Kevin Beaver's Security Blog

Career networking success – what you should do…and not do

If you work in IT or information security, there’s one thing that you’ll want to be good at: networking. No, not the TCP/IP and Ethernet stuff but networking for your career. You can do this both internally within your own company as well as externally, networking with outsiders. Even if you have a job, rubbing elbows with the right people today can end up landing you work down the road when you need it. Career networking has returned many many dividends for me and you can reap the same benefits.

It seems that some have mastered this career function but many others have yet to catch on. I’ve heard several times from my son how his peers talk about how they’re just going to “apply” for internships or that first job out of college. Rather than meeting people in the industries they’re interested in and fostering those relationships, they’re going to take a stab in the dark and hope something manifests. And, you know what? It never happens. The importance of networking also applies to those of us who have been working in IT and security for a while. The government shutdowns over that virus changed the dynamics in career networking for me and everyone else. Now that things are back to normal, barring any health concerns you migth have, there’s no excuse to not get out and rub elbows in person to help others and, in turn, help yourself.

The following are things should be doing and avoiding in order to meet good people and leave a positive impression.

Do:

1. Focus on quality (meeting the right people) and, more importantly, quantity (meeting as many people as you can). Networking is not just about who you know – it’s more so about who knows you than anything else.
2. Ask questions and listen. Getting to know people on a personal level first by asking them questions such as where are you from, how long have you been here and so on works much better to build trust before you segue into talking shop.
3. Something I learned from Brian Tracy: call people by their names – it’s their favorite word. If you do it enough during your conversations, you show that person that you know who they are and you’re interested in building the relationship.
4. Ask people how you can help them. The best way to get succeed in your career is to help others achieve their goals. Simply asking “How would I know if a person I came across would be a good prospect for you?” can go a long way towards helping others…and, getting others to help you.
5. Stay in touch and top of people’s minds. When the people whom you’ve network with hear someone asking for a referral for your type of work, you need to be the person they think of immediately. Networking and continued helping of others is the best way to ensure you come to mind first.
6. Write personalized thank-you notes. After meeting someone, having lunch, or whatever exchange you encounter, sending them a simple note of thanks through the regular mail can really help you stand out in today’s world of electronic overload. This one’s another tip from Brian Tracy and, wow, do people notice it!

Don’t:

1. Assume that social media such as LinkedIn, X, Facebook and others are all you need to “network”. They’re essential but they only go so far. People like to do business with – or refer business to – people they’ve met face to face, have gotten to know, and have developed trust bonds with. The best way to cultivate good business relationships is being around others in person.
2. Keep talking about yourself. It’s okay to answer questions that others ask you but be brief in your responses. As soon as you can, turn it around and ask them about themselves. No one wants to hear someone else drone on about how great they are or about how tough life has been as of late. But they love it when they get to be in the spotlight and share their stories.
3. Go to networking events only when you need something. Not attending periodically and consistently makes people think you’re just lurking around looking for a job never to be seen again once something good comes along. I’ve seen this countless times.
4. Snub anyone because of their title. That sales rep, HR manager, or warehouse supervisor you meet at an event may very well be the person to help you get your next job or, if you work for yourself like me, that next client gig.

Whether it’s a conference, a work party or business retreat, or an after-hours social event, get out and network when you can. Sure, it’s an investment and it’s not easy. But it can do absolute WONDERS for your career.

Always remember that the work, the recognition, and the income you’re receiving right now are results of the choices and decisions – likely involving career networking in some capacity – you made a while back. In my case, most of my best clients evolved from relationships I started fostering decades ago.

Get yourself some business cards if you don’t have any…or if you’ve ran out and forgot about using them. Or, at least have an electronic business card/contact info or QR code ready to share when you’re out and about meeting people.

Think long term. Think about the seeds that are available to sow today so you can reap their benefits tomorrow and down the road. Practicing these things and fine-tuning them over time is something that will help you tremendously throughout the rest of your career in IT, security or wherever.