Black Collegian Career Center

Business professionals define networking in many ways. According to Sherry Griffin (right), operations manager for dealer development at Ford Motor Company in Kansas City, MO, "Networking is developing relationships with various people and resources that can help your career." Griffin believes that networks can be formal or casual and are not limited to career enhancement only. Networking can help you develop personally, too.

Vice president and area sales manager, Reginald Jones of Key Bank in Cleveland, OH, says, "Networking is an opportunity for individuals to expand their centers of influence." No one can have access to all the information needed. Networking can provide a way to get information from people, which is especially critical for new employees. Jones believes, "You can not go through a corporation without help." Networking is the vehicle to provide you with the help to be successful.

Regional consultant for the Florida Department of Education in Tallahassee, FL, Ike Gibson, Jr., Ph.D., (left) provides a more analytical definition of networking. "Networking is a systematic way of integrating systems of communication for both personal and professional enhancement," says Dr. Gibson.

The bottom line is, networking is about building and maintaining relationships. It is about sharing resources. As the countdown to the new millennium approaches, African-American collegians must consider constructing a network before they graduate. By laying the foundation early, you can start a network that you can build on and use to enhance your career or personal goals in the years to come. A network is not something that you build overnight. It takes time. Reginald Jones began networking at age 12, through race relation efforts in his community.

There are many benefits to networking. According to Dr. Gibson, "Research has shown that networking is important." After you determine the feasibility of networking and it makes sense, then you should by all means, do it. In Dr. Gibson's line of work, networking is necessary. He works in the area of leadership training and counseling education. Referrals are used to get his job done. "How can you expedite the job process if you do not have an established network?"

James H. Moore, sales manager for America Online in Vienna, VA, confirms that networking can definitely help your career. The opportunity for him at AOL came from a member of his network. "It is beneficial to network because that is how most things get done in our culture. The best jobs and scholarships are not in the newspaper," advises Moore.

Networking can not only help you get a job or help you change careers, but it can also "eliminate you from being a candidate for downsizing," explains Jones.

The old saying, "It's not what you know, but who you know" is true. However, to remain competitive, African-American collegians can modify this phrase to "It's what you know and who you know," as you prepare for the fast approaching millennium.

How do people get promoted? They know someone, yes, and the door is opened. However, according to June Taylor, president and owner of The Redmond Group and radio talk show host of Career Talk on WERE AM 1300, in Cleveland, OH, "When someone knows what you can do and they can trust you to deliver and get the job done, this knocks the door down."

Networking is not a replacement for the ability to perform a job. It is a vehicle to help you use the skills and knowledge acquired to properly position you in your career.

In his book, Success Runs in Our Race, The Complete Guide to Effective Networking in the African-American Community, George C. Fraser, author, speaker and president of SuccessSource, Inc. in Cleveland, OH, provides an in-depth look at networking. He informs college students and professionals of ways to network for a job, tactics for creating your own networking events and exercises for increasing your networking skills. Fraser's book, first published in 1994, spent 3 1/2 years on the best seller's list.

Fraser, who possesses an evangelical zeal for networking, has seen significant progress in the way African Americans network but believes more progress is necessary. "I think there is a new consciousness in our community about the power and importance of networking. I've seen this consciousness rear it's head in the last five or six years. I believe in our culture, everything begins with the word and from the word comes a consciousness and from consciousness comes action and then out of action comes change. I have seen a new consciousness around this idea of networking." Fraser believes his book is one of many things that helped raise the consciousness of networking in the African-American community.

Networking is great, but only when done properly. According to Taylor, "Networking is more than just high level chit chat or business card exchanges. It's relationship management. It is partnerships and alliances."

Taylor is in the recruiting industry. In light of this, people view Taylor as the person who has the jobs. She always asks herself, when meeting and talking to people, "Are they talking to me because they are interested in me or for what I can do for them?" As a result, Taylor loathes when she is approached with, "Hi, my name is Kim, give me all of your contacts." She is amazed at how people have the audacity to ask for contacts that have taken her 13 years to cultivate. Taylor paid a huge price for her network, which includes three rolodexes and 6,500 business cards. She believes you gain access to networks only after you can be trusted and you can deliver when times get rough. A better way to approach a potential network member is like this, "Hello, Mrs. Taylor. My name is Kim. I don't know you but I'd greatly appreciate any help you may have."

In order to build a strong network you should begin now. African-American collegians can volunteer on campus or in the community. Moore believes you should have a sincere passion about giving back through volunteering. "The well will run dry if you always take and never give," he says.

Other networking opportunities include joining professional or civic organizations, getting involved in a mentoring relationship and building relationships with college professors. Working on group projects can be another way of building your network. "They improve collaboration skills and the opportunity to network. You should not be too busy competing to help empower others," says Dr. Gibson.

It is important to preserve relationships with colleagues at prior companies. "Never burn bridges," advises Griffin. "You may need to seek advice or assistance from a former coworker."

These networking Do's and Don'ts provide additional tips according to George C. Fraser, Sherry Griffin, James H. Moore, Reginald Jones, and June Taylor.

• Do continue to nurture , cultivate your network.
• Don't start the process if you are and use  not committed to developing your network by making contacts monthly or annually.
• Do strategically plan and market yourself. Ask yourself, "Who do I need to know within this school, company, industry or community?"
• Don't appear to be self-serving. People will not help you.
• Do engage people so they can see your value.
• Don't hide on campus. Get out and meet people.
• Do volunteer. Be genuine about helping others. Put yourself in a position to network.
• Don't call people by their first name without their permission.
• Do develop a personal vision statement and objective. Print it on a business card.
• Don't pass out business cards without talking to people first.
• This is good when seeking jobs, scholarships and entrance into graduate school.
• Read trade journals and other periodicals. Keep abreast of what is going on in your field of endeavor or industry.
• Don't tell people, "I want to pick your brain." This is not a good visual.
• Do send thank you cards or notes.Follow up is important.
• Don't forget to ask, "What can I do to help you?"

Networking Words of Wisdom

George C. Fraser says it best, "More and more of us are understanding how we use the strategies and tactics of networking to move our careers ahead, to start businesses, to expand our social circles and to find new jobs."

Now that you have the basics of networking, you are ready to build a solid foundation of contacts that, if maintained and nurtured, will last a lifetime. It is hard work and takes time, but there is a plethora of benefits. The time you invest now will pay off in your future. Network on!

Yvette L. Register is a contributing writer based in Brandon, Florida. She’s also an operations education and development specialist for a major insurance company.