What Networking Is and Is Not

“It is not what you know, but who you know.”? Opportunity-seeking college students and graduates will often hear this from contacts who have experienced any level of professional success in their fields. Why? Not because particular college majors are worthless, or competitive summer internships could not possibly support a successful job application. Rather, what the “who you know” notion reveals is what many of us more seasoned in our careers come to realize early on: that cultivating a robust professional network can make all the difference in one’s career trajectory.

With that said, the practice of networking is not well understood or equitably experienced by all coming into college. As a first generation college student, I did not come to my alma mater, Franklin & Marshall College (“F&M”), with the same social capital or connections that many of my more worldly, well-resourced peers did. My single parent, who worked two jobs to support my sister and me without the advantage of a college education, did not have a bevy of connections who would or could hire me without formality.? She did not coach me on how to have “informational interviews” or use then existent “social media” to connect with potential mentors and hiring managers.? What I learned over the span of careers in staffing, law, and higher education, is that networking, done respectfully, professionally and authentically, is indeed a practice all can and must access.

So how does one “network”?? The first step is understanding what networking is and is not.? First, networking is not transactional; meaning, one should never enter into an email or live conversation with a stranger expecting them to give you something just because you share a friend, colleague or affinity (e.g. alma mater, professional association membership, etc.).? Over the years, I have been consistently amazed at how many emails and LinkedIn requests I receive asking for an endorsement, referral, or favor just because the sender and I both happened to graduate from F&M or Temple University Beasley School of Law.? I do not know you, your character, or the relevance and strength of your experiences for the favor you are asking of me.? A referral, favor or endorsement must be earned.? I will not put my name, reputation and integrity behind someone for whom I could not vouch.? To do that, we need to have a conversation or, more likely for my style, several conversations.? And, for that, a singular transactional experience will not foster the necessary trust and connection.

Networking is also not unilateral in process or benefit.? While the individual reaching out undoubtedly has needs they hope to fulfill via networking, so do the end recipients of said outreach.? Telling your story can be cathartic.? Sharing your advice can be edifying.? And helping someone who you come to know and respect can be incredibly fulfilling. Recognizing this, the individual initiating the networking volley must intentionally create space for both participants in the experience to give and receive, contribute and benefit.?

Finally, and perhaps the reason that most people are motivated to network in the first place, building a robust professional network will allow you ongoing access to the hidden job market, where 80+% of jobs are never posted and, instead, are filled through connections and referrals.? I have had the fortune of only having to apply for my very first job after graduate school. From there, I was referred or recruited to each opportunity along my many career paths in staffing, law and higher education.? I treat and credit this as an accomplishment in having respectfully, deliberately and continuously sought out mentors and provided mentorship which is mutually-beneficial, never transactional, and always earned.? That has made the difference in my professional life and, having shared the foregoing, will hopefully do the same for you with my sincere encouragement and offer to be the recipient of your networking initiatives!