Executive Transition – Networking Overview & Checklist

Top 10 Mistakes Executives Make When Searching for a Job

#1 Networking ineffectively.

Overview

Networking is the most effective way of finding a job. Yet, most people are quite ineffective at networking. For some, networking indeed comes naturally, but for others, it can require significantly more planning and effort. Determining specific objectives, cultivating the right attitude and approach, reaching beyond known contacts, reciprocating and continuous maintenance are all key to effective networking. Although the intent of networking hasn’t changed, the tools and resources available have certainly evolved. Online professional networking services such as LinkedIn are becoming standard among job seekers, recruiters and hiring managers.

Coaching

Networking requires a proactive and persistent approach. Building your network is an ongoing process, and you need to increase and modify your range of contacts regularly. Be prepared to step out of your comfort zone if you want to see results. While networking might seem intimidating, the more you do it, the easier it will become. Whether in person, by telephone or by email, your networking "personal pitch" should have a clear introduction, followed by a statement of what your area of interest is, and finally, your "selling proposition". Try out a few different versions and keep practicing to see what works best for you. Some people will likely brush you off, but don't take it personally. Be polite, but move on to someone else with whom you can build a rapport. Networking involves give and take, so be prepared to reciprocate. Establish yourself as a resource that people will turn to for advice. When it comes to managing your network, keeping organized and following up are key.

Dos & Don’ts

• Engage in “netgiving” by contributing your time, expertise and relevant connections to others in your network.

• Don’t limit yourself to friends, family and colleagues – the power of an effective network is expanding it to include unknown contacts.

Executive Transition

Networking Checklist

NETWORK POTENTIALSI’ve identified network potentials - known contacts that I will use to build my network. These are “warm calls”.

Family & friends Colleagues & classmates

Recruiters Boards & associations

Target company contacts Other

PROCESS

Objectives I have set out clear objectives for my networking interactions.

Commitment & schedulingI understand that networking takes time and I am prepared to dedicate a certain amount of time to networking each week/ day.

Cold calling I am prepared to cold call my list of network prospects.

EventsI have researched which events I should attend to broaden my network.

Personal pitchI have prepared my personal pitch – my “elevator” speech – to use in networking situations.

Questions & answersI have prepared questions to initiate conversations, and I’m ready to answer common questions, especially “How can I help you?”

Business cardsI always have enough of my business cards on hand to pass out freely.

ReciprocationI’m prepared to offer assistance whenever I can to my network contacts.

Keeping organizedI have a contact management system, including a day planner, scheduler or calendar to keep track of my networking contacts and commitments.FOLLOW UP

TimelinessI follow up in a timely manner – within 72 hours after meeting a network contact.

Keeping promisesI manage expectations around the commitments I’ve made to my network contacts.

© 2011 Bill Holland All Rights Reserved.