Networking

Jokingly, my colleagues like to chide me that I'm constantly working the room when we attend a meeting or conference. They say that whenever I spot someone I know or want to know I abruptly end the conversation with them and make a beeline in the direction of my targeted individual.

Of course, my co-workers exaggerate. But then, why wouldn't I want to touch base with someone I may have lost contact with or someone who may be a great source for a story I'm writing? There are times when I may just want to meet someone I don't know already - or simply wish to rekindle a relationship. Over the years, I have learned how important the art of networking is. It's critical to staying connected in your field. Working an Event Last week, I read a short article about networking strategies on the Internet. Interestingly, working a room for contacts was listed as the first place to start. In fact, the writer, Lillian Vernon, a pioneer in direct marketing and retail, suggested that when a person arrives at an event, he should ask those at the registration desk if he can peruse the attendee list. Vernon suggests networkers should have a specific goal before attending the event, such as obtaining five new contacts and passing out 12 business cards. If the event includes a meal, she suggests you also work the dinner table by introducing yourself to everyone at the table - but she also cautions not to monopolize the conversation. "Networking is not for wallflowers. Be proactive - Take time to speak to as many people as possible to ensure the most robust number of contacts," summarized the marketing expert. Self-Marketing Tool By now, many of you are probably thinking this aggressive style of self-promotion is just not you. In fact, to individuals not in sales and business, these techniques may seem pushy and in bad taste. And, you do have a point. To be able to network effectively, you must feel comfortable. Just like the rsum and interview, the building blocks of career building, your networking style has to demonstrate who you are. Let's face it, "sizzle" doesn't usually land you the job. It's your substance that employers want to ascertain. Read what Douglass B. Richardson, a career columnist, said about the networking process. "Networking is still the most effective job-search and self-marketing tool, but when done ineptly, it's also the most obnoxious. Many job hunters blunder through the process, causing potential employees and contacts to feel misused and manipulated," Richardson emphasized in "Savvy Job Hunters Learn to Network Nicely," on CareerJournal.com, published by The Wall Street Journal. Networking Basics Networking is more than schmoozing with the CEO at the holiday party. It's more than gathering an impressive list of VIP contacts and being granted a face-to-face interview with one or two of them. Certainly, elements of both of these may be associated with this dynamic process. But rather, think of networking as your personal marketing plan. Like any other plan, short-term and long-range goals must be set so you can evaluate what you have accomplished. Networking is not a hit or miss activity. Sometimes you may be in the right place at the right time and a great contact or opportunity may come your way - but don't count on it. Formal Contacts Certainly, not all networking involves a formal process, but remember, even informal contacts need to be cultivated. To begin the formal process, it is suggested you identify at least 10-12 individuals who could assist you with some facet of your career goals. Write each person an introductory letter about who you are, what your career goals are and how their expertise might be of assistance to you. Follow the letter with a telephone call to convey your determination. You may ask the person if a face-to-face meeting is possible. If not, you might suggest a telephone interview. Don't be surprised if your request is rejected. Certainly, the person may just be too overworked or over-committed to give you what you need. Or, as I already mentioned, this person has been manipulated by previous job hunters. For example, Richardson noted it is not unusual for a nave networker to call a contact and say, '"Your friend, Barney, said to give you a call.'" However, the caller never reveals his agenda, nor has he checked to determine if this person is an appropriate referral. Good Judgment If you are fortunate to arrange a face-to-face meeting with a selected expert, Richardson suggests you follow some basic rules of networking etiquette. Networking is about building trust, gaining visibility, gathering information and creating a favorable impression; it is not a hard sell for a job. You always should balance your conversation by giving the contact person time to share his wisdom. If you monopolize the conversation, the contact will soon think this is a waste of his time. However, if you're too quiet you will lose the opportunity to have the contact get to know you professionally. Before leaving the meeting, let the contact know how you think his expertise will help you achieve your goals. Happy networking! Kay Bensing is senior staff nurse consultant at ADVANCE.