Networking 101

by David G. Jensen, Search Masters International, Sedona, Arizona

Several months ago, I wrote a column on the topic of networking for my Bio-Online site. While I was very happy with the positive response that it received, we had many questions later from readers who felt that more was needed on the topic. I was a bit concerned that by the questions we received, it seemed that I had presented a course on Advanced Networking -- when in reality it was Networking 101 that readers wanted. 

Don't pass this article by just because you are already an "advanced" student in this aspect of job seeking. Skills in gathering information and in making personal contacts are so important that they are worth more than a casual refresher. You'll want to regularly review the process of gathering and maintaining personal contacts. The strange thing about networking is that you don't realize how important it is until suddenly you are at home with your rolodex and wondering "Who do I call next?" 

For a career consultant, it is easy gloss over the subject -- after all, every job hunting book in the library says that it is important. But just what networking is and how it can be accomplished may still be a mystery for many people. Let me elaborate by using three constants which have become apparent over the years. I call these three concepts the "Immutable Laws" of networking, because despite what you read about the subject or whose methods you follow, these three unchangeable rules keep coming back to keep us on the right track. 

LAW #1 -- Networking does not mean asking for a job 

That's right -- you can't call up your networking contacts and directly ask for employment. Why is that? Because most people already have a built-in answer for that circumstance. They expect that when a job-seeking person calls they are going to be "hit up." (Not unlike the feeling you get when you see two little girls in scout uniforms walking up your driveway. It is a cinch that you are going to be buying cookies). To the person on the other end of the line, once they know you are in the job market, they mentally start preparing you to send a resume somewhere -- usually to Human Resources. Of course, you are going to send resumes to H/R and most likely to your contact as well, but that is secondary to your real goal. 

You won't need more places to send paperwork, you'll need more names of people to talk with. (Getting addresses of companies and sending resumes to H/R departments doesn't require a lot of research. There are dozens of places to look for this). Hence, the right question has more to do with furthering your quest to expand the networking list. With every contact you make, you are attempting to add three more names to that rolodex. Make that your goal. Call ten people and walk away with thirty new names of people who could eventually lead you to a new job. 

LAW #2 -- Ask for help and you will receive it 

Human beings have a remarkable quality about them. Perhaps it is because most of us were brought up to be polite. Or, maybe it is because we can empathize with someone in a situation that we've been in ourselves. Regardless, it is true that most of the time when you ask someone in a nice way for assistance, you'll get it. 

Let's say that you are walking down the crowded street of a strange city when you stop and ask someone for directions. Think of your networking mission in the same way. Ask for help. Your goal is to find out who the key hiring authority is at this person's company or institution. Ask in the right way, and you'll get your answer. Ask for a job and you'll be directed to Human Resources. 

It is not my intent to paint a negative picture about the folks down in Human Resources. It happens that during the networking process you will oftentimes be referred to someone in that department. You should make every attempt to communicate with him or her as you would with any networking contact. However, by understanding the job that the H/R department is faced with, you will see why quite often those contacts don't move forward. The H/R manager may have 50 or 60 open requisitions to fill, and their stock-in-trade is the resume. If your resume doesn't quite fit, there is no momentum. The head of a department, however, can oftentimes change job descriptions, or create a new opening to take advantage of what you bring to the table. 

Good questions to ask your networking contacts include: How did you make the transition into an XYZ career? Do you have any contacts in the XYZ field whom you could recommend as a source of ideas in my information gathering process? Who is it within your company that is most responsible for hiring decisions in the XYZ area? (Hold that one until last, as you are right on the edge of being invited to send a resume to Human Resources). 

LAW #3 -- The short path will take you very far 

Brevity counts. Imagine that you are lost again on that street in the strange city. You've taken a moment or two out of someone's busy morning, and he or she has pointed you in the right direction. How much information are you entitled to get from this person thanks to this wonderful quirk of human nature, the kindness of strangers? Not much more than three minutes worth. Try holding up this poor soul any longer than that and watch what happens. Similarly, there is a threshold you'll cross in any networking contact where the polite request for help turns into an annoyance call. 

Since many of your contacts will be to people whom you do not know, remember that unless they specifically allow you more space, your interruption must be very brief and to the point. I often call this rule the "Law of Three." Take three minutes or three leads, whichever comes first. 

This "immutable" law gets a little fuzzy at times. On occasion, you'll get a wonderful source of information on the phone who will be spouting off suggestions faster than you can write them down. Obviously, you wouldn't want to cut this person off at the pass . . . use the "Three minutes or three leads" rule more as a guide to speaking succinctly and not keeping your contacts tied up. Once you can picture the person on the other end of the phone going glassy-eyed and dazed, you have pushed it too far. 

A Lifelong Advantage 

Recently we bought a new piece of office equipment, and I found myself providing a significant amount of networking assistance to the salesman who landed our account. All he did was ask if we were happy with our purchase, and then whether we had other friends in the local area who had similar small businesses. Within a few minutes, he was out the door with a handful of fresh leads. At the time, I remember thinking that perhaps it is a distaste for this "sales" element that makes so many scientists and technical professionals reluctant to network. 

To push yourself over that threshold, however, can bring you a new set of skills that will be a lifelong advantage. Take a look around you. Many of your competitors for the best jobs inside and outside your organization have developed this into a fine art. Can you really afford to be without that ability as you manage your career into the future? 

Author:

Dave Jensen
500 Foothills South, Suite 2
Sedona, AZ 86336 

To reach Search Masters International, contact
career@searchmastersinternational.com
(630) 663-9140 

Contact the author for reprint permission:
david_g_jensen@yahoo.com

© Copyright 2000 by David G. Jensen, Sedona, AZ 86336-5085. Contact the author for reprint permission.