Highly Effective Networking: Meet the Right People and Get a Great Job

Table of contents

1. Title Page
2. Copyright Page
3. Table of Contents
4. Dedication
5. Acknowledgements
6. Chapter One - Everybody Knows You Need to Network
   1. THE ADVANTAGES OF NETWORKING IN JOB SEARCH
   2. THE BEST WAY TO TEACH JOB SEARCH NETWORKING
   3. NETWORKING IN SALES VS. NETWORKING IN JOB SEARCH
   4. NETWORKING IN A SYSTEMATIC JOB SEARCH
   5. BEN AND JESSICA WILLIAMS
7. Chapter Two - Systematic Job-Search Networking
   1. HIGHLY EFFECTIVE NETWORKING
   2. INFORMATION NEEDS AND NETWORKING
8. Chapter Three - Networking Myths, Misunderstandings, and Dumb Ideas
   1. SEVEN MYTHS
   2. IT’S NOT ABOUT HAVING A HUGE NETWORK. IT’S ABOUT USING THE NETWORK YOU HAVE.
   3. TALK TO THE DECISION MAKER, NOT A MOVIE STAR
   4. JOB-SEARCH NETWORKING IS DIFFERENT
   5. MOVING BEYOND THE MYTHS
9. Chapter Four - Real Networking and How It Works
   1. Real Networking
   2. NEW MOMS, GOLFERS, AND CAR BUYERS
   3. DON’T FORGET THE CLUSTERING
   4. SIX DEGREES OF SEPARATION?
   5. Networking, Communities, and Relationships
10. Chapter Five - Your Total Network Is Bigger Than You Think
    1. Your Total Network Is Everyone Who Will Accept a Phone Call From You
    2. Three Kinds of Network Connections:
    3. Mapping Your Networks
    4. Your College Network
    5. Employer Networks
    6. Organizational Networks
    7. Personal Business Networks
    8. Avocational Networks
    9. Family and Friends
    10. Family Networking for Recent Grads
    11. Networking With Your Adult Children
    12. Using Your Networks Systematically
    13. MAKE A LIST OF NAMES OF PEOPLE
    14. PERSONAL AND PROFESSIONAL NETWORKS
    15. MAP THE NETWORKS OF THE DECISION MAKER
11. Chapter Six - Plan Your Job Search—and Your Networking
    1. An Effective Project Plan Includes:
    2. YOUR PROFESSIONAL OBJECTIVE
    3. YOUR TARGET MARKET IS DEFINED BY LOCATION, INDUSTRY, AND SIZE
    4. YOUR TARGET LIST IS JUST AS IMPORTANT AS YOUR RESUME
    5. YOUR CORE MESSAGE DESCRIBES YOUR QUALIFICATIONS IN THE LANGUAGE OF YOUR TARGET MARKET
    6. YOUR PROJECT PLAN PREPARES YOU FOR A PROACTIVE JOB SEARCH
    7. RESEARCH INDIVIDUAL TARGETS
    8. SURVEY YOUR PROFESSION AND INDUSTRY
12. Chapter Seven - Your Personal Networks and How to Use Them
    1. CONFIDANTES AND BROADER PERSONAL NETWORKS
    2. NETWORKING WHILE EMPLOYED
    3. NETWORKING WITH YOUR OUTER CIRCLE OF PERSONAL CONTACTS
    4. THE OUTER CIRCLE AND COLD CALLS
    5. GATHER YOUR COURAGE AND WORK THE COOL ZONE
13. Chapter Eight - Build Your Professional Networks
    1. Treat Professional Contacts Differently From Personal
    2. Working Your Way Up the Ladder of Professional Contacts
    3. Level Three Professional Contacts
    4. Level Two Professional Contacts
    5. Level One Professional Contacts
    6. Look for a Sponsor
    7. Communication With Professional Contacts
    8. You’re a More Interesting Professional Networking Partner When You Share ...
    9. Professional Contacts Want to Know:
    10. Script: Calling a Professional Peer Who Is Not at a Target Company
    11. Ask for Introductions
    12. Connecting With Decision Makers Is Easier When You’ve Researched Them
    13. Decision Makers Want to Know:
    14. Script: Calling a Decision Maker With an Introduction
    15. Always Give Them Your Resume. Afterward.
14. Chapter Nine - Networking Tools and Advanced Strategies
    1. Looping Back to Move Ahead
    2. Script: An Update Conversation With a Networking Partner
    3. Be Systematic About Keeping Records On:
    4. Your Three Most Important Internet Activities
    5. Making the Most of Networking Groups
    6. Out of Town and International Networking
    7. The Consulting Strategy
    8. Combine Networking With the Other Six Search Techniques
15. Chapter Ten - Moving From Networking to Interviews and Job Offers
    1. Follow-Up, Follow-Up, Follow-Up
    2. Interviews and Offers
    3. Starting a New Job
    4. Remember to Say Thank You
16. About the Author