by Alan Major

Networking is a process where you systematically build a strategic web of career contacts. You seek out people who you believe can help you grow your business, assist you with a work related problem or most importantly, help you find a job. In theory, it should be an ongoing process where you continually nurture mutually beneficial relationships with the right people.

Potential network contacts permeate through almost every facet of your professional, academic, social and home life. If you have kids involved in minor sports, one of the other parents might be involved in your industry. All of these people have one thing in common.

They might be in a position to help your career in some way.

Building your own personal network is only one part of career development. Maintaining it is just as important. For once you allow your contacts to lapse, re-establishing those connections takes time. When a career change is unexpectedly forced upon you, time is a luxury you do not have. Unfortunately, most people are often guilty of neglect when it comes to tending to their network.

And it’s not just your primary contacts that are valuable. A colleague might be aware of an unadvertised job opening, or perhaps know someone in their own inner circle who might be able to help you and offer to arrange an introduction. The hidden referral is where the real value of networking lies.

When you do have the chance to network informally, perhaps at an industry event or social gathering, there are still proper ways to accomplish your goals.  Every new situation provides an opportunity to hone your skills and grow your network. And like all skills, it takes time and patience to become adept at it.

Here are a few basic tips on informal networking:

• Appearances count, so always be properly attired for the occasion. Keep in mind that such gatherings are still social events, so don’t come on too strong.
  
  
• Start by introducing yourself and shaking hands. If the person you wish to speak to is engaged with a group or another person, ask permission to join in.
  
  
• Slowly try to establish some common ground through small talk. Keep the conversation light and spontaneous, and never force the shop talk. Be brief, and never try to monopolize someone else’s time.
  
  
• Never overlook the fact that someone you met is also trying to network with you, so be willing to return the favour.
  
  
• Spend more time listening than talking. Be aware of what each small group is talking about. If they are talking about something you are interested in, that is your entrance cue.
  
  
• Carry plenty of business cards. If you’re between jobs, you can make professional looking business cards on your computer.
  
  
• If speaking is difficult for you, rehearse a capsulated one-minute verbal introduction that you can deliver in clutch situations.
  
  
• Never come right out and ask for a job, even if that’s the only reason you’re there. Networking is about laying the groundwork.
  
  
• Always ask for permission to contact people at a future date.
  
  
• If the person you are speaking to asks you where you work, be honest and tell him or her you are currently job searching if that happens to be the case. From there, let his or her questions dictate the course of the conversation. Don’t lie or misrepresent your qualifications.
  
  
• Always thank people for their time before you exit the conversation.

After initial contact has been made, your primary goal is to arrange an information session at a time of their choosing.  This is where you explain that you are interested in his or her profession or company, and have a few questions. This is the time to impress them and show your stuff, but resist the urge to ask for a job.

For networking meetings, follow the basic rules of a standard job interview.  Be on time, be suitably attired, have some questions ready and do your homework about their company.  If ten minutes is all the time they have, then respect that. Leave a business card, but don’t offer a resume unless it’s requested. Always send a thank you note by mail or e-mail the next day following an information session.

An industry trade show allows you to practice elements of both informal and formal networking, but always lean towards a more formal protocol when in doubt.

Never dismiss a potential contact just because you don’t see an immediate connection to your situation. You never know who the person you’re dealing might know. Make a point of remembering a few pertinent facts about your contacts. Always be proactive and follow up with them, and be sure to maintain a personal log of all your contacts and conversations.

Networking is one of the most important yet least utilized tools in any career path. As an added bonus, opportunities to practice and improve upon this fundamental part of career path development are abundant at work or play.

Combined with continuing education, networking is an important part of career maintenance. Determination, persistence, patience and a positive attitude are the characteristics of a seasoned networking pro.