Job Networking - Part 2 of 2 (October 20, 1999)

Kathy’s Korner Article:
Job Networking (Part 2 of 2-Part Series)
Originally Published October 20, 1999

Written by Kathy Grosskurth, Cobb Career Site

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This column is the second in a two-part series on job networking. Tips from local-area experts are shared, along with wisdom from J. Michael Farr – founder of JIST Works, Inc., and renowned author of several books on effective job search methods.

To recap: Job networking is the process of uncovering and following through on job leads received through personal contacts. Networking is the preferred method of filling jobs in most businesses. "Networking works! (It gets) your foot in the door," states Angela Royal, Employer Marketing Representative for the Georgia Department of Labor’s Cobb/Cherokee Branch. Mary Ianniello, Recruiting Manager for Access Personnel Services, agrees. "Having a relationship will always be advantageous …over someone…who (doesn’t)."

In addition, networking uncovers jobs in the "hidden job market." "Networking (is) the number-one way to find employment in the "hidden job market," agrees Georgia Department of Labor’s Royal. Darlene Martin, Training Director of Kennesaw State University’s Project IDEAS program, feels "no piece of paper…can sell you the way someone who knows you can."

According to J. Michael Farr, founder of JIST Works, Inc., almost 75% of all jobs are not advertised. Most of these jobs are with small firms – organizations employing less than 250 people. With employment sites and job seekers increasing their presence on the Internet, this situation is expected to change. Nevertheless, using only "traditional" job search methods (want ads, state employment office, staffing services, and recruiting firms) is inefficient, because only 25% of available jobs are targeted.

A reminder: I cannot overemphasize the importance of investing the time in narrowing your focus and selecting appropriate career field(s) matching your unique gifts, talents, temperament, and lifestyle requirements to specific occupations. Failure to take this step seriously will certainly sabotage your long-term job search efforts.

Mr. Farr points out that on average, almost half (40 - 45%) of referrals come from "warm" contacts ("who you know"), whereas approximately one third (30 - 35%) of referrals come from "cold" contacts (direct employer contacts). The process begins when a job seeker begins talking to people he knows. In my opinion, one should use both methods but focus on "warm" contacts.

Regardless of the focus, a network grows rapidly through a principle called the "exponential effect." An example illustrates this principle. If one person contacts 3 people, and those three people contact 3 other people, – and so on and so on…pretty soon there will be over 200 contacts working on that original person’s behalf. Most people I have worked with – as well as Mr. Farr himself – suggests to not limit your contacts to only a few close friends. Potential contacts may include the following:

Neighbors * Fellow volunteers
Relatives * Hairstylist
Former Co-workers * Cashier at grocery or retail store
Church members * Friends of relatives
Sport Team members * "and so-on and so-on, etc."

Lucylle Shelton, Director of Career Services at Chattahoochee Technical Institute in Marietta, Georgia, shares that the school’s alumni "have been particularly helpful in (hiring) graduates," particularly in the medical and Information Technology fields. As a military spouse who moves with her husband frequently, Angela Royal speaks to "…people in grocery stores, banks, cookouts, (etc.)" which has always led to some type of employment.

Mr. Farr suggests asking these three questions when seeking referrals and information:

1. Know of anyone who might have a job opening in my field? If no, then…

2. Know of anyone who might know someone who has a job opening in my field? If no, then…

3. Know someone who knows a lot of people?

Here are some suggestions of networking "do’s and don’ts" from Mr. Farr, local experts, and myself:

1. Avoid the Human Resources department if at all possible – speak directly to the hiring manager if you can. The HR department is a "gatekeeper;" its function is to "screen out."

2. Be courteous to all your contacts – from the receptionist on upward. Many people underestimate how much "say-so" these people have in the hiring process. In fact, many employers have begun including interviews with various staff members at all levels at an attempt to gauge overall "fit" of the candidate within the department.

3. Practice and rehearse beforehand what to say. Mr. Farr suggests stating your purpose without mentioning you are job hunting ("I have some business to discuss of a personal nature"). If you have a name, use it ("John Doe suggested I call.")

4. Keep on calling until you reach a "live" voice. I suggest not leaving a voicemail if at all possible. If on the phone with the person’s assistant, ask when is the best time to call back - and make sure you follow through on the return call!

5. At the interview, you must do your part. Angela Royal says once you’re in, "it’s up to you to SELL, SELL, SELL (yourself and) your skills." Lori Trahan, Career Development Coordinator for Kennesaw State University's Coles College of Business, makes a valid point that "you can't get back (that) first impression." I agree. You have come too far to sabotage yourself, so BE PREPARED FOR THE INTERVIEW.

6. Don’t overlook the importance of volunteer work. Shelia Perkins, Director of the Cobb Senior Institute of Cobb Senior Services - and former Director of Employment Services at the agency - says volunteering helps you "meet...people. They learn your work ethic,- what you can do, and (help you in reaching) many influential people..."

7. Be sure to follow up with ALL persons involved in securing interviews or providing references. Depending on your relationship with those people, your follow up could be as formal as a written thank-you card or note or as informal as an email. If in doubt, then I would recommend sending a formal thank-you card or note to be safe.

8. Once employed, do not neglect your network. Steve Grazier, Senior Human Resource Administrator for a large metro Atlanta recruiting firm, says it’s important to "stay in touch with your (contacts) and let them know how things are working out for you."

9. Remember to return the favor. Theresa Weber, Director of Human Resources for a major Cobb County, Georgia firm, says it’s important to "always do your best to help other folks you know (because you) never know when you will need (to return the favor)."

In the next column I will begin discussions on resume writing – the importance of a good resume, how to put one together, and the best way to use it in today’s job market.

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Reprints and/or usage rights are available for this and other related articles for a nominal fee. For information, contact the author, Kathy Grosskurth via email .

IMPORTANT NOTE: Information from J. Michael Farr, acquired from The Two Best Ways to Find A Job by Mr. Farr and Susan Christophersen, published by JIST Works, Inc., Indianapolis, IN, 1992, is used with permission from the publisher.