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Features Column 7 And she told two friends and she told two friends and so on and so on...: The power of networking in the job search

Cathy,
Currently I am working for a public housing authority in New Jersey on a large affordable housing development project. It has been a fantastic experience and I've been able to build a great skill set while here. However, my wife and I are relocating to Arizona where she has a job and I have absolutely no contacts. I've been thinking about volunteering to get my foot in the door. I'm not psyched about starting all over at the bottom rung of the ladder. Do you have any other suggestions as to how I might make contacts from the other side of the country? Thanks...
—Danny

I have one word for you: networking. The key to any job search—whether you're searching in your own backyard or from clear across the country—is tapping into and building your network. And, if there ever was a good time to pack up all your belongings into the 'ole Chevy Nova and look for a job on the other side of the country, or clear across the globe for that matter, now is it. Technology has made it very feasible to job search and network from just about anywhere with an internet connection.

But what exactly is networking other than one of the most frequently used words in the new millennium? Well, most fundamentally, it's a process of strategically building relationships. It's not about getting a job. That might sound odd because it's so often used in the context of job searches, but the truth is you need to be networking all the time, not just when you're looking for a job. While networking potentially can connect you to someone who may connect you to the right job, usually it takes a lot of time and numerous attempts to yield such a bonanza. Furthermore, if you go into an interaction with an "I need a job" sign blinking furiously in your head, it will shift the dynamic away from having an interactive dialogue because you'll be thinking you need something from the other person-almost never a recipe for success. Instead, I recommend looking at networking as an opportunity to get to know people and organizations better. Genuine curiosity, coupled with a desire to offer assistance, can build powerful non-job-related relationships. Those relationships may down the line lead to some groovy and helpful contacts, which may in turn lead to a job!

A lot of people say that they hate networking, but that's usually because they think it's about selling themselves. Selling yourself is actually the last thing you want to do. It is far better to just be yourself; it can actually be counter-productive to get to know someone else while trying to be someone you're not. Just as with any relationship, if you're not the right fit for a person, position, or organization then your best bet is to move on and find a better fit.

One of the other keys to great networking is what you do before you hit the highway—virtual or concrete. It will exponentially maximize your later interactions if you get as clear as possible about what your greatest skills are, what skills you'd like to build, and what kind of working environment you prefer. I rarely hear anyone describe their job as a "fantastic experience" as you do, so it sounds like you may have some real clarity on these points already. That is great. Considering your current positive experience and the fact that you're working within a national network, I sincerely doubt you will need to start at the bottom of the ladder. You may want to begin by contacting the public housing authority in Arizona. Additionally, The Public Housing Authority Directors Association has many national job listings.

Still, it's important to cast a wide net when you're searching, especially when you're relocating and aren't yet familiar with all the twists and turns of a new locale. In fact, you may be wondering how it's even possible to network in Arizona when you don't know those twists and turns yet. Start by contacting people in your current location with whom you already have a strong connection. This is easier and more fruitful than making cold calls or sending "cold" emails to folks out in Arizona. Plus, it builds your networking muscles in a low-risk way. Many people underestimate the breadth of their personal network or think it is only worth pursuing their professional contacts. However, you may be surprised to find that one of your personal acquaintances has a connection that can serve you well, even when you're doing a remote job search. The old shampoo commercial got it right: telling two friends can result in a regular tea party of friends and great contacts.

So how do you begin "telling two friends," especially these days when so may of us have upwards of two hundred contacts? Well, it's crucial to be strategic about who you approach and when you approach them. Before contacting anyone, in addition to clarifying exactly what you want to do I suggest doing some web research to identify organizations in Arizona that interest you. That way, you can assess who might be most appropriate to contact at particular points in your search. You might start by sending a few folks a brief email with information about your relocation, career aspirations, background, and current job search. Often it's good to ask if there is anyone they know who might be helpful for you to talk to in order to learn more about a particular field or position. In your case, it would also be useful to ask people if they have connections in Arizona, even if those connections are not in the public housing area. While it can come across as pushy to send your resume in your first contact, it's important to have an updated resume ready to go in case it is asked for. It's very appropriate to let your contact know that you'd be happy to send along a resume to give her a better sense of your background. This is good to do even when you think the person knows you very well; often our friends don't know all the details of our expertise. Finally, it's sometimes easy to forget to be gracious with our inner circle because we're so familiar with them, but it's good practice to listen for ways you may be able to be of assistance.

Once you've networked with your immediate contacts, I recommend casting your net even wider. Make a list of past school and professional contacts, associations you belong to, people you know from hobbies such as the gym, and what I call NTFFs. These are "Not To be Forgotten Folks" like the person who works at the dry cleaner who you've been talking to for years or your next door neighbor. You just never know who might know someone who would be a great addition to your network. Let these NTFFs know that you're relocating and looking to connect with people in Arizona. You can explain that you want to learn more about opportunities in housing or whatever other areas you're interested in. In our increasingly small world, I bet you'll find at least a couple who have some contacts for you.

Getting in touch with people you don't know directly can be tricky. You always want to do whatever you can to "heat" up cold contacts so I would ask the person you know what they suggest. Preferably, your current contact will bridge the connection for you and let the potential contact know you'll be calling or emailing to learn more about what it is they do.

Once you get in touch with your new contact bear in mind that most people like to talk about themselves! So ask them what they do, what their educational and professional background is, how they ended up in the position they are in, what the scene in their particular field is, and whether they can recommend any other people to speak with. If you actually talk to them on the phone, then be prepared to sit back and listen. I mean really listen. I've coached lots of job seekers who forgot to turn off their "I need a job" sign and consequently missed out on lots of great learning. Discovering that an organization, field or job isn't a good fit for you is really valuable. Lastly, how you follow up—whether sending a thank you note (hand written ones are often best because they are more personal) or placing a call—depends on the nature of your relationship. But if you've listened well there is almost always some brief comment you can make to genuinely acknowledge the other person's time and efforts and, perhaps, even to assist them in a small way.

While the internet and the phone can jump-start the process, the most effective way to network is still the old fashioned way: in person. So if it's at all possible, I recommend taking even a short trip to Arizona before moving there. Ideally you would tap your network before you head out in order to try to arrange some informational interviews at organizations that appeal to you. If none of your contacts knows anyone in Arizona then you can also make some calls to a few of these organizations to find out who you might speak to. Give them a buzz and see if they can set aside 20 minutes to meet with you when you come out.

If you don't have a job before you get to Arizona, then I highly recommend you begin volunteering at a few organizations in your field. As I've detailed in some length in previous columns, volunteering is a great way to grow your personal network. Also, look into joining associations and networking groups—both online and in 3D. Increasingly, connector organizations, like Idealist.org, periodically gather people with similar professional interests. These get togethers are great opportunities. It's a good idea to have some business cards printed up and ready to go—even if you're not yet affiliated with an organization—so that you can hand them out if it feels appropriate. Usually people will respond by giving you their own card. I recommend making a note on the back about where you met the person and any other salient information that you can draw on to grow your relationship over time.

Remember to keep networking even after you land your next fantastic job in the grand Grand Canyon state. It's not a seasonal sport. It's like going to the gym; the more you go the better you feel and the easier it becomes. The next time you're on the hunt, I assure you, you'll be in good shape and between now and then, you very likely will get more than just a new job—you might also make new friends, find the best dry cleaner in your new neighborhood, and build a dynamic new community.