Networking outside of your company is a key path to follow to help advance your career. And, it's your responsibility to seek out these organizations and get involved. At some points in your career, you will lean on these groups for fresh new ideas or connections to firms you may want to hire. At other times, the connections you make can be valuable contacts for a job search. Many studies have shown that over 50% of candidates have identified opportunities and secured new jobs through referrals from networking. In today's economy, personal networking is especially critical to help you stand out during a job search due to the high unemployment rate and the talent available to hiring managers. Plus, candidates who apply for positions through online job boards only result in a response about 1-4% of the time (according to Jullien Gordon's blog post at www.careerchangechallenge.com). 

There is, however, an art to networking that's important to recognize. First, remember how important first impressions are. Dress professionally and wear some article of clothing that stands out. For women, that might be a bright colored, unique jacket or piece of jewelry, while men might wear an interesting tie. Secondly, be prepared. Have your elevator pitch ready so that you can tell someone in 30 seconds to 2 minutes about who you are, what you do and why you are there. Third, and most critical, it's about the conversation and making a real connection.

Networking is not having a drink with someone at happy hour and exchanging business cards that you merely file away. It's about meeting people and learning more about them than just their job title. It's about truly listening to what makes someone tick and hearing what they are not saying. Engaging in a conversation by asking someone a unique question will help you learn something interesting about them and make you memorable at the same time. After basic introductions, try posing questions like, "What have you found most valuable about this organization?" Or, "Have you read a good book lately that you could recommend?" When you attend an event, purposely sit next to someone you don't know instead of with your coworkers-even if that makes you uncomfortable. Introduce yourself and ask why they are at the event and if there's anything you can do to help them. Remember, networking isn't just about what's in it for you, it's also about helping other people. Ask for their business card and offer yours. If you discover interests in common, suggest following up to arrange time to get together over coffee, breakfast or lunch to learn ways to help each other. In the book, The Go-Giver, published a few years ago by Bob Burg and John David Mann, they provide five laws of stratospheric success based on the premise of giving. One of my favorites is the law of influence: "Your influence is determined by how abundantly you place other people's interests first."

Building relationships is most effective when done face to face, but social media can facilitate connections, provide opportunities to meet new people and reconnect with fellow alumni and prior colleagues, while expanding your sphere of influence-which can attract new connections. LinkedIn, for example, is currently the primary social platform for connecting to other business professionals. I follow the philosophy of only linking to people I know, have met or those with whom I have had a (phone or email) conversation. That way, when asked for an introduction to someone in my network, I'm confident that my connection is strong. If someone I don't know requests a connection, I often send them an 'inmail' message asking if we can arrange a phone call first to learn more about each other. You need to determine what works best for you and be thoughtful about how you build your online networking community. In addition to events and social media, reaching out to your current contacts and asking them for introductions to others is another path to meeting new people. You need to be strategic about the referrals you request and clear about why. Understand how your contact knows the individual so you have confidence in the strength of that connection. Ask your contact to introduce you over email and share your contact information. Follow up with the new connection and be clear about asking for their time over a 20-minute phone call, brief coffee-talk meet up or lunch and offer a few suggested dates and times. When you meet with the individual, be prepared with specific questions and requests to meet others in their network. Look for ways wherever possible where you might be able to help them as well. Be sure to follow up by sending a thank you-using postal mail for a more personal touch-and with a subsequent email on any outstanding actions they promised.

Networking within your company is also important. This is something I learned when I started working for a large firm with a very flat organizational structure. My boss merely gave me a list of key leaders in the company and told me to invite them to get together with me over a cup of coffee or lunch to understand their role and business. I was not given an org chart. I was not provided with an orientation to the company. I simply had to figure it out for myself. In time, I volunteered to work on cross-functional task forces for special projects which provided opportunities to meet people throughout the company. When promoted into a role and tasked with creating a new corporate competency, I had to network throughout the company, asking questions to better understand each business unit's challenges and offering to help. I established relationships with all of the business unit sales and marketing leaders and learned to navigate the organization to effectively get work done, add value to the company and make a difference. 

Your future, and the success of your career, is in your hands. No one but you knows your dreams and passions. And, it is unfortunately rare to find a company that will take you by the hand and map out a development plan to help you climb the corporate ranks. Ford R. Myers states in his book, Get the Job You Want, Even when No One's Hiring, that "We go through 12 years of education, possibly four more years of college, and sometimes even four more years of graduate school, and not one day is spent on how to manage your career." And he's right. It's up to you.  Networking, done right and consistently throughout your career, is one way to take control of your future.

Judy Cuffaro Arnold '85 has over 25 years' experience leading marketing strategy, demand generation and direct marketing operations. She is a past President and active member of the Philadelphia Direct Marketing Association (PDMA) and was recently nominated for the board of the Power Women's Roundtable (PWR).  Judy can be reached at [email protected]

It's the holidays but that doesn't mean you should stop job searching for the next 6 weeks. Prepare now. If you need assistance with your resume, the job search or other career questions contact Lorie Davis at [email protected] or call 717-477-1218.

There will not be a December alumni career newsletter. Watch for the first edition of 2014 in mid- January. Happy Holidays!