A very close analogy exists between selling a product and networking for a job. If you call on the right people, you'll make a sale. If you network with the right partners, you'll get introductions to potential employers. But if you tie up with losers, your image as a viable candidate may suffer.
Do you remember this bit of parental wisdom? "You are judged by the company you keep, and if you associate with losers, you will be judged a loser, too." Welcome to the real world of networking.
MISCONCEPTION: Any networking is better than no networking.
REALITY: Networking with the wrong people costs you valuable time, money, and energy.
Networking is a broad term used to describe the process of making an important job contact through someone other than yourself. This contact can be made through a friend, family member, business associate, clergy person, recruiter, or anyone else who has the inside track to an opening. Networking can be the most important, readily available device to help you identify opportunities and get your hat thrown in the ring.
The people you chose to be your networking partners wind up being your sales representatives for contacts or companies. Once you begin networking, you will find a number of people who are more than happy to help you with introductions. However, when reality sets in, you'll find there is a big difference between people who are able to help and those who are willing to help.
The point here is to ensure that your associates and friends who volunteer are helping instead of giving lip service. If you are concerned that a networking partner is not presenting your case, ask specific questions that pin down contact names and when they received your credentials. Vague responses signal a blackout in your networking lines. Also, if your sources or connections refuse to take your calls about these matters, you can bet that your credentials are still sitting in the out basket. Good follow-up and a gut feeling will determine if your partner is promoting your case.
MISCONCEPTION: Most people are only too happy to provide you with an introduction.
REALITY: There is a significant difference between being able to help and actually helping. Many individuals are too timid to provide introductions.
MISCONCEPTION: You will be judged on your merits, not by the person who provides the contact.
REALITY: You are judged by the company you keep. A poor networking partner will reflect negatively on your stature.
Getting Caught in a Political Squeeze
Another hazardous aspect of networking involves getting swept up in company politics. You must be careful not to alienate any staff people who justify their existence through recruiting. This can result in an early exit from consideration.
There's no substitute for doing your homework when it comes to networking. Investigate your networking partners and ask questions about the political environment of a potential employer.
One final thought: Make sure that bragging neighbor, who is senior vice-president of "everything," really isn't an assistant to the assistant of the data processing manager. A ten-second phone call to his employer's switchboard confirming his title may be one of the best investments you make during your search.
