Pierson queries, "How big is your total network?"
Most people underestimate the size of their network. Pierson comments that it is not uncommon for a job hunt to stall because the job seeker feels they have run out of contacts. It is important to map out your total network. This is the first step in preparing the job hunt discussed in chapter two. You must consider everyone in your network in order to discover useful connections that are unknown, forgotten, or new.
The first step in doing this is to define what is meant by the total network. This begins with the ways to make contact.
1. Talk to people in your network.
2. Talk to people you a introduced to.
3. Talk to total strangers.
An effective job search requires you to talk to a lot of people. You talk first people in the network, then to people you are introduced, and finally to people who do not know or who do not know you. Talking to total strangers is not networking but instead cold calling. Cold calling is marginally effective.
Commentary: I have found that about 3 to 5% of my connections are from cold calls but not in the traditional manner. These contacts were made in a casual manner at lunch or in familiar stranger situations where the ice had been broken over a common interest and concluded with the exchange of business cards. To date, only one was useful in making an introduction.
In networking your contacts accept calls warmly, even though sometimes with a little hesitation. There are no cold calls according to Pierson.
The total network includes all the people who accept a call from you right now. Some connections are strong and others are weak. There is no need for an introduction. However, you may need to refresh them on the connection. There are three kinds of connections.
1. Active: contacts you talk to regularly at least once a year.
2. Dormant: contacts that you used talk to regularly but have not in more than a year.
3. Passive: connection that have to be activated
Dormant connections can be reactivated by getting back in touch. Catching up is a good starter conversation unless there have been something that should remain dormant. Passive connections should be activated based on a common interest. Reaching out has some risks. The other person may see the connection or may be little chemistry between the two of you. On the flip side the conversation may take off. Passive connections work best when there are multiple common connections.
Mapping your networks is next after developing the network list. The total network is composed of numerous small networks. You will find that numerous people belong to several subnetworks. This can be a nuisance but knowing these connections opens a pathway between subnetworks. Also you should name your subnetworks.
Mapping networks helps people who believe their networks are small. Typical subnetworks include college networks, employer networks, organizational networks, personal business networks, vocational networks, and family and friend networks.
Systematic use of your networks involves mapping other people’s networks, building speed dial lists, and treating each personal or professional contact differently. People in your connection list are first the degree and have connection lists of their own. This is where your connections grow to the second degree. So you’ll want to map these connections lists as well. Remember your job opportunity is going to come from the second or third degree. Begin with you target company list and map the connections into the companies first. Pierson’s process involves multiple diagrams of the subnetworks and decision makers.
Commentary: This process of mapping connection trees in known as Link Analysis. This can be done by hand or by computer. Free software is available to assist you in building the social networks. I suggest a single diagram grouped by company highlighting the decision makers in the linked trees. Figure 1 shows a network diagram built in PowerPoint and color coded for quicker assessments. Pierson suggests building multiple diagrams for each subnet or even type of network such as decision makers. However, using color coding, symbol shapes, and parsed regions at least five dimensions can be shown. Figure 1 shows company, node type, node name, degrees of removal, connection strength, connection status, and hiring manager.
Pierson closes by remarking that once the network is known, the next phase is to begin actual networking activities in order to complete missing areas of the diagram and activate the nodes in your search in order to access information.
I will explore in the next several blogs Highly Effective Networking: Meet the Right People and Get a Great Job. Should you have any comments or questions please feel free to email me at james.bogden@gmail.com.
References:
Pierson, O. (2009) Highly effective networking: meet the right people and get a great job. Career Press. NJ.
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