Network informally by talking to acquaintances who may know something about your target area. Network formally by contacting people at their jobs to get information about their company or industry. Networking is one way to find out what skills are needed where, what jobs may be opening up, and where you might be able to fit in. Networking used to be called "information gathering interviews." Use the process to gather information and to build new relationships.
People will be more willing to help you than you might think if you are sincere about your interest in getting information from them, and if you are asking them appropriate questions that you could not find out the answers to through library research or from lower level people.
If what you really want from them is a job, you will not do as well. At this point, you don't want a job, you want a meeting. You want to develop a relationship with them, ask them for information, tell them about yourself, see if they can recommend others for you to talk to, and build a base for contacting them later.
Before each meeting, write down the questions you sincerely want to ask this specific person. (If you find you are asking each person exactly the same thing, you are not using this technique properly.) Some examples:
THE INDUSTRY
- How large is this industry?
- How is the industry changing now? What are the most important trends or problems? Which parts of the industry will probably grow (or decline) at what rates over the next few years?
- What are the industry's most important characteristics?
- What do you see as the future of this industry five or ten years from now?
- What do you think of the companies I have listed on this sheet? Which ones are you familiar with? Who are the major players in this industry? Which are the better companies?
THE COMPANY OR ORGANIZATION
- How old is the organization and what are the most important events in its history? How large is the organization? What goods and services does it produce? How does it produce these goods and services?
- Does the organization have any particular clients, customers, regulators, etc.? If so, what are they like and what is their relationship to the organization?
- Who are your major competitors?
- How is the company organized? What are the growing areas? The problem areas? Which areas do you think would be good for me given my background?
- What important technologies does this company use?
- What is the company culture like? Who tends to get ahead here?
- What important challenges is the company facing right now or in the near future?
THE JOB OR FUNCTION
- What are the major tasks involved in this job? What skills are needed to perform these tasks?
- How is this department structured? Who reports to whom? Who interacts with whom?
- What is it like to work here? What is the company's reputation?
- What kind of people are normally hired for this kind of position?
- What kind of salary and other rewards would a new hire usually get for this kind of job?
- What are the advancement opportunities?
- What skills are absolutely essential for a person in this field?
REGARDING THE INTERVIEWER
- Could you tell me a little about what you do in your job?
- How does your position relate to the bottom line?
- What is the most challenging aspect of your job?
- What is the most frustrating aspect of your job?
- What advice would you give to someone in my position?
- What are some of the intermediate steps necessary for a person to reach your position?
- What do you like or dislike about your job?
- How did you get into this profession or industry?
- What major problems are you facing right now in this department or position?
You are also trying to build lifelong relationships. If a target area interests you, get to know the people in it and let them get to know you. It is unreasonable to expect them to "have something for you" just because you decided to contact them right now. Some of the most important people in your search may provide you with information and no contacts. Be sincerely grateful for the help you get, form a relationship that will last a lifetime, and plan to re contact regularly the people you meet.
Remember, you are not talking to people because "they might know of something for you." That technique rarely works. For example, if someone asked you if you happen to know of a position in the purchasing department in your old company, your answer would be no. But if they said, "I'm really interested in your former company. Do you happen to know anyone I could talk to there?" you could certainly give them the name of someone.
This is how people find jobs through networking. As time passes, the people you've met hear of things or develop needs themselves. If you keep in touch, they will tell you what's happening. It is a long term process, but an effective one.
As you talk to more and more people, you will gather more and more information about business situations and careers you think you are interested in. And the more people you meet and tell about your career search, the more people who are out there to consider you for a job or a referral to a job when they know of one. But remember, they have to know you first. Networking allows you to meet people without asking them for a job and putting them on the spot. And the fact is, if they like you and happen to have a job that's appropriate for you, they will tell you about it you will not have to ask.
People like to talk to sincere, bright people, and send on those who impress them. People will not send you on if you are not skilled at presenting yourself or asking good questions.
