Networking

Essentially, networking is speaking to individuals with the intent to obtain career-related information, develop mentoring contacts, and build a professional network of individuals in desired industries and organizations. Networking not only is key to your current job search, but will continue to be important throughout your career. In speaking to others in, or connected to, your field of interest you can learn about:

• Industry and company trends
• Duties and responsibilities of positions
• Career advancement paths
• Appropriate internships
• Strength of the job market
• Professional associations
• Other networking contacts or referrals
• Names of potential employers
• Relocation information/housing considerations

The U.S. Department of Labor estimates that only 15% of all jobs are advertised. This means that 85% of jobs are filled by referral. Networking is the only way to access this hidden job market.

Obtaining jobs by only applying to positions that are advertised online or through on-campus recruiting limits your job prospects and chances for success. Additionally, since recruitment firms and online referral services are expensive, most managers will start their search by asking fellow employees if they know good candidates. If you come to mind because you have effectively networked, you will have a greater chance of being considered for positions that are never even posted.

However, you cannot come out and ask for a referral. That is too aggressive. Instead you need to meet people, establish a rapport and eventually build a relationship so that someone wants to give you a referral.

Your network includes: faculty, staff, friends, family, family friends, alumni of UB or your other alma maters, religious leaders, neighbors, classmates and their parents, other recruiters, co-workers, casual contacts at social events, in-class speakers, contacts through student clubs, etc.

No longer should the phrase “it’s not what you know, it’s who you know” discourage you. Let it inspire you to meet people around you who can be your network.

We encourage you to take advantage of the networking opportunities available by joining a School of Management student organization.

1. Know yourself: your strengths, needs, interests, career path
2. Generate your elevator speech
3. Identify industries, geographic areas and career fields on which to focus
4. Use resources to find people with whom to network
5. Do not be afraid to start conversations

You can initiate networking virtually through email or LinkedIn outreach. This could lead to in-person, virtual or telephone meetings. When doing outreach it is essential to customize your messages to contacts. Our contacts who get emailed or called often will notice when the same terminology is used repeatedly and not respond as readily. If you choose to use AI-generated content, then make that your starting draft. You still need to do edits to make your emails relevant and unique.

Networking is a process. Networking can begin and progress in different ways and in different settings including, but not limited to, a career fair, an employer panel, an information session, a company site visit, a professional meeting or dinner, through a personal or professional referral, or on-line networking resource. Networking can be planned or sometimes happen organically.  

For example, let’s say you are planning to attend a student career event and you anticipate meeting employers or alumni. It is not appropriate at these types of events to engage in lengthy conversations with professionals. Your goal should be to:

1. Introduce yourself (elevator speech)
2. Allow the professional to introduce themselves or engage with you briefly
3. Politely ask for a business card
4. Say, thank you and it was a pleasure meeting them

Depending on the situation you could mention that you would like to possibly speak to them in the near future and that you will be in touch. This continued and planned future career conversation is referred to as the informational interview or networking meeting.

"Hi, I’m John Smith.

Thank you for coming in to talk to our class today about the recent challenges in the global supply chain. It's interesting to see the connection between what we are learning in class and how supply chain managers handle these issues every day.

I’d like the chance to learn more about today’s topic and especially about your company. Would you mind if I followed up with a few more questions? May I have your business card or would you prefer to connect on LinkedIn?"

Then the professionalism of your future correspondence will help develop an on-going learning and networking relationship.

The key is to ask a lot of questions about the person with whom you are sitting. Converse about topics that are important to that person, and at the appropriate time, let the person know about your background and future plans.

“Hello. I’m Ann Smith."

Remember to clearly pronounce your name with space between your first and last. Smile, offer your firm and confident hand to shake, and establish eye contact.

As greeting continues through introductions:

“I’ll be graduating from UB in May with a BS in business and a concentration in human resources. I have some HR-related experience creating Excel personnel reports as part of my job at Tops Markets, where I also participate in training new employees. I’m seeking an HR internship, possibly in recruiting or training and development.”

This may prompt some offers to help such as:
“Here’s my business card; send me your résumé,” or “Sounds interesting; I’d like to see your résumé to get a better idea of your background and qualifications,” or “My uncle’s company may be hiring someone in HR; send me your résumé and I’ll pass it along.”

Or, it may prompt someone to say they cannot help because they don't hire. 
This does not mean it is not a valuable connection. This person may have years of experience working in HR and it would still be great to speak to them and hear about their career path, industry knowledge and experience in human resources. Ask questions about their career, what they like about their job, current challenges. See 40 Questions to Ask in an Informational Interview.

Carry a pen and small notepad, so you can respond quickly:
“I’d be happy to email my résumé tomorrow. Do you have an email address I can send it to?”

• Have questions prepared ahead of time (40 questions to ask in an informational interview)
• Always be polite, appreciative and respectful
• Do not monopolize their time
• If you get voicemail, be brief (10-20 seconds), speak clearly and leave your phone number, but say you will call back on a specific date/time
• Do your research about their company before you reach out to them
• Do not ask for a job
• Meet in person, if possible
• Use summer, winter and spring breaks to do geographic-specific networking
• Always send a thank you within a few days
• Follow-up is your responsibility