Networking 101: Key Strategies for Job Search and Career Success

How can you raise your success rate when competing with dozens or hundreds of other candidates? To make your goals become reality: know your value, focus on what you want, and tell people about it. Communicate with people in your network, beyond just LinkedIn. Face to face – over lunch or coffee (or virtually, if necessary) – will increase your impact. For most of us, it’s easier to reach out to someone we know.  But this isn’t always possible. You can also ask people you know to introduce you to their relevant contacts.  

The importance of networking for career planning

Your network is important for career planning because in Canada, only about 1 in 5 hires is made due to responding to an ad. That means 80% comes from other avenues. How do the other 80% come about? Things like:

·       someone tells a hiring manager about you,

·       a recruiter learns about you through industry contacts or research, or

·       someone contacts you about possibilities in an organization.

In essence, 80% of hiring relies largely on contact with people. Building professional relationships over the long term increases your chances of landing roles. It’s not that you get a job just because you know someone. You still must have the competencies to do it. However, you will hear about more hidden opportunities when people know about you and what you can bring to a role and organization.

Effective networkers convey their short- and long-term goals

When I am recruiting for a role, effective networkers say things like, “I’m really enjoying my current role and am committed to leading a transformation project for the next year. My career ambition is to be Chief Financial Officer of a leading financial services company.  For my next move, I’ll be looking for senior financial planning and analysis roles at a top bank or insurance company, and I am open to relocate.”

Sharing your plans lets your network offer questions, insights, and suggestions, and connect you with relevant opportunities, regardless of whether you are actively seeking a new role. Those prospects could include not only jobs, but also related things like:

·       serving on professional, industry, or community committees and boards,

·       mentoring colleagues inside or beyond your organization, or

·       sharing expertise through presenting at conferences or writing articles.

Effective networkers build and map relationships

Throughout their careers, effective networkers build relationships for the long term. They proactively identify who they know, who they want to know, and who can help them in different situations. They keep in touch and check in from time to time. They understand who the relevant decision makers are and develop contacts with them. Many books and courses exist on networking and influence skills, so I won’t go into detail. The Dale Carnegie classic How to Win Friends and Influence People and the New Strategic Selling by Robert B. Miller and Stephen E. Heiman come to mind.  I will say, however, that LinkedIn and other databases can be very useful in understanding your network, mapping where they work, and connecting into their networks.

Remember networking is a two-way street. Executive coach and motivational speaker Tim Cork calls it “netgiving” not networking. He reminds us to be authentic, get to know people better, and demonstrate care for your relationships. Devoting your time and energy, helping others, and sharing know-how with your industry, profession, or community creates a virtuous career cycle. For more details, see: http://www.timcork.com.

Sometimes, the network you’ve built may be limited for a new situation, and you need to get creative. For example, a coaching client of mine was relocating for family reasons. Progressing with one company for over 30 years, he had led operations in several countries. However, neither the company nor industry had a presence in his target city. We worked together to think about expanding his network. From initial contacts with family and friends from school and university, he broadened to their networks of colleagues, professional communities, teammates, and fellow volunteers, communicating the value he would bring to a new company. Within a few months, he landed three interesting job offers.

Networking in job search mode: the process in 6-steps

To increase your success rate when seeking a new role, follow these steps:

1.      Identify your goal(s).

2.      List who can help you (in your target or related organizations or roles), such as with an information interview. You can use LinkedIn (or your own database) to find them. Commonly, you can contact with them via LinkedIn, email, or industry forums.

3.      List where you have gaps and whom you want to get to know and with whom you want to share your resume, CV, or LinkedIn profile, and ask for information.

4.      Use LinkedIn to find people through your network, who can fill those gaps. Ask for introductions to them from your contacts.

5.      Meet with your contacts – in person (or virtually as appropriate) as much as possible.

6.      Express your gratitude. Follow up with an email or handwritten card to say thank you, and remember to keep in touch over time.