Networking, or Informational Interviewing is one of the
most valuable strategies for gathering information and
establishing contacts. It can enable you to: Gain a
firsthand impression of a particular employer or industry;
get practical ideas and insider advice about how to enter
that field; get contacts with other people in your area of
interest; develop and maintain friendly relationships with
your contacts; enlarge the list of people who can alert you
to job opportunities.

“Networking” entered everyday business language in the mid
1990’s, and      acquired a degree of mystique that it
didn’t deserve. It is widely recognised now as an essential
in business life and in progressing a career. To see how
people understand the importance of networking, notice how
many dedicated groups and networking clubs that have sprung
up.

In this article we take away that mystique and explain why
you should network as a key part of any career search. And
how you should do it. Let’s get to the “Why” first. Think
about hiring from the employer’s point of view for a
moment. It is quite costly in time and in money, and it is
risky and uncertain. The costs will come through in fees to
professional recruiters or headhunters if the organisation
choses to outsource the work. If they do it in-house, the
cost come in the time of the people who have to write and
place ads, deal with responses, arrange interviews, write
to candidates, and so on.

So what would employers prefer in an ideal world? Just what
you and I would  prefer. Someone we know, or who is
recommended to us by someone we trust. That way they come
with a sponsor who knows how they work and what they can
do. And that counts for a lot. That’s why a lot of
companies pay bounties to staff who introduce new staff
members (provided they join and prove capable.)  There’s no
real mystique to networking. Nor is there any special
difficulty. Let’s take a look at: what it is, what it
isn’t, and how to do it.

What is Networking? First off, it is not pushing yourself
onto people who don’t want to talk to you. It is not like
‘cold call’ selling or telemarketing. Networking in the job
search context, is simply talking to people you know, and
to people they know, to get useful information and advice.
Hopefully (as is the case so often) it will in time,
uncover an opportunity that the rest of Joe Public does not
yet know about.

It’s a process through which you build up your contacts.
And it is reciprocal, not a one-way street. You have to
give to receive. But the great part about it is that other
people are pleased to enlarge their network too and by
speaking with them, you have joined it. At some  point in
the future, assuming you stay in touch, you may well be in
a position to help them with some information.

Here’s a real example of how networking works. Naturally,
we have changed      the names of those involved. Susan
wanted to improve the amount of time she spends with her
kids by leaving her hectic finance job and getting into
school teaching. Through asking around the people she
knows, she found a piano   teacher who takes individual
pupils and teaches at her home. They chat and it turns out
the piano teacher has a friend whose daughter teaches
school. Susan and the daughter get together on the phone a
few times. (in person would be better, but they live too
far apart).

Susan finds out about what is involved, where to get the
training,  the upsides and the downsides to the job and so
on.  A year or two later, Susan is more than willing to
advise someone  else about “mature entry” into
teaching….or for that matter, about her previous job in
financial services.

Anybody can network effectively. You don’t have to be an
especially out-going person. The key skills are: listening;
asking open questions without making it an interrogation;
and most important of all - taking a genuine interest in
the other        person. Never treat the other person just
as a doorway to a “more useful”        contact.  We’d all
resent being treated like that. Here are the main
principles of networking: Most people you know will help
you if they can. Most people are happy to give information,
opinion and advice. Everybody knows somebody.        We all
know that one day we may be glad of a returned favor. Most
of us like to consider we are knowledgeable about certain
things and enjoy showing that expertise. Most people will
be willing to suggest others to talk to, provided they
found talking to you was an ok experience and didn’t take
up too much of        their time or put them in an awkward
spot.

Getting started -  Make a list of everyone you know and
start with people you know quite well. That way you get
practice with friends before you try the process with
strangers. Explain you are NOT coming to them because you
think they know of a job for you (that makes them feel put
on the spot) – but you would value their thoughts and
advice on ………(your plans or whatever.)        For some, you
may be in touch for specific information. “John told me you
have been in the pharmaceutical industry for some years….I
wonder if I may pick your brains…….”.

It is good to have something to kick off the conversation.
For instance: ” I am thinking about doing (—) what do you
think of the idea?”. You can ask for an opinion on the
marketability of your skills. Be careful not to give the
impression this is code for “know of any jobs?”.  You must
build some rapport, it must not turn into an interrogation
or an episode of a quiz show. Give something to the other
person. Now or later. We are not talking about commercially
sensitive or confidential information here. But something
of use to them. Maybe “Here’s an interesting article you
may not have seen…” Ask for other contacts. Obviously not
early in the meeting. But you can ask if “there is anyone
else you know who might not mind giving me  twenty
minutes”.  Do thank people who gave you their time. At the
time, and with a note later. Keep them informed when you
make your career move. Express gratitude for their help
“which greatly contributed to….” .

A few things NOT to do with your networking contacts:

Take up too much of their time; interpreting polite
interest as “please talk more”;

Ask for a job - unnecessary and puts people in an awkward
spot;

Overtly only wanting their contacts, not their views or
ideas;

All about “me” and what I want.

It is never too late to develop a network, and it is a big
mistake to let one decay when that new job comes along.
Developing and maintaining good contacts does take some
time and effort, but you can expect to see increasing
returns from doing it.

—————————————————-
Robin Nicholson has worked in business for over 25 years
and for ten of them has been a business and career coach.
He has worked in the IT and banking sectors and in leading
consulting firms. He is the author of “How to Succeed at
Any Interview” which is available for immediate downIoad at
the website http://www.allaboutinterviews.com , an
invaluable guide to finding that perfect job.

This entry was posted on Tuesday, October 31st, 2006 at 10:19 am and is filed under Business, Career Ladder, Job Interviewing, Networking, Resume. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.