Networking Skills Need to be Fine Tuned in Today's Job Market

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by Steve Harvey, managing partner of OI Partners—Los Angeles, CA

Networking is something we do routinely. If we need a doctor, we ask friends for recommendations. For a good restaurant, we also talk to friends but add acquaintances and work associates to the mix. We automatically use our networking skills when shopping for a car, looking for a new hairdresser or checking out a golf instructor.

But when it comes to networking for a job-one of life's most important endeavors-most people are stymied. Yet most career experts regard networking as the most effective way of finding a job. According to a recent industry survey of 400 workers who participated in outplacement programs, networking outstrips all other sources of job information according to 66 percent of the job hopefuls. The figure has increased with each survey over the past three years. This survey was conducted by OI Partners, Inc., one of the nation's largest career consulting and development firms.

Networking really starts the moment you meet someone for the first time. The guidelines are really very simple in that you should treat people with respect regardless of their current level or perceived value in an organization and immediately build a relationship. After all, you never know when this person will rise to a position of influence and have an impact on your career. Likewise, many burned by layoffs lose sight of the need for building relationships with virtually everyone they meet. Simple things like not bad-mouthing your former employer go a long way toward positioning yourself as a class individual. It's also important to practice good listening skills during the networking process. If you don't, you'll miss out on a lot of useful information and nuances regarding a potential employer and opportunities.

The practice of building relationships is sometimes foreign to many people because the concept of loyalty in corporate America has faded. The perception is that employees and employers lack this loyalty due to the ongoing downsizing climate. All professionals, whether in a job search mode or not, should approach new relationships with an eye toward the future.

Today's job market is very different from last year's. At a time when downsizings are daily business news stories, job seekers intent on landing a senior level management position must expand their networking skills. To successfully land a job or at least get a foot in the door, they must network more creatively.

During the last decade people have learned to accept change as a way of life in business. After all, over a year ago companies were expanding and headhunters were actively raiding the competition for talent. Consequently, happily employed executives often found themselves juggling several offers when they weren't even considering a move. But times have changed and these same executives must adopt a more proactive approach.

But creative networking is hard work, requiring a commitment like that of a full-time job. Many people tell us that the job they land is often easier than the work it took to get there.

Getting started requires focusing on a direction and taking the necessary steps to get there. These include building relationships with executive recruiters, outplacement specialists, business consultants, and civic leaders.

Networking opportunities are plentiful for the diligent job seeker. They include the obvious:

• Business groups & professional associations;
• Recruiters, management consultants, sales professionals;
• Social associations - friends, their friends, country clubs, yacht clubs;
• Community/civic/political groups;
• Vendors/service providers you've worked with;
• Academic alumni associations

A common reaction of the recently unemployed is that "I don't know anyone." This is not unusual because the tendency of corporate executives is to "cocoon" themselves within an organization. Frequently, all of their social and business contacts are at the company or in the same industry.

This is a problem when planning a job search. Networking becomes even more critical in this case because there are opportunities in other industries. Candidates must understand that in many cases skills transcend industries and that there is definite value to an individual with multitask skills. Leadership, management skills, track record of profitability, and building high-performance work teams are among the factors leading to expanded opportunities.

So, extending a network into more general business circles certainly has value. The other value of establishing a localized network is that candidates increase their chances of finding a new position closer to home. This, of course, is less unsettling to the family since they won't have to move. The trauma of being laid off is traumatizing to both the employee and the family, a situation that is exacerbated by the uncertainties involved in relocating.

The impact of local networking and seeking positions in different industries is supported by the survey. According to the findings, 82 percent secured jobs in the same geographic area as their previous jobs. This figure can be directly related to networking strategies close to home.

These face-to-face networking "tools" are most effective when preparing for an interview or when exploring job opportunities at a company where there is not necessarily a job opening at that time. A candidate who learns all about the company from various sources may uncover issues and challenges the company is facing. Armed with this information-acquired through networking-- candidates can prepare a presentation that will "sell" the company on their potential value to the company.

Many companies are undergoing radical changes that may provide opportunities for employment. While many may be unable to hire someone on a permanent basis, they will consider a consultant with the right skills, experience and potential value to the company. In many instances, the consulting position can transition into a full-time executive post.

Candidates should be alert to start-ups, turn-arounds, a company's new acquisitions, IPOs, mergers and even major downsizings. A company that's cutting back its workforce is not necessarily curtailing its recruiting efforts. The company may be in a management reorganization mode and need new leaders to steer it in a new and hopefully more successful direction.

While companies in transition are easy to identify, you will have to be a bit more creative about the ones that are expanding into new markets or introducing new products. This is where networking skills become invaluable. In order to make a strong presentation learn all you can about the company from your network contacts. You'll want to get a feel for the company "culture". This takes a lot of effort, but will pay dividends in the future.

Most people have networking systems already in place but don't realize it. Those dedicated to finding a good job just have to think differently about their social, business and civic alliances. Jobs are out there if you take the time to find them. Your network resources can help you find the right one.

Steve Harvey is managing partner of OI Partners in Los Angeles, CA.