Companies tend to recognize that they need to hire someone long before they create a formal job specification and resort to classified ads, the Internet, or a recruiter to bring in candidates. During this gestation period, they often cast about informally to see if anyone within the organization knows of a talented person who might be available. They may consult advisors, vendors, or customers. And they will be more open than usual to discussions with those who present themselves on their own—or better yet, come with an introduction from someone the hiring manager respects. As it is, organizations themselves engage in networking when they need new employees. Your aim should be to make sure that their networks intersect the network you create.

Why is networking such an important part of a job search? Consider the standard employment resources. Jobs posted on the Internet or advertised in the newspaper and even those listed with campus recruiters may have been difficult for the organization to fill through networking because they are undesirable in some way. And as we’ve already pointed out, they will certainly put you in competition with many (often 100 or more) other candidates. Often these positions have been filled or are close to being so by the time you become aware of them. Networking, in contrast, gives you an earlier look at an opportunity, at a time when you can still help shape the job description and influence the level and pay range of the position. You will face less competition because no more than a handful of other people will typically be brought in through an organization’s own networking activities. And most of these other candidates will already be employed elsewhere and will not have taken the time to prepare as thoroughly as you.

Networking also gets you access to people who might not be responsive to a direct approach letter and provides you with the added advantage of a recommendation from someone the hiring manager knows. Professional career consultants say that a job seeker’s chances of obtaining a meeting with a particular individual improve significantly when a good approach letter is coupled with a respected referral. A company’s current employees are among the best sources for referrals— many firms report that 40 to 50 percent of open positions are filled with candidates referred by staff members. Moreover, companies view such candidates more favorably than those brought in through other methods, because they already know something about the organization and have a personal connection to it. Finally, networking may be the only way to locate good opportunities for job seekers whose skills are not in high demand. Even those whose skills are in high demand can benefit from networking, as multiple opportunities and personal referrals will enhance your bargaining position.