Written by Allen Geller: Allen is a Managing Director at Raines International, an Executive Search firm based in Miami with seven offices throughout the United States.  He is also a member of NYCSHRM’s Leadership Council and the Chair of the Talent Acquisition SIG of NYCSHRM.  He can be reached via his email ageller@rainesinternational.com

In today’s volatile employment environment, there is a distinct possibility that, at some point, you might need to find a new position. With that thought in mind, I have developed an approach that focuses on the significant benefits of networking—or as I prefer to call it, relationship-working. I believe relationship-working provides a clearer explanation of what is needed to develop a strong and agile network to find a new role.

Although there is no definitive percentage, most studies indicate that somewhere between 50-70% of new hires are found via networking—roughly 6 in 10 people find success through it.

A simple analogy for job searching is that it is like taking a trip in your car. If you do not have a destination in mind, it will be difficult to get there. The original GPS devices used to say, “Busy planning route.”

History and literature are filled with references to this concept. One, in particular, is from Alice’s Adventures in Wonderland, when Alice is lost and asks the Cheshire Cat for directions. The cat responds with a simple question:

“Where are you going?”
Alice replies, “I don’t know.”
To which the Cat says, “Then any road will do.”

If you cannot be specific about where you want to go within someone’s network, how can they possibly offer you assistance?

That is where your job search needs to start—at the destination or end goal! Like any forward-thinking process, you need to create a plan to arrive at your destination. The simplest plan is:

“This is my product, and this is whom I am selling it to.”

In this statement, you are the product. I call this the Directed Search Approach because you are directing the search where you want it to go.

Steps in the Directed Search Approach

1. Decide on the location (geographical) where you want to work or live. Simply stating, “I am open to relocation” will not provide enough guidance for those who want to help.
2. Select the parameters and characteristics of the companies you want to work for, such as industry, size, or footprint.
3. Utilize Google as a tool—Google is a verb, and it works! Create a list of potential companies. This list should be inclusive at first; you can narrow it down or expand it over time.
4. Recognize that you must steer your job search. Imagine putting a canoe in the water and letting the current take you wherever it goes versus putting your paddle in the water and steering in the direction you want to go.

For these reasons, I call this the Directed Search Approach. Your list can be as long or as short as you want, and you can always expand your parameters.

By creating this list, you are helping the people who want to assist you. Human nature is such that most people want to help—they just don’t know how. Now that you have the list, it’s time to turn to Networking.

The Networking Process

Before we dive into the process, let’s define Networking:

Networking is the process of identifying and developing relationships with individuals within the networks of the people in your network—commonly known as friends of friends.

One key thing to remember about networking:

You do not know who people in your network know.

And one more important point about your network:

It is like a plant—if you do not water it, it will stop growing, and eventually, it will wither. The point is, now that you are making the effort to grow it, keep it watered!

The Four Types of Networks

1. Super Network
2. Primary Network
3. Secondary Network
4. Tertiary Network

1. The Super Network

This is the most important network. It consists of people you have worked for or with—people you would work for again. These connections often lead to the best job opportunities.

One of the biggest risks when starting a new job is:

“How long will it take until I trust my boss?”

Well, your boss has the same concern. If a hiring manager can bring in someone they already know and trust, it reduces risk for both of you. Because of this trust, you are more likely to be offered a job with more stretch and opportunity.

2. The Primary Network

This includes close family and personal friends. In many cases, these individuals are not in your industry. While they will do almost anything to assist you, you should manage your expectations, as they may not have the right introductions to offer.

3. The Secondary Network

This consists of people you know better than they know you—often referred to as Friends of Friends.

This is a large group, but it requires more effort to build relationships. A key challenge with this network is that before you can have a substantive conversation with someone, you need to remind them how they know you.

Have you ever received a call from someone who clearly knows you, but you have no idea who they are? Instead of admitting it, you engage in conversation, hoping for a clue. After hanging up, you still don’t know who they were.

You do not want to put others in this situation. Before reaching out, make sure they know who you are and how you know them.

4. The Tertiary Network

This is the network you are actively building—it includes individuals who work at the target companies you identified.

This step often pushes people outside their comfort zones, but growth requires stretching. This is the framework I want you to understand.

Relationship-Working

Now that you understand the Directed Search Approach and the concept of Networking, let’s move on to Relationship-Building.

Many people think networking is simply calling everyone they know, telling them they are looking for a job, and closing with:

“If you hear of something, let me know.”

Sound familiar? If so, we need to change your approach.

This method does not give the recipient enough information, making it difficult for them to help you. People want to help, but they need guidance.

How to Ask for Help Effectively

The best way to get into someone’s network is to tell them where in their network you want to be. However, you cannot just say, “I want to get into your network.” That sounds vague and unhelpful.

This is where your list comes in.

Instead of a vague request, say:

“Who do you know at XYZ Company?”

If they don’t know anyone there, give them two or three other company names, but no more. A shorter list allows them to focus on your request.

Following Up

How often should you call the same person again?

Many people worry about being a pest, but waiting too long (e.g., a month or six weeks) makes it hard for the receiver to remember the conversation. Instead, say:

“I’ll give you a call in a couple of weeks to bounce some other companies off you.”

Their response will tell you how helpful they are willing to be.

Making a Warm Call

No one enjoys making cold calls, so I want to teach you how to make a warm call.

A warm call is when you reference a mutual connection to create familiarity and increase the chances of a positive conversation.

Example:

“Hi, this is Allen. I was referred to you by John.”
Receiver: “Oh, John! How do you know him?”
“I worked for John when I was at XYZ Company.”
Receiver: “Really? You worked for him and survived? You must be talented! So, Allen, how can I help you?”

By mentioning a mutual contact, you move from a cold call to a warm call, making the conversation more productive.

Final Thoughts

Relationship-working combines the Directed Search Approach with Relationship Building to create a thorough, consistent, and focused approach to finding your next opportunity.

This is about being strategic—not just searching but directing your search with intention.