Top-Tier Recruiter’s 7 Tips for Networking and Negotiating

Kevin Hand is the President and CEO of Hand & Associates, an executive consulting firm based in Los Angeles. Earlier today, Kevin and I did an interview for my podcast. Here are seven tips for networking and negotiation that stood out in our discussion and Kevin’s book, A Job Seeker’s Guide.

1. Have a networking goal. You can network yourself into ruin if you’re just aimlessly going to events. You want to get in touch with the right people and be top of mind for them. This is your best bet at knowing someone who can make a meaningful referral and being the person they think of in the moment.

2. Network constantly. The time to network is now. Unfortunately, people wait until they’re looking for a connection to start networking. I know a very successful biotech company founder who sold his company in 2017 and fell out of touch with his network. Now, in 2019 he’s looking for venture capital for his next company, but he doesn’t have the connections to get funding behind the project. By constantly networking, you avoid the start/stop interruptions in your circles and insure your career against any setbacks, such as a layoff.

3. Get individual attention. Going to networking groups, alumni happy hours, and professional meetings is a great start. When you’re at these places, find your people and focus. Get to know each other, learn about their real life, and connect in a way that you could build on. Highly diffused networking efforts aren’t enough to make you memorable, unless you’re Cleopatra. So, get to know people.

4. Pick up the phone. Like one-on-one attention, the phone makes a deeper connection than an email. Here are some other benefits of the phone

-Verified Contact. An email or letter may never actually reach the person you are seeking. You can be sure with a phone call.

-Immediate Feedback. If there’s an opening, you can get in the mix. If not, you can move on without hesitation.

-Interactive Contact: You can get a feel for the person. If you’re applying to work directly for them, now you know how your potential boss communicates.

-Demands Attention: The phone pulls people away from other things. Ever been face-to-face with someone when their secretary interrupts you about an incoming phone call? I used to see this all the time in the Navy. There’s something alluring about a mysterious call.

5. Practice. Selling your skills in the marketplace does not feel natural. Kevin suggests practicing a few stories about your professional victories, recording yourself, then practicing again. Repeat that cycle 15 times.

6. Have a negotiation goal. There are two numbers to keep in mind, (1) your personal salary requirement and (2) the benchmark salary for the position. If you know that a position can’t meet your salary requirements, then you can rule them out. If they can meet your requirements then you can lead the negotiation toward your target salary.

7. Postpone. Hold out on salary discussions during the interview process. The time to negotiate is after the job offer. Some government organizations are so rigid in their hiring process that when you receive the offer that ends the interview process. If they can’t persuade you in negotiation, these organizations will need to start a completely new search. This is a strong position for you, especially if they are eager to fill the role.

BONUS: When networking, come ready to serve. What do you have to offer? How can you help? This attitude will make the experience fun and empowering.