NETWORKING
Using Your Contacts To Find Job Leads
By Wendy S. Enelow

Ever talk to your boss from 10 years ago? Your co-workers from your last job? The neighbor you met last summer at the block party? The new coach at the tennis club? Your banker? Your hair dresser? The list goes on and on.

These individuals and many more are your single best source of employment contact in today's job market. Long gone are the days when you were able to pick up the newspaper, select 10 good advertisements, mail resumes and get 5 offers. Today, in order to job search effectively, you must be aggressive, visible and determined.

Often individuals out of work for whatever reason (e.g., downsizing, company acquisition, company relocation), are "embarrassed" to let others know that they are in the job market. It's not their fault.. times are difficult.However, we have all been brought up in a society where our self-esteem is directly related to our professional lives. We lose our jobs and we feel inadequate, no matter the reason.

It's often difficult to put these feelings aside, realize that downsizings and other negative activity in the job market is directly effecting thousands and thousands of individuals, and appreciate the critical impact and success of networking to identify job opportunities. The opportunities are there, the only problem is that they are no longer listed in the newspaper or through professional recruiters. It's time to speak up.

Developing your network of contacts is no mystery. It's hard work and constant communication. Each and every person you come in contact with, from the gentleman you meet in line at the post office to the manager of your favorite restaurant, can be an excellent source of employment contact. It's often amazing what other people know about job opportunities. And the only way that you are going to find out about this information is to speak up and let EVERYONE know that your are in the job market. Believe me, they won't think it's your fault. They'll by sympathetic and often remarkably helpful.

Have you thought about the fact that...

Commercial Real Estate Agents are aware of new companies moving into the area, companies moving into larger facilities and new leases that have been signed?

Bankers are also aware of new companies in the area, new contracts that have been awarded, new products that are ready to hit the market and so much more? Restaurant Mangers know all about their regular customers - their jobs, their successes at work, their travel to develop new clients, new sales they have won, and the "scuttlebutt" about company acquisitions and mergers?

Professional Association Meetings and Conferences are one of the single most effective methods to job search? Join your industry's professional associations and you'll walk into a room filled with individuals, all of whom are potential contacts for job search leads. This can be extremely effective methods to rapidly expand your network of contacts.

Civic Associations and Community Groups are also an excellent source of networking contacts? Again, a room full of individuals, all potential sources of job information, at your immediate disposal. How much easier can it be?

Equally important is your ability to network yourself into a company. If you know that you are interested in working for the ABC Company, call the company and establish communication with an individual at the firm - the human resource director, the sales and marketing manager, the purchasing director or the receptionist. Any one will do. In fact, I recommend that at this initial stage you bypass the human resource department. These individuals are often overwhelmed with potential candidates and you just become one of the maddening crowd.

But how many times has someone really worked to establish a relationship with the receptionist, the warehouse manager or the engineer? Call these individuals, tell them that you have heard about the ABC Company and that you wanted to find out some information about the firm directly from an individual who is employed there. Ask about their job, their responsibilities and their successes. People love to talk about themselves and share their ideas. Once you've established the contact, now you have an entry in the door.

Informational interviews can also be a great source of networking. Call a company and tell them you are exploring opportunities with numerous firms in the area and would like to get some information about their company. Ask for 10-15 minutes (in person) to discuss the operations, successes and long-range goals of the company. Don't ask for a job interview, just ask for information - information about job opportunities with the company and information about opportunities with other companies that they may be aware of. You will be amazed at the results.

Most important, use your job interviews to develop leads. Hopefully, each interview will reap an offer. But, let's be realistic. In today's job market that is often not the case. I recommend that when you leave each interview you take with you the names of 3-5 companies (or individuals) to add to your network. When you interview is winding down, tell the interview that you are quite interested in employment with his/her company (if that is the case), but would they know of anyone else that my be interested in a candidate with your qualifications.

To support your networking campaign, develop a network contact lead tracking system (I recommend 3x5 index cards). Each and every time you get a lead, complete a card with full name, company, address, telephone and fax. Mail your resume, mark the mailing data on the card, and place it into a tickler file for follow-up in one week. And, make that follow-up in one week. And, make that follow-up call. It is a proven fact that:
INDIVIDUALS WHO FOLLOW UP ONCE THEY HAVE MAILED A RESUME WILL BE MORE SUCCESSFUL IN THEIR JOB SEARCHING CAMPAIGN.

Networking is the key to success in today's job market. Set goals for yourself - 5 new contacts per week, 10 new contacts, whatever is more realistic for you. If you establish only 3 new contacts each week, and get 3 more from each of those individuals, before long you will have a wealth of networking and contact information leading you successfully to your next position.

By Wendy S. Enelow, Certified Professional Resume Writer & President of the Advantage, Inc., an executive resume and job search consulting firm headquartered in Virginia and servicing executives throughout the U.S. and abroad. (800) 922-5353.