When it comes to networking, Miami marketing executive Patrick Whiteside uses a personal touch. He e-mails birthday greetings to business contacts and sends handwritten thank-you notes to clients after meetings. "People seem amazed I take the time," says Whiteside. "It's a friendly approach that helps to bring in business. It definitely pays off."
Tim O'Connor, a New England-based recruiter, relies on the Internet to link up with colleagues and build a reputation in his industry. "I'm happily employed and not looking for a job," he says, "but I'm developing my network every single day through the Web."
Although these two men have different styles, both understand that networking is now a critical tool for business success, job security, and ongoing employment. "Networking is part of my daily routine - like getting up in the morning or going to bed at night," Whiteside says. "I don't leave the house without my business cards."
Network while you work
Today, professionals are like white-collar free agents, often switching jobs several times in their careers. The loyalty that once bonded employees to a single company or industry is the exception in today's fast-paced economy.
Workers should not wait until a job layoff or downsizing to join the networking game. Make it a way of life, advises Jeff Taylor in his how-to book, Monster Careers: Networking. Taylor, now Eons' CEO, founded Monster, the nation's top online career network. "Even if you stay with a single employer for a long time, you have to be prepared to switch jobs as business conditions change. A web of relationships, maintained throughout your career, goes with you when you leave a company," he writes. Networking needs to be as routine and second nature as checking your e-mail.
More than schmoozing
Some older workers mistakenly think of networking as "schmoozing," says Diane Darling, president of Effective Networking Inc., a Boston-based mentor program. But you don't need to social-climb or hobnob at cocktail parties to network effectively. It is more about building, maintaining, and tapping relationships, says Darling, who also authored The Networking Survival Guide. As she notes in her book, "Networking is building relationships before you need them." Then, when you do need them, you can call people who will want to help you.
Older professionals can call upon a lifetime of contacts to build their networks - business associates, friends, even neighbors. They may have connections they never considered - contacts from church or their children's school. Networking can be easier for them, especially if they have spent years working within a single industry. Although high-tech career tools - electronic resumes and virtual job boards, for example - are great resources for job seekers, people are far more valuable, Darling emphasizes.
In his recruiting work, O'Connor notes, he often finds the best job candidates through referrals. His simple advice for job seekers and professionals thinking about a career change: "Reconnect with the people you know and who know your work."
Keys to successful networking
Recognizing that networking is a worthwhile activity that requires effort is the first step to developing an effective web of connections that can yield surprise career opportunities and ensure job security.
Here are some tips to get you started.
- Create a game plan that includes specific actions and goals. Darling suggests setting up meetings with former colleagues or sending e-mails to friends who can connect you to decisionmakers in your industry. Taylor advises networkers to keep notes of important conversations, maintain a Rolodex of business cards, and create a personal brand statement that states who you are and what you can do.
- Identify positive people who know and trust your skills. Draw a chart or web of your relationships, both Taylor and Darling adivse. Note the nature of each relationship, such as fellow PTA member, friend, or colleague. If some people on your chart would not be happy to see you succeed, simply eliminate them.
- Commit yourself to networking. Expect to network a little each day and make it a career-long practice, writes Taylor. Make sure you return phone calls. Send thank-you notes after critical meetings. Don't just take from others; make sure your relationships are mutually beneficial by offering to be a resource or referral when appropriate.
- Discover the power of the Internet. O'Connor scouts online for "passive job candidates," instead of relying exclusively on resumes. That way, he identifies people who are not actively job searching but have an online business presence. His advice for networkers: Get involved in industry groups, which often list members and activities on their sites. Participate in online forums that relate to your industry. Join Linkedin and other career networking sites.
- Develop a networking style. Identify your strengths and capitalize on them. Perhaps you are shy but a good listener who asks effective questions. If so, you might do best meeting and talking with others one-on-one. Others enjoy the energy of large gatherings and get-togethers. Be willing to work on overcoming your weaknesses. For example, cultivate respect for others' views and do not interrupt conversations. Nurture relationships instead of flitting from one meeting to the next. And always remember to smile. If you are open and welcoming, people will enjoy being part of your network.
Helpful Links:
Monster.com offers comprehensive information, resources and forums for developing a career network, finding a job, and tapping new employees.
Linkedin.com is a popular career networking site that allows job seekers to develop and share a virtual web of contacts in their industry.
Meetup.com facilitates face-to-face meetings with people who share similar interests and/or professions and live in your region or community.
RileyGuide.com offers a list of resources and guides for job seekers.
WomenforHire.com provides networking tips and advice for female professionals.