By Heather Stone
Mac Carter feels like a hero. As a HR administrator for a nationwide
retailer, he has opportunities to serve people in a variety of capacities.
But never has he felt better about helping someone than he does now.
Mac has a daughter in the girl scouts and while at a function with her, he
met the father of one of the other kids. They got to talking over cookies
and punch and Mac learned the man was an unemployed distribution manager.
Knowing that his company was in need of distribution management, Mac gave
him the name and phone number of a department head that had hiring authority
with his company. Within days the man called to express his gratitude,
explaining that their situation was fast becoming desperate. It made Mac
feel good to know that he helped this man to find a job and helped his
company to meet a need at the same time.
This scenario is illustrative of a typical networking success. It
demonstrates the power of having contacts. The rule of "who you know" has
long been a key job search component. Statistics have consistently shown
that over 80% of jobs never get advertised because they are filled through
the vague technique of "networking".
Finding A (Lousy) Job the Hard Way
The common job search means looking through the paper and online job
postings. The common job seeker will send resumes out to all possible
matches and then wait anxiously by the phone for calls to come interview.
The remaining 20% of the jobs out there are largely filled by job seekers
competing in this manner.
Many opt not to take the easier approach- choosing from the 80% pool-
because they do not think they *can* network. In the years I have spent
working with job seekers the main reason networking is overlooked is because
people are uncomfortable with the process of knowing whom to contact and
how.
A recent survey by Career Education Corporation shows that only 3% of
working adults report being satisfied with their current employment and that
more than 50% are considering a career change. How many of these working
adults are in their dissatisfying situations as a result of a poorly
executed job search?
Finding A Job You Love
The difference between finding a job and finding a job you love is the
thought and preparation put into the job search. It is the difference
between working hard and working smart. If 80% of all jobs are filled before
they are ever advertised, they must be jobs that are in demand. They must be
the jobs that people really love. And they must be worth the networking
efforts of those that seek to obtain them.
Networking is uncomfortable for many job seekers because they think of it as
a talent. Some feel that networking may be like singing or public speaking.
That either you have "it" or you do not. Nothing could be further from the
truth.
Acquiring networking skills and becoming comfortable in exercising them is
nothing more than returning to a root behavior in all of us. As a baby, we
communicated honestly. We went after what we wanted and we went to those
that could help us get it. Many fail to network because of the mistaken
perception that operating in this fashion is rude or presumptuous. There is
nothing rude or presumptuous about being direct in your efforts to achieve a
goal.
A first approach to networking needs to be a commitment to plan. Networking
is a process. It requires persistence, a clear objective and a very defined
effort. A comfort zone can never be achieved in networking without first
knowing what is to be accomplished.
Understand that networking is all about information. Never turn to your
network to ask for a job. Instead, approach your contacts for advice and
information that can help in your career planning. Networking itself will
never get the job. It is the information gathered from networking that
provides direction on where to take action.
With that in mind, take a blank piece of paper and watch your networking
plan develop as you follow the steps below.
Simple Steps Get the Networking Process Started
Who do you know? Forget for a moment what your contacts know about you or
your chosen job target. Simply make a list of everyone that you know. Do not
leave anyone off the list. You will not actually use the list in its
entirety. But you may be surprised what any connection on the list might
bring of value to your job search.
Who do you want to know? Make a list of people- even if you do not know
their name- that you feel can provide good information about the kind of job
you love. For example, if you wanted to explore career information in the
field of nursing you can write down "a nurse at My Local Hospital". The
important thing in this step is not to address specifically who that person
might be or even how to establish a dialogue with them. Just make a list of
those with information that can be useful to you.
How big is your list after doing this? According to recruiting industry
studies, the average job seeker can list about 250 people. Even if your list
is a tenth of this, it represents 25 opportunities or "action items" on your
networking plan.
What You Want Your Network to Tell You
Remember that the people you contact are not going to be the ones offering
you a job. They will merely provide information that will help you in your
job search. Knowing what to ask them will aid you in narrowing down the
different opportunities that conversations with them will provide.
When you meet with them, tell them about the job you love. Ask them their
opinion and be prepared to listen and take notes. If you have made contact
with someone directly related to the job you are pursuing, be prepared to
ask the important questions that will make you more informed. Be sure to
make note of skills you will need, education or certifications that may be
required and what prospective employers need to see in an applicant seeking
that position.
Do not walk away from that meeting without asking them for additional names
of people that would be willing to discuss your situation with you further.
This is the true art of networking- using your network to tap into the
networks of others. Therein lies the power and the effectiveness of
networking.
Networking Is Two Sided
Companies spend thousands training and educating their management personnel
to network. It's good business. With the average new hire costing companies
over $11,000 to find, hire and train, a company stands to lower their costs
and risks by hiring people they know or obtain through networking efforts.
Knowing this is important if you are hesitant to ask for 20 to 30 minutes of
time from someone to discuss your career plans. Most people are willing to
invest this time with you because it serves them to have you as a contact
too.
Networking is a critical skill in every industry at every level. It is the
one career task we all share in common and it is the job that is never done.
The key to becoming comfortable at networking is understanding the basic
value it holds for us all.
-- Heather Stone is president of
myjobsearch.com, publishers of the largest
independent career resources directory on the Internet. After receiving her
BA from BYU and MBA from the University of Phoenix, she has established
herself as a career industry expert through the operation of her own career
training company and continual consultation with employers and job seekers
on the Internet job search.
Copyright 2000
myjobsearch.com
