A FBL

Innovation and dependabiLity make up the fibers ofour company and the products we create.

We understand that your customers count on you to seek out the most distinctive and retiable new products. That's why we've ted the industry in devetoping innovative timber products, [ike Accuruff"i our rough-sawn product with a uniformty apptied rustic finish, and Tru-Dry', the most consistentty and evenly dried Douglas f ir product avaitabte. We are committed to providing you with outstanding forest products that remain strong and beautifuI for generations.

Selvlng l3 Weaterrr strte., Ineludlng Alask!.nd H.w.ii

(Sistet publication Building h1ducts Digcst seiles the East)

PUBLISHER Alan Oakes (ajoakes@aol.com)

PUBIISHER EIIERIIUS David Cutler

EDIT0B David Koenig (dkoenig@building-products.com)

ASS0GIATE EDIT0R Karen Debats (kdebats@building-products.c0m)

COIITRIBUTII{G EDITORS Dwight Curran, Carla Waldemar, Roy Burleson

A0 SALES MAIIAGEB Chuck Casev (ccasey@building-proddcts.com)

CIRCULATI0I{ Heather Kellv (hkelly@building:products.com)

ADMIIIISTRATIOII DIRECT(IB/SECREIAEY Marie 0akes (mfpoakes@aol.com)

How to Advertise

Conlael our advedising olflccs l0r ratss:

WEST, ttllDwEST, S0UTHEAST: Chuck Casey, Newport Beach, Ca.; (9a9) 852-1990; Fax 949-8520231 ; Email ccasey@building-products.com

I{0BTHEAST: Paul Mummolo (N.J.); (732) 8998102; Fax 732-899-2758; Email mummolop@ c0mcast.0et

How to Subscribe

Gontacl Healher at (949) 852-1990

U.S.: 1 year (12 issues), $22; 2 years, $36; 3 years, $50

F0RElGll (Per year paid in advance in US funds): $48 for Canada and Mexico, $60 for all other c0untries: Air rates also available.

$lllGLE C0PIES: $4 + shipping; Back issues (when available), $5 + shipping www. building-prodIots.Gom

It's all about who you know

Over the last couple of months, I've had a few people call to let me know they had left their companyunfortunately not of their own volition. No doubt times are hard and there are many in similar situations.

It got me thinking about when I had been in similar straits in my career. What seems a brave new world to conquer can quickly turn quite dark and foreboding, especially iffinding a new job is not something you have done in a long time. You quickly learn that experience isn't everything, and there is a lot of competition for that same new job. Equally, if it is about wanting to find a better job when ready to move on, or simply getting new clients to build business, this can also be daunting to all of us. I have long since learned that it's important to find someone who can guide you successfully through the minefield.

Networking is key to understanding what is going on around you and can provide a sounding board when you need help. I know that two of my c.e.o. positions came about from prior networking. One job I left because I just wanted to, was the hardest to rebound from because I had been in an isolated position and had not networked. This suggests that the best time to network is when you are in a job, not out of one. Then you also quickly learn [ho your friends are and who were just using you.

But networkins doesn't come natu- rally to many of us. It makes some of us uneasy. Whether you are in a job or out of one, you have to learn to effectively use the knowledge and power of the many people you come into contact with. Networking is not only important with your business contacts but also with contacts you have through your community and social circles. This industry offers many, many ways to network at the myriad association events held throughout the country each year. Utilizing that base of knowledge at the right time can help you through difficult situations.

I recently read that about 807o of all jobs are garnered from direct or indirect connections (yes, the old rule applies here, too). Speaking with industry acquaintances at industry events, being on industry committees, targeting contacts in different parts of the industry, all become valuable networking opportunities when done right. Keeping in contact with your old company or past colleagues builds up that circle of life that one day might be able to help you.

The best time to introduce yourselves to headhunters is before you need them, not when you need them. Many companies don't advertise or even post jobs. so having connections to people inside those companies who can act as a conduit is vital. A referral from an employee who takes your resume to HR and lifts your resume to the top of the stack gives you a 70Vo greater chance of being interviewed. Believe me, picking out whom to interview can be so arbitary. My experience tells me that most resumes get discounted within 20 seconds, especially if you have a desk of 500 resumes for one job (and I have had that many times).

And what about building your sales funnel? I know personally how tough in can be to break into certain industries or companies. I try to find contacts who can help me through the front door-or often the back door. How much easier it is when I can say "I was speaking with John Brown at XYZ, who says you are a good friend of his and suggested I give you a call to see if I can help you do ..." Or how much better if John Brown called his friend to say " I have asked Alan Oakes to call you next week to introduce himself, as he gave me great service, and I think you might want to hear him out." You get the point. Sometimes you need help to build your network, and it is never ending.

Now let me say that it is a two-way street. When someone approaches you for advice and help-give itl Do unto others as you would have done unto you. Go out of your way if you have to, because the time may well come when you need the same help.

Similarly, do not expect that if you were a jerk throughout your career that anyone will help you, because they won't. It is always interesting to me that the people who never return your calls make you the first one on their list when they need help.

Last year I helped an ex-manager of mine in a different industry land a job after he was unemployed for many months. I called twice to the president of a company to be grilled about my former colleague's performance at my company, and he got the job. My reward, not that I wanted one, was not even a call acknowledging he got the job or thanking me for helping him. Go figure. What comes around goes around.