Ever felt guilty for engaging in networking?
Remember the pit in your stomach for getting to know someone at a target firm when you know that “getting the referral” or “getting the job” is your real motive?
We’ve all done it, and it is not uncommon to feel ingenuine while networking. However, networking has always been (and probably always will be) a crucial part of the recruiting process, particularly in professional services like consulting, banking, and private equity. So, rather than criticizing the way we network and its ulterior motives, I’d like to propose three steps that can turn networking into an exciting, fulfilling process that results simultaneously in friendships and job offers.
1. Network with everyone
You should be willing to network with anyone, not just people at big name firms or in your dream positions. Much can be said about learning from people in different industries and companies. However, this goes beyond acquiring 500+ connections on LinkedIn. Go to networking events, attend information sessions, and arrange Zoom calls with people you admire. Keeping in contact with professors can be invaluable as well.
Of course, having thousands of contacts makes it difficult to build real friendships with any of them, so consider keeping tabs on your network by creating a spreadsheet with names, numbers, and conversation topics for future reference.
This last summer, I was networking for an internship. While browsing profiles on LinkedIn, I decided to start reaching out to experts in various fields to chat for a few minutes. I had no reason to connect other than that they were from the same state as I was. Later, one of the experts joined one of the firms I was interviewing with and put in a good word for me during the selection process. My gutsy outreach and friendliness ended up helping me get the job. Needless to say, reaching out to people can be nerve-wracking, but it is completely worth it.
2. Cultivate long-term relationships
Consider consulting. While it might be a flex if everyone in the Los Angeles office of a big firm knows your name, it doesn’t help much for the job. Because of how referrals and recommendations work, a consultant or partner will not root for you in the decision process unless they know you well. They want reasons to support your application, but they can’t do so unless they’ve run a business case or two with you and can attest to your business acumen.
Without pestering or harassing people, you should practice the habit of following up. When you ask a question about their family, ask a genuine follow-up question. Before ending a phone call, ask for another planned date to make contact or set up another call a couple weeks later. This shows maturity and genuine interest in their lives and maintains the relationship.
Another important tip is to ensure that you use time in the right way. It is much better to have short calls regularly rather than having an hour call once every year. People talk in short bursts normally, so unless they are committed to being deeply involved in your life, keep things short and sweet.
3. Never burn bridges
It goes without saying that being kind to everyone is the right thing to do. At the same, everyone knows about the guy who “kisses up” to important figures while being rude to or ignoring the smaller, less important people. You never know when the person you offend might become your next boss, direct report, or even your brother in law. What’s more, the professional services industry has relatively few employees and can rightfully be classified as “a small world”. In other words, you will run into the same people again and again throughout your career.
During one of my undergraduate classes, a guest speaker told the story of a coworker who cussed the speaker out during one of their team projects. Later, as the CEO of a large company, the speaker interviewed his past coworker for an important position. Needless to say, the coworker was treated cordially, but didn’t get the job.
To emphasize this most important point, here is a vivid example. Fred was an undergraduate student at Brigham Young University and reached the final round interview for his dream internship. Unfortunately, he was passed up for another candidate. This was a crushing blow and, because of what he thought were unfair decision criteria, he resented the other candidate for months. However, he gave up his grudge and got to know the other candidate. He even took him out to lunch. Years later, after an unexpected turn of events, Fred was offered a full-time position by the candidate that had taken his dream internship. Don’t burn your bridges. Relationships should be maintained both for good measure and in case you might need them again in the future.
Summarizing the partner’s secret
Moving up in a firm often leads to roles that are more qualitative, relationship-based, and involve interacting with the heads of organizations. The outlined principles above are the lesser-known secrets of becoming a partner at a firm. Generally, partners have spent years building relationships. Anyone that moves up in a firm will find that networking is the attribute that sets apart the future partners from those who are competent yet struggle to rise above middle management.
We’ve all felt some level of insincerity when it comes to networking. Maybe we don’t really care about the person we are communicating with, or maybe we never send the LinkedIn message in the first place because of our inner guilt. Neither option will get you the job or satisfy your conscience. Instead, network with everyone, build long-term relationships, and maintain figurative bridges in order to secure eventual job offers as well as meaningful friendships and a bright professional career ahead.
Wes Brooks is an incoming Summer Business Analyst at Cicero Group and an undergraduate studying economics, management, and strategy. He is a serial entrepreneur, works in venture capital, and enjoys singing a capella and piano improvisation.
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