Your mother probably told you “It isn’t what you know, but WHO you know that really counts.” You might think that you don’t know the right people to help you accomplish what you want to do, but all of us have networks of family, friends and acquaintances that can help us meet someone who could introduce us to someone else, putting us closer to the right people who can help us.
The importance of networking cannot be overemphasized. In career counseling we often repeat that this really is true. Brian Ray of the Crossroads Career Network affirms:
Most employers first try to recruit people through their personal contacts before they advertise a position or list it on the Internet. Of all the jobs that get filled (85%) are part of this “hidden job market.”[1]
So how do these jobs get filled? Through personal contacts.
Another startling statistic came from a private corporate study that demonstrated that applicants who had been personally referred for a job were 42 times more likely to be selected than those without personal referrals. Let’s say that again. According to this study, your odds of being selected for a job are 42 times greater if you are personally referred.
That’s a 4,200% better chance![2]
Did I mention how important networking is in today’s job market? There are several reasons why this is true, but it all comes down to this: employers prefer not to hire someone who is “unknown.”
Six or Seven Degrees of Separation
Consider the phenomenon known as “Seven Degrees of Separation.” The theory was originated by Stanley Milgram in the 1960s and popularized by a game featuring actor Kevin Bacon in the 1990s. Until recently the concept was considered an urban myth by many, but a study by Microsoft has validated the idea that each of us is no more than seven steps from a direct link to everyone in the world.[3]
Just last week, as we were talking about this in a career transitions workshop, someone mentioned the “Six Degrees of Separation from Kevin Bacon” when another participant commented, “Hey, I know someone who knows someone who actually knows him!” I suppose that just gave all of us a “Bacon number” of four! Theoretically, I am only four phone calls from a personal conversation with him, so if I did want to meet him, I know exactly who I would call first. (Note to Kevin: don’t sit by the phone waiting for me to call. You are only four degrees from knowing me if you need to talk.)
Another Illustration
The most effective leaders are good networkers and they are not hesitant to work their contacts.
Some Greeks who had come to Jerusalem to attend the Passover paid a visit to Philip, who was from Bethsaida, and said, "Sir, we want to meet Jesus." Philip told Andrew about it, and they went together to ask Jesus. (John 12:20-22)
In case I did not mention it earlier, your mother was right—WHAT you know is not nearly as important as WHO you know. (Thanks, Mom!)
Hints to Leaders and Followers
Start a list now of people who could be good resources to help with future projects or could provide a good recommendation. Maintain good relationships by staying in touch with old friends. Give someone a call this week.
© Dr. Larry N. Gay, September 2010
[1] Brian Ray, Maximize Your Career in the New World of Work, Crossroads Career Network, http://www.crossroadscareer.org/.
[2] Ibid.
[3] http://www.redorbit.com/news/technology/1507844/seven_degrees_of_separation/ , Posted on 3 August 2008.
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