Internships:
Networking
Listen to Graduate Counselor Diane Reimer discuss tips and strategies for networking with Alumni.
Q: You've convinced me that networking is an incredibly effective and strategic approach. Now, how do I find people to talk to?
A: Think about when you are looking for an apartment. You talk to your friends or classmates about areas to live and when you'd like to move. During each of these conversations about apartments you have the opportunity to acquire more information and possibly gain a lead on a new apartment. This apartment search example is very similar to using networking in your job search. Although you might not personally know someone in the industry you are interested in, your classmate or professor might. Every time you have a conversation with someone about your job search, you are creating a "networking" opportunity. When networking, you aren't just trying to find a job today—though this is your best option for doing so, and faster than you think—but also building contacts for the future. The people you network with today could be your colleagues, suppliers, or customers in the future.
The positions advertised through the Internet, newspaper, employment agencies, or the Career Center only represent about 20% of all the jobs that are available. Statistics consistently show that most people who are successful in securing employment do so through a process called "networking" or contact development.
What is Networking?
Networking is simply getting information or developing contacts from people you know (people you already know are A-Level contacts; the people they refer you to are B-Level contacts). The process is no different than trying to find out about a movie or a good place to go for dinner. You ask around, and sooner or later you find someone who knows somebody who can provide the information you seek. In the same way, everyone knows someone who can help him or her in the job search process. Networking is an exchange of information. When you develop a networking contact you may not have any pertinent information to share immediately; however, you can always be available to help in the future.Who do I Contact?
The following is a partial list of possible networking sources:- Family, friends, and neighbors
- Alumni (via the Career Advisory Network at www.bu.edu/alumni/can/search/login or through www.LinkedIn.com)
- Professional, community, religious, political, or social organizations
- Networking groups
- Faculty, advisors, staff members
- Your classmates and former classmates
- Former employers and co-workers
- Your friends' parents and your parents' friends
How do I Network?
- Decide what market, function, and industry you are going to target; make sure you can clearly explain your objectives.
- Make a list of your A-Level contacts (people you already know). Do not eliminate people because they do not seem to be in the right industry or field. They might know someone who is. These referrals will be B-Level contacts.
- Call or email your contacts, be specific about what you're looking for, and ask if they know anyone who could help you with advice, information, or referral.
- Keep adding to your network list. Your goal is to talk to anyone who is in a position to influence your job search.
- It is critical to move from your network into your contacts' networks.
Networking Tips
- Remember...you are not asking for a job. Some contacts may be resistant if you approach them with the single intent of obtaining a job in their company. They may not be in a position to offer you a position. Instead, your goal should be to obtain advice, information, and referrals in the industries or organizations you have targeted.
- Leverage contact names as a door-opener. Use names you are given to get to a contact in your chosen field or a decision-maker, but make sure you ask for permission first. Then, you can lead with, "Pat Shulman suggested I contact you..."
- Do not worry about offending or intruding on people—within reason. Most people are flattered by requests for help or guidance. However, do not hound potential contacts with constant messages or emails. Busy people need time to respond.
- Use the opportunity to learn as much as you can. This process will prepare you for actual job interviews. Spend time preparing questions. (See Informational Interviewing section for suggested questions to ask.)
- Always ask for other contacts. The name of the game in networking is to talk to as many people as possible. You can ask your contacts if there is anyone else they know who may be able to offer you advice and information.
- Be certain to follow-up on every lead you get and acknowledge your appreciation for the assistance that you have received.
Telephone Tips
Remember the purpose of your call is simply to obtain an appointment or information. The following might help you get past likely obstacles:- Carefully consider what you wish to say before you make a call. If necessary, write a brief script and practice it.
- Know what results you would like from the conversation. If you have a clear idea of what you want, you are less likely to be side-tracked or hang up before you have accomplished your goal.
- Be as presentable over the phone as you are in person. Always identify yourself right at the beginning and sound enthusiastic. It is also important to be polite and reasonable. Do not be dismissed because of arrogance.
- Use an affirmative and articulate manner. If you sound tentative, it's easier for the listener to dismiss your request.
- Follow up on leads as soon as possible. Opportunities have a way of disappearing very quickly.
Overcoming Phone Obstacles
- If the person with whom you need to speak is never in the office, ask an assistant when the person will return or if there is a better way to contact him or her. Sometimes a clear, concise voicemail is the best way to introduce yourself. Often, calling before 9am or after 5pm is a good time to reach someone.
- If you have to leave a message, be specific about where and when you can be reached. Be sure your own answering machine outgoing message is professional in tone and content.
- If following up on a contact, here are some responses to "May I ask why you are calling?": 1) "I'm calling in response to a letter from Mr. Smith." 2) "Mary Jones suggested that I call/follow up." or 3) "This is about the letter that I recently sent."
- Always be sure to be respectful to the staff that may answer the phone or greet you before a meeting.
- Prepare a brief statement about your background that you think will be of greatest interest to the contact.
- Be very specific. "I am trying to learn all I can about the finance industry and would like to arrange an informational interview."
- When are you available? Have some times in mind. "How is Monday or Thursday after 2:00 or Wednesday before 12:00?"
- Whenever possible, meet your contact in person so that he or she can get to know you and your unique strengths.
Five Steps to Successful Networking
- Develop a firm grasp of job search basics. Your basics should include researching industries and positions, writing effective resumés and cover letters to highlight your related work experience and projects, and brushing up on your interview skills.
- Conduct a self-assessment. Talk to your career counselor about exercises and tools that are available. Research job descriptions and industries to see what's out there and what appeals to you. Remember, you need to be able to communicate what you want and what you can offer when speaking with your contacts.
- Decide how to organize your network. Create a spreadsheet and filing system to keep track of names, addresses, titles, emails, resumés sent, responses received, and contacts made.
- Communicate with your network. Initiate contact and be sure to follow up your meetings with a thank-you note! Remember to be assertive, not aggressive, and always be clear about your reasons for contact.
- Initiate informational interviews. (See the Informational Interviewing section for more information.) One of the best ways to gain more information about an occupation or industry—and to build a network of contacts in that field—is to talk with people who currently work in the field. Remember, the purpose of the informational interview is to obtain information, not to get a job.
The Dos and Don'ts of Networking
- Do realize why networking is so important. With only 20 percent of jobs advertised, you can find out about all the unadvertised openings only through talking to as many people as possible and telling them your story.
- Do think creatively about where to find networking contacts. Friends, family, peers, previous employers, others—you can find people to add to your network almost anywhere.
- Do join a professional organization in your field. Most organizations have student memberships, and some have job listings or networking events. Check Associations on the Net for contact details: http://www.ipl.org/aon.
- Do volunteer or consider a temporary position. Sometimes you can get a great view of the inner workings of an organization, or several, without the commitment.
- Do find a mentor. A mentor—that one person who can guide you, help you, take you under his or her wing, and nurture your career quest—can be the most valuable network contact.
- Do come up with a system for organizing your network contacts and documenting outcomes of those meetings.
- Do consider conducting informational interviews, the ultimate networking technique.
- Don't forget to thank everyone who has been helpful to you, preferably with a thank-you note.
The Career Advisory Network
The Career Advisory Network (CAN) brings Boston University students and alumni together for informational discussions about careers. CAN is a great way to make initial contacts in a new city or to establish career connections in a particular field. CAN is not a job referral network and advisors should not be expected to provide internships or job openings. Alumni volunteers on the Career Advisory Network are available to talk with you informally, share their experiences, and help you clarify your goals. CAN advisors will be glad to speak with you about:- How they got started in their profession
- Their job responsibilities and working environment
- The impact of work on their personal lives
- Graduate school
- Employment trends in their fields
- Relocating
LinkedIn is a place to find and leverage professional opportunities, now and throughout your career. LinkedIn enables you to:
- Present yourself and your professional capabilities
- Find and reconnect with colleagues and classmates
- Leverage powerful tools to find and reach the people you need
- Build a powerful network of trusted professionals
- Discover professional relationships and opportunities
- Tap into inside connections and information
- Get the edge that gives you competitive advantage
Q: Will people really agree to meet with me for informational interviews?
A: You would be surprised. Many professionals requested informational interviews themselves when they were job seekers and are happy to return the favor. Besides, people who like their jobs tend to enjoy talking about them. You will find that most of the people you call are happy to speak with you and to talk about themselves, their position, and their industry. If by chance your contact cannot meet with you, or doesn't return your calls or emails, don't take it personally. Busy professionals may simply not have the time to make additional appointments, no matter how much they would like to meet you.
Follow-up to Networking Contacts
The purpose of this note is to thank the person for speaking with you and to extend/deepen your connection. The hope would be that when a job opportunity arises, you are top of mind.- Be sure to have a complete signature file at the end of your email so you can be reached (phone, fax, pager, email).
- Make sure your "subject" line in the email is catchy so the busy person will be inclined to open your email. One way to do this without it getting mistaken for spam is to put your last name and then your subject line, i.e. "Adams – Mentorship Follow-Up."
- Remember, think of ways to be a "giver" to the person you have met. Examples include:
- Consider providing contacts for a prospective or current business project.
- Research an area of interest to your contact and send articles that you have found.
