Most people have been informed of the benefits of networking. However, very few people do it well.

To correct this shortfall, we provide specific information on where those pursuing business careers can turn to network and how to do it.

Where to go to Network?

There is no simple guidebook on how to network. It involves a concerted effort to meet (and potentially form a professional relationship) with others. Some might say that it involves meeting people in an intended career field. In reality, individuals outside of your chosen career field or industry can provide many of the benefits discussed above. For example, meeting someone at a company can help in gaining employment or an internship with that company – even if the individual does not work in your chosen career field.

Note: View our course material, One-on-One Networking to learn a step-by-step approach to effectively networking with individuals you meet.

With that being said, here are some common methods to network with others:

Networking Groups

If you do a diligent search, you will likely find some of these groups in your town. These individuals meet together with the entire purpose of creating career and professional opportunities for members. Unfortunately, their focus is not on finding employment. They generally seek to generate business opportunities within your current career field – such as business/client referrals.

Employment/Internships

The individuals in your current job (if applicable) or internship are (or should be) your connections. If they have your best interest in mind, they can be a great benefit to you in the future by providing a job reference or introducing you to others.

Professional Groups

There are many professional groups out there. They seek to provide information, education, and opportunities – such as jobs, careers, or industries. The most well-known of such organizational local Chambers of Commerce. Largely towns/cities may have all forms of professional interest groups.

Status/Affiliation Groups

These are groups that allow you membership or affiliation based upon your status. These generally include religion, racial minority status, gender, nationality, sexual orientation, and veteran groups.

Social/Interest Groups

Joining social groups or clubs can be a great way to meet influential people. This might include groups concerning: community involvement/service, sports, or hobbies.

Business School and Networking

Business school is designed to provide far more than education. They also seek to create career-ready students and to facilitate their career search. Part of that effort is to provide students with networking opportunities. The most notable manners through which business schools provide access to a network include:

Student/Alumni relations

There is somewhat of a social contract among alumni and their alma maters. There is the expectation that they continue to serve the institution after graduation. This generally includes making donations to school programs and assisting current students in numerous ways. Student assistance generally takes the form of professional mentoring, career guidance, and intern/employee recruiting. Alumni who are employees in companies can often create employment opportunities for students by referral for internships or interviews.

Company Information/Networking Events

Schools frequently offer company information and networking sessions. At these events, representatives from companies come to the school with the specific purpose of meeting students interested in employment. They provide information (such as company operations, structure, and available positions) and a pathway to applying to the company.

Of course, the event to which business programs can offer these benefits varies with the level of resources and connections that the school possesses. Small schools that graduate very few students cannot provide a large alumni base.

Schools without extensive industry connections cannot host extensive company networking events.

Note: It may surprise you to know that this aspect of a business school is far more important than the quality of classroom instruction when it comes to creating opportunities. Of course, it should not surprise you to know that the business programs with the highest academic prowess generally offer exceptional networking opportunities.

In this course material, we discuss tactics and approaches to person-to-person or one-on-one networking.

Also take a look at our course material, Benefits of Networking.

To create opportunities (or the potential for future opportunities) you should work diligently to expand your personal network.

This generally requires engaging others in a meaningful conversation that ultimately provides that person with information about you.

Now for the bad news.

Most people (except for those who are simply looking to brag by telling you what they do and how important they are) do not really care about extracting detailed information about your career ambitions.

This is particularly true for highly-accomplished individuals.

Those who have achieved a high-level position generally become guarded.

With success comes a great deal of responsibility; but, it also comes with lots of people vying for your time and attention.

In short, there are lots of people who want something from you.

Naturally, there is a tendency to become guarded against those who appear to want something or who will be demanding of your time.

As such, you need to have a general plan of action for how to engage with individuals you meet.

Some individuals will far more willing to interact than others.

Regardless, having an organized approach will make you a better communicator as well as yield results in terms of establishing a meaningful relationship.

Remember, it is very rare that a first meeting or interaction with someone will result in an opportunity.

You must look at your network as a starting place for potential opportunities.

The more engaged you are with this group, the more likely that your relationship with any single person will result in some form of career opportunity.

Likewise, you should look at the relationship as a give-and-take.

That is, you must be equally willing to support and provide opportunities to others.

People have an innate ability to sense another person’s emotional connection and loyalty.

Being willing and apt to create opportunities for others will naturally generate feelings of reciprocity.

What are You Trying to Accomplish?

I want to take a second to explain what I mean by create a professional opportunity.

Basically, I mean to include any situation where the individual who you bring into your network can have a positive impact on your career objectives or aspirations.

This may include:

• Hiring you as an employee or intern;
• Getting you an interview with an employer;
• Providing you with a professional reference for employment;
• Connecting you with a third party who can facilitate your efforts in some way;
• Making you aware of career opportunities that may arise; or
• Mentoring you in how to realize or pursue your career aspirations.

Visit our course material, Benefits of Networking for More Information on this Topic.

This begs the question, what do you need to accomplish in your interaction with the other person to make them want to help you in this way.

Well, to start with, the other person needs to understand these things about you:

• What you want (what are your aspirations);
• Why you want it (your personal motivations); and
• What you have done to achieve it (education, experience, training, skills, etc.).

In addition to making someone understand these things about you, you also need that person to want to help you.

Understanding Why People Help Each Other

People help each other for a number of reasons. The primary benefit to both parties does not need to be career-related.

It may simply mean the opportunity to satisfy one’s desire to: Personal satisfaction in helping the other person.

For example, I may feel good about myself for helping someone in need.

Some people help others out a sense of association.

Example: I’ve often heard mentors tell their mentees that they remind their mentor of themselves when they were that age.

I’ve also frequently seen situations where the mentee reminds the mentor of their child or a loved one.

Both of these scenarios can create the desire to facilitate the mentee’s aspirations.

Self-aggrandizement by showing off to the other person. This generally means showing you how influential they can be by demonstrating their ability to help you.

Personal satisfaction or self-aggrandizement in helping or showing off to third parties. Basically, the other person wants to be the hero by connecting two people who have a potentially beneficial relationship.

Obtaining some other personal value or interest by helping the person. If the other person recognizes some value in you that they can exploit.

Example: A high-level manager recognizes that the person with whom they are speaking with could fill a skill void in her work team. She gauges the other persons career interests in hopes of bringing them over to her team. This helps the other person while simultaneously helping herself.

These are just some major motivations behind why people help others.

Now, let’s look at how you can effectively engage someone else in a meaningful interaction.

 Understanding the Elevator Pitch Before we go into each of these steps, I want to talk about a popular, career-related practice – the elevator pitch.

An elevator pitch is a short summary used to quickly and simply define a person, profession, product, service, organization or event, and its value proposition.

Generally, 30-second to a 2-minute summary.

Objective turn the encounter into an opportunity.

The elevator pitch concept began with individuals seeking to create interest (often from investors) in their startup ventures (growth-based businesses they have created).

Career guidance professionals latched onto this idea and incorporated it into professional development and career readiness training.

Now for the bad news.

When it comes to networking, an elevator pitch is not very effective.

As I previously mentioned, people do not really care to learn everything about you in 2 minutes.

In fact, trying to work your elevator pitch into a normal conversation will make you look self-centered or egotistical.

That is not to say that the elevator pitch does not have some value.

It can actually be useful in situations that are designed just for that purpose.

For example, if you attend a career fair, a potential employer may want to here your personal summary on the spot.

They have a lot of people to meet, and they need to make a decision on whether to invite you for a job interview.

Outside of such a scenario, the elevator pitch is rather useless.

Instead, I recommend you focus on planning for a meaningful interaction that has the potential to result in a long-term professional relationship.