Networking Insights from Virginia Kirn

While the phrase “it’s not what you know, but who you know” has floated around for decades in the business world, I think people these days are sensing (accurately, in my opinion) that relationships have become even more important in the career/business success equation than they ever have been before.  Arguably, more important by a whole order of magnitude, especially now that social networking technologies have become commonplace and people are able to connect in a  wide variety of new and creative ways.

Could this be an overstatement of things?  Or a convenient whitewash of history and the important role relationships have always played in business endeavors?  Perhaps.  But either way, there’s no question that networking is a crucial part of job hunting success — and that everybody stands to gain by getting better at it.

For this reason, I thought I’d take a moment to share some great networking tips and insights that were passed along to me by my good friend, Virginia Kirn, over at Ajilon Finance.  Virginia has been an executive recruiter in the accounting and finance field for many years — and is one of those “added value” recruiters who doesn’t just always focus on making a buck, but also tends to dispense great job search advice and try to help people be successful, even if she can’t directly place them in a job, herself.  As part of this commitment, she devotes a lot of time to coaching the candidates she meets about the networking process, since (please excuse the gross generalization) most accounting professionals tend to be pretty introverted — and may not be quite as savvy about the relationship management process as, say, their counterparts in the sales and marketing world.

So without further ado, here are some specific pointers that Virginia was kind enough to let me pass along:

— When attending professional and industry events, try to go as someone’s guest whenever possible.  If you don’t know a member of the group in question that you can ask for this favor, reach out to the Membership VP of the association (you’ll almost always find this person listed on the organization’s website) and ask them to bring you as their guest.  They should be happy to do this for you, since it’s their job to welcome new members to the club, after all!

— When introducing yourself to people, say something along the lines of “I’ve been doing ABC for the last x number of years.  For my next career step I’d like to do XYZ.  Who do you know in that line of work?”  If they’re able to think of somebody in the room that meets that description, ask them to introduce you to that individual.  If the person in question isn’t in attendance,  ask if they’d mind sharing their contact info and having you get a hold of them, using their name as a reference point.  And if things are going really well, shoot for the moon and ask “is there anybody else you know that might be useful for me to contact?”  Try to get two names from each person, if possible.

— If you’re conducting an informational interview, and seeking to learn more about a new career field, some good questions to ask are 1) How did you get your start in this industry?; 2) What professional associations do you belong to?; 3) What would you recommend to me at this stage in my career?; 4) What is fun/difficult/satisfying about this line of work?; and 5) What professional certifications are most valuable in this particular career field?

— In every networking situation, make a point to circle back around to the person who originally introduced you and thank them for the referral.  Say something along the lines of “I met with so and so.  It was great!  I learned about this and that and the other thing.  Thank you for opening your network to me.”  Following up in this manner is extremely important because 1) It is professional courtesy; 2) It gives them a chance to give you another name, in case they’ve met someone else for you to talk to; and 3) It keeps you top of mind.  As part of this step, you can also offer to open your professional network to them by saying something like: “What kind of people would you like to be connected to?  Perhaps I can return the favor.”

Wrapping up, on the subject of networking as a whole, Virginia’s point-of-view is that: “Networking is fun, powerful, and a great way to recession-proof your career.  It is an essential part of finding work that you feel passionate about.  Whether it’s connecting with hiring managers, candidates, customers or quality vendors, networking is how business gets done.”

Great advice, Virginia, and if anybody has some follow-up comments they’d like to share — or better yet, some accounting/finance needs in their organization they’d like some help filling — Virginia can be reached here and I’m sure would love to hear from you!


One Response to “Networking Insights from Virginia Kirn”

  1. Great information, as always, Matt. I would add to these tips that if you are currently employed NOW is a good time to start developing relationships throughout your network. And that is not only inside your company but also across your industry.

    Too many people wait until they are downsized or out of work before they begin to see the value of networking and at that point often come across as needy or desperate. It makes no sense to start to dig your well when you are thirsty and yet that is what so many folks tend to do.

    If you find that this describes you, then make sure that your networking efforts are paced out to allow time for growing relationships before you ask for help. Most people enjoy helping, however, they are usually more willing to help people that they know, like, and ultimately trust. Trust takes time so make sure to allow time in your networking plan for the building of trust.

    Do something each day to build or strengthen your networking skills and your network. I can promise you that you will be glad that you did.

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