Is Networking Really The Way?

Another client excitedly shared that he has accepted an offer. He admitted that he was surprised that the only interviews he received were through networking, not online applications. Though he heard the statistics I shared when we started our coaching process, he didn’t realize how it would actually play out in his own experience.

Over the years when I coach clients who are seeking new jobs or launching a career transition, people who resist networking often cite the following reasons:

• No one they know works in their target industries or roles. 

• They feel awkward to reach out to people they have not kept in touch with.

• They don’t want to bother people.

• In the past, they asked their connections to let them know if any jobs open up but they never heard anything back.

I realized that these objections stem from a misunderstanding of what networking is, the timing, and expectations. 

What is networking?

Networking is to build, maintain, and expand relationships with those who we worked with in the past, and those who are currently working, or used to work, in the industries, companies, and roles we target. 

Our network includes people we worked with directly or indirectly, including those we went to school with. Even if they won’t directly benefit from what we bring to the table, they may know others who will value what we bring. 

The people we can add to our network may not have an obvious connection to our professional path or goal. Since no one lives on an island, everyone needs help from someone. To put it another way, networking is about building relationships that are mutually beneficial at some point but not necessarily at the same time. For example, I finally found a dentist I like through a connection, and I will be happy to provide the information of a trusted professional if my connection is looking for someone in that profession.

When should we network?

Those who only reach out when desperately looking for a job can feel unnatural when asking their network for help. They are not wrong.

I have worked with many professionals who have devoted themselves to their employer for a decade and sometimes a couple of decades. They are committed to their company’s success and have built systems and processes from scratch. They are all in. Other people come and go, but they remain loyal and never see the need to keep in touch with those who left or expand their network by connecting with others in their industry. 

When their industry experiences decline or when their company is acquired, their jobs are eliminated. Layoffs have not only affected certain industries recently such as big tech companies, but in all industries, from entry-level to executive. 

The time to build new relationships and reconnect with old contacts is at any time and all the time. In the elevator, on the train, at your block party, and on professional connection platforms such as LinkedIn. 

If you have lost touch with some people you worked well with in the past, reach out to them to say hello. Find out what they are up to, and share your updates. If a genuine relationship is absent, most people would feel uncomfortable to ask for help out of the blue. After we reacquaint ourselves with each other, we can seek opportunities to ask for help and return the favor when opportunities arise. 

All relationships are give and take. Have you known people who only talk to you when they need something from you? When you give without expecting anything in return, those who are equally generous will be happy to help you when they can. 

Dig your well before you're thirsty, so by the time you are thirsty, you have water to draw. 

What should we expect from our network?

Whom do you feel comfortable borrowing $10 from? $100? How about $1000?

The common reason I have seen people who write off the effectiveness of networking is because they expect more than what’s appropriate for the relationship. Just like you wouldn't ask a casual acquaintance for a large loan, you wouldn't expect a distant connection to find you a job.

Expecting a job on your lap is always inappropriate, except maybe in your family business. Employers need to evaluate all the candidates and choose the best to help their business grow. Depending on the relationship you have with your connections, you ask for help that your connections are able to give. 

Considering those we worked well together in the past and are still in close contact, what would be a comfortable reciprocal situation? If your friend is looking for a new job, what help will you lend? Will you be happy to write a recommendation? Will you refer your friend if you have an open position on your team? Will you go out of your way to vouch for your friend? Do you feel comfortable introducing your friend to others in your network?

What is almost always appropriate, however, regardless of how well you know your connections, is to ask to hear the other person’s personal experiences. It costs little to the givers and puts your connections at ease because it is within their power to give. 

If you need advice, keep in mind that the other person may not know you well enough to give the kind of advice you are looking for. Each individual’s situation is different and what works for others may not apply to you. If the other person can help you achieve your goal through a series of conversations after a quick chat, then formal arrangements need to be made. 

What do we say when we network?

You may be excited that someone who may connect you to your dream role has agreed to a quick chat. How do you use that precious 20 minutes to move you in the right direction?

By following the TIARA informational interview framework outlined in the Two Hour Job Search, you not only will gain new insights very quickly and lead the conversation to flow naturally, but also make an impression on the other person with your aspirations. 

Ultimately, the goal of networking is to lead you to career opportunities you wouldn’t otherwise find on your own. When I work with my clients, we prepare for networking by first clarifying their career goals and articulating their value proposition relevant to that goal. We develop a custom strategy to follow these leads, to make progress at a much faster pace than applying in bulk online without yielding interviews. 

. . . . . .

As my client noted astutely: “Networking is the way”, remember that networking is about building genuine relationships. By consistently nurturing your connections and offering help when you can, you'll establish a strong support system that can open doors to exciting career opportunities. So, start digging your well today, and watch your network lead your way and accelerate your success. 

To explore how you can personally practice career management principles like this, schedule a complementary call to evaluate if coaching can accelerate your results.