on Career Survival - IEEE-USA

Sine Qua Non: Networking
by Debra Feldman
Networking is the most effective, most efficient job search technique for executives seeking to identify
and secure a new job offer. Even in the Internet era, the majority of senior-level candidates find
new positions through networking. Personal connections work, and networking is the sine qua non
— an absolute necessity — of job search success. If you want better results in less time, networking
can be more effective than all other job search methods combined — including online campaigns,
working with recruiters, print and direct mailings, e-mail blasts, and association message boards.
When it comes to our livelihood, financial security and future careers, networking purposefully to
find a new challenge should, logically, be the favored method. But networking, because it requires
more time and energy, is often overlooked until other methods fail to find a job. It takes more than
just a few clicks (which feels productive doing hundreds per hour) or simply relying on a headhunter
to deliver appointments. To truly expedite a campaign, job seekers must use all available approaches
and put more emphasis on purposeful networking.
Successful job search candidates must separate themselves from the legions of other qualified applicants.
When candidates’ technical qualifications are on a par, personality becomes a key distinguishing
factor. And how better to display your charm and endearing qualities than to meet and speak
with a prospective employer in person? Nothing beats a personal relationship, good interpersonal
chemistry. No marketing document conveys your winning personality like a personal connection,
and nothing closes a sale better than good chemistry between the two parties involved in the deal.
If you can’t get to the decision-maker yourself, having a representative speak on your behalf brings
you closer to getting selected. Always be thinking about how you can get a one-on-one meeting
with the prospective employer’s key decision-makers. A solid relationship, one of trust and mutual
respect, will help to seal the deal. Most importantly, your prospective employer should feel comfortable
with you both as an individual and as a talent resource.
A successful job search campaign is no different than anything else worth doing — the more you
put into it, the more you will get out of it. Not only will networking will help you find a new job that’s
better matched, you will also be making a long-term career investment. In the future, the network
you build for today’s job search will provide the foundation to support your next career transition.
Additionally, your network will likely produce unsolicited referrals to new opportunities down the
line.
Purposeful networking that focuses on a few select contacts with big potential will provide a greater
probability than other approaches for uncovering new, unadvertised career opportunities — the
so-called hidden job market. How do you start a networking-driven job search? First, identify where
and with whom to connect. Target desirable employers and a specific contact person within each
organization — a hiring manager or other decision-maker who will relate to you — and then determine
how best to command their attention. Your message might be that you can solve specific
problems and meet their challenges without having to overcome a learning curve. Keep in mind that
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