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A Networking Guide for Contractors

Networking is one of the most significant activities that contractors, especially those new to the market, need to master to be successful. Even though it is considered to be a rewarding way to find a dream contract, it is sometimes thought to be intimidating and a little bit scary. The fact is that we get involved in networking long before a job search itself and most people do not even realise it. According to different surveys it is believed that most job openings are hardly ever advertised but filled via the hidden job market, especially through networking and personal recommendations.

Networking is not asking for a job or an interview with an employer. It means nothing else than building up a list of contacts, i.e. people you’ve met through various business and social functions and using them to your advantage, when looking for another assignment and job opportunity. People in your network may be able to give you some interesting leads on jobs, offer you advice and information about a particular company or industry, and introduce you to others so that you can expand your network.

The best place to start developing your network is with your current clients or employer, previous ones where you have contracted or work before, fellow contractors, etc. as well as your friends and family. It will benefit if you talk to co-workers, colleagues in your industry and those you meet at different conferences, training courses and exhibitions.

The key to profitable networking lies in putting the necessary effort in order to make it work. From a contractor’s point of view, mastering the following networking skills may result in not only building new business relationships but more importantly, positioning you successfully in the market.

Always be prepared
Due to its nature, networking can happen anywhere and at anytime. New opportunities may come along whatever you do; therefore you should start working on your confidence now. With some practice, networking can be incorporated into your everyday routine. For this reason, you should always be prepared and treat networking as a part of your professional and personal life.

Do some research
Before meeting the members of your network do some advanced research on them. That is how you will know enough about the people you are going to enter into relationships with, their companies and products and what intelligent questions to ask. By taking this approach, you will make an excellent impression on them and that way, they will want to devote more time on you than on others.

Know yourself
It is important to conduct an honest evaluation of your strengths and weaknesses. By now you should have done a self assessment of your skills, experise and accomplishments that will help you become an interesting person that stands out from the freelancing crowd. Some contractors are so focused on their careers and personal development that they know exactly what types of contracts they want and the types of companies and industries that interest them. Why not to be one of them!

Prepare a winning CV
You should already have a CV and its different versions targeted to specific job ads but if not make sure you have one ready to email whenever a contact opportunity arises.

Organise your network
This step is not only helpful but also important to your success. The most effetive method is a database or spreadsheet where you can enter key information, such as names, titles, company names, addresses, phone numbers, email addresses, dates of communication and different notes. Keep hold of all the business cards that you get handed, and write key notes and comments about the person who gave it to you to ensure that you don’t forget, you can include theses comments on the database later.

Learn to listen
Networking is definitely not all about you. Meeting and greeting people at different events is not about how much you can impress them with your experience, skills etc but how much you can help them accomplish their goals. By being a patient and attentive listener (without interrupting and looking bored) you’ll lift your self-esteem, immediately start building the relationships and break the fear of overstepping boundaries. Contractors who have just started networking often get paranoid by not knowing what to say to make a good first impression. You can often gain more not by speaking but by attentive listening.

Network communication
It is extremely important to stay in touch with your network, which you can easily do by phone or email. Don’t be afraid or feel intimidated by communicating your current needs with your network in order for its members to be able to help you. Make a first move and call potential clients, send them email; it can produce interesting results and provide valuable information that can keep you ahead of the competition.

Initiate informational interviews
One of the best ways to gain more information about an occupation or industry and to build a network of contacts in a sector is to talk with people who are currently working in that field. The more information you obtain, the easier it is going to be to get a new contract. However, this type of interview is not supposed to land you a contract. It simply gives you an opportunity to build you knowledge and confidence, access the most up-to-date information and identify your professional strengths and weaknesses, ahead of any potential job interviews.

Follow up with your network
The key is keeping your network informed of your situation and thanking them for their efforts. Following up allows people to remember you and if they remember you they can talk about you to their network. Constant contact is a foundation for developing relationships that will support your desire to be spoken well of and remembered. Not being bothered to follow up on your network contacts will only leave you with large collection of useless business cards.

Join the group
If you are genuinely interested in a certain industry, the first thing you should do is to join a professional organisation linked to that industry. Each industry has one or a number of specialised associations which may be of interest to you. By attending industry meetings you will meet new people, be able to access numerous contact details and most importantly you will show a level of interest and dedication which is highly appreciated amongst contractors and clients alike.

Never burn the bridges
Not burning bridges is not always that easy to do. It’s understandable that you want to move forward with your professional life and you can’t wait to start the new contract and forget all the irritating permies, but it is worth keeping in touch with your past client as well as colleagues that you worked with. Whatever the reason for not staying in touch with your ex clients, make sure that the relationship is not hostile. It is always a good idea to keep that relationship as open and available as possible, even if it is drawing to a close. You never know, it may benefit you in the future when you need it most i.e. you may need a reference for your new contract.

Networking is not just about shaking hands, passing out and collecting business cards and updating your database with new contacts, but entering into long lasting relationships which are being built over time. It has long been stressed that for career growth, people need networking which is an important and rewarding life-long skill. As relationship building is a time consuming process, it will probably be long after the initial meeting that you reap the benefits of your efforts. However, maintaining positive relationships with your network can lead to future contract opportunities and increasing your name recognition amongst the “players” in your chosen industry.

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