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Submitted by Mesia Quartano on Tue, 11/14/2006 - 8:58am.

Career Articles & Advice > Job Search & Networking

Networking can be done at almost any time and in any place. It is best done in a one-on-one setting, preferably face to face, but the phone can work as well. This is commonly referred to as an informational interview, one where you get the opportunity to interview a key decision-maker at a company where you would be interested in working.

Key Objectives of an Informational Interview:

You want to establish rapport with a key decision-maker at a company where you would like to work
You want to exchange information with them.
You want to get the other person's advice and reaction to what you have to say.
You want to extend your network of contacts.
You want to be remembered actively and positively.

Lets discuss each of these objectives in greater detail.

Establish Rapport: Essentially, this means that you need to get to know the person with whom you are networking. Where did they go to school? Where did they work prior to their current job? How did they go from their previous job to this one? Try to get a sense of the person's professional history, as well as getting to know them personally. Also, try to identify things that you have in common with this person. It will help them remember you actively. Observation can be a powerful tool to your advantage. Take a look at pictures, books, and awards in their office. Each gadget and knickknack can tell you things you never would have known otherwise, as well as help you break the ice. The objective in this step is to create an open atmosphere where the other person feels comfortable talking with you about him or herself, both professionally and personally.

Exchange Information: The objective in this step is to find out what this person knows about his or her industry and profession. You will also need to show what you know something about their industry and profession. It's important to make sure you do some research about the individual's company and industry before talking to them. Get their opinion on trends and other things going on in their business. Everyone loves to feel like they're an expert, and this is an opportunity for you to make them feel like exactly that. What you get is some inside information about the company and the industry they are in. Is it growing? What skills are needed? Would you be happy working in this business? What problems does this person face, and how could you help solve those problems?

Seek Advice: Most people love giving advice, so ask them for it. What would they do if they were looking for a job? Have them look at your resume. What do they think about it? Ask questions that force them to read the resume. For example, ask what they think about your career objective. Then ask if they think your prior experience supports the objective. Talk about what you have done at each of your previous jobs and how it might relate to their situation today. At this point it will begin to be apparent if this person has any opportunities where they might be able to hire you. Don't ask, they will let you know if they do. If you get the feeling that he or she can't hire you at the moment, move to the next objective.

Extend your network of contacts: Key decision makers know other key decision makers at other companies. Count on it. They have worked their way up the corporate ladder, and they have contacts and friends at previous employers or other places whom they know, including competitors. Ask the person if they know of anyone who might know someone who could use an individual with your background. Then sit back, be patient, and wait for the names to come in. Most of the time, your new contact will be more than willing to give up the names of a few of their contacts. Sometimes your contact will want to clear it with their contacts before giving you their names. This is OK. Just be sure to follow up with them and get the names. Then contact those people and start the process over again. Make sure you get permission of using your first contact name as a reference to your new contacts.

Be Remembered Favorably: This is the last and often most important step. The new contact that you have just made will, at some point in the future, have an opportunity to hire a person with your background. You want them to think of your name when that time comes. You also want to stay in touch with this person, as you never know when you may be looking for work again. Ask if it's OK to stay in touch with them and to keep them informed about your progress. Most people don't have a problem with this, in fact, they like to hear other people's success stories and know that they had a hand in making it possible.

Once you've contacted and met with the executive, make sure you send them a Thank You letter. It need not be long or complex, but it goes a long way toward making sure you are remembered favorably. It's a small world, and you never know when you will find this person again in your career. Besides, like Mom said, it's always important to leave a good impression.