Networking is a normal part of student life.
The term networking nowadays usually connotes interacting with business people with the goal of achieving a professional outcome, and this becomes increasingly important as the academic journey comes to an end.
In the consulting industry networking is more than just gaining a few names and LinkedIn contacts, it is about building personal relationships and a portfolio of prospective business opportunities. For students, networking is a fundamental stepping stone on the path towards a career in consulting. For consultants, networking is a necessary component of building a thriving career within the industry.
As a student, I am constantly aware of my need to develop my employability and acquire social capital. Networking is unquestionably an aspect of any student’s pre-career preparation.
The more you network, the more opportunities you will have to gain a broader perspective of the industry, acquire specific career related information, develop your soft skills, and build important relationships relevant to a career in consulting.
This post contains 3 tips on networking drawn from my experience to help you make the most of networking events and achieve your goal of landing a role in the management consulting industry.
1. Be long term orientated
Students at target schools are often exposed to the promoting efforts of consulting firms who come to educate students about opportunities for a career in the consulting industry. These events are networking opportunity goldmines at which high flying consultants have taken time out of their busy schedules to deliberately interact with students.
Being long term orientated means reconciling your personal interests with your professional goals, and the opportunities that these consulting firms have to offer. Be open minded and explore all of the firms available to you. See which ones best align with your interests and objectives.
Being long term orientated requires understanding your own views and goals, and not being discouraged by setbacks or easily swayed by information that is bias or unsubstantiated. For example, should you revise your interest in the management consulting industry because you hear of a recent scandal that has made it hazardous to be in the field of consulting? Do not simply disregard your interests or abandon your goals without collecting empirical evidence and a wide range of well-informed perspectives.
Another helpful point when networking is to be mindful that you are on a journey and aiming for a career in consulting. Are you headed in the right direction? Do you know how to prepare? What kind of news should you be following? Where is the best place to follow up on developments in the industry? What books should you be reading? What are the best websites for career preparation?
Do your own research, share what you have found, and talk to the consultants you meet to try and fill in the gaps in your knowledge.
2. Be thoughtful of your partner in conversation and mindful of yourself
Networking should not be seen as an intimidating task with the sole goal of gaining an opportunity, rather it should be seen as a conversation between two individuals who wish to casually, but respectfully relate to each other.
Do not embark on a unilateral networking session, where you simply bombard the consultant with questions and the consultant tries their best to answer them. Be mindful also that much of the specific information about consulting projects is confidential due to the nature of the work. So, explore topics that won’t compromise that person’s duty of confidentiality.
Share a bit of information about yourself, in that way you can try to find some common ground and the representative can give more relevant answers that are specific to you. Respect the consultant’s time and space as they have many other students to engage with as well.
Being mindful of yourself means keeping in mind what interests you, and whether there is a good match with each firms’ employees, goals and working culture. Ask what behaviour gets rewarded in the firm, how conflicts are resolved, and how peer reviews are done.
Try to envisage your ideal work environment and which functions and sectors you would prefer to focus on beforehand. This will allow you to place the information the representative gives you into a meaningful context.
Collect brochures so that you have a summary of what the event was about. This will allow you to spend more time engaging with consultants over topics that aren’t covered in their marketing leaflets.
3. Be realistic
Consulting firms have strict evaluation and hiring systems, do not expect shortcuts. It is difficult to bypass the system by simply enjoying a coffee with a recruiter. Do not expect a job simply because you had good rapport with a consultant you met at a networking event. The best you can hope for is that you will be referred to the first round of the application process like everyone else.
What you can hope to gain from networking are useful ideas and small opportunities that get you closer to your final goal.
You may find out about a networking event that is coming up soon, obtain information about other firms and the consulting industry, or receive guidance that helps you better navigate your journey towards becoming a consultant. You may even be able to line up a coffee chat or referrals to contacts who will help you prepare for consulting interviews.
It is not unheard of for professionals to be willing to mentor students, so don’t hesitate to ask the consultant or HR person you are talking to whether they can refer you to a professional who would be willing to mentor you.
Conclusion
Networking can have substantial benefits, and for some people can even define the rest of their professional career.
It is important to note, in closing, that networking becomes increasingly valuable as the time spent building relationships increases.
Author and motivational speaker, Simon Sinek, has highlighted the important difference between intensity and consistency. The general principle is: Talking to one person enthusiastically does nothing, it does absolutely nothing. However, by talking to multiple people enthusiastically over time, that consistency is the humane part of networking: building relationships and not just completing tasks.
By keeping at it, you will build more meaningful connections and also increase your chances of gaining a career in the management consulting industry.
Rhulani (Ruce) Ndlala is an accounting student at the University of Cape Town, and former President of the UCT Consulting Club.
Image: Pixabay