Networking & Other "Dirty" Words

By the time dating apps like Tinder and Bumble were coming to market, my husband and I were already deep into our wedding planning. But I DID participate in a few speed-dating events when I was single, and in my professional life I have attended more networking cocktail parties and "industry events" in my 12+ years of advertising than I could ever begin to recount. And I'll let you in on a little secret: I don't hate them.

In my current job search, comprised of over 200 intro and/or interview phone calls and in-person meetings, and literally a thousand emails, InMails and job board communications over the past 8 weeks, I've come across an overwhelming (but not necessarily surprising) number of people who turn their nose up at the act of networking and more specifically networking events. Well done if you're one of those people who clicked "APPLY NOW" and started your dream job 2 weeks later, standing out amongst the flood of applications that brands receive on a daily basis. I would love for YOU to write a blog post that will help us job-seekers get our resumes noticed!

Someone recently said to me, "I'd never want to get a job just because I know someone." Insert straight-faced emoji here. Yes, in an ideal world a hiring manager or People Ops team would look at my "easy-apply" online application that doesn't even allow for a cover letter and say, "Gee whiz; she's worked for some top brands and by golly, I want her on my team!" But this is not 1960 and the world is a little different than applying for a job on Mad Men. Especially in NYC, job searches are moreso sucessfully executed by respectfully tapping into friends, former colleagues, and 2nd+ connections to share what's NOT on your resume and ask for help or an introduction. You still have to "show up." There is no "easy way out" of the hunt.

Getting out from behind my computer, I've also met some interesting and helpful people at networking events. Yes, after a long day of work or job-hunting it might seem like the last thing you want to do to go talk to people you don't know, especially if you go into it thinking they're all LOOKING for work vs. HIRING. But the salesperson in me loves to talk to people I don't know! I'm an information seeker. It's who and what I've always been and done and why I knew I needed to be in sales vs. behind a desk all day. When I meet people, I want to know what makes them tick. There's something very satisfying to me about meeting someone, hearing what they're passionate about, identifying their challenge, skills and potential, and then putting them in touch with someone that can help. This is where the "work" part of network actually comes in - follow up on that stack of business cards you collected! Hopefully, your new contacts will reciprocate and make some intros for you, too.

When people ask how my job search is going, I tell them how I manage my time, including networking, prospecting, coffees and calls. They cringe, seeming nauseated by these actions. I've actually seen panic flash across people's faces. These words seem to give people the heebie-jeebies.

Why? And how is this different than what people are doing (or should be doing!) at work?

I'm confused why connecting with people has such a bad rap. Isn't that how we're going to create bigger and better ideas? By meeting people and putting our heads together to realize bigger and better results? I think it's daunting to people because such a big part of the outreach is the sale of YOU. Are you bringing value? Are you credible? Are you worth someone's time on their packed calendar?

I recently had the pleasure of speaking with a researcher in Sweden who is writing a book about women and mega-deals. We discussed many themes and cornerstones for how to prepare for, approach and sell-in a mega-deal, and she asked how I approach prospective clients or business partners. My thought is, and always has been this: if you've done your homework and can add value, you shouldn't be afraid of reaching out to anyone.

I have an insatiable curiosity to know:

• Who is doing what?
• Why did they need to/think to do that?
• What's going on in their company/marketplace/world and how does this idea affect their company, the marketplace, the world?
• What's next?
• Who else they involved or want to include?
• How I can apply their learnings (failures or successes) to my own experiences, current and future
• And can I, or anyone I know, help them?

Before reaching out to someone, I do as much homework/research as possible to be well-informed and pose thoughtful questions to make the most of their time. And always ask what I can do for them or their organization in return, and follow up to thank them.

My new friend Ben Blackburn has been a tremendous sounding board during my search. He shared with me several good ideas and links and I want to pass a couple along:

The 4x5 Rule

This is to be a daily ritual to result in at least 20 communications per day:

1) Make 5 new contacts

2) Follow up on 5 previous communications

3) Apply to 5 new jobs

4) Connect with 5 recruiters or functionally / regionally relevant recruiters

As well as the 3 Principals of a Successful Job Search by Paul Stuhlman

A lot of people think that networking and prospecting is a waste of time or boring. But you know what's worse? Being without a network that knows you and will vouch for you, or finding yourself without a robust pipeline that will get you to, or better yet, in a position to exceed your goal.

As they say, if you're not networking, you're not working.

Anybody up for a cup of coffee next week?