No doubt you have heard that it’s not what you know, but who you know. Finding the right candidate for an open position is no different. The term “networking” refers to the process of talking with people you know. However, it differs from a casual conversation in that you have a specific goal in mind — in this case, finding a candidate for your job opportunity.

Nonetheless, networking should not be confused with selling. To be successful at networking, always remember that you’re building relationships. The process takes time and may not always yield dividends right away. You should always take the time to build rapport. It’s that rapport that builds trust, and it’s that trust that leads to success. People are more willing to help people they know and trust.

Taking Time to Network
The key element is time. Networking rarely pays off immediately. In our fast-paced culture, it can be hard to justify the time needed to develop a good network. We always seem to want it now. But spending time will be a wise investment in your business future.

It is commonplace for search firms to identify potential candidates through networking, often as a result of a recommendation from someone inside the search firm’s existing network. Quality-oriented search firms work hard at cultivating and continually updating their network of contacts so that when a search assignment is awarded, they will be ready to start qualifying potential candidates.

Nonetheless, if you have the time and the inclination to do it yourself, make sure you have a plan. Sounds obvious, but if you fail to plan, plan to fail.

Communication Is a 2-Way Street
At the start, make sure you have clearly identified what you want to accomplish. Of course you want to generate candidates, but what can you contribute in return to the person with whom you’re networking?

Networking is an exchange of information. Don’t just plan to talk about the opportunity and the person you’re looking for, but be prepared to listen in equal measure. Be sure to share any appropriate information in return.

Like all things in life, the “golden rule” applies, so try to be generous and helpful. If you help the person calling, there is a distinct possibility that the next time you get a call, it could be to tell you about an opportunity.

Plenty of Outlets to Link Up
Once you’ve planned out you communication strategy, develop a list of people you know. Inevitably, you will be surprised to find that you know more people than you think.

More importantly, it helps you prepare to network effectively. You should network all the time, not just when you need something.

Don’t forget that business events are also great for networking. You will be amazed at the great people you will meet or talk with just because you made an effort to go.

Keep Up Lines of Conversation
Just one call won’t cut it. Follow-up is the key. Once you spend the time to establish a connection, you need to keep it alive.

One of the more effective ways to keep up communication is an E-mail and a phone call every so often to personalize the contact. Whatever system you find that works for you, make sure that you do it regularly.

Remember that networking is a lifestyle choice. It takes hard work and perseverance. The results won’t always happen right away, but as long as you develop a plan and stick to it, you will be successful.

 

Carl Hagarty is the president of CE Hagarty and Associates, an executive search firm focused on the fire, security and building controls industries. Carl can be reached by E-mail at [email protected].

 

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