Sometimes, I call someone without any specific need, just out of curiosity. I ask, “What steps have you taken?” and I always follow up with, “What would be the most exciting next step for you? If you could choose anything, what would it look like? And – importantly – what truly makes you happy?” I prefer to work with professionals who make decisions from the heart, not just based on salary or job title.
Three steps in search
When I start a search, I follow three steps: First, I call people I already know who could fit the role. Second, I engage in what I call “relationship sourcing.” Secondly, I will source relationships: this means seeking contact with (experienced) professionals who think along from their network, but also with clients who want to stay informed about which positions are being mediated. Most of them like to be able to offer someone from their network a wonderful opportunity. Thirdly and lastly, I am going to search LinkedIn cold turkey (Akira Search uses the premium option daily).
On the radar
People I approach who are overqualified often enjoy brainstorming with me. It keeps us on each other’s radar, and it’s great to have someone thinking along with you. Occasionally, someone jokingly asks, “Can I invoice you for my time or get a percentage?” but we have different views on networking. Conversely, I often get requests like, “Fleur, could you review my CV? Feel free to send an invoice.” I’m happy to help with the CV, but I don’t charge for it – that’s my investment.
Often, a candidate later becomes a client or vice versa. I once interviewed a great professional for an HR director position. Although someone else was chosen, she has been one of my clients for ten years now. At every company she joins, we collaborate. I knew from the start that she would take amazing steps in her career.
Monitoring the labour market and your own market value is crucial throughout your career. In a networking conversation, it may become clear that someone is on a dead-end path or in a dying industry or business model. I am honest about this. Recently, someone told me, “Fleur, our conversation was tough, but I took action, and it has been incredibly beneficial.”
So, a call from me might seem casual, but it can always set something in motion, sometimes quickly, sometimes much later. Before you know it, the roles might be reversed.
More on networking
Some people describe networking as difficult, superficial, and overly transactional. In his article “Effective Networking Is About Giving, Not Just Taking,” Charles Galunic, Professor of Organizational Behaviour at INSEAD, explains that such an attitude deprives us of meaningful, inspiring, and productive connections.
If you have 15 minutes, watch Dr. Daniel Hallak’s TED Talk, “If Networking Feels Gross, You’re Doing It Wrong.” His message: become a relational investor instead of a transactional consumer.
