"Network! That's what everyone told me," the former hospital administrator exclaimed. "But I didn't know what that meant or what I was supposed to do!"
Erica was neither naive nor lacking in social skills. Quite the contrary. Her consensus-building abilities were so superior that she had been repeatedly reelected chairperson of a major policy-making committee for the large institution where she had worked.
Networking. It's a term so widely used that most people won't admit that they don't know what it is. Or how to do it.
Your Safety Net (work) Different Kinds of Threads
The composition of your network isn't uniform. Some threads are longer and stronger than others. Many of those people will want to help you because they like you. You're a friend. And you've helped them in the past. Or you're family. (They may like you anyway.)
Some people you know seem to like you. You just "hit it off right away. There's some chemistry between you and that's a real plus. Obviously, the more people who like you, the better.
Others in your network-possibly some of the key people-may not be your best buddies. But they know what you're capable of doing. And they respect you. It's great to be well liked. But it's essential to be respected. Respect is the crucial element-the medium of exchange-in business relationships.
Who Are the Key People in Your Network?
They're probably people who like and respect you-people you trust to listen, understand, and make good suggestions. They could be anyone-your spouse, aunt, former boss, lawyer, or school friend.
Business friends are probably your best link to your next job because they know you, know what you can do, and respect you. They're people you've done business with-your clients, customers, and colleagues, as well as people you've worked with in the community.
Your business friends know that you're a terrific graphics person who did a sensational job on the company's promotional material. Or that you're a crackerjack lab technician who could always be counted on to get accurate results. It's a business friend who knows that you're the kind of person who does what it takes to make things right for the customer. Like going to his warehouse at 8:00 p.m. to inspect the damaged delivery and replace it even though it meant working two 12-hour days. These people have confidence that you'll do a good job and follow through. So they can recommend you. They may even contact you if they hear about an opportunity.
How Can You Expand Your Network?
Start with your most trusted advisers and ask them for names of people you could talk with. You should be able to get at least three names from each of them.
Trade and professional associations can be outstanding resources. The Yellow Pages of your phone book list many of them under "Associations." If you want to explore further, look into the Encyclopedia of Associations? At your library. The scope and variety of the 22,000-plus organizations described in this three-volume set are awesome. For example, there's an Electronic Funds Transfer Association, based in Herndon, Virginia. If you're a pheasant fancier, you can join the World Pheasant Association of the U.S.A., headquartered in Hacienda Heights, California. And would you believe that there's a National Orientation Directors Association, based in Knoxville, Tennessee, for college and university personnel who deal with orientation programs for their students?
Meetings of groups of people whose interests you share are, clearly, ideal networking opportunities. If you haven't been active in a group with a particular focus, why not get involved now? You could, for example, offer to help with membership. Or a special project.
You'll be contacting and working with people with whom you have something important in common.
High school and college alumni groups are terrific networks. Because you're part of the "family," fellow alumni want you to succeed. Remarkably, even recent grads often overlook the tremendous potential of alumni and alumni organizations. Most colleges and universities offer assistance to job seekers, and many have net working groups to facilitate the process.
- Be inclusive. Draw everyone you know and everyone you meet into your network. Starting with your holiday card list, you can probably come up with about 200 names. If you can't, sit down with your family and friends. Brainstorm!
- Don't overlook your doctor, dentist, neighborhood shopkeepers, and others that you interact with. One client, for example, was referred to the president of a prestigious advertising agency by a local art gallery. When he brought in a picture for repair, this client mentioned that he was looking for a position using his creative writing skills.
"He's one of our best clients. Of course you may use our name."
"It's not what you know ..." The familiar message: powerful people can help you. In fact, anyone with information can help you. And that's almost everyone. They're not necessarily the chief honchos, the visible, well-known executives who are apt to be "net worked out." Others in the organization may be just as knowledgeable and even more helpful because they're flattered that you asked for their advice.
Reach out. Strangers are friends you haven't met yet. You can change that by initiating a conversation. I had a delightful experience doing that with a couple who had adjacent seats at a concert series. When the man commented knowledgeably and enthusiastically after a violin concerto, I asked if he was a musician.
"No, I was the head of BW's business school for 17 years," he explained, "and after I retired, I was asked to be a vice president with XYZ" (an international outplacement firm). We enjoyed a nice chat, exchanged business cards, and ultimately arranged for me to do some work for XYZ.
Serendipity happens. Another example involved an accountant, a native of Kenya, who was job hunting in a suburban Cleveland office complex. Hearing a woman with a distinctive accent nearby, he asked where she was from.
When she replied "South Africa," an animated conversation en sued, during which the accountant mentioned that he had just interviewed for a job. The woman mentioned that her husband was vice president for finance for a very successful retail apparel chain headquartered nearby.
"I know they haven't done their bank reconciliation for 12 months. Should I call him to see if he would like to meet you?" the woman asked. He did. And for the next 10 years, the account ant from Kenya helped her husband's company expand to 160 stores.
Volunteer. It's a great way to meet people, feel good about yourself, learn a new skill, and explore new kinds of organizations. It can be an excellent investment and a very positive experience. But don't simply give away your time! Itcould leave you feeling abused. One young woman, for example, complained bitterly because she still had no job after providing public relations work for a city administration for 3 years! Clearly, she had allowedto be taken advantage of.
To avoid that, be clear about what you're offering to do. Work ing on a specific project or event could be a rewarding experience, like contacting 10 companies for United Way contributions. Or sell ing advertising space in the program book for an upcoming charity event. Set specific limits regarding what you'll do and your time frame. You might want to volunteer for one week, one day a week for a month or two, etc. Don't allow your volunteering to be so open-ended that you risk becoming a full-time volunteer! Volunteering to write articles, give talks, or moderate panel discussions is an excellent way to gain visibility and credibility in your field. For example, when Jessica offered to moderate a panel discussion at the NW Regional Conference of Dandelion Growers of America, she not only gained recognition, she saved the $350 conference registration fee.
Make lemonade when life gives you lemons. You can make your network blossom simply by thinking positively. Transform an unsuccessful, even painful experience like being turned down for a job into something good by making a new friend.
Networking Tips
Some Tips for Large Group Situations
Networking can be a mutually beneficial experience if you are interested in others, bond with them, and help them whenever you can. Here are some suggestions:
- Come prepared with some business cards which are readily available so you'll avoid fumbling your brief "sound bite" explaining who you are, what you do.
- Have a clear objective: What do you want to accomplish at this gathering? For example, you're interested in international trade and want to learn more about two of the heavy hitters: Muddle-Through International and Worldwide Whirligigs.
- Arrive early so you can circulate.
- Introduce yourself to others with a smile and firm handshake.
- Ask questions, maintaining eye contact.
- Listen attentively to what the other person says.
- Connect with them on a mutual interest.
- Collect business cards that you can follow up on later, but remember that your objective is not amassing cards.
- Follow up. After the meeting:
- Make notes on the business cards re: date, place, information about the person.
- Call and set up meetings.
- Send a thank-you note if someone has been helpful.
If the thought of talking with new people gives you palpitations, set a more modest goal. Initiate a conversation with one person. Start by making eye contact, introducing yourself with a smile and handshake. If name tags are used, they provide an obvious opening.
- Is their name unusual?
- Do you know someone who is (might be) related.
- If the company is identified, you could ask about it, the industry, etc.
- Name tag or not, you can always ask:
- What do you do.
- How long have you been doing it.
- How did you get into this kind of work
- What do you like about it.
- Any negatives.
- What school did you go to.
