TOP TIPS
10 Things to Do By Year End

• Reconnect with your network. Call or email key contacts with an update about your summer, recent projects, and what you’re looking to accomplish in next year4.
• Revamp your resume. Click here to submit your resume for a free, professional review.
• Get updated salary benchmarks. Visit www.salary.com or www.salaryexpert.com for current salary statistics by profession and geographic area. More...

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NETWORKING SURVIVAL TIPS

Diane Darling is author of The Networking Survival Guide and CEO of Effective Networking, Inc., where she helps professionals optimize their affiliations to achieve business success. Here she shares some insights on successful networking.

Form an Inner Circle of Advocates
Executives know so many people that deciding where to begin can be overwhelming. The question to ask yourself is: Who, of all the people you know, is in your inner circle of contacts? Your inner circle consists of people who know how you make a living – if they don’t know, they can’t network for you. Your inner circle should be clear on what you DO, not just what your title says. Someone may be an Executive Vice President, but that can mean a lot of different things across industries and organizations. Help educate your inner circle by creating a chart that outlines who you help, the problems you’ve tackled, and the solutions you have provided.

Don’t Make People Read Your Mind
Some executives get caught up in their titles and feel that don’t need any help. But the hidden job market is where people get jobs, especially at the senior level. You have to be on somebody’s radar. A lot of people would be happy to help you, but they can’t read your mind. You can’t assume that everyone knows what you do. We all think people can read our minds and we assume they know what we need.

In initiating contact with someone, make three things clear: 1) what you want by initiating contact, 2) what is in it for them to engage with you, and 3) what the next step is. That way, you both know exactly what’s going on. You’re both confident and prepared so you can get on to the business at hand. Often there is just hinting or implying, and people don’t have time for that.

Start Easy to Build Networking Skill
It sounds counterintuitive, but I recommend starting your networking activities with the people you assume are going to be least helpful. Have a few breakfasts with them. You will not be feeling nervous or needy and will learn how you articulate what you’re asking for.

Seek Out Those You’ve Helped
Anyone you’ve helped in the past would feel honored to get your call. People at senior levels often forget it’s flattering for others to help someone senior. A lot of people approach a networking contact with a vague request, such as, “I’d like to get your advice. Here’s what I do. Does that make sense? Would you know who to refer me to?” Instead, make your request clear and well defined: “I have something to contribute to a company such as Microsoft or Lotus in development of databases. I’m looking to connect with the Managing Director of the database division.” Take it to the level of a specific company and activity. Do enough homework about the organization to find the individual you want to contact and know something about him or her. We often position ourselves for rejection but people like to say yes to us, and can actually do something. Give them a request they understand and could say yes to.

Get Feedback on Your Networking Style
Everybody needs a Dr. Phil in his life. Someone who will say, “This is how you’re coming across and it’s not helping your cause.” People are less willing to do that for senior executives, and that can be a plague. Issues like the inflection of one’s voice, which can suggest uncertainty or lack of confidence. Often style or behavior can be changed, resulting in a more effective networker.

Keep in Touch
It’s important to have some sort of newsletter or regular communication designed for career advancement so you can prevent having to go job hunting in the future. It updates your network on what you have been doing and keeps you on top of mind. Your newsletter/update should go out a minimum of once a year, ideally quarterly. Try to include useful information for the reader that will also serve as a reminder of what you do.

For more networking tips and a free preview of The Networking Survival Guide, visit http://www.networkingsurvivalguide.com.