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    Job Hunting is a Contact Sport

    Joyce Brocaglia
    Joyce@altaassociates.com



    I received a phone call from a job searcher today who needed to remain in a specific remote geographic area. He had extremely strong technical skills, over a dozen years of information security experience and had strong roots in his community. I told him that I wasn’t currently aware of any opportunities that would be suitable and felt that given his geographic requirements he would probably be most successful using his own network. The caller was absolutely baffled about how he would go about doing that. As we discussed the many sources of potential contacts it became obvious that he had never established and maintained a list of personal and business references, and he would need to begin at square one. He had a daunting task ahead of him and had waited much too long to begin. I am relaying this situation because it is not an uncommon happening. Many information security professionals realize the value of maintaining and updating their technical skills, but fail to realize that one of the most valuable skills they possess are their own personal networks. Networking is the single most important personal tool that you will use when you are searching for a job. Think of networking as exercising, if you only do it once in a while you’ll barely see the results, but if it becomes part of your routine your efforts will pay off.

    Now that the job market is tight people are recognizing the importance of networking, but it is just as important to stay networked in good times as in bad. For those of you who need to establish a network or to refine an existing one, here are some tactics that you may find valuable.

    The best place to start developing your network is with your co-workers, friends, family, acquaintances, alumni and professional associations. The key to successful networking is dedicating the energy necessary to make it pay off.
    1. If you haven’t already done it, begin keeping records of your professional contacts. Collect business cards, note on them the circumstances under which you met the person. Join professional organizations and include the membership list in your contact file. Make sure to introduce yourself to the other professionals attending the meetings, especially the speaker who is probably a noted authority. If your schedule allows, join committees and get involved at a level that will allow you to interact.
    2. Arrange informational interviews. This process is basically speaking with people who have jobs that interest you. The goal of these interviews is not to ask the person for a job, but to gather information. Use this opportunity to expand potential areas that you may be marketable, receive advice on a particular company or department, and ask if that person can suggest names of others who may be helpful to you. Always ask your contact’s permission for using her name as an entrée for your referral. You are benefiting from her reputation when you make that call, Be professional and prepared to address the specific topic you are interested in. Always follow up with a thank you note to those who have helped you, also let them know of your progress and they will be more likely to assist you in the future.
    3. The trick to networking is staying networked. This is what is going to give you the competitive advantage over everyone else when it comes time for beginning a job search. Networking must become second nature. At first you may have to make a deliberate and focused attempt but once you get the wheels in motion, touch base with your contacts just to say hello. Don’t underestimate that what you have to say may be of value or interest to them as well. People will be more likely to keep you a part of their active networks if they feel that you are also willing to contribute information. Once you have become a go-to person, your network will be in high speed.
    4. Use the Internet job boards as a way to supplement you search but not as the sole source of opportunities. When a Company posts an ad on a job board, typically Human Resources is inundated with unqualified responses. If you know a recruiter that specializes in your industry, ask him or her to make a personal introduction instead of adding your resume to the pile of job posting replies. The recruiter can sell your qualifications and get you set up for an interview much quicker, especially if her or she has relationships with the hiring managers.
    5. Finally, Corporate America has a vast “hidden job market”. These are jobs that are never advertised or publicly announced but are filled through personal referrals. A majority of companies even provide monetary incentives to their employees for referring successful candidates, so your contacts can now benefit from helping you. There’s no time like the present, who will you contact today?

    Joyce Brocaglia is the founder of Alta Associates, Inc., an InfoSec recruiting firm, and Jeffrey Combs is an executive recruiter with the firm.

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