Casting A Net To Capture Life's Opportunities
The Age
Saturday March 19, 2005
Networking is an essential skill when you're looking for work but is more complex than thrusting business cards into the palms of strangers. By Wendy Taylor.
NETWORKING is a life skill, not just something you do when you want something. Robyn Henderson, an Australian business educator and global networking specialist, has spread this message in 11 countries during the past 12 years.In today's competitive marketplace where people are faced with abundant choice, it's become an essential skill for the simple reason that "people like to deal with the people they know, like and trust", Ms Henderson says.Whether a person is looking for a new computer, physio or employee, a referral to a trusted person "takes the risk out of the decision-making", she says.For many people, however, it is a life skill they neglect until it becomes a necessity: they are starting a business, get retrenched and need work, or have just graduated and are looking for their first real job. Little time passes before they realise building a client base or getting a job largely depends on the people they know and the people who know them.The prospect of having to actively seek and forge relationships with strangers intimidates many people, however, particularly if they're feeling vulnerable after losing their job, out of touch with the workforce after an extended break, or too young or inexperienced to have much to share with others.According to Ms Henderson, who delivers more than 150 presentations a year and has written four books on the subject, much of this fear stems from a misunderstanding about the aims and process of networking."Networking isn't about talking, it's more about listening," she says.And skilled networkers are more altruistic than opportunistic. She describes networking as people connecting, sharing ideas and information and helping others without expecting to receive something in return. "Good networkers are strong believers in the law of karma: what goes around, comes around," she writes in her latest book on networking.Even more encouraging for job seekers is that networking skills can be developed."I learned from watching other people, from watching and thinking that was a smart way to follow up, or that was too pushy. It's about modelling the behaviour of the people you admire," she says.For people looking for work, networking must be viewed as an investment, she says, suggesting job seekers allocate an amount such as $50 a week specifically for this purpose. Where, however, many people fall down is that they then attend functions under-prepared or have unrealistic expectations, so fail to maximise their return on this investment."Be really clear on why you are going (to an event). Do you want to meet five people in the industry, or one person who could potentially refer you to a job? What is the outcome you want? And move around, rather than sticking with the first person you meet. You may think they are the person of the year, but what have they come for?"She has also found that unemployed people can be reluctant to spend money on business cards, but warns that scrimping on the most critical tool for networking is more likely to result in them missing an opportunity than saving them money."People meet people at functions and write their name on a serviette. Or they send them an email later, but people drown in that," she says. "You have to make it easy for people to do business with you."Having a business card that states your name, contact details and the role you are looking for on the front, and specific details about your experience and expertise on the back, will not only help people remember you but gives them something they can pass on to a third person, she explains.Communicating clearly and succinctly with people about what you are looking for is equally important."Be very specific about what you want: I want a marketing job and want to work three days a week," she says. "Or one reason I left my last job was that they expected me to be there until 9pm and I can't work after five. So I'm looking for a family-friendly workplace."Importantly, networking is not restricted to formal events, and more and more job seekers are advised to ask the advice of people who are doing their ideal job.While she supports this strategy, she also warns people to take care with their language and be reasonable in their expectations of people."I get a lot of calls like, 'I would like to buy you coffee so that I can pick your brains'," she says. "And I get emails from people asking me, 'How do I write a book?' This is not a five-minute discussion. People ask you questions by email that they would never ask you face to face."She says there are alternatives that will leave a more positive impression. "When you ring a person, make an appointment to speak to them, explaining, 'I only need a maximum of 10 minutes of your time and I'll pre-send my questions'. Then only ask them two or three. The main one would be something like, 'I'm trying to break into the industry, here are my qualifications. If you were me what would you do?' Most people, regardless of their management level, will give you 10 minutes."Good networkers always have good manners, Ms Henderson emphasises. "When someone does something or goes out of their way, send a handwritten note, such as, 'Thanks for your help; I didn't get the job, but I really appreciated your support'."
© 2005 The Age