Fearlessly Facing Networking

By ExecuNet Senior Editor Robyn Greenspan

Search firm recruiters and corporate human resources professionals overwhelmingly agree that successful executives have rich networks, and more candidates are found through networking than any other job-searching activity. Therefore, executives who are “out there” — visible and engaged — have a higher probability of connecting with the influential people who will not only help them land their next job, but also aid any future career advancement and business development activities.

What You Have Versus What You Want

The essence of face-to-face networking doesn’t differ much from virtual connection — both interactions broaden your relationship base and generate karmic benefits. “To get, we must first be able to give,” serves as the philosophy espoused at the New York/Tri-State area meetings co-facilitated by Nancy Hutter and Linsey Levine, as well as the underpinning to all networking success.

“One of the factors most critical to success in any kind of networking, whether for job search or business contacts, is to think about what you have to offer to others while networking,” suggests Clara Hurd Nydam, meeting facilitator in Wisconsin. “Before going to any networking meeting, whether a group event or a one-on-one meeting, you need to give serious thought to what and who you know that might be useful to others. Be prepared to share contacts and ideas. You don’t have to solve the other person’s problem, but you should walk away from the meeting with an understanding of what would be helpful to the people you talked to.”

Before walking through the door of your first facilitated event, Mark James, who runs meetings in San Diego, recommends attendees ask themselves, “HOW can I help the group or individual and HOW can the group or individual help me?”

How Face-to-Face Differs from Online

A virtual contact who conveys a professional demeanor online or in e-mails could turn out to be a walking disaster, so your reputation depends on you meeting your Internet associates before connecting them to others in your network.

“Face-to-face networking enables people to make more of a human connection, not just business related,” say Hutter and Levine. “It is easier to share personal or family interests, and get to know and like each other on a human level. In addition, just as we wouldn’t send in a candidate for a position for which we had a retained search without meeting them, we wouldn’t really be able to give our best networking contacts to someone we had never met and learned to trust. It’s about building and growing relationships.”

Networking Aids Every Career Stage

Whether happily employed, monitoring the market or in transition, relationshipbuilding plays a big role for every executive. “I think it is important to realize that one of the key aspects of any executive position is the network of relationships they have with others both inside and outside of the organization they belong to,” says Jim Clarkson, St. Louis meeting facilitator.

“While the fundamentals of targeted, focused networking are the same, the specific objectives of each individual will differ. Those who are employed may be networking to gather information, contacts and resources useful to them in their job, as well as meeting candidates who may fit on their virtual bench,” Clarkson notes.

For executives in transition who have not yet finessed the fundamental skill of networking, Clarkson says, “it is important to realize that this period is, can be and must be viewed as a developmental transition. It is a time to develop the finer points of networking effectively or to use that skill with increasing effectiveness.”

Confidentiality is particularly crucial when you are still employed, so networkers are advised to carefully assess what to divulge and to whom.

Facilitated Meetings

For the networking-shy, meetings that are structured and exclusively devoted to business relationship-building are the best place to get started. Everyone is there for the same reason — to connect with other executives and collect contact information.

ExecuNet facilitators conduct face-toface meetings all over the country, which often feel more like a fast-paced game show than a nerve-wracking event. In fact, Karen Armon, Colorado’s meeting facilitator, often holds “speed networking” sessions, where participants have a limited amount of time to rotate through “stations” until they have met everyone and filled out as much information as possible on a “networking sheet.”

“The key to ‘winning’ is to spend the time on finding a connection, then fill in the name, phone number and background information,” says Armon. “The final question on the networking sheet is to find a connection with the other person.”

Other facilitated meetings may focus on a speaker, specific industry or a problem that allows the participants to brainstorm solutions together. Nydam says that the monthly “High Tech Happy Hour” in Madison, WI, draws people at every level from the area. “If you meet senior-level people there, they will probably be involved in early stage start-ups. Even if you don’t want to work for an early stage company, the executives who you meet there will most likely have extensive contacts in the community.”

Jim Clarkson’s agenda at a recent networking event that he facilitated began with some mingling and introductions, followed by “announcements, news and offers of assistance to anyone seeking something specific to help them with their search that so far they have been unable to find.”

The group then broke into smaller committees, where they brainstormed the answers to questions that were designed to help each other’s job search and career management activities. “Each group shared their responses with the large group, and we discussed additional comments and thoughts around each area,” says Clarkson. “Through working with fellow job seekers and colleagues, the networking took place in fun ways, while tapping the knowledge and experience of the group. Participants stayed after the meeting; and when they did leave, they were enthused for their search and armed with additional insights.”

Hutter and Levine describe their meetings as part networking, part teaching and part supporting. “At each meeting, we (the whole group) become the Board of Advisors for each other, with the desire and goal being to help the others succeed! And we encourage the attendees to think like that every time they are in a networking situation.”

What to Bring to a Structured Event

Arm yourself with your PDA, Rolodex or book of contacts to share with others; but if you walk through the door with a stack of your résumés, you may not get adequate results.

“There are very few situations where you should use your résumé while networking,” says Nydam. “The résumé confuses people, because it is a job application tool. When you use the résumé to introduce yourself, the contact doesn’t hear your pitch. They are so distracted by their attempts to qualify you for any jobs that they already know about.”

Executives who are prepared with simple materials that demonstrate they are the solutions to an organization’s problems are likely to meet greater networking success. A one-page marketing profile is more readily received than a résumé, and should contain some combination of these blocks of information:

Target functions (the types of roles being considered)
Profile (a list of your strongest competencies and skills)
Areas of expertise (what you’ve done and the corresponding results)
Employer history (this information also lets others know where you may have contacts)
Ideal organization parameters (location, size, industry)
Target companies (where you would be a good fit and like to work)
Clarkson also suggests that executives come prepared with short self-introductions — or “elevator speeches” — as well as business or networking cards. “If you aren’t employed, create a card that lists your key competency beneath your name, and on the back list up to four interest areas. Exchange cards with those you meet and jot notes on the card as you share ideas,” advises Nydam.

“Be specific about how others can help you,” recommends Cincinnati meeting facilitator Louise Kursmark. “Do you need a referral to a particular company contact? Do you want feedback on your introductory speech? Are you looking for recommendations for coaching services? Do you want an introduction to a key recruiter? The more specific you are, the higher your chances of getting what you need.”

Networking at Non-Facilitated Events

Once you’ve gotten your feet wet at a structured meeting, it’s time to take your networking skills to the next level. Any event where you can potentially meet and connect with individuals who will move your career forward could be rife with opportunities. Conferences, trade shows, association meetings and professional events are all places where your next job or big deal could be waiting, but it is often more difficult to get your well-crafted networking profile in front of the right people.

A plan of “subtle purposefulness” will help you reach your networking goals at these events. “Make yourself comfortable before speaking to anyone. When you make your first move, go up to someone who appears approachable, introduce yourself in just a few words (not your life history), and encourage the other person to talk first,” advises Meg Montford, who runs networking meetings in Kansas City. “A good question to break the ice is, ‘What’s the best thing that could happen for you because you came here today?’ Be prepared to offer whatever you can to help this come true for the person you are talking with.”

“Get curious and stay curious about what bothers other people,” suggests New York City meeting facilitator Judy Rosemarin. “Act like a consultant; a solution to someone’s problems and keep the focus on them, not yourself. What do they toss-and turn-about at work or at night? What would they want if they had the resources and wherewithal to get what they want done?”

“When you are ready to move on, do so gracefully after thanking the person(s) for their time,” says Montford. “As you move around the room, have in your mind a picture of yourself when you were the most confident in yourself and what you were doing. Or, call to mind the highest recognition you have ever received in your career — this will help boost your self-confidence, too.”

Networking value is created when these events are not viewed as places to just trade business cards. “DON’T offer your business card unless it is requested and only ask for another’s card if you plan to follow-up,” Montford recommends. “Follow-up to schedule another meeting — coffee or lunch — at a mutually convenient time in the near future. This is when your most purposeful networking will occur.”

Montford reminds that most of the time networking events can seem like fishing expeditions. “You will probably have to go to the same place multiple times before any major connections happen.”

Organically Growing Connections

Networking doesn’t have to be a concerted effort that occurs at specific events but can naturally arise in your daily journeys. “Make your job search part of as many conversations as possible (don’t necessarily ask for anything, but make sure it comes up),” suggests ExecuNet member Lane Cavalier.

“One example of this is I had to learn that when someone asks how is the job search going I used to say, ‘Okay’ but I found that I could change it to, ‘Pretty good, but I’ve been trying to get a contact in XYZ company’ or ‘Nothing promising, but I’ve been thinking of what a fit I would be at XYZ company,’” says Cavalier.

“Stay in touch with at least three people with whom you have not been in contact for the past three months and watch your network come alive,” says Rosemarin. “Develop the habit of doing it, and it will become second nature to you.”

The End Is Just the Beginning

“When networkers leave our meetings, that isn’t the end of our relationship but the beginning,” say Hutter and Levine. “Follow-up is critical. They must followup with all the folks that said they had information or contacts for them. And, we, as facilitators, follow-up with them, as well. We continue to provide them with information, resources and other things they need to connect with through our network.”

“When you promise to follow-up with someone, write down exactly what you’ve promised and follow-up promptly,” Kursmark says. “Be a good networker and it will come back to reward you many times over.”


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