Tips for a Successful Career Search - Spring 2010

Seven Tips for Future Networking Success

As the global economy begins to improve and companies slowly start to hire again, many science professionals may seek employment opportunities with other organizations. Since most organizations have reduced their technical staff, as well as their hiring capabilities, scientists will likely be unable to find their "dream jobs" through talent, work experience, and education alone.

Anymore, in order to obtain new positions with different organizations, science professionals will need to network both within and outside of their current organizations and laboratories. The old adage that "it’s not what you know, but who you know" has never been more true and has steadily become more popular in recent months.

Highly valuable and rewarding positions are still available within the science industry. However, to attain one of them, you must utilize different tactics than you have in the past. Through usage of the following seven networking tips, you will be well on your way to meeting other professionals that will help you acquire future success, so that you are able to use your talents and skill sets in a positive manner within the industry, despite the ever-changing conditions of the economy.

Ask for Information, Not a Job

First, you must remember that networking is not about asking everyone you know for a job. As a matter of fact, when you network, you should never ask someone for a job. Instead, you ought to ask them for information that will help you in your job search. Your goal is to build relationships with various science professionals in order to establish rapport. By doing so, if a potential opportunity becomes available in the future, you will be the first person that a fellow contact will want to refer.

Let’s compare two scenarios in which you, as a job seeker, could attempt to network your way into a new position.

Scenario One

You say, "Joe, I have been out of work for six months and I am really strapped for cash. Do you know of any available positions within your department?"

In this approach, you have put Joe in a very difficult and awkward position. Sure, he can sympathize with your situation, but he may not be able to offer you a job. Perhaps he is not in a position to refer you, or there are not any positions available at the moment. Whatever the reason - and he does not necessarily have to give you one - you will likely be disappointed.

So, to redeem himself, Joe asks, "I don’t know of any opened positions, but why don’t you give me your resume so that I can forward it to my human resources department?" Great idea, right? Wrong! Unless your skills match a specific opening within the company at that exact moment, your resume is bound to never be looked at. Joe will feel that he has done all that he can do for you, but you will not be any better off.

Scenario Two

You say, "Joe, as you know, I most recently worked for a medical device company within their marketing department. I know that you have been working in pharmaceutical sales for the past 15 years, and I am very interested in learning more about marketing roles within your industry. If you have the chance, I would love to have an opportunity to briefly speak with you to learn more about your organization and the pharmaceutical sales industry in general."

Because the pressure is low and expectations are reasonable, Joe will most likely not mind spending a few minutes with you in order to share his knowledge. Does he know you are looking for a job? He probably does, especially if you have been consistently maintaining your relationship with him over the years. But, since you are asking for some advice and insight, rather than a job, the pressure is off of Joe. Therefore, a comfortable networking environment can be created for both of you.

Be Considerate of Other People’s Time

Any time you have a networking meeting, be sure to have an agenda written up before hand and stick to it. It is hard to ask someone to cram yet another meeting into their already busy schedule. As a result, you should promise to meet with a contact for a specific amount of time. Do not ever meet with an individual for a longer period of time than you had originally scheduled, even if you have not discussed everything that you had initially hoped to, prior to the meeting.

As you prepare for your own future meetings with networking contacts, compare these two situations -

Scenario One

You met with Mary after a mutual friend agreed to set up a brief, 20-minute meeting between the two of you. You were busy at work this day and neglected to prepare for the meeting, so you ended up rambling and lost track of time. Before you knew it, an hour had passed.

You have abused Mary’s time and you have not even asked the critical questions you had hoped to ask during the meeting, so you have wasted your own time as well. Unfortunately, you may have ruined your future relationship with this networking contact.

Scenario Two

You walk into a networking meeting with a prepared mental agenda that includes –

• A reminder of who referred you and, perhaps, some brief talking points about that mutual acquaintance.
• A planned statement that you are not going to ask Mary to offer you a position, as well as a reiteration of why Mary’s information is important to you.
• An explanation of your agenda and what you hope to accomplish. For example, you may want to learn about Mary’s perspective on the future of your industry. As you prepare for future networking meetings, remember to discuss your skills and accomplishments with your contacts, as you show how you can add value to an organization.

When you prepare for your meetings ahead of time, you are able to establish professionalism, gain credibility, and cover all of your critical agenda items. By doing so, you will likely create a successful encounter for both you and your contact – hopefully, the first of many!

Listen First. Then Ask Questions

Now that you have successfully landed a meeting with your contact, you will have an opportunity to not only learn more about your industry and your contact’s position and organization, but you will also be able to further develop the relationship you currently have with your contact.

However, in order to truly have a successful meeting, you will need to listen to the guidance that your contact provides. Since you are asking another person for advice, make sure they have the opportunity to offer it. If you dominate the entire conversation, you will never attain the information that you were originally hoping for. To follow your meeting agenda, you may want to consider developing a list of strong, open-ended questions.

Here are some sample questions you could ask in order to maintain a balanced conversation with your contact and to establish rapport –

• How long have you been with this company/field, and how have you seen it change throughout the years?
• What do you like/dislike about your job?
• What type of training do you need for positions such as yours?
• What is the culture of this company and what are its guiding principles?

Expand Your Network

As you prepare for future meetings with contacts, you may even ask yourself - what is the main goal of networking, anyways? Why should I even bother? Without a doubt, in a short answer, the goal of networking is to network! Think about it. Each person you meet knows 200 or more people, at the very least. If you can meet and talk to some of their contacts, you will rapidly increase your own network, as well as your chances of finding the right connection, which is what networking is all about!

Meanwhile, each time you meet with someone, it is vital that you ask if he or she can recommend a professional organization or the names of some other people you should be talking to. If you say you are going to follow up, do so promptly. There is no faster way to burn a bridge than to abuse someone else’s connections.

Follow up

The key to becoming a great net worker is simple - establish a relationship. Ask the person you are meeting with if you may keep them informed of your search progress. Then, find ways to follow up. For example, if you read an article that pertains to a discussion you had at a networking meeting, cut it out and send it to them with a brief note. Try to find at least two to three opportunities per year to reconnect with members of your network.

Reciprocate

Building a network is about creating genuine, caring relationships. Be polite and courteous. Thank your contact for meeting with you and mention the specific information they have shared. Then, ask if you can help them in some way.

Maybe your contact would like to live in an area that you are familiar with. Or, maybe he or she has a child that is interested in attending the same school you graduated from. Share your knowledge! Keep notes on what you learn about your contacts so that future correspondence can have a personalized touch like, "How was Jane’s first year of school?"

Send a Thank You Letter

Always, always, always thank your contacts in person and follow-up with a letter. If your handwriting is legible, the personalized touch of a handwritten note is appreciated, although an email works just as well.

Remember, networking is an ongoing process. It requires persistence, attention, and organization. By incorporating the art of networking into your job search campaign, you will be surprised by the opportunities and life-long relationships that you gain.