Learn from Clifford Eischen, resume writer and career manager, the keys to successful networking!

On a recent Friday five of my tennis buddies and I decided to gather for lunch at a local Italian restaurant. With a little prosciuto, Chianti, and pasta, the chatter and stories became more animated. Most of us had known each other for at least five years and some for twenty. As I was sitting back enjoying the camaraderie, a member of our group mentioned that he had been offered a senior management position with a large medical institution in Central California. Without hesitation a member of the group, a physician, offered some useful information of which he was aware regarding the medical organization that had made the offer. This bit of information was very significant to the one considering employment with this medical facility. There was no intent to draw information from the physician friend, only a per chance discussion of something pending at this medical facility. The disclosure of this vital information caused the management candidate to reevaluate the long term opportunities with this employer.

Another interesting aspect of this luncheon was that nearly everyone present used the services/products of the other professionals present. As a career consultant, resume writer, and trainer, I had provided services to four of the five luncheon guests. Another associate, a real estate broker had listed and sold property for everyone at the luncheon table. All but one of those present were patients of the physician. It is interesting that neither I, nor most of the others present, had ever attempted to solicit one another as clients. Each of us over the years had gotten a sense of the professional competence of the others. This had unfolded subtly through telephone calls taken in our presence, stories told by each relating how clients were treated, and through information divulged about how each had dealt with customer service complaints. All of this had come about in the normal course of developing social relationships-through membership at a tennis club. The real estate broker had once revealed to me that 70% of his business originated with his tennis club membership.

Another observation from this luncheon gathering. With those with whom I have done business over the years, they have impressed me with their professional demeanor-how focused they were on providing high quality services/products. Those present are among the most respected members of their profession in the community.

Networking is such a valuable source of sales leads, industry trends, employment opportunities, and insight regarding products and services. Networking can also serve as a sounding board when confronted with difficult career decisions and a valuable source of employment career opportunities. Nelson Bolles, the career coaching guru and author of What Color Is Your Parachute , indicates that 68% of new jobs are obtained jobs via networking sources, while 9% are obtained through classified advertisements.

One needs to develop networking relationships on both a professional and a social level. If you are a female attorney, naturally you will become a member of the local and state bar associations. If you are engaged in litigation, you may also wish to affiliate with the Trail Lawyers Association. Further, you may want to join with a women's legal association, or if desired, an African-American professional women's network. Additionally, participation in community activities-theater, art classes, Cancer Society, church choral group, softball league-will greatly enhance and diversify your networking contacts.

On the social/professional level, memberships in service/civic organizations are imperative. And this is not only true for those in sales, but is applicable for nearly every occupation. I purposely seek to associate with individuals from professions other than training, education, and career counseling. I have affiliations in these areas, but only a few of my clients come from these sources-other trainers and career counselors. Most of my clients come from civic and social affiliations and referrals from previous clients.

I am sure most of us have heard the expression that one cannot have too many friends. As you can see from my experiences, I am a believer of this axiom. Thus, if you wish to become successful and productive in your chosen career, establish a variety of social and professional bridges (friendships) and they will enable you to meet or exceed your professional and career goals.

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