How networking works: network you way to career success - Getting Hired

"It's not what you know, it's who you know." This old saying, while not entirely accurate, contains an element of truth. When it comes to planning careers and seeking jobs, networking pays dividends. Networking (the process of taking advantage of contacts with other people for career or professional purposes) can be a key part of occupational success.

"Networking is clearly the single most important avenue to successful career planning, career choice, and implementation," says Jack R. Rayman, Ph.D., director of career services at Penn State University. "Most people who hold really good positions got there through networking."

Identifying job openings is often a major task, whether that means poring over a newspaper's classified ads or surfing the Net. But this is not the only way to go. According to career experts, fewer than half of all jobs are advertised. For the others, as well as for many publicized jobs, the secret to success is networking.

"Given a choice between two equally qualified candidates, hiring managers will usually prefer to hire a person with whom he or she has had a previous positive experience," says Dr. Janet Scarborough, a career counselor with Bridgeway Career Development in Mercer Island, Washington. "That is why networking is so important, because it brings you into contact with more potential hiring managers."

Making Contacts

Just how do you get involved in networking? Actually, it's not that hard. You're probably already part of several networks. As a student, you know teachers, coaches, counselors, and the relatives of other students. Wherever you live, you probably have neighbors. You also have an assortment of other acquaintances; the person who cuts your hair, your doctor and dentist, the small-business owner who lives down the street. Add to that people you know from your own activities, such as religious groups, clubs, or volunteer organizations, and you've just put together your own pool of contacts.

Taking advantage of these contacts is what networking is all about. When looking for a job or otherwise getting ahead, you can use these people as sources of help or information. In some cases, contacts are employers whom you can approach directly about possible jobs. In others, they may have the potential to refer you to contacts of their own. Either way, the contact is worth cultivating. And there is nothing wrong with that approach.

"The biggest misconception about networking is that it is somehow unfair to take advantage of your personal and/or professional network to further your own career," Rayman says. "That's not the case at all."

Consider the case of David, a high school sophomore who wanted to earn money to buy a car. One Sunday at the conclusion of church services, he walked up to Dr. Sandway, a local veterinarian, and asked if he ever needed new part-time employees. Not only were the two acquainted from attending the same church, but they had also served together as part of a mission team that helped repair homes damaged by a hurricane. Dr. Sandway said he knew David was a good worker, and would let him know if he needed a new employee. Less than a week later, he called David and offered him a part-time job at his clinic.

You can take similar action. First, identify the various people in your life who might serve as useful contacts (see sidebar). Then, let them know that you are seeking employment or advice. This might involve making phone calls, writing letters, or approaching contacts in person.

In the process, avoid being pushy or demanding. Be both direct and polite. Make statements such as "If you have any job openings, I'd appreciate being considered" or "If you know of any job opportunities, would you mind letting me know?" Make sure they know how to reach you, and be sure to follow up with a thank-you note or call whenever a contact provides any type of help.

Keep in mind that you need not be actively involved in job hunting to network. In fact, students can begin the networking process while still in school.

"Perhaps the first thing students should do is establish strong relationships with their teachers," says Rayman. "It's best to focus on those who are most connected in the world of work."

Students might also consider the value of working as interns or part-timers. "Internships and part-time jobs that are relevant to a future career are a better investment than are jobs that might be fun but are not resume-builders," says Scarborough.

Helpful Traits

What are the most important qualities or traits needed to network successfully? According to Rayman, they include confidence, initiative, and the ability to interact comfortably with others.

Don't be bashful about developing new contacts to complement the ones you already have. For example, if you have ideas about career areas you'd like to explore, get in touch with adults working in those areas, and ask questions about the field in question.

"Most professionals are flattered to be contacted by young people seeking to enter their profession, and thus are thrilled to interact with them and share insights about their career experience," he says. "Sometimes they are even in a position to offer employment."