The Job & Career Search Maven

AN EFFECTIVE JOB SEARCH TOOL - THE "NEEDS/CONTRIBUTION STATEMENT"

2010-02-14T07:04:00.001-08:00

I think one of the most frustrating aspects of looking for a new job is answering the questions: “How do I get the attention of the hiring manager?” and “How do I let him know that I have the skills, background and experience he is looking for?”.

This is particularly important if you are in the networking phase of your search and you are writing letters to companies that you know are hiring. It is also vital if you are writing a letter to a company in response to information about a particular position they have that you believe you are qualified for, and are interested in.

So, how do you let the hiring manager know you have the skills, background and experience, and do it so that when he spends 10 – 30 seconds reviewing your letter, he gets an effective snapshot of you? And more important, how can you give him the immediate impression that you are the person for the job?

One very effective way, that has been proven successful, is to include a “Needs/ Contribution Statement”. This is a two-column, one page listing of the typical needs of a particular corporate function, be it Sales & Marketing, Production Management, Human Resources, Finance, Quality Control, or some other business function.

For a Marketing Manager, for instance, the left hand column, labeled “NEEDS” might include the following:

Effective Leadership
Strategic Planning
Business Development
Sales Growth
Profitability Improvement
Cost Management
Product Innovation

The right hand column, labeled “CONTRIBUTION” includes a short paragraph for each of the NEEDS that describes how you, the candidate, have met the stated needs during your career. This is done with a general statement or the description of a specific achievement or activity that allowed you to meet the stated need.

Here are the CONTRIBUTIONS for the Marketing Manager example we have been discussing:

Effective Leadership

Over 26 years of successful demonstrated leadership and management experience, drawing on strengths in team building, problem solving and strong customer orientation to drive the development and implementation of programs that contribute to corporate growth.

Strategic Planning

Directed the development and supervised the implementation of detailed sales plans and market development plans for several products and product lines which resulted in establishing leadership, both in the total market and in strategic segments.

Business Development

Acquired exclusive rights to the distribution of a strategically important HVAC product, by negotiating a supply agreement with a manufacturer, which allowed participation in a profitable new $2.5 million market niche.

Sales Growth

Drove the effort to increase the number of markets and applications for which key products were sold. As a result, sales grew by more than 19.1% over the previous year.

Profitability Improvement

Drove the effort to increase profitability of key products through increased sales and improved pricing and reduced product costs, resulting in an improvement of more than 28%.

Cost Management

Supervised the activities of a product quality council for a key product which successfully improved the quality of the products while decreasing the cost by more than 4.2%, and reduced the customer complaint frequency to less than 0.1%.

Product Innovation

Directed the development and market introduction of a new product, which redefined acceptable performance in its target market. Sales for this product increased to $5.7 million by the end of the first year, with profits of $1.6 million, or 15.4% of all product line profit.

These needs listed here are targeted for a marketing position. However, there is a similar list of needs that would apply to any function in a company or corporation. If you are an accountant, engineer, human resources professional, or research scientist, or any other professional, there is a list of needs that you can create. You can then list your own contributions that correspond with each listed need, and create a very useful sales tool for your job search.

Remember, the objective is to call attention to your ability to contribute to the growth and success of target companies, and to sell yourself as the best candidate. For this reason, the Needs/ Contribution Statement can be a very effective tool in your search.

Include a Needs/ Contribution Statement with your next networking letters. Try to cater the content of the Needs/ Contribution Statement to the needs of the company you are writing to. You will be pleasantly surprised, I think, by the favorable response you get from prospective employers.

If you have any questions or comments, please let me know at execmgmt.search@gmail.com

WRITING AN EFFECTIVE RESUME - IDEAS AND SUGGESTIONS FROM READERS LIKE YOU

2010-02-13T07:39:00.000-08:00

I have written a number of posts about resumes, and how you can write a more effective resume. I also wrote about how a good resume can have a positive impact on the success of your search for a new job.

I have received a number of responses, from readers of my blog, to those posts and thought I would share a few of them with you.

I appreciate the feedback from everyone to my posts on “The Job & Career Career Search Maven” blog. I look forward to receiving more in the future.

Here are some of those notes from readers about writing an effective resume, that you might find useful:

Experience Experience Experience - nearly all that matters these days, and of course a format that is easy to read.

Before ever sending you're resume read it - I'm amazed the number of resumes I read that still have the most basic of grammatical errors in them. Laziness really, and my attitude is if the author cannot afford to correct it I cannot afford the time to read it.

Posted by F M

In my recruiting role, I prefer to see accomplishments rather than duties.

When describing duties, keep the words "managed" and "responsible for" to a minimum, especially if the job title was Manager.

Get to the meat at the beginnig of the line and resume because after 10 seconds it will be decided if your resume goes in the Hot or Cold pile.

Posted by U M

Position(s) you are qualified to fill.

Summary of Qualifications.

Areas of expertise.

Professional Experience

Educational background

Training and skills,

Affiliations

Posted by M M

I had my resume professionally rewritten a month ago. Amazingly, the writer did everything listed in this article. (http://careersearchmaven.blogspot.com/2010/01/best-resume-is-snapshot-of-you.html) If you haven't updated your resume format in years, as I hadn't done, and you don't feel comfortable rewriting it yourself, I recommend hiring someone to do the revision. I did and, according to this article, it was worth the cost.

Posted by S B

I worked with corporate HR Ops and met many recruiters in my lifetime.

1st they look at summary (don't be over creative)

2nd your work experience

Other sections are secondary. Education is a must, but awards, skills, etc is up to you.

Hope this helps.

Posted by S I

There are a number of ways to write a resume. There is no one right way, but hopefully these will provide more ideas for you to improve your resume and make it more effective in promoting you as the best candidate for the job.

If you have more ideas, I would like to hear them…just write me at execmgmt.search@gmail.com

WHEN WRITING YOUR RESUME - KEEP IT SIMPLE

2010-02-12T05:04:00.000-08:00

When it comes to preparing an effective resume, there is one overriding rule, in my opinion: Keep it simple.

Too many candidates feel that they need to get their entire professional lives in their resume. In fact, simple is best. Avoid the frills. Avoid the temptation to provide too much detail. If your resume is too busy and too detailed, you are risking that the reader will get lost, frustrated, confused and disinterested. This you do not want!

Only include the bare essentials in your resume. You want to call attention to the major skills and experiences you possess. The details you can talk about in your interview. Also, if you focus the reader’s attention on the skills that are critical to the position you apply for, you increase the probability that you will be granted an interview.

It is during the interview that you have your greatest opportunity to embellish your experience and skills, and the chance to provide details that would otherwise fill the page and make for a crowded and unreadable resume.

Certain principles apply to the writing of a resume:

Write your resume so that the reader can look at the first page and quickly get an idea of what skills and experience you bring with you as a candidate. Remember, the reader is not going to take more than about 10 seconds to glance at your resume and decide if he/ she wants to read it in more detail.

Use as few words as possible to describe your background and experience in a summary at the beginning of your resume.

Use bullet points wherever possible. This will help point out the important accomplishments in your career and your applicable skills. It will also draw the eye of the reader to the page.

Use single sentences or short phrases to describe your skills and accomplishments. Each bullet point should not be more than one sentence.

Use statistics to describe your accomplishments. If you grew sales in your territory, the prospective employer wants to know by how much? If you are a researcher, how much did you save the company in formulation costs by substituting an alternative raw material? If you are in production, how much was the increase in efficiency or the decrease in the number of rejects?

If you have published, do not list all of your articles…only those that might apply specifically to the job you are applying for. And then, only list 3-4. You may include something like “Published several other articles on process safety in professional journals since 1993”, eliminating the need to list them all. If the employer is interested, he will ask to see them.

These are just a few suggestions. Remember, there is no need to write “War and Peace”.

Leaving out detail in your resume is not always a bad thing. It gives you the opportunity to talk in detail during your interview about your skills, accomplishments and experiences. It also avoids the possibility that the reader, in reading a detailed resume, will jump to conclusions or overlook something important, both of which could mean that your chances of getting the job are compromised.

So, KEEP IT SIMPLE. Less is more very often when it comes to a good resume. Your resume is a “tease”…a “preview of coming attractions”…and advertisement for you. It is not your biography, or a detailed description of your entire career.

Keep your resume simple. Get the attention of the hiring manager. And then, discuss the details in the personal interview.

DEALING WITH AN INCREASINGLY COMPETITIVE JOB SEARCH ENVIRONMENT

2010-02-06T06:37:00.001-08:00

There is no doubt that it is difficult to find employment or a new job in today’s economic environment. It may be more difficult for job seekers who have limited experience since they are faced with more competition (others looking for a new job) that are being considered for the same position.

A number of employers are seeing that they have a choice of more senior or more experienced candidates than they would have in a better economy. So, how do you make sure that you are given the most favorable consideration possible by a potential employer?

The answer lies in taking a targeted approach to your search. The answer does not lie in responding to as many on-line ads as you can, writing to as many companies as possible, or broadcasting your resume to dozens of search firms.

Taking this approach will use up a lot of time and effort that would be better spent doing research to find companies looking for the specific set of skills and the professional experience you have. Now, don’t get me wrong. I am not saying that you will be able to find a 100% match to your skills and experience, but the closer you match a job you are applying for, the better your chances, even when others with more experience are applying as well for the same position.

To increase your chances of getting favorable consideration as a candidate, and land the interview, you may consider the following steps:

1) Customize your resume.

Write your resume in such a way that it is easy to edit. This way you can substitute specific experiences, accomplishments and skills that will be of value to the employer you are contacting.

If you are a marketing professional with experience in both catalog sales and B-to-B industrial sales, make sure that you include the catalog sales experience and leave out, or minimize, your B-to-B experience. This will allow a focus on targeted skills that are of value to the prospective employer.

2) Simplify your resume.

Make sure your resume is no more than 2 pages long. But, if you need to, do not make it more than 3 pages long.

In addition, be sure that you describe your accomplishments as bullet points – no more than 4 for each employer.

Consider a functional, rather than chronological resume, that will focus the reader’s attention on your experience, accomplishments and skills that will be seen to have value to the company. Also, highlighting your skills and experience this way can call attention to what you bring that might be viewed more favorably than what other candidates offer.

3) Look for opportunities that match your background

You should not apply for every job listed. If you are a research chemist, don’t apply for every chemist position you see. If you have a specialty in polymers and you have 10 years experience, then apply for polymer chemist positions and apply with employers looking for candidates with 10 years experience.

Applying for jobs for which you are under or over qualified can be a waste of your valuable time. You are going to be better off applying for fewer jobs that you are specifically qualified for, than for many that you do not have any chance of getting.

4) Research the company you applying to for a position.

Focus your letter writing campaign on companies that are in the industry or industries that match your background. Find those companies by spending time in the library and talking to networking contacts and doing detailed research on the companies and their needs.

5) Contact company executives in your targeted function.

This should be part of your networking strategy. If you are looking for a marketing job, contact the marketing executives at those companies in industries that match your background and experience. This could well result in you being considered for a marketing position before there is any competition from others for the same job.

The object should be to set yourself apart from others being considered for a job, and to limit the number of other job seekers that might be seen as equal to you as a candidate. If you take a targeted approach, do your research, focus your resume and limit your applications to a few companies, your probability of success in your search could be significantly increased.

If you have any questions or comments, please let me know at execmgmt.search@gmail.com.

HELPFUL COMMENTS ABOUT PREPARING FOR AN INTERVIEW

2010-02-01T19:59:00.000-08:00

I received a number of e-mails with additional ideas and approaches that others have used in preparing for interviews/ Here are two that I think might be of interest:

I always try to research the company, so that I can learn what issues they are currently facing. I then focus on how I can help them. Always have a list of questions ready for the employer. It is important to remember that you have just as much responsibility as they do to ensure that the position is a good fit. - JK

Regarding the sales interview: Absolutely I consider the entire interview process a sample of how that sales person is going to potentially conduct their effort on my behalf. Have they done their research on me? Are they delivering the value proposition? What are the differentiators? Do they ask for the close? - KP

I hope that these are helpful.

I invite you to sign up to follow my blog, and to e-mail me with any stories or anecdotes about your interview experiences.

PREPARATION IS THE KEY TO A SUCCESSFUL INTERVIEW

2010-01-30T07:31:00.001-08:00

There is a lot of discussion among people looking for new jobs about how to find opportunities and how to get interviews with companies they would like to work for. However, there is little corresponding conversation about how to prepare for the interview they have worked so hard to get.

It is important that you prepare for your interviews by doing research into the company you will be talking to, about the position you are a candidate for, and the people you are going to be talking with during your personal visit.

In addition, it is equally important that you make a good, and lasting, impression on those you talk with during your interview. That impression will be partly influenced by how prepared you are, and how knowledgeable you are about the company and the job. It will also be influenced by your appearance, attitude, and enthusiasm.

RESEARCH THE COMPANY

One of the best ways to spend your preparation time for an interview is to do research on the company you will be visiting. What business or businesses are they in? Who is their major competitor? (You might want to research that one yourself.) What market share do they enjoy? Are they a leader in the industry, or are they an “Avis” (“we’re number 2, but we work harder”)…a strong and formidable #2? How has their business performed for the last 5 years?

These are the kinds of questions whose answers will help you in an interview. There are likely others, but you will have to tailor your preparation for the industry and position you are interviewing for.

You will be pleasantly surprised how positive a response you get from interviewers when you express knowledge of their industry and company. Being prepared in this way can make the difference in your interview being a success. Knowledge of the company shows interest, which goes a long way in communicating your enthusiasm for the opportunity.

WHAT ARE THE CRITICAL CHALLENGES AND ISSUES FOR THE COMPANY?

When you research a company, be sure that you include reading any articles in the press about them. Have they had management changes recently? Have they increased production? Are they dealing with quality challenges? Are they facing economic challenges as well, or have they had record profits recently? Has a competitor gained market share or made an incremental improvement in technology that is now a challenge to the company’s own products?

They are just a few of the possible issues that companies face, and issues that you as an employee can help address.

If you have researched the challenges and issues facing the company, you can be prepared to offer suggestions during the interview for ways to deal with them. This can demonstrate your creativity, you management skills, and your enthusiasm for prospect of being part of the company’s team.

PREPARE QUESTIONS FOR THE Q&A PORTION OF YOUR INTERVIEWS

In an interview, there will always come the point when the interviewer will ask if you have any questions. To not have any at this point will not kill your chances of being hired, but it will not help.

Being prepared to ask a meaningful question will certainly enhance the impression you make on the interviewer. It shows interest in the job, interest in the company, and knowledge on your part of what skills are necessary to be a success and what challenges the company faces. All give an impression of your level of enthusiasm to the interviewer and leaves him/ her with a positive impression.

Get information on who you will be talking with during your visit (we will go into in the next section), and based on your research, prepare 2-3 questions for each person you will be meeting with. You should be prepared with marketing or sales questions for the Director of Marketing, for instance. Or production-related questions for the Manufacturing Manager. You can prepare 2 or 3 questions about the future of the company, and career opportunities you might have, if you are going to talk with the President of the company.

Showing interest in each manager’s area of responsibility will always help in making a good impression during an interview.

ASK FOR AN AGENDA FOR YOUR INTERVIEW

Few candidates talk to only one person during a visit to a company for an interview. If you are working with a recruiter, ask them to get a copy for you from the company. If the interview is the result of direct contact by you, ask the HR Manager or Hiring Manager for a list of those you will be talking with.

Use this list as a guide to targeted research about the company so you are prepared for discussions with each manager. Also use the list to prepare questions for each discussion, focusing on what you can find out might be the issues or interests of each manager you will talk with.

USING VISUAL AIDS

Few candidates think to take visual aids with them to an interview. If you have done your research and find an issue or subject that you have a particular knowledge of or experience in, then why not point it out? And if you are going to point it out, why not do it as effectively as possible and in a way that will create a lasting impression?

These days, many candidates take laptops to interviews for this purpose. (No, you will not be looking at strangely for having brought one!) Often, they have prepare a PowerPoint presentation which they can then show a manager or managers on the laptop screen. This gives the interviewer an opportunity to see you make a presentation, observe your communication style, and see more detailed knowledge of the subject than they would otherwise observe.

It also enhances their view of your interest and enthusiasm. If you are interested enough to take time to prepare a presentation, then they will likely know that your desire to join their team is great.

We will talk more about visual aids for interviews in future posts.

TRAVEL THE NIGHT BEFORE

Getting to your interview can be an adventure, a challenge and an opportunity. I suggest that, whenever possible, travel to your interview location the night before. This will give you a chance to get a good night’s sleep and be refreshed and alert during your interview – ready to make the best impression possible.

Enlist the help of the recruiter or the HR manager in making your arrangements. Almost all companies will pay for your transportation, lodging and meals during your trip. Personally, I would suggest that whether you fly or drive to your interview, plan to arrive in the early evening or afternoon. You do not want to get in too late, and not get a good night’s sleep because you have not wound down from the stresses of your trip.

Also, be sure that you arrive at the plant office or reception desk about 10 minutes before your first meeting. You do not want to be late, and showing up early connotes interest.

BRING YOUR RESUME

Be sure to bring several copies of your resume with you. Bring originals…not copies. And if you are going to be seeing several people, assume that none of them have a copy of your resume. Bring a copy for each one of them plus 2-3 more in case they add people to your agenda.

WHAT AM I GOING TO WEAR?

This is a question that always comes up, and one that candidates often have difficulty with. I think the answer is easy: Men should wear a suit and tie (dark suit being preferable) and women should wear a stylish suit or conservative dress. You make a lasting impression on an employer within the first 30 seconds of meeting them.

There are exceptions…sometimes. You can ask if there are any expectations regarding dress. Should you wear steel-toed boots? Should you avoid wearing heels?

Another thing…men should always shine their shoes. Believe it or not, one of the best ways to determine whether a candidate cares about the job, the company and about the person he is talking to is to see how well he takes care of himself. Paying attention to a detail liked freshly shined shoes says a lot about your willingness to pay attention to detail in other areas as well.

In general though, even if there is an expectation of informality, business dress is advised. You may want to wear a jacket and tie, if you feel that it will be less formal, so that you can remove your tie, if invited to. Women should wear dress shoes, but bring sneakers or less formal shoes to wear on a plant tour, for instance.

The bottom line is dress up. Dress like a successful business person. You can always remove a tie or a suit jacket if the situation becomes less formal. Remember it is the positive first impression that is most important.

PREPARATION IS KEY

So, take time to prepare for each interview you have. Do your research, prepare yourself, and you will not only enjoy the experience but increase your rate of success as well.

Please let me know if you have any questions: execmgmt.search@gmail.com

SELLING YOURSELF IN YOUR SEARCH FOR A NEW POSITION

2010-01-26T17:01:00.000-08:00

You should treat your job search as a job. You are self-employed in the business of finding new employment for yourself. Your products are your skills and experience. You should take a sales and marketing approach to promoting yourself, your skills and your experience.

Consider your job search in the same way sales and marketing professionals think of the products and services they sell. Marketing professionals first look at the features and benefits that the products bring to the customer. What about the product gives it value to the customer?

They then consider the best way to communicate the most valuable attributes of a product to the potential customer.

So why not take a similar approach to your search for new employment?

Ask yourself what about your background and experience is going to be most valuable to a potential employer. If you are looking for a new career in a new industry, be sure that you consider highlighting and promoting different skills, experiences and accomplishments, that will be meaningful to companies in that industry. The accomplishments and skills that you point out in your resume will likely not be the same as those that are meaningful to your original industry.

At the same time, it would be wise to look at the format of your resume also. For some industries or professions, a functional resume should be used. For others, a chronological resume will work best.

The content of your resume should be considered in the context of advertising yourself, as well. Sales and marketing professionals are constantly aware of the features and benefits of their products and competitive products. Think of features as attributes of your skills, experience or accomplishments, and benefits are the value that an employer gains from having a person with your skills and experience join their company.

If you promote the right skills and accomplishments in your career, then a prospective employer in any company or any industry will be see that you can bring value to their business, and contribute to the future success of their company.

SEEKING A JOB IN A NEW INDUSTRY DOES NOT HAVE TO BE INTIMIDATING

2010-01-24T08:14:00.000-08:00

Many have concerns about finding a new job in an industry that they have not worked in before. they are concerned about the value of their skills crossing over to the new industry. Many are concerned about whether the new industry will see how their skills are applicable to a new position dealing with new products, new technology, new markets or new products.

Professionals change industries and change careers all the time. It is because they have let the new industry know where they, as a candidate (not relying on the prospective employer to do so) have seen value in their skills and background, that these job seekers get interviews and job offers.

Following is a situation, brought to my attention by a reader of "The Job & Career Search Maven", that illustrates this point.

Note the advice I give him. It could have value for you too.

_______________________________________________________

Gordon,

I have a specific question for you, pertaining to my own search.

I have 30 years progressive operations management experience in the pulp and paper industry, including the last 14 years as a General Manager/Mill Manager over progressively larger paper mill operations for 2 different major industry corporations.

I have oriented one leg of my search strategy specifically outside the paper industry, since most segments of that industry in the US are showing negative or zero growth over the past several years.

While I have always considered my technical background (BS and MS in Pulp and Paper Tech - a specialization of Chem Eng) and leadership experience to be easily transferable, at least among the continuous process, chemical based industries, I am becoming frustrated in my attempts to target and apply for operations management positions in the chemical industry.

I am getting little or no response at all to my inquiries in that direction. I am at a loss as to why I am not generating any interest at all with the chemical producers. Do you have any thoughts on why this is, and how I can convince them of the value of my paper industry experience as it pertains to their operations? Thanks for your help.

R H

Dear R H,

I would suggest a three-fold approach:

1) Take the focus off your Pulp and Paper industry experience, and put it on your management in a chemical-related industry. Do this with a summary at the beginning of your resume. It need only be 3-4 sentences...not long.

2) In bullet points under each job, highlight accomplishments and involvements that are directly chemical related. Be as detailed as you can, giving results and effects you had on the organization or operations.

3) Apply directly to chemical companies you are interested in working for. DO NOT send your resume to HR. Send it to such people as the Operations Manager, Director of Operations, VP of Manufacturing or President...you get the idea, I think. They will see the value in your skills and how they relate to chemical operations better than HR.

I hope this helps. I will go into this in more detail soon in a future post.

Gordon
____________________________________________________

This approach is applicable to any industry. Take out "Pulp and Paper" and "Chemical-based Industries" and substitute any two industries you like. The principles will be the same.

Try it. You may be surprised how effective it is.

If you have any questions, let me know at execmgmt.search@gmail.com.

RECRUITERS AND YOUR RESUME

2010-01-23T06:51:00.001-08:00

If you are thinking of enlisting the help of a recruiting firm, as part of your search for a new job, there are a few things that you need to know. Recruiters and search firms respond in very specific ways to the resumes that they receive. Some react with indifference to resumes that they receive from candidates who are not responding to a request for resumes associated with a position that the recruiter is trying to fill.

Recruiters generally fall into 2 groups.

The first are those who are recruiting for positions for which they have been retained by companies to fill. These recruiters are working with specific requirements which the employer has said candidates must meet in terms of job experience, location and education.

The second are recruiters who help individuals find jobs by marketing them to potential employers. These recruiters, sometimes called placement firms, match a candidate’s background, professional experience and education with possible employers. Then they contact those companies to see if they have an opportunity for someone with the candidate’s background and experience.

When dealing with recruiters taking either approach, it is important that your resume be as detailed as possible. By detailed, I mean that you need to include as many details about your education, the companies you worked for, and your accomplishments with each employer. This is critical for 2 major reasons: 1) Recruiters will rely on the details of your background to assess your match to a given opportunity. 2) If a recruiter is going to market you, he is actually marketing your background and experience as well as you as a person.

The bottom line is that you need to look at your resume as an introduction. It introduces you to the reader, providing enough personal information to help the reader get a general impression of you as a professional. It is an introduction, as well, to you as someone with a set of skills and accomplishments. This combination should be written to give recruiters and potential employers a “snapshot” that they can use to make a quick initial decision to talk with you.

Your resume need not have your entire life history. As a matter of fact, this will not serve you well at all. Include a summary of your skills, background and professional objectives in a short paragraph at the beginning of your resume.

Provide information about each job you have had in the last 10 years (you need not go farther back than that with detailed descriptions). Describe each company and its business, and then, using bullet points, list 3-5 of your most significant accomplishments for each position you have held.

One mistake candidates often make is to include too much minutia about each job. More than your 3-5 greatest accomplishments will not impress the reader. Use statistics, as well, because results mean everything.

Your resume should be written so that a recruiter or prospective employer can review your resume in 10-15 seconds, and decide if your background and experience is what he/she is looking for. Any longer, and your resume will likely be overlooked and even if you are the best candidate in the stack, you will not get a chance to get the job.

So bottom line, when dealing with recruiters, make sure your choice of who you work with matches your job search strategy. And, no matter who you choose to deal with, make sure your resume represents you well and serves you as the introduction it is meant to be.

NETWORKING WITH INDUSTRY ASSOCIATIONS, SOCIAL CLUBS, CHURCH AND NEIGHBORHOOD FRIENDS

2010-01-18T19:00:00.000-08:00

I have discussed networking by using the writing of letters as a way of contacting managers who can assist you in your search for new employment or a job change. There is, however, another aspect of networking that has not been mentioned: associations, clubs, church and social occasions.

Along with a letter writing campaign, taking advantage of opportunities to join professional or industry associations can be an effective way of increasing your exposure and chances to come to the attention of companies who may be looking for professionals like you. Professional associations (such as ASHRAE, SOCMA, or ASME, among others) often have job listings on their websites. You can also join the local chapters of one or two associations. You can talk with local influential people in the industry and can also attend presentations that will give you useful information you may use in finding your next job.

Clubs can also be a source of contacts as well. If you know someone who is a member of Toastmasters, Rotary Club or Optimists, for example, you might ask if you can attend a lunch or dinner meeting as his/ her guest. You can then, in a relatively relaxed and/or informal setting, meet people who can assist you in your search.

Your church, synagogue or mosque can provide another opportunity to meet with contacts who can assist you in finding employment. If your church, synagogue or mosque does not have a group or groups to help people who are unemployed, you might want to start one yourself. Talk to your clergy or congregation leaders to see if you can get support to start a support group.

And don’t forget your neighbors and friends. They can be an excellent source of referrals to professionals, managers and other friends of theirs who might provide information that will be helpful in your search. Talk to friends about your search at Christmas parties, birthday parties, neighborhood get-togethers, etc.

In short, any opportunity you can have to meet new people, make contacts or get the chance to gather information will be helpful in your search.

Be creative. Think of any way that you can learn more about companies in your area that are hiring, or in an industry that might present opportunities. Talk to as many people as you can, and take notes. Every bit of information will get you that much closer to your next job or career.

NETWORKING WITH COMPANIES THAT YOU KNOW ARE HIRING

2010-01-16T09:21:00.001-08:00

In a previous post, I discussed networking and how contacting companies who you know are hiring can be an effective part of your job-hunting program. I told you that I would provide a sample letter that could be used to develop your own for this purpose.

Now understand, this is not a substitute for the networking that we have talked about before. Contacting company executives to arrange information-gathering meeting and expanding your contacts in your target industry is a critical part of any effective job-hunting strategy.

In this case however, we are combining your review of published want-ads (in the newspaper, Wall Street Journal, or New York Times, among others) with the approach you take in developing your employment network of contacts. This is a more targeted approach with keys on the content of the want-ad, and the indication that it holds that the company running the ad is indeed hiring.

If a company is advertising for a Marketing Manager, then there is a possibility that the company is also looking to fill other marketing or sales positions. The same is true if a company is advertising for production managers, maintenance engineers, accountants, or research scientists. There could well be other positions in the same general discipline that the company is trying to fill. You, of course, cannot know that for a fact, but it is certainly worth the time it takes to write a letter to the department head or manager to see if other opportunities exist.

If not, you’ve added another name to your industry contact list.

Here is an example of a letter that you can use to contact a manager who might know if his company has openings it is trying to fill:

Mr. Harold P. Jackson

Director of Marketing

Eloquent Corporation

234 Carriage Path Road

Hudson Hills, Missouri 63009

Dear Mr. Jackson,

As a Regional Sales Manager for Megalith Corporation, I noted your ad for the Marketing Manager position that appeared in the January 13, 2010 issue of the Wall Street Journal.

While my background in sales might not be exactly what you are looking for in candidates for this position, I would appreciate the opportunity to discuss my background with you and the possibility that there might be other positions at Megalith Corporation where my background and experience may be useful.

I have known Megalith Corporation as a leader in the chemical industry, and see employment with your company as an opportunity to contribute to its continued growth and leadership in the industry, as well as a opportunity for personal growth in my career.

I have enclosed a copy of my resume for your review. I would welcome the opportunity to meet with you at a convenient time to discuss my background and possible opportunities in sales and marketing at Megalith Corporation.

With this in mind, I will plan on calling your early next week to arrange an appointment.

Sincerely,

Quentin Hollister

You can find the name of key people at the company by looking them up in various directories or other sources (State Industrial Directories, materials in the research section of your public library, on line directories like ReferenceUSA, etc.).

You will want to include your resume with this letter, unlike the networking letter we discussed before.

Mail it…DO NOT E-MAIL IT! This is a time to be as personal as possible. You need to make sure that the manager you are writing to knows you care about working for his/her company, and that you are personally inquiring about available employment.

Try this. I think you will find it effective, and yet another useful too as you seek your next employment opportunity or career change.

If you have any questions or comments, let me know at execmgmt.search@gmail.com.

YOUR JOB SEARCH WILL BE SUCCESSFUL...REALLY!

2010-01-14T18:17:00.001-08:00

On thing that one needs to realize when looking for a new job is that a successful search requires effort. You cannot wait for someone to offer you a job. And you cannot assume that simply because you answer want-ads and respond to listings on job search websites, you have done enough to assure that you will get a job as soon as you would like.

The success of your job search will be in direct proportion to the amount of effort you put into it. You need a strategy and appropriate tactics to go with it. As has been discussed before, you need to decide what kind of a job you want, and in what industry and what kind of company.

You need to decide what tools you will use in your job search. Will you dedicate your time and effort to networking? Will you mix it with answering ads and contacting companies you know are hiring?

You need to match your expectations to your strategy and tactics. Remember, if you are unemployed, then looking for a new job is your job. The conventional wisdom holds that if you make a good-faith, full time effort to find a new job, then the time it will take will be the number of months equal to your intended salary divided by $10,000. For example, if you are making $100,000 then it will take you about 10 months to find a new job.

This time can be shorted, of course, because, as I said earlier in this post, your success will be in direct proportion to your efforts. The more time you dedicate to your search, the shorter it will be.

Lastly, you should not get discouraged if you are making every effort you can in your job search. If you use networking, answering ads posted on job search websites, contacting executive search firms and contact companies who are hiring, then you will find a new job sooner rather than later.

Believe me, you will feel like you are making significant progress, and will appreciate your efforts, if you note even your smallest achievements, and see success in your daily efforts.

And before you know it, you will be getting that offer you have been looking forward to!

CONTACTING COMPANIES THAT YOU KNOW ARE HIRING

2010-01-13T14:30:00.000-08:00

In addition to networking to establish contacts with companies and managers who can assist you in building a contacts network, you can also contact companies that you know are hiring.

There is value in contacting companies that you know are hiring. They many not be hiring in your field or discipline, but the fact that they are hiring can increase the probability that they either have a job that might fit your background, or they may have one sooner that those companies who are not hiring at present.

How do you know which companies are hiring?

There are several sources of information that will give you that information. If you are looking for a job in your local area, look at the want ads in the Sunday paper. Make a list of the companies that are running ads that you might like to work for. Be sure to note the address, and any names that might appear in the ad.

If you are looking beyond your local area, then your choices multiply. Get a copy of the Wall Street Journal, particularly the Wednesday edition, which has the national want-ads in it. Again make a list of the companies that interest you and any names that might appear in the ads.

Also, go to the library and look at trade journals and magazines, such as Fortune Magazine, Business Week or Forbes. These will also have ads for jobs in the back of the magazines.

Once you have your list of companies, you will want to find the names of the key managers for those companies. If you do not already have the names on your networking list, go to the library and consult the State Industrial Directory, or find Annual Reports (libraries sometimes have annual reports for local companies). Ask the research librarian for additional references that will give you managers’ names.

Once you have the names and addresses, you will need to write a letter of introduction. I will cover that in the next post.

In the meantime, if you have any questions, write me a execmgmt.search@gmail.com.

LOOKING FOR A NEW JOB IF YOUR SPOUSE IS WORKING

2010-01-10T09:15:00.001-08:00

I know that there are many of you who are looking for new jobs or are looking to change your career, but are concerned about your options because you are married. Those looking for new employment are legitimately concerned about whether their spouse will be able to get a new job if relocation is required.

So what is the best approach for the two income family, in which one spouse is looking for a new position and knows that relocation will be necessary?

If you and your spouse have decided that your source of income is primary, and you are the one who is seeking a job, then it will be necessary to find your spouse a job near your new home. Your spouse needs to do 3 things: 1) Find out what kind of industries and/ or companies are located near your new home; 2) Contact as many of those companies as possible and 3) track the job listings for your new location in the on-line job boards and local newspapers.

FIND AND CONTACT POSSIBLE EMPLOYERS

As you may have done (or are doing) during your search, your spouse should visit your local library and refer to the Industrial Directory for the state or states you are likely to relocate to. He/she should then find out what companies are in nearby communities, get the names of key managers at each of those companies from the Directory, and begin writing networking letters, as we have discussed in earlier posts.

He/ she should then follow up to make appointments to visit those contacts. These appointments can be arranged, if opportunity presents itself, to coincide with your in-person interviews with your prospective employer and/ or visits for follow up discussions and house hunting trips.

PUBLISHED OPENINGS ARE ALSO A GREAT SOURCE OF LEADS

In addition, your spouse should not ignore the on-line job sites and local newspapers. Answer those ads and listings, as well, targeting opportunities near your likely home location.

Your spouse can conduct his/her search in parallel to yours. He/she will likely be starting later than you, so employment might come some time after you start your new job. One thing is certain, however, with a targeted effort, your spouse will either get a job at the same time you do, or not long after you start your new job.

Your spouse should not delay their own job search once you have decided that your next job will be located in one of a few places.

I hope this is helpful. If you have any questions, let me know if you have any questions at execmgmt.search@gmail.com.

A VERY GOOD NETWORKING QUESTION...

2010-01-09T11:26:00.000-08:00

Dear Gordon,

I find some aspects of the letter writing/network approach difficult to accomplish – in particular, writing to a specific functional manager.

I have searched company web sites and looked for articles, but I rarely ever find the names of personnel. For some very large public companies, there may be an investor site where they post annual reports, but that often does not help to find the right person at the right location. For some, I may find a name of a top executive at the corporate office, but not one name for the remote site where I am interested in working.

So, how can one find out exactly who the managers are at the desired location in the organization?

Appreciate any suggestions.

There are a number of resources other than the web for getting names of key management people at companies in the US.

I would start with a trip to your local library. Almost every library, and certainly those associated with colleges or universities, has a research section. There will be a number of directories there, as well as investors information about companies, the business they are in, their size, and the key management people.

There is no one source that will give you everything you might be looking for, but there are some resources that can give you most of what you might need.

I have found success using the State Industrial Directories These are indexes of companies with locations in each state, be they headquarters or plants or sales offices. Each is indexed by company name, location, and SIC (Standard Industrial Classification) Code. Also each company listing includes the phone number, street address, and the names of the key managers located at that office or plant.

Also, there is a website, ReferenceUSA (www.referenceusa.com), that lists all the companies in the US by SIC Code, number of employees, location, etc. This reference also lists key personnel at each location.

Ask the Research Librarian at your local library for assistance with these, and for ideas on other directories that can give you similar information.

Another approach, which is a bit more time consuming, but effective, is to call each company you are interested in sending a letter to and ask the receptionist who the VP of Marketing is, or who the Director of Operations is, or the name of the Plant Manager…or even the President.

Once you have one name, all it takes is a few more questions, asked of the person you get through to, to get additional names in the organization.

Networking can be a bit like detective work. But the results multiply themselves with time, and it is surprising sometimes how quickly you can generate a list of contacts useful in your job search.

THE BEST RESUME IS A SNAPSHOT OF YOU - Part 2

2010-01-09T07:03:00.000-08:00

I have seen a number of resumes over the years with a wide variety of formats used to detail one’s business or career history. I have found that there are things that can or should be included to give a clear, concise picture of who you have worked for, what your duties were, and what you accomplished during your tenure.

Along with the name of each company and its location, include the dates of your employment. This does not have to be month and year. Noting the year your started and the year you left (i.e. 1999 – 2009) is sufficient. But you do need to include your dates of employment.

As far at the location is concerned, list the headquarters location for the company, not the location where you worked. List the location of the plant, sales office or other facility where you worked as part of your description of the jobs you held with that company. This is detailed below.

Be sure you also include a brief description of the company and its business. You need to assume that the reader has not heard of the company and knows nothing about what its business is. For example:

CERTAINTEED CORPORATION, Insulation Products Group, Valley Forge, PA 1994 to 2009

CertainTeed Corporation, Insulation Products Group, is the leading manufacturer of fiberglass insulation products for commercial and residential applications, with annual sales of more than $107.6 million in HVAC and Industrial Insulation products.

This not only helps familiarize the reader with the companies that you worked for, but can serve to enhance the reader’s view of your career, including having added knowledge of your expertise in a certain market or with certain products. It should not be more than 1 or 2 sentences long.

List each one of the positions you held with a company, and the accomplishments you made with each. Include the dates that you held that position. Also if your job was at a location away from headquarters, list the location where you worked; the plant or sales office, for instance. Again the dates only need to be years…you do not need to include the months.

As I have said before, you need to include the accomplishments you made while you held each position. These should be only one or two sentences long, and should include data or statistics that make the accomplishment measureable.

WHAT YOU SHOULD NOT INCLUDE IN YOUR RESUME:

My advice is that you do not include any salary information on your resume. Your past history is of no consequence in an employer’s decision about what salary to offer you. And it takes away from your ability to negotiate. The only salary that is pertinent is what you are currently making or what you made in your last position. And that should be a discussion during the very last stages of the interview process…unless the prospective employer brings it up first.

Also, do not include the reason you left. That is a subject that will be taken up in the interview. You do not want anyone to misinterpret what you write, and a discussion of the reason gives you an opportunity to explain any details or special circumstances. Also, and perhaps most important, you do not want to needlessly give the reader an excuse not to consider your candidacy.

Now here is an example of a resume entry describing the tenure with a company:

CERTAINTEED CORPORATION, Insulation Products Group, Valley Forge, PA 1994 to 2009

Product Marketing Manager, Industrial and Commercial Products 2000 – 2009
Supervised all aspects of business management associated with insulation products for industrial and commercial markets, with annual sales of more than $32.8 million.

Spearheaded the development and directed that successful market introduction of two new commercial insulation products, realized a combined sales level of $257,000 during the first 4 months after market introduction.

Directed the development of a sound absorbent blanket for use in the construction of multiplex theaters, and spearheaded the establishment of this as the leading edge product in the $6.3 million market.

Product Manager, HVAC Products 1994 – 2000
Supervised all aspects of business management associated with Duct Liner and Standard Duct Wrap for commercial markets, with annual sales of more than $56.2 million.

Supervised the activities of a product quality council for Duct Liner which successfully improved the quality of the product while decreasing the cost by more than 4.5%, and reducing the customer complaint frequency to less than 0.1%.

Managed the development of an innovative packaging system for Standard Duct Wrap, which saved the company more than $450,000 in operating costs, and reduced customer labor costs by 83% and warehousing costs by 46%.

I will discuss other aspects and recommendations for your resume in an upcoming post.

If you have any questions, please let me know at execmgmt.search@gmail.com

THE BEST RESUME IS A SNAPSHOT OF YOU - Part 1

2010-01-08T20:40:00.000-08:00

There are many views about what makes a good resume…what is the best format…what should be included…what does not belong in a resume.

As one who has been involved in executive recruiting for more than 7 years, I have admittedly singular views on what makes for an effective resume.

A RESUME IS A PICTURE OF YOU.

First, always remember that someone will need to read your resume. It makes no sense to write “The Great American Novel”. The most effective resume is a snapshot of your career, your skills and your achievements.

The best resumes are 1 or 2 pages long, and certainly no more than 3 pages. Your resume should include the details of no more than 10 years…the last 10 years…of your career. Everything earlier can be summarized in a general description, at the end of your career chronology.

Here is an example of how that can be phrased:

PREVIOUS EXPERIENCE

From 1979 to 1994, held a variety of positions ranging from Sales Representative to Market Manager, with progressively increasing levels of responsibility in a variety of industries. These included specialty chemicals, polymers, coatings, and adhesives, serving a number of markets such as pharmaceuticals, plastics compounding and fabrication, metals finishing, graphics, and chemical process industries.

You need to realize, too, that a recruiter or HR manager, who is reviewing dozens of resumes, will not spend more than a few minutes review a resume. You need to catch their eye with short phrases and bullet points. Any way to catch the eye of a recruiter or HR professional scanning your resume quickly will be effective in getting them to pay attention to your background and experience.

This will increase the likelihood that they will see you as the best candidate for the position they are trying to fill.

WHAT MAKES A WELL WRITTEN, EFFECTIVE RESUME?

A well-written resume is one that catches the reader’s eye. At a glance, the reader sees what you want him/ her to see most, and what will make the reader want to know more about you.

This is accomplished with short paragraphs, bullet points, and an outline form that allows a reader to quickly see who you worked for and what you accomplished. Once they know this, they can dig deeper. There are key words that can be used in writing a resume that convey what you did and how you did it concisely and with emphasis that catches the reader’s attention. I will go into that in a later post.

For now, here is what I look for in a good resume.

At the top of the first page, put your name and contact information. Be sure that you put your full legal name at the top of your resume, not a nickname or slang. A potential employer does not need to know that you are called “Joey” by your close friends. He does need to know your name as it appears on your driver’s license.

Include your full address and all your phone numbers. Include both a home number and a cell phone number, and identify which is which. Also include your e-mail address…one you will be using for your job search to receive e-mails from recruiters or potential employers. (I suggest that you get a dedicated e-mail address that you will use only for this purpose.)

Next, below your name, state your objective. Here is where you tell the prospective employer what kind of a position you are looking for. Such as:

OBJECTIVE

A Sales and/or Marketing Management position in which my skills in planning and forecasting, as well as new product and market development, pricing and financial management can be applied. A position that will benefit from the my comprehensive experience as a goal-oriented manager who has driven the development and implementation of programs that resulted in meeting or exceeding objectives for improvement in market share and profitability.

Then include a brief summary of your skills and background, a description of your professional self, so-to-speak, in a following paragraph.

Here is an example:

SUMMARY

Executive with 26 years of sales and marketing experience. Strong leadership, communication and negotiating skills, and a successful record of increasing growth and profitability. Cross-functional experience in:

• Strategic analysis and planning

• Market analysis and planning

• Market development

• Product development

• Pricing strategy and planning

• Financial Management

• Forecasting

• Team Building

• Cost management

• Leadership and coaching

You may want to follow the summary with a section that describes 4-5 of your key accomplishments during your career. It is best if these relate as closely as possible to the job or position you are interested in with the prospective employer.

These should be brief one sentence statements. They should include statistical or measureable results, as well.

For example:

Led an effort to reduce costs, driving an increase in gross profit for the product by $103,964, a 28.8% increase compared to the previous year.

Drove the implementation of significant product improvements, which led to an increase in sales of $8.9 million, or 35.2%. During the same period, profits grew $4.2 million, a 68.2% increase.

Next in your resume will come your employment history. I will go into the details of the best way to compose this part of your resume in my next post.

In the meantime, if you have any questions, let me know at execmgmt.search@gmail.com.

ARE YOU CONCERNED ABOUT SENDING NETWORKING LETTERS?

2010-01-04T17:03:00.001-08:00

Concern was expressed that the networking approach I wrote about in the last post, and the letters I suggested be used, might be seen as "an act of desperation", and overplay your hand in seeking a new career opportunity.

Based on my own personal experience, using letters like these in my own networking efforts, those I’ve sent the letters to have been far from insulted. As a matter of fact, managers are often pleased and flattered that you, the candidate, think enough of them to ask them to play a role in your search effort.

More often than not, managers are very willing to share their thoughts and their views on their industry. After all, your approach puts them in the role of expert, and they are impressed that you feel that their opinions and point-of-view are critical to the success of your search for a new job or career change.

They do, of course, realize that you are seeking a new job, and I can assure you (because it has happened to me) that if they have a position they think you will fill, they will bring up the subject. If not, many are aware of openings that other companies in their industry might have. That gets you another referral, and another opportunity to expand your network.

Let me assure you, the majority of managers getting your introductory letter will not feel that you are desperate.

This approach is well known in industry, and gives you an opportunity to meet key managers face-to-face and/ or talk with them on the phone. Not only is this an opportunity to gather information that will help your search, but the manager also gets the chance to get to know a skilled professional that he might appreciate knowing for a current or future opening at his company.

A possible win-win situation, I think.

NETWORKING LETTERS YOU CAN USE IN YOUR JOB SEARCH

2010-01-03T07:36:00.000-08:00

Networking is an important and vital tool for a successful search for a new job or career change. It is vital to tap the hidden job market and vital in finding employment in the industries or kind of position you are seeking.

Letters are the most effective way to make initial contact with those who will be helpful in your search for a new job or change in your career. It is important that your networking letters introduce you and ask for the chance to discuss market trends or opportunities in an industry that interests you.

However, the function of a networking letter is not to ask for a job…it is to make a contact…to introduce yourself to new people, to experts and those who may be most helpful in your finding a new job or career. It can also be a way to reconnect with colleagues from prior companies you worked for, and with contacts at companies with whom you have known during your career.

Following are 2 examples of networking letters:

The first is one that you can use to introduce yourself to someone you have not met:

Mr. Neville Boardman

Vice President of Marketing

Heliotrope Chemical Company

378 Hightop Road

Silver River, Indiana 44000

Dear Mr. Boardman,

I was referred to you by Ms. Jocelyn Helmsberger from Mahtava Specialty Chemicals in Hunnicut, Vermont. She mentioned you as a recognized authority on trends in the chemical industry, and chemical marketing. She suggested that I contact you.

I am seeking an opportunity in the chemical industry, in which I can apply my 20 years experience in marketing and business development. I have a record, in my career, of success in marketing positions of increasing responsibility with leading companies in the chemical industry. In addition, at Bullock Specialty Chemicals, I have led the development of a new surfactant product line and its successful commercialization in the personal care market.

Mr. Boardman, I do not expect you to know of any opportunities. I would like a brief meeting to discuss the chemical industry as well as current and future trends. Your advice and guidance would be greatly appreciated.

In anticipation of having the opportunity to meet with you, I will call you the first part of the week to possibly arrange a convenient time to meet.

Thank you in advance for any assistance you can provide.

Sincerely,

Robert Wasserman

The second is one that you can use to contact a former colleague or reintroduce yourself to industry contact from your past:

Mr. Troy Blair

Director of Marketing

Surri Resins Company

674 Harriman Industrial

Pine Village, Oregon 98000

Dear Troy,

You might recall that you and I worked to together at Kelvin Chemical Company between 1999 and 2005. During that time you worked together to develop market opportunities for new products and technologies, and I remember being impressed with you market knowledge and management skills.

Since that time, I understand that your career has continued its growth and success, and that you are now the Director of Marketing at Suuri Resins.

I appreciated the opportunity to work with you, and the value of your insights and suggestions, including the discussions we had about the professional and career opportunities both of us looked forward to at the time.

I also remember you telling me that you would always be happy to answer questions. As a former colleague, I have kept up with your current contact information. I will call your secretary in a few days to arrange a meeting at your convenience. I look forward to meeting you again and gaining your insight for my career path.

Sincerely,

Mary Smith

Choose that template that fits best with the contact you are making.

As always, if you have any questions, let me know at execmgmt.search@gmail.com

NETWORKING BY DIRECTLY CONTACTING COMPANIES

2009-12-31T07:58:00.001-08:00

One of the most effective networking activities you can engage in, as part of your search for a new job or career, is to contact companies directly. Since most of the available jobs are in what’s known as “the hidden job market”, it is important that you make your background and skills known to as many companies as possible.

Remember, however, that you want to do this in a targeted way. Before you start writing letters to companies you need to know 3 things:

What companies (industries) do you want to work for?

Who do you want to write the letter to?

What will your letter contain?

Be sure when you start this process that you have decided which companies or industry you will be targeting for your job search. You can get an idea of the variety and number of industries in the US by consulting the Directory of the Standard Industrial Classification System (http://www.osha.gov/pls/imis/sicsearch.html) . The 4-6 digit codes will be helpful in identifying and contacting candidate companies listed in the State Industrial Directories (see previous blog post).

SEND YOUR LETTER TO A FUNCTIONAL MANAGER

You do not want to send your letter to Human Resources, and you do not want to write a letter asking if the company has any jobs available or to be considered for employment. You should send your letter to the functional manager who will know what the personnel needs of his business or department are. If you are looking for a sales job, write to the sales manager. If you are looking for a job in production, write to the Director of Operations.

Believe it or not, employment by a company, large or small, is based on making contacts rather than asking for a job up front.

Networking with letters of introduction is much more effective than going door-to-door with your resume and asking if the company is hiring. For one thing, one of the jobs of a receptionist is to keep people he/ she thinks are not important or of interest to the management at bay. Same thing is true of an executive’s secretary.

So your letter needs to be a request for a meeting, and it needs to be addressed not to HR, but to the executive himself (or herself). Address the letter to them personally. Do not be afraid to put “Personal” on the envelope.

In the letter, describe your goal, which is to seek a new job or career. Ask the executive for the opportunity to sit down with them and ask them for advice about the job market, about their industry, or advice on how best to conduct your search. Tell them, as well, that you would like to talk to them about what opportunities there might be in their industry for someone with your background, skills and experience.

Do not ask for a job in your letter. If there is an opportunity with the executive’s company, he will tell you during your meeting. You can bring it up during your meeting, as well, in a casual way.

BE SURE YOU ARE WRITING TO THE PROPER PERSON(S)

No one knows better than corporate executives what the personnel needs of the company are. They actually know more about that than Human Resources. The President, Director of Operations, VP of Marketing, Director of Purchasing, or VP of Finance will know what jobs exist or what openings are anticipated in the near future. The functional managers also know others in the industry you could talk to, and can give you recommendations and introductions. These are the people you write to.

If you are looking for a Marketing job, write to the VP of Marketing for example. Writing to the President is effective because he will forward your letter to a functional manager that he thinks might have an interest in your background.

IT IS CRITICAL TO FOLLOW UP

About 7 days after you have sent your letter, follow up on the phone with those you wrote letters to. You will be surprised how many will remember your letter and will talk with you. Ask for an appointment to sit down with them and get their views and perspectives. Be sure that you tell them that you expect only 10 – 15 minutes of their time. Even so, you will be pleased at how many will actually spend more time with you.

Remember, executives enjoy sharing their knowledge, and they appreciate your feeling that their input is important to the success of your search for a new job or career.

Once you have had 5-6 of these meetings, you contact list will have grown even larger, and therefore the chances of you landing your next job or career will increase geometrically.

In the next post we will discuss the writing of the contact letters that you will send to key executives in your targeted companies.

If you have any questions, be sure to contact me at execmgmt.search@gmail.com

YOUR NETWORK IS BIGGER THAN YOU THINK

2009-12-28T19:34:00.001-08:00

Once you have completed your resume, and have decided what kind of job of career you are going to look for, you need to advertise the fact that you are available to hire. You also need to let prospective employers know what you have unique talents that will be of value to them. This is the true value of your own personal network…an effective, personalized tool to let others know that you are looking for employment.

Many of you who are looking for a job these days are probably not aware of just how rich a network you have to assist you in finding your next job or assist you in changing your career.

If you think about it, your own network consists of some or all of the following:

Family
Friends
Co-workers at your current or former job
Contacts at previous employers
Contacts at competitors of your company
Customers
Your neighbors
Fellow members of community organizations (such as Lions Club, Optimists Club, Rotary Club, etc.)

And you can expand your network by joining networking clubs, signing on to networking websites (like Linked IN, or Gray Hair Management), or attending meet and greets organized by church, Chamber of Commerce or other private and government organizations.

One good approach to expanding your contact list is to ask each of the people on your initial list (your friends, family, coworkers, etc.) 3 questions.

Do you know of any companies that are hiring?
Have you heard of any companies who might be hiring?
Can you give me 4-5 names of people you know that might help me in my job search?

This will give you a big list of additional contacts you can make. Be sure to get the name, company, title, and phone number for each contact you are given.

My suggestion then, is to write each of these contacts a letter of introduction. The letter is a way of letting the new contact know that you are looking for a new position or career, and a brief description of your skills and background. You should also let the new contact know who it was who referred you to him/ her. Ask them if you can make an appointment to meet them.

Do not ask networking contacts for a job.

Don’t ask for a job in your first contact letter. Ask them for an appointment to meet with them to discuss what suggestions they have that would help you in your search. What you want is information…nothing more. Have no fear, though, this networking will eventually lead to that one, two or three contacts who will say something like, “You know, we’ve been looking for someone with your background!”

And then, your discussion of working for that company begins, and if you are interested in a position with that company…that is the time to express an interest in a job with them.

So develop your network. It will take time, but it will be time well spent. I will talk in a later post about the best letters for introducing yourself to networking contacts.

If you have any questions, or suggestions, let me know.

THINGS MAY BE IMPROVING ON THE EMPLOYMENT FRONT

2009-12-25T18:41:00.000-08:00

It may be that the employment market is easing as we get to the end of 2009.

I am seeing that there are more and more companies saying that they are planning to hire people in the management ranks in 2010, even a number anticipating some level of hiring during the first quarter.

I saw an article in the Wall Street Journal (http://www.wbjournal.com/news45308.html) on line that said that job cuts are falling, down to the lowest level since the end of 2007!

This is a cause for optimism, and optimism is essential to the success of your job search or career change effort. Remember, the job market is still difficult, and there are still plenty of companies who are not actively looking to hiring new managers. But there are also a number of companies that are and so there is no doubt that you will get a job eventually.

Your reward of a new job will be in direct proportion to the amount of effort you put in to your search...and it will also come more easily if you maintain your belief in yourself that tells you that even if it takes several months, you will find a job.

SHOULD YOU USE A FUNCTIONAL OR CHRONOLOGICAL RESUME?

2009-12-24T08:32:00.001-08:00

It is always difficult, when you are looking for a new job, seeking new employment opportunities or a career change to decide what kind of resume to write.

Do I use a functional format or a chronological format? What do I include in each one?

THE CHORONOLOGICAL RESUME

The Chronological Resume is best if you are looking for a new job and do not want to make a significant career change or switch to a new industry.

This format works well since it details who you worked for and what you did at each employer, and what kinds of positions you have held. In a Chronological Resume, you detail your accomplishments at each employer during your career to date.

Include only 4 or 5 bullet points, and use as many statistical references as you can. Numbers always impress, and they catch the eye of the hiring manager or HR professional reviewing your resume.

A website that might be helpful is Askresume.com:

http://askresume.com/exfunctional.html

THE FUNCTIONAL RESUME

The Functional Resume is best if you are looking to change careers or trying to find employment in a new industry. This format is effective because it focuses the prospective employer, recruiter or human relations manager on the kinds of experience you have had during your career.

In a Functional Resume, you detail the kinds of positions and responsibilities you have had. The list of employers you have worked for goes at the end, and is therefore minimized.

What does your resume REALLY say about you?

2009-12-22T05:02:00.000-08:00

I look at dozens of resumes every day. I have seen almost every kind of resume and every format imaginable. And everytime I read a resume, I ask 2 questions:

1) Who is this candidate?

2) What is his experience?

3) And how does it relate to my client's business (is he/ she qualified?)

I, and prospective employers too, can only take a moment to get an initial impression of a candidate from his resume. If it is wordy and looks like War and Peace, if it is more than 2-3 pages, it will likely go into the "not interested" pile.

There is one thing that I do not often see on resumes that I think are important: A brief description of each company you worked for and the business they are in or products they make.

Also, you should not put your salary history on your resume, or write the reasons you left a company on your resume. These are two topics for discussion, not inclusion in your resume.

I hope this is helpful. More to come in the next few days.

A CAREER CHANGE QUESTION FROM A READER

2009-12-18T11:11:00.000-08:00

I received this question from a reader not long ago. It typifies some of the frustration that I know many of you feel in trying to change industries. Perhaps my answer will be helpful in those situations.

Hi Gordon,

While I have always considered my technical background (BS and MS in Pulp and Paper Tech - a specialization of Chem Eng) and leadership experience to be easily transferable, I am becoming frustrated in my attempts to target and apply for operations management positions in the chemical industry.

I am getting little or no response at all to my inquiries in that direction, and I feel it may be due to a feeling that my experience is not transferable to either specialty or commodity chemical production. Almost all of the processes used are common between the paper and chemical industries, and the typical operating schemes of the respective facilities are nearly identical.

Also, the paper industry is a huge consumer of both specialty and commodity grade chemicals.

As such, I am at a loss as to why I am not generating any interest at all with the chemical producers. Do you have any thoughts on why this is, and how I can convince them of the value of my paper industry experience as it pertains to their operations?

RH,

I would suggest a three-fold approach:

I hope this helps...watch my blog. I will go into this in more detail soon in a future post.

Gordon