Networking Methods Indiana University Kelley School of Business C. Randall Powell, Ph.D.

1. Networking Methods • Indiana University • Kelley School of Business • C. Randall Powell, Ph.D.

2. Networking The Art of Building Relationships

3. Goals of the Workshop • define networking and its importance • identify skills used in networking • develop a networking plan

4. Benefits to Networking • companies estimate that they fill more than 25% of their positions by networking • Research indicates that approximately 75% of people find new jobs through networking • earlier chance at an opportunity • building a professional network for the future

5. What is Networking? • it’s a learned skill • it’s all about visibility • it’s about creating your own ‘community’ • it’s about building alliances, not just about job hunting • it’s not a replacement for talent, it’s about being recognized as talented

6. Defining Networking • “It’s not what you know, but who you know” • establishing contacts to gain or exchange ideas and information of employment opportunities in such a way that builds personal relationships • the U.S. Department of Labor conveys that 48% of all job connections are made throughpersonal networking

7. Networking is NOT… • contacting everyone you know when you are looking for a new job • cold-calling people you don’t know • a one-way street…it must benefit both parties • about gaining the confidence to call strangers to ask for a job • always productive…expect some persons to not respond

8. Networking IS… • a way of life • started long before a job search • maintaining connections and building alliances • often more effective on an informal basis • collecting information, educating yourself about employment opportunities, increasing your list of professional contacts, and informing them of your availability

9. Tapping the Hidden Job Market • experience shows that networking is a very rich source of • job leads • information about unpublished job openings • career advice

10. Obstacles to Networking • lack of • commitment, effort, discipline, self-esteem, persistence, mental toughness • failure to • socialize, stay connected, treat others as yourself, appreciate diversity, organize, make the 1st move • reluctance to • sell yourself, join in, take risks, gain from others’ experiences • complacency, being unlucky, feeling stressed

11. Learning Networking Skills • start with people you know • move on to the referrals • get to the decision makers • make contact • conduct informational interviews • follow-up

12. Where to Find Contacts • business cards collected • professors, friends, relatives • professional association colleagues • chambers of commerce • alumni • former supervisors • social contacts, former classmates, former group members • church members don’t be biased…use all resources

13. Networking Activities • CAREER EVENTS!!!!!! • attending professional or trade association meetings • talking to parents…yours and your friends • volunteering in your community • membership in social or religious groups • visiting with your neighbors • chatting with others while waiting

14. Send the Right Message • be concise with a short message about • career experience • opportunities of interest to you • use powerful words, such as those in your resume, to describe your skills and results

15. A Few Basic Rules • contacts need to feel they are heard and respected…LISTEN well • you’re building trust, NOT selling • gain visibility, gather info, create a favorable and lasting impression • balance your talking • too much and you frustrate the contact • too little and you miss sharing your talents

16. Further Follow-up • it’s a good idea to send a follow-up letter to the person who referred you to this contact • touch base periodically using phone, email or mail with contacts to keep them updated • tell them of your activities • this builds your professional network

17. Networking is Time Consuming • it’s a numbers game…the more you contact, the higher the odds that you gain access and exposure • success depends on • effective communication • personal commitment • dedication • thorough follow-up

18. Strategies for Successful Networking • Adopt a positive attitude • Focus on the benefits of the event • Plan your self-introduction • Prepare for small talk • Remember eye contact and smile • PRACTICE YOUR HANDSHAKE!! Source: Susan RoAne – A Guide to Successfully Managing the Mingling

19. Networking The process of increasing visibility through social contact

20. If you would like to learn more, Career Planning Strategies textbook will supply additional information on this topic.