by Shari Lifland
According to a new report by Helen LaVan, Ph.D. of DePaul University and Rose Ann Pastor of Kensington International, the value of establishing a successful network (especially when one is in the process of career building) cannot be overestimated. In fact, they believe that networking can be a "life-changing behavior." They write: "Networking comes surprisingly close to being a simple answer to surviving and thriving in a career. Networking is most useful when employed as a lifelong approach to work, rather than a quick fix. This is true whether one needs the name of a reliable supplier, a good replacement employee, or a new job." According to some estimates, networking is accountable for as many as 50 percent of all new positions attained by professionals.
LaVan and Pastor’s report offers concise information on Why Your Networking is Not Working as well as Making Your Network Work. Following is a summary of their recommendations.
Successful networking is not easy for everyone. Some tips to keep in mind (from Weiss, 1998):
Establish the purpose of your networking and clarify how it will help you. What do you hope to achieve from contacts with others? What type of information are you after? What are your career aspirations?
Recognize networking is not a one-way street. It will not always be clear how you and your contacts will mutually benefit each other.
Realize you don't need to network with every individual you meet. In fact, it’s unlikely you will be on common ground with most individuals, whether it’s a business meeting outside your company or a group function within.
Keep in touch with networking contacts on a periodic basis. You can do this by making an occasional telephone call, sending a newspaper or magazine clipping, or having lunch together.
Always begin with employed people you know. Make sure that those you network with:
- Are seasoned individuals in their industry and career
- Can provide you with referrals within your industry
- Will allow you to use their name in networking
- Show an interest in your job search and success
1. You're networking too much.
Using too much of your time in networking could take valuable time away from utilizing other strategies for career development or job search. While it is important to seek advice and gather information from individuals that can provide appropriate and helpful information, it is not wise to blanket your calendar with networking appointments.
2. You're not networking enough.
It is important to use all of the avenues of a job search -- search firms, ads, and the Internet. Of course, these methods take you out of the "driver’s seat" whereas networking allows you to control your job search. Networking helps you to be interactive. It provides not only referrals and leads, but also gives you insight and information about particular organizations and their employees.
3. You're networking with the wrong people.
It is best to network with members of professional associations, individuals employed in the type of position you are seeking or in industries with which you have familiarity. Family and close friends are also good networking contacts and also sources of social support. The least productive sources are unemployed members of job clubs.
4. You're not nurturing your networking, a.k.a. you're not schmoozing.Networking is on-going process and does not stop when you find your next job. It should be looked at as a technique for developing long-term business relationships. This means not only receiving help but also providing help for those whom have shared time, resources and advice.
5. You're substituting networking for other job search strategies.Experts suggest that 30percent is an appropriate balance. Relying solely on networking has caused job seekers to waste time, energy and become unfocused. There is a tendency to fill a weekly schedule with networking meetings to avoid answering ads, sending direct marketing letters, and contacting search firms.
6.The networker is relying on networking for career counseling or job search training. Some issues -- career options, resume preparation, compensation/benefits, etc. -- are best dealt with by career counselors or job search training professionals, many of whom have licenses and certifications to provide such information. Send an e-mail to the National Board of Certified Counselors to get referrals in the networker’s geographic area. Additional resources: Local chapters of the International Association of Career Management Professionals, The National Association of Job Search Trainers, and State departments of employment security.
7. Networking is reinforcing negative behaviors or outcomes of other unemployed people. It is probably true that negative emotions are contagious. Networkees, especially those who are unemployed, develop cynicism, skepticism, hopelessness, anxiety and depression to some extent as a result of the networking they had done in job clubs. It is important for unemployed networkers to obtain psychological support from professionals.
8. Networking is a substitute for interviewing for information.Sometimes networkers neglect getting information that could be critical to the job search process. The networkers interface with the appropriate individuals, but fail to ask the appropriate questions. Questions in informational interviews that are effective are generally grouped into four categories:
- Information about the individual and how she or he entered the field,
- What she or he likes or dislikes about it,
- Information about the nature of the work, and
- Information about the nature of the occupation, the company and the industry.
10. The networker lacks a clear two-minute infomercial.Networkees can be most helpful if they have a concise understanding of what information and assistance the networker needs. Generally the two-minute infomercial should contain the following points:
- Type of position or type of information sought (tailored to the networkee)
- Years of experience in a given occupation
- Type of expertise(s)
- One of two major accomplishments
- Specialized computer skills
- Managerial experience
- Industry experience
- International experience
Depression, anxiety, cynicism, and stress are almost inevitable consequences of a job loss. Moreover, some psychosocial conditions, and even some medical conditions, which can be held in check during most life situations, become dysfunctionally pronounced during a job loss. These include stress, attention deficit and hyperactivity disorder (ADHD), diabetes, and eating disorders.
Helen LaVan is a professor of Management at DePaul University, where she teaches Human Resource Management and Life and Career Planning. She is a National Board of Certified Counselors certified counselor and a Career Manager Fellow, as certified by the International Association of Career Management Professional.
Rose Ann Pastor is a professional career counselor and director of Client Relations at Kensington, International, a leadership development, outplacement, and search consulting firm. She is a National Board of Certified Counselors certified counselor.
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