A good starting point is to compile a list of roughly 100 (or more) contacts from researching company websites. This target list will be the foundation of your networking framework when using the direct mail approach and your results will generally rate a 35% to 50% response. The majority will politely say, ‘Whilst you appear to be a very good candidate we have nothing at the moment but with your permission we will keep your resume on file.’ However, there will be small number who will indeed wish to meet with you. A response generally is a good enough reason to send a thank you letter (not an email) as this can open up the telephone channel which is an easier way to arrange a meeting.

You should always keep a list of organisations you wish to research in the future and even ultimately approach as your career progresses.

We suggest the direct mailing approach as a worthwhile alternative to the old fashioned telephone call to the HR department or via the gatekeeper. It is a more marketing oriented approach that can be used to supplement the traditional approach of networking (seeking a job).

It is always advisable to try and network to get information on specific targets before sending any correspondence, as once that organisation has heard from you, or has your resume, it may preclude the opportunity to speak with them or possibly create perceptions that you are not an exact fit.

Your objectives at each subsequent networking meeting should be as follows:

• Obtain their thoughts on industry trends, issues, prospects, their reaction to your future career direction, people to contact and companies to which they think your particular skills and achievements are suited.
• To enter their network so that, after reading your resume and talking with you, they will have a clear understanding of your desired career direction, achievements and capabilities. Who knows, but your contact may soon meet somebody at the golf club or a business lunch that is looking for a person such as you for either a project or on a permanent basis!
• To obtain referrals. You should aim to gain at least two leads from each meeting so your network continually grows.  This, by the way, is a life long exercise and an essential career management skill.

There are numerous channels to work in order to develop a properly balanced job search strategy. These are made up of the traditional ones, newspapers, websites and recruiters, head hunters, search companies which all account for less than 24% of the total job market.

Irrespective of the virtue of direct mailing or systematic networking, it is imperative that you remain determined, focused and persistent in your approach.