Reprint From Column in Palm Beach Post, Sunday, July, 2003 Toby Chabon Berger
Pump up your job search with these smart strategies
Many job seekers and job holders contemplating a career change give lip service to networking. But a concept called power networking is winning a new voice.
Effective power networking is a learned skill that demands goal setting, planning and follow-through. It also requires introducing yourself rather than waiting to be introduced, taking the initiative and being resourceful.
Research by human-resource professionals shows that 60 to 75 percent of new positions are filled through networking. Career-coaching professionals recommend that networking be mastered as a lifelong skill.
However, shyness or trying to do things independently often pop up as barriers to effective power networking.
Cheryll Plotkin of Palm Beach Gardens, a financial manager with a variety of skills, was reluctant to begin networking when she decided to change careers. She concentrated all her efforts on the Internet and newspaper ads.
Once Plotkin broadened her efforts through networking, she discovered new opportunities arose before jobs were formally posted. Her focus on networking led to consulting projects where she had an opportunity to demonstrate skills in new venues.
This networking strategy also led to other consulting referrals, but Plotkin decided to seek a permanent position. With prodding from her career coach, Plotkin made an extensive list of everyone she knew that might be helpful in her search, and prioritized the list.
Using the list for e-mails asking for advice, resources or referrals, Plotkin is confident she will be successful.
‘‘I am focusing on what really is a good fit for my skills, values, and where I can make a difference,’’ Plotkin said.
Kenneth Hodges, CEO of Direct Link Marketing in West Palm Beach was hesitant to begin networking as he looked for a new job in an unfamiliar marketplace.
‘‘But once I got started, it became a great experience and lots of fun,’’ he said. ‘‘Net-working led me to start my own company, with two people who were in my new network.’’
Building the business using networking techniques, he makes it clear networking doesn’t stop when you land a new position.
Career professionals point out that many people have at least 250 contacts — a new position might only be three or four people away. Picture yourself throwing a pebble into a lake and watching the ripples expand. Everyone has contacts who know people who know other people. You have to follow the ripples to succeed.
General power networking advice includes:
*Give before you receive. Conduct research for colleagues who have jobs. Find information of interest about their industry or company. Send the information with a brief note that you were thinking of them.
Follow up with a call to bring them up to date on your job search, and politely request information or resources that would be helpful to you. Their reception will most likely be favorable because you initiated by giving to them first.
*Create a list of people with whom you have a professional relationship. This can include vendors, contacts from past jobs and college friends with whom you might have lost touch. Send them your new contact information and explain that you will be calling for their advice related to your career direction.
Never, ever ask for a job. Ask for advice that is open ended, so you keep your contacts open ended.
*Increase visibility by joining groups and attending professional meetings. This is a favorite activity of net workers, but it is more powerful to become involved in committees and activities.
Volunteer work increases contacts. It also improves self-esteem by counteracting the negativity of a job search, especially when there are few positive responses and little or no action in the market.
*Networking requires careful record keeping for timely follow up. Terry Gearing, director of university relations at Florida Atlantic University’s McArthur campus, had many contacts in the community through previous positions and involvement in local organizations. Gearing discovered she needed different networking techniques to decide on a new career direction.
‘‘I learned that networking is more than knowing a lot of people or putting friends, neighbors, or associates on the spot. I needed career information related to a new direction,’’ she said. ‘‘The leads and referrals became a natural part of networking, because of relationships that were built over the years.’’
More networking advice from human resources professionals: *Work the room at large gatherings. Set goals and plan ahead what you want to accomplish at the event. Meet only as many people as you can effectively follow up with.
*Introduce yourself to others. Create different introductions for business and social events.
*Volunteer to be on the sign-in committee.
*Use media headlines as conversation starters. Entertainment and sports news usually are safe. If you are not a buff of either, it might be time to take up new interests for conversation.
*Blend introductions with a warm smile and a firm handshake. Ask about other people’s business products, services and goals. *Never monopolize others’ time.
*Use the backs of cards to jot down where you met the person, when and how you need to follow up.
Making your network work creates greater results in less time, adds to your knowledge base, and expands your resources. Always keep in mind that a new job is only two to three people away. Your future depends on it — and them.
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