In a job market where networking accounts for more than 90 percent of all successful landings, it is critical for job seekers to keep their networking skills sharp. But with searches extending over prolonged time periods, maintaining an edge can be tough. The Ayers Report asked Terry Ebert, Managing Director of Career Transition Services, about a few of the most common networking pitfalls he has observed and how to avoid them.
Networking pitfall #1: Losing sight of the basics
“Many people forget that networking is not about asking for a job. Taking that tack carries the risk of putting the contact off. The objective of networking is to gather information and insights with regard to a company or industry. As contacts talk about ‘top-of-mind’ issues in their companies, look for ways to add value by drawing on your own experience. ‘We had a similar situation at X and found that by doing…’ This approach establishes a quid pro quo, gives the contact a better sense of what you bring to the table, and positions the exchange as a conversation between equals rather than manager and supplicant."
Networking pitfall #2: Over-networked targets
“If they don’t hear back after the first or second attempt to reach the contact, some candidates get frustrated and stop trying. You don’t have the luxury of giving up so quickly. It may take a third or even fourth phone call or fax. Gentle persistence frequently pays off."
Networking pitfall #3: Group grousing sessions
“There is an increasing dependence on networking groups. If you’re just meeting with others who are out of work and understandably anxious and frustrated, it doesn’t take much for the gathering to become a gripe session. Then it picks up momentum and heads into an uncontrollable downward spiral, which doesn’t help anyone. To be truly effective, networking should be structured. I recommend facilitated groups, such as our Peak Performance Teams, the HR Networking Groups we host in each office, or outside structured/facilitated networking groups such as the Executive Forum and MENG."
Networking pitfall #4: False pride
“Networking should appropriately focus on people who are in jobs or organizations appropriate to your target list, but you also need to broaden your horizons. Many candidates are reluctant to network among friends; relatives; neighbors; clergy; members of their religious congregations, clubs, or associations; and other potentially useful sources. I view this as false pride because it’s counterproductive.
“You never know where you’re going to find a lead. I recently contacted a fellow patient who was networked to me by my dentist, and Ayers ultimately helped the person find a position. I know of a job seeker who made contact with an executive at a target company through the bartender at a country club.
“Associations of all kinds—professional, alumni, special-interest, etc.—are a great source of contacts. Bill Ayers likes to invoke the concept of the ‘granfalloon’ from Kurt Vonnegut’s Cat’s Cradle. It’s the idea of having some loose affiliation—graduating from the same college, sharing a cultural heritage or interest in the same hobby, etc.—that enables people to connect to one another. This is a way to exponentially increase the size of your network."
