SUMMARY:
This article
speaks specifically to the unemployed mid-level U.S. professional who is in
career transition during difficult economic times. Other job hunters may glean
useful wisdom here, but that mid-level professional is the one I’m addressing.
I’ve culled the wisdom
of many of the great thinkers and writers who devote their own careers to
helping people like you get back to work. Their best advice is
collated here with links to additional resources that will benefit you.
So read on. Then go forth and prosper.
It’s
a tough world out there. Somewhere around July 2008, the number of layoffs in
the US gradually began to increase. By October, the number had skyrocketed, and
it isn’t over yet. The competition is fierce and the opportunities few.
Some people scoff at you. To the
uninitiated, it seems you have it pretty easy. After
all, you make beaucoup money, have plenty of experience and education, and
wield a portfolio full of qualities to attract potential employers. Imagine if you had no education or experience? Think how
hard that would be!
The truth is, however, that your
opportunities are no more or less limited than entry-level positions. By now,
you have identified yourself with a specialty, followed a particular path, associated yourself with an industry. Even if you chose to
take an entry level job to ride the waves until the
market turns north again, you would have trouble getting hired. You’re over-qualified, they’d say. And
besides, look at all these inexperienced job seekers. If they gave you
the job, someone with no other choices would have nowhere else to turn.
Besides, you’ll only hold the job until something
better comes along.
You know that you’d
likely perform the job with more diligence and care than most inexperienced
workers – specifically because you understand business. But
you also know the scoffers are at least partly right.
Don’t fret. The time you’d
put into that temporary entry-level job would be time you wouldn’t have for
uncovering your next career move.
So what do you do? Get busy.
I’ll tell you how. But
not just me... I have asked several of the great thinkers, career
coaches, and advisors to contribute their thoughts. I specifically asked that they skip right over the plain vanilla
stuff – the stuff you already know or will hear from everyone else – and get
out-of-the-box practical for you.
Below, their advice is
arranged into the following categories:
- Adjusting Your Attitude
- Making Money While You Job Shop
- Researching The Job Market
- Marketing Yourself
- Finding Prospective Employers
- Interviewing Successfully
To help the
flow, I’ve used footnotes for the attributions.
Superscripted numbers at the end of each nugget of wisdom are
linked to the Credits
section where you can find more.
For your own benefit, I suggest you do
not overlook the “Credits”
section. Each one contains links to additional resources these experts provide
that may well assist you further. Check them out.
Let’s face it...
Whether you saw unemployment coming or not – or even if you’re still sitting in
a job with a time bomb attached to it – chances are you aren’t thinking rosy
thoughts about your most recent employer. For that matter, you may even be down
on employers in general right now, or even yourself. Have you let worry creep in
too? That can paralyze you, and you know it.
What do the
experts have to say about getting an attitude adjustment?
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As companies downsize, older
workers bear the brunt. This situation is unfortunately a
fact of life and a reality in the workplace. Fortunately, this
situation is changing as many companies are recognizing the value of their
experienced workers. A solid plan, honest self-assessment, aggressive
networking, and good selling skills can yield positive results. 16
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Don't be impatient. If the job
is yours – it will all line up perfectly. If not – there is something better
waiting for you. 5
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Focus on
the actions you are taking, not
the results! The results will unfold elegantly and abundantly and you will
enjoy feeling that satisfaction of success whether you are investing in
marketing yourself or basking in the warm glow of landing your third or
fourth interview! Be careful not to devalue the importance of this tip. This
strategy is one of the main points to averting thoughts of despair and
feelings of overwhelm.1
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You always have choices. Don’t allow conditions to put you in an “I’ll take
anything because I need a job.” Fear
constricts you constrict your ability to see opportunities. 5
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The
most important thing you can do
as a job seeker -- regardless of what is happening in the economy -- is to
change the way you think about yourself, the job search process and the
people you will meet. When you change your thinking, everything changes --
what you say, what you do, how you act, and how other people treat you. If
you think of yourself as a supplicant applicant, begging for a chance, that's exactly how you will be perceived and your job
search will be long, hard and challenging. On the other hand, if you see
yourself as a problem-solver, that's how you'll be
perceived, and you'll be working before you know it. Remember, the only
reason you will get hired is because the person
hiring you believes you can help them solve their problem. Stop thinking you're "filling an opening." You're
not. You're solving a company's problem, and by
solving their problem, they will solve yours. 21
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Making
Money While You Job Shop
You may have received a severance package. Great! Don’t take a vacation. That money will run out much quicker than you expect. Imagine how awesome it would be to have that money overlap your next paycheck! On the other hand, you may have been
kicked out on the street with nothing. Either way, very soon you’ll wonder how you’re going to pay the bills.
Our pros have some advice for you...
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Write a
resume designed for project assignments
and send it to every employer that you can identify that may need someone
with your experience and expertise. There may be listings for full-time jobs
that you have a better chance of getting with your project
based approach. Employers are often more likely to higher on a project
assignment basis since they don't have to pay
benefits and can off-board those hired on this basis with little expense.
9
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Register with a temp
firm in your area. Employers hire mid-level professionals for project
assignments through temp firms. 9
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Work a
temporary or part time position through an agency.
Advantages are:
- You are
getting exposure and getting your foot in the door somewhere
- When
a good opportunity comes along you do not appear as if you did nothing
but sit at home while you were looking
- You
have some income coming in but still have enough time to devote to looking,
researching companies and to schedule interviews. 7
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- Management
Consulting – Jobs in Management Consulting (according
to the Bureau of Labor Statistics) have DOUBLED over the last 10 years.
If you are experienced in your niche this can
make exceptional additional income! Guru.com
and elance.com are great sites for
getting the word out and giving you the ability to instantly bid on
projects.
- Higher
Ed Adjunct Teaching: Teach part-time in your area of expertise
and get paid for it! Adjunct teaching is
increasingly popular with State and Local colleges
as they do not have to cover benefits.
- Ebay/Craiglist:
The business you can do using these mediums is pretty
phenomenal. I know many people who generate significant passive
income off these sites.
- Interim
Executives: Many companies are looking for interim
executives for various reasons. Most of the largest recruitment firms in
the U.S.—including Heidrick
& Struggles, Russell Reynolds,
Spencer Stuart and Spherion—now have
specialized practice areas for interim executive placement. 1
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Researching
The Job Market
Don’t just dive into the job boards. Doing some research first will
position you to make the most of your hunt. From my experience, you should
devote at least a week (yes, I’m talking 40+ hours) exclusively to research before you take the next steps. Would you take on any other project without extensive research?
Here are
some expert tips...
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People still get
hired in a down economy and jobs are there to be hand. The question is
what industries are hiring and what job skills are needed.
6
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What
You Can Learn from Entrepreneurs For A More Successful Job Search
- Research where the opportunities are. What industries are booming? What jobs do you have the skills
and interests to transition into?
- When
assessing job opportunities, don’t believe the hype – remember the
ability to suss out what is reality and what is the fluff are crucial
- Have a
strategy and focus. Assess other opportunities that arise along the way,
but don’t lose site of the bigger picture.
- Tenacity;
rejection is a big part of job seeking in any market.
- A wonderful quote by Henry
Ford, "Those who believe they can, and those who believe they
can't, are both right," perhaps sums it up the best! 11
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Don't undervalue your public library. Call up your reference librarian and ask for a tour. You will be
astounded at the wealth of free info available. Information
about companies. Databases that would cost you and me 10K that you can
access from home for free because they come with
your library card. 12
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In a supplement to the November
2008 Executive Market Report, JobBait.com listed
the following 6 recession-proof metropolitan areas (based on Bureau of Labor
Statistics data available on November 23, 2008):
- Merced,
CA
- Grand
Junction, CO
- Billings,
MT
- Laredo,
TX
- Kennewick-Pasco-Richland,
WA
- Morgantown,
WV
Another 29 are almost recession-proof.
To see all 35 cities, including the total
number of new jobs by specific industry in the last 12 months, go to http://jobbait.com/a/rpa.htm.
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In 150
Best Recession-Proof Jobs, Laurence Shatkin
identified 150 of the best jobs that are most likely to weather a poor
economy. He identified the following as the 10 best recession-proof jobs:
- Computer
Systems Analysts
- Network
Systems and Data Communications Analysts
- Network
and Computer Systems Administrators
- Registered
Nurses
- Teachers,
Postsecondary
- Physical
Therapists
- Physicians
and Surgeons
- Dental
Hygienists
- Pharmacists
- Medical
and Health Services Managers 18
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Self-branding... a targeted résumé... your own blog... personal business cards... a slogan capturing the essence of your value... a well-polished summary of your skills and experiences...
All of these are important parts of marketing yourself successfully to
prospective employers.
Take and use the following beyond-stock-advice tips from the experts...
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You
can find a job, but
you need to do things that your peers are not. 16
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Manage
your job search like a marketing campaign.
Pick the hours and the days each week that you plan to invest in your next
career move. Block out those times and stick to them! Honor your commitment
to your job search just like you would honor your
commitment to an employer to show up on time each day. 1
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Take an inventory of your skills and
objectively look at how they can apply to fields that are desperate for
workers. 6
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Search
proactively (know precisely what you
are looking for, then reach out to get it) rather than reactively (don't passively scan posted jobs, waiting to find the one
that fits you).
It’s crucial you know the following things:
- Your
primary target markets
- Your
primary positions
- Your
geographic parameters
- Your
timeline 1
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You need
to know:
- what makes you unique
- the benefits to others
regarding your services/product
- who your ideal employer is
- what things your ideal employer
says
- quotes about your services
and/or qualitative testimonials about your work 12
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Think
about what your ideal boss would say.
“I need a sales manager” is not specific enough. “I need someone to manage
the ____ team and help them increase their _____” is
great. Be very specific. 12
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Some
problems I’ve seen:
- Resumes
cluttered with so much information that they’re hard to read
- Resumes
that contain things that the person doesn’t enjoy doing
- Resumes
that aren’t geared towards the position the applicant wants to attract
- Resumes
that don’t include accomplishments (numbers) 12
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Focus,
focus, and then focus some more. Do not look for
"a job in marketing." Look for a marketing job in the consumer
products area. No – focus even more. Look for a marketing communications job
in the household consumer products area. No – look for a marketing
communications job in the household consumer products area in one of ten
targeted companies.
The benefits of this focus are efficiency and effectiveness in a
targeted job search. By knowing exactly what and where your target is, you
can aim directly at it. You know exactly where to focus your time and energy.
And when you focus your limited time and energy, you
can shorten your job search considerably. 14
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Carry
business cards for your ideal
position. Include contact information and a synopsis of what you’re looking. Hand them out at networking events. 12
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If you have not revised your resume
in a while, consider getting help from a professional. If
you plan to rewrite it yourself give particular
attention to the summary at the top. Also expand
upon the experience that best matches the position to which you are applying
and edit down the experience that is not particularly appropriate. Focus on things that will make you more valuable to
the perspective employer. 9
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The
person in career transition IS the product they need to sell. We need that product to be as
attractive and well taken care of as possible. The
most often over looked tip I give my clients in career transition is
this: take care of YOU! Folks get desperate and start to forgo self care. This makes them low energy and they
appear needy and desperate. It's important to keep
our energy gas tank full, or as close to full as possible, because it is easy
to sense. There are many low cost/free ways to recharge which are
available no matter what the state of your finances. 3
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Finding
Prospective Employers
You’ve now done an attitude check, you’ve taken care of your interim
finances, you’ve researched the job market and identified your next direction, and have developed your marketing materials. It’s time
to take the plunge and start finding and contacting prospective employers.
Available jobs fall into two basic categories – advertised (aka,
“published”) and unadvertised (aka, “hidden”). Job boards and other advertisements
are the primary sources for advertised jobs; networking, cold calls, and other
methods of making yourself visible are the primary sources for finding
unadvertised jobs. These jobs can be geographically near you. They also could
be “virtual” or “telecommuting” jobs.
It’s
important to tap both the published and the hidden job markets, but most
experts agree that the hidden job market will be the most profitable,
especially in a troubled economy.
Here is the wisdom of the sages on how to tap each of those...
=> Generally
Speaking...
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How A Down Economy Changes Job
Hunting
- Many firms move away from
agency hires and attempt to hire direct.
- Looking on company websites for
posted positions is key, as is looking at industry
association sites where you may find more opportunities than on the big
boards.
- The ads overall tend to route
you through the HR email box. The smart searcher sends a resume
there…and then finds the hiring manager or executive in charge.
- To move past the hundreds of
candidates that are applying and get in front of the decision maker,
figure out who the hiring executive is, get their name, and send that
person your resume directly.
- Send your resume after hours
(6:00/6:30) vs. during the heat of the day so that it gets
read. 10
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There are
three main job search strategies for tapping into your
market:
- Target
Growing/changing/moving companies
- Executive
Recruiters
- Direct
company contact 1
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=> Regarding Advertised Jobs...
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Job boards are a really depressing, hard and
painful way for the majority of us to land great jobs. 1
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Check the Mart Section of the
Wall Street Journal on Tuesdays. 9
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Most
companies go through at least five steps
to fill a position before they will post the position to a major job board. (1) get on the phone to a few trusted colleagues; (2) look to see
if anyone already on board is qualified to be promoted; (3) launch an
intimate grass roots campaign to try to fill this position waaaay before the
general public is notified; (4) contact a related association to post the job
on their members only job board; (5) contract a recruiter. 1
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Go to high level job fairs
(the WSJ puts these on regularly in major cities) There are also a number of
virtual job fairs. A good example is http://www.unisfair.com/
9
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=> Regarding The Hidden Job
Market...
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In 2004 I
was laid-off by a multi-national computer company. I developed
a website and published my Portfolio and solutions I offer on the site. I
also started blogging. I then networked extensively at professional
association meetings. This led to a series of small consulting jobs. One
company liked my work and I was hired into a
full-time position within four months. I’ve kept my
consulting as a ‘side business’ in anticipation of another round of lay-offs. 8
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The
interview process is shorter and the salary package
can be significantly higher with unadvertised opportunities because when you
pursue unadvertised jobs you are almost always
talking with the company key decision makers right from the start. 1
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Networking
is by far the most effective job search method. The proverbial inside track is especially critical in tough times
of mass layoffs and hiring freezes.
There are many general purpose social
networking websites such as Facebook and LinkedIn. Here job-seekers
can tap on their current network of friends and colleagues to get
introductions to other people. Alternatively, they might consider joining
specialized peer-to-peer job search networks where they would be able to introduce
themselves directly to insiders (employees) at companies of their interest.
4
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Network with everyone you know. 50% of
jobs are found through
good networking. 9
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Networking, forging partnerships and
strengthening relationships are the key foundation to sustaining the storm.
Remember,
the smartest investment you can make in today's volatile economy is in
relationship bonds. So work your network.
- Self-educate through interviews - We become smarter by
learning from and listening to others.
- Reach out and help others - The
more you give, the more you get. See who in your
network might be struggling that you can help. Explore where you
can pass your experience, knowledge or contacts on to others. Few will
forget that you went beyond self-interest to make an effort in what may
be a difficult time of need.
- Stay in front of people - Brainstorm to think of ways
that can keep you in front of your network in a manner that serves you
by serving them.
- Follow-up on Contacts - Make
an effort to verbally follow up on your contacts once every week.
- Dig deep on the
personal side
- Ask people about interests that have nothing to do with the workplace.
Find common links that allow you to transition your networks into
breakthrough connections. Going deeper creates roots of loyalty and
repeat business, even in the toughest of times. 19
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It's
contacts, especially new contacts, that increase your
chances of not only learning about a job opportunity but also landing that
job. That's why I recommend taking advantage
of new, online options that help you connect with others in your profession
and encourage you to interact with them in person. 2
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Be
proactive - Don't just apply
for jobs online or e-mail your contacts asking for leads. Talk to your
network by phone or in person.
Get out
of the house and meet people - Networking is about getting
to know people and having them get to know you. Make it your intention to
simply meet people—don't weigh yourself down with
expectations! If you keep the focus on building
relationships you'll naturally connect with people who will want to help you
and vice versa.17
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=> How About Those Virtual Abnd
Telecommuniting Jobs...
If the idea of being a “virtual employee” or a “telecommuter” appeals
to you, here are some specialized resources to help you explore those options...
Interviewing
Successfully
Got an
interview lined up? Cool! It’s time to close the sale. You already know you need research the employer before the interview. You know to follow-up, multiple times if necessary, to keep yourself in front
of the employer.
Beyond that standard wisdom lies the following important things to keep
in mind, straight from the keyboards of the experts...
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If you have not interviewed in a
while, apply for a position with an employer you are not interested in
working for. It's best to have a trial interview and make your mistakes there
as opposed to making
them with the employer you most want to work for. 9
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Don’t be defensive – be confident. When you
try to explain why you’re job searching or giving
excuses about why you’ve been out of work so long, don't come across as defensive,
which only raises questions about yourself. 5
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Be prepared to answer the
question as to why you left your last employer. 9
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There
are a lot of factors that you should
take into consideration before deciding on a company and position
- Investigate the work
environment. Come early, talk to the receptionist, sit in the waiting
area, and note those who come and go. What are they wearing? How do they
interact with each other? Check out the décor. Are there family pictures
and personal items?
- Get a written job description
and ask specific questions about the responsibilities and the company's and supervisor's expectations of you.
- Why did the person before you
leave? Did they quit? Were they fired? Is this
a newly created position?
- What size of team will you be
working with? Who your regular internal customers?
- Don’t underestimate your worth
or accept a position based on salary alone
- Know the going rate for your
position and industry (http://www.bls.gov/bls/blswage.htm)
- Consider the benefits package,
and negotiate it when there is no room to negotiate salary. 15
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Stop taking it all personally - Hiring
managers and recruiters are inundated with resumes
and applications right now. The fact that they haven't
replied to your application has nothing to do with you.
Ask for feedback - When you get
opportunities to speak to employers, make sure you ask for specifics:
Do you have feedback on my resume? How did I do in the interview? What advice
do you have for me? 17
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That ought to keep you busy for a while...and lead you to your next gig. The experts who contributed to this article -- listed below -- provide important tools, articles, books, and services that can help you along the way. Contact them. If you'd like to contact me to discuss these things more, see the sidebar on the right.
Oh, and leave your comments below.
In the name of quality productivity!
--
JB Bryant
