A brief presentation that considers the value of networking to: * undertake career / labour market research; * support opportunity search; or * enhance employability. The importance of networking to secure work opportunities is visually depicted. Guidance is also offered on creating a profile statement supportive of networking and resume development.

1. Barry J Horne
T: (08) 9448 6753
E: barryjh@amnet.net.au ECU BES5100
L: http://au.linkedin.com/in/barryhorne September 2012
…is the building and nurturing of personal and
professional relationships to create a system or chain
of information, contacts and support (Course Text)

2. Social Networks of Contacts/Interactions
Family Members, Friends, Social Acquaintances
Learning Facilitators, Student Peers
Organisational Colleagues
Clients, Customers, Suppliers
Industry Group Members and Professional Peers
Recruitment Consultants
Contacts via Reputation
Horne (2012)

3. Career / Labour Market Research?
◦ Informational Interviewing
(especially Labour Market Entry, Re-entry or Career Change)
Major Opportunity Search Strategy?
◦ Build Network Before Need It !
◦ What’s Your Offer?
◦ Business Intelligence Gathering / Market Opportunity
Discovery
Employability / Business Enhancement?
◦ Brand, Credibility, Visibility and Reputation Development
Horne (2012)

4. Primary Research Method
◦ First Hand Interviews of People Working in Settings,
Occupations, Professions, or Industries of Potential Interest
Preparation
◦ Frame Interview Questions
◦ Business / Contact Card
◦ Research Interviewees
◦ Script Approach
◦ Make Slight Ego Play and Ask for Help
◦ Arrange 20-30 Minute Meeting
Horne (2012)

5. Conduct
◦ Semi-Structured Interview Process
◦ Never Contradict Stated Purpose
◦ Ask Permission for Note-Taking
◦ Focus on Interviewee’s Experience
◦ Secure Insights, Greater
Understanding
◦ Manage Interview Time
◦ Ask for Referrals to Others
Follow-Up
◦ Thank Interviewee Within 48 Hours
◦ Reciprocate, if Possible
Analysis
◦ Cross-Reference Multiple
Interviewees’ Perspectives
Horne (2012)
Indicative Meeting Framework
0 Rapport Building – Thank for
Meeting Opportunity, Mention
Referral Source
5 Ask Informational Interview
Questions - Focus On
Interviewee’s Setting, Position,
Occupation, Industry and
Associated Developments
/Trends.
20 Be Prepared to Explain Motives,
Outline Background
25 Thank Interviewee, Ask About
Others Well Placed to Help with
Research
30 Close Meeting

6. 70%
30%
Recruitment
Consultant
Human
Resource
s
Hiring
Manager
Decision-Making
Autonomy,
Budget
Horne (2012)

7. Stimulus Questions (Based on Peak Thinking)
Experience Across Multiple Economic Sector(s)?
Industries Worked In/For?
Field(s) of Expertise (e.g. Accountancy)?
Work Setting Exposure (e.g. Corporate, Consultancy)?
Compared with Others in Field, Areas of Specialisation?
Major Projects / Achievements Worthy of Note?
Key Skills?
Formal Qualifications?
Professional Memberships / Accreditations?
Leadership and/or Personal Style?
Horne (2012)

8. Example
A Project Manager with over 5 years’ experience with
Australian subsidiaries of a global Group providing
equipment and professional services to the mining, minerals,
materials handling, and cement industries.
Areas of particular expertise include Commercial Project
Management, Claims Management, and Construction Law.
Possesses a capacity to work autonomously, and in project
teams, to solve complex, challenging business problems by
applying excellent investigative, conceptual, critical thinking,
planning, quantitative, and technology skills.
Practical experience and training in Project Management are
supported by formal qualifications in Construction Law,
Business Administration, and Accounting.
Horne (2012)

9. Target-Driven Activity
Impress Professionally in Every Interaction
Increase Number of People Aware of, and
Supportive, of Career Goals
Behave as Resourceful, Curious Business Person
Know Your Unique Sales Proposition (Offer)
Use Modified Informational Interviewing
Techniques
Business Intelligence Gathering
Horne (2012)

10. Develop Matrix of Support Within (or For) Business
Tap Into Experience and Expertise of Colleagues (Peers)
Identify Suppliers (Prospective Clients) via Network
Gain Understanding of Political Landscape of Systems
Discover Organisation (Industry) Culture and Dynamics
Learn About Emerging Career (Business) Opportunities
Know Organisation’s Business Service and Product Lines
Progressively Develop Reputation Across Business (Market)
Horne (2012)

11. Consider Networking a High Priority Business and Career
Activity
Always Carry Business or Contact Cards
Collect Business Cards / Organise Network Data
Network with People Aligned with Current and Future Career
Goals
Leverage Time and Increase Probability of Synchronicity by
Strategically Selecting and Attending Industry / Professional
Association Events
Never Underestimate Potential Value of Network
Reciprocate, Share, and Exchange Value
Learn Together
Understand Your Network Members’ Capabilities and Interests
Be a Connector – Introduce People!
Horne (2012)