2015 Frontier Group SHRM Career Connections - Networking - 5-12-15

Networking: How To Make It Work For YouSHRM Career Connections Presentation

May 12, 2015

What Will We Cover Today?

• Introduction

• How Do People Find Jobs?

• Networking Defined

• How Does Networking Actually Work? How Can I Use It?

• Best Practices - Summary

Introduction

Patrick Lynch – President of The Frontier Group, an HR consulting firm with offices in Atlanta and Charlotte.

TFG provides outplacement, career consulting, talent management to both organizations and individuals

Prior to TFG I had a 25 year career in consumer products marketing

How People Find Jobs

Networking 45%

Internet/Job Boards, 25%

Recruiters; 11%

Direct Ap-proach; 17%

Advertisements; 2%

Source of New Jobs Right Management Study

# Candidates = 59,133

What Is Networking?

First, let’s start with a dictionary definition

• “A supportive system of sharing information and services among individuals and groups having a common interest”

• “Systematic” expansion of one’s contacts for exponential growth

5

Traditional Networking - A Perspective

• Many people are turned off by the idea of networking– It’s inauthentic– It is too self serving

• The reason for feeling this way is that traditional networking is basically transactional in nature– People pursue only what others “can do for them”.– People only contact you when they “need something”.

• Key is to move away from a “transactional” mindset to one that seeks to build and nurture true relationships.

Networking Is Connecting

What Is Networking Really About?

What Is Your Network?

Your network consists of:

Strong Ties – Professional AlliesThose closest to you – personal and professionalThis group is relatively small

Weak Ties and AcquaintancesPeople that you know personally or professionally that you see occasionally or rarelyThis group is more expansive

The Strength of “Weak Ties”

Weak Ties& Acquaintances

- 55% of jobs (occasional)- 27% of jobs (rarely seen)

Strong Ties16% of jobs

Source: Granovetter “The Strength of Weak Ties” and Hoffman/Casnocha “The Start-Up of You”

Contrary to what is expected – our “weak

ties” represent the greatest opportunities

Keys Are To Develop Your Strong and Weak Networks

• Cultivating your “strong ties” makes sense – you feel most comfortable reaching out to them and they know you the best.

• Also look to ways to grow your “weak ties” – people you know from past companies, schools, vendors, etc. They represent the greatest opportunity to expand your reach and identify your new opportunities.

• The key is to build a “cohesive and diverse” network– Narrow/deep – strong connections– Wide/shallow – “weak” connections

Networking Provides The Highest Rate Of Success – Why?

• The power of the referral

• Hiring risk is lowered

• Ability to be considered for non posted positions

• Referrals are less expensive to recruit – smart organizations will be actively building their networks.

Networking Puts You In Control- Reactive Vs. Proactive Search

• Reactive search strategy involves online job postings and working with recruiters– You are reacting to an external event– If no external event exists you cannot move forward– “Hope Is Not A Strategy”

• Proactive search involves networking and direct contact– You initiate the activity and control the flow– Only strategy to reach unposted positions

LinkedIn and Networking

• LinkedIn is one of the most powerful networking tools available:– Over 364 million members – Quickest path to re-establishing or growing your network

• Like any tool, use LinkedIn the right way to get the right results:– Quality connections are always better than quantity– Move the connection forward – e-mail/phone call

Power of LinkedIn Connections

• First degree connections provide you e-mail and possibly phone contact information to help you directly communicate.

• Second degree connections provide opportunities to connect to others through a common (or multiple) set of reference points (no “cold calling”)

The Right Way To Network

Connecting is about building relationships.

Start by taking the extra step to explain why you want to connect and point out any other points you have in common.

The Wrong Way To Network

Networking works best when it is a two way relationship.

It does not work when someone shifts into the transactional (what’s in it for me) mode.

Networking For Introverts

• 35% of USA is considered to have some level of introversion

• Introversion is not shyness.

• Introversion is simply a preference for the inner world of ideas because this is where introverts get energy.

• Start out small – build from there

• One on one networking will work out best. (LinkedIn also helps)

• Schedule periods of solitude after networking to be able to recharge.

Networking Reference Materials

Quiet – Susan Cain

The Start Up of You – Reid Hoffman

The Heart and Art Of NetWeaving - Bob Littell

Networking Best Practices

• Have a solid introduction - “Tell Me About Yourself”• Strive for a balanced conversation not a “sales pitch”• Prepare questions in advance• Remember to think how you can help the other person• Don’t get into too much work history detail• Focus on the positive – avoid negatives• Be courteous • Hand out business cards, not resumes• Follow up and follow through

Final Words

• Networking has the highest success rate in job search

• Networking is about developing relationships

• Be genuine

• Network on your own terms – find out what works best for you

• Believe in yourself - manage your fear to reach out

Thank You