The four categories of people with whom you’ll network:
1. Target Company Decision makers – The people who participate in or influence hiring decisions regarding positions you seek
2. Target Company Insiders – People usually outside of the department/division in which you are seeking a position. They can get you connected to the decision makers and give you valuable insight into how you desired department/division and position is viewed within the company.
3. Peers – Individuals who hold positions that you seek
4. Advocates – These are people outside the company who can help connect you in (family, colleagues, bankers, fellow candidates, recruiters). Professional service providers (lawyers, insurance agents, etc.) are very popular because they work with so many firms.
Here’s the rule to networking: Work up the food chain
This was my own ratio for the contacts sought and dividing up my networking time – 4:2:1 4 advocates/peers, 2 insiders, 1 decision maker.
I targeted to have 15 meetings a week: 9 advocates, 4 insiders and 2 decision makers.
I had to meet with numerous advocates to get an introduction into a company insider or decision maker. Also, I used advocates, especially fellow candidates, to fill in the gaps in my calendar – since getting to people inside companies was often rescheduled.
Remember that meeting decision makers is always good, regardless if there is an open position or not. So keep working up the food chain!
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