From the Far Eastern Economic Review

The old saying "it's not what you know, it's who you know" is as true today as ever before. The professional alliances you are able to build throughout your career help to maintain an active flow of business information as well as provide a base of colleagues with whom you can converse. The better supported you are by an alliance of diverse business and personal contacts, the better you can perform in today's fast-paced environment, and the better prepared you will be for future change. It's called networking.

To many people, networking connotes a negative means to an end, and evokes images of people madly climbing over others to establish contact with someone who has something they need. This is particularly true in relation to job-search-related networking. Many individuals hesitate to network during a job search since they see it as asking personal contacts for a job. This is far from the truth. In fact, networking is the most successful method of securing a new position--well over half of the executives that we work with find a new job through networking.

To ensure that your networking method and techniques are effective, it's important to implement a networking plan. Here's a six-step approach to assist you in a job search:

Identify contacts and potential target organizations. Make a list of your contacts. This includes everyone you know--your family, friends, neighbours, business colleagues and clients. Many people assume that some of their contacts will be of no use to them because they work in a different industry. What they need to remember is that they don't know who their contact may know. At the same time, identify 20-30 potential target organizations. These are organizations that you would like to work for and may have a use for your services. One of the aims of the networking process is to provide a link to some of your target organizations.

Prepare your story and objectives. Then, practise. You will need to think of what to say to the contacts who know you and your current situation, and what to say to introduce yourself and your credentials to those who don't. Work on a two-minute self-introduction. Perhaps use a script until you are comfortable and learn your introduction by heart.

Get the appointment. The telephone is your most useful tool to source information quickly and effectively. Practise, if necessary, so that you are comfortable with it. Sometimes it may be difficult to get past a screener or "gatekeeper." Always be courteous and use the opportunity to practise requests that can be answered positively. Be sure to make a note of the name of anyone with whom you speak in trying to reach your contact, so that you can use the person's name comfortably on your next call.

Prepare your agenda and objectives. To retain your contact's interest and make the most of your contact's time, you must have a well thought-out agenda for each informational interview. You will only have a short time to elicit information, so try to use each minute wisely.

Have the meeting. Get your own dynamics mobilized--your attitude, body language and energy level. You want to present your best image and draw out the best in the contact. Perhaps agree on an agenda and time allocation to help build rapport and start off the interview. Remember, this interview is to source information to assist you with your job search. You aren't asking for a job, and the contact shouldn't feel under pressure in any way.

Do a post-analysis and follow-up. Analyse your performance after the first few interviews and refine where necessary. You must always promptly follow up with your contacts after an informational interview or a substantive phone discussion. A simple thank-you note is often enough--warm and informational. If you promise to send something, make sure you do. This will reinforce a positive recollection of you and will strengthen the person's willingness to find ways to help your job search.

It's important to remember that networking--as a job-search technique--is seeking another's advice, and that generally, most of us like to give advice. You (the job seeker) may have something to offer a contact. Perhaps it's industry knowledge, perhaps it's awareness of other organizations or insights from other people.

Typically in the networking process, it's not your primary contacts (the people who know you) who assist you in getting your next job. It could be three to five contacts down the track.