Using Your Network To Find Job Opportunities In A Tough Market

About 4 months ago I began working with a bright, talented lawyer shortly after he was made redundant.  Like every client I work with in this market, from the outset I explained the importance of focussing his job search campaign via networking and contacts much more than targeting recruiters and jobsites

Not because the other search channels were ineffective - but because in the current job market a much larger proportion of roles are being filled by employee referral programmes and direct hiring from firms rather than recruiters and job sites. An abundance of candidates, smaller recruitment budgets and slimmed down HR teams (who manage and process applicants) being the main reasons.

Over the last few months he has made some progress - but hasn't secured a job offer despite is impressive resume / CV. This is largely (in my opinion) due to the fact that he has been searching mainly via recruiters and job sites (i.e. the complete opposite to what I suggested) and so faces huge competition for a smaller pool of positions.

When we met last week, I suggested he changed his approach to focus much more time and energy on networking and less time and energy applying to the same recruiters and job adverts that every other lawyer in town is applying to.

He told me that I was wrong - that the legal world was different to other sectors. Busy lawyers don't have time to network apparently and so my advice wasn't relevant to him.

How stupid of me. What do I know anyway, I'm only the career and recruitment guy right? If I'd listened to my parents when I was younger and become a clever lawyer like a good Indian boy then I'm sure I would have known better... .

....sorry, I digress - let me carry on with the story:

In response to this, I gave him some very direct feedback and some Sital style straight talk coaching to get him to open his mind and change his approach. I also shared some simple practical steps to take along with some client success stories to inspire him.

After much discussion and debate (why do lawyers want to debate everything...?), he reluctantly agreed to put some of my suggestions into practice.

Fast forward to yesterday when he contacts me for help and advice on finalising an upcoming interview.

"An interview...??" I ask.

Yes, an interview for a role within the in house legal team of top 100 listed firm (..in fact an award winning legal team that he would LOVE to work with).

It's initially a 12 month contract as the firm cannot officially recruit due to redundancies and cost cutting across the organisation. But they have some issues that need resolving along with a much slimmed down team so the department head created the just role for him based on his specialised expertise.

Which means there is no competition for the role, no recruiters to deal with, no HR involvement and no bureaucratic interview process. Just one interview with the decision maker and hopefully an immediate start assuming all goes well at the interview.

...and where did this wonderful opportunity come from you ask? That thing lawyers don't do - networking! 

That's right, a contact of his approached the legal head on his behalf after a chance meeting at a conference (...so lawyers aren't THAT busy then hey?).

I resisted the urge to say "I told you so" and instead point both him and you towards some lessons from this story:

The Lessons:

1. There are plenty of problems out there to solve 
 

As I mentioned in a previous article titled "3 Ways To Find Consultancy Work", most firms don't have big recruitment budgets right now - but they have lots of problems to contend with. And consequently need solution providers.

 

2. Organisations need solution providers - consultants, interim managers and contractors

 

Organisations are currently stretched - they're operating with fewer people whilst trying to maintain market share, grow revenues and (for some firms) deal with increased regulatory controls.

With the continued pressure on costs and a shaky path to economic recovery, the safe bet is to hire contractors/interim managers and consultants who can help take the pressure off - yet not be a cost burden if there is another dip in the market.

 

3.  They find these people via their network

With the pressure on costs and the abundance of talent in the market place, firms are reluctant to spend money on recruiters and head hunters unless they have to. They instead prefer to source talent directly or via employee referral programmes.

 

So if you're spending the majority of your time applying to online ads and chasing up recruiters, you're missing out on a heap of potential roles.

 

At the same time, as my legal client found out, there are roles out there that have not even been created - and often get created because a hiring manager meets a someone they can trust - an ex-colleague or a recommendation from someone they trust and know.

You don't find these opportunities by sitting in front of your computer for 6 hours a day 'job searching.'

 

4. Don't make assumptions or underestimate the power of your network or the people you know

Networking does not necessarily mean hanging out at fancy cocktail parties exchanging business cards.

Networking is all about relationships.  And relationships are based on conversations. Regardless of how busy they are, everyone I know has conversations with people they know (online and offline).

Lawyers have wives, husbands, partners, tennis partners, university friends, neighbours, golfing friends, financial planners, cousins, etc. In fact so do people in every other profession.

So everyone has the ability to connect you to people and opportunities - but only if a) you invest in that relationship and b) they know how to help.

So never underestimate the power of your network and the people they in turn know.

5. We all need some 'tough love' at times

What my legal client needed was a gentle 'kick in the pants' to get him to reconsider his failing job search strategy and some ideas on taking a new approach. He needed someone that cared enough about his success to have an honest and slightly uncomfortable conversation with him so that he could start moving forward.

How about you? Are you surrounded by lots of agreeable types or people who are willing to challenge you and show some 'tough love' in order to help you move forward..? A gentle nudge to help you step out of your comfort zone and network much more than you are now.
 

I am not for a minute suggesting that you don't utilize the services of recruiters and job sites.

 

What I am suggesting is that you search via multiple search channels approach job search whilst placing a strong emphasis on networking.

I don't know whether my legal client will be successful in securing the role - and indeed whether the role will be right for him. But I do know that he now clearly understands the value of his network.

That value and that lesson will stay with him for life - not just for his immediate job search.

By Sital Ruparelia 

 

Comments

[Sally Jones]

Yes, network. They all say to do it, but no one explains how to do it or what it really is. Maybe you could next post a real step by step with concrete tasks for those of us who do not know what it means to network or how to do it. It's not that "set up interviews to get information" thing, is it? Make me a list of things to do and I can do them! I am also very shy.

[Melissa]

Love it! Obviously, you are the "career and recruitment guy" for a reason :)

[Kate]

Sally, I've seen lots of articles on this site about networking - just do a quick search and I'm sure you'll find some more advice.

And also - you must remember that the career experts that write on this blog run their own businesses with paying clients. So if they told us exactly how to do every thing in these articles, how would they ever get paying clients and survive..?!?

You would never see other professional services advisors like a tax accountant or lawyer tell you exactly step by step how to do something in an article. If they did that, they'd be out of business pretty soon!

Sital & other writers - many thanks for being generous enough to share your ideas and wisdom on the site. If really helps..

[Sital]

Melissa, Kate
- thanks for comments

Sally
- take a look at this article I wrote a few weeks back:

21 Networking Tips For Job Seekers
http://www.careerhubblog.com/main/2009/07/21-networking-tips-for-job-seekers.html

[Ernie Perez]

Escellent article and more the lawyers face this initisal challenge. For effective and efficient job search, a tool box is required with many accessible tools. Networking tools should rtepresent about 70% of a person's useable tool set.

[Gail]

This article is so true. We cannot sit behind a computer all day and expect to get opportunities competing with many, many others for posted positions. We need to use our pipelines in all types of way, step out of our comfort zone and network!! Great article!!!

[Sophia Hudson]

Great post.This is true we should not just waiting for the opportunities to get a job.We must use our network to find a job.

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