Certainly, for those that are out of work, the network process is established to eventually lead to another opportunity. But how the person gets there is a no-strain, all-gain method if done correctly. And the method is a simple one of Sharing information. And it is like being a great detective or a dynamic investigational reporter for a big newspaper -- a lot of asking questions and a lot of listening. If this is not what you have experienced, read on.

For those in search of a new work opportunity, you must have a target in mind. If you don’t know where you are headed, you will end up somewhere else. The target should be reasonable, given your background and experience, and it should be focused. It should be pointing in the specific direction of a pool of potential employers. This pool of employers will all have something in common -- perhaps it is in implementing the latest electronic technology (that you have made it your business to learn more about); perhaps it is installing ISO 9000 or working for the Malcom Baldridge Award; perhaps it is re-engineering the functional area where you have worked before. The point is, it will be something specific to which you both can relate. What happens next is what networking is all about.

It begins by getting the name of someone you don’t know from someone you do know and then Qualifying The Lead. This means that you get some important information about the next link in the network chain and Prepare for that meeting. To qualify a lead you must ask three simple questions:

1. What is _________________ (the person to whom you have been referred) an expert in? (This should tell you what you can expect to learn about and what the person will like to talk about. It should be about the particular function or industry that you want to be in.)

2. What can I give that person in exchange for his/her time? (This should be a currently interesting topic and one that you are learning about during your networking in the field; that means a sharing of information that you have either read about or gotten from other networking contacts.)

3. What is the best way to contact him/her? And in descending order of priority --

• Would your referral source call, explain what you are doing and see if it is OK for a "no- strings attached meeting?" Then you’ll follow-up to set the date/time.

• Call and use your referral source’s name? (OK if a real close relationship exists between the person and your referral source.)

• Write first and then call to follow-up.

You now have a reason to meet; you have information to give and you have something that you would like to know more about and, hopefully, the person you are about to meet can provide.

When you meet, you should be prepared to share your background in a succinct manner, share your knowledge about the trends and issues you have been learning about, and you should be asking a lot of questions about his or her area of expertise so you can pass that along to the next person in the chain. Additionally, you should be asking the person about their impression of your background; what would be interesting to potential employers, what would turn them off, what kind of money a person would make at that level in companies in that industry; what companies would likely hire from the outside if they had the need; how would he/she approach them if he/she were in your position; etc. The list is endless.

But, you say, I’m not sure what I want to do -- or there is something I’m interested in, but I don’t know how to talk about it with someone. What do I say -- how do I get started? Why should they talk to me? You must figure out what you have to offer in return. Perhaps it is only what you have been reading. Perhaps it is how you arrived at this point in time and decided to start something new. One thing is for sure, after your first meeting, what you have to offer will include all the intelligence information that you were able to dig up in that meeting (company secrets aside). That volume of information will be building with every network meeting you have -- provided you qualify the meetings in advance and go about it systematically and thoroughly. If you are getting started, the following may be of help. Notice that the questions are pointed at Marketing -- you would have to change the focus to meet your needs. However, this list of questions is generic in that, for any search you are on, you will want to be building the same kind of information.

Generic Questions to Ask During an Information-Gathering Meeting

1. What’s your title and responsibilities?

2. How did you get into this business?

3. Describe a typical day; week?

4. What do you like about your work? What else? (get 3)

5. What do you find least satisfying? What else? (get 3)

6. What are the skills and personal traits necessary to succeed in this business? Function? Job?

7. What kind of education and training would best prepare someone for (the type of position you are interested in)?

8. How is success in this business measured along the way? As a company? As an individual?

9. What do you read on a regular basis that is job related? What, specifically, should someone new to the field be reading?

10. What trends and issues do you see as particularly important right now? For the next five years?

11. What segment of your industry is doing the best or is coming up? What segment is doing the worst? Why?

12. What companies are the leaders in this field? Why?

13. With regard to my resume, and in view of this industry/function/etc., how could it be improved? What’s missing? Too much, etc.?

14. Now that you know more about my background, what I enjoy doing, am looking for, etc.

    • What segment, function, etc. of your industry would be most compatible?

    • At what level (title/salary/etc.) should I be looking to enter this business?

    • How should I be prepared to approach prospective employers (e.g. resume, portfolio, advertising/sales kit, writing samples, give a presentation, etc.)?

15. When I’m fortunate enough to find an employer for me, what should I expect/look for in terms of a career path? What would I need in order to advance to the next level? To the top? What would be the income potential?

16. Who else should I be speaking with to learn more about (industry/function/etc.)? [NOTE: Allow the person to come up with names of his/her own. If no names are forthcoming, prime the pump with names of people, companies, etc. that you’d like to meet.]

• Denotes most critical items for “mini” meetings or shorter phone conversations.