 Working the room at industry functions is a time-honored strategy for savvy job-seekers. Even if you're not actively looking for a new position, it's an ideal way to mix and mi ... "Pinterest")
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Working the Room: How to Make the Most of an Industry Event by Rosalind Clay Carter, Rosalind Clay Carter, SVP of Human Resources, A&E Television Networks, & Lisa Kaye, President & CEO, greenlightjobs -- Broadcasting & 
Rosalind Clay Carter
BEFORE
1. Choose your events. In the cable and media industry, you have a gold mine of opportunities, ranging from the week-long spring and fall Cable Connections to luncheons, seminars, golf outings, charity fundraisers and conferences hosted by targeted professional groups such as CTHRA, CTAM, NAMIC, SCTE, WICT, and others. You can easily identify the events that deliver the audience you want to reach by visiting the event listings posted on the associations' and trade publications' Web sites. 2. Do some homework. Carefully review the roster of registered attendees (often provided to registrants) and note the names of people with whom you'd especially like to connect. If the attendee list isn't readily available to you, check out the list of speakers in your registration kit or on the event Web site. Research the key players to get an idea of their backgrounds and interests, both on and off the job, so you'll be prepared for constructive conversations. 3. Dress for success. It goes without saying that the "uniform of the day" (or evening) may vary depending upon the nature of the event and the culture of the particular group. Whether you're dressing for a technical seminar, a luncheon round-table or a black-tie gala, think in terms of comfort as well as appearance. If at all possible, give any new outfit a "test drive" in advance. You won't make your best impression - or fully absorb the action around you - if you're distracted by tight shoes, a chafing collar label or a dress strap that just won't stay put. Remember, you are the product you wish to market. 4. Bring business cards. You'd be amazed how many people forget this key marketing tool. If you're currently unemployed, have cards made up with your name, full contact information, and profession, i.e. Human Resources Consultant, Web Designer, Finance Executive. Keep them close at hand in a pocket or the sleeve of your badge holder. Avoid simply dropping the cards into your brief case or large purse, or you'll find yourself fumbling to retrieve them. Do not show up with a stack of resumes to pass out. For one thing, it will make you look desperate; for another, there's a good chance the recipients will simply toss the cumbersome paper into the closest trash can. DURING 5. Don't overindulge. Aside from the negative image you'll present by downing excessive food and drink, you'll defeat your purpose for attending the event in the first place. Your first priority is not the meal but rather to make connections. Furthermore, the surest route to a good first impression with anyone is a firm, sincere handshake - and you can't deliver that when your hands are filled with drinks, canapés and cocktail napkins. 6. Take the initiative. Don't stand around waiting for formal introductions. If there are specific people you'd like to meet, ask a mutual acquaintance to introduce you. Or simply walk up and introduce yourself. Don't be shy about gently inserting yourself into conversations. That's part and parcel of events like these. Just remember to ask for business cards before you leave the group! 7. Circulate. Whatever you do, don't cling to the person you came with or attach yourself to the one or two people you may know in the room. Instead, follow the Ten Minute Rule: A general rule of thumb is to spend no more than 10 minutes in conversation with any one person. It's especially counter-productive to engage in long discussions with people you already know well. Remember: Your objective here is to make new quality contacts rather than chewing the fat with someone you see regularly. 8. Ask and listen. Show genuine interest in the people you meet. Ask about their families, careers and personal interests. Unless it just so happens that someone has a position to fill that's right up your alley, don't dwell on yourself and your job search. That can come later in your follow-up activity. Remember, in order to be effective at networking you are seeking to turn a casual encounter into a short or long-term opportunity. Therefore look for ways to make the connection in some way mutually beneficial. 9. Give and take. Whenever you give someone a card, request one in return. If the recipient doesn't have a card and you have the opportunity, ask for an email address, and jot it down, along with the person's name and company. In many cases, especially at seminars or professional development courses, this information will be included in the attendee roster. AFTER 10. Follow up. As soon as possible after you return home, send a cordial e-mail message to everyone you met, and attach a resume. You might want to develop a one-page version aimed specifically at contacts who don't have job openings, and may not even be in your particular field, but who could provide valuable leads. Rather than targeting a particular position, simply list your key skills and qualifications, along with your career history and whatever industries or employers most interest you. These nuggets of information just may remind your new-found allies of opportunities they've heard about or friends who could help you. 11. Stay on the radar screen. This is where tip number 8, "ask and listen," comes in. Set a search engine alert for your contacts' names and their prime interests, and any time you receive an appropriate "hit" - which could be anything from a professional award to a daughter's blue ribbon in a horse show - send a message of congratulations. Or forward an article on a topic you discussed. 12. Organize your contact list. Using dedicated contact-management software or a general-purpose spreadsheet will give you the advantage of being able to quickly search, sort, maintain notes and categorize your contacts. The key to really building relationships is to keep track of and stay in touch with your cohorts who can help advance you career and industry visibility whether you are employed or in job transition. |
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