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12.10

How to Build a Network in Twelve Days (before Christmas)

By Debra Feldman, JobWhiz, Executive Talent Agent

The holiday season is ideal for reconnecting, making new contacts and strengthening relationships.  Networking is the best job search method and generates more than 80 percent of new hires. Constantly nurturing existing relationships and strategically developing new contacts puts you on the inside track to plum job leads whether you are an active candidate or just want to keep up with the market.  All jobs are temporary. Your network is lifetime career insurance.  Contacts provide referrals, recommendations and invitations. Make time everyday to Network Purposefully™.  The “right contacts” are relationships with hiring decision makers and good connectors. In just 12 days, start building your career nest egg.

On the first day… Define your networking strategy. Focus on individuals and activities related directly to achieving personal and professional goals. Compile a list of existing contacts and research targeted new contacts among thought leaders, authors, friends of friends, industry consultants, speakers, etc. 

On the second day… Organize contacts into categorical action groups: meet in person, via telephone, individual e-mail or print notes, share a link, article, etc., send gift, connect two contacts, invite to a live event, recommend a virtual event or group discussion, submit a proposal for a presentation, etc.

On the third day…  Select and prioritize in person and virtual communities. Identify a few groups or organizations on which to focus your efforts. It’s better to be an active participant/leader in a few groups and build strong relationships.  Get involved. Schedule virtual networking into your daily calendar. Join LinkedIn groups in your industry, for your specialty or new fields you want to enter. Participate in discussions among trade association members and within other affinity groups.

On the fourth day… Create a networking card. The card should show your name, e-mail and preferred phone. Put a descriptive, memorable headline on the front. Bullet your core competencies on the back. Add signature block to your personal e-mail, including your name, headline, phone and e-mail.

On the fifth day… Connect with contacts now. Write cards and send e-mails. Make phone calls. Attend and/or schedule a live event. Participate in an online discussion. Schedule time to network purposefully daily — e-mail a few contacts, have a phone visit, post a comment to an online discussion, attend a local chapter meeting, etc. Repeat daily.

On the sixth day… Launch your (new) network purposefully. If you are in transition or plan a change, identify prospective target employers. First define your requirements (geography, responsibilities, corporate culture, company size, market segment, competitive position, growth potential, etc.). Do research on companies that match your criteria. Identify an appropriate hiring decision manager at each prospective employer. Determine who in your network can connect you or how you are going to introduce yourself.

On the seventh day… Conduct due diligence. Find individuals with inside knowledge of target companies, including current and former employees, consultants, etc., read print and online publications, visit professional association websites, check conference exhibitors and presenters. Refine your value proposition for employers based on their needs. Describe, by success story examples, how you will add to profits, reduce costs or improve processes.  Distinguish yourself as a first choice, go-to reliable expert. Join additional groups to make more targeted contacts.

On the eighth day…  Initiate inside contacts at each target company. You should already be members of the same organizations, groups, etc. If not, join the groups where the people who need to know you are members. Ask questions and share relevant experiences and ideas. (Do not begin conversations asking about openings.)  It takes time to develop trust. You will not get much benefit from one-off transactions; you are intentionally focusing on making new relationships. Once you are connected, you should hear of potential opportunities first — before public announcements. You can also volunteer and be the preferred candidate when you identify a need before a new position is official — this is the hidden job market; you have penetrated it. Stay on the insiders’ radar and be present at the right time to suggest ideas, solutions, etc.

On the ninth day… Maximize social networking to increase quality contacts. Social networks provide invaluable opportunities to connect with insiders identified from their profile content. Ask a mutual contact to facilitate an introduction. Join the same group as a target contact; on LinkedIn, you can send a message to a fellow group member without being linked. Search to find contacts and send a compelling introduction explaining how they will benefit from meeting you. Check SlideShare to find industry or specialty contacts. Connect on Facebook or follow them on Twitter. Join the same LinkdedIn groups. Ask for recommendations — crowd sourcing is one technique to discover new trends, ideas, people to know, etc.

On the tenth day… Spot trends and increase your knowledge online.  Go beyond LinkedIn. Get background info from corporate websites, LinkedIn profiles and Facebook fan pages. Search online (ZoomInfo, Google profiles, Spoke, etc.) for more names. Follow individuals and corporate accounts on Twitter.  Monitor conversations. Send direct messages or engage in a public dialogue.  Publish your own blog and reply promptly to comments. Update LinkedIn with personal news. Ask questions within your groups and answer questions to demonstrate knowledge. Move conversations offline to deepen relationships. Identify a handful of bloggers you admire.  Regularly read and comment. Chances are the author will reply and start a private conversation. Offer to write a guest blog. Recommend the blog.

On the eleventh day… Increase your visibility. Now that you are getting the hang of how to network purposefully, complete your LinkedIn profile. Add key words. Document your recent accomplishments.  Upload presentations, white papers, articles, favorite links, travel plans, etc. Adding content increases your digital footprint, making you more searchable. Check your Twitter stream a few times daily. Monitor your favorite blogs and websites via RSS to your e-mail or Google Reader. Write a comment, post a question, answer an inquiry, etc. — all of these are searchable and increase your digital footprint, adding to your credibility, building your reputation and providing a continuous record of who you are, what you do, how you think and your potential value. Document your accomplishments online. Your work is your resume. Offline activities published online also add to your digital footprint. Send out press releases announcing promotions or job changes. Present at a trade show. Lead or help organize an activity in your local community or professional group. You will make new contacts and get more PR for yourself.

On the twelfth day… Maintain social networking accounts and credibility. Be consistent across all platforms. While staying in touch and keeping your activities current is time consuming, repeatedly starting to network from scratch every time you need or want a different position requires much more time and effort and is far less effective. Having solid relationships is the key to sourcing new challenges in the unadvertised or hidden job market. Keep up your side of relationships. Networking is critically important in today’s world, where every job is temporary and you need to create your own career insurance.  It is easier to maintain a relationship than to develop a new one. “Make new friends but keep the old, one is silver and the other is gold.”

NOTE: Every day above may require more than 24 hours. Each is a major milestone towards establishing a network of enduring value.

© Copyright 2010 Debra Feldman.

Debra Feldman, founder of JobWhiz, is an executive talent agent with more than 20 years of senior management consulting experience. She uses networking to identify and connect candidates with unadvertised new career opportunities in the hidden job market. For more information, visit  www.JobWhiz.com, and to contact her, visit www.jobwhiz.com/contact.php.

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