Chapter 30: Networking
Graciela Martinez and Elizabeth Shaker
The Power of Networking
There is some wisdom in the saying that it’s who you know that brings success in getting a job. Consider the following:
- It is estimated that only 20 percent of new jobs and vacancies are advertised or posted.
- A Web posting for a job typically yields over 150 applicants for a position.
- Sixty to eighty percent of jobs are found through personal contact and networking.
These statistics illustrate the importance of networking and cultivating relationships with professionals in the field your career field.
What exactly is networking?
The process of engaging others in helping reach an objective. In its simplest terms, it is the process of engaging others in helping you reach an objective. Three words in this definition deserve a closer look:
- Process – Networking is something that doesn’t happen casually but requires thought, planning, and deliberate activity.
- Engaging – You are looking to have others do something for you—give you information, guidance, other contacts, or perhaps a recommendation.
- Objective – You need to be clear about your purpose for networking—it is not merely to collect people’s contact information but to further your career development.
The process of networking involves three basic phases: prospect identification and management, making contact, and follow-up.
Figure 30.1 – Social Networking (Image by Chris Potter is licensed under CC BY 2.0).
A common question/misconception about networking is:
- I am new to college and will not be graduating for at least a couple of years. I am not searching for a job now and do not plan to do so for at least another 2-4 years; do I need to work on my resume and networking now?
The answer is YES! Absolutely! Even though you aren’t yet graduating from college, there are many benefits to starting now. As a student, you are likely to be applying for part-time jobs, internships, scholarships and even volunteer positions. Networking is a process of building relationships, and the strongest relationships are built over time. Having a good network will help identify interesting and relevant opportunities.
All Contacts Are Equal, but Some Are More So Than Others
The first phase involves identifying whom you should be speaking to and pinpointing the people who can introduce you to them. This is like the game Six Degrees of Kevin Bacon applied to your own life. Whom do you need to speak to? That really depends on your objectives. If you are trying to learn about an occupation, it can be just about anyone involved with that field. If you are in the process of trying to land an internship or a job, you want to reach the person who will make the hiring decision.
Your objective also defines how you get started with your networking. In the first case, you might want to start with people you met at an industry conference; in the job-specific case, you’ll want to think about whom you know in that company or who might