(Editors Note: After much prodding, Alex Mallen agreed to share some secrets of her success. For anyone interested in working behind-the-scenes in sports, this is invaluable information that can be applied to many other pursuits as well.)

We have all heard it before: “It’s not WHAT you know, it’s WHO you know.” It has been said again and again and it could not be more true than when it comes to breaking into the sports business. But along with expanding your personal and professional network, there are also other ways to get a jump start on your career and position yourself to achieve your goals.

As both the President of WISE-Los Angeles and a college professor, many people ask me about how to break into the sports industry. As someone who has literally found a way to “break in,” I can speak honestly about what it takes, and what works when trying to get your career started in this business.

Invest in your network

The best piece of advice I ever received with regard to my career came from my mother, a life long educator, who instilled in me early the importance of building and maintaining a strong network of meaningful relationships. She introduced me to the word “Rolodex” (back before we had LinkedIn!) and advised me to read a book on “networking for teens” at age 15,; Since then, I have not looked at a business card the same.

People truly are the best resources that we can have because we cannot get anywhere on our own. If we are willing to be proactive and put energy into meeting new people who are in the business, we are well on our way to reaching our career goals. This means it might be time to step outside our comfort zone for some of us!

Joining professional networks, attending networking events, asking friends and family about who they know, and doing research on who the “players” are in the industry are ways to get started expanding one’s network. However, it’s not just about meeting people; it’s about building relationships. So as much as going to networking events is a great way to START the conversation, it’s up to us to cultivate and build these relationships away from these structured events.

It’s also important to remember that when meeting professionals, our intention should never be about what they can do for you, what job they can offer you, or if they have free tickets to sporting events. You should always want to meet them with the intent of learning from them. If I meet someone at a networking event, a game, or a business meeting with whom I would like to further build a professional relationship, you can bet that individual will have an email or voicemail from me the next day asking to meet for coffee or lunch so I can “pick their brain” and learn more about them. The one-on-one conversation is what goes a long way and enables a real relationship to form. Not only do I think that this approach has helped me so far in my career, but I thoroughly enjoy hearing what others have to say about their journey and experiences. I can learn to apply what I can also use, but can also avoid some of the pitfalls that they have shared from which they have learned.

Sometimes, It’s going to take you going out of your way to build these relationships. But setting up informational interviews, meeting for coffee, or even just a phone conversation with the intent of learning from the professional will serve as building blocks when you first connect with someone. Be sure to maintain these relationships by checking in often and even congratulating them on an achievement. It takes effort to build and maintain meaningful relationships, but if you go in with the attitude of wanting to learn from others, while being respectful of their time, then your relationships with soon blossom with sincerity and significance.

Knowledge is power

Being aware of what is going on in sports business on a daily basis can pay dividends. Not only will you be able to speak intelligently on happenings in the industry with other sports professionals, you will also be well versed in existing company and individual relationships that might play a role in other conversations, or in your future career. Being on top of industry news shows that you are willing to go above and beyond your “job” and could make you much more valuable to an organization. And when it comes to networking, it will pay off as you will be seen as current and relevant among other professionals.

Being knowledgeable also allows you to become a resource for people. If you establish yourself as a person of knowledge, you may find others coming to you with questions or asking advice because you have proven yourself as someone who is aware of what is going on in the industry and might have more information then they do!

Be persistent

I got my first job in the industry after I was turned down the first time around, by the same company, for lack of experience (I had just finished my undergrad education!). Eight months later I was being recruited back because I had made an effort to keep in touch with the decision maker for the department I was interested in. Persistence paid off.

Persistence in seeking a job has become the norm given the current unemployment rate, so don’t ever think that you are bugging someone by being persistent. If anything, you are proving yourself more by showing enthusiasm and passion for your goals. However, it is important to find the balance of being respectful of the professionals’ time and wanting to gather information. Be up front about the information you are requesting and acknowledge a reasonable amount of time to follow up if you do not get a response.

There have been many times that I have received a “thank you” for being persistent in trying to connect with someone. Professionals will respect your hard work and effort in wanting to communicate. And if they don’t, they are probably not the best person to connect with anyway.

Gain experience

Getting your first work experience in the sports industry will most likely not start with your first job. Many people have worked for free for years in order to get the job that they want. I remember in college having a different internship every semester for 3 years in order to build my resume to prepare to enter sports business. Of course, in addition to building experience through internships, I was also building my network at the same time.

Internships are sometimes paid, but today most of them are not. You are going to have to make sacrifices if the sports business world is really where you want to be. This may mean serving as an intern while you work another job to pay the bills.

To find an internship, don’t rely on job boards or postings. Instead, contact the human resources departments or individuals in your network from companies you might want to work for and ASK THEM for an internship. Tell them you will work for free but just want the opportunity learn and gain experience. I am sure that many companies won’t mind the free help!

Along with internships, volunteering for organizations or at events is also a great way to gain more experience and expand your network. Reach out to people you know in the industry who put on events or people you know who might need volunteers. Volunteering at events is a great way to gain experience while not having to make a long commitment.

Whether it’s time, energy, or money there will be sacrifices that will have to be made if you really want to break in to the sports industry. But if you have a strong passion and desire to achieve your goals and work on investing in your network, gaining knowledge, being persistence, and gaining experience you are on the path to your goals.

Alex Mallen is a dynamic leader who currently holds the following positions:
Territory Manager, Nfinity Athletic Corp. (www.nfinity.com)
Professor of Sport Marketing, California Lutheran University
President, WISE Los Angeles (www.wiseworks.org)

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