April 2003

Networking: Getting to Know You ...

by Amina Sonnie

When some of us were young, family members modeled networking for us by introducing us to their friends in hopes of helping us land our first jobs as teenagers. Dad took it a step further when he referred us to someone that we had to meet, greet and talk to by ourselves. Along the way, we met other people. Over time, we developed a small, but dependable network of contacts.

Times have changed quite a bit in the past 10-20 years. Our prevalent use of email and increasingly mobile society have changed the once-friendly art form of networking into something that doesn’t feel as comfortable — or at times as friendly. Many of today’s entry-level and experienced workers are ill prepared to handle the face-to-face challenges associated with traditional networking. Why? Because they simply have not had the advantage of having family and friends teach them the dynamics of this critical skill.

Networking requires a bit of finesse, a fair amount of discretion, and basic manners. It’s something you learn, similar to the way you learned table manners as a youngster: you have to get out there and practice! Get used to the different place settings. Know which fork to use and when. And figure out how to keep the food out of your lap. Like table manners, you also have to practice networking regularly as well, in order for it to work to your advantage.

Networking on the Job

To get to know key people in your company, begin with your immediate work group. Choose associates you don’t interact with daily, but who are working on projects that interest you. Contact them or stop them in the hall and ask for a short, informal meeting. Let them know what you want to find out and why. For example, you might want to find out more about a project they are working on. Most people are happy to share information about a project, as long as it’s not classified.

Before the meeting, put together a list of questions, so you'll leave the meeting with the information you're seeking. During the meeting, share what you know about the company, or about other projects that might interest your contacts. This exchange will make you an active participant and contributor to the conversation. You might also want to know:

• How they got into their position initially, and what changes have taken place in the past 10 years — in their position, and in the industry
• What specific skills have been best for the position
• How they keep their skills fresh
• What they have found to be effective resources during their career
• What memberships have proven to be helpful
• Who else would be good sources of information

Networking for a Job

If you are networking as part of an active job search, you’ll need to do a bit more homework:

• Target the businesses or industries that hire people with your skills.
• Get the names, phone numbers and addresses of people who work for companies that interest you. These might be engineers, human resource managers, department managers or others.
• Seek assistance from family, friends, former co-workers, current co-workers, religious community members, friends’ family members, and others.

Contact these people. And every time you tell someone you are looking for a job, give that person your resume. Distribute it freely and distribute it often; the more people who see it, the better chance you will have for landing the job you want.

Make the Networking Process Work for You

Whether on the job or on the hunt for one, dive into the networking process. Schedule meetings, call people, send email, or send snail mail. Be persistent and be dedicated to the process. Follow up conversations and meetings with thank you notes or other correspondence.

Networking is a time-consuming process, to be sure. But it yields incredible results on a number of fronts. You’ll establish new contacts, build friendships and business partnerships, and gain access to job opportunities you’ll never find in the classified ads section of the newspaper.

Amina Sonnie is Career Experience Coordinator at the University of Arizona's College of Engineering in Tucson.