We all know the type of situation that springs to mind when someone mentions “networking” - an assortment of suited individuals gathering together to swap business cards, right? That vision of a bustling function room can be enough to provoke a fluttering feeling in the stomach of even the most confident individual; which is probably why the value of networking is so often underestimated - despite this being a somewhat restricted view of what it actually involves.
Why networking?
Done properly and well, networking can prove invaluable when it comes to business deals, effective communication with clients and your own personal career development. It is also one of the most important elements of an effective job search strategy. It is based on the notion that personal relationships have a strong influence over the jobs market, but many people misunderstand networking: it isn’t about asking for a job or about handing out your business card to whoever will take it. It is all about gathering information and it works because most people like to be asked for help - opinion and advice are things that almost everyone can offer.
The majority of vacancies that arise are never advertised directly, which means unless you recognise the true value of networking, you could be losing out on opportunities. The key is to make sure that your achievements don’t go unnoticed.
If an employer has a vacancy, the first thing they will do is ask colleagues if they know anyone who could fill the post. Placing an ad costs money and attracts high numbers of respondents who all have to be dealt with, so avoiding this part of the recruitment process is something that many employers tend to favour. This means that if people have heard about your achievements, you will be the one that is contacted when suitable positions become vacant.
Where to start
Creating a network of career contacts who can provide support, information and job leads will work best if you take the time to plan your networking strategy and keep records of what you have done or plan to do. Start by identifying your contacts - make a list of all the groups of people you know, including family, friends, work colleagues, previous employers, recruitment agencies, people you have met through courses, etc and then list every individual you know from within these groups.
Once you get speaking to people, try to get as much information from them as possible. Instead of talking about yourself, ask questions that identify what the person you are talking to wants from the conversation. By understanding their agenda you are more likely to come up with the right responses to their questions, which will create longer conversations and give you more time to gather the information you need.
Contractors can enjoy great diversity of workplaces and colleagues, interracting extensively with different groups of people throughout their careers. This is ideal for the development of networking skills as the ever-changing nature of the work encourages the formation of new working relationships and therefore develops confidence with speaking to new people.
Your recruitment agency can also be used as an effective networking element. They have well-established relationships with client companies that enable them to market prospective candidates so by keeping in regular contact with them, you can make sure that you are given first refusal of relevant jobs and keep track of employment trends.
As you gain confidence, try to expand your network to include people you don’t ordinarily come into contact with - colleagues of friends for example. Traditional business cards are a low-cost, easy way of getting key information across to all networking groups and targets.
It is important that you consider the best way to approach your contacts; a formal introductory letter followed by phone call might suit a new contact, while a more casual telephone discussion would be appropriate for those you already know. If it is someone that you have had little or no contact with in the past, before you make contact, find out as much as possible about the person and how they may be able to help you - you want a focused discussion, not just a nice chat.
What will I achieve?
If you are clear about what you want, whether it is advice on the market, information on where jobs are advertised, interview advice or industry development information, what you get out of networking depends on how much effort you put in. Taking the time to talk to the right people for the information you need will undoubtedly help with your career progression.
By applying an effective networking strategy, you will have laid the foundations for a successful job search. Most job vacancies are filled either through personal contacts or through specialist publications so if you rely on the local newspaper, you will lose out on opportunities. Even if you are not actively conducting a job search, networking could provide you with opportunities that you hadn’t even realised were available, facilitating career progression at a faster rate than you might have anticipated.
Goal setting
Set yourself objectives for your networking. Decide what you want to get out of your networking campaign, set goals and make a note of your priorities. Be clear on what you want to achieve, whether it is ideas about career opportunities you may not have thought of or information about options you’re already considering.
Planning the desired outcomes of your meetings will ensure that you stay focused on your final goal. Aim to leave each meeting you have with one or two more names to help build your network and have a clear idea of what each of these people can offer you in terms of expertise. Note any action points that have resulted from meetings and stick to a timescale for completing them.
Remember that networking is about sharing knowledge; it is a two-way process dependant upon gathering and exchanging ideas so bear in mind that you will be able to provide others with the information they need too - carefully consider what you have to offer and what you need to learn. The more people you meet or contact, the more information and contacts you will have to share, so setting targets is certainly worth considering.
An ongoing process
It is crucial that you think of networking as an ongoing process and not just as a way to secure a job as it is one of the most successful ways of keeping up to date with industry developments and will not only ensure you have the right information to progress professionally, but also develop your communication skills and increase your confidence.
Stay informed by reading the trade press to find out who is doing what and make good use of the Internet as an information resource. Be open to suggestions and opportunities and never underestimate the value of informal conversations. Maintain regular contact with your recruitment agency so that you’re fully aware of your options at all times.
Sustain the relationships you form with people to help your long-term career progression and keep good, detailed records of all contacts, including key information such as: name, job role, company information, how you became acquainted, mutual friends and ideas for how they might be able to help. Software such as Microsoft Outlook or Lotus Notes can be used to maintain a contacts directory with detailed historical records.
Effective networking requires effort and organisation so make sure that you are proactive in your networking, joining professional institutions and industry associations and attending meetings and events regularly. It is a lifetime strategy; this is your career we are talking about, so putting time and energy into nurturing the relationships you have will work to your advantage in the long run.
The enormity of establishing a network might initially be overwhelming, but once it has been built up and is well defined, maintenance is much easier, which means that when your network is required as a resource it is up to date and instantly useful. Keep all this in mind if the prospect of networking is daunting at first. The more you practice, the more natural it will become.