1. Job Clubs: an effective Networking & Job Development Tool Presented by Barb Simcoe, PPEP, Inc. AFOP Mini-Conference, Washington, DC 2/7/14

2. What is Networking?  (noun) A coordinated system of people (or things)  A large & widely distributed group of people that communicate with one another and work together as a unit or system  (verb) maintain relationships with people  To build up or maintain informal relationships, especially with people whose friendship could bring advantages such as job or business opportunities  Turn to the person next to you & ask them if they have hiring authority where they work.

3. Why is it important?  80-95% of job openings are never advertised  The only way to access them is through the “Hidden Job Market”  Most employers don’t advertise because they find people in other ways  through current employees  Through agencies – for profit and non-profit  40-50% of job-seekers find their jobs through their connections with other people  More than 66% of low-income job-seekers find jobs this way. “ It’s not What you know, it’s Who you know!”

4. Why we need to help our customers network  Many of the people our customers network with can provide some information about the jobs where they work, but they are considered “weak ties” (by Granovetter, 1995) because they don’t provide the job-seeker with much clout in terms of personal vouching.  Stronger ties can influence hiring decisions or vouch for the skills & capabilities of the potential hires.  Taken from “Getting Connected: Strategies for Expanding the Employment Networks of Low-income People” by Shayne Spaulding, Public/Private Ventures, Nov. 2005

5. Remember how employers hire:  Studies show that employers rely heavily on networks, particularly for low-skilled jobs ( Henly, 1999 )  88% of employers reported using informal networks to recruit workers  64% stated that internal referrals were their primary hiring strategy because it:  Reduced hiring costs  Decreased turn-over  Helped verify qualifications & work quality  Increased the likelihood of a good match

6. Issues our job-seekers face  They lack connections & resources necessary to secure the good jobs that are available.  In a study of low-income job-seekers: 40% reported small networks of two or fewer contacts & 76% said they had fewer than five.  Most of their contacts were unemployed themselves or held low-paying jobs.  Networks were for support (temp work, emergency child-care), but were limited in job opportunities that lead to long-term employment & advancement (a network of leverage).

7. More issues:  They lack the skills to use their networks effectively.  Limited Networking Opportunities  Our customers have no access to formal networking opportunities due to:  Lack of money  Lack of events aimed at entry-level workers

8. How we can improve our customers’ network  We can help them by “bridging ties” for them  Adding even one person from a different circle can greatly increase their prospects for finding a good job  That single person brings an entire network  People with considerable labor market experience, who work in preferable occupations or have other characteristics uncommon to the naturally occurring network are most beneficial.

9. How can we do it? In Job Clubs!  Emphasize the importance of Networking & what it involves.  Some may have used contacts to secure jobs in the past, but may not realize the depth & breadth of their own network.  Teaching communications & networking skills. Including concrete social skills, such as how to:  start a conversation with someone you don’t know & introduce people  talk about yourself  exchange information, use a business card, keep track of contacts & do follow-up  Maintain relationships & not “burn bridges”

10. Job Clubs, where job-seekers learn about key networking tools:  Networking is Self-promotion  The “networker” must be prepared to sell the product (him or herself) with:  A “Sound Bite” or “Elevator Speech”  A “Commercial” – the longer version  Promotional pieces, such as:  A Resume  A Business or networking card  Personal website or portfolio  A creative promo piece (for creative types)

11. And then what? By:  Providing opportunities to practice networking in a safe environment.  Help them deal with the fear of networking  Brainstorm ideas on how to overcome that fear, plus advantages & disadvantages to giving into it  Teach them how to use a script to find job leads  Encourage them to use each other to find job leads (peer networking)  It helps expand the networks, provides contacts when others go to work, teaches the value of reciprocity.  Keep a sign-in sheet with names, job goals & contact info

12. Expand their network  Provide Practice Networking Events  Including people from outside the group  Involve graduates  In mock interviews, informational interviews  From the beginning, stress that they will be asked to “give-back” to the program – they have something to offer  Use Mentors  Use Employers  For info on unions, the company culture, help with resumes, interviewing skills, etc.

13. Other ideas:  Offer opportunities to network in the real world:  Involve employers & others in program activities  Mock interviews, Workshops on their industry  Encourage Informational Interviews & Job Shadowing  Provide a script, encourage it to occur during Internships, WEPs, OJTs & have them report back to the group  Organize networking events (by industry)  Take them on field trips  Prepare them for these (& Job Fairs) by practicing shaking hands, introducing themselves, giving their 30 second speech, researching companies attending the event

14. Informational Interviews  Katherine Hansen, author of “A Foot in the door: Networking your way into the Hidden Job Market”, calls Informational Interviews “the ultimate networking technique”. Why?  It’s the best way to learn what you really want in a career, as it provides LMI & info from subject matter experts  While tapping into the hidden job market  And building a larger network & finding possible mentors  It is NOT a sneaky way to interview for a job  Offer an II form in Job Club and explain how to use it Network strategies, like Informational Interviews, offer the potential to help people over the long term – for this job and searching for the next & advancing during their career.

15. Job Club Topics/Agenda:  Applications  Resumes  Cover Letters  Thank You Notes  Social Media & Job Search  When and How to talk about Money  Cold Calling Employers  Your Voicemail message: What does it say about you?  How to work a Job Fair  How to keep that job  Typical Agenda:  Introductions/Highlights  Presentation on a Topic from the left  Exercise/Role-Playing  New Job Leads  Individual Assistance

16. How Job Clubs have helped us, as WFDS:  Job Club attendees are more actively & positively engaged in their own job search  & every time you help them with their job search, you can enter a service into their file, extending their exit date.  While the job-seekers are networking and contacting potential employers, they are providing us with job openings  Which lead to opportunities to contact employers directly and market the program to them  Allowing us to advocate for the job-seeker with a possible OJT or other incentives.  This leads to increased Placements!

17. Questions? Contact Info: Barb Simcoe, PPEP barbsimcoe@ppep.org 520-770-2503 or 520-260-8078 (cell)