Have you ever had the career office (or other well wishers) tell you that you should go on “informational interviews” with companies that interest you? One of the students I mentor recently had that experience, and came away with the impression that they were basically suggesting that he run a bait and switch. Are you really supposed to contact people with the understanding that you are only looking for information, and then turn around a brief period later and ask for a job? Isn’t that transparent and dishonest? The answer is complex. Here is my take on informational interviews:
- The Term “Informational Interview” is Misleading. I have been on both sides of many “informational interviews.” In fact, I gave one yesterday. I have never, however, used the term “informational interview” in practice. Perhaps it is different in other fields, but in physics actual job interviews are typically big, all day events. An “informational interview” is nothing like that. Instead, it is a chat on the phone or a lunch meeting. I think of such things much more in terms of “networking” than “interviews.” So, from here on I will talk about “informational networking.”
- Informational Networking is About Information. The realities of working at any organization are not adequately described by their webpage or reputation. You need to talk to people in an organization to get a feel for whether it is right for you. If you decide it is, then you can start pursing a position. This is the point of informational networking.
- Informational Networking Works Both Ways. As a group leader, I do not want random job seekers pestering me, but I do want to talk to qualified individuals. It is helpful for everyone who manages people to have a “bench” of candidates. Even if I do not have an opening right now, someone could give their two weeks notice tomorrow, or a big new project could get funded. This is the “shadow job market” you might hear people refer to. Good, qualified people are often hard to find, so it is always worth a little of my time to build relationships with future prospects.
That is my theory of informational networking and it is definitely something you should engage in, regardless of the stage of your career. How should you go about it?
1. Start Early
This is a process with several steps and it takes practice. You want to start well in advance of when you need a new job. It is also a nonlinear and iterative process. Expect to hit dead ends and start over more than once.
2. Use Affiliation and Referrals to Find People
Most people like helping others, especially if the person asking has some sort of connection to them. Once you have identified an organization you would like to learn more about, see if you can find someone there with a connection to you. Search alumni databases, search professional organization databases, ask friends and acquaintances, search your LinkedIn contacts. Even a tenuous connection will do. It is ideal if you can find a contact at the target company in your field, but anyone there is a potentially valuable resource.
3. Ask Them to Share Their Story
Once you have identified people of interest, it is time to contact them. When you do, first explain your connection (i.e. how you got their email or number) and then very briefly introduce yourself and say you are exploring career options. Finish by asking them if they would be willing to tell you about their experiences at Company X. If first contact is successful, try to set up a half hour phone call or a lunch. When you talk, focus on learning about the person you are talking to and their company. Do not focus on your needs and be sure to do you basic homework about the company in advance.
4. Be Professional, Respectful, and Grateful
Be on time and end on time. Always dress and speak in a professional manner. The adage that you never get a second chance to make a first impression is very true. Thank the person and express sincere gratitude at the end of your talk. Remember that John from sales or Jane from operations still have interesting information to share even if you want a job in R&D. What is the company culture like? What do the business prospects look like over the next couple years? Are any big new projects coming up? Be sure to give honest feedback. If the discussion leads you to feel that Company X is not a good fit for you, then say so and be happy you just learned something valuable.
5. Ask for Referrals and Aim for Your Prospective Supervisor
If your discussion increases your interest in Company X, then you should convey your excitement and ask what you should do next to further pursue your interest. Connecting with a person that has hiring authority for the position you want is the goal. Unless you are really lucky, that will not be the first person you connect with. Therefore, you need to ask for referrals. It is good to start by saying something open-ended like, “Wow, Company X sounds really great and I would like to learn more. Who else do you think I should talk to?” The answer you receive will tell you a lot about who the person you are speaking to can connect you with and their willingness to do so. Try to get at least one new name to keep you informational networking process going, but you should never be pushy.
Be prepared to repeat steps one through five until you get to the hiring manager. Usually, it will not take many iterations. For example, I am meeting a graduate student for an informational networking lunch at an upcoming conference. The student knows one of the scientists that reports to me and contacted him a few months back to learn about our company. My scientist quickly referred the student to me.
6. Talking to Your Prospective Supervisor
The last step in accessing the “shadow job market” through informational networking is talking to your prospective supervisor. This is the person you must convince to hire you. When you talk to her, your goal is familiarization. Introduce yourself and your experience, tell her about what you learned from talking to others at the company, and why you the prospect of working there excites you. Then ask about her current and upcoming needs. She will almost certainly let you know if there are opportunities you are suited for. If there are no near term prospects, then ask if you can connect on LinkedIn and follow up with her in a few months. Do not forget to thank her for her time.
That is the full cycle of informational networking. Going through this process is a powerfully way to identify yourself to people you want to work for and get on their radar. In many cases it can lead to an actual job interview.