Networking

— David Brancaccio, NPR

What is Networking?

At its core, networking is about creating relationships that are mutually beneficial. Simply put, networking is talking to people – something we do every day. But with networking, it helps to have an agenda in mind, so you can maximize your conversational efforts and walk away with information you did not have before.

Questions to consider:

These questions are just a starting point – what would you add?

Questions to Ask During an Informational Interview

So what kinds of questions should you ask? Try to structure your interview around open-ended questions, which cannot be answered with a single word (e.g., “yes,” “no,” or “seven”). This type of questioning requires thought and engages the answerer’s mind. When questions focus on the other person’s experience, interests or expertise, both of you will be more comfortable during the conversation, and the other person will often open up to you about what and whom they know (your objective for networking). After all, who doesn’t enjoy talking about themselves?

Some questions you might ask the individual that you interview include:

  • Tell me about your role.
  • What does a typical day look like for you? Typical week?
  • How has your educational background (degrees, training, certifications) prepared you for this job?
  • What types of courses would you recommend to someone who is entering into the profession?
  • What types of experience are necessary for the job?
  • How does one obtain the necessary work experience?
  • Are there opportunities for advancement? What are they?
  • What characteristics should an individual who is interested in this line of work possess?
  • What kinds of challenges do you see in your role or organization?
  • What are the salary ranges?
  • Does the company offer training?
  • What are the demands and/or frustrations of the job?
  • Who do you report to?
  • What are the prospects for advancement?
  • What is the typical career path?
  • What kind of continuing education might be necessary for success in your role?
  • What associations or organizations do you recommend joining for someone in your field or role?
  • Is there work-life balance?
  • Are you expected to have “extracurricular” activity, such as community involvement?
  • What is your opinion of X market/industry?
  • Who do you think are the major players in your market/industry?
  • How have you built your network in this industry?
  • How did you come to find your current position?
  • Where would you recommend I focus my job search efforts (specific web sites, associations, recruiters, etc.)
  • Is there anyone else I can talk to who has a similar title at another company?
  • Is there anyone else with whom you would recommend I speak?
  • What kind of opportunities do you see being a fit for my background?

When you are able to introduce yourself into the conversation, try to keep it short and to the point. Your 30-second elevator pitch can be a great way to help leave the individual with a clear understanding of your skills and experience and the kinds of opportunities in which you are interested. You should be prepared to give the person you interview your resume, and potentially, your networking profile, defining your key selling points; however, you should not provide these materials unless asked.

While most job seekers hope they will strike gold with an informational interview, it is important to remember that not all conversations will end with a job opportunity. You are building your network and every conversation will bring you that much closer to your next opportunity. If the person you interview refers you to others in his or her network, you should treat these contacts with respect – follow-up with them and thank the person who referred you after you speak with their contact. Every contact is an opportunity to sell yourself and distribute your marketing message.

In order to maximize networking as a tool, remember these four principles:

Four Guiding Principles for Networking

When conducting your networking conversations, you may wish to ask for advice or direction, not for a job. While few people may know of actual job openings, many people may be happy to offer their opinion and advice. Own the work of your job search, but leverage your network for their expertise and experience.

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  • Don’t ask for a job. Learn as much as you can about your target job, industry and organization and leverage this information as you uncover and pursue opportunities.
  • Be courteous of your network’s time. Get the information and get out. Do not make unnecessary repeated calls to check in. Only make contact for a genuine purpose.
  • Don’t play games within the network. Make solid decisions quickly and then move on. Your network will not find a job for you – that is your job. Your network provides an avenue to uncover opportunities that you can pursue.

    Other Resources

    If you’d like to learn more about networking, check out the following books:

    Brag! The Art of Tooting your Own Horn without Blowing it!
    People Power:12 Power Principles to Enrich Your Business Career and Personal Networks
    Never Eat Alone (Keith Ferrazzi)