I love reading career search blogs from people who make sense and speak to readers in an honest, no nonsense way. Duncan Mathison, Unlock the Hidden Job Market, is one of those authors who makes us see things in a clear, concise way. He makes sense.

In his blog article, “Networking? Make Them G.L.A.D They Met You,” he talks about running a successful informational meeting. “’Always make a great first impression,’” he writes, “I hate job search advice like this.”

So do I. What does this mean really? To me it means don’t spill your cheese platter at a networking event held in a stuffy restaurant. Or forgetting the name of someone you just met a few days ago, and let them know it by just saying “Hi” with a blank look in your eyes. People know when you don’t remember their name.

It’s said that at an interview an employer might make his/her hiring decision based on the first 30 seconds to three minutes of meeting you—it depends on who is interviewing you. What Mathison is talking about is a networking interview, or better known as an informational interview, or my preferred way of saying it, an informational meeting.

So what does this G.L.A.D acronym mean? To paraphrase Mathison:
G stands for having a good meeting. This we can assume is the most important piece of the whole process. Ask intelligent questions about the job and company. Take notes. Don’t ask for a job; rather ask for additional leads. Impress the person which whom you speak. But this is by no means the only piece of the G.L.A.D process.

L stands for less than a 24-hour response. Which means getting back to the person with whom you interviewed within a day. Send a thank you by e-mail and recap the interesting conversation you had. Show your gratitude; after all, he or she was doing you a favor.

A stands for taking action. Let the person know how your job search is going. He/she will be interested, generally concerned. Keep the person in your loop. Have you contacted the leads you were given? Did they amount to anything? People want to know about your progress.

D stands for doubling  back. If your initial meeting resulted in a subsequent meeting, be sure to thank the person for the referral. Like, “Thanks for the referral to Jan, Bob. The meeting went extremely well, and I was able to get more referrals. Things are picking up.”

The last three letters look like courtesy on the surface, but what you’re really achieving is keeping your newly developed network alive. Follow up is essential in networking. As Mathison says, “…networking contacts are gold and good ones are hard won.” If you’re going to put in the hard work of arranging and conducting the informational meetings, do things right at the meeting and also with your follow up. For a great lesson on follow up, read Keith Ferrazzi, Never Eat Alone.

Someday I’ll make an attempt at paraphrasing Ferrazzi’s outstanding book on business networking.

Bob McIntosh

As a card carrying Introvert, I’m wondering what the big fuss is about preferring introversion. There are a plethora of self-help books, including those written by two of my well-respected contacts Anne Ancowitz, Self-Promotion for Introverts; and Jennifer Kahnwieler, The Introverted Leader: Building On Your Quiet Strength. These books are excellent reading and give us I’s the encouragement we purportedly need to succeed in the workforce; but I’m wondering are books like these necessary for the survival of I’s.

Where are the books for the E’s? There are certain undesirable traits these folks have that make succeeding in the workforce challenging, I’m sure. Yet E’s seem to have the upper hand over I’s. Let’s stop to consider some strengths the I’s demonstrate.

Experts tell us that Introverts prefer writing over talking, whereas Extraverts prefer talking over writing. I find this generalization offensive (I find all generalizations offensive). It implies that the I’s find it difficult to verbally communicate. Here’s what I tell my MBTI workshop attendees: I’s aren’t doomed to an existence of silence. We may find attending events crowded with strangers a bit uncomfortable; but we are witty, intelligent, and can talk up a storm when necessary. Afterwards we’ll need some time to recharge our batteries. The E’s are masters of small talk and working the room; but I wonder if they may talk too much.

The Introverts are excellent listeners. We give people time to talk and are earnestly interested in what they say. I don’t know about you, but I enjoy being in the company of people who listen to me when I talk, people who value my thoughts. It hasn’t been said that the Extraverts are good listeners. Don’t get me wrong; anyone can modify their behavior to suit the situation. I recently talked with an E who said she works hard to let others talk—it takes effort on her part. I couldn’t help but thinking if she was listening to me while all along thinking about her next words.

Managers are trained to lead company meetings that include the Introverts in the discussion. They are told not to let the Extraverts dominate a meeting because the E’s have a tendency to talk frequently, often in order to formulate their thoughts and share their ideas. This is evident in the meetings I attend, where the E’s seem to talk just to hear themselves talk. Unfair accusation, I know. On the flipside, the I’s are accused of waiting too long before they make their contributions. This is the general consensus, which I think is pure malarkey. We simply don’t want to compete with the loudmouths that feel they deserve the stage. Nonetheless, managers are told to call on the I’s or, if need be, speak with them afterwards to get their points of view. I think it’s too late by then. Maybe it would be best to give the E’s their 5,000 words and let us I’s have our 2,000 words. That’s all we need.

We Introverts really appreciate the self-help books. We don’t feel insulted when well-meaning experts want to help us in the workplace and network for jobs. But I, for one, wonder if there are any good books on how the E’s can function better in the workplace. If you know of any, let me know. I’d be interested in reading one.