How to succeed at networking events

Make a strong impression (for the right reasons) on banking staff at networking events, and you could walk away with an inside contact to help smooth your path through the recruitment process.

By now, if you're trying to get on a graduate training programme, you'll know the importance of networking. But just in case... here's a timely reminder from Alison Trauttmansdorf, head of graduate recruitment at Goldman Sachs: "Bankers and recruiters will always pass on details of students who make a particularly good impression."

Natalie Hildon, graduate and MBA recruitment marketing director at Merrill Lynch, confirms the networking advantage: "If you make a great impression on one of our people during a networking event, they may invite you to remain in email or telephone contact with them afterwards," she says.

But what's the etiquette at networking events? We asked graduate recruiters for their top tips for students ...

DO:

· Come prepared: The best candidates are interested, enthusiastic, and ready with a stock of good questions, says Brian Hood, head of graduate recruitment at Citigroup. Strong candidates plan their strategy in advance. "A well-planned approach will pay dividends at a networking event," says Trauttmansdorf at Goldman Sachs. "Figure out which areas of the bank you might be interested in and prepare some questions in advance," she says. "This is an opportunity to show you have thought constructively about a career in banking and to introduce yourself to the business."

· Try to ask discerning questions that show what you know: If you know something about the area you plan to join, networking events can be occasions to show off your advanced knowledge. "You might want to ask about the challenges facing the banking industry. For example, how will rising oil prices affect the financial services sector," says Lucy Evans, graduate resourcing advisor at ABN AMRO. "Networking events can be excellent opportunities to ask senior bankers about strategic issues," agrees Trauttmansdorf. "You might want to ask their opinion about the future of derivatives in emerging markets, or the potential of the BRIC countries - Brazil, India and China."

· Join in: There is no point attending a networking event if you end up skulking on the fringes like a shrinking violet: success is all about pro-activity.

And now a word on what you most definitely should not be doing ...

DON'T:

· Monopolise the conversation with a senior banker: "A lot of people will want to ask questions and it's important not to steal the show," says Trauttmansdorf. "You need to be seen as fair and considerate to your fellow students." Joanne Scott, head of firm-wide campus recruitment at Morgan Stanley, advises students to talk to as many of the bank's representatives at campus events as you can. "Talking to as many business representatives as possible will give you a perception of the culture of a firm and the working environment," she says.

· Tout your CV: This is frowned upon at networking events, but recruiters say some well-prepared students come equipped with business cards to hand out. Even if you don't have your own business card, it's a good idea to ask for the cards of the bankers you talk to - and to ask if you can follow up with subsequent questions by email.

· Try to be too clever: "Don't be concerned about trying to ask clever questions in order to impress senior figures," says Scott at Morgan Stanley. "If you are unsure whether banking is for you, try asking questions about their own personal career choices," she advises. Examples include: "Why did you choose investment banking? How has your career path developed? What is the most rewarding part of your job?" If you want to drill down into the differences between particular roles, you'll need to ask what they entail. "You might want to ask what's involved in a job as a corporate finance analyst," says Evans at ABN AMRO. "This is your chance to find out what the role really involves."

· Over-indulge: Hood at Citigroup says the worst performers at networking events tend to stick to a single banking representative, or hang around the outside drinking free wine. "There is always someone who drinks too much," says another recruiter. "You need to show you can conduct yourself as you would in a business environment."

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