Redundancy
  

Probably one of the most critical skills that job seekers need is to develop an effective network. It’s really easy when you’re in a comfortable position just to let your relationship building go the way of the wind. You keep meaning to stay in touch with your professional contacts.

You know that you should check your rolodex each week to make your lunch appointments with colleagues and acquaintances, but you’re just too busy! And now, when you have plenty of time on your hands, it’s too late—you’ve lost touch with them. Well, no, it’s never too late to resume contacts with colleagues (unless you have burned your bridges). It may just take a little longer or a little more effort to re-establish your network.

Have you let your network diminish? Well, there's no time like the present to start building it again. Keep in mind, most other people are just as busy as  you and they don’t really notice how much time has passed. You may feel a bit guilty that you didn’t keep up the contact, but neither did they! Just because you need help now doesn't mean that down the road they may not need something from you. (That should ease your guilt somewhat, at least.)

Their reception to your suggestion that you re-establish contact may have a lot to do with your original relationship. If you had been quite friendly and built a rapport, they should be very pleased to help you out no matter how much time has tran­spired. Even those with whom you did not have a strong rap­port will frequently be open at least to having lunch or playing a game of tennis.

The big thing is that you need to take the first step. It may be hard at first, but that’s part of challenging yourself. And keep in mind that you're developing a relationship, not only asking for a job lead. That’s a very big difference to get straight in your own mind before you even begin!

Believe it or not, most people have a much more effective network than they think. When you are looking to develop a new network, especially for a job search, begin by examining a few key areas. First, you may want to make a list of the type of industry or the actual companies that you would like to work for. Start thinking about people you know who may work in those industries or for those companies.

And remember, someone always knows someone, who knows someone else. Ask your friends, family, and acquaintances—your existing network—if they know anyone in those industries or companies. It’s the law of averages. If you ask enough people, someone is bound to know someone else whom you want to know!

Once you have the names of people in various organizations, set up a plan of action. It’s critical to remember that these people are busy too, and unless they’re good friends of yours, they probably have other things on their mind than your job search. Try to see their perspective.

If it’s a mutual friend, it may be preferable to send or fax a short note a couple of days before you intend to call, so that the person will have an idea of who you are, who has recommended you, and what it is that you’re looking for. Include your phone number in your note, but indicate that you will call the person’s office to follow up.

This alleviates the discomfort and anxiety of trying to explain who you are and what you want in 30 seconds on the phone. It also gives the recipient an opportunity to reflect at his or her leisure on how to help, as well as to think about other resources that he or she may be able to offer you .

(This method of sending information first, then following up, is a frequent approach in sales. Several of us have used it successfully when as part of various research projects.) You may wish to meet the person, have a brief lunch, or just speak to your contact on the phone. Consider your strong points.

If you feel that your asset is your physical presence and that you prefer in-person contact, try to meet in person. Again, assume that the person is very busy and try to read his or her personality and agenda. If your contact is open and friendly. you may he able to follow that lead and talk about interests and so forth. If, however, the person is more business-oriented, try to be as concise as possible.

(Remember, people gravitate toward others like themselves.) Always follow up with a thank-you note, handwritten if possible. (People like to receive handwritten notes to contrast with all the usual mail they get. Think about it. Which pieces of mail do you open first?)

Another very important, but underutilized, resource is your alma mater. Many people may think that if they have long since graduated - their alumni resource will be outdated. Contact your school for a list of graduates at various companies. The alumni office may offer various services, perhaps free or for a fee. Keep an eye on your alumni magazine or newspapers. Ask fellow alumni whom you may have kept in touch with.

One of us who was downsized has done this herself. She kept hearing positive things about the senior management at USA Today/Gannett when she interviewed a number of terrific senior women there for some research. She remembered reading in her alumni magazine that the president and publisher of USA Today was a fellow alum. She wrote him a note indicating how impressive his executives were and what a good job the company was doing for women. He wrote her a nice note in return. 

She followed up several times with an offer to have lunch when she returned to Washington. They were unable to schedule a lunch date until about the third or fourth time she contacted him. He was delightful and took the time to talk with me about her research as well as his family and other matters. She certainly didn’t ever think that she would be chatting pleasantly with the president of USA Today, but was able to do so because of our shared alma mater.

One of the big pluses of going to an Ivy League or similar school is that you usually have contacts for life. But that doesn’t mean other schools don’t have a lot to offer as well. You can contact the alumni committee in your area. If you don’t know - call the alumni office at the school and ask where your local committee is. The alumni group will probably know a lot of people in your area. so it s a good place to start networking.

If you find that you have to contact someone in an organization without a mutual acquaintance. you can still be successful. Get the name of the person responsible for a particular department or division and send out your introductory note or are - job contact. Although you actually looking for a job contact, don’t necessarily approach it that Instead, seek out advice on updating your skills. People often like to be seen as experts.

Ask them what they would look for in particular positions in their industry so that you can fill in any gaps in your background. Suggest that you are considering updating your skills by going back to school or taking classes or seminars. Which program do they feel would he most advantageous? Ask if you could take them to lunch, for example, to discuss what you may need to do in the future to become a good candidate either in their company or in the industry as a whole.

Remember, again, this is a process, not a one-shot deal. Some people will be happy to meet with you; others won't . Some people will not be able to give you any information; others will Ask them to recommend other people in the company or industry who could answer questions or help you. (Now you’re tapping into their internal network.)

Find out if there is a professional organization that they would recommend joining. Ask for their frank advice on what’s lacking in your background that gives other people an advantage in hiring. Keep in mind that you may just meet people with whom you “click.’ and they may become internal allies who will now be looking out for you. Again, always send a thank-you note for their time and interest. As with any networking activity, it takes a lot of time and effort—but it may be well worth the rewards!