The what, why, who, when and where of Networking

The what, why, who, when and where of Networking:

An essential aspect of your Job Search Strategy

By: John Wilson, Director, Career Management DSG Associates

You have decided to execute your job search strategy in pursuit of that ideal position that has eluded you thus far in your career.

You recognize that executing your transition plans will be a challenging task. Especially if you attempt to do so on your own, without benefit of expert knowledge of the current marketplace reality and how to spend your job search time most productively. You probably recognize one or more of the following statements as being applicable to your circumstances:

• You continue to work hard on your job and are doing well, but the promotional opportunities that you’ve been promised never seem to come to fruition.
• You’re looking for a better work/life balance.
• You have been terminated by your organization after several or perhaps even many years. You have not been on the other side of the interviewer’s desk for a number of years and so you’re not sure where to start.
• Or, you might be a ‘Boomer’ who decided to retire early a few years ago. Now, for your own reasons, you want to return to the workforce, perhaps in a part-time, seasonal or on a contract basis. Having reviewed your significant career achievements, determined your key strengths and how you can differentiate yourself in a constantly evolving marketplace, with a current Résumé in hand and a clear definition of your target job and a suitable back up plan, you are now ready to “go to market!”

But how do you make the most effective use of your job search time?

There are several fundamental job search methodologies and strategies. Understanding what these approaches actually entail and allocating an appropriate amount of time to each will be essential to your success.

An experienced professional Career Transition coach will be able to accurately advise you as to what to expect in dealings with both retained search firms and/or placement agencies that work on a contingent basis. Your Coach will also be able to help you identify the most reputable search firms in your profession and preferred geographic location. Your task is to introduce yourself to the Recruiter, provide a sense of your preferred career direction, and then get your Résumé on to their candidate database so that the Recruiter can reach you should you be a close match to a current opportunity they are working on. As it is in their interest to do so, minimal time and effort is required on your part until such time as a Search might be activated. In total, pursuing Recruiters should generally occupy no more than 10% of your efforts.

Another 10 – 15% of your time should be devoted to applying to appropriate jobs on company websites, posting your Resume and applying to jobs on major posting boards, and doing research on various industries and companies that you may have an interest in. By far the most efficient use of your job search time, at least 75-80%, should be devoted to the highly proactive activity known as “Networking.”

Let’s have a look at Networking, its governing protocols and best practices:

What is Networking ?

Networking is people talking to each other, sharing information and ideas about industries, companies and potential career moves. It usually requires about a ½ hour conversation, preferably face-to-face versus on the phone. That way you can see the other individual’s body language, facial expressions and reactions.

Networking is not about you “asking for a job”. Rather, it is about being out in the marketplace doing your due diligence in support of what you see as your best career options. On this basis, try to avoid handing over a Resume during a Networking meeting as doing so can undermine the perceived integrity of the meeting. You can always e-mail your Resume to the other individual later that day if you decide that would be in your best interest. With such a short time to engage in conversation, you want to focus on the exchange of ideas rather than be consumed reading documents. Why should we Network?

Statistical studies continuously prove that Networking is the single overwhelmingly most effective method for acquiring new job lead. Networking generates more successful leads than all other job search methods combined. Executed properly, Networking provides access to what is often referred to as, “The Hidden Job Market.” That market consists of all those opportunities out in the marketplace that, for any number of reasons, are not currently posted anywhere. Perhaps it is due to the fact that a formal recruitment initiative has not yet commenced. Or, it may still only be a hiring idea percolating in the back of some executive’s mind and he or she has not yet had time to act upon the idea.

Networking is highly proactive. Rather than simply sitting back wasting time waiting for the phone to ring, you are the one initiating the call.

These days, many organizations are offering bonuses to their own employees for referring qualified friends and associates to the organization. If the referred individuals are subsequently employed by the organization and survive the probationary period, then a bonus is payable to the employee that referred them to the firm.

Who should be on my Networking list?

Let’s start with the “A list” people. These are the people that you already know. At the price of providing you with their insights relative to your planned career direction, most of these folks would be willing to refer you to people in their network who could be useful to you in your job search.

In selecting people to network with, remember that you are not only looking for senior level people who are influencers within their organizations. Nor are you just looking for people who work in your industry. Good candidates could be current work associates, accountants, lawyers, ex-professors from your university days, neighbours, consultants, community work contacts and fellow members from your various professional associations. Also, don’t forget about your large contingent of social media contacts.

When should I start to Network?

Start to Network only when you have completed your self-assessment activities and can clearly articulate who you are from a professional perspective, and what you think are the most valuable skills and knowledge that you bring to the marketplace. You can clearly state what you are looking for in your next career position. You can also outline your proposed strategy for finding that job. Ensure that you are well-versed in the industries and the companies where your Networking partners work. Good Networking requires both “Give” and “Take”. Sharing information and ideas is synonymous with Good Networking. Arrive at meetings with a recent article or some piece of new information that could be useful to your partners. Where should I Network ?

These days, one of the many coffee shops located on almost every block in the city are a very efficient meeting place for a brief 30 minute meeting. Grab a coffee and sit in the back at a quiet table.

Avoid networking meetings in a restaurant. There is generally too much noise and often too many interruptions from waiters. Also, it could get expensive for you as you called the meeting and as such would be expected to “pick up the tab!”

Other tips on Networking

• One of the better times to get a meeting these days is first thing in the morning before your Networking partner gets to work. After work can also be a good option.
• Remember, you called the meeting so it is your agenda. The meeting is short so be sure to prepare your questions in advance. No fluff!
• You are the timekeeper at the meeting. Let your partner know when the ½ hour is almost over. W ho knows, if the meeting is going well they may be able to extend it.
• Towards the end of the meeting ask them for 1 or 2 additional people that they think you should be talking with. See if they might be comfortable putting in a front- end call to those people to properly introduce you.
• Be sure to keep all initial and subsequent contacts in the loop as to your progress. Immediately after each networking meeting send a Thank You card or email. Also keep good notes surrounding the meeting including any planned actions by both parties.
• When your search is complete and you have found the ideal position that you’ve been looking for (or something close) send out, “I’ve landed!” emails to all your networking partners to thank them for their support.