Reverse Networking: Informational Interviews

Change of approach

Reverse networking is a counter-intuitive but highly effective strategy that involves contacting professionals not to ask for a job, but to ask for advice.

Most people are flattered when asked for their expert opinion and are more willing to help than if they are put in the uncomfortable situation of having to turn down a direct job application.

The goal is to identify people who hold the position the candidate would like to have in the future (peers or immediate superiors) and ask for a brief 15-minute conversation.

The approach should be one of learning: "How did you get to that position?", "What certifications do you consider vital today?".

By removing the pressure of the job transaction ("hire me"), genuine relationships are built which, paradoxically, often lead to internal referrals when a vacancy opens up, as the candidate has moved from being a stranger to becoming a valued contact.

Obtaining "Insider Info"

These informal conversations are the best source of corporate intelligence.

Through them, you can discover the "real" culture of the company, the real challenges facing the department and what kind of profile they are really looking for, beyond the generic job description.

If a candidate discovers in one of these talks that the marketing department of a target company is suffering from a lack of data automation, they can use that insider info to tailor their resume and cover letter.

Instead of talking about marketing in general, you will focus your value proposition on your ability to automate processes and analyze metrics.

This surgical customization, based on real internal information, impresses recruiters and demonstrates a strategic vision that other external candidates do not possess.

Contact protocol

The success of this strategy depends on etiquette and respect. Contact messages should be brief, personalized and clear in purpose.

Never mislead the interlocutor by faking an informational interview and then pulling out the resume and asking for a job at the last minute; it burns bridges.

A good outreach message might be, "Hi, I'm an admirer of your background in pharmaceuticals.

I'm in a time of career reorientation and would love to ask you three brief questions about your experience transitioning into management roles. I promise not to take more than 15 minutes."

If the person agrees, it is crucial to be on time, have the questions pre