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GET IN ON THE GROUND FLOOR
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THE CAREER PLAYBOOK GUIDE
TO SUCCESS
6. GET IN ON THE GROUND FLOOR: Networking
creates opportunities to make contact with decision
makers before a new job opening is formally
announced. At the very least, you will only
be competing with a handful of people rather
than perhaps hundreds of job applicants.
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Timing is Everything
Companies determine their hiring needs long before a job
opening is announced formally.
In many cases, these jobs are never openly advertised.
During this time they conduct a search to see if anyone
within the organization knows of a talented person who might
be available. It is during these short windows of opportunity
that your networking strategies should be fully deployed.
Many times, finding a job simply means being the right
person at the right time, with the right attitude, the right
skills, and the right contacts. It's not only what you know
but who you know that leads to an employment opportunity.
Networking is a powerful job search tool. Over 60% of jobs
in the "hidden market" are filled through "insider" contacts.
Networking can help you develop contacts among influential
people who might provide assistance with your job search.
They can give you inside information on an organization,
such as: the hiring manager's name, types of people he/she
tends to hire, names of people who have the jobs you want,
skills required for a particular position, the corporate
culture, and any changes that may be in the works.
Know What You Want
The sole objective of one's search should be to establish
a good job/career fit. It is as much in your interest to
be employed in a role for which you are well suited as it
is for the employer to have the right person in the right
job. Once you assess your strengths, such as: the skills
you most enjoy using, the interests that are critical to
your sense of job satisfaction, and the values that motivate
you to achieve success, you are then ready to explore employment
opportunities that fit your job and career objectives.
Take the time to know yourself thoroughly. Career planning
studies have found that most job applicants are unable to
convince employers that they have the required skills needed
for the opening. You need to know which relevant qualifications
will help you to do the job you have targeted. It's critical
that you know yourself and what makes you unique from others
who are seeking the same type of work.
Once your search identifies a selection of potential employers,
narrow the list down to the company's that are most likely
a suitable fit for you. Whether or not your search will
turn up the ideal employer in the end depends on researching
the right companies in the beginning. Cast your net wide
and remember that the best opportunities are with employers
who rarely advertise their job openings.
Keep in mind that you may not be the only candidate interested
in these organizations. You must convince the hiring authorities
that you are uniquely suited for the position by showing
how your talents, skills and expertise are a perfect match
for their needs.
What about an Internship -- Paid or Unpaid?
Confidence in who you are and what you have to offer translate
into the ability to articulate your skills, strengths and
personality traits to the employer. Many of them are willing
to train if genuine interest and enthusiasm is shown. Regardless
of what you have for skills, it is the attitude you have
of yourself that really convinces an employer to hire you.
Once you have an internship you will have an opportunity
to learn new skills and understand a brand new industry.
Take advantage of the new tools and software which you will
be using and do your best to learn from the experienced
full-time staff of the company with which you are interning.
An internship can open the door to opportunities in a new
industry by providing skills and experience you didn't have
before.
You may have to provide free labor to get the job you want.
Top executives have donated a few weeks or a couple of months
to prove the value they'll bring to a company. If you can
gain the required knowledge you lack for your next job,
you're in on the ground floor. During this probationary
period, if you prove that you have what it takes to do the
job and are an asset to the company, they'll want you on
their team.
Networking is essential to your search and your key to
the hidden market. The community of contacts you assemble
can provide critical details on job leads, vacancies and
industry trends. They'll also tell you what you'll need
- to succeed - in your search for a new or better job.
The following information will help you meet people in
your field and network with them successfully.
The Basic Steps -- Building a Base of Contacts
It's important to remember you are trying to get information
from these people, not necessarily a job.
Asking friends or associates for a job outright can put
them off and make you sound over-anxious or desperate.
- Start by talking with friends and close associates.
Even if they are not employed in your field they may have
career information and contacts that can be useful.
- Base your approach on how well you know and trust each
person. Let him or her know you are looking for a job
and you would appreciate advice, ideas, and suggestions.
Bring up the subject of your job hunt in general, then
ask if you can sit down to discuss it later. This is to
enable your friend/acquaintance to prepare in advance.
- Don't be afraid to call people you have not talked with
in a long time; most people are flattered when asked for
advice.
- Be open and go into details about the kind of work and
organizations that interest you.
Possible Networking Contacts
- Friends and family
- In-laws and relatives
- Neighbors (current and past)
- Social Acquaintances (golf, swim, tennis, social clubs)
- Classmates (from any level of school)
- College Alumni (get a list of those living in your job
search area)
- Old roommates
- Clergy
- Church members
- Former teachers
- Parents of your children's friends
- Anyone you wrote a check to in the past year: tradespeople,
doctor, dentist, pharmacist, optician, lawyer, accountant,
insurance agent, travel agent
- Real estate agent
- Financial consultant
- Stockbroker
- People you've worked with as a volunteer
- Manager of your local bank
Business Networking Contacts
- Bosses
- Co-workers and former co-workers
- Suppliers
- Friends who left for another firm
- Professional acquaintances
- Employees
- Consultants
- Peers working in other companies
- People you've worked with on a project
- Customers
- Members of professional groups
Don't dismiss anyone from your list because you have not
talked to them for some time. It is common to lose touch
with family, friends, and colleagues as life situations
change. If the original relationship was valued, your contacts
will return your calls and they will want to help.
Tell the members of your network you are conducting a job
search campaign. If they haven't heard about your departure
from your last position, frame the news in a way that lets
them know you are dealing well with the emotions of the
situation and are ready to move on to a new professional
challenge. Create opportunities to talk to new people, especially
those in different segments of your industry, other industries,
positions of leadership or other roles that allow them to
know about future growth plans.
Early in the conversation, reassure the person the real
reason for your contact is to get information, not that
you expect them to find you a job. Ask for advice on the
types of companies or jobs that would best suit you. (You
may be surprised at their answers.)
Depending on the individual, inquire about the condition
of things in their company/ industry, what they hear about
business conditions locally, and/or who do they know who
has changed jobs recently. Once you have identified your
list of targeted companies, mention them. Ask for the names
of other people you should talk to, and ask their permission
to use their names as a referral.
Quick Networking Tips:
1) The first step is to know what you want to
do. Before you pick up the phone to begin networking,
take a moment to collect your thoughts. Ask yourself, what
do I want? If it's help, be specific. Do you need ideas,
names or introductions? Make a list of the items that will
help you stay focused during your conversation. Most people
really want to help you with your job search, but first,
they must understand what you want. Then they can determine
how best to help you.
2) State your point clearly and succinctly.
Always keep in mind that your networking contacts are busy
people. Be considerate of their time. Long, rambling dialogs
are certain to end your relationship before it ever has
a chance to blossom. If you say your call will only take
2 or 3 minutes, make certain you stay within that timeframe.
Anything longer will be perceived as a nuisance call, unless
they specifically allow you more time. Your goal should
always be to take no longer than three minutes or three
leads, whichever comes first.
3) Ask permission to use a name. Suppose
you visited a contact to conduct an information interview-a
short, friendly question-and-answer session designed to
help you learn more about a profession or company. Your
contact gives you the names of several referrals. Before
you leave, ask permission to use your contact's name as
the original source. He or she may want to contact the referrals
first, which will make your calls proceed more smoothly.
But the main reason for asking permission is common courtesy.
When you mention names, you're capitalizing on your contact's
rank and reputation within the business world, so you want
to make sure you have his or her knowledge and approval.
4) Remember you're never too old or successful
to network. Don't think that executives or others in
authority positions are uninterested or unreachable. Many
senior executives are delighted to be contacted and want
to share the knowledge they've acquired over the years.
Because of their seniority, they may be isolated and appreciate
the chance to help you. Then, when its your turn to help
someone, you can react in kind. Helping others in a reciprocal
way can be very enjoyable, not to mention the deep sense
of satisfaction this brings into your life.
5) Never underestimate the power of a thank-you
note. If a busy executive takes time to meet you and
assist with your job quest, acknowledge the help you receive
with a handwritten note. This lets him or her know you understand
and appreciate their effort and contribution. It also allows
you to provide a short progress report and feedback about
the referrals. Last but not least, it paves the way for
future contact.
Remember
- The best way to find a job is through networking with
people that you know, are acquainted with, or want to
know.
- If you are enthusiastic and express appreciation, in
most instances, people will respond positively, and want
to help you.
- Keep detailed written notes to avoid confusion about
what transpired with your many contacts.
- Don't put all your eggs in one basket. Once you start
networking, don't stop.
- Networking is only one avenue to pursue in your job
search. There is also the Internet, classified ads, trade
magazine ads, and developing a relationship with a recruiter
who specializes in your field of interest.
 
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