Resources to Utilize — Personal and Professional Network

Step 1: Make a list of all of your personal contacts that you may need to leverage during the job search. Include your peers, professors, parents, brothers, sisters, roommates or anyone who might be able to give you a tip about a company, a job or some connection associated with the company. Make sure this list includes contact information such as phone numbers, e-mail addresses, etc.

Step 2: Segment your personal network list into subgroups such as school, work, church, professional organizations, social organizations, etc. A good way to do this is to have each contact listed on a 3 x 5 index card or an electronic database.

Step 3: Develop a script for each segment in your network highlighting what you plan to say during the conversation.

• What type of job are you looking for?
• What type of companies are you interested in?

Step 4: Develop a game plan to contact your network via letter, e-mail, phone call, and/or meeting. Within this plan, you might consider developing a message or announcement that could be sent to your network. I recommend contacting your network first with your message and then sending them a copy of your résumé if they are interested.

Who do you network at events, or networking gatherings?

Identify your strengths and the value you have to offer. What are your greatest strengths? Convert those strengths into a value that you would offer a company or employer. You need to identify the value that you bring and phrase it in the terms of Return on Investment (ROI). If the company invests in you, what will it get in return?

Create your marketing message. Utilize your strengths listed above to develop a short verbal business card or personal commercial. Here’s an example: "As a sales rep for Tech Systems, I focused on industry knowledge, developing relationships and growing revenue. My industry knowledge helped develop a list of 40 qualified prospects. My relationship skills opened the doors to meet decision-makers and executive level contacts and identify potential solutions to their problems. In fact, the result is an average annual revenue increase of 48 percent over the past 12 months, at a time when the industry is experiencing a significant recession."

*Tip: Smile, be personable, look people in the eye and show your interest by asking questions and (most importantly) listening to their responses.

Plan, plan, plan. If you are attending a large event, make sure you develop a game plan to cover all the ground efficiently. Identify the list of attendees whom you want to meet including potential times and locations.

Track your progress. Make sure you measure your networking success by the number of meaningful conversations you’ve had. Make sure you focus on the conversation and the people you are meeting, not just the fact that you are looking for a job.

Understand your contact’s needs. Make sure you understand your contact’s needs so you can understand how you can be of value. Develop a list of intelligent questions: What type of projects are you currently working on? Is there any need for help with this specific project? Are there any specific skills that you are looking to hire? I noticed from my research, that your company was merging with XYZ. How will that affect these projects you are tasked with? What resources or ideas are you looking for at this event?

Remember your marketing theme and match it to the contact’s needs. You want to be in a place to position yourself as the answer to those needs. For instance, "In my most recent position, we had to solve the same problem. In fact my role was to..."

Continue to build your network. Make sure you capitalize on the opportunity to ask for a business card and/or permission to make contact again soon. However, be ever conscience of nonverbal behavior. If they are looking at their watch or looking around the room, use that time to say "I do not want to take too much of your time. Could I get your business card and maybe we can finish our discussion after the conference?"

Final thought on networking. Just be yourself and take an honest interest in others. Be a good listener to the concerns of your network. Help them to solve their problems or meet other contacts so that they will want to help you when the time comes. Networking is a reciprocal relationship. The more you care about others, the more you will succeed.

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