Description: Networking: The Hidden Job Market
Header: Networking: The Hidden Job Market
Date: Friday, September 27, 1996

Networking Using Your Contacts to Find Job Leads

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 cooch at the tennis club? 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 qble 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 individucils 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 foult ... 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 redson.

It's often difficult to put these feelings aside, realize that downsizings and other negative activity in the job market is directly effecting 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 gentlemen you meet in line at the post office to the manager of your favorite resturant, be an excellent source of employment contact. It's often amazing what other people know about job opportunities. And the only way you are going to find out about this information is to speak up and let people know you are in the job market. Believe me, they won't think it is your fault. They'll be 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 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 managers 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 indiviuals, all of whom are potential contacts
for job scorch leads. This con be an extremely effective method to rapidly expanding
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 souoces 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 YOP 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 soles and marketing manager, their purchasing director or the
receptionist. Anyone 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 your 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 ipformation--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 name of 3-5 companies to add to your network. When the interview is
winding down, tell the interviewer you are interested in employment with his/her
company (if this is the case), but would they know of anyone else that may 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 fox. Mail your resume, mark the mailing date on the card, and place it into a tickler file for 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 SEARCH 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 most realistic for you. If you establish only 3 new contacts per 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.

Wendy Enelow, CPRW The Advantage, Inc. (804) 525-2771- Office(804)525-2969- Fax E-Mail-72624,541

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