Now that you are convinced of the importance of networks and prepared to build a network of interstices and intersections that will lead to your new job, you need a system to manage this unwieldy web of information. The Tyler Networking Technique (TNT) has been developed at our company over the years, in response to candidates' need for a systematic way to keep track of their contacts. TNT has one purpose-to organize your network dynamically.
Here is how TNT works. Use your computer to record the same information. On the first record, fill in the correct information, including the person's name, his or her company, title, and telephone number. Then complete the items in the left-hand margin: reference number, referred by, the reference number of the referral, and whether or not you may use the referral name.
You then contact the person, in most cases, by telephone. Take notes during the conversation and then complete the TNT record. The purpose of this form is to note the outcome. What leads did you obtain? What further action do you need to take? To whom did this individual refer you? You can see an example of TNT in action. By consistently and methodically using this record keeping system, you can manage the information instead of relying on scraps of paper, your cluttered address book, business cards, or worst of all, your memory. Although all those sources give you names, the record keeping gives you control.
The TNT system can be used with a calendar that functions as a "tickler" for your memory. When a lead develops, or someone says, "Call me back later," you will need to mark your calendar to follow up with the promised action on the appointed date.
Now let's go through how the TNT forms are completed. Please note that each entry has a number. A good goal is to make contact with at least 500 potential employers or centers of influence-people who are able to refer you to potential employers by virtue of their job or place in the health care field. Examples of centers of influence include the following:
- the regional AHA representative
- the president of the state hospital association
- the chair of the board of the state hospital association
- the departmental chair of an academic program in hospital administration
- the president of the state HFMA chapter
- the president of AONE
Sometimes you may end up obtaining a referral to another individual within the same organization. When this happens, you might want to group your contacts from that organization together, reducing duplication of effort. Go back to the TNT record for the first contact in the organization. Let's say it is #14. Number that contact "14A" and the new contact "14B." By adding the letter, you cue yourself that you have more than one contact with that company. Your next contact in the same organization is, of course, 14C. The objective is to maintain clear, organized records that you can use.
In the interests of good record keeping, assemble your TNT worksheets in a three-ring binder. Place any correspondence immediately after the respective TNT contact sheet. Staple any business cards to the contact sheet. As you work the phones, document every step so that your efforts are not misplaced.
In the course of your job search, your network will expand in number and size, but you can control it and keep track of your networking efforts by using TNT. Even after you have established yourself in your new position, maintain this record. Not only will you be able to return the favor of being a helpful contact, but you will not have to reinvent the wheel in the event of a future job search.
