Networking for Your Next Career Move or Coaching Someone Who Is? Why Specificity Matters.

I have totally changed my approach with jobseekers who reach out asking for career advice or networking assistance in finding their next role.

The further I get into my career the more of these requests I receive. Former colleagues, people referred to me by others in my network, friends in career transition, children of my friends and friends of my children, I have several meetings with people of these sorts each month.

Before my change in approach the routine went like this. The email came from the jobseeker or their referral source asking if I would meet. Sixty minutes got carved out on the calendar and the meeting date arrived.

Me (following small talk): So, tell me what you’re up to.

Jobseeker: I want a new challenge where I can put my skills in [fill in the blank] to work for a great organization.

Me: Have you put any thought into what kind of a job or organization?

Jobseeker: Really, I’m open to any opportunity.

They were trying to be amiable, worried that if they were too specific they would come across as arrogant or over-confident, worried that if what they told me they were looking for was different from what I had in mind they would cost themselves a potential opportunity. But by being non-commital they made it nearly impossible for me to help them. I can’t help them if they don’t tell me what they want. Why?

I won’t speak for everyone’s brain but mine doesn’t work that way. Going on nothing more than a vague depiction of where they want to take their career I find myself grasping at thin air.  Following the small talk and chit-chat I would do my best to offer a few suggestions, possibly make a few referrals to people in my network, and promise to keep my ears open should I hear of a position for which they might be a fit. In truth the odds they would ever hear from me were near zero. Not because I didn’t want to help. But because I didn’t know how I could.

In the last year I’ve taken a new approach. Rather than politely closing the meeting and wishing them luck, I tell them how they should be approaching meetings such as these.

First, I tell them to be specific. The irony of their politeness in saying they’re open to any opportunity, hoping not to cost themselves an opportunity, is that they make it very difficult to help which in turn could likely cost them an opportunity. Which jobseeker am I better able to assist? The one who says they want to put their skills to work for a great organization or the one that says they’ve always dreamed of working for a world-class manufacturer, private equity company, investment bank, media company, events management company, sports franchise, whatever. If they say manufacturing my mind goes to the manufacturing companies in the region. If they say private equity or finance thoughts go to people in my network working in those fields, and so on.

Then I tell them to be precise about the role they want within that specific field. If it’s manufacturing, for instance, do they see themselves in business development, marketing, operations, customer service, etc. Their answer will push my thinking to people in my network who have responsibility for individuals in those roles, or even to a contact who might have an open position that could fit the jobseeker.

Finally, I ask them to list specific companies or organizations in their target field that they would love to work in. Looking through their list I’ll inevitably know someone in a leadership role for several of the employers on their target list.

Armed with an understanding of which market, which position and which organizations pique their interest I can dig in deeper to each of these, ask more detailed questions and make some solid connections for them.

I also tell them it’s okay to have more than one set of answers. In other words, if they are truly open to multiple markets and positions, they can have different versions of their target lists. Say a young accountant is looking for a new role in manufacturing or investment banking and doesn’t want to close the door on one or the other just yet. They can have a different set of target markets, roles and organizations dependent upon who they’re meeting with.

For example, if their networking meeting is with someone in the manufacturing sector they can say their ideal opportunity is as a staff accountant for an advanced manufacturing business and bring along a list of ideal manufacturing employers they would be interested in meeting. If the meeting is with an investment banker they can say they’re interested in a position as an analyst in an investment bank, private equity or venture capital organization and list several specific organizations in these fields and in which they have interest.

Jobseekers wanting to make the most out of their networking ought to heed this advice. Don’t go into the networking meeting with a vague set of goals and targets. The person on the other side of the desk won’t be able to help. Be specific in market, role and ideal employers and watch your job search networking and career prospects take off.