Inspired Networking
By Lisette Hilton
Marysville, WA - July 25, 2003-- If you think networking
means darting out when you're desperate for a job and hobnobbing
with anyone who will hobnob, it's time to rethink "networking."
"Most new jobs are not found through job boards, recruiters,
company web sites or newspaper ads. They are found through networking.
Networking is a powerful and integral tool in the job search.
It's building personal connections long before the job search
begins," says Frank Heasley, PhD, president and CEO of MedZilla,
a leading Internet recruitment and professional community that
serves biotechnology, pharmaceuticals, healthcare and science.
What it is; what it isn't
Andrea R. Nierenberg, author of Nonstop Networking (Capital Books,
Inc.), says "negative networking" happens when people
frantically looking for a job call long forgotten connections
and ask-even demand-information, job referrals and more.
Nierenberg says networking is misunderstood. In reality, it is
"the process of developing and maintaining quality relationships
that are mutually beneficial. This process is nonstop. The relationships
that come of it are connections that can last a lifetime. The
result is life enrichment and the empowerment to achieve your
life goals."
The most powerful networking is preventive and sets you up for
when you need it most, says Silicon Valley, Calif.-based career
coach Marky Stein.
Networking starts from the time we are children, says Joanne
G. Sujansky, PhD, CFP, a career consultant, keynote speaker, author
and owner of The Key Group. Sujansky remembers helping a child
in her daughter's third grade class. When the little girl grew
up, she hired Sujansky to do a speech. "[Networking is] treating
people respectfully; acknowledging people's talents," she
says. "I think that when you network with the idea that I
need to talk to people who could potentially lead me to a job,
it's too narrow. I think networking starts as soon as you connect
with people."
Ten tips for creative networking
Creative, or inspired, networking means going outside the "box,"
Dr. Heasley says. "The best way to learn about how to network
is to ask people. You'll find they all have stories about how
they connected with others."
1. Network everywhere--even during the interview. Stein,
who wrote the book Fearless Interviewing, goes so far as to advise
clients that they should interview at least twice a year-whether
they want a new job or not. The interviewing with potential employers
gives interviewees a sense of how they fit in the current marketplace
and allows them to network. Should they ever actually need a job,
they have contacts in place to call.
2. Use resources to target your networking, according
to Stein. One example is a book found in libraries called the
Encyclopedia of Associations. The Web offers a world of information
and allows you to target employers, professional groups and other
networking opportunities.
3. Don't just hand out a business card or resume; rather,
create a card that tells people what kind of work you're looking
for and lists (in bullet form) four to six of your strengths.
Stein says studies show that people take only about seven seconds
to read each resume they receive. This practice ensures that they
will read what is most important and is memorable, she says.
4. Don't be shy. Dr. Heasley remembers reading on MedZilla's
forum about one person's creative networking idea toward finding
a job in pharmaceutical sales. He started with his own doctor's
office and asked for business cards of pharmaceutical sales reps.
Then; he went to local hospitals and clinics and talked to staff,
asking them if they had pharmaceutical sales reps' business cards.
People were happy to oblige and the job seeker landed a job after
contacting one of the reps on the cards.
5. Networking is for mutual benefit. Nierenberg, who also
is president of The Nierenberg Group, Inc., a management-consulting
firm, says that every time you need someone, you have an opportunity
to learn from and be a resource to that person. You might offer
information about a lead, help them with a question or make a
suggestion that adds value to their lives. "Before you get
anything, you have to give first. I think a lot of people don't
realize that," she says.
6. Work for free. Nierenberg says while some might shun
volunteering-especially when they're out of work-volunteering
can be a great way to showcase your talents. Take full advantage
of the opportunity when you have it and make yourself invaluable.
Dr. Heasley adds that volunteering can also give you the experience
you need to move into a field where you haven't worked before.
7. Follow up with a personal, handwritten thank you. Nierenberg
calls the personal thank you note a $.37 investment plan. An email
might get lost in the daily grind, but a nice note or card will
stand out. Do this with almost everyone you meet, she says. Even
consider sending something of meaning along with the note, such
as a helpful newspaper or magazine article.
8. Be deliberate with your networking. Niels H. Nielsen,
author of the Princeton Management Consultants Guide to Your New
Job (Wiley) says that if you look at networking as moseying around,
it's not a systematic process. Rather, think of networking as
a sales technique called "lead generation." Ask people
for leads but also ask them if they know other people who might
have jobs or leads.
9. Leave no stone unturned. Linda Stanley, managing director,
MRI management recruiters of Raleigh, NC, advises job candidates
to check with their alumni associations, professional associations,
community organizations and religious organizations. Take seminars
and become active in the community. Go to museums-even volunteer
for a marathon. Consider joining professional associations that
are outside your industry to meet people who might be related
in some way to your career. Don't forget, Stanley says, to network
with recruiters.
10. Think creatively about your approach. Stanley says;
consider yourself as being the product of a sales campaign and
think strategically about all the places where you could sell
the product (which is yourself).
"Networking should be an enjoyable experience," Dr.
Heasley says. "Based on all these ideas, people-whether they're
looking for jobs or not-can develop relationships that will support
them personally and professionally. It always feels good when
you can pick up the phone and make something happen."
