Career Journal: Network to Success

Creating 'Proactive Serendipity'

I can recall several instances when interviewing candidates where they gave credit to a job change because of mere happenstance. Not satisfied with dumb luck as an explanation, I always follow these types of remarks with a probe to understand how the “chance” meeting actually came to pass. Invariably, I learn that someone was at a conference, perhaps spoke on a panel, or met socially at a party. Only then did one thing lead to another. Not all gatherings are about fun and games with old friends. Some are ripe with ulterior motivations by attendees. Be tuned into what you are hearing and seeing. These get-togethers, my dear friends, are not chance encounters. This is the art of self-placement and managing the company that you keep.

The ability to be in the right place takes skill and effort. In his book “Never Eat Alone,” my former colleague Keith Ferrazzi recommends creating a “Relationship Action Plan.” Having such a plan, he says, includes getting in front of people. “Ping constantly,” he says, “The ins and outs of reaching out to those in your circle of contacts all the time ' not just when you need something.”

Using Social Media

Since Ferrazzi's book in 2005, our ability to stay in contact and effectively networked with one another has improved drastically with the onset of social media.

LinkedIn, for example, creates many opportunities to connect with these individuals either under loose auspices ' like sharing a business article of interest, or through direct overture ' or messaging them to inquire about a career opportunity. As with all relationships, it is important to honestly assess the quality of your relationship before asking anyone for assistance. Request help sparingly lest you run the risk of expending capital in the wrong ways or with the wrong people. Regardless, you should commit to having at least two to three meals or drinks with business acquaintances every month, or more if you can justify the time out of the office.

The Biggest Networking Mistake

Networking is not something you just do when you are ready to search for a job. It is a constant requirement for all of us to manage our careers in today's dynamic business environment. Moreover, the more effective approach to networking is to be a net-giver. Offer more than you ask for. Ultimately, your good deeds will come back to you in spades.

Interacting with the Headhunting Community

Although nearly two-thirds of all jobs are filled through networking, quite a few are going to be administered through a third party, usually a search firm. So it behooves you to build relationships with the headhunting community. Take the time to look up a recruiter's biography online. If it appears that he or she recruits for executives in your industry and/or functional area, then you should contact them. There is shared value in getting to know each other.

Putting It All Together

Networking requires good project management. As you would with any assignment handed to you by your employer, open up a file and structure a plan of attack. In this case, the folder has your name on it and it does not have an end date. By nurturing relationships over time, you will find that opportunities come your way or you are more quickly made aware of them. Serendipity? I don't think so.

Michael DeCosta, a member of this newsletter's Board of Editors, is a Partner with the international executive search firm, Caldwell Partners. Reach him at 203-348-9581 or via e-mail at [email protected].

Let's face it, the days of decades-long institutional loyalty are waning. Gone are the days of employment for life. The implied “social contract” between employer and employee is virtually nonexistent. Before you jump to a conclusion that I am just a recruiter declaring everyone a free agent in the market, hear me out.

I truly believe we need to be fully dedicated to our employers. Our efforts should be at 100% and then some. Today's business environment demands nothing less. It is simply that I no longer hold that such commitment translates into a sense of shared indebtedness. So, if you accept my tenet, you may also consider my recommendations.

Taking time to regularly network will kick your career into a higher gear (yes, even if you are not actively looking). Job search should be as much a part of your ongoing career management as aspirations for promotion, more responsibility, and increased compensation at your current employer. In essence, you should always be looking, if not actually taking, your next job.

Creating 'Proactive Serendipity'

I can recall several instances when interviewing candidates where they gave credit to a job change because of mere happenstance. Not satisfied with dumb luck as an explanation, I always follow these types of remarks with a probe to understand how the “chance” meeting actually came to pass. Invariably, I learn that someone was at a conference, perhaps spoke on a panel, or met socially at a party. Only then did one thing lead to another. Not all gatherings are about fun and games with old friends. Some are ripe with ulterior motivations by attendees. Be tuned into what you are hearing and seeing. These get-togethers, my dear friends, are not chance encounters. This is the art of self-placement and managing the company that you keep.

The ability to be in the right place takes skill and effort. In his book “Never Eat Alone,” my former colleague Keith Ferrazzi recommends creating a “Relationship Action Plan.” Having such a plan, he says, includes getting in front of people. “Ping constantly,” he says, “The ins and outs of reaching out to those in your circle of contacts all the time ' not just when you need something.”

Using Social Media

Since Ferrazzi's book in 2005, our ability to stay in contact and effectively networked with one another has improved drastically with the onset of social media.

LinkedIn, for example, creates many opportunities to connect with these individuals either under loose auspices ' like sharing a business article of interest, or through direct overture ' or messaging them to inquire about a career opportunity. As with all relationships, it is important to honestly assess the quality of your relationship before asking anyone for assistance. Request help sparingly lest you run the risk of expending capital in the wrong ways or with the wrong people. Regardless, you should commit to having at least two to three meals or drinks with business acquaintances every month, or more if you can justify the time out of the office.

The Biggest Networking Mistake

Networking is not something you just do when you are ready to search for a job. It is a constant requirement for all of us to manage our careers in today's dynamic business environment. Moreover, the more effective approach to networking is to be a net-giver. Offer more than you ask for. Ultimately, your good deeds will come back to you in spades.

Interacting with the Headhunting Community

Although nearly two-thirds of all jobs are filled through networking, quite a few are going to be administered through a third party, usually a search firm. So it behooves you to build relationships with the headhunting community. Take the time to look up a recruiter's biography online. If it appears that he or she recruits for executives in your industry and/or functional area, then you should contact them. There is shared value in getting to know each other.

Putting It All Together

Networking requires good project management. As you would with any assignment handed to you by your employer, open up a file and structure a plan of attack. In this case, the folder has your name on it and it does not have an end date. By nurturing relationships over time, you will find that opportunities come your way or you are more quickly made aware of them. Serendipity? I don't think so.

Michael DeCosta, a member of this newsletter's Board of Editors, is a Partner with the international executive search firm, Caldwell Partners. Reach him at 203-348-9581 or via e-mail at [email protected].