We have received a lot of questions about networking, so as promised in my last column, I wanted to explore the concept of networking more fully.
Networking 101
There are a lot of misconceptions about networking – what it can and cannot do for your job search. If done properly, networking is the single most effective method for finding career opportunities.
Intuitively, networking makes sense. For example, when looking for a decent plumber to work on your pipes, or a good auto mechanic, or whenever you have any problem to solve, you are likely to ask your friends, family, and others whose opinion you trust for referrals. You are more likely to use a professional who has provided a satisfactory level of service for people you trust.
The same process happens when a manager comes in on Monday morning to discover that one of her employees has resigned. She now has a problem, and must hire a replacement. Or perhaps she has finally received permission from upper management to hire for that new position. This is what is commonly called the ‘hidden job market’ – that is, jobs that are currently ‘hidden’ from wider public knowledge. Most, if not all, job openings are hidden for some time, at least, while the hiring manager decides how best to fill the role.
What are the manager’s options at this stage? She can start up the job search process, perhaps advertising on a job board or newspaper, or use the services of an employment agency or executive recruiter. She will most likely talk to colleagues, industry contacts, and other people she trusts for leads on individuals who may be suitable. As a networker, this means that you don’t have to necessarily talk directly to someone with a job to be filled, but someone who is usually contacted when a job needs to be filled.
“Priming the pump”
The major problem that most people have with networking is that it takes time, since the timing of informational interviews can be unpredictable. The important thing is to start now. The sooner you “prime the pump” of your network, the sooner you will get the interviews and the job offers.
What is networking?
Networking is a structured approach to personal research with the purpose of securing leads on job opportunities that usually have not been advertised to the broader public. The best definition of networking I’ve heard is: “Socializing with a purpose”.
What networking should not be
Networking is not supposed to be shamelessly calling up people you know to see whether they or someone they know can hire you. It should also not entail trying to convince your friends and relatives to take over your job search for you. You should always maintain control over your job search, particularly when faced with the well-intentioned contact who volunteers to send your resume to “so-and-so”. Always try to contact the next network link yourself, so you can form the relationship.
How to start your networking
It’s easy! Simply create a list of people you know. Look around you for who to contact: doctors, dentists, alumni, bankers, insurance brokers, former teachers, neighbours, friends, family, family friends, etc. You’ll be surprised how many people you know.
Qualify your list
From this initial list, create a list of Level 1 network nodes – the people on your list you feel are more likely to provide further leads and the best advice. For example, your mom would not be on your Level 1 list, unless she’s president of the local Chamber of Commerce, that is. Use a grading system consisting of:
Level 1 (hot prospects)
Level 2 (may be helpful)
Level 3 (everyone else)
Start by contacting your Level 1 contacts first. As you move through them, you will contact their next level of contacts, that is, the people they know who may be able to help you. Only after your initial list starts to dwindle should you move on to Level 2 and 3.
Define what you want to get out of the process
- Job leads you never had before
- Information about hiring trends
- Opinions: about your resume, image, job search strategy, salary expectations, etc.
- Access to other relevant professionals who can help build your network
Define your approach first: Plan to succeed
Spend some time up front planning your approach. Know your strengths, relevant experience, specific abilities, career “elevator speech”, and career objectives. Always try to establish face-to-face meetings since they are always more memorable, and let’s admit it, image matters. Plan for a maximum of 15 to 30 minutes time with your network contact, so be prepared.
Maximizing “face to face” time
You’ve got a meeting, now what? You have 15 to 30 minutes maximum. Remember, the person you are meeting with did not call for this meeting, and they are already taking time out of their busy day to meet with you. This is your meeting, so don’t expect to sit back while your contact rhymes off wonderful lists of top-notch contacts and incredibly useful information. You should set the agenda: build rapport and trust (quickly), and then ask the questions you need answered. Take copious notes, but respect your time allocation religiously. As you approach your allotment, mention the time you have left, and what must still be covered. Only if your contact insists should you go over the time you were allowed. Try to make this a two-way exchange of information.
Thank your contact for his or her time, and let him or her know that you will follow-up occasionally to let him or her know how things are going, and keep people posted on your progress. Write thank-you letters to people who take time to speak with you. Always leave a good impression – someone might remember you in a few weeks when s/he hears about a job opening.
The best networking meetings are those in which both sides learn something. Remember, you are seeing many different people, and you are picking up information as you go. Without betraying any confidences, you may be able to convey some useful industry information that can be helpful to your network contacts.
Power networking: The “super” nodes
Not all network contacts are created equally. In any network, you will likely find super nodes – people who seem to be amazingly connected, and seem to know everyone. Treat these people like gold; they can be incredibly important to your job search. You can usually identify these people in two ways: when you meet them, they usually provide many more prospects than your other contacts; or their name is mentioned disproportionately more by other contacts you meet.
Networking is a lot like insurance…
…it is always better to have it before you need it. Make a point, while you are still gainfully employed, to maintain your network. It doesn’t need to take a lot of time, particularly if you focus primarily on your super nodes. Get involved in industry events or activities and conferences. Consider volunteering at other professional events you find interesting. Networking should not be a chore. If you don’t enjoy engaging these people, you may want to consider another profession or industry.
NETWORKING TIPS
- Don’t ask for a job. Ask for help, opinions, and advice.
- Have good manners and practice good interpersonal communication skills.
- If you’re contacting someone who doesn’t know you, introduce yourself succinctly (use your “elevator speech”). Stating your name and the name of the person referring you (if applicable) right up front will get you a more receptive response, since the busy professional on the other end wants to deal with this current interruption as quickly as possible.
- Have a positive attitude at all times. Job searching may be getting you down, but DO NOT let it show. No one wants to hire (or recommend) someone who has a gloomy attitude. On the other hand, enthusiasm and positive attitude can be infectious.
- Be yourself – your best, always-aspiring-to-be-professional self.
Michael Mayne, M.B.A., CMA, is Managing Partner and a Certified Professional Career Counsellor at Catalyst Careers, a Career Transition, Counselling, and Outplacement firm. Michael has been involved in the not-for-profit sector for many years, and is Past President and Treasurer of ALS Canada. To contact Michael, visit: www.catalystcareers.com.
To submit a question for a future column, please e-mail it to careercoach@charityvillage.com. No identifying information will appear in this column.
Disclaimer: Advice and recommendations are based on limited information provided and should be used as a guideline only. Neither the author nor CharityVillage.com make any warranty, express or implied, or assume any legal liability for accuracy, completeness, or usefulness of any information provided in whole or in part within this article.
