Networking Is A Contact Sport
Networking is a Contact Sport
The no. 1 method for finding a job always has been and always will be NETWORKING.
If you were to read 100 books on job search and career planning, and you could, they would all tell you the same thing.
Year in and year out, 60% + of jobs are filled by networking. A recent study by MBA magazine showed that about 2/3 of all MBA’s got their jobs through networking. And the higher and better the job, the more likely it will be filled through networking.
Some disdain networking, concerned that it smacks of a ‘Good Old Boys’ or ‘Good Old Girls’ club. The reality is that it is ‘Good Old Management’, because it reduces risk.
Hiring is a risk and can be an expensive one for employers. Accepting referrals from colleagues whom you know, respect and trust reduces that risk for employers so they welcome it usually.
So, whether you like it or not, if you are looking for work or a new career, the fastest and best way to achieve it is to network. How do you do it? What do you do and how do you begin?
First, recognize that networking is about 2 things: information and referrals. Early in your search, especially if you are not clear about what you want to do, information may well be more important than referrals.
One good way to start is to simply start making a contact list. Go through your address books, business card, computer files and other records. Sit with a pad and think about all of the people with whom you do business--- your banker, barber, insurance agent, dentist, doctor, lawyer, accountant and so on. Think of professional colleagues, such as vendors, former co-workers and bosses, former teachers and clients. We have consistently found that most of us know more people and contacts than we think we know. Keep in mind this list should grow, so keep paper and pencil handy for when you think of someone else or get a new name from someone.
Now, begin to organize your contacts as either an A, B or C. A’s are people you Already know (friends, family and professional acquaintances), B’s are Bridge people and C’s are the Can people (they can hire you, create a slot for you, etc). Bridge people come in 3 types: Company (they have been at a company a while and know it well), Geographic (they know a particular area well) and Professional (they know an industry or profession very well and are often recognized in it). Obviously, some people will fall into more than one category.
Ideally, every time you hear of a lead, a job, a company who is hiring or a good contact, your first thought should be, “ Who do I know? Who do I know that might know?”
Begin to contact you’re A’s first. They clearly have your best interest at heart and may have good insights about you. If you know what you want to do, tell them and try to get additional names, such as people that know a particular industry or company or has good contacts. Try to get 5 or 6 names from every person you talk with and you will see your list grow dramatically.
If you are not sure about what you want to do, tell them what you think your strengths are and some things you are thinking about and then listen to them. Many times, they have good insights about you. For example, some of my family and friends knew I was a teacher at heart before I did.
Also, if you are contemplating a change of fields, utilize your contact list to talk to people who do what you think you want to do. You’re A’s are leading you to B’s. Put simply, if you think you want to be an accountant, go talk to 5 or 6 accountants; if you think you want to get into the hotel business, talk to folks already in the industry. This is a much more effective way to research than simply reading articles or searching online. In doing this, remember, this is not a job interview. You are after information to help you decide if this occupation or field is for you. As a result, you will find the people you talk to more open about things like whether the field is growing, what it takes to succeed and income levels.
Most of us will know after talking to 5 or 6 people, whether the field or industry is for you. If it turns it isn’t, you have looked before you leaped. If it turns out that it is for you, those ‘B’s just might know who is hiring and lead you to the ‘C’s!
The no. 1 job search mistake is lack of focus and networking alone cannot cure this. Take the time to understand your personality, preferences, interests and transferable talents. Most people will want to help but they have to know how to help.
Networking also requires an understanding about time. First, it takes your time. If 60% or more of jobs are found through networking, then spend 60% or more of your time in job search networking. Second, networking need not and should not take a lot of time of the contact. The very people you hope to approach are likely to be busy people and the last thing they want is a bull session. Most will want to help and will know the drill. Only ask or 20 minutes or so of the contact’s time and respect it.
Here is one last bit of advice. To make good contacts, it helps to be a good contact. Be a good source of information and names and leads for others. Remember, networking is a contact sport.
Dick Cipoletti, MPA, PMC
RCC Associates
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