5 networking tips for independent consultants

While there are hundreds of consulting opportunities available at any given time on Devex’s jobs board, there are many more that are not advertised, which means the ability to network effectively is of special significance for those seeking consulting work. “Most of the time, the hiring unit or hiring manager doesn’t need to advertise. They know where to go; they have a network of contacts that they value and they use internally and externally, so it's very important for an individual to know this and to explore opportunities to connect,” said Roberto Amorosino, a career coach and a former senior HR specialist at World Bank. Here are five key networking tips that global development career experts recommend for those seeking consulting roles. Have genuine conversations Conversations with contacts of interest are likely to have a larger impact if they are meaningful and genuine. By showing that you’re knowledgeable about and truly interested in the work you’re pursuing, you’re more likely to leave a strong, positive impression. You’re also more likely to gain valuable insights about an organization you’re interested in working for. “The more we talk to people about something we like, something we care [about], the more we know what's going on in different places,” said Amorosino. “It's very important to know what they're doing, what's going on about the projects, about the initiatives, about the mission, about the culture.” On a broader level, being on top of the latest global development happenings will only help you feel more confident and prepared as you pursue these conversations. Hillary Jenkins, a talent acquisition manager at World Vision, recommends “staying in touch with what's happening in the development world as a whole, on top of trends, what's going on on Devex’s homepage,” and being aware of things like who has been awarded grants. Maximize your current network Gaining new contacts, especially at organizations you're targeting, is crucial to ultimately finding the work you desire. But you may be surprised by the value that lies hidden within your existing network. “When I talk to people, very often I realize they don't maximize their current network of contacts or the potential network of contacts — you know, alumni, people that have been in the very same city,” Amorosino said. Even if it is a person we may not know very well, it’s still vital to approach these conversations with the same care and preparation that might go into a discussion with a former colleague we have remained close with, or a new contact at an organization you’re targeting. “We need to learn how to be open with them. We don't go there with a generic interest or generic request for advice, but we need to be very specific in order for people to understand how they can eventually help,” Amorosino said. Seek out face-to-face conversations One of the more effective ways to get on a recruiter’s radar is to get some face-to-face conversations with them at an event or conference, according to Julie Smallwood, a senior proposal recruiter at IntraHealth International. Doing so will increase the chances that a recruiter will “have you in mind when consulting opportunities come up,” she said. While COVID-19 has made in-person meetings less frequent, registering for virtual events still offers opportunities that could lead to meaningful new connections, even if you’re unable to have a conversation during the event itself. “Even if I don't attend an event, what I'll do is I will open up the speaker list, and then I take the time to maybe open up 10 of their profiles on LinkedIn,” said Jennifer Bangoura, a career coach and director of career innovation at Nexford University. You can then send a personalized LinkedIn connection request, which tends to be more successful than requests containing no context for why you’re reaching out. Know who to contact Because consulting positions aren’t necessarily filled by the same processes as full-time staff positions, it’s important to know who is ultimately making the hiring decisions. “When it's about consulting opportunities, most organizations, they don't rely on human resources for any part of the process, so the hiring unit is totally in charge, in control of hiring consultants, and most of the time the guidelines are very flexible,” Amorosino said. Therefore, your efforts to connect with an HR professional at an organization of interest might not get you as far as those put into finding someone more directly connected to the team you would be working with. “So if our interest is to explore consulting opportunities, my target would always be someone in a technical area of interest, so maybe no need to target very senior people because they might not be involved in hiring consultants, but the right supervisor or managers in the unit or in the department that we decided to focus on,” Amorosino said. Talk to other consultants While you progress through your networking journey, don’t forget to seek out those whose perspectives are closely aligned with your own, or are in similar roles you hope to one day occupy. “I think there's actually a lot that you can gain by talking to someone who has a very similar profile to you,” said Susanne Barsoum, the co-founder of Keylime International — a consulting firm specializing in business development for global organizations. If you’re new to consulting, these conversions can be invaluable for helping you plot your career path. More seasoned consultants can seek out discussions with consultants who currently work for or have worked for an organization of interest. “Hopefully, it's someone that you already do know personally, [you can] connect with them, talk to them about the nature of the assignments that they typically get, and what the life cycle of those assignments is,” Barsoum said.