Tutorial: This book revolutionizes networking for job seekers, enabling

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

Send Thank-You to Contact

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

Send Thank-You to Referrer

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

Update Networking Database

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

Note Future Follow-Up

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

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

Follow Up with New Contacts

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

1Identify New Contacts→2Schedule Follow-Up

About the Authors

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

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

Book Purpose and Scope

Authors' Experience

Graduate Edition Context

Benefit of Executive Experiences

Part I: Networking Fundamentals

Networking as a Learnable Skill

Recruiter Perspective on Ineffective Meetings

Origin of 20-Minute Networking

Hidden Job Market

70% Jobs Hidden

Hidden Job Market Definition

Importance of Face-to-Face Networking

Network Longevity and Power

Benefits of a Vibrant Network

Personal Relationship Building

Online Application Competition

Potential Networking Contacts

Career Guidance Counselors

Conference and Training Contacts

Foreign Exchange Hosts

Alumni and Greek Life

Club Members and Teammates

Former Coworkers

Peers in the Workforce

Internship Contacts

Faith Community Members

Friends, Neighbors, and Family

Utilize Student/Grad Resources

Active vs. Passive Candidate

Networking Makes Candidates Visible

Real-World University Career Services

Career Services Focus

Student Avoidance of Career Services

Reframe Networking

Feeling Unprepared for Career Services

Proactive Approach to Career Services

Encouraging Words from Recruiters

Persistence Pays

Alumni Network Power

Recruiters Root for Success

School-Company Relationships

Utilize Career Services

Key Networking Meeting Outcomes

Ineffectiveness of Resume Focus

Networking Myths to Debunk

Myth: Networking is a Waste of Time

Benefits of Networking Meetings

Myth: Networking is Just Schmoozing

Perception of Being 'Salesy'

Myth: Longer Meetings Are Better

Why Keep Meetings Brief

Myth: No One Wants to Meet Graduates

Professional Empathy for New Grads

Myth: Detail Background in Meeting

Purpose of Networking Discussion

Myth: No Preparation Needed

Recruiter's Perspective on Unpreparedness

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

No Guarantee for Future Employment

Manage Job Expectations

What Makes Networking So Difficult?

Cost of Contact's Time

Avoid Bad Networking Reputation

Simplicity of Effective Networking

Three Real Perspectives on Networking

Brad's Intimidation by Strangers

Start with Known Contacts

Ashley's Web-Surfing Preference

Limit Online Search Time

People Hire People