Networking basics

You’ve got to love the irony of networking. If you enjoy doing it, you don’t need to be taught how. If you hate doing it, no amount of teaching is really going to help. For those who hate it, get over it, because it just might help you land your next job.

Networking defined

In a job search, networking is primarily the art of requesting or providing leads and contacts for employment.

As a process, networking can happen in structured settings, such as “meet-and-greets,” or in less formal situations, such as the grocery store checkout. When it happens formally, you will be prepared with business cards or résumés, as well as

witty remarks and an “elevator speech” about your job goal. When it happens at the grocery store, you will be lucky if your shirt isn’t on backward.

The main thing that separates networking from a random conversation is the follow-up. When you take your new contact’s name and number, then actually make the call, you are networking.

AMY LINDGREN

WORKING STRATEGIES

Build relationships

People often say that networking should be a two-way street, with both people getting something. I agree, but with a caveat: I don’t believe the seeker needs to reward the giver with a constant stream of newspaper clippings or e-mail updates. Nor should lunch or coffee dates be assumed.

Meet appropriate people

If you think you don’t know anyone to network with, you need a refresher.

Think about the kinds of places you want to work, or the exact company names, if possible. Now, start with the people nearest you and work your way out. First, ask your spouse, friends, neighbors and in-laws: What do you know about XYZ company? Know anyone who works there?

Depending on the answers, you will now either follow those leads or ask the same question of a broader group. In each case, if someone knows someone at your target company, ask them: Would you mind introducing me?

Turn contacts into jobs

Now you have met a bunch more people. So what? Of course you know that’s the wrong attitude, but still. …

Knowing a bunch more people is good, because it’s the necessary first step in this process. Now you must make specific requests of those people. For example, “I understand that you work in the accounting department at XYZ company. I’m very interested in the marketing area — I don’t suppose you know anyone there? You do? Would you be able to introduce me?”

So you’re standing in front of the marketing person — now what? Not to worry. He or she knows you’re not there to talk about the weather. Just explain that you’re looking for work, that you’re interested in this company, and that you want to learn about the organization’s needs so you can craft a viable request for work.

Then do everything you just said — ask about the company’s needs, get advice for presenting yourself as a potential candidate, then do whatever your new friend tells you.

Repeat as needed

Good job! Now do the same thing with other people and you will be building a useful job search network.

You’ve got a week to practice before we look at interviewing strategies in the next column.

- Amy Lindgren owns Prototype Career Service, a career consulting firm in St. Paul, Minn. She can be reached at alindgren@prototypecaree rservice.com or at 1071 W. Seventh St., St. Paul, MN 55102.