This book revolutionizes networking for job seekers, enabling them to conduct valuable, engaging, and impressive meetings within twenty minutes.

Made with Rinto — analyse your own content free

Book Purpose and Scope

The objective is to show networking from contacts’ perspectives, guiding students and recent grads to professional career management.

Part I: Networking Fundamentals

This section covers the importance of networking, common myths, and perspectives on its difficulty.

Networking as a Learnable Skill

Effective networking is a skill that can be learned and perfected through practice, not just chance or luck.

Recruiter Perspective on Ineffective Meetings

Recruiters often dread networking requests because most meetings are ineffective, missing their full potential due to poor planning.

Hidden Job Market

The majority of jobs are not posted online but are filled through word-of-mouth and personal connections in the invisible job market.

Benefits of a Vibrant Network

A large, vibrant network helps you achieve goals, discover the invisible job market, and learn about hiring opportunities.

Potential Networking Contacts

A list of potential contacts for building a network, including those you already know and specialized groups.

1Career Guidance Counselors→2Conference and Training Contacts→3Foreign Exchange Hosts→4Alumni and Greek Life→5Club Members and Teammates→6Former Coworkers→7Peers in the Workforce→8Internship Contacts→9Faith Community Members→10Friends, Neighbors, and Family

Utilize Student/Grad Resources

Networking groups for students and grads on LinkedIn or university career services pages are strong resources.

Active vs. Passive Candidate

A scenario comparing an active networker (25 meetings) to a passive one (online focus) shows the active networker gains an advantage in the hidden job market.

Real-World University Career Services

University Career Services departments are an extended network, offering career advice and connections to alumni and professionals.

Career Services Focus

Tom Colosimo states Career Services focuses on networking and assembling the 'complete package' for graduate students or alumni.

Student Avoidance of Career Services

Many students don't utilize Career Services because it's not required or they perceive networking as 'glad-handing' or 'schmoozy'.

Reframe Networking

Reframing networking as 'making friends' or 'connecting' rather than 'schmoozing' can make it less daunting.

Feeling Unprepared for Career Services

Students sometimes avoid Career Services due to feeling unprepared to meet with advisors, even though that's the service's purpose.

Encouraging Words from Recruiters

Career Services professionals and recruiters encourage students to stay positive, persistent, and utilize their alumni networks.

Key Networking Meeting Outcomes

Networking meetings should aim to gather new information, add new contacts, and gain an evangelist.

Networking Myths to Debunk

Common misconceptions about networking often lead to a bad reputation; these myths should be left behind.

Myth: Networking is a Waste of Time

Networking is not a waste of time, as 70-80% of jobs are found through connections, leading to job opportunities and new insights.

Myth: Networking is Just Schmoozing

Networking is not about schmoozing; avoid irrelevant chitchat and present yourself as a competent professional.

Myth: Longer Meetings Are Better

Long meetings are often inconsiderate of contacts' packed schedules and reveal poor meeting management, leaving a bad impression.

Myth: No One Wants to Meet Graduates

Many professionals are happy to meet new graduates, especially if the meeting is clean, polished, and kept to 20 minutes.

Myth: Detail Background in Meeting

Too much detail about your background is unwelcome; networking meetings are for learning and making connections, not interviewing.

Myth: No Preparation Needed

Unprepared networking meetings leave a bad impression; always have an agenda and be ready to lead your discussion.

Myth: 'I'm All Good to Go!'

Overconfidence in securing a job without networking is risky; a vibrant, diverse network is crucial because future employment is uncertain.

What Makes Networking So Difficult?

Networking is hard for most people, especially when seeking a job, often due to feelings of intrusion or inexperience.

Three Real Perspectives on Networking

This section highlights diverse fears of networking from graduates and an executive, alongside reactions and suggestions.

Brad's Intimidation by Strangers

Brad, a Georgetown MA graduate, found meeting complete strangers for networking intimidating, preferring impersonal resume submissions.

Ashley's Web-Surfing Preference

Ashley, a Computer and Information Technology graduate, favored web-surfing for job searches, believing technology gave her an edge and wider reach.

Pat's Limited Network Challenge

Pat, a CFO, faced networking difficulties after job elimination due to focusing solely on work and not building external professional connections.

Networking is Relationship Building

Networking is about developing relationships through brief, meaningful interactions, not about being slick or smooth.

Develop Network Early

Develop and maintain a network throughout your career to avoid problems when transitioning to a new role.

Part II: The 20-Minute Networking Meeting

This section details the objectives and step-by-step strategy for conducting an effective 20-minute networking meeting.

Don't Skip Part I

Skipping Part I will make Part II less comprehensible, as a future professional does not take shortcuts.

20-Minute Networking Objectives

Beyond landing a job, key networking objectives include gathering information, adding contacts, and gaining an evangelist.

Gather New Information

Gathering new information means listening, questioning, absorbing, and writing down what contacts share.

Add New Contacts to List

This objective involves acquiring additional names of people who can help in your job search.

Gain an Evangelist

An evangelist is a personal ambassador who takes positive action on your behalf, achieved through excellent preparation and presentation.

The 20-Minute Networking Meeting Structure

The framework consists of five core steps with defined timeframes, designed for effective job search networking.

1Great First Impression→2Great Overview→3Great Discussion→4Great Ending→5Great Follow-Up

Step 1: Great First Impression

The goal is to make a great first impression within 2-3 minutes through gratitude, chitchat, highlighting connections, and setting the agenda.

Step 2: Great Overview

Provide a crisp, brief, and memorable one-minute overview of your background and work experience.

Purpose of One-Minute Overview

A one-minute overview offers a quick snapshot, helping contacts understand your general background and how you might fit job openings.

Selecting Overview Content

If you have more than one minute of material, carefully select relevant details to avoid overwhelming contacts.

One-Minute Overview Elements

Key elements to include in your one-minute overview for a concise and impactful introduction.

1Combine Major, Year, Institution→2Highlight Educational Experience→3Highlight Awards/Achievements→4Highlight Professional Experience→5Focus on Upcoming Opportunities

Include Common References

Your one-minute overview can include references to people or places you have in common with the networking contact.

Importance of Brief Overview

Recruiters appreciate a brief, organized overview from graduates, as rambling indicates a lack of clarity about career goals.

Practice for Brevity

Practice and time yourself to ensure you can convey your experience quickly, efficiently, and accurately within sixty seconds.

Step 3: Great Discussion

Conduct a short, great discussion for 12-15 minutes, guided by five key questions formulated from research.

Avoid Asking Known Information

Never ask for information readily available online or through public news; it creates a bad impression.

Research Your Contact and Company

Research your contact's background and their company's activities thoroughly to make a good impression and ask informed questions.

Don't Ask Personal/Confidential Questions

Avoid pointless personal questions or asking for confidential company information not meant for new relationships.

Key Questions 1-3 Structure

Questions 1-3 are structured in two parts: an observation about the contact, followed by a related question seeking their unique wisdom.

e.g.Observation: Your company was recently acquired by 3M. Related Question: Do the smaller divisions continue to be run by the same management?

e.g.Observation: You graduated from the Leaders of Tomorrow program. Related Question: Was that a valuable program to you in your career? In what way?

e.g.Observation: You wrote an excellent article about leadership coaching. Related Question: For a recent grad like me, what are the first steps of leadership development?

Reusing Discussion Questions

You can reuse discussion questions across meetings to gain multiple perspectives, but tailor them carefully for each contact.

Key Question 4: Other Contacts

The fourth question focuses on expanding your network by asking contacts for referrals to other helpful individuals.

Key Question 5: How Can I Help You?

The fifth and most vital question is 'How can I help you?', demonstrating consideration and fostering reciprocity.

Benefits of Reciprocity

Offering to help creates a peer relationship, earns 'good karma,' and leads to more networking meetings, referrals, and even job opportunities.

Phrasing the Help Offer

Phrase the question directly as 'How can I help you?' to ensure sincerity and encourage a positive response.

Be Prepared to Offer Help

Anticipate the contact's surprise when asked 'How can I help you?' and be ready with thoughtful suggestions based on your research.

Ways to Offer Help in Return

Consider offering contact names, relevant information, potential client ideas, or a small, thoughtful gift to show appreciation.

1Offer Contact Names→2Offer Relevant Information→3Offer Potential Client Ideas→4Offer a Small Gift

Timing of Gratitude Token

A small token of gratitude can be offered as part of Question 5 or sent later, but always promptly.

Step 4: Great Ending

Conclude the meeting within 2 minutes by reviewing actions, expressing gratitude, and wrapping up clearly.

Step 5: Great Follow-Up

Take prompt action to follow up after the meeting to show appreciation and maintain the networking relationship.

Importance of Follow-Up

Follow-up is as vital as the meeting itself, showing appreciation for time and keeping the networking relationship alive.

Track Everything

Keep excellent notes on conversations, communications, and important information to back-reference for future follow-ups.

Avoid Follow-Up Pitfalls

Do not assume quick employment will negate follow-up, rely solely on memory, or be a 'spontaneous worker' regarding follow-up.

Prompt Follow-Up

Send a thank-you follow-up within 24 hours via handwritten note or email to avoid seeming like an afterthought and losing value.

Types of Follow-Up

Follow-up includes immediate thank-yous to the contact and referrer, and ongoing maintenance through meaningful updates.

When to Be in Touch

Guidelines for appropriate reasons to initiate ongoing follow-up to maintain a healthy network.

1Share Valued Information→2Update Contact Information→3Update Employment Status→4Discuss Meeting Topics Further→5Share News About Mutual Contacts

Follow-Up to Avoid

Types of follow-up practices that are ineffective or detrimental to networking relationships.

1Mass Emails→2Too-Frequent Minor Updates→3Generic Content

Sample 20-Minute Networking Meeting

A scenario showcasing Laurie Edward, a recent graduate, and Kathryn Messler, a professional, demonstrating the 20MNM principles in action.

Appendix: Email and Best Practices

This section provides details on crafting effective networking emails and outlines critical, unspoken best practices for relationship building.

Appendix Purpose

The appendix offers essential, experience-based suggestions not explicitly part of the 20MNM model but crucial for networking success.

Networking Email Structure

A concise networking email needs a personalized subject, self-introduction, degree details, and a clear statement of intent and purpose.

1Personalized Subject Line→2Introduce Yourself and Connection→3State Degree and Institution→4State Message Intent and Purpose

Additional Email Etiquette

Essential best practices for email communication to maintain professionalism and avoid crossing personal boundaries.

1Check Email Daily→2Use First Names→3Maintain Email Formality→4Recap Emails→5Confirm Appointments→6Call Ahead If Late→7Use Professional Email Domain→8Create Signature Block

General Networking Best Practices

Important 'unwritten' rules typically gained by experience that are critical for effective networking.

The 20-Minute Networking Meeting Cheat Sheet

A quick reference guideline for the five steps of the 20-Minute Networking Meeting, including time limits and goals.

1Great First Impression→2Great Overview→3Great Discussion→4Great Ending→5Great Follow-Up

Readiness Exercise for Job Market

A 20-minute exercise to assess readiness for the job market and networking, focusing on self-reflection questions.

1Identify Strengths→2Identify Personality Traits→3Identify Unique Expertise→4Identify Unique Candidate Qualities→5Complete Job Role Sentence→6Identify Development Areas→7Assess Confidence→8Assess Resources

The Great Email Planner

A worksheet outlining the steps to construct a brief, concise, and professional networking-request email.

1Write Personalized Subject Line→2Introduce Yourself, Connection→3State Degree, Institution→4State Message Intent and Purpose

The Great First Impression Planner

A worksheet to help plan and ensure a solid first impression for your networking meetings.

1Plan Your Arrival→2Know Dress Code→3Pronounce Name Correctly→4Plan Your Agenda→5Know Key Questions→6Research for Connections

The One-Minute Overview Planner

A guide to help construct your one-minute overview, focusing on standout features of your background.

1Print Resume Copy→2Decide Standout Items→3Highlight Key Features→47 Items→5Compile Key Points→6Practice Out Loud and Time→7String Together in Own Words

The Great Discussion Planner

A summary of the five key questions for a great discussion, designed for 20-minute planning and future reference.

1Other Contacts→2How Can I Help You?

The Great Follow-Up Tracker

A checklist to ensure thorough and timely follow-up after each networking meeting, including actions and self-reflection.

1Send Thank-You to Contact→2Send Thank-You to Referrer→3Update Networking Database→4Note Future Follow-Up

About the Authors

Brief biographies of the authors, Nathan A. Perez and Marcia Ballinger, PhD, detailing their professional backgrounds and contributions.

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APEX

20-Minute Networking for Job Success

This book revolutionizes networking for job seekers, enabling them to conduct valuable, engaging, and impressive meetings within twenty minutes.

Made with Rinto — analyse your own content free

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NTRL

Book Purpose and Scope

The objective is to show networking from contacts’ perspectives, guiding students and recent grads to professional career management.

SUP

Authors' Experience

The book is written by two career professionals with over 40 years of combined networking experience.

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SUP

Graduate Edition Context

The Graduate Edition is inspired by the Executive Edition, featuring stories and perspectives from various career experts and executives.

JUST

Benefit of Executive Experiences

Executive experiences offer insight into future expectations and teach preparation for professional life.

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SECT

Part I: Networking Fundamentals

This section covers the importance of networking, common myths, and perspectives on its difficulty.

SUP

Networking as a Learnable Skill

Effective networking is a skill that can be learned and perfected through practice, not just chance or luck.

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INSG

Recruiter Perspective on Ineffective Meetings

Recruiters often dread networking requests because most meetings are ineffective, missing their full potential due to poor planning.

JUST

Origin of 20-Minute Networking

The 20-Minute Networking Meeting model originated from observing common failures and successes in countless networking interactions.

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SUP

Hidden Job Market

The majority of jobs are not posted online but are filled through word-of-mouth and personal connections in the invisible job market.

DATA

70% Jobs Hidden

An estimated 70% of all jobs are obtained through people you know, increasing to 80% for business leaders.

EVID

Hidden Job Market Definition

The invisible job market consists of unadvertised openings filled via employee recommendations, referrals, or direct candidate contact.

INSG

Importance of Face-to-Face Networking

Given that 70-80% of jobs are obtained through networking, it makes sense to focus job search time on face-to-face activities.

TIP

Network Longevity and Power

Maintaining a healthy network longer makes it more powerful with each passing year, empowering one's future.

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SUP

Benefits of a Vibrant Network

A large, vibrant network helps you achieve goals, discover the invisible job market, and learn about hiring opportunities.

JUST

Personal Relationship Building

People hire people, so personal relationship building through networking is crucial, unlike impersonal social media or online connections.

RISK

Online Application Competition

Online applications face hundreds to thousands of competitors, delays of weeks or months, and require more experience to stand out.

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CHKL

Potential Networking Contacts

A list of potential contacts for building a network, including those you already know and specialized groups.

STEP

Career Guidance Counselors

Utilize career guidance counselors from your college or university, as they are valuable resources.

STEP

Conference and Training Contacts

Include people met at conferences, training programs, seminars, and workshops in various fields.

STEP

Foreign Exchange Hosts

Consider foreign exchange hosts as potential networking contacts.

STEP

Alumni and Greek Life

Connect with fellow alumni from high school and college, and members of fraternities and sororities.

STEP

Club Members and Teammates

Engage with fellow members of academic, civic, athletic clubs, including former teammates and coaches.

STEP

Former Coworkers

Reach out to former coworkers from previous employers, if applicable.

STEP

Peers in the Workforce

Contact peers who have already entered the 'working world' before you.

STEP

Internship Contacts

Connect with individuals met through an internship.

STEP

Faith Community Members

Include members of your faith community in your networking efforts.

STEP

Friends, Neighbors, and Family

Expand your network by considering friends, neighbors, uncles, aunts, cousins, and even your parents' friends.

TIP

Utilize Student/Grad Resources

Networking groups for students and grads on LinkedIn or university career services pages are strong resources.

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EXMP

Active vs. Passive Candidate

A scenario comparing an active networker (25 meetings) to a passive one (online focus) shows the active networker gains an advantage in the hidden job market.

INSG

Networking Makes Candidates Visible

An active candidate becomes visible in the invisible job market by being in the network, making them more likely to get a job.

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SECT

Real-World University Career Services

University Career Services departments are an extended network, offering career advice and connections to alumni and professionals.

QUOT

Career Services Focus

Tom Colosimo states Career Services focuses on networking and assembling the 'complete package' for graduate students or alumni.

INSG

Student Avoidance of Career Services

Many students don't utilize Career Services because it's not required or they perceive networking as 'glad-handing' or 'schmoozy'.

TIP

Reframe Networking

Reframing networking as 'making friends' or 'connecting' rather than 'schmoozing' can make it less daunting.

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SECT

Feeling Unprepared for Career Services

Students sometimes avoid Career Services due to feeling unprepared to meet with advisors, even though that's the service's purpose.

TIP

Proactive Approach to Career Services

Students should be proactive and assertive in visiting Career Services, even if they don't know what questions to ask.

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SECT

Encouraging Words from Recruiters

Career Services professionals and recruiters encourage students to stay positive, persistent, and utilize their alumni networks.

TIP

Persistence Pays

Linda advises staying positive and hopeful, as persistence in networking yields more rewards in the end.

TIP

Alumni Network Power

Students should believe alumni want to help, as networking once with an alumnus reveals the network's power.

INSG

Recruiters Root for Success

Recruiters and hiring managers genuinely want candidates to succeed and fill roles with successful individuals.

SUP

School-Company Relationships

Some companies prefer certain schools or have established relationships, giving those students a first look from employers.

DCSN

Utilize Career Services

Jessica Perez recommends utilizing Career Services due to guidance and available connections, even before graduating.

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SUP

Key Networking Meeting Outcomes

Networking meetings should aim to gather new information, add new contacts, and gain an evangelist.

JUST

Ineffectiveness of Resume Focus

Many executives' networking meetings are ineffective because they focus on resumes and LinkedIn profiles, not face-to-face interactions.

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SECT

Networking Myths to Debunk

Common misconceptions about networking often lead to a bad reputation; these myths should be left behind.

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OPP

Myth: Networking is a Waste of Time

Networking is not a waste of time, as 70-80% of jobs are found through connections, leading to job opportunities and new insights.

JUST

Benefits of Networking Meetings

Meetings can lead to job connections, future industry insights, new professions, and valuable feedback, improving networking skills.

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OPP

Myth: Networking is Just Schmoozing

Networking is not about schmoozing; avoid irrelevant chitchat and present yourself as a competent professional.

RISK

Perception of Being 'Salesy'

Too much 'gift of gab' risks coming across as 'salesy' and irritating to busy professionals.

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OPP

Myth: Longer Meetings Are Better

Long meetings are often inconsiderate of contacts' packed schedules and reveal poor meeting management, leaving a bad impression.

JUST

Why Keep Meetings Brief

Busy professionals have packed schedules, so taking excessive time is inconsiderate and reflects poorly on meeting management skills.

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OPP

Myth: No One Wants to Meet Graduates

Many professionals are happy to meet new graduates, especially if the meeting is clean, polished, and kept to 20 minutes.

JUST

Professional Empathy for New Grads

Most professionals understand what it's like to enter the job market and respect a proactive approach from a well-prepped graduate.

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OPP

Myth: Detail Background in Meeting

Too much detail about your background is unwelcome; networking meetings are for learning and making connections, not interviewing.

JUST

Purpose of Networking Discussion

Networking contacts are not recruiters; they need general background information to connect you with opportunities, not extensive details.

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OPP

Myth: No Preparation Needed

Unprepared networking meetings leave a bad impression; always have an agenda and be ready to lead your discussion.

EVID

Recruiter's Perspective on Unpreparedness

A job-seeking executive's lack of agenda left a bad impression, highlighting the importance of jobseeker-led, structured meetings.

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OPP

Myth: 'I'm All Good to Go!'

Overconfidence in securing a job without networking is risky; a vibrant, diverse network is crucial because future employment is uncertain.

JUST

No Guarantee for Future Employment

No one, including company executives, can guarantee future employment; a strong network is essential for unforeseen opportunities.

TIP

Manage Job Expectations

Never expect a single networking meeting to directly lead to a job; patience is key.

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SECT

What Makes Networking So Difficult?

Networking is hard for most people, especially when seeking a job, often due to feelings of intrusion or inexperience.

INSG

Cost of Contact's Time

Every person's time is a gift; an hour-long networking meeting can cost a contact 50 hours of work or $150 in billable hours.

WARN

Avoid Bad Networking Reputation

Long, inconsiderate meetings contribute to networking's bad reputation, intimidating jobseekers with visions of needing to be a social genius.

SUP

Simplicity of Effective Networking

Effective networking is simple: make contact, conduct brief meetings, and follow up, which jobseekers have already done for class projects.

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SECT

Three Real Perspectives on Networking

This section highlights diverse fears of networking from graduates and an executive, alongside reactions and suggestions.

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EXMP

Brad's Intimidation by Strangers

Brad, a Georgetown MA graduate, found meeting complete strangers for networking intimidating, preferring impersonal resume submissions.

TIP

Start with Known Contacts

Practice networking with family or friends who are business professionals, as they can recommend other contacts and build confidence.

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EXMP

Ashley's Web-Surfing Preference

Ashley, a Computer and Information Technology graduate, favored web-surfing for job searches, believing technology gave her an edge and wider reach.

TIP

Limit Online Search Time

Limit online postings to 20-30% of job search time; dedicate the rest to active networking through calls, emails, and in-person meetings.

JUST

People Hire People

An effective job search requires personal connections; people hire people, not technology, making direct contact key.

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EXMP

Pat's Limited Network Challenge

Pat, a CFO, faced networking difficulties after job elimination due to focusing solely on work and not building external professional connections.

TIP

Sources for Building Networks

Utilize existing connections from nonprofit boards, professional committees, neighborhood, family, faith community, and former colleagues.

INSG

Broader Network Than Realized

Most people possess a broader network than they realize by simply considering everyone they already know.

INSG

Networking is Relationship Building

Networking is about developing relationships through brief, meaningful interactions, not about being slick or smooth.

TIP

Develop Network Early

Develop and maintain a network throughout your career to avoid problems when transitioning to a new role.

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SECT

Part II: The 20-Minute Networking Meeting

This section details the objectives and step-by-step strategy for conducting an effective 20-minute networking meeting.

WARN

Don't Skip Part I

Skipping Part I will make Part II less comprehensible, as a future professional does not take shortcuts.

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FRMW

20-Minute Networking Objectives

Beyond landing a job, key networking objectives include gathering information, adding contacts, and gaining an evangelist.

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SUP

Gather New Information

Gathering new information means listening, questioning, absorbing, and writing down what contacts share.

JUST

Reason for Information Gathering

Networking allows firsthand learning about market demands, industry trends, and sharing insights to get feedback and redirection.

TIP

Modest Information Goal

Expect only a few valuable 'nuggets' from each contact; it's a brief meeting, not a seminar.

EVID

Types of Information to Gather

Information can include changes in functional area, who is hiring, and updates on your chosen industry's trends and technology.

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SUP

Add New Contacts to List

This objective involves acquiring additional names of people who can help in your job search.

EVID

Types of New Contacts

New contacts can be in your industry, target companies, or generally helpful for your job search.

JUST

Benefit of More Contacts

The more people who know you and circulate your name, the higher the likelihood of connecting to new opportunities.

INSG

Third Ring of Contacts

Most jobseekers land jobs through 'third ring' contacts (friends of friends), which is reached through active networking.

EXMP

Author's Experience Gaining Contacts

The author received over twenty-five executive names from a business consultant, demonstrating the unexpected assistance possible through networking.

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SUP

Gain an Evangelist

An evangelist is a personal ambassador who takes positive action on your behalf, achieved through excellent preparation and presentation.

JUST

Evangelist Benefits

An evangelist offers twice the pay-off with half the work, forwarding resumes, recommending to hiring contacts, and checking internal postings.

INSG

Creating Evangelists is Simple

Developing evangelists is simple because people inherently like to help, especially when their time is respected.

TIP

How to Create an Evangelist

Observe contacts' skills and professional demeanor, and leave a strong impression that makes them believe you fit into their network.

INSG

First Impression is Crucial

A strong first impression is equally true in networking as 'who you know' and helps leave contacts impressed.

TIP

Exhibit Professional Characteristics

In networking meetings, showcase positivity, strategic abilities, strong communication, organization, graciousness, and follow-through to make a good impression.

EXMP

Mark Stone Evangelist Example

Mark Stone had 8 people suggest him for a VP of Marketing role, demonstrating the immense power of having a network of evangelists.

WARN

Don't Ask for a Job

Most networking contacts are not recruiters or hiring managers, so avoid asking for a job or expecting skill evaluations.

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FRMW

The 20-Minute Networking Meeting Structure

The framework consists of five core steps with defined timeframes, designed for effective job search networking.

1Great First Impression→2Great Overview→3Great Discussion→4Great Ending→5Great Follow-Up

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STEP

Step 1: Great First Impression

The goal is to make a great first impression within 2-3 minutes through gratitude, chitchat, highlighting connections, and setting the agenda.

TIP

Arriving for Meeting

Arrive a few minutes early, but not too early at an office, to avoid making the contact uncomfortable or distracted.

TIP

Use Extra Time Wisely

If early, review notes, take a stroll, or observe the environment; ensures preparation and provides informal conversation topics.

TIP

Express Gratitude

Always express gratitude with a hearty smile, firm handshake, and eye contact, acknowledging their 'gift of time'.

TIP

Address Contacts Appropriately

Feel comfortable using first names as a peer, but respect their email signature for guidance.

TIP

Highlight Connections

Begin by mentioning mutual connections to bridge the gap and make the contact feel more comfortable.

TIP

Set the Agenda

Clearly state that the meeting will take only twenty minutes and share what you hope to discuss, setting a professional tone.

WARN

Jobseeker Leads Meeting

The jobseeker is responsible for managing the meeting; do not expect your contact to lead.

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STEP

Step 2: Great Overview

Provide a crisp, brief, and memorable one-minute overview of your background and work experience.

JUST

Purpose of One-Minute Overview

A one-minute overview offers a quick snapshot, helping contacts understand your general background and how you might fit job openings.

TIP

Selecting Overview Content

If you have more than one minute of material, carefully select relevant details to avoid overwhelming contacts.

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CHKL

One-Minute Overview Elements

Key elements to include in your one-minute overview for a concise and impactful introduction.

1Combine Major, Year, Institution→2Highlight Educational Experience→3Highlight Awards/Achievements→4Highlight Professional Experience→5Focus on Upcoming Opportunities

STEP

Combine Major, Year, Institution

State your major, graduation year, and institution; include double majors, minors, or special degree emphases and certifications.

STEP

Highlight Educational Experience

Include relevant educational experiences such as thesis, lab studies, international study, languages, or professional programs.

STEP

Highlight Awards/Achievements

Mention any unique awards or special achievements relevant to your future profession, like scholarships or honors.

STEP

Highlight Professional Experience

Include internships, work-study, part-time jobs, and any promotions to date.

STEP

Focus on Upcoming Opportunities

If no professional experience, articulate upcoming opportunities or your intentions with your degree.

TIP

Include Common References

Your one-minute overview can include references to people or places you have in common with the networking contact.

JUST

Importance of Brief Overview

Recruiters appreciate a brief, organized overview from graduates, as rambling indicates a lack of clarity about career goals.

TIP

Practice for Brevity

Practice and time yourself to ensure you can convey your experience quickly, efficiently, and accurately within sixty seconds.

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STEP

Step 3: Great Discussion

Conduct a short, great discussion for 12-15 minutes, guided by five key questions formulated from research.

WARN

Avoid Asking Known Information

Never ask for information readily available online or through public news; it creates a bad impression.

TIP

Research Your Contact and Company

Research your contact's background and their company's activities thoroughly to make a good impression and ask informed questions.

WARN

Don't Ask Personal/Confidential Questions

Avoid pointless personal questions or asking for confidential company information not meant for new relationships.

FRMW

Key Questions 1-3 Structure

Questions 1-3 are structured in two parts: an observation about the contact, followed by a related question seeking their unique wisdom.

e.g.Observation: Your company was recently acquired by 3M. Related Question: Do the smaller divisions continue to be run by the same management?

e.g.Observation: You graduated from the Leaders of Tomorrow program. Related Question: Was that a valuable program to you in your career? In what way?

e.g.Observation: You wrote an excellent article about leadership coaching. Related Question: For a recent grad like me, what are the first steps of leadership development?

TIP

Reusing Discussion Questions

You can reuse discussion questions across meetings to gain multiple perspectives, but tailor them carefully for each contact.

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FRMW

Key Question 4: Other Contacts

The fourth question focuses on expanding your network by asking contacts for referrals to other helpful individuals.

WARN

Overcoming Referral Fear

Many jobseekers fear asking for referrals, but it's a normal 'give-and-take' business practice, and contacts often expect it.

TIP

Careful Phrasing for Referrals

Phrase referral requests directly but considerately, sometimes modifying questions to tap into specific areas of their network.

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Key Question 5: How Can I Help You?

The fifth and most vital question is 'How can I help you?', demonstrating consideration and fostering reciprocity.

JUST

Benefits of Reciprocity

Offering to help creates a peer relationship, earns 'good karma,' and leads to more networking meetings, referrals, and even job opportunities.

TIP

Phrasing the Help Offer

Phrase the question directly as 'How can I help you?' to ensure sincerity and encourage a positive response.

TIP

Be Prepared to Offer Help

Anticipate the contact's surprise when asked 'How can I help you?' and be ready with thoughtful suggestions based on your research.

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Ways to Offer Help in Return

Consider offering contact names, relevant information, potential client ideas, or a small, thoughtful gift to show appreciation.

1Offer Contact Names→2Offer Relevant Information→3Offer Potential Client Ideas→4Offer a Small Gift

STEP

Offer Contact Names

Propose introductions to people in your network that might be valuable to your contact, even early in your career.

STEP

Offer Relevant Information

Share up-to-date articles, websites, or contacts related to their industry, functional area, hobbies, or interests.

STEP

Offer Potential Client Ideas

If the contact is a consultant or in sales/marketing, offer ideas or referrals for potential clients, which will be appreciated.

STEP

Offer a Small Gift

Consider a small, inexpensive gift like a coffee gift card, chocolates, or a personalized handmade item to show appreciation.

TIP

Timing of Gratitude Token

A small token of gratitude can be offered as part of Question 5 or sent later, but always promptly.

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STEP

Step 4: Great Ending

Conclude the meeting within 2 minutes by reviewing actions, expressing gratitude, and wrapping up clearly.

TIP

Clarity in Ending

Be clear when the meeting is ending, as contacts might expect a longer session despite appreciating your meeting management skills.

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Steps for a Great Ending

Two quick steps for a great ending: review actions and express gratitude a final time.

SUBS

Review Actions and Next Steps

Recap agreed-upon actions or next steps for both parties, indicating the meeting's conclusion with gratitude.

SUBS

Express More Gratitude

Critically overlooked but vital, sincere appreciation for their expertise, time, wisdom, suggestions, and willingness to help will matter.

TIP

Brief and Positive Goodbye

A good wrap-up should be brief and positive, leaving the contact wanting more, reinforcing a positive impression.

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STEP

Step 5: Great Follow-Up

Take prompt action to follow up after the meeting to show appreciation and maintain the networking relationship.

JUST

Importance of Follow-Up

Follow-up is as vital as the meeting itself, showing appreciation for time and keeping the networking relationship alive.

TIP

Track Everything

Keep excellent notes on conversations, communications, and important information to back-reference for future follow-ups.

WARN

Avoid Follow-Up Pitfalls

Do not assume quick employment will negate follow-up, rely solely on memory, or be a 'spontaneous worker' regarding follow-up.

TIP

Prompt Follow-Up

Send a thank-you follow-up within 24 hours via handwritten note or email to avoid seeming like an afterthought and losing value.

SUP

Types of Follow-Up

Follow-up includes immediate thank-yous to the contact and referrer, and ongoing maintenance through meaningful updates.

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When to Be in Touch

Guidelines for appropriate reasons to initiate ongoing follow-up to maintain a healthy network.

1Share Valued Information→2Update Contact Information→3Update Employment Status→4Discuss Meeting Topics Further→5Share News About Mutual Contacts

STEP

Share Valued Information

Forward genuinely valuable articles or websites related to their interests, avoiding meaningless messages.

STEP

Update Contact Information

Inform your network of changes to your phone number or email address, attaching an updated resume if still job-searching.

STEP

Update Employment Status

Share updates on new employment, degree completion, or significant certifications, attaching an updated resume.

STEP

Discuss Meeting Topics Further

Follow up to discuss something mentioned in the meeting, such as shared interests in a start-up or new book.

STEP

Share News About Mutual Contacts

Share news about someone you both know, like a promotion or award, being sure of the relationship.

WARN

Frequency of Updates

Stay in touch about once a quarter at most, unless there's time-sensitive information; every few weeks is too often.

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Follow-Up to Avoid

Types of follow-up practices that are ineffective or detrimental to networking relationships.

1Mass Emails→2Too-Frequent Minor Updates→3Generic Content

STEP

Mass Emails

Avoid impersonal mass emails where all recipient addresses are visible, as they are often seen as spam.

STEP

Too-Frequent Minor Updates

Avoid frequent updates with only minuscule changes in your situation.

STEP

Generic Content

Do not send generic stories, quotes, or platitudes about general topics; they are remembered for the wrong reasons.

RISK

Risk of No Follow-Up

Not following up at all results in being forgotten, as contacts assume you have found a job and stop thinking of you.

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Sample 20-Minute Networking Meeting

A scenario showcasing Laurie Edward, a recent graduate, and Kathryn Messler, a professional, demonstrating the 20MNM principles in action.

INSG

Laurie's Key Learnings

Laurie learned that being prepared, brief, and asking for contacts expanded her network exponentially and refined her career path.

INSG

Kathryn's Key Takeaways

Kathryn appreciated Laurie's time sensitivity, preparation, and thoughtfulness, finding the 20-minute meeting surprisingly effective and leading to referrals.

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Appendix: Email and Best Practices

This section provides details on crafting effective networking emails and outlines critical, unspoken best practices for relationship building.

NTRL

Appendix Purpose

The appendix offers essential, experience-based suggestions not explicitly part of the 20MNM model but crucial for networking success.

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Networking Email Structure

A concise networking email needs a personalized subject, self-introduction, degree details, and a clear statement of intent and purpose.

1Personalized Subject Line→2Introduce Yourself and Connection→3State Degree and Institution→4State Message Intent and Purpose

JUST

Conciseness Boosts Response

Short, to-the-point emails increase response rates because professionals prioritize time and avoid long, unwanted messages.

STEP

Personalized Subject Line

Write a short, personalized subject line including the contact's name or mutual connection to ensure it's read and not seen as spam.

STEP

Introduce Yourself and Connection

Professional introductions mentioning common connections help bridge gaps, even if your name is already on the email.

STEP

State Degree and Institution

Mention your degree and where you graduated to assure the recipient you are a new, well-prepared graduate seeking help.

STEP

State Message Intent and Purpose

Clearly state what the message is about, your intent, and the purpose of the request, clarifying expectations for the contact.

WARN

Avoid Mentioning Job Search

Networking requests should avoid explicitly mentioning job search to prevent them from being unanswered or poorly received.

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Additional Email Etiquette

Essential best practices for email communication to maintain professionalism and avoid crossing personal boundaries.

1Check Email Daily→2Use First Names→3Maintain Email Formality→4Recap Emails→5Confirm Appointments→6Call Ahead If Late→7Use Professional Email Domain→8Create Signature Block

STEP

Check Email Daily

Check email every day and respond promptly using a smartphone or mobile device.

STEP

Use First Names

Address professionals by their first names in the professional world.

STEP

Maintain Email Formality

Always start messages with names to maintain professionalism, even if contacts don't use yours.

STEP

Recap Emails

Recap pertinent information like dates, times, locations, and contact names to ensure clarity and avoid forgotten details.

STEP

Confirm Appointments

Confirm appointments at least two days in advance; the day before is acceptable, but not the night before.

STEP

Call Ahead If Late

Always call if you are running late or lost; there is no excuse for not contacting ahead of time.

STEP

Use Professional Email Domain

Use a universally known and respected email domain like @gmail.com to avoid messages getting caught in spam filters.

STEP

Create Signature Block

Set up an automatic email signature block including your full name, email, phone number, and LinkedIn profile address.

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General Networking Best Practices

Important 'unwritten' rules typically gained by experience that are critical for effective networking.

TIP

Handle Cancellations Gracefully

Do not take cancellations personally; graciously accept changes and reschedule to preserve the networking opportunity.

TIP

Manage No Responses

If a contact doesn't respond, move forward with your efforts and continue reaching out to others for insight and expertise.

TIP

Realistic Contact Expectations

Set realistic expectations when contacting individuals; a company CEO, for example, cannot pause operations for a networking meeting.

TIP

Professional Social Media Presence

Ensure your LinkedIn, Facebook, or Twitter profiles reflect a professional image, as contacts will research you.

TIP

Use Business Cards

Create business cards with your contact information, even if you don't have a job yet, as they are vital for networking.

TIP

Voicemail Options

If you lack a personal voicemail line, consider free services like Google Voice to receive messages.

TIP

LinkedIn Profile Optimization

Create a LinkedIn profile that mirrors your resume; it's a major tool for hiring managers and crucial for your job search.

TIP

Adhere to Dress Code

Dress professionally for networking meetings, often one or two steps up from casual, to create a strong first impression.

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The 20-Minute Networking Meeting Cheat Sheet

A quick reference guideline for the five steps of the 20-Minute Networking Meeting, including time limits and goals.

1Great First Impression→2Great Overview→3Great Discussion→4Great Ending→5Great Follow-Up

STEP

Step 1: Great First Impression

Time limit: 2–3 minutes; focus on thanks and chitchat.

STEP

Step 2: Great Overview

Time limit: 1 minute; focus on providing an overview of experience.

STEP

Step 3: Great Discussion

Time limit: 12–15 minutes; focus on 5 key questions.

STEP

Step 4: Great Ending

Time limit: 2 minutes; focus on thanks and wrap-up.

STEP

Step 5: Great Follow-Up

Time limit: Varies; focus on meaningful follow-up right after the meeting.

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Readiness Exercise for Job Market

A 20-minute exercise to assess readiness for the job market and networking, focusing on self-reflection questions.

STEP

Identify Strengths

Determine aspects of your work or studies you excel at, receive compliments for, or do better/faster than others.

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STEP

Identify Personality Traits

List valued workplace personality traits (e.g., efficient, innovative, strategic, communicative, adaptable) and style aspects.

TIP

Use Personality Assessments

Review past personality/leadership inventories (Myers-Briggs, StrengthsFinder) or ask contacts for their perspective.

STEP

Identify Unique Expertise

Determine specific expertise areas that differentiate you from others with similar degrees or experience.

STEP

Identify Unique Candidate Qualities

List unique qualities as a job candidate, such as international experience, special training, languages, or group memberships.

STEP

Complete Job Role Sentence

Complete the sentence: 'An organization would be fortunate to have me join them as (job role) because...'.

STEP

Identify Development Areas

Respond to the sentence: 'Even though the above is true, I am still working on developing myself in the following areas.'

STEP

Assess Confidence

Rate your confidence level for going into your job search (Yes/No).

STEP

Assess Resources

Confirm if you have necessary resources (internet, transport, resume copies, fees) for a great job search experience (Yes/No).

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The Great Email Planner

A worksheet outlining the steps to construct a brief, concise, and professional networking-request email.

1Write Personalized Subject Line→2Introduce Yourself, Connection→3State Degree, Institution→4State Message Intent and Purpose

STEP

Write Personalized Subject Line

Include the contact's name or a mutual connection in the subject line for scrutiny and to avoid spam perception.

STEP

Introduce Yourself, Connection

Introduce yourself and mention common connections upfront, even if your name is already visible.

STEP

State Degree, Institution

Provide a brief snapshot of your degree and institution to assure you are a well-prepared new grad seeking help.

STEP

State Message Intent and Purpose

Clearly state what your message is about, your intent, and the purpose of your request, keeping it brief.

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The Great First Impression Planner

A worksheet to help plan and ensure a solid first impression for your networking meetings.

1Plan Your Arrival→2Know Dress Code→3Pronounce Name Correctly→4Plan Your Agenda→5Know Key Questions→6Research for Connections

STEP

Plan Your Arrival

Confirm meeting location, address, and transportation to ensure timely arrival, avoiding being too early at an office.

STEP

Know Dress Code

Determine the appropriate dress code for the contact's office (Yes/No) and dress professionally.

STEP

Pronounce Name Correctly

Verify correct pronunciation of the contact's name (Yes/No) to avoid embarrassment and show respect.

STEP

Plan Your Agenda

Confirm if you have planned your meeting agenda (Yes/No).

STEP

Know Key Questions

Confirm if you know your five key discussion questions (Yes/No).

STEP

Research for Connections

Verify if you've researched the contact's company, personal bios, LinkedIn, and general online presence for common connections and interests.

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The One-Minute Overview Planner

A guide to help construct your one-minute overview, focusing on standout features of your background.

1Print Resume Copy→2Decide Standout Items→3Highlight Key Features→47 Items→5Compile Key Points→6Practice Out Loud and Time→7String Together in Own Words

STEP

Print Resume Copy

Print a copy of your résumé to identify key highlights.

STEP

Decide Standout Items

Identify what aspects of your background truly stand out and make you unique.

STEP

Highlight Key Features

Mark or highlight the most important features of your background.

STEP

Select 3-7 Items

Aim to find five to seven key points, with a minimum of three.

STEP

Compile Key Points

Compile these key points onto a separate document.

STEP

Practice Out Loud and Time

Read the points aloud and time yourself; aim for around one minute, trimming if over, or adding if too short.

STEP

String Together in Own Words

Combine all points into one or two sentences, making it fluid, easy to understand, and personalized.

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The Great Discussion Planner

A summary of the five key questions for a great discussion, designed for 20-minute planning and future reference.

1Other Contacts→2How Can I Help You?

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Key Questions 1-3 Template

Questions 1-3 involve stating an observation about the contact and following it with a related question for unique insight.

1Observation→2Related Question

STEP

Observation

Identify a fact about the contact from your research.

STEP

Question 4: Other Contacts

Ask: 'Is there someone else you might refer me to who could be helpful in my job search?'

STEP

Question 5: How Can I Help You?

Ask: 'You have been so helpful to me. How can I help you?'

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The Great Follow-Up Tracker

A checklist to ensure thorough and timely follow-up after each networking meeting, including actions and self-reflection.

1Send Thank-You to Contact→2Send Thank-You to Referrer→3Update Networking Database→4Note Future Follow-Up

STEP

Send Thank-You to Contact

Send a brief thank-you message to the networking contact.

STEP

Send Thank-You to Referrer

Send a brief thank-you message to the person who referred you to that contact.

STEP

Update Networking Database

Add any new or updated information about the person to your networking database.

STEP

Note Future Follow-Up

Make a note to follow up with this contact at an appropriate future time.

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Follow Up with Yourself

Reflect on the meeting by answering questions about your performance, areas for improvement, and lessons learned.

1Assess What Went Well→2Identify Improvements→3Apply Learnings

STEP

Assess What Went Well

Identify what you did well during the meeting.

STEP

Identify Improvements

Determine what you will do differently next time.

STEP

Apply Learnings

Reflect on what you learned and how you will apply that information.

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Follow Up with New Contacts

Track and schedule follow-ups for any new contacts gained from the meeting.

1Identify New Contacts→2Schedule Follow-Up

STEP

Identify New Contacts

List the names of any future contacts you acquired.

STEP

Schedule Follow-Up

Schedule follow-up actions with each of these new contacts.

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NTRL

About the Authors

Brief biographies of the authors, Nathan A. Perez and Marcia Ballinger, PhD, detailing their professional backgrounds and contributions.

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SUP

Nathan A. Perez Profile

Nathan Perez, Principal at 20-Minute Communications, helps job-seekers nationwide and is a national speaker on networking and resume deconstruction.

EVID

LinkedIn Recognition

Nathan Perez has been cited by The Huffington Post as one of the most connected people on LinkedIn worldwide.

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Marcia Ballinger Profile

Marcia Ballinger, Co-Founder and Principal at Ballinger|Leafblad, focuses on executive search for non-profits and higher education.

EVID

Industry Leader Recognition

Marcia Ballinger was named an Industry Leader by the Minneapolis/St. Paul Business Journal in 2008.