An Introvert's Resistance to Networking

An introverted client -- let us call him Frank -- refused to network even though he had just been laid off due to severe cost-cutting in a difficult economy. An Accounting Manager with an insurance company, Frank consulted me for help with his job search, but refused to network. When I asked about his community activities I learned he held an important position as the Treasurer of his church and his beach club. I suggested that Frank ask church and club members for introductions to companies who might need his experience. Instead I got a flat refusal. “Absolutely not!” he said. “I don’t want any favors. I don’t want to be beholden to people I know socially.” I acknowledged Frank’s feeling, but asked him, “Frank, are you really competent and effective as an Accounting Manager?” I received an unequivocal “YES, DEFINITELY!” “In that case,” I said, “if your church and club acquaintances introduce you to their employer contacts, they're not doing you a favor. They're doing their companies a favor by referring such a qualified candidate.” Frank’s expression clearly said, “I never thought of it that way.” The bottom line of this counseling intervention? Frank’s resistance melted. He approached his social network for referrals, and landed his new job one month after our counseling ended.

RUTH SHAPIRO is the past Vice-President of the Career Counselors Consortium. She can be reached at Ruth.Shapiro@careercc.org and at 212.633.0270.