Networking in a Depressed Job Market

Previously published in the Times Beacon Record Newspapers, Employment Section, February 7, 2008. 

 

by Laura Smith Dunaief

Things have been looking pretty bleak in the job market lately.  When I look around, many of the people I know have either been “displaced” recently, or they are concerned that they’re going to be next on the chopping block.

And we’re human.  Our natural inclination in an environment like this is to withdraw, keeping our heads down to avoid the fallout by keeping a low profile.  But this is the last thing you should do.  This is a terrific opportunity to reach out to your network, strengthening existing connections, rebuilding those you’ve neglected, and forging new ones.

It’s these connections that will help you recession-proof your career.  According to the Department of Labor, 63% of all jobs were found through personal contacts last year.

So, if you’ve never been a consistent networker, where do you start?  First, you need to understand that networking, like many professional endeavors, is a discipline.  You need to organize yourself, set goals, and be consistent about the practice of building and maintaining your network.

Like any discipline, you need to decide how you’re going to pull all the information you need together.  I use an electronic tool, Palm Desktop software, to keep track of the people in my network, but I know some people who are just as successful using an old-fashioned Rolodex.  The key is to develop a system for maintaining and frequently updating records of your contacts and for keeping notes about them. I like that I can carry my network with me on my PDA, and that I can search it for key words.  So, if I am looking for someone who may have a connection at XYZ company, it’s just a few keystrokes away.

Once you’ve decided how you’re going to keep track of your network, take stock of who is already in it.  These people are typically friends, family, neighbors, coworkers, former classmates and colleagues.  Then, add all that you know about them.  This can include things like where they went to school, the names of their kids, their spouse’s occupation and employer, their favorite sports team, and the last time you spoke with or saw them.

Essentially, you are doing a data dump; you’re putting everything you know in one place.

Once you’ve established who’s already in your network, pick a few people that you want to reinforce or strengthen your rapport with.  Then pick a few people that you may not know well, but that you want to build a connection with.

Now comes the discipline part – set a goal for yourself.  A good goal is to connect with two people a week, including one that you feel you know well and one that you would like to know better.  This may seem like a hefty burden, but recognize that calling an old friend and discussing her family counts toward this goal.

Now that you have identified what and who, you need to consider the how.  How are you going to connect with these two people?

Connecting is not accomplished by zapping off a “how have you been?” email.  Reach out to them and invite them for a cup of coffee.  Invite them to a dinner party, to join you at a community event, or at the local pub for happy hour.  Make an effort.  Email and technology are tools that may facilitate networking, but real rapport is built face-to-face.

And remember that good networking is not about what others can do for you.  It’s about being a good listener and showing genuine interest in what’s going on in their lives and considering how you can help them with what they need.  It may not be evident, at first, what you may have to offer, but sometimes your simple willingness to help or listen can be priceless.

Once you’ve established your network, one of the most valuable things you can do for people in it is to introduce them to each other.  Do two people have a mutual interest in modern art?  Are several of you interested in starting a running club or a book group?  Is one person looking for a position at a company where another contact used to work?  It’s these connections among members of your network that will make it that much stronger.

But don’t forget the discipline.  As you build your network, maintain your database with new information and contacts.  And continue to branch out.  After all, you may be surprised at where your next career opportunity comes from.

 

Laura Smith Dunaief is a principal of LASD Resource Development, which provides individual career coaching and corporate training and development programs.