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It's a common refrain, and it's true: Most of the best jobs are never advertised - anywhere.
From an organization's point of view, it's easy enough to judge from your résumé whether you have the requisite education and experience under your belt. But it's not so easy to discern the other qualities that matter on the job, such as how motivated you are to do the work, how you handle crisis situations, how well you get along with other employees, how you respond to various types of managers, and how you deal with opportunities and disappointments. That's why most organizations look first at people they know and people who come recommended by people they know when it comes time to hire someone. And that's why you need to learn to network.
Still, having an "in" usually isn't enough to land the job. You need to present yourself to your best advantage, in interviews with your would-be supervisor as well as with that person's supervisor and other members of the team. Preparation based on in-depth knowledge of the interviewing process will help you do that and allow you to walk into interviews confident and relaxed. The more you know about the industry and company, the better your chances at landing a job-and the more people you've networked with in the industry and company, the more you'll know.
Networking That Will Get You Hired
Companies tend to recognize that they need to hire someone long before they create a formal job specification and resort to classified ads, the Internet, or a recruiter to bring in candidates. During this gestation period, they often cast about informally to see if anyone within the organization knows of a talented person who might be available. They may consult advisors, vendors, or customers. And they will be more open than usual to discussions with those who present themselves on their own--or better yet, come with an introduction from someone the hiring manager respects.
As you can see, organizations themselves engage in networking when they need new employees. As a job seeker, your aim should be to make sure that their networks intersect the network you create.
Why is networking such an important part of a job search? Jobs posted on the Internet or advertised in the newspaper and even those listed with campus recruiters have often been filled or are close to being so by the time you become aware of them. Networking gives you an earlier chance at an opportunity, at a time when you can still help shape the job description and influence the level and pay range of the position. You will face less competition because no more than a handful of other people will typically be brought in through an organization's own networking activities. And most of these other candidates will already be employed elsewhere and will not have taken the time to prepare as thoroughly as you.
Networking also gets you access to people who might not be responsive to a direct approach letter and provides you with the added advantage of a recommendation from someone the hiring manager knows. Professional career consultants say that a job seeker's chances of obtaining a meeting with a particular individual improve significantly when a good approach letter is coupled with a respected referral. A company's current employees are among the bests sources for referrals--many firms report that 40 to 50 percent are filled by candidates referred by staff members. Moreover, companies view such candidates more favorably than those brought in through other methods, because they already know something about the organization and have a personal connection to it.
Finally, networking may be the only way to locate good opportunities for job seekers whose skills are not much in demand. Even those whose skills are in high demand can benefit from networking, as multiple opportunities and personal referrals will enhance a candidate's bargaining position.
Using Personal Contacts to Land Job Leads
Networking should start with people you already know-friends, family, colleagues, and acquaintances. These people are not necessarily the best source for jobs, but they can advise you on your résumé, comment on how you present yourself, and help you identify your skills. Discussing such topics with friends and relatives may lead you to intriguing areas you've never thought to explore. What's more, these people are bound to have friends and relatives of their own who could turn out to be valuable resources for you.
We'll call the people you already know and their connections your A group. During this initial round of meetings, you will ask about and get referrals to people your contacts think will be relevant resources for you, such as professionals working in your field of interest or people who work for organizations that interest you.
These people, your B group, may or may not know of any specific job opportunities, but they can provide valuable information about current needs in your field, where your skills might fit, what you should emphasize in your presentations, what you need to learn, and resources that you can access. The B contacts, if duly impressed, can also introduce you to other B contacts and possibly to people in the C group.
The C group consists of people who could hire you if a need existed in their company and you seemed to be qualified. While there may not be an immediate opening for you, a well-conducted information and referral meeting with a C person might lead to an interview a month or two later, as well as to introductions to other B and C contacts.
While a telephone call will usually suffice to set up a meeting with an A group person, an approach letter (see sample), followed by a phone call to set up an appointment, is usually a more effective and appropriate means of contacting a B or C group person. An approach letter normally should not be accompanied by a résumé-a résumé labels you as a job applicant and may limit your chances of obtaining a meeting.
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Copyright 1999. Reprinted with permission.
