Learn to Become A Natural Networker

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Author: Palms

"By necessity, I've learned to draw on my assets and shore up my liabilities, and become my own career manager," he says. By networking with business colleagues and social acquaintances, he found a new position.

Knowing today's business realities -- high uncertainty, unrestricted competition, globalization, mergers and acquisitions -- is causing more executives to rethink their career management strategies. Instead of relying on employers to plot their futures, they're accepting that they need to take charge. Building a network of business and social contacts is a first priority, since these advisers can help sort out your professional issues, provide information on job opportunities and help ensure continuous employment.

Like it or not, your current job probably won't be your last one. But while networking may be the key to success, many managers aren't good at it. In fact, many qualities common to executives and managers often are detrimental to good networking, including:

Professional distrust. Managers are trained to be skeptical about data and reports they receive from subordinates. Such people find it difficult to trust advice from networking contacts.

Resistance to change. Some executives tend to resist change in favor of more traditional approaches they know will work. For them, talking with others or hearing new ideas is a tough assignment.

Taking themselves too seriously. Undoubtedly, being a manager is a serious job. However, successful networkers know to take their jobs seriously and themselves lightly.

Inability to accept mistakes. Mistakes are opportunities for growth, but many executives view errors as signs of personal failures and try to hide them. This can hinder networking, where you may have to discuss past career mistakes. Don't be hard on yourself. View mistakes as learning experiences and seek solutions instead of trying to maintain the status quo.

Most managers also have many qualities that make them naturally good at networking. For instance, consider these basic activities common to most successful networkers:

1. Decision-making.

Managers use experience, know-how and facts to make decisions. They're strong on detail and careful about how they proceed. Don't define yourself by your job title, since this will limit how you view your abilities. Instead, examine your skills, strengths and contributions and gain feedback from co-workers. Are you known as a problem solver or in-house expert? Begin networking to make these strengths more visible.

• Re-establish ties with former bosses and colleagues and ask them to assess your past performance, work style and accomplishments.
• Use feedback to learn how others view your potential. Ask, "With my background, what types of opportunities or jobs do you see me pursuing?" Use their answers to begin your exploration.

2. Information gathering.

Successful professionals know how to seek and find facts. For information to help you manage your career, review databases and periodicals at the library or on the Internet. When doing Internet searches, use related key words. If you're a finance manager, try "economics," "financial management" and "accounting" as well as "finance" and you'll gain a wealth of job information and advice.

The quantitative and qualitative feedback you've gathered from research and interviews can help you assess your skills and how they fit employers' current needs. This can help you determine where you best fit and your job objectives.

3. Targeted marketing.

Just as companies develop marketing plans for their products, you need one for your career. Update your resume, focusing it on your career objective. Keep a folder of your recent successes and completed projects, which you can include in your next revision.

Analyze and research your desired position and employers. What are their common traits and what makes you want to join them? Identify potential contacts and decide how best to market yourself to them.

Develop a list of contacts. This is as easy as "A-B-C": The people you Already know will lead you to the Brokers, or intermediaries, who will introduce you to the "Can-hire" decision makers.

Start with an inner circle of people you know well. These contacts may not be able to hire you, but they can refer you to people who will. Tell them about your interests and ask them if they know people who can refer you to target employers or hiring managers. As you move closer to your objective, refine your marketing plan, making it more specific and detailed.

Don't discount anyone as irrelevant to your networking process. Follow all leads, since you may find a link in the most unlikely place.

When Jerry Stephani lost his job in a reorganization, he began researching his employer's former competitors. This led him to a contact at Robroy Industries, a manufacturer of steel-based products in Verona, Pa. After contacting the firm, he was invited to interview for a regional sales manager's position, which he was offered and accepted.

While job hunting, Bawa Singh landed an informational interview at AMR Corp., the parent company of American Airlines in Fort Worth, Texas. He told the contact about his experience, what kind of position he was seeking and why he was interested in AMR. When the position as vice president of new business development became available, the contact remembered Mr. Singh and he landed the job.

And when Susan Race, director of human resources for Ceramco, a Burlington, N.J., dental laboratory supplier, attended a volunteer's "thank-you" dinner, she found her company's next CFO. He was sitting next to her at the dinner table.

4. Gaining closure.

Successful executives know how to inquire, probe and gain information, then negotiate successfully for their companies. Use your naturally inquisitive style to learn more about the environment at employers you target. Every interaction gives you an opportunity to learn more about your business and future opportunities. Align yourself with your company's new direction or take another path that better matches your strengths. Your networking will improve your net worth in dollars and cents.