Building a solid network: to gain the most from these connections, you must have a polished presentation. (Book Excerpt).

A SEARCH FIRM MAY BE ABLE TO PLACE YOU IN A JOB, OR YOU might find one through a newspaper's classified ads, but, according to many career experts, the most productive and powerful source of jobs is networking. Most human resource professionals say that approximately seven out of 10 jobs are gleaned through networking, and the chances of finding a job are probably better with networking than with any other source.

Networking is just that--work. It is labor-intensive. It requires gathering, classifying, working, and reworking long lists of names and addresses, plus hosting lunches and dinners, and making brief visits to your contacts. While it seems easy ("Just make a list and make some calls"), networking isn't a pushover. Only recently has it acquired a name and been proven to be a great method of attaining a job. The frustration comes because unless you are a natural at schmoozing and are willing to pursue it wholeheartedly, networking is hard work.

It requires conversation and a keen eye for possibilities and opportunity, but it's not as far-reaching as you think. When a friend suggests an accountant or a dry cleaner, or when you strike up a conversation with the person sitting next to you on an airplane--that's networking. You are finding out information about a possible service you need or an interest you have. It's the same process that kicks in when someone recommends you to an employer because you have made a good impression on him or her.

Networking translates to building relationships based on trust. When you tell someone something about yourself, he or she assumes that it is the truth and may later put his or her reputation on the line by passing along your name, goals, or accomplishments to someone else who is in a position to help you. Therefore, never misrepresent yourself.

The process of networking has three basic elements:

1. Creating the network: Amassing a valuable list of names of people who can help you. Remember that this list is not static. It fluctuates with every move, relocation, or life change of you or one of the individuals listed. You must keep this list up-to-date and build on it constantly.

2. Working the network: Calling your contacts, making appointments, and visiting them with a distinct purpose in mind.

3. Following-up: Keeping the flow of information going; checking with your network contacts and reminding them of your career and job-search efforts. Networking is not a one-way street. You must be able to give back to the network and provide any knowledge and leads you have, if you expect to have such information come to you.

BUILD YOUR NETWORK

You may think that because you have a pile of business cards, have made initial contacts with some key people at companies you're interested in working at, and know a friend who has a friend who works at Company X, your networking strategy is on target. But ask yourself: "Why am I still not in the job I want to be in?"

Many people underestimate the power of networking and miss good opportunities because they don't really understand and prepare for the process. To begin, you must first make a list of all the people who will form your network. Networking is about reaching out to and building relationships and rapport with people who can hire, mentor, or support you. They're usually family members, friends and acquaintances, professional contacts, and people you meet by chance.

To gain the most from these connections, you must have a polished presentation. The initial contact is usually verbal. Remember, you are marketing yourself. In your presentation, include information about your current work situation and responsibilities, as well as your goals. Highlight your job skills, work history, and interests. Next, rate the individuals on your list according to how you believe they can help you advance.

Because networking is so informal--casual meetings, lunches, introductions of one friend to another, flanked by the thread of conversation and human contact--it is easy to take it for granted. By applying yourself to the process, you expose yourself to leads and inside information that can reveal industry trends, facts, and more networking contacts. Each contact can reap two or three more. A journalist worth his or her mettle is nothing without sources. To build those sources, he or she leaves each interview with the names of two or three other people who can provide the same or similar information. For the average job seeker, the strategy should be no different. Adding to your list keeps your network healthy until you achieve your goal. One very well known national news anchor goes through his card file each day and calls someone to catch up. He has done this every day for years. When he exhausts the file, he starts all over again.

The best people to include in your network are insiders who work in the job, industry, or company you wish to enter. You may not have this hot list out of the box, but you can hone it over time. Start scheduling informal meetings with the people on your contact list. The telephone is a good link, but face-to-face meetings are always better. Your aim is to get the word out, to as many people as possible, that you are looking for a job. Tell them the type of job you're seeking, and persuade them to keep their eyes open and spread the word. Don't expect the network to go on automatic pilot. If someone promises to walk your resume into his company's human resources office, follow up in a timely manner. Check the status and get the name of the person you should contact for more information.

It might sound like a cliche but networking is still an important key to getting the job you want. No college senior knows that better that Lydia Cutrer. Keen on making her mark as an investment banker, the 20-year-old Temple University senior has already made career strides that many seasoned professionals only talk about. "For me, it's been about relationships," say Cutrer, who was a participant in Sponsors for Educational Opportunity (SEO), one of New York City's first mentoring programs for high school students. SEO also provides, to college undergraduates of color, orientation, training, coaching, and substantive internships in various careers. "When I began college, I had heard about accounting and thought it would be a great foundation for business. During my freshman year, I joined the student chapter of NABA [National Association of Black Accountants] my first week, in order to find out more about the career and get involved. I also update mentors and my supporters on my progress, sending out notes and e-mail regularly."

Not content with just one affiliation, the New Orleans native is also a member of the National Black MBA Association and has done internships at AT&T and Chase. As the youngest member of the Next Generation Network, one of the many career programs offered by the Executive Leadership Council in Washington, DC, Cutrer has positioned herself beneath a tree of low-lying fruit, and she already has her pick of the harvest. She has an analyst job offer from Chase--an invitation to enter the two-year investment banking program after graduation. Early in her career, Cutrer hopes to pursue an MBA degree and maybe enter the field of venture capital or urban revitalization.

TAKE IT SLOW

The worst networking is done at networking parties. People walk around and do five-minute "get-to-know-you" conversations with everyone in the room. At the end of the evening, they might have a fistful of business cards, but they are no further in their job search because they don't know how to use networking, or they didn't target just a few people with whom they can realistically follow up.

Each personal meeting provides an opportunity for your contact to get to know you better, to like you a bit more, to become interested in your well-being, and to decide whether to help you. It is easier to remember someone you have met than someone you have only spoken to on the telephone. Being able to link a name with a face--or some other distinguishing characteristic--is a good start for a new relationship.

Don't get your contact's guard up by delivering a bum's-rush list of your requests and needs. Don't run up and ask for a job. If a contact has warmed up to you and knows of a job opening, he or she will mention it. Don't expect news of a job; in fact, make it clear that you are not asking for a job, but only for advice and some recommendations on how to proceed in your job search efforts.

After each personal meeting, send the contact a short note of thanks. Thoughtfulness and gratitude go far, and a postcard or note card will be appreciated. Granted, it is easier these days to shoot off a quick e-mail, but a letter or note lasts longer and says that you thought enough about the meeting and the person to sit down and write.

NETWORK YOUR WAY INTO COVETED CAREERS

Quentin Williams says that a combination of persistent and appropriate networking landed him dream jobs at the FBI, the NFL, and the NBA. "Appropriate" networking here means doing a good job always. Over his career, his high work ethic was communicated by word of mouth, and when opportunities became available, his name was the first on everyone's lips. "There are many people who have the skills, but don't have the motivation and assertiveness. It's more of me selling myself to other people, by being diligent in displaying my skills," says Williams, who is team president for North Charleston's National Basketball Development League and is helping to lay the groundwork for the NBA's new development league.

With his sights always set on being an FBI agent, Williams worked six months at a private law firm after graduating from St. John's University School of Law, in Brooklyn, New York, while his FBI application was pending. "It gave me the opportunity to gain legal experience and helped me rule out medical malpractice litigation as a career." A year and a half passed before Williams completed the FBI's arduous application process (background investigation, physical test, written exam, psychological evaluation, and panel interview) and was off to the academy in Quantico, VA.

After four years as a special agent in New York, investigating bank robberies, hijackings, drug cases, and white-collar and organized crime, recognition for his work came from more than the FBI. "I put my heart and soul in the job and showed other agencies, such as the U.S. Prosecutor's Office, U.S. Attorney's Office, and local police agencies, that I was able to do the job," he adds.

Although Williams had no intention of leaving the FBI, an offer to join the U.S. Attorney's office in Connecticut was enticing. "I slept on the offer for six months before taking it. I knew that it was one of the best legal positions to have, and I wanted to learn how lawyers tried cases." After Williams had spent a few years as an Assistant U.S. Attorney, his former FBI boss, who was moving to the NFL headquarters in New York, invited Williams to come with him. Recommendations from others in law enforcement helped him to land the position of NFL Senior Manager/Player Liaison. His primary responsibilities included prevention of player off-field misconduct by creating league policies and communicating them to players and club personnel. "I had been networking and didn't even know it," recalls Williams.

One afternoon, while at the NFL Pro Bowl in Hawaii, Williams began networking. "I saw Michael Huyghuye, senior vice president of Football Operations for the Jacksonville Jaguars, eating lunch with his wife. I said hello and they invited me to join them. During the course of that lunch, we talked informally, and I weaved into the conversation information about my background and goals, careful not to be too aggressive," Williams recalls. A year later, Huyghuye called Williams and offered him the position of Director of Player Development and Staff Counsel for the Jacksonville Jaguars.

He later took on the role of Director of Player Administration and Community Affairs, with responsibility for negotiating player contracts and complying with NFL salary-cap rules while overseeing the player development and community affairs departments. Williams also served as Legal Counsel for the club on both football and non-football-related matters. Under his guidance, the team won the award for the NFL's Most Outstanding Player Development Program in 2000. Huyghuye later confided to Williams that their informal lunch together convinced him that he needed Williams on his team.

"What people forget to do is to work. Instead, they focus solely on networking. Networking for me is doing a good job, and not just when people are watching. People get into work behavior patterns, slack off, leave early," says Williams. "People should work as though they are accountable. I've always taken pride in what I've done, and I've been given opportunities because people see that."

But how does one get into the coveted arena of sports--a field where retirement is the only way that positions open up? "If you want to get into sports and entertainment, an MBA or law degree is a must," says Williams. "A degree in sports management is so career-specific that if you can't get into sports immediately, what are you going to do? You have more diversity with the MBA or law degree. You must also do internships and if you're good, you will be offered a position. The combination of the internship and the postgraduate degree gives you the best tools."

QUID PRO QUO

Networking is a two-way street. You don't have to pay back in kind, but the little things you do could make a difference. For example, there might be no way that you can help a senior executive make a job contact, but perhaps you can help tutor her son in math. As you scan the newspapers and industry trades, you may want to clip out an article that pertains to your contacts' industry or company and mail it to them for their reference. Of course, what you have to offer may be something that individuals can do on their own, but your initiative and your recognition and respect of the rules of networking will give you credibility and persuade people to help you again and again.

Don't rule out any contact, no matter how humble. Your objective is to let the whole world know that you're looking for a job except for your current boss. As you make the rounds, you will realize that not only are you making many useful contacts, but you are increasing your knowledge of your industry and becoming known to many people.

REAP COLLEGE REWARDS FOR LIFE VIA UNIVERSITY CONFERENCES

You planned to go, but something came up. You wanted to go, but thought you had to be an alumnus to attend. Wrong! University conferences are great networking venues. And, best of all, they offer valuable opportunities for you to launch or advance your education and career. They shouldn't be passed over lightly.

Alumni groups from colleges and universities across the country sponsor annual conferences where members can meet and share information. But these gatherings typically aren't limited to alumni members. Everyone, from the mildly curious to go-getter professionals, can take advantage of the lectures, seminars, and job fairs they offer.

Whether you go for one day or one week, these conferences can offer you a way to meet people in your field--or in an area you're hoping to enter.

If your school doesn't specialize in a particular area, you can gain leverage from another school's strength and get a better handle on industry trends and job opportunities.

Conferences offer a double benefit. Corporations have a chance to actively recruit talented candidates, and job seekers have one-stop shopping for interviews with a host of companies in one day. Surprisingly, not many students take advantage of these fairs. They assume that jobs will be waiting for them, and they miss out on wonderful opportunities.

In addition to providing networking avenues, many conference seminars offer information to help overcome social hurdles. Before entering Howard University College of Medicine, Tanya Savage attended conferences at schools like Emory University and Morehouse College. As a student at a predominantly white women's college in Georgia, the Pensacola, Florida, native found she had to face daily bouts with racism, classism, and even sexism from male professors. "There were no black professors," she says. "I was not exposed to any black leadership at all." Savage, who was recruited by the college and awarded scholarships, says she needed desperately to find an outlet.

The college was not filling her social needs, so Savage, then president of the black students association, persuaded the dean to pay her way to some conferences. By going to conferences that focused on race and class issues, she was able to implement, on her own campus, changes that ultimately helped her and her fellow black students.

Most school-based conferences take place during the spring. Trade associations and corporations often cooperate with alumni groups in sponsoring conferences. Costs vary, depending on the length of the conference and the accommodations for visitors. To find out more, contact the alumni association of the college or university you're interested in.

Networking Resources

Don't rule out sororities and fraternities. If you aren't a member, there are graduate chapters that you can join. Here are just a few resources:

* Networking is the foundation of a successful career search. The costs of hiring and training new employees is skyrocketing and, for that reason, many hiring managers want a personal recommendation from someone they know, or who already works for the company, to refer job candidates to them. Take the time to network with everyone you know and everyone they know. It will pay off.

* The African American Network: Get Connected to More Than 5,000 Prominent People and Organizations in the African American Community, by Crawford B. Bunkley (Plume).

* National Directory of African American Organizations 2000-2002(Philip Morris Companies; 212-880-5000). This book offers a wealth of contact information for black professional organizations, plus references and related publications.

* Black Enterprise Entrepreneurs Conference and Strategic Summit. Network with hundreds of entrepreneurs. B.E. 100s CEOs, top executives, decision makers from corporate America, and industry vendors attend this four-day event held in May, in Nashville, Tennessee. Its seminars and special events, such as the golf outing and awards dinner, offer prime networking opportunities as well as ways to glean proven advice that can help you advance your business.

* Black Enterprise Pepsi Golf & Tennis Challenge. This is an opportunity to experience the ultimate in power networking while enjoying only the finest in leisure pursuits. The Labor Day weekend event is held at the world-class Doral Golf Resort and Spa, in Miami, Florida, and hosts over 1,300 guests. Professionals interested in expanding their business options should attend.

* Black Enterprise/AXA Advisors Ski Challenge. This event offers African American executives a forum for networking while enjoying leisure activities. Held during Presidents' Weekend, in Vail, Colorado, attendees can enjoy conquering world-class slopes, being pampered in the spa, or attending a financial seminar. No professional should miss this exciting winter event.

African American Organizations for Building Networks

Hundreds of African organizations address almost every career interest
or professional endeavor. The following list samples just
a few. However, you can find others, as well as convention dates and
places, in the BLACK ENTERPRISE Calendar of Events, published
each month in the "Powerplay" section. You may also call a particular
organization, or log on to its Website, to find the chapter or
affiliate nearest you.

Association of Black Psychologists
821 Kennedy St., NW
Washington, DC 20040
202-722-0808
www.abpsi.org

National Pharmaceutical Association
107 Kilmayne Drive, Suite C
Cary, NC 27511
800-944-NPHA
www.npha.net

Black Retail Action Group, Inc.
(BRAG)
P.O. Box 1192
Rockefeller Center Station
New York, NY 10185
212-319-7751
www.bragusa.org

Blacks In Government (BIG)
1820 11th St., NW
Washington, DC 20001-5015
800-433-3280
www.bignet.org

National Alliance of Black School
Educators (NABSE)
310 Pennsylvania Ave., SE
Washington, DC 20003
202-608-6310
www.nabse.org

National Association of
Black Accountants Inc. (NABA)
7249-A Hanover Parkway
Greenbelt, MD 20770
301-474-6222
www.nabainc.org

National Association of Black Journalists
(NABJ)
8701-A Adelphi Road
Adelphi, MD 20783-1716
301-445-7100
www.nabj.org

National Association of Minority Media
Executives (NAMME)
1921 Gallows Road, Suite 600
Vienna, VA 22182
888-968-7658
www.namme.org

National Association of Urban Bankers:
Urban Financial Services Coalition
1300 L St, NW, Suite 825
Washington, DC 20005
202-289-8335
www.naub.org

National Bar Association Inc.
1225 11th St., NW
Washington DC 20001
202-842-3900
www.nationalbar.org

National Black Association for
Speech-Language and Hearing
P.O. Box 959
Athens, Ohio 45701
140-594-4989
www.nbaslh.org

National Black Nurses Association
8630 Fenton St,, Suite 330
Silver Spring, MD 20910
301-589-3200
www.nbna.org

National Black Police Association Inc.
3251 Mount Pleasant St., NW
Washington, DC 20010
202-986-2070
www.blackpolice.org

National Black Public Relations Society
6565 Sunset Blvd., Suite 301
Los Angeles, CA 90028
323-466-8221
www.nbprs.org

National Brotherhood of Skiers Inc.
1525 East 53rd St., Suite 418
Chicago, IL 60615
773-955-4100
www.nbs.org

National Urban League Inc.
120 Wall St.
New York, NY 10005
212-558-5300
www.nul.org

National Coalition of 100 Black Women
38 West 32nd St., Suite 1610
New York, NY 10001
212-947-2196
www.ncbw.org

National Dental Association
3517 16th St., NW
Washington, DC 20010
202-588-1697
www.ndaonline.org

National Optometric Association
3723 Main Street, P.O. Box F
E. Chicago, IN 46312
877-394-2020
www.natoptassoc.org

From the book Black Enterprise Guide to Building Your Career, [c] 2002 by Cassandra Hayes, All rights reserved, Reprinted by arrangement with John Wiley & Sons Inc. (Log on to www.blackenterprise.com to order a copy.)