Everyone knows the phrase “It’s now what you know, but who you know.” We all know that networking is indispensable for success. Despite this, few people truly master the art of networking. Although we are more willing to network during a job search, few of us incorporate it into an everyday part of our lives. There are a number of factors why people are hesitant to network:
- Shyness – Some people are naturally reticent and networking requires strong social skills and assertiveness.
- Ethical issues – Many people, even successful ones, feel guilty about networking. They do not like the idea of cultivating a relationship with someone with an ulterior motive. They don’t like “using people.”
- Laziness – Networking is work. It takes time and money to reach out to people, coordinate with their busy schedules, meet, make a good impression, and keep in touch. Networking can take up lunch hours, evenings, and weekends and take away time from seeing friends or engaging in other fun activities. Everyone faces these obstacles.
The fact remains, however, networking is absolutely critical for anyone who wants to break into the defense industry. Defense industry culture is often insular and “need to know” focused. Individuals may not offer up resources, including their own expertise, unless they’re asked.
Fortunately, networking in the defense industry can be a real adventure. Compared to other fields, you get the chance to meet people with amazing life stories and a great deal of wisdom to impart. In my own experience, I’ve met high level officials in government agencies, political appointees, and military veterans who have served in critical operations. A lot of these folks started out waiting tables or working odd jobs, and now they are serving their country in exciting ways. They’ve been around the world, fought in wars, or worked directly with the highest leaders in the country. The fact is, these people had experiences that I’ll never have. It is both humbling and enriching to know and learn from them.
Lastly, networking in the defense field provides an opportunity that most of us don’t usually have in our own workplaces. I often find it difficult to talk to the people at the top of a defense organization for several reasons, mainly due to the emphasis in rank/position. Whenever I do talk to them, it is usually stilted and overwhelmed by the sense that this person has authority over me and my life. This, in part, is due to the significant influence of current and former military officials in the industry. In the networking world, we tend to forget the hierarchy and can relate on a more personal basis. Take advantage of these opportunities to talk to those you might not otherwise.
I have a few more tips:
- Go to defense industry career fairs and conferences! Once you connect with one person, it is easy to branch out.
- Go through your entire contact list (be it Facebook, etc.) and reach out! You’ll be surprised how many people within two or three degrees of your network work in a wide array of defense industries/organizations.
- Make appointments with people after getting their business cards.
- Never leave an informational interview without asking if they have another contact that could help you out. This is how you expand your network
You will get discouraged at times and people will not always get back to you. Don’t get discouraged. Discouragement quickly turns to laziness and laziness quickly turns into a dormant, ineffective career network.
