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Plug
Into a Network and Energize Your Career
by Roy Harryman
Data center managers understand the technical
aspects of networking, but what about the people side of the business?
Operations managers are familiar with LANs, WANs and
SANs. But what about networking on a personal level?
Networking -- a term that is overused and an activity
that is underutilized -- fills up to 75 percent of all job openings. While
millions of employment seekers are haplessly lobbing resumes at want ads,
smart job hunters are using the inside track.
But
networking isn’t just about changing positions. Interacting with colleagues
and maintaining professional relationships can provide expert advice that
improves your shop. Having a social network in place shows that you are
resourceful and makes you a more valuable employee.
"It
can enable you to get things done faster, to advance your career,"
says Steve Blood, director, regional services activity, for the Defense
Enterprise Computing Center in Ogden, Utah. "It’s a critical leadership
skill and it’s a valuable skill regardless of what level you’re at in
your organization."
If
we’re honest, many of us will admit we aren’t good at networking. We may
even find it distasteful or self-serving. However, experts say those views
often flow from misunderstandings or narrow definitions of the practice.
Not job begging
Networking is not about hitting up friends,
relatives and neighbors for jobs. They probably don’t know of any openings
anyway.
It
is about developing and expanding a list of professional contacts who
can keep you informed of industry trends, common challenges and the occasional
job lead that you may or may not be seeking.
And
when a corporate shake-up or economic downturn hands you your walking
papers, the network can help you get back on your feet quickly.
Understand, however, that it’s a two-way street.
Approach
networking by asking yourself how you can help the other professional.
How about referring candidates to fill openings, e-mailing a relevant
article or sharing information about an upcoming trade show?
"If
everybody had that mindset, it would be an incredible world to be living
in." says Janet Shlaes, supervisor of career development services
for JVS Chicago, an employment services organization.
Shlaes’
report, "Power Networking," can be found online at www.chicagojobs.org/network1.html.
"It’s
just talking, being interested in people and finding out about them and
then, you just never know (what might result)," says Shlaes. "When
you move through the world from that perspective, things open up."
You
may feel that no one would want to help you. Networking experts, however,
point out that people usually enjoy teaching, giving advice and making
referrals. Don’t feel like you’re annoying anyone. You’re only asking
for information.
The people factor
One thing separates networking from traditional
job search methods: human interaction. You’re not answering ads and sending
resumes off to faceless, nameless HR departments.
"Networking is doing research by talking to
people," says Bettina Seidman (seidbet@ aol.com), a career management
coach in private practice and a senior associate at The Ayers Group in
New York City.
Traditional methods, such as responding to ads, have
only limited effectiveness.
"One hundred thousand dollars of your closest
friends probably saw that same opportunity," says Jim Kacena, senior
director of Spherion’s (www.spherion.com) Human Capital Consulting Group
in Chicago and president of the International Association of Career Management
Professionals (www.iacmp.com), United States.
His advice: "Get involved in your trade
group or professional association. They may not have opportunities (immediately),
but you’re meeting people who know people."
Don’t completely ignore traditional methods,
but don’t bank on them either. Networking can make your search easier
and faster, providing access to opportunities that don’t yet exist and
opening up the unadvertised job market.
"A
good person, if they’re networking, tends to get unsolicited offers,"
says Bob Maher, principal of Maher Associates (www.careerpilot.com) in
Dallas.
Seidman says many technology pros, in particular,
need to resist the temptation to confine their job search to ads or online
listings.
"The
tendency in technology to work only online or with print ads or with agencies
with headhunters is really cutting out 70 to 80 percent of jobs at any
given moment," she says.
Help where you are
If you’ve landed the perfect job and plan
to stay forever, you still need to network for two reasons. One, you never
know how secure your employment situation is. And two, growth is inevitable
when you rub shoulders with other professionals.
"I
have found it very valuable from an operations perspective and from a
career perspective," says Ray Heath, manager of computer operations
for CooperTools in Apex, NC.
When
Heath moved from the U.S. Air Force to CooperTools, he had a background
in IT, but not operations.
"They
hired me for leadership and management " skills rather than data
center technical expertise," he says.
As
a result, Heath joined AFCOM and began cultivating a network of colleagues
in data center management.
He
attended AFCOM seminars on business continuity to help move a project
forward. But Heath didn’t stop there. He met data center managers who
could personally share their expertise on the issue. He stays in contact
with them, exchanging information and ideas.
The
conference also resulted in contacts with vendors who may assist with
his company’s data center consolidation project.
"It
was just tremendous," Heath says. "Every time I go I get something
from a networking perspective."
Start early, and never stop
If you wait until you need a job to start
networking, you’ve started too late, experts say. Networking takes time,
and you don’t want to put your contacts -- or yourself -- under pressure.
However,
if you put off networking until you reach a crisis, you still have to
start somewhere.
Once
you activate a network, be sure to maintain it. Don’t forget those who
helped you get there, and be open to helping others.
"The
network is forever," Seidman says. "It’s not just about one
meeting. It’s about developing a relationship that can be mutually beneficial
to one another for years and years."
Networking no-nos
Although it may sound strange, the one thing
you don’t want to ask networking contacts for is a job.
"It
puts people on the spot," Shlaes says.
The
people you’re cornering probably don’t know you. They aren’t ready to
give you a job but don’t want to reject you either.
The
first goal of networking is to initiate contact and initiate a relationship,"
Shlaes says."You don’t know where that’s going to go.
I’d rather have people thinking of themselves
as exploring their options rather than looking for a job. If you look
like a job seeker and act like a job seeker you’re going to get treated
like a job seeker.
How-tos
The case for networking is convincing. But
how do you start?
The
first rule is to identify your current network, then expand it.
Kacena
recommends starting with at least 35 names. If each of them gives you
two contacts, your network expands to 105. Be creative with your initial
list, including real estate agents, church members, former co-workers
and employers, merchants, hobbyists and parents of your children’s friends.
You’re
asking for names of people they know in the field you are exploring.
"You
need two things from these contacts: information and names," writes
Walter S. Keller Jr. in the Wall Street Journal’s online career center
(careers.wsj.com). "Try to learn about industry trends, corporate
news or anything that expands your understanding of your chosen field.
Don’t limit yourself to names of people who have jobs available. Ask your
contacts to introduce you to others who may have general information about
your industry."
When
you get referrals, ask why the people are good contacts and learn as much
as you can about them before calling.
Don’t
worry about immediate results. A conversation may pay off several months
later when a contact hears about a need that matches your skills.
More
contacts can mean more failures, but it also increases your chances of
success. Each call puts you one step closer to victory.
Tactics
Not every contact will pan out, but with
perseverance, many will.
When
trying to reach an extremely busy person, try to schedule a five-minute
phone call. If the person is unresponsive, move on to someone else. Understand
that some people may be on vacation or have another reason for delaying
their response to your call.
Always
strive for a personal meeting, but you can settle for a phone appointment
if the contact is unwilling to meet.
"There’s
something about face to face chemistry," Seidman says. "You
always get more time and information face to face than you do on the phone."
If
you encounter objections such as, "I don’t have any jobs" or
"Just send me a resume," Seidman says you can politely counter
with, "My goal is to take advantage of the insights of people outside
of my company, and I’m not asking for jobs here."
Seidman isn’t aware of any studies determining
the percentage of calls that result in meetings, but says: "It’s
much more about your presentation than the stranger’s response."
She
recommends developing a 90-second to two-minute pitch that explains who
you are, who referred you, is sensitive to the call’s timing and asks
for a brief meeting.
Once
the meeting is established, your work has just begun.
The network meeting
The key to the appointment is research, research,
research about the contact, yourself and the company, says Jill Griffin
(jill.griffin@att.net), president of Keller Communications, a human resources
consulting firm near Danbury, Conn.
"They
(networkers) should know what their goal is and be very excited about
that," says Griffin, who is also active in the career management
field.
Networkers need a toolbox of at least 10 questions
that can be modified as needed. Choose five or six for the meeting.
Seidman
says good questions include:
- Tell me how you got into this profession.
- What are your major challenges and
frustrations?
- What do you see as important trends
over the last few years in the industry?
- Do you have any comments on my background
and where I might look to plug in?
- What salary range should I be looking
for?
- What publications do you read?
- What professional associations do you belong
to?
- Who are recruiters you respect?
- Who are some key people in my niche?
Always
be sure to ask who else you should talk to, get a business card to confirm
spellings and contact information and send a thank-you note.
Shlaes
says it’s critical to have a clear message, so people know how they can
help you. Don’t be passive, or you will waste your time and theirs.
Just do it
You know the odds in job hunting, and that
networking is the surest way to employment and professional growth. The
question is, will you do it?
"You
can’t lose by networking," says Griffin. "The greatest thing
that can happen is making a new friend and finding a position that you’ve
always wanted. The worst thing that can happen is you make a new friend."
The
bottom line:
- Start now, not when you’re in a crisis.
- Begin developing a network list.
- Join a professional association and get involved.
- Work through the list by calling and meeting
people.
- Expand the list.
- Give back to your network.
- Help others who are networking.
Roy Harryman (rharryman@aol.com) is a free-lance
writer and former managing editor of Enterprise Management Issues magazine.
He has found jobs through a combination of networking and traditional
means and helped two friends find jobs through networking in the last
year.
Networking Tips for Introverts
by Bettina Seidman
Sometimes job searchers in information
technology fields fail to spend enough time networking to identify new
positions. You will achieve success sooner if you conduct a comprehensive
job search using all possible job search techniques, including networking.
Networking continues to be the single most successful
job search method. But, it is important to identify the style that suits
you best rather than assuming that networking is not for you.
Some
individuals are uncomfortable reaching out to "strangers,"
even though the contacts have come through old friends and colleagues.
Here are some recommendations that will increase your comfort level:
- Spend time preparing everything you
want to say in advance.
- Think about your communication style of choice.
Is it the telephone, e-mail, or snail mail? Use that method to get started.
- Ask your friends or colleagues if they would
be willing to give the contact a heads-up call.
- Consider calling after business hours and
leaving a voice mail message the first time.
Bettina Seidman (seidbet@aol.com) is a career
management coach in private practice with more than 25 years’ experience
in career consulting and human resources management. She founded SEIDBET
Associates in 1990 and also works as a senior outplacement consultant
at The Ayers Group in New York City. She is a board member of the New
York Chapter of the International Association of Career Management Professionals.
Carnegie on Networking
Dale Carnegie, author of How to Win Friends
and Influence People, could be considered the father of modern networking.
Following are a few tips from this classic book to help you in your networking
efforts.
- Give honest and sincere appreciation.
- Become genuinely interested in other people.
- Smile.
- Remember that a person’s name is to that person
the sweetest and most important sound in any language.
- Be a good listener. Encourage others to talk
about themselves.
- Make the other person feel important -- and
do it sincerely.
--Roy Harryman
Networking Opportunities With AFCOM
Attending AFCOM conferences and joining local chapters
is an excellent way to build your network of professional relationships.
AFCOM’s
Spring 2001 conference will be held March 25-29 at the Las Vegas Convention
Center. Contact AFCOM at 714-997-7966 for more information or watch the
Web site (www.afcom.com) for details.
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