearly, some physicians may be better suited for certain jobs. For instance, an orthopaedic surgeon with a mechanical engineering background could be a good fit for a role in designing and testing a new implant for total joint replacement.  An internist who has been involved in human clinical trials could be a good fit for a position aimed at developing and implementing clinical protocols to meet regulatory expectations.

Second, do your homework. Learn as much as you can about the target companies for your job search—and develop a plan to explore the opportunities that would be the best fit for you.  Do you know where these companies stand in your chosen industry. Revenue and earnings growth is important—but you should know a lot more about these companies. 

What about the company’s social architecture? What do they value? What is their mission or reason for being? What is their vision of the future? How well does the company’s core values fit with yours?  If you and the company are not aligned on this, chances are you will be unhappy in the long run—no matter what you are offered in terms of compensation and benefits.       

What about leadership attributes? How does the company define leadership—and what are they looking for in candidates for employment? Do you have what it takes to meet the company’s expectations in terms of leadership? Have you demonstrated the ability to set the direction and plan for others, build the best team, be a role model, and deliver results?  If not, what can you do to develop the skills necessary for the position you seek?  

And finally, execute your job search. To ensure success, you will need to do three things really well: network, network, and network some more. Tap into your clinical network to understand the commercial needs and the healthcare provider assessment of the leading companies in your chosen industry.

Expand your network to include executives and hiring managers in your target companies.  Find out who you should be talking to learn more about who is hiring or willing to create a position for the right person.

And reach out to a few, well-known and respected executive recruiters in your field. It’s important to plug into people who understand your target companies in your chosen industry. But don’t be fooled by those who claim to know a lot about clinical practice and how physicians can contribute in industry. The fact is, few have placed physicians in these roles—and even fewer truly understand medical devices or the roles physicians can play in areas outside of R&D. There are a few solid performers, such as Korn Ferry, Spencer Stuart, and Heidrick & Struggles. These would be good firms to include in your network.  

Networking Your Way to Career Change ... Are You Ready?

In my work with physicians expanding outside of their clinical roles, one of the biggest success factors I see with docs who are able to do this well is their ability to network.  

No, not the kind of networking that many of us think of ... the attending networking "events", approaching strangers, handing out business cards in desperation, making small talk to find out what they can do for me - kind of networking ...

No, the kind of networking that works. The kind that is about building relationships, and expanding your circle of trusted colleagues that allows you to become one of their trusted contacts. Networking is about finding a common goal and a common mind-set with other professionals and capitalizing on that for both of you. It's about finding a "win-win".

An Emergency Physician that I recently spoke with told me that his recognition of networking in this way totally changed his approach and his success with his own career change. While still practicing, he began reaching out to his close friends and colleagues to share with them his ideas for career expansion. The good news is that he had done his homework and knew the direction he planned to take outside of medicine (which in his case was independent consulting work for a healthcare consulting firm). He told me that having a point of view and a sense of how his skills/experience fits the industry helped, as it framed the questions he asked and the people that he connected with.

What started as a few conversations with colleagues he knew well (particularly one, a physician he had been in residency with who had left clinical practice to do consulting work), grew into more focused and directive conversations with "friends of friends", and others within the industry who helped him both build the confidence and the knowledge he needed to make an educated career move.

He also told me that he did his best to connect others as he networked, and found that doing so added value for the people he was meeting. He said that creating this reciprocal relationship was critical in his networking - it not only provided a benefit for the people he introduced, but it also positioned him as someone who could recognize a need and "connect the dots" - a big win for his reputation.

This physician is now working for a boutique healthcare consulting firm, and while he told me that it is not his "optimal" role yet, it has moved him significantly in the direction he wants to go. And he confided that he would have never had the courage, or the inroads, to move into this phase of his career without the people that he met and built relationships with.

A terrific resource for people trying to begin networking is Keith Ferrazzi's book "Never Eat Alone: And Other Secrets For Success One Relationship At A Time".

If you want to step it up a notch, I've heard good things about his more recent book on building your personal / professional network - "Who's Got Your Back: The Secret to Finding the Three People Who Will Change Your Life".  

I highly recommend them both.