Networking With a Purpose: How to Build Connections That Lead to Career Opportunities

Many people think networking means knowing more people.

It doesn't.

Most of us already know plenty of people through work, school, family, social media, professional organizations, former employers, and everyday life. But knowing someone and having a meaningful professional connection with that person are very different things.

A network is not simply a collection of names. Its real value comes from the relationships within it and from what people are willing to learn from and do for one another.

That is where networking with a purpose begins.

Networking Should Begin With Learning, Not Asking

One of the biggest mistakes people make when they need a job is beginning their networking with a request:

Do you know anyone who is hiring?

There is nothing necessarily wrong with asking that question, but it may be much too early.

A better starting point is curiosity.

What do I need to understand about this industry?

What skills are employers really looking for?

How has this profession changed?

What terminology do people inside the industry use?

Which companies should I be learning about?

Who else should I talk with?

Those questions change networking from asking people for something into learning from people who know something you need to understand.

That's one reason I have long considered the informational interview such a valuable career tool.

What an Informational Interview Can Do

An informational interview is not a job interview.

You aren't meeting with someone primarily to convince that person to hire you. You are there to learn.

Suppose you're considering changing industries. You can read job descriptions, visit company websites, study LinkedIn profiles, and research the industry online. All of that is useful.

But then talk with someone who has spent ten years working inside that industry.

The conversation can reveal things your online research didn't.

You might discover that a skill you considered unimportant is highly valued. You might learn that your experience from another industry is more transferable than you thought. You might discover that the position you intended to pursue isn't really the best fit for you.

And you may learn about opportunities, companies, people, and career paths you didn't even know existed.

That's information you can use before submitting an application or sitting down for a formal interview.

The Difference Between Contacts and Connections

A contact is someone you know.

A connection is someone with whom you've developed enough of a relationship that meaningful communication can take place.

That distinction matters.

If you have 1,000 LinkedIn connections but couldn't comfortably contact most of them with a genuine question, you don't necessarily have 1,000 useful professional relationships.

The number isn't the point.

The quality of the connection is.

Real networking happens when people exchange knowledge, ideas, introductions, experiences, and assistance. Sometimes you receive the benefit. Sometimes you provide it.

The strongest professional relationships often include both.

Don't Wait Until You Need a Job

Networking becomes much harder when desperation enters the conversation.

If the first time someone hears from you in five years is when you've lost your job and need help, you're asking a dormant relationship to suddenly become an active one.

That doesn't mean the person won't help. Many will.

But there's a better approach.

Maintain relationships while things are going well.

Congratulate someone on a new position. Send an article you think would interest them. Ask how their industry is changing. Introduce two people who might benefit from knowing one another. Answer a question when you're the person with useful information.

You aren't doing these things because you're accumulating favors.

You're building relationships.

Then networking becomes something you do throughout your career rather than something you suddenly begin when you need something.

Are You Talking to the Right People?

A quotation attributed to Eleanor Roosevelt has stayed with me for years:

“Never allow a person to tell you no who doesn't have the power to say yes.”

I think there is an important networking lesson in that idea, although I would take it a little further.

The person you're speaking with doesn't always need the power to say yes.

They may know the person who does.

Or they may help you understand what you need to learn before approaching that person.

Someone may not have the authority to hire you, but they may understand the company exceptionally well. They may know which department is expanding, which skills are difficult to find, how hiring decisions are made, or whom you should speak with next.

So the better networking question isn't simply:

Can this person help me get what I want?

It's:

What can I learn from this person, and where might this conversation lead next?

That is a very different way to build a network.

The Hidden Value of a Conversation

Some career opportunities are advertised. Others develop through relationships, referrals, recommendations, and conversations.

That doesn't mean networking is a shortcut around qualifications. A relationship cannot substitute for the ability to do the work.

But information can help you position those qualifications more effectively.

Imagine two people applying for the same position.

One reads the job posting and submits a résumé.

The other has spent time learning about the industry, understands the company's challenges, knows the terminology, has spoken with people doing similar work, and has a clearer understanding of what the employer actually needs.

Those two candidates may have similar experience on paper, but they aren't equally prepared for the conversation that follows.

That's one of the practical benefits of networking.

Better information creates better preparation.

Your Network Can Also Help People Find You

Networking doesn't operate in only one direction.

The way you present yourself online can help other people understand what you know, what you've accomplished, and where your interests lie.

Your LinkedIn profile, professional biography, website, articles, comments, and other public material create signals about your expertise.

Be specific.

Instead of simply describing yourself as “an experienced professional,” explain what you have actually done.

What problems have you solved?

What industries do you understand?

What responsibilities have you handled?

What skills can you transfer from one role or industry to another?

What subjects do people regularly ask you about?

Clarity makes it easier for someone to recognize a reason to contact you.

Sometimes the next useful connection doesn't begin because you found someone.

It begins because the right person found you.

Generosity Is Part of Good Networking

There is another side to networking that is sometimes overlooked.

What can you give?

You may have information someone else needs. You may know a person they should meet. Your experience may help someone avoid a mistake. You might be able to answer a question that took you years to understand.

Networking works better when we stop viewing every relationship according to what we can get from it.

Generosity builds trust.

And trust is what turns a collection of professional contacts into an actual network.

Build the Network Before You Need It

The best time to develop a professional network is not the day you lose your job.

It's years earlier.

Have conversations. Ask good questions. Stay curious about what other people do. Learn how industries and organizations actually work. Maintain relationships. Help people when you can.

Then, when circumstances change, you aren't beginning from zero.

You already have relationships with people who know you, understand something about what you can do, and may be willing to share what they know.

That is the real purpose of networking.

It isn't about accumulating contacts.

It isn't about asking everyone you know for a job.

And it isn't about using people to get somewhere.

It's about building genuine professional relationships, gaining knowledge, sharing what you know, and creating connections that can lead in directions neither person could necessarily predict when the first conversation began.

About Networking With a Purpose

In Networking With a Purpose: The Informational Interview, Its Use, and Why It Is a Valuable Tool, I explore how informational interviews and professional relationships can help people better understand careers, companies, industries, and opportunities.

The objective isn't simply to become better at “networking.” It's to have better conversations, ask better questions, make better-informed career decisions, and build professional relationships that remain useful long after a particular job search has ended.

Networking With a Purpose by Brent M. Jones is available on Amazon in Kindle and paperback edition

The True Power of Networking: Connection, Contribution, and Character

It is easy to mistake having a large network for having a strong one.

We count contacts, connections, followers, and names in a database. But knowing someone exists and having a genuine relationship with that person are very different things.

You may have hundreds or even thousands of professional contacts. The people who really make up your network are usually a much smaller group. They know something about you. You know something about them. Some level of trust has developed between you.

That difference matters.

A Contact Is Not Yet a Connection

Networking is often treated as an activity: attend an event, introduce yourself, exchange information, connect on LinkedIn, and move on to the next person.

Those actions may begin a network, but they don't create much value by themselves.

A connection develops through what happens afterward.

Do you listen? Do you remember what matters to the other person? Do you share information that might help them? Do you stay in touch when you don't need something?

Those behaviors turn a name into a relationship.

This is why some people with relatively small networks seem remarkably well connected, while others accumulate thousands of contacts and still struggle to find anyone willing to help when they need it.

The Currency of Networking Is Generosity

One of the biggest mistakes in networking is approaching another person by asking, consciously or unconsciously, "What can this person do for me?"

People recognize that attitude surprisingly quickly.

A better question is, "What can I contribute?"

Generosity doesn't require money or grand gestures. In a professional network, it can mean making an introduction, sharing useful information, offering encouragement, recommending someone's work, answering a question, or simply giving someone your full attention.

The important part is that the contribution isn't merely a disguised transaction.

If every favor comes with an expectation of repayment, it isn't generosity. It is an exchange.

Real generosity changes the character of a relationship because the attention moves outward. You begin noticing what other people need instead of constantly measuring what they can provide for you.

Over time, that builds something much more valuable than a list of contacts. It builds goodwill.

Networking Depends on Human Skills

We sometimes call communication, listening, empathy, and interpersonal awareness "soft skills." There is nothing particularly soft about their effect.

They determine whether people trust us.

Good networking requires being able to listen rather than simply waiting for your turn to speak. It requires understanding that different people communicate differently. It requires recognizing what someone else may need from a conversation rather than concentrating exclusively on what you want from it.

Those abilities become especially important during career transitions, when networking can easily become overly transactional.

If every conversation begins with your need for a job, referral, introduction, or opportunity, people can feel the pressure behind the interaction.

A relationship established before you need something is very different.

Contribution Demonstrates Authenticity

There is another reason contribution matters.

It tells people something about who you are.

Anyone can say that relationships matter. Anyone can describe themselves as generous, helpful, collaborative, or trustworthy.

Behavior provides the evidence.

When you share what you know, help someone make a useful connection, follow through on a promise, or offer assistance without immediately asking for something in return, people don't need to be told about your character. They experience it.

That is one of the overlooked purposes of networking.

A network doesn't simply connect us to opportunities. It allows other people to learn who we are.

Reciprocity Doesn't Mean Keeping Score

Strong professional relationships usually contain some form of reciprocity, but reciprocity isn't the same as keeping score.

You may help someone today and receive nothing from that individual in return. Years later, someone else may help you because of a reputation or relationship that grew from completely different circumstances.

Networks rarely operate in straight lines.

That is why approaching networking as a series of transactions can actually limit its value. We cannot predict which conversation, introduction, piece of advice, or act of generosity will eventually matter.

The return on a genuine relationship may not even be something we can measure.

Your Network Reflects Your Character

Perhaps that is the larger point.

Networking is usually discussed as something we build around ourselves. But over time, a network also becomes a reflection of how we have treated other people.

Were we present only when we needed something?

Did we listen?

Did we contribute?

Did we share what we learned?

Did we help other people make connections of their own?

Did people come away from their interactions with us feeling that the relationship mattered?

The strongest networkers aren't necessarily the people with the most contacts. They are the people others trust, remember, and are willing to engage with again.

That kind of network isn't built by collecting people.

It is built one relationship at a time.

And perhaps the best measure of a network isn't how many people are willing to help us.

It is how many people we have been willing to help along the way

About Networking With a Purpose Matters: The Power of the Informational Interview

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Sometimes employers lean toward candidates who are already employed—giving them a built-in advantage as so-called passive job seekers. When they do this, it often reveals an underlying fear of risk: they assume that someone already working must be a “safe” choice, automatically qualified and ready to fit in. Meanwhile, internal candidates often hold an edge of their own. They understand the culture, know the expectations, and are often aware of opportunities long before they’re even posted.

That can make the playing field feel uneven. But the good news is—there’s a way to level it.

The informational interview is one of the most powerful tools you can use to open doors, build relationships, and stand out before a job is even available. The skills taught in this guide will help you communicate clearly, ask meaningful questions, and share information that positions you as a professional worth knowing. Even before you’re hired, you’ll be expanding your network and creating opportunities that might otherwise never appear.

You can always work harder—but it’s far more effective to work smarter. Building genuine, strategic connections isn’t just a career tactic; it’s the foundation of long-term success. Knowledge will get you started, but relationships will take you further.

In Networking With a Purpose: The Informational Interview, Its Use, and Why It Is a Valuable Tool, you’ll learn how to:

• Approach professionals in your field with confidence

• Turn conversations into insights and opportunities

• Develop credibility through curiosity and preparation

• Build a network that supports your growth throughout your career

These are not just job-search skills—they are life skills. As you practice and refine them, you’ll gain more than contacts; you’ll gain confidence, perspective, and a genuine sense of belonging in your chosen field. You’ll use these lessons long after your first job offer, shaping every interaction, meeting, and milestone that follows.

With the right approach, your next conversation might not just lead to a job—it could lead to a career you love.

Editorial Review of Networking With a Purpose: The Informational Interview, Its Use, and Why it is a Valuable Tool →

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Editorial Review

”Most jobs aren't posted. They're discovered through the people who already work in the roles you want.

That's the powerful truth behind Networking With a Purpose: The Informational Interview by Brent M. Jones. In this essential guide to career-building, Jones unpacks why informational interviews are one of the most effective—yet underused—tools in a job seeker's toolkit.

Navigating the job market can feel like a maze, especially when you're told to apply endlessly online with little to no feedback. But the most successful job seekers aren't just applying—they're asking the right questions of the right people. Jones reveals how strategic conversations with professionals in your target industry can give you a competitive edge, valuable insights, and even lead to unadvertised job opportunities.

With decades of experience as a globally recognized consultant and career development advisor, Jones delivers clear, actionable advice on how to approach informational interviews, what to ask, and how to build authentic connections that lead to meaningful work. His writing is approachable, practical, and empowering—ideal for both new graduates and seasoned professionals making a career change.”

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If you're ready to move beyond job boards and into real opportunity, this book offers the roadmap. Networking With a Purpose is a must-read for anyone serious about shaping their future with intention.

The Currency of Real Networking is not Greed but Generosity

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Interpersonal skills are considered soft skills essential to building and maintaining positive relationships. Networking uses fundamental soft skills such as good communication, interpersonal skills, positive thinking, and empathy.

Most people understand that motivation is an interpersonal skill needed to build and work with a network. However, the motive behind motivation needs to be clarified because the motive is the stimulus to action. In order to be effective, motivation has to come from something deeper than a feeling: it has to come from a motive. A motive is what is inside a person that leads them to pursue a specific outcome. It is important to consider that everyone has different expectations that fuel motives.

If those in your network have agreed to be a network contact with you, either verbally or just implied through your association, they will eventually feel that you’re motivated. If you only intend to seek answers and get advice in your network and have no interest in another person as an individual, that becomes a conflicting motive. Networking is a two-way street, and you need to care about those people in your network. People seeking answers through networking find many things that they may not be interested in but would interest those inside their network.

Greedy people trigger feelings of there not being enough for everyone. Generosity is triggered by focusing outward and requires seeing what others need and freely giving without expecting anything in return.

Being generous is contagious and makes us feel good and better at making those around us feel good.

Networking With a Purpose: The Informational Interview, Its Use, and Why it is a Valuable Tool →

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Reviewed in the United States on August 5, 2023

5.0 out of 5 Stars “Unlocks the potential for your future”

This book offers invaluable insights for career changers facing the challenge of finding new opportunities. The book highlights the power of informational interviews, an underrated tool in the job market. Job seekers can build a strong network and gain a competitive edge with a step-by-step guide and sample questions. The strategies presented in the book go beyond landing a job and providing long-term career success. Don't wait until you're out of work to nurture your network; start informational networking now and unlock its potential for your future.

Reviewed in the United States on March 10, 2023

5.0 out of 5 stars A Must-Have Book When Looking For New Opportunities!

“Networking with a Purpose: The Informational Interview is the book everyone looking for a job needs. Jones explains that many hiring managers love to hire from within or hire people recommended to them by someone they trust. In these situations, these jobs rarely reach the posting stage. So, how do you land one? That’s where the informational interview and networking come into play. Jones gives excellent, practical advice to help you get into the industries you want and get one step closer to landing your dream job.

Jones’s writing is fantastic. It is so easy to read. He does a fantastic job explaining things and providing relatable examples. Every college or high school grad looking to enter the workforce must read this book. Learning to network appropriately will give them a leg up in the job market.”

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Reviews Applied to the 1st Edition of Networking with a Purpose →

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Ruzanna Krdilyan Hernandez, Ed.D.

4.0 out of 5 stars Great resource for someone who is in the job market

Reviewed in the United States 🇺🇸 on February 17, 2022

Verified Purchase

I enjoyed how the information about the importance of networking was presented. Networking is not just for job seekers; it is essential for all professionals. I especially loved the 32 questions that the author listed in the "interview" section of the book. Those questions can be helpful conversation starters for someone who is more of an introvert.

Kindle Reader

4.0 out of 5 stars Recommended for any professional

Reviewed in the United States 🇺🇸 on December 25, 2021

Verified Purchase

“One of the biggest challenges job seekers may face is that the vast majority of open positions are never posted or publicized.”
The key is to network with a purpose. But how do you find the “right” ones that say “yes?”
Quick, clear, succinct, and concise, this book provides various methods and tools for networking. From how to get an interview to the interview itself, this book gives an easy road map to lead the way.
RecommendedIt is recommended for any professional.

Donna Glass

5.0 out of 5 stars Great. It is a resource tool

Reviewed in the United States 🇺🇸 on February 20, 2022

Verified Purchase

This book would be an excellent resource for new grads who need more work experience. It teaches them how to prepare for an interview, starting with learning the industry first. It also discusses networking and gives 32 questions that'llto helpthat you land a job.That’ll help them.
After you read the book, you’ll be better equipped to ace an interview and get hired.

Patty Lesser

5.0 out of 5 stars Looking for a Job? A Must Read!

Reviewed in the United States 🇺🇸 on March 8, 2022

Brent Jones’ work on networking is a must-read for anyone looking for a job. He explains the importance of finding people in your industry and interviewing them to learn what you need to obtain a job in that company or industry.
He stresses the importance of learning about the job’s industry, the company, and the job itself.
Jones offers 32 questions you can ask at an interview, and they are all essential. However, question 9, about “differential treatment between male and female,” is not one I recommend asking. On its own, it’s a very touchy subject, and you could turn people off.
I’m pleased he stresses the need to send a “thank you” note after the interview. These cards are always appreciated.

Borba Souza

5.0 out of 5 stars. It. was quite educational.

Reviewed in the United States 🇺🇸 on January 18, 2022

This is an excellent tool for assisting adults and teenagers in preparing themselves for the vocations they want. Networking is compelling, but unfortunately, most people know how to utilize it effectively. This book will be helpful to you. It might be an excellent addition for homeschooling families with high school pupils interested in it. It would give them a leg up on the competition in the future.

Brandon Street

5.0 out of 5 stars Much needed practical techniques for networking

Reviewed in the United States 🇺🇸 on December 3, 2021

As a leader in career services, I can attest to the need for practical networking techniques. This book provides simple techniques that anyone can use to get their foot in the door of businesses that often seem closed. I appreciate how simple the author outlines strategies to prepare for and carry out informational interviews.

Katie C. Nelson

VINE VOICE

5.0 out of 5 stars Beneficia step-by-step guide to getting the job you want

Reviewed in the United States 🇺🇸 on November 22, 2021

Plenty of books talk about networking, but this one focuses on networking with a purpose and gives you step-by-step instructions for how to get to the right people for the best results. I recommend this book to anyone who plans to change jobs or careers. It's also useful for those who want to improve their networking skills.

Steve Bowman

5.0 out of 5 stars Logical. solutions to finding a proper job

Reviewed in the United States 🇺🇸 on November 17, 2021

The "right" people can say YES! What a concept! This is a well-organized method to help organize one’s thoughts and actions to apply and interview for your desired job. When you read this, you think, “Why didn't I think of that...it makes perfect sense?" That's why we have authors like Brent Jones to remind us of these things. WELL DONE!

Amazon Customer in India. It is

5.0 out of 5 stars. A simple beginner's guide

Reviewed in India on April 2, 2022

Verified Purchase

If you are starting your career and looking for help with networking, this book will significantly help. I liked it because it provided bite-sized information. It is to the point.