John Davies' book 'The 100,000+ career' is about networking, with the specific goal of getting a job. It's aimed at executive level people who are unemployed, but the system he presents is widely applicable.
What I like most about the book is that the author writes from personal experience. He himself was an ex-CEO suddenly stranded without work. He quickly found that responding to ads in the local paper was not going to land him another CEO job.
Through a long, painful process, John Davies eventually developed a system of networking that netted him many contacts. Job opportunities would spontaneously diffuse to him through his network - in effect, he outsourced his job hunt to his network. This allowed him to go from no-work-no-hope to having multiple job offers to carefully consider.
The book has a lot of useful info and some really great ideas. It also is written in an interesting, rambling style that in and of itself is an example of what kind of conversation you ought to be attempting.
Unfortunately, his system is never clearly presented. He meanders a lot, repeats himself frequently, and doesn't seem to enjoy taking a straight line from start to finish.
There's gold in this book, and it has personally helped me immensely, but John Davies struggles to present his system in a clear easy-to-understand manner. For example, John Davies does not adequately explain opener mechanics. What he does explain is worth integrating into your network game. It's a book worth reading.
Some parallels between John Davies' Network Game and Roosh-style Day Game, off the top op my head:
- Have a good story about yourself to ramble on about
- Be able to ramble
- Go indirect (never ask for sex/job)
- Have a weekly target for approaches
- Go on dates/meetings
- Keep approaching, chase multiple leads at the same time
Attached is a one page schematic which summarises network game onto one page:
![[Image: attachment.jpg5818]](https://rooshvforum.network/attachments/attachment.jpg5818)
Here follows a chapter-by-chapter summary:
Summary of ‘The 100,000+ Career by John Davies: The new approach to networking for executive change’
Preface
There is no such thing as a guaranteed job
With economic transformation, some workers/executives will inevitably be displaced
Introduction
The power of introduction based networking
I didn’t understand networking initially
I grew up in a small town where everyone knew everyone
I wasn’t in a small town when I lost my job
70% of jobs come through networking
I knew I had to network, but I didn’t know how
The Law of 100: You need to be introduced to 100 new people. Before you reach that goal, you will have the job you want.
Meeting new people
It was difficult for me to meet new people
People you know would have already helped you if they could
New people can help you get a job
Start with trust, Build a network for life
Through networking, you’re building your own community
Build on a foundation of mutual trust
You’ll meet some nice people
You’ll be able to add diversity not available through education/work
A bigger community means a fuller life
Chapter 1 – Law of 100
After leaving the company I founded, I was unemployed for months.
I tried sending resumes for CEO software company jobs in southern California
It didn’t work, I was not a standout candidate, and there weren’t many software companies in California.
I had to find a way to stand out from my fellow job-seekers
Figuring out what networking really means
70% of executives are hired via networking
Go from ‘not working’ to ‘networking’!
One person leads to another!
Rapidly expand your network to increase your success
Build trust over time
Higher levels of trust will lead to better levels of help
If someone you meet can’t use your services, they usually know someone else you might want to talk to
‘If you make 100 cold calls, one person will buy’
The art of introduction
Merely meeting new people is not enough
Aim to know someone well enough that they introduce you to someone
An introduction provides immediate legitimacy, establishes you as someone trustworthy
The basics of introduction-based networking
Define your goal (eg. Your next great job)
To reach your goal, you need to be introduced to 100 new people
I travelled down dead ends for months looking for a job
I slowly started to learn about networking
I only started to have small successes once I started getting introduced
Networking worked too well – I got a job I hated and I quit
I even went back to my network to get advice on what work I should look for
My network was a source of positive and consistent feedback!
Then the introductions started coming in again
This time, looking for a job was much easier
Within a month I had 3 interviews, I was hired soon after
Networking is fun, dynamic and rewarding
People will help you get your new job
A network supports you in good times and bad, provides job security and greater opportunities
It’s who they know
You can only help people who know you’re available
Personal networks are too insular – you and your friend know the same opportunities
You need to reach beyond your close friends to find new opportunities
Chapter 2 – It’s not what you know, it’s who you know
The first tool of the Law of 100 – the contact matrix
Start thinking about the people who can make introductions
Identify all former co-workers and current friends
Start talking with them about who they know and who they can introduce to you
He only got that job because he knew her
This won’t be the last time you look for a job
Prepare thoroughly now for when you’re unemployed
Start networking and keep the process alive
Given a slate of candidates with equal qualifications, the tie breaker goes to someone who can be trusted
Trustworthiness does not show up on a resume, it is manifested through your network
The Job/Contact Matrix
People are more likely to help people they know
You know a lot more people than you think you do
Service Providers and the Vendor Network
Service providers and vendors know where the jobs are
Eg. Bankers, Lawyers, Real Estate, Suppliers, Caterers, Maintenance, etc etc.
They are probably more useful than recruitment agencies
Jobs that never reach the search firms get placed through vendor networks
Why? Trust + Access = Influence
Service providers/vendors wouldn’t be working with clients if they hadn’t built a relationship
of Trust
Service providers/vendors have easy Access to the companies they service
Service providers/vendors = Trusted partners of the company you want to work at
Partners can recommend people for a job!
List all the companies you’ve worked with over your career, then write the names of people you’ve interacted with at those companies – these are all potential contacts
Your Friendly Executive Recruiters
The potential of recruiters lies in the networks they participate in and maintain
Go for recruiters who are paid regardless whether their candidates are hired
These will not spam your resume everywhere purposelessly
Add recruiters to your contact matrix for: information on your industry, tips about local
networking events, introductions to people who can help your search
A recruiter is unlikely to reject your initiative
List all the recruiters you can work with, then write the names of the recruiters you can contact
Farming Your Past Work Life
Now add to your matrix: People you’ve worked for, people who’ve worked for you.
List the companies you’ve worked for, positions held
List all your bosses and underlings in those companies and positions, these will also be possible contacts
The Power of Alumni Associations
Next you need to join alumni associations
Start with schools you attended (high school, undergrad, graduate schools)
Get an alumni directory, scan through the names to jog your memory
Do internet searches to find alumni working at the institutions you want to work at
Call those alumni, introduce yourself as a fellow alumni/fraternity member, say you’re interested in learning more about the company
Next, attend alumni meetings of schools you did NOT go to
Example : Harvard Business School regularly hosts alumni meetings, you don’t need to be an alumni to attend
When targeting companies, find out who studied where
Then get your alumnus network to introduce you in as ‘an alumni helping out a friend.’
This creates a bond: ‘Any friend of an alumnus is a friend of mine.’
Some companies have ‘alumni’ associations for former employees
If the company you’re targeting has such, you need to attend their get-togethers even though you’re not an ex-employee
Search the web for organisational directories
Build your list
You should by now have a substantial list
Now you can add ‘random’ people
Possibilities for your network include: neighbours, hair dressers/barbers, shopkeepers, random people from previous jobs
Don’t prejudge!
Most people assume a mere hair dresser or neighbour can’t help
But these are people who meets lots of other people every day
Now That You Know Who You Know
If you worked with someone closely, then they can start introducing you straight away
If you don’t know them well, get together with them for lunch, get to know them, get them to know you, before asking for favours
Get out there and start talking to people
Chapter 3 – Theories of Networking and The Five Levels of Networking Success
A network is an extended group of people, not a group of close friends and relatives
You need to extend beyond the people you know
Stanley Milgram and The Six Degrees of Separation
Some people are more well-connected than others
‘Funnel’ effects observed in social experiments – a handful of people seem to know everyone
This handful of ‘connectors’ mediates the connection between a large majority and otherwise weakly connected individuals
Strong and Weak Ties in a Network
Networks have ‘strong’ and ‘weak’ ties
Strong ties tend to form around a cluster group
Weak ties are people that link the clusters together
Weak ties are more important for personal advancement
A group of friends share the same knowledge and opportunities
For wider knowledge and opportunities, you need to connect to other ‘social worlds’ or clusters, people not in your group
The Strength of Weak Ties
To get information on new opportunities, you need to have weak ties
It is better to have connections to a variety of networks/clusters rather many connections within the same network/cluster
Networking (Re-) Defined
The spirit of networking is about mutual assistance and support
You have to do networking regularly to see results
Other than a job, you may find a new hobby or interest
Volunteering for a non-profit organisation offers opportunities for networking, and a chance to get passionate about something
We can make our personal ‘community’ i.e. network by getting to know the people we see every day
Your networking will build a stronger community
The community will help you, and invariably you’ll be able to help others
Networking provides a means by which you can help others while advancing your career and improving your life
Networking is as much about helping others as helping yourself
From Contact To Relationship – The Five Levels of Networking
It takes effort to build new friendships and relationships
Networking requires that you build stronger relationships with the people you know so that they feel comfortable introducing you to the people they know
Five levels of networking:
1 - ‘Employed’ – You’re too busy to make new friends and relationships
2 - ‘Contacts’ – Typically an exchange of business cards. You create an impression in someone that lasts approximately 10 minutes
3 - ‘Informal’ – Telephone or email exchanges. Your impression lasts about 24-48 hours
4 - ‘Formal’ – Face to face meetings. Your impression lasts about 2 weeks. Any introduction you get will be subjected to ‘but I haven’t really known him long’
5 - ‘Relationship’ – Friends. Any introduction will be an honest summation of your strengths, there are no ‘but I haven’t really known him long’ problems
Each step represents a progressive level of trust
To move a contact up the levels, you need to invest time in building the relationship
Networking consists of meeting people
Even if you’re employed, steer friendly conversations to business situations, so that you understand each other
Extend your network to ‘weak’ ties, then build on your contacts to develop lifelong friendships
Chapter 4 – Let Me Give You A Business Card
The Importance of First Impressions
First impressions last about fifteen minutes
Dress nicely and speak clearly
Introduce yourself appropriately
Listen as much as you talk
Show interest in other people
Be confident
Be genuine
Make eye contact
Connect
Smile
Formalised Networking Meetings
Networking meetings generate ‘Level 2’ relationships – contacts
You end up ‘collecting’ contacts
Real networking is about collaboration, not collecting
Search out meetings where you can find fellow collaborators, leave the collectors behind
Outplacement firms often host networking meetings
These meetings are good to test your approach strategies, meet people to bounce ideas off
Industry and Trade Organisations
If there’s a trade, it has an organisation
They tend to attract large numbers to their meetings
You can’t be a wallflower at these meeting
You need to walk up to strangers and introduce yourself
The golden rule of meeting new people – Let the other person talk
Learn to both talk and listen
If you tend not to talk, at least ask questions
Strategic questioning may make you seem like the smartest guy in the room
Ranking Your Level Two Contacts
When you meet someone and exchange business cards, write a ranking on the card
‘1’ – Great contact, someone in your target company or who knows people you would like to meet
‘2’ – People who might be able to help you with information, assistance, introductions
‘3’ – Everyone else. They’re involved in industries you are not targeting, or they live too far away to engage in follow up meetings
Throw away all your ‘3’ cards
‘Level 2’ networking is what many people think networking is about - it’s not
It’s only the starting point
Chapter 5 – Please Allow Me to Introduce Myself
Having made a level 2 contact, you need to build up to Level 3 and then Level 4
Following Up After a First Meeting
After establishing contact, you need to follow up
Starting an email or phone call dialogue will create an impression that will last 48 hours
Short Guide to Email Etiquette
Be clear and human
Find a style that works for your – be creative, positive, genuine
Avoid being trite/canned
Keep your writing short, factual, to the point
You’re making a contact, not telling your life story
Use short sentences
Paragraphs should not exceed 3 – 4 sentences
Check spelling and grammer
Don’t overthink it – stick to the specific purpose of the email
The email follow up is a step in building a relationship
Attach a biography to your email, so that they can learn about you
A resume is too formal, use your biography as your ‘advertisment’
Chapter 6 – Becoming a Branded Product
You are a product
You are a superior product with unique features that can help your future employer’s business succeed at a higher level
Your worklife is a business entity, measure by profit, loss, and all the other measures
The number one priority of that business is to promote ‘you’, the product
Poorly managed, ‘you’ will become commoditised, cheap
Avoiding Commodity Status and Becoming a Brand
Coffee at the local diner is $1 a cup
That same coffee served at Starbucks is $5 a cup
‘With the same core product, it then depends upon how you package and present yourself as to whether you’re perceived as a commodity or a highly prized serving that commands a premium’
Your career is your ‘business’ and its number one product is ‘you’!
With your unique product, you need to compete against other well-qualified job seekers
Branding for a Marathon and Not a Sprint
People need to know quickly about what you’re about
Brand yourself
A good brand is short, action-orientated, slightly provocative, linked to an unmet need
It should not be general, your brand should describe ‘you’
Truth in Advertising
Choose what to reveal about yourself
Be true to yourself and what you want
Be interesting to your audience and responsive to what they want
To internalise this concept: Consider how you can best meet what they need, while still achieving individual success
Avoiding the Resume
Create a biography
This is not a resume
Resumes don’t sell your product ‘you’
Have one for human resources, but the resume won’t get you a job
Resumes are a formality at the end of the hiring process
A biography shows off your skill and accomplishments, can be easily forwarded
A biography is less likely to be dumped in Human Resources department (i.e. Hiring Resistance department)
Your Personal Agent
What would your agent say about you to get your hired?
What would a news report about your strengths say?
Write your biography, keep it to one page
Create branding statements
Your brand will evolve, as you test it on family, friends and in the field
How to Create a Compelling Biography
Use twelve-point font, fourteen-point for titles
Use an easy-to-read font, like Times New Roman or Arial
Don’t use effects
Limit paragraphs to six lines
Four or Five well-crafted paragraphs
Get someone to proofread it
Commit ‘you’, the product of your business, to paper
Examples of themes to explore:
Your creativity
Your entrepreneurialism
Your focus on the future
Your interpersonal relationships
Your organisational skills
Your salesmanship
Your systems orientation
Your social or spiritual values
Your New Branded Business Cards
Your business card should support your brand
Your card should create an impression
Make your own customised business cards at home
Print a few different cards to suit the situation
Use phrases and titles to market your brand eg ‘John Davies – Co-conspirator - Turning Products into Profits’ ‘Andy Lesko – De-Engineer – Product development and introduction’
Buy business card paper
If you don’t buy card software, you can use Microsoft Word
It will take a few tries to get your card right
But custom cards are worth it
You have the flexibility to change your presentation to fit circumstances and audiences
It’s your job to promote what makes you different
You need to make your difference recognisable to stand out in a networking crowd
Chapter 7 – Let’s Get Together
Meeting people is not networking
Meeting people after you meet them is networking
Thank everyone who helps you along the way
Meeting Your New Networking Friends
Arrange face-to-face meetings (morning coffee, breakfast, lunch, other breaks)
Pick a quiet place where you can have a conversation
Pick a time that fits their schedule (usually early morning, lunch, after work – then you have
mid-morning/mid-afternoon to meet other unemployed people or make phone calls. Emails should be left for hours when you can’t meet people)
Be early
Make yourself visible – possibly send a picture of yourself via email or a description
Build rapport with genuine conversation – recall events from your past relationship or talk about your mutual contact who introduced you
Don’t ask for a job
You are not asking for a job, make it sound that you don’t expect them to tell you about any opportunities
Your goal is to start learning about each other’s background
Build trust
Don’t completely disregard the point of the meeting – do present a clear picture of your background and what you’re looking for
Find out the background of the person you’re meeting, and what they’re looking for
Tools for Your Networking Meeting
When you meet someone, bring some tools such as:
Your biography (already emailed in advance)
Condensed resume (fits on 2/3 of a page)
Target position, target industry, target companies (bottom 1/3 of page, below resume)
The resume is a prop to tell a story about your work history
People remember stories – so tell stories!
Have specifics in your stories (i.e. details), it makes a stronger impression
Illustrate your stories with your achievements and results
It’s not your goal to tell your life story – focus on key achievements
Then switch to your target title, target industry, and list of targeted companies
Now you both have something to talk about
They might know someone in these or similar companies
The target list allows your contact to understand your market quickly
Review your target list weekly or biweekly
‘I Think He’d Be Good, But...”
Learn about other people’s backgrounds, let them learn about yours
Unless you know someone well, you will get a limited cautious referral
The only way to combat this is to get to know them better
This requires time and multiple face-to-face meetings
Friends for Life: Building Level Five Relationships
Few contacts will reach level 5 – friends
Friends have a strong understanding of ‘you’
There are no ‘buts’ in referral
Level 5 relationships are built slowly over time
These are the best people to refer you to new opportunities, they can sell ‘you’
The biggest benefit of networking is getting to know some really great people that you otherwise would have never met
A New Definition of Networking: Helping Others, Trust, and Mutual Respect
You don’t need a hundred Level 5 contacts for the Law of 100
But they can’t be Level 2 contacts either
Networking is about helping others and mutual respect
If you provide these two things, you will reap greater rewards
It will take a little longer to build your network, but it will be more useful for you in your career
Don’t be rude and self-interested
Always Say Thank You
There’s etiquette to networking
Don’t expect trust if you can’t be trusted
Don’t aggressively farm contacts at social gatherings
Don’t send a resume to ‘help’ someone – that’s called ‘jobhunting’, not ‘helping’
Always follow up with a thank-you! Follow up all actions with a thank you note
Thank you for meeting with me/introducing me/contacting them for me/etc.
Chapter 8 – It’s Not Who You Know, It’s Who They Know
As you continue getting introductions, the process may lead you to discover careers/positions you may not have initially considered
Keep an open mind, tweak your goals as you network
Quality vs Quantity: It’s About Who, Not How Many
Meeting new people is more about quality than quantity
Aim for quality introductions, not just new names
The Second-call Expletive
The ‘second call’ is when you call someone who was unable to offer you an opportunity earlier on, to keep in touch
Fill it with positive energy, don’t focus on your continued unemployment
It’s an uncomfortable situation for the person at the other end, if they don’t know how to help you – they will cut you short because of this
If they ask you if you’re unemployed, say, ‘Yes, I’m still looking, but I’m calling you for a different reason.’ Keep the subject off jobhunting
Always ask if it’s a good time to talk, you don’t want to talk to them if they can’t concentrate on ‘you’
Asking for the Introduction
Ramble in detail that you need to be introduced (not referred) one hundred new people to be able to get the job you deserve
Usual response : ‘That makes sense.’
Aim for an introduction a little higher than you’re comfortable with
Aim for a peer of your potential boss or your boss’s boss
Help your contact figure out who and how to introduce you
The more specific you are, the more your network can help
Explain that you only want one person to be introduced to
Extending the Conversation
Do this right with a person you’ve developed an adequate relationship with, and they’ll end up giving you multiple introductions even though you asked only for one
They sometimes end up actively looking for contacts for you (i.e. potential employers for you)
Your job search thus becomes increasingly ‘outsourced’
Never Accept A Referral
Say, “I’d really appreciate you introducing me to X. You know, instead of me just dropping your name, do you think you could write an email and copy me on it? That way I’ll get his email address and he’ll know you really want me to meet him.”
Usual response is ‘Okay, that’s a good idea.’
Only accept a non-introductory referral if the introduction is not an option
Aim for the introduction!
The Introductory Email
Your contact should include the following in the introductory email:
How long you’ve known each other
How you met
What you’ve done together
Achievements when you worked together
Other achievements achieved by ‘you’
How ‘you’ might help the recipient
Why together you will have a great conversation
Write a paragraph or two for your contact if you think they will struggle
Keep the introduction short and to the point
How Can I Help You?
As part of your follow up, say, ‘This networking thing really works. You ought to do it even if you’re employed. It doesn’t have to be for work. It can be for hobbies and all sorts of things. Is there anyone I can introduce you to?’
Introduce others to your contacts to build a stronger community around ‘you’
Make others comfortable enough to impose on you
This will end up generating a support system for ‘you’, which will spontaneously ‘outsource’
your jobhunt into the network support system
Chapter 9 – Creating Co-Conspirators
Use your network to surround yourself with a support system
Use your network to celebrate when things go well
What to Do When People Ask ‘What Number Are You On?’
Keep numerical track of your introductions
Turns networking into a game, some contacts love knowing what number they are and their ‘score’
Be enthusiastic about your search, and your contacts will see helping you as fun
Your Personal Advisory Board
Some of your contacts will more meaningful and supportive to you than others
Befriend them, bounce your worries/concerns off them, ask for advice
You ought to have about 8 to 10 people who you can turn to for advice
Be selective
2/3 of this group should be service providers, they tend to be hyper-connected and you may end up only having 1 degree of separation to your targets
Be pro-active when asking for their help, give them guidance on what you want, ‘Help them help you’
Other Stakeholders in the Business of You
You still need to keep your non-core network involved
Give updates – every 6 weeks send an email with a short status about how your search is going, always say, ‘No need to reply, but I’m still available’
Attend networking meetings to keep in touch with the same old faces
Involve your network in email surveys, if you need immediate specific information on something
Chapter 10 – Tools of the Trade
You are now involved in sales
Your job is selling the greatest product in the world – ‘You’
Go to your local library and get some books on sales
Metrics for Success
Measure your progress
Set goals
Eg. Fifty approaches a week, five face-to-face meetings a week
Email approaches should be left to hours that you can’t use to speak to people (i.e. emails approaches should not be an excuse to avoid ‘real’ approaches through cold calls or meetings)
Dealing with Rejection
Not everyone you approach will be willing to help you
Keep a few good friends on hand to cheer you up when the rejections get you down
Building the Database
Keep a database of everyone you meet
Pen-and-paper is fine, but it will become unwieldy as your network grows
Sales contact database applications are great for this purpose
The Phone is Your Friend
Calls are better than emails for scheduling, emails are better than calls for introductions
Phone calls are efficient and convenient, saves time
Most people interpret phone calls as showing initiative
You can use scripts/notes if necessary while calling
The only bad thing about phone calls is that they’re easy to put off doing
Be Prepared
When calling, have all necessary material at hand (especially your schedule)
Preplan the call, it will prevent you wasting your and the person’s time
‘A well-prepared phone call sounds focused and professional’
Ask for a 30 minute meeting if calling to schedule a face-to-face contact
Always ask if it’s a good time to talk
When scheduling, always give a choice of two potential days
Phone call scorecard
After a call, rate yourself, consider what you need to improve to get to your goal of yet another introduction
Always send a thank-you note after a call
The Active Call Sheet
Keep a spreadsheet of the calls you need to make
At the start of each week, you should have a list of new contacts you will call that week
Include in the sheet the first things that you want to say to them as part of your conversation
Keep track of conversations, messages left, ‘I’ll call you back’s’, emails sent, emails sent that received a reply; keep track of how they went
On a separate sheet keep a list of all your follow up calls and how they went
At the end of the week print out your spreadsheets and file them in your archive
This record will assist you in keeping track of the 50+ conversations that you have per week, and remembering what they were about
Tracking the Number
Make sure you’re not spending too much time with unemployed people
Keep track of how many people have introduced how many people, this always makes for good conversation
Chapter 11 – Using Technology to Support Your Networking
Your most important tools: Telephone, Email, Database, Spreadsheet
Managing contacts
You can use Outlook to manage your contacts
Search technologies
Use search engines to find lost information when your memory fails you
Making ‘You’ Show Up in a Search
Create a personal webpage
It should be a promotional branding tool for ‘you’
Blogging
Blogging will help you develop clear communication – a valuable skill
It will build up your profile and allow your great ideas to be on display
You can refer people to your blog if they wish to get to know you more deeply
Be sure not to write anything you could later regret
Social Networking Software
You cannot automate networking, use things like ‘LinkedIn’ with caution
Chapter 12 – If All Else Fails
Your job as an unemployed person is to be in the right place in the right time speaking to the right person
There is way around this
Keep getting introduced to increases your ‘right places’ and your ‘right people’
Fewer people actively approach for a job – less competition with this jobhunting style
Networking discovers unadvertised positions or positions not yet advertised
The best way of dealing with rejection is to make another approach
Wear a suit, maintain good posture, listen more than you talk, get introduced: these things predispose people to liking you
If you don’t network, you won’t figure out which approaches or venues are not worth the effort
Ask for information, insight, advice; avoid asking for a job
Confirm meetings – sometimes people forget to schedule you
Say, ‘I was introduced to you because you might have some ideas to help me.’ Imply that a your meeting is not a job interview
If someone is comfortable enough and there is a job available, they will spontaneously offer it
Steer conversation towards gossip if silences become too long (e.g. what’s the worst company you’ve heard about?)
Be genuine, honest, forthcoming, likeable, avoid superficiality
Keep telling stories that reflect you overcoming the odds and facing challenges: jobhunting stories, accomplishment stories, personal stories
Always ramble a story when someone asks ‘What’s new?’
Drop the names of your close friends to show your higher value
Always steer the conversation to asking how you can help your contacts
Write articles/blogs/book on topic relevant to your target industry
Read a book a week, be a student of a changing world, have info and opinions on current matters
Read broadly
If you’ve had a great conversation with a contact, gift or recommend them a book relevant to the conversation
Keep networking even after you got your job, you need that safety net when you least expect it
Next book I though to review+summarise was 'What colour is your parachute,' but I'm starting a new job next month, I'll see if I have time. I doubt I will make as in depth a summary as with this John Davies book.
What I like most about the book is that the author writes from personal experience. He himself was an ex-CEO suddenly stranded without work. He quickly found that responding to ads in the local paper was not going to land him another CEO job.
Through a long, painful process, John Davies eventually developed a system of networking that netted him many contacts. Job opportunities would spontaneously diffuse to him through his network - in effect, he outsourced his job hunt to his network. This allowed him to go from no-work-no-hope to having multiple job offers to carefully consider.
The book has a lot of useful info and some really great ideas. It also is written in an interesting, rambling style that in and of itself is an example of what kind of conversation you ought to be attempting.
Unfortunately, his system is never clearly presented. He meanders a lot, repeats himself frequently, and doesn't seem to enjoy taking a straight line from start to finish.
There's gold in this book, and it has personally helped me immensely, but John Davies struggles to present his system in a clear easy-to-understand manner. For example, John Davies does not adequately explain opener mechanics. What he does explain is worth integrating into your network game. It's a book worth reading.
Some parallels between John Davies' Network Game and Roosh-style Day Game, off the top op my head:
- Have a good story about yourself to ramble on about
- Be able to ramble
- Go indirect (never ask for sex/job)
- Have a weekly target for approaches
- Go on dates/meetings
- Keep approaching, chase multiple leads at the same time
Attached is a one page schematic which summarises network game onto one page:
Here follows a chapter-by-chapter summary:
Summary of ‘The 100,000+ Career by John Davies: The new approach to networking for executive change’
Preface
There is no such thing as a guaranteed job
With economic transformation, some workers/executives will inevitably be displaced
Introduction
The power of introduction based networking
I didn’t understand networking initially
I grew up in a small town where everyone knew everyone
I wasn’t in a small town when I lost my job
70% of jobs come through networking
I knew I had to network, but I didn’t know how
The Law of 100: You need to be introduced to 100 new people. Before you reach that goal, you will have the job you want.
Meeting new people
It was difficult for me to meet new people
People you know would have already helped you if they could
New people can help you get a job
Start with trust, Build a network for life
Through networking, you’re building your own community
Build on a foundation of mutual trust
You’ll meet some nice people
You’ll be able to add diversity not available through education/work
A bigger community means a fuller life
Chapter 1 – Law of 100
After leaving the company I founded, I was unemployed for months.
I tried sending resumes for CEO software company jobs in southern California
It didn’t work, I was not a standout candidate, and there weren’t many software companies in California.
I had to find a way to stand out from my fellow job-seekers
Figuring out what networking really means
70% of executives are hired via networking
Go from ‘not working’ to ‘networking’!
One person leads to another!
Rapidly expand your network to increase your success
Build trust over time
Higher levels of trust will lead to better levels of help
If someone you meet can’t use your services, they usually know someone else you might want to talk to
‘If you make 100 cold calls, one person will buy’
The art of introduction
Merely meeting new people is not enough
Aim to know someone well enough that they introduce you to someone
An introduction provides immediate legitimacy, establishes you as someone trustworthy
The basics of introduction-based networking
Define your goal (eg. Your next great job)
To reach your goal, you need to be introduced to 100 new people
I travelled down dead ends for months looking for a job
I slowly started to learn about networking
I only started to have small successes once I started getting introduced
Networking worked too well – I got a job I hated and I quit
I even went back to my network to get advice on what work I should look for
My network was a source of positive and consistent feedback!
Then the introductions started coming in again
This time, looking for a job was much easier
Within a month I had 3 interviews, I was hired soon after
Networking is fun, dynamic and rewarding
People will help you get your new job
A network supports you in good times and bad, provides job security and greater opportunities
It’s who they know
You can only help people who know you’re available
Personal networks are too insular – you and your friend know the same opportunities
You need to reach beyond your close friends to find new opportunities
Chapter 2 – It’s not what you know, it’s who you know
The first tool of the Law of 100 – the contact matrix
Start thinking about the people who can make introductions
Identify all former co-workers and current friends
Start talking with them about who they know and who they can introduce to you
He only got that job because he knew her
This won’t be the last time you look for a job
Prepare thoroughly now for when you’re unemployed
Start networking and keep the process alive
Given a slate of candidates with equal qualifications, the tie breaker goes to someone who can be trusted
Trustworthiness does not show up on a resume, it is manifested through your network
The Job/Contact Matrix
People are more likely to help people they know
You know a lot more people than you think you do
Service Providers and the Vendor Network
Service providers and vendors know where the jobs are
Eg. Bankers, Lawyers, Real Estate, Suppliers, Caterers, Maintenance, etc etc.
They are probably more useful than recruitment agencies
Jobs that never reach the search firms get placed through vendor networks
Why? Trust + Access = Influence
Service providers/vendors wouldn’t be working with clients if they hadn’t built a relationship
of Trust
Service providers/vendors have easy Access to the companies they service
Service providers/vendors = Trusted partners of the company you want to work at
Partners can recommend people for a job!
List all the companies you’ve worked with over your career, then write the names of people you’ve interacted with at those companies – these are all potential contacts
Your Friendly Executive Recruiters
The potential of recruiters lies in the networks they participate in and maintain
Go for recruiters who are paid regardless whether their candidates are hired
These will not spam your resume everywhere purposelessly
Add recruiters to your contact matrix for: information on your industry, tips about local
networking events, introductions to people who can help your search
A recruiter is unlikely to reject your initiative
List all the recruiters you can work with, then write the names of the recruiters you can contact
Farming Your Past Work Life
Now add to your matrix: People you’ve worked for, people who’ve worked for you.
List the companies you’ve worked for, positions held
List all your bosses and underlings in those companies and positions, these will also be possible contacts
The Power of Alumni Associations
Next you need to join alumni associations
Start with schools you attended (high school, undergrad, graduate schools)
Get an alumni directory, scan through the names to jog your memory
Do internet searches to find alumni working at the institutions you want to work at
Call those alumni, introduce yourself as a fellow alumni/fraternity member, say you’re interested in learning more about the company
Next, attend alumni meetings of schools you did NOT go to
Example : Harvard Business School regularly hosts alumni meetings, you don’t need to be an alumni to attend
When targeting companies, find out who studied where
Then get your alumnus network to introduce you in as ‘an alumni helping out a friend.’
This creates a bond: ‘Any friend of an alumnus is a friend of mine.’
Some companies have ‘alumni’ associations for former employees
If the company you’re targeting has such, you need to attend their get-togethers even though you’re not an ex-employee
Search the web for organisational directories
Build your list
You should by now have a substantial list
Now you can add ‘random’ people
Possibilities for your network include: neighbours, hair dressers/barbers, shopkeepers, random people from previous jobs
Don’t prejudge!
Most people assume a mere hair dresser or neighbour can’t help
But these are people who meets lots of other people every day
Now That You Know Who You Know
If you worked with someone closely, then they can start introducing you straight away
If you don’t know them well, get together with them for lunch, get to know them, get them to know you, before asking for favours
Get out there and start talking to people
Chapter 3 – Theories of Networking and The Five Levels of Networking Success
A network is an extended group of people, not a group of close friends and relatives
You need to extend beyond the people you know
Stanley Milgram and The Six Degrees of Separation
Some people are more well-connected than others
‘Funnel’ effects observed in social experiments – a handful of people seem to know everyone
This handful of ‘connectors’ mediates the connection between a large majority and otherwise weakly connected individuals
Strong and Weak Ties in a Network
Networks have ‘strong’ and ‘weak’ ties
Strong ties tend to form around a cluster group
Weak ties are people that link the clusters together
Weak ties are more important for personal advancement
A group of friends share the same knowledge and opportunities
For wider knowledge and opportunities, you need to connect to other ‘social worlds’ or clusters, people not in your group
The Strength of Weak Ties
To get information on new opportunities, you need to have weak ties
It is better to have connections to a variety of networks/clusters rather many connections within the same network/cluster
Networking (Re-) Defined
The spirit of networking is about mutual assistance and support
You have to do networking regularly to see results
Other than a job, you may find a new hobby or interest
Volunteering for a non-profit organisation offers opportunities for networking, and a chance to get passionate about something
We can make our personal ‘community’ i.e. network by getting to know the people we see every day
Your networking will build a stronger community
The community will help you, and invariably you’ll be able to help others
Networking provides a means by which you can help others while advancing your career and improving your life
Networking is as much about helping others as helping yourself
From Contact To Relationship – The Five Levels of Networking
It takes effort to build new friendships and relationships
Networking requires that you build stronger relationships with the people you know so that they feel comfortable introducing you to the people they know
Five levels of networking:
1 - ‘Employed’ – You’re too busy to make new friends and relationships
2 - ‘Contacts’ – Typically an exchange of business cards. You create an impression in someone that lasts approximately 10 minutes
3 - ‘Informal’ – Telephone or email exchanges. Your impression lasts about 24-48 hours
4 - ‘Formal’ – Face to face meetings. Your impression lasts about 2 weeks. Any introduction you get will be subjected to ‘but I haven’t really known him long’
5 - ‘Relationship’ – Friends. Any introduction will be an honest summation of your strengths, there are no ‘but I haven’t really known him long’ problems
Each step represents a progressive level of trust
To move a contact up the levels, you need to invest time in building the relationship
Networking consists of meeting people
Even if you’re employed, steer friendly conversations to business situations, so that you understand each other
Extend your network to ‘weak’ ties, then build on your contacts to develop lifelong friendships
Chapter 4 – Let Me Give You A Business Card
The Importance of First Impressions
First impressions last about fifteen minutes
Dress nicely and speak clearly
Introduce yourself appropriately
Listen as much as you talk
Show interest in other people
Be confident
Be genuine
Make eye contact
Connect
Smile
Formalised Networking Meetings
Networking meetings generate ‘Level 2’ relationships – contacts
You end up ‘collecting’ contacts
Real networking is about collaboration, not collecting
Search out meetings where you can find fellow collaborators, leave the collectors behind
Outplacement firms often host networking meetings
These meetings are good to test your approach strategies, meet people to bounce ideas off
Industry and Trade Organisations
If there’s a trade, it has an organisation
They tend to attract large numbers to their meetings
You can’t be a wallflower at these meeting
You need to walk up to strangers and introduce yourself
The golden rule of meeting new people – Let the other person talk
Learn to both talk and listen
If you tend not to talk, at least ask questions
Strategic questioning may make you seem like the smartest guy in the room
Ranking Your Level Two Contacts
When you meet someone and exchange business cards, write a ranking on the card
‘1’ – Great contact, someone in your target company or who knows people you would like to meet
‘2’ – People who might be able to help you with information, assistance, introductions
‘3’ – Everyone else. They’re involved in industries you are not targeting, or they live too far away to engage in follow up meetings
Throw away all your ‘3’ cards
‘Level 2’ networking is what many people think networking is about - it’s not
It’s only the starting point
Chapter 5 – Please Allow Me to Introduce Myself
Having made a level 2 contact, you need to build up to Level 3 and then Level 4
Following Up After a First Meeting
After establishing contact, you need to follow up
Starting an email or phone call dialogue will create an impression that will last 48 hours
Short Guide to Email Etiquette
Be clear and human
Find a style that works for your – be creative, positive, genuine
Avoid being trite/canned
Keep your writing short, factual, to the point
You’re making a contact, not telling your life story
Use short sentences
Paragraphs should not exceed 3 – 4 sentences
Check spelling and grammer
Don’t overthink it – stick to the specific purpose of the email
The email follow up is a step in building a relationship
Attach a biography to your email, so that they can learn about you
A resume is too formal, use your biography as your ‘advertisment’
Chapter 6 – Becoming a Branded Product
You are a product
You are a superior product with unique features that can help your future employer’s business succeed at a higher level
Your worklife is a business entity, measure by profit, loss, and all the other measures
The number one priority of that business is to promote ‘you’, the product
Poorly managed, ‘you’ will become commoditised, cheap
Avoiding Commodity Status and Becoming a Brand
Coffee at the local diner is $1 a cup
That same coffee served at Starbucks is $5 a cup
‘With the same core product, it then depends upon how you package and present yourself as to whether you’re perceived as a commodity or a highly prized serving that commands a premium’
Your career is your ‘business’ and its number one product is ‘you’!
With your unique product, you need to compete against other well-qualified job seekers
Branding for a Marathon and Not a Sprint
People need to know quickly about what you’re about
Brand yourself
A good brand is short, action-orientated, slightly provocative, linked to an unmet need
It should not be general, your brand should describe ‘you’
Truth in Advertising
Choose what to reveal about yourself
Be true to yourself and what you want
Be interesting to your audience and responsive to what they want
To internalise this concept: Consider how you can best meet what they need, while still achieving individual success
Avoiding the Resume
Create a biography
This is not a resume
Resumes don’t sell your product ‘you’
Have one for human resources, but the resume won’t get you a job
Resumes are a formality at the end of the hiring process
A biography shows off your skill and accomplishments, can be easily forwarded
A biography is less likely to be dumped in Human Resources department (i.e. Hiring Resistance department)
Your Personal Agent
What would your agent say about you to get your hired?
What would a news report about your strengths say?
Write your biography, keep it to one page
Create branding statements
Your brand will evolve, as you test it on family, friends and in the field
How to Create a Compelling Biography
Use twelve-point font, fourteen-point for titles
Use an easy-to-read font, like Times New Roman or Arial
Don’t use effects
Limit paragraphs to six lines
Four or Five well-crafted paragraphs
Get someone to proofread it
Commit ‘you’, the product of your business, to paper
Examples of themes to explore:
Your creativity
Your entrepreneurialism
Your focus on the future
Your interpersonal relationships
Your organisational skills
Your salesmanship
Your systems orientation
Your social or spiritual values
Your New Branded Business Cards
Your business card should support your brand
Your card should create an impression
Make your own customised business cards at home
Print a few different cards to suit the situation
Use phrases and titles to market your brand eg ‘John Davies – Co-conspirator - Turning Products into Profits’ ‘Andy Lesko – De-Engineer – Product development and introduction’
Buy business card paper
If you don’t buy card software, you can use Microsoft Word
It will take a few tries to get your card right
But custom cards are worth it
You have the flexibility to change your presentation to fit circumstances and audiences
It’s your job to promote what makes you different
You need to make your difference recognisable to stand out in a networking crowd
Chapter 7 – Let’s Get Together
Meeting people is not networking
Meeting people after you meet them is networking
Thank everyone who helps you along the way
Meeting Your New Networking Friends
Arrange face-to-face meetings (morning coffee, breakfast, lunch, other breaks)
Pick a quiet place where you can have a conversation
Pick a time that fits their schedule (usually early morning, lunch, after work – then you have
mid-morning/mid-afternoon to meet other unemployed people or make phone calls. Emails should be left for hours when you can’t meet people)
Be early
Make yourself visible – possibly send a picture of yourself via email or a description
Build rapport with genuine conversation – recall events from your past relationship or talk about your mutual contact who introduced you
Don’t ask for a job
You are not asking for a job, make it sound that you don’t expect them to tell you about any opportunities
Your goal is to start learning about each other’s background
Build trust
Don’t completely disregard the point of the meeting – do present a clear picture of your background and what you’re looking for
Find out the background of the person you’re meeting, and what they’re looking for
Tools for Your Networking Meeting
When you meet someone, bring some tools such as:
Your biography (already emailed in advance)
Condensed resume (fits on 2/3 of a page)
Target position, target industry, target companies (bottom 1/3 of page, below resume)
The resume is a prop to tell a story about your work history
People remember stories – so tell stories!
Have specifics in your stories (i.e. details), it makes a stronger impression
Illustrate your stories with your achievements and results
It’s not your goal to tell your life story – focus on key achievements
Then switch to your target title, target industry, and list of targeted companies
Now you both have something to talk about
They might know someone in these or similar companies
The target list allows your contact to understand your market quickly
Review your target list weekly or biweekly
‘I Think He’d Be Good, But...”
Learn about other people’s backgrounds, let them learn about yours
Unless you know someone well, you will get a limited cautious referral
The only way to combat this is to get to know them better
This requires time and multiple face-to-face meetings
Friends for Life: Building Level Five Relationships
Few contacts will reach level 5 – friends
Friends have a strong understanding of ‘you’
There are no ‘buts’ in referral
Level 5 relationships are built slowly over time
These are the best people to refer you to new opportunities, they can sell ‘you’
The biggest benefit of networking is getting to know some really great people that you otherwise would have never met
A New Definition of Networking: Helping Others, Trust, and Mutual Respect
You don’t need a hundred Level 5 contacts for the Law of 100
But they can’t be Level 2 contacts either
Networking is about helping others and mutual respect
If you provide these two things, you will reap greater rewards
It will take a little longer to build your network, but it will be more useful for you in your career
Don’t be rude and self-interested
Always Say Thank You
There’s etiquette to networking
Don’t expect trust if you can’t be trusted
Don’t aggressively farm contacts at social gatherings
Don’t send a resume to ‘help’ someone – that’s called ‘jobhunting’, not ‘helping’
Always follow up with a thank-you! Follow up all actions with a thank you note
Thank you for meeting with me/introducing me/contacting them for me/etc.
Chapter 8 – It’s Not Who You Know, It’s Who They Know
As you continue getting introductions, the process may lead you to discover careers/positions you may not have initially considered
Keep an open mind, tweak your goals as you network
Quality vs Quantity: It’s About Who, Not How Many
Meeting new people is more about quality than quantity
Aim for quality introductions, not just new names
The Second-call Expletive
The ‘second call’ is when you call someone who was unable to offer you an opportunity earlier on, to keep in touch
Fill it with positive energy, don’t focus on your continued unemployment
It’s an uncomfortable situation for the person at the other end, if they don’t know how to help you – they will cut you short because of this
If they ask you if you’re unemployed, say, ‘Yes, I’m still looking, but I’m calling you for a different reason.’ Keep the subject off jobhunting
Always ask if it’s a good time to talk, you don’t want to talk to them if they can’t concentrate on ‘you’
Asking for the Introduction
Ramble in detail that you need to be introduced (not referred) one hundred new people to be able to get the job you deserve
Usual response : ‘That makes sense.’
Aim for an introduction a little higher than you’re comfortable with
Aim for a peer of your potential boss or your boss’s boss
Help your contact figure out who and how to introduce you
The more specific you are, the more your network can help
Explain that you only want one person to be introduced to
Extending the Conversation
Do this right with a person you’ve developed an adequate relationship with, and they’ll end up giving you multiple introductions even though you asked only for one
They sometimes end up actively looking for contacts for you (i.e. potential employers for you)
Your job search thus becomes increasingly ‘outsourced’
Never Accept A Referral
Say, “I’d really appreciate you introducing me to X. You know, instead of me just dropping your name, do you think you could write an email and copy me on it? That way I’ll get his email address and he’ll know you really want me to meet him.”
Usual response is ‘Okay, that’s a good idea.’
Only accept a non-introductory referral if the introduction is not an option
Aim for the introduction!
The Introductory Email
Your contact should include the following in the introductory email:
How long you’ve known each other
How you met
What you’ve done together
Achievements when you worked together
Other achievements achieved by ‘you’
How ‘you’ might help the recipient
Why together you will have a great conversation
Write a paragraph or two for your contact if you think they will struggle
Keep the introduction short and to the point
How Can I Help You?
As part of your follow up, say, ‘This networking thing really works. You ought to do it even if you’re employed. It doesn’t have to be for work. It can be for hobbies and all sorts of things. Is there anyone I can introduce you to?’
Introduce others to your contacts to build a stronger community around ‘you’
Make others comfortable enough to impose on you
This will end up generating a support system for ‘you’, which will spontaneously ‘outsource’
your jobhunt into the network support system
Chapter 9 – Creating Co-Conspirators
Use your network to surround yourself with a support system
Use your network to celebrate when things go well
What to Do When People Ask ‘What Number Are You On?’
Keep numerical track of your introductions
Turns networking into a game, some contacts love knowing what number they are and their ‘score’
Be enthusiastic about your search, and your contacts will see helping you as fun
Your Personal Advisory Board
Some of your contacts will more meaningful and supportive to you than others
Befriend them, bounce your worries/concerns off them, ask for advice
You ought to have about 8 to 10 people who you can turn to for advice
Be selective
2/3 of this group should be service providers, they tend to be hyper-connected and you may end up only having 1 degree of separation to your targets
Be pro-active when asking for their help, give them guidance on what you want, ‘Help them help you’
Other Stakeholders in the Business of You
You still need to keep your non-core network involved
Give updates – every 6 weeks send an email with a short status about how your search is going, always say, ‘No need to reply, but I’m still available’
Attend networking meetings to keep in touch with the same old faces
Involve your network in email surveys, if you need immediate specific information on something
Chapter 10 – Tools of the Trade
You are now involved in sales
Your job is selling the greatest product in the world – ‘You’
Go to your local library and get some books on sales
Metrics for Success
Measure your progress
Set goals
Eg. Fifty approaches a week, five face-to-face meetings a week
Email approaches should be left to hours that you can’t use to speak to people (i.e. emails approaches should not be an excuse to avoid ‘real’ approaches through cold calls or meetings)
Dealing with Rejection
Not everyone you approach will be willing to help you
Keep a few good friends on hand to cheer you up when the rejections get you down
Building the Database
Keep a database of everyone you meet
Pen-and-paper is fine, but it will become unwieldy as your network grows
Sales contact database applications are great for this purpose
The Phone is Your Friend
Calls are better than emails for scheduling, emails are better than calls for introductions
Phone calls are efficient and convenient, saves time
Most people interpret phone calls as showing initiative
You can use scripts/notes if necessary while calling
The only bad thing about phone calls is that they’re easy to put off doing
Be Prepared
When calling, have all necessary material at hand (especially your schedule)
Preplan the call, it will prevent you wasting your and the person’s time
‘A well-prepared phone call sounds focused and professional’
Ask for a 30 minute meeting if calling to schedule a face-to-face contact
Always ask if it’s a good time to talk
When scheduling, always give a choice of two potential days
Phone call scorecard
After a call, rate yourself, consider what you need to improve to get to your goal of yet another introduction
Always send a thank-you note after a call
The Active Call Sheet
Keep a spreadsheet of the calls you need to make
At the start of each week, you should have a list of new contacts you will call that week
Include in the sheet the first things that you want to say to them as part of your conversation
Keep track of conversations, messages left, ‘I’ll call you back’s’, emails sent, emails sent that received a reply; keep track of how they went
On a separate sheet keep a list of all your follow up calls and how they went
At the end of the week print out your spreadsheets and file them in your archive
This record will assist you in keeping track of the 50+ conversations that you have per week, and remembering what they were about
Tracking the Number
Make sure you’re not spending too much time with unemployed people
Keep track of how many people have introduced how many people, this always makes for good conversation
Chapter 11 – Using Technology to Support Your Networking
Your most important tools: Telephone, Email, Database, Spreadsheet
Managing contacts
You can use Outlook to manage your contacts
Search technologies
Use search engines to find lost information when your memory fails you
Making ‘You’ Show Up in a Search
Create a personal webpage
It should be a promotional branding tool for ‘you’
Blogging
Blogging will help you develop clear communication – a valuable skill
It will build up your profile and allow your great ideas to be on display
You can refer people to your blog if they wish to get to know you more deeply
Be sure not to write anything you could later regret
Social Networking Software
You cannot automate networking, use things like ‘LinkedIn’ with caution
Chapter 12 – If All Else Fails
Your job as an unemployed person is to be in the right place in the right time speaking to the right person
There is way around this
Keep getting introduced to increases your ‘right places’ and your ‘right people’
Fewer people actively approach for a job – less competition with this jobhunting style
Networking discovers unadvertised positions or positions not yet advertised
The best way of dealing with rejection is to make another approach
Wear a suit, maintain good posture, listen more than you talk, get introduced: these things predispose people to liking you
If you don’t network, you won’t figure out which approaches or venues are not worth the effort
Ask for information, insight, advice; avoid asking for a job
Confirm meetings – sometimes people forget to schedule you
Say, ‘I was introduced to you because you might have some ideas to help me.’ Imply that a your meeting is not a job interview
If someone is comfortable enough and there is a job available, they will spontaneously offer it
Steer conversation towards gossip if silences become too long (e.g. what’s the worst company you’ve heard about?)
Be genuine, honest, forthcoming, likeable, avoid superficiality
Keep telling stories that reflect you overcoming the odds and facing challenges: jobhunting stories, accomplishment stories, personal stories
Always ramble a story when someone asks ‘What’s new?’
Drop the names of your close friends to show your higher value
Always steer the conversation to asking how you can help your contacts
Write articles/blogs/book on topic relevant to your target industry
Read a book a week, be a student of a changing world, have info and opinions on current matters
Read broadly
If you’ve had a great conversation with a contact, gift or recommend them a book relevant to the conversation
Keep networking even after you got your job, you need that safety net when you least expect it
Next book I though to review+summarise was 'What colour is your parachute,' but I'm starting a new job next month, I'll see if I have time. I doubt I will make as in depth a summary as with this John Davies book.
