Networking Methods

Indiana University

Kelley School of Business

C. Randall Powell, Ph.D.

Networking

The Art of Building Relationships

Goals of the Workshop

define networking and its importance

identify skills used in networking

develop a networking plan

Benefits to Networking

companies estimate that they fill more than 25% of their positions by networking

Research indicates that approximately 75% of people find new jobs through networking

earlier chance at an opportunity

building a professional network for the future

What is Networking?

it’s a learned skill

it’s all about visibility

it’s about creating your own ‘community’

it’s about building alliances, not just about job hunting

it’s not a replacement for talent, it’s about being recognized as talented

Defining Networking“It’s not what you know, but who you know”

establishing contacts to gain or exchange ideas and information of employment opportunities in such a way that builds personal relationships

the U.S. Department of Labor conveys that 48% of all job connections are made through personal networking

Networking is NOT…

contacting everyone you know when you are looking for a new job

cold-calling people you don’t know

a one-way street…it must benefit both parties

about gaining the confidence to call strangers to ask for a job

always productive…expect some persons to not respond

Networking IS…a way of lifestarted long before a job searchmaintaining connections and building alliancesoften more effective on an informal basiscollecting information, educating yourself about employment opportunities, increasing your list of professional contacts, and informing them of your availability

Tapping the Hidden Job Market

experience shows that networking is a very rich source of

job leads

information about unpublished job openings

career advice

Obstacles to Networkinglack of

commitment, effort, discipline, self-esteem, persistence, mental toughness

failure tosocialize, stay connected, treat others as yourself, appreciate diversity, organize, make the 1st move

reluctance tosell yourself, join in, take risks, gain from others’ experiences

complacency, being unlucky, feeling stressed

Learning Networking Skills

start with people you know

move on to the referrals

get to the decision makers

make contact

conduct informational interviews

follow-up

Where to Find Contactsbusiness cards collected professors, friends, relativesprofessional association colleagueschambers of commercealumniformer supervisorssocial contacts, former classmates, former group memberschurch members

don’t be biased…use all resources

Networking ActivitiesCAREER EVENTS!!!!!!

attending professional or trade association meetings

talking to parents…yours and your friends

volunteering in your community

membership in social or religious groups

visiting with your neighbors

chatting with others while waiting

Send the Right Message

be concise with a short message about

career experience

opportunities of interest to you

use powerful words, such as those in your resume, to describe your skills and results

A Few Basic Rules

contacts need to feel they are heard and respected…LISTEN well

you’re building trust, NOT sellinggain visibility, gather info, create a favorable

and lasting impression

balance your talkingtoo much and you frustrate the contact

too little and you miss sharing your talents

Further Follow-up

it’s a good idea to send a follow-up letter to the person who referred you to this contact

touch base periodically using phone, email or mail with contacts to keep them updated

tell them of your activities

this builds your professional network

Networking is Time Consuming

it’s a numbers game…the more you contact, the higher the odds that you gain access and exposure

success depends oneffective communication

personal commitment

dedication

thorough follow-up

Strategies for Successful Networking

Adopt a positive attitude

Focus on the benefits of the event

Plan your self-introduction

Prepare for small talk

Remember eye contact and smile

PRACTICE YOUR HANDSHAKE!!Source: Susan RoAne – A Guide to Successfully Managing the Mingling

Networking

The process of increasing visibility

through social contact

If you would like to learn more, Career Planning Strategies textbook will supply additional information on this topic.