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Networking or not working?

By Steve Deverill. Published on 17 February 2016

Do you have one of those friends who only calls when they need something?

Frustrating isn’t it.

Yet it seems to be an approach adopted by far too many people when it comes to their professional network.

Too often, people I have supported while they were looking for a new role, stop returning calls once they have found one. Years later I receive a message suggesting we ‘catch up over a coffee’ and it turns out they’ve just lost their job and need my help again.

Of course, networking is exactly what they should be doing.  Recent research published by LinkedIn (Hiring Statistics For Hiring Managers, HR Professionals, and Recruiters) found that the number one way in which people discover a new job is through a referral from their network.

And the evidence suggests that the more senior you are the more important referrals become. Research published in 2015 found that 40% of board executives and corporate directors in the mining industry landed their current role through a referral or personal recommendation.

But let’s be clear; networking should be an on-going process and not just something to do when you’re looking for your next role.

Platforms such as LinkedIn make keeping in touch easy. You can congratulate your contact on his or her new job, comment on their latest post or share some content with them. There’s no excuse for not keeping in touch with your key contacts.

Face-to-face meetings can clearly be more difficult to schedule, but they are worthwhile for your best contacts. I know some people who reserve one or two days of their annual leave for one-to-one networking and seek to meet four or five people in one day.

But what’s the meeting for?

One of the best pieces of advice I’ve heard about networking is to approach it thinking not what you can gain from the relationship, but how you can help the other person achieve their goals. It usually results in a mutually beneficial conversation.

If you believe in karma, or have been convinced by Adam Grant’s popular book, Give and Take: Why Helping Others Drives Our Success, this approach will be second nature to you. If not, I would urge you to try it next time you have the opportunity.

So even if you’re not looking for a role right now it’s worth keeping in touch with a handful of executive search consultants to share industry insights, get some career management advice or discuss any team hires you’re planning.

Headhunters have long memories

Don’t forget that headhunters are a critical part of your extended network and can connect you directly with new opportunities. A good executive search professional will always be happy to recommend you to other search consultants in their network. I’d encourage you to build a solid, two-way relationship with a small number of executive search professionals who specialise in your profession or sector.

It makes practical sense for your career prospects too. Those people who keep in touch between job searches will inevitably be at the front of our minds when the next opportunity comes along.

So keep in touch.

Ellie.Rich-Poole                                                                                                                                Partner – Executive Search – Human Resources                                                                     ellie.rich-poole@etonbridgepartners.com

 

Steve Deverill

MANAGING PARTNER

As Managing Partner, Steve supports the business and leadership team to deliver the vision of being the most trusted partner in executive search, interim management and consulting.
Steve took on the responsibility as Managing Partner in January 2022 and is keen to build on the strong foundations already put in place and develop the business further. He is passionate about leading and growing the already outstanding team of people to take the business through the next phase of growth.

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