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Networking Works Both Ways

By Lee Cox
Executive Coaching

This evening as I looked at a blank word file, telling myself I needed to write an article for this week's newsletter, a wonderful thing happened. The sound of the phone ringing rescued me from my thoughts. Paul, an executive I met recently at an ExecuNet Roundtable Luncheon (see details below), called.

The first words were an apology, not for the interruption, but the fact that he needed to speak with me about "networking" for a job opportunity. I asked how I could help and we were off on a conversation exploring a particular medical device opportunity he was exploring. Our conversation concluded with a point of contact at an optical laser manufacturer with whom I was familiar.

Before we parted company, I shared my view of networking. "Paul," I said, "never apologize for networking to find an opportunity." Paul shared how embarrassed he was that he had to look for a job and ask people for help. "Paul," I said, "networking is an activity you as a professional should always at some level, be actively pursuing." So, thanks to Paul, I was presented with my topic for the article. A Guide to Feeling Better About the Approach of Networking

Networking...the word has been so overused that it now has a negative, exploitative feel to it. It is also one of the most misunderstood terms in our contemporary job change efforts. For the individual who is networking, it often evokes unspoken fears, "why should anyone want to see me?"

Despite all the many negative associations, career management professionals continually reinforce that networking is the most successful technique for job and career transition. One problem with the networking process is that it is often not used until the pink slip is in hand, thus the feelings of failure and embarrassment are associated with it.

So let us reframe networking as valuable because it strengthens human relationships, and communication. It is something that we can always get better at through practice, and yes, in our lifetimes, we will either be in need of a new job again, know someone who is in transition or may just need human contact. It is wise then, as professionals, to always, in some way, be actively networking or listening for opportunities to assist others in their networking efforts. The highest level of fulfillment for humans is in helping others.

Instead of backing someone in a corner with an elevator pitch of your skills and experience, or an outright demand for help, networking should be courteous, subtle techniques that lead to building long term relationships. Don't view the process as a one way activity, "I'm out for a job, I really don't care about you, what you do or your family." Job seekers often fail to recognize that there can be as much reward for the networkee as there is for the networker because they see the process as only a one-way proposition rather than seeing that it has benefits for both parties.

The following is a list of reasons that a contact may want to meet with you, the networker.

1. Any professional is attuned to a changing work world and is very aware of the value of knowing people at all levels, and in a variety of areas. Some people, however, have been insulated in one area for a protracted period, and are unable to experience the expanded options for future moves, knowledge, and future business offered through internal and external networking. Therefore, there is a great deal to be gained by both parties in networking.

2. Job seekers are a wealth of competitive information about other players in their field. While networking often needs to be discreet, sharing knowledge of an industry demonstrates sophistication in the field, and can benefit both parties.

3. Sharing insider information on who has moved on in the field, who has left to go where, and who got a promotion is all a part of relationship building. You can be a great source of information, because you have become mobile through your networking activities. A benefit for both parties.

4. There are people out there who do enjoy helping others. Perhaps they have been in a job change situation and feel what you are feeling. And for them, the act of helping is a reward. They may be empathetic or maybe altruistic, either way they are there for you to discover them. Perhaps you will become one of these people following your new career change. It's OK to ask for information; it's OK to as for help. It's OK to offer information and help to others in need.

5. People who have landed new positions are most willing to help. Their recent success makes them willing to help as it gives them an opportunity to share their accomplishments, their "warm" contacts, and what they have learned during their search.

6. The concept of returning the favor is implied in the networking interaction. As a job seeker, returning the favor should always be included in person to person interaction and thank you letters or e-mail, "If I can ever return the kindness... favor... assistance... help, please do not hesitate to call on me." Just the other day I received an e-mail note from an individual with whom I'd networked about his job search efforts in the international banking community. His note of thanks included an outline of his new job responsibilities, new phone number and a promise to return the favor. Now that's networking.

7. The process of networking is a professional interaction, information collection and management rather than a frantic plea for help. An individual in career transition needs to think of the networking process as a constructive exchange of ideas, with career growth potential for everyone involved.

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