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Definitions

Webster's defines a "network" as a system…of interconnected or cooperating individuals."

Dr. Barbara Ardinger states: " A network is a loosely knit group of people drawn together by ideology or mutual need, usually a need for information or action."

Career consultant, Margaret Dikel, defines networking as "the art of building alliances."

What Networking Is and Isn't

So what exactly is networking and why is it so important?

Networking is based on mutual respect and is the time-honored process of using cordial alliances and information referrals to further one's professional advancement and success.

Networking isn't a process of making cold-calls to people you don't know, or rudely using people only for your personal advantage. It is talking to people you do know, asking them for advice, information, or to introduce you to others, and is for mutual benefit, not simply your own personal gain.

Networking doesn't have to be a carefully choreographed process of meeting and greeting people. It's better done on a more informal basis, but remember that networking is always a two-way street. It must benefit both persons to be most effective, so as you ask your network for help when you need it, be prepared to return the favor when asked.

As a two-way process, members call on friends and colleagues for problem solving, information gathering, job leads, gaining access to role models, and for general support. In turn, they provide these services to peers and professional colleagues.

Networking is also the single most effective way to find a job.

Research shows that over 80% of jobs are never listed anywhere. These "hidden jobs" can only be found by networking with people in a variety of ways. (See Job Search Handout for more about job search methods)

Networking is a skill that can be developed through practice, and in fact, you probably don't even realize that you are doing it already.

You Are Networking When You:

• Talk to others at a sporting, music or other recreational event.
• Volunteer for a community event
• Visit with other members of your social or church group.
• Talk to your friends, neighbors or classmates.
• Strike up a conversation with someone while waiting in the dentist's office.
• Intern in your professional area of interest.
• Attend professional or trade association meetings.
• Conduct an informational interview.
  (See Informational Interviewing Handout)
• Use any other opportunity to meet and talk with others, in person, by phone or online.

In networking, people are your allies, and can be your bridge to finding a mentor, a friend, or a professional colleague. It can inspire you to attain new levels of productivity, success and pleasure in your personal and professional life.

Networking Do's and Don'ts

Do's

• Identify a career path, a person of interest to you, organization, company, or job title. Do research so that you can talk intelligently to your contact. (If you are not sure of your career direction, see a career counselor for assistance)
• When you speak to that person, ask, "Is this a good time?"
• Give a quick summary of who you are and what you want. Focus on what you have in common. Have a goal. State your purpose. (If you are uncertain of your values, interests, skills and personality qualities that you bring to the job, see a career counselor for help in clarifying)
• Be flexible.
• Ask for information, advice and referrals. Be prepared with a short list of questions or topics.
  (See Informational Interviewing Handout for help in preparing for a meeting and for potential questions)
• Listen attentively.
• Respond with intelligent questions or comments. Speak in sound bites.
• Ask for a resume critique.(See resume handout for information on writing a resume)
• Be courteous and always write a thank you note.
• Pace yourself by arranging calls, interviews and meetings at an easily managed tempo.
• Research and plan your networking strategy effectively. Schedule a good measure of rehearsal time before meeting, so that you can present yourself in the most positive and professional way.
• Keep your networking meetings brief. When you make an appointment, mention that it won't take more than 10 minutes. Then stick to it!

Don'ts

• Don't push yourself on someone who isn't interested or able to speak with you. You will do more damage and limit future potential.
• Don't ask personal questions or questions about money.
• Don't ask for a job; keep the focus on gathering information, advice and referrals.
• Don't overstep your time limits. If you find your time up, acknowledge it and give your contact the option of continuing.
• Don't come unprepared, either about the company, the career path or yourself. (See your career counselor if you need help clarifying or preparing)
• Don't interrupt.
• Don't focus entirely on your own needs. You're there to learn. Listen for any opportunities you might have to give in return.
• Don't ask the person to circulate your resume for you unless she/he offers.
• Don't forget to say "thank you."
• Don't become a pest. Be persistent, but wise in the number of times and frequency that you contact each person.

Networking for Various Purposes

Networking is an ongoing process which can be focused in a variety of directions. Some of the reasons for networking include:

1. Make contacts - friends, support system, business prospects
2. Explore another career path
3. Obtain information
4. Relate with peers
5. Increase personal visibility and publicity
6. Keep current in your profession
7. Learn about a new field or industry
8. Job Search
9. Market yourself or your services

Career Exploration

When you are not sure of the direction you want to go in your career, or you are interested in changing career direction, you need to gain information. Networking with people in a variety of fields, industries, companies or positions to learn about them can be invaluable in helping you make a decision, as well as open up potential doors of opportunity.

Informational interviews are the most effective method for gaining such information. (See Informational Interviewing Handout for specifics on how to do this)

Developing Professional Contacts

Whether you are new to a profession, wanting to change direction, or simply needing to build more relationships with other professionals in your field, networking is the key.

These relationships can develop naturally and informally through existing settings, but sometimes you need to intentionally seek out new relationships.

Attending professional meetings and conferences, making appointments with professionals in your field of interest, participating in civic events, joining professional associations, taking professional training classes, seminars or workshops, are all possible ways to meet new people in your areas of interest. The key is to get out there as much as possible. Networking with Professional Organizations

Participating in professional organizations may be new for some, but it can be an invaluable source for professional development, industry and career information, and opportunity for increasing your professional network.

There are many ways to participate in professional organizations.

• Join associations of professionals in your specific career interest, (i.e. California Teacher's Association, American
• Marketing Association). These can be accessed online through most search engines. See your department, professor or career counselor for assistance in identifying and locating appropriate professional associations.
• Join closely related associations, or other associations that are impacted by the services of your career field.
• Attend organized events, conferences, and meetings sponsored by professional organizations, civic groups, or religious groups.
• Gather information about your area of interest and potential opportunities through general contacts and casual conversations.
• When meeting a new person, be prepared to give a 30-second commercial about yourself, your career interests, and job goals. Make sure the conversation is two-way by asking about their work, interests, and goals. Use the opportunity to learn about various industries and opportunities.
• Exchange business cards, so both you and your new contact have a way to get in touch with each other. Write a note to yourself on the back of the card stating where and when you met this person, and any other information you learned about them. (If you don't have a business card, have one made, with at least your name, phone number and email address)
• Follow-up with those people you meet at the meeting or conference by sending a short email or letter, stating how glad you were to meet them, your interest in keeping in touch, etc.

Networking for Job Search: How Do I Begin?

Networking is the single most effective way to find a job. (Also see the Job Search Handout for further information on effective job search strategies)

This is because employers generally prefer to hire someone they already know, or people that are known by others they trust. Thus, it is very important to make yourself known to those who have the power to hire you, or those who know someone in that position.

This is where your personal and professional network comes in, as they are your links to hiring managers and others who may know of job opportunities, and this is why continually working to develop and increase a professional network in your field or area of interest is so important.

So how do you network for the purpose of a job search? Below are some of the steps that have proven most effective.

1.     Make sure you have identified what type of job you are looking for.

• If you are not sure, you are not ready for job search networking.
• See your career counselor for assistance in clarifying your interests and career direction.
• Conducting Informational Interviews for exploring possible careers can be helpful. (See the Informational Interviewing Handout)

2.     Generate Contacts and Potential Target Organizations

• When you have clarified your job goal, you are ready to network as part of your job search.
• Develop a general list of people who are a part of your network. Include everyone you can think of, including: (See the attached sheet for creating a contact list)
• Family and Relatives, Previous and Current Employers, Classmates, Friends, Old Roommates, Sports Team-Mates, Church Members, Ministers, Social Acquaintances, Neighbors, Colleagues/Peers, Friends' Families, Teachers, Doctors, Bankers, Professional Organizations, College Alums, Cold Calls, Informational Interviews, Referrals of the above, Others.
• Add to your contact list, potential target organizations, companies, professional associations or groups with whom you may want to associate or work.
• Don't leave anyone out; you never know where an important referral comes from. For all you know your Aunt Zelda is friends with the vice president of the very company you are interested in working for.

3.     Develop a Plan

• Devise a plan of action in which you contact the people in your network.
• Use the means which seems most appropriate to the relationship. If your contact is a more distant professional relationship, an initial letter may be best in the beginning. A phone call is good for those with whom you have regular contact. Face-to-face meeting is best for those whom you deem to be most important to your job search.

4.     Prepare Your Story and Objectives

• You will need to think of what to say to the contacts who know you and your current situation, and what to say to introduce yourself to those who don't.
• Prepare a two-minute commercial or self-introduction. Perhaps use a script until you are comfortable and learn your introduction by heart.
• Make sure you are clear on what you want, what you have to offer, and what type of referrals you are looking for. (See your career counselor for help if you aren't sure)

5.     Make Appointments

• Let everyone in your network know that you are looking for a job, what you are looking for, what you have to offer, and for referrals to other people.
• If you are looking for the name and contact information of a specific hiring manager in a specific company, ask that of everyone in your network until you find it.
• Find out if they think it would be worth your while to see them, get permission to mention your contact as the one who recommended you, or see if they would be willing to call ahead to set up an appointment for you.
• Make appointments with those whom you have determined to be most important to your job search.
• Practice the phone call if necessary. If it is a newer contact or referral to someone, it can sometimes be difficult to get past a screener or "gatekeeper." Mention the person who referred you or how you know the person.
• Always be courteous and make note of the name of anyone with whom you speak. Getting to know the receptionist or secretary can go a long way in getting to the person with whom you want to speak. Be professional and persistent, but avoid becoming a pest.

6.     Prepare Specific Agenda and Objectives

• To retain your contact's interest and make the most of your contact's time, you must have a well thought-out agenda for each appointment or informational interview. You will only have a short time to elicit information, so try to use each minute wisely.
• Make sure you have done your research on basic information, so you can use your meeting time for more specific details.
• Be clear and up-front on the purpose of your meeting, whether it is for information, advice, contacts or to present yourself for a potential job.

7.     Conduct Meeting or Interview

• Get yourself ready-your attitude, body language, and energy level. You want to present your best image and draw out the best in the contact.
• Adhere to the time you asked for. The employer or contact will appreciate it and you will keep the door open for future contact.
• (See Handouts on Informational Interviewing and Job Search for further details.)

8.     Do a Post-Analysis and Follow-Up

• Analyze your performance and refine where necessary.
• Within 24 hours, send a thank-you letter. This will reinforce a positive recollection of you and will strengthen the person's willingness to find ways to help your job search.
• Keep your contacts informed about your job search and remember that networking is most effective when it is two-way. If you can be of service to any of your contacts, be sure to offer and make yourself available.

When You Get the Name of the Person With Power to Hire You…

See the Job Search Handout for specific details on how to conduct a job search through networking. Below is a basic outline of what to do when you meet with this person.

• First, remember that you are not coming to ask for a favor, but to offer a gift - YOU!
• Second, do your research on the company or organization, its current needs and challenges, and future goals. Prepare well!
• Present who you are by describing your particular skills, accomplishments, and personal qualities in relationship to the company's needs, challenges and future goals. Show how you would benefit the company and stand out as one employee in a hundred. Always send a thank you letter within 24 hours of your meeting.

Suggestions for Effective Networking

Carry business cards with you at all times.
Your card is your silent salesperson, reminding people of you after you're gone.

Try to meet five new people.
Make a point of collecting five business cards from people you don't know. It may be safer and a lot easier to remain with friends, but the point of networking is to widen your circle of contacts.

Networking is an active behavior.
Being a wallflower is not effective in a professional situation. Make the supreme effort of walking up to a stranger and introducing yourself. It's easier to approach someone who is standing alone. Frequently, they are all alone because this is their first meeting. You'll be amazed how relieved they look.

Visit new business organizations regularly.
Opportunities increase the more you make yourself available to new groups of people. Even if you're not prospecting for business, you can make contacts for future career possibilities or pick up a vital piece of information that will be useful at your job.

Talk to everyone.
A job hunter once met an employer with a job opening while waiting in the movie line in Westwood. You never know who someone is...Airplanes also create excellent opportunities for meeting people.

Get the other person talking.
Don't talk endlessly about what you do. Ask questions and try to get to know the person you're speaking with. Find common areas of interest and definitely obtain a clear idea of his/her line of work. It's easy - people love to talk about themselves and usually hate to listen.

Be helpful and other-directed.
An attitude of "What's in this for me" will severely limit your networking possibilities. Make suggestions to people, introduce them to someone else in the group, offer to assist them with a problem they may have. Put it out there-- it will come back to you...and not always from the person you've aided.

Volunteer your expertise to the group.
The best way to become known in an organization is to be active and visible. Ideally, become a board member or get on a committee. If you don't have much time to donate, assist with other types of tasks, i.e., making phone calls, office work or assist with registration or hospitality at a meeting. If you're a shy person, this has the double benefit of giving you something to do and a reason to talk to people.

Don't make a beeline for your seat at events.
Wait until the program has officially started before you sit down. Once you're seated, it's more difficult to make contacts. Use break time effectively/wisely.

Be memorable.
If the group you're attending allows for self-introductions, say something funny, clever, or different that helps people remember you.

Be concise.
When introducing yourself to individuals or to the group, describe what you do in a short, easily understood manner. There's no greater turn-off than someone who drones on about their own world - especially if it's not understandable.

Adapted from - Susan Linn's Directory of Orange County Networking Organizations

Creating a Contact List

Write down the name, address, phone and email of everyone you know. Use this space or create a computer database for easy access and future reference. Make sure you keep a log to record when and how you contact someone. Also make note of their responses, meeting dates, and any information you sent to them, i.e. resumes.

Family/Relatives:

Previous/Current Employers:

Classmates:

Friends:

Social Acquaintances:

Friends' Families:

Old Roommates:

Neighbors:

Teachers/Professionals:

Sports Team Mates:

Colleagues/Peers:

Doctors/Dentists:

Church Membership:

Bankers:

Professional Organizations:

Ministers:

Business Contacts:

College Alums:

Cold Calls:

Informational Interviews:

Others:

 

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