Networking

WHAT IS A NETWORK AND NETWORKING?
A formal network is a web of systematically developed contacts and relationships. Networking is the process of developing those contacts, and provides a way to:

• Exchange information
• Increase level of confidence
• Refine communication skills
• Get advice and moral support
• Meet new people
• Form on-going professional relationships

WHAT ARE THE BENEFITS OF NETWORKING?

• Learn about job openings
• Increase interviewing confidence
• Obtain job search advice
• Gather industry information

THE APPROACH
Your goal in "the approach" is to arrange a meeting/informational interview. To assure this goes smoothly, remember the three phases of the introductory approach:

The Icebreaker
Think about when you receive phone calls or emails from people you do not know...what questions run through your mind? Some typical questions include:

• "Why are you calling me?"
• "Who are you?"
• "How much are you asking of me?"
• "Why should I talk to you?"
• "What do you want from me?"
• "How hard will this be?"

Therefore, during the icebreaker, identify:

• Yourself
• Purpose of your contact
• Your referral source
• What you hope this person can do for you

The Decompression
During this phase, you are reassuring the caller that the stakes are low...you are professional and trustworthy, their time will be respected, you expect no magical answers or information, and your visit will be low-key.

The Scheduling
Always ask for their preferences in scheduling...keep in mind:

• Face-to-face meetings are best
• They control length of meeting, time frame, time of day
• Make suggestions and give options
• If you meet over lunch, offer to buy

PHASES OF NETWORKING MEETINGS
Think of your informational interview as having five acts, much like a play. Just as the order of acts in a play avoid confusion, provide structure and maintain a sense of timing, so do these parts of an informational interview.

Setting the Stage
Remind your contact you referred you and why, what your career development status is, and what you expect/hope from this meeting.

Frame of Reference
This phase allows you time to introduce yourself. Take about one minute to give some background about your knowledge, skills, abilities and goals.

Q&A
You are in charge of asking questions. Before the meeting, think clearly and specifically about what you want to find out. Write down your questions. Ask permission to take notes during the meeting.

Closing Up and Getting Out
Always respect the time frame you agreed to. If they wish to take extra time, they will make it clear. Leave gracefully, without hanging on. Tell your contact what you plan to do next as a result of this meeting (I will get back to you in two or three months, I will call Mary...)

Follow-up
Follow up with a thank you note, either emailed or handwritten. Mention how this person was helpful to you and what you will be doing with the information they provided. Also mention when/if you plan to contact them again.