Networking: Master Key to Opportunity
by Mary Kilkenny
This article is reprinted from the January 2007 issue of The Stepping Stone, newsletter of the SOA's Management and Personal Development Section.
Eighty-five percent of the job market is hidden. That’s right--hidden.
What exactly does that mean? Eight-five percent of openings never make it to the classifieds or the Internet. Instead, these roles are filled by someone who had an inside track through family, friends or a professional network. Yes--a professional network. We have all heard, “It’s all about who you know.” In today’s competitive job market, that statement couldn’t be truer.
It may seem unfair, but those professionals are not just lucky. They earned their positions by networking, essentially by forming the right connections. The main objective of networking is getting your name out in the marketplace. The more you do, the better the chance that your name will magically pop up the next time an opportunity is available.
The key to successful networking is realizing that it is a continuous process. However, keep in mind that networking for its own sake differs from networking with a specific purpose in mind. You must alter your approach to best align with your current goals.
Networking–When you are content in your current job
No one likes someone who just comes around when they need something. That is why successful networking is continuous. Network before you need to in order to strengthen your contact list and hone your relationships.
• Get involved in your industry! Become more involved in your industry or discipline by joining a professional association. Be an active member to gain exposure and increase your network: volunteer for committees, contribute to newsletters and share your knowledge at meetings or conferences.
• Volunteer in your community. You would be surprised how small the world really is.
• Keep in touch. Call, e-mail or write once a month to keep your name fresh in your contacts’ minds.
Networking–To advance within your current organization
Your audience in this scenario is extremely targeted. You are, in theory, networking at least 40 hours a week with your co-workers and bosses. Though it seems like working with your targets is easier, realize that this puts you on stage everyday. You must never let your guard down.
• Stand out. Show up early and leave late, join committees and be confident in your work.
• Show initiative. Don’t be afraid to challenge the status quo–innovative risk takers often open doors for themselves.
• Become visible to senior management. Show interest in your work and look to others for information on how the company is doing, the direction it is heading and how you can help. Seek out opportunities to make presentations or contributions directly to senior management.
• Dress to impress. If you want to be important, dress like it!
Networking–To find a job
Networking while in an active job search is the most structured form of networking. Be sure not to get networking confused with job searching; networking is meeting new people who are able to give you advice and guidance, not necessarily a job.
1. Compile a list. Make a list of everyone you know: business professionals, friends, family and clients. Don’t restrict your list; you never know who could be a link to your dream employer. Additionally, include a list of approximately 20 dream organizations. In an ideal world, your contacts will provide links to your target companies, but don’t be alarmed if this isn’t the case.
2. Write your commercial. Prepare; write your sales pitch. This three-minute commercial should introduce your business self. Include your credentials and your objectives. Know this by heart–you must be able to recite it naturally when put on the spot.
3. Schedule meetings. Call your contacts to set up brief meetings. Before picking up the phone, jot down notes on what you want to say. Remember to be professional and polite.
4. Plan your agenda. Don’t waste your contacts’ time. You want to build bridges, not burn them. Know what it is you wish to accomplish when entering a meeting.
5. Present your best. Remember this is not a job interview; enjoy yourself. Walk into the meeting with confidence and a positive attitude. Build instant rapport by agreeing on a time allocation. Make it clear that you are there to learn; professionals love to share their industry knowledge and experiences.
6. Follow up. Send a note to let your contacts know how much you appreciated their time and insights.
Networking is the key to opening the hidden job market, whether it is an opportunity tomorrow or 10 years from now. Network anywhere and everywhere and one day you will become the epitome of “It’s all about who you know.”
Mary Kilkenny is a Jacobson Associates actuarial consultant specializing in the life, health and pension arena for the professional recruiting division of the Jacobson Group in Chicago. She can be reached at mkilkenny@jacobsononline.com.