The Secrets Of Effective Networking

By: William S. Frank

Your next job will probably come either from your friends or from their friends, so networking--building personal relationships--is vitally important. Where to start. List all your personal friends and business associates. By letter first, then by telephone later, explain your situation, describe your career direction, and ask for advice and ideas. Reestablish old friendships in follow-up phone calls. Ask about your friend's work and family; get caught up on recent events. Wait until your listener asks about you, then explain your situation in positive terms, even if it's hard to find positives. Ask for suggestions, and specifically ask, "Who else should I be talking to?"

If you find networking hard because you don't want to use your friends, or because you dislike asking for help, overcome this by genuinely caring about those you call. Your interest will delight them, and they'll gladly share information. Remember, you'd willingly help them if they came to you needing similar support.

Force yourself to use the telephone; it gets easier as you call. Look for information about industry trends or trends in your functional area or specialty. Watch for plans for new products or services. Seek out emerging markets, hidden jobs, and companies that are hiring. Listen for upcoming retirements and insider tips about corporate culture or political infighting. Pay attention to news of reorganizations, expansions, mergers or acquisitions. Ask about business associations, publications, or resources. Focus on anything change-related, because change means opportunity.

How to structure a meeting
Your telephone calls will soon produce face-to-face meetings. In the beginning, be friendly and establish rapport. Set the stage by asking how much time you'll have. State your purpose clearly and directly. Share your excitement and enthusiasm, and ask for advice and ideas. In general, listen more than you talk. Watch for opportunities, and take brief notes. Ask for referrals to other experts. Before you leave, ask for a business card, discuss a next step, and offer heartfelt thanks.

How to recognize opportunities
Don't look only for specific openings where someone else held the job before. Watch closely for: Problems you would enjoy solving. Weaknesses in a company where you could help. Example: becoming an in-house attorney where there was none before. Work groups where you like them and they like you. In employment this is called "good chemistry" or "good fit." Companies where people are complaining, troubled, or under pressure. This often indicates too few people to do the work at hand: a need for hiring. Anywhere you see something missing that you could add, a logical extension or improvement. Example: pizza delivery for a pizza restaurant.

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