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Networking (cont.)
Show an awareness of the importance of time: Ask the person for 15 minutes or so. Offer to call back at a more convenient time, if necessary.
Make modest requests. Make it easy for the contact to help you. Attempt to create a relationship.
At the conclusion of the networking conversation, seek an agreement on a next step: May I call you again in a month? Would you be willing to refer me to an associate who might assist me?
Building Your Network
Using the SABRD: For best results, personalize the communication. Broadcast e-mails asking for help are much less effective. Experienced networkers (especially those at mid-career and beyond) tend to operate via personalized, well thought out contacts and conversations.
Executive Recruiters: Search consultants and executive recruiters specializing in your industry or career field can be helpful. Additionally, if you have friends in the recruiting industry, seek their advice. (See Kennedy's Pocket Guide to Working With Executive Recruiters.)
Recruiters Who Are Service Academy Graduates: See the Industry/Recruiting section of the Service Academy Business Resource Directory, where many recruiters are listed.
West Point Societies and Joint Service Academy Networking Groups: Some West Point Societies have career advisory or business networking programs. If the society in your area of interest does not have a program listed on its Web site, contact the society president to inquire. West Point societies will also be aware of joint service academy networking groups in the geographical area. (See West Point Societies, linked to this Web site.)
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