Your Digital “Footprint”

chalk1Networking is a primary means of finding and landing  that next position. Social Media is an internet phenomenon that has become a very important tool for job seekers to use in their networking efforts. It is an extraordinary method for self-marketing. In fact, I like to call it your “GPS for Efficient Networking Activity.”

CAUTION:  USE TECHNOLOGY to save time and access information, but NEVER allow technology to replace person-to-person networking and relationship building.

NETWORKING is a (very personal) contact sport!


NEXT Session is Thursday, October 10thA LinkedIn Overview with guest presenter, our own Jim Parker


bob-maher-4587-editThe “top three” social media sites for job search are Facebook, LinkedIn, and Twitter.  There are many others.

LINKEDIN

LinkedIn is the most used social media site for business and professionals. Thus, it is an excellent site for job-search purposes. Recruiters and the more sophisticated companies use LinkedIn to source potential candidates for their open positions.

LinkedIn is like a multi-faceted “diamond” for networkers.  In fact, it might be helpful to see the multiple functionalities of LinkedIn in three “tasks.”  Your TASK#1 Is to have an account and create a high impact Profile that is in sync with your resume.

Already you need to make an important decision.

Will you be using LinkedIn to PUSH your message outward, creating visibility for you availability?… or using LinkedIn to PULL people to your KEYWORDS?

… or, my favorite, using both approaches together…  Here’s an example of what I mean… A Headline and SUMMARY that allows you the best of PUSH and PULL marketing tactics…

YOUR HEADLINE…

BUSINESS ANALYST: Operations Accounting | Database Administration | Financial Analysis | (more if space allows)

 YOUR SUMMARY…

 (Start by copying and pasting from your resume… then personalize by putting the nouns back in and adding KEYWORD accomplishments…)

I am a resourceful and productive Business Management professional with over twenty years of diverse and progressively responsible experience in a fast paced dynamic environment.  My proven strengths lie within the areas of accounting and administrative assistance. I am used to the dynamic demand of operations accounting, customer service, database management, data collection and analysis, and prioritizing workload.   I’ve been reviewed consistently for having a pro-active attitude, focusing on the customers and their needs.

Managers seem to value me as a detail-oriented, critical thinker who thrives in a team environment with diversified stakeholders and clientele, focused on personal development and process improvement. Proficient within proprietary and other systems, as well as Microsoft Excel.

OPERATIONS ACCOUNTING: I was promoted to continue previous retail billing duties with the addition of commercial billing duties for commercial and retail platform.  I coordinate with customer service and manufacturing to obtain information related to customer’s account and orders.

DATABASE ADMINISTRATION: I’ve prepared detailed invoices per customer contract for commercial accounts, including credit allowances to customer as required by account contract.  I have also assisted with individual account budgets, providing data input of pricing, cost, VAR information.

FINANCIAL ANALYSIS:  I prepare detailed invoices, including credit allowances to customer as required by account contract.  This requires knowledge of customer contracts, pricing list, invoice discounts and rebates when applicable.

Available for immediate contact at phone# and email address

TASK#2 is to learn the various functionalities that allow you to find new connection, grow and focus your network, and find useful information.

  1. Join LinkedIn groups and post comments
  2. Post relevant content in groups
  3. Post questions
  4. Promote events in which you are involved

 TASK#3 is to exploit the JOBS and job seeking functionalities.

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What’ll IT Be… Push or Pull?

Your Career CompassSocial media is a great place to learn about and create a digital conversation with your market.  However, potential employers do not want to be talked-to, or worse yet sold-to on these platforms. Your followers want to know they have a place to come learn, to ask questions about things THEY care about, and to know they are being heard.

Here are some things we’ve learned from listening to those we’ve served since the advent of LinkedIn, the preferred place for professional level job seekers to leave their “digital footprint.”


THIS Week’s Session, Thursday, July 25th… A LinkedIn PRIMER: Exploring Tasks #2 & 3, developing your network and finding JOBS via LinkedIn


Pilot OnboardIn “PUSH Marketing,” you need to take a low-key approach and offer 90% of insights and education to your market, with only 10% of things that would be seen as a sales pitch. Of course, ALL your social media content is “selling” in one way or another, but your market will be turned off if it comes across as a hard sell.

On the other side, don’t just post silly photos or motivation quotes. Position yourself as a subject matter expert and a source of real help to your followers, by sharing valuable information your market cares about (using UPDATES to post white papers…or sprinkle them in to your Profile).

PULL Marketing,” on the other hand, requires a concerted effort to optimize your keyword concentration (SEO) to attain high page ranking in keyword searches.  This is where most beginners start as they learn and gain confidence with the various functionalities offered by LinkedIn

The challenge is that either approach, when taken to an extreme, could be viewed as manipulative or ‘gaming the system’ (extreme pull)… or just too much narrative fluff (extreme push).  WE will be taking a down the middle-of-the-road approach which will give both beginning and intermediate users of LinkedIn the ‘best of both worlds’ in LinkedIn utility.

In-Sync, NOT Duplicate Personal Marketing Collaterals

While one’s resume is all about wise use of two pages worth of ‘vertical space,’ your LinkedIn Profile has no such limitation, but contains the very same elements of content: A clear positioning statement, a concise qualification summary, evidence of your supportive experience, and your education/ training.

Embracing Effective Tactics In The OTHER Job Market

roadsign-banner2The traditional job seeker spends most of their time on job boards…and trying to figure out the “right” KEYWORDS.  It starts by taking the path of least resistance… applying for those jobs that you feel ideally suited for.  After all, this approach  comes with a low risk of direct rejection.  In fact, it also comes with a low response ratio… The Internet’s ‘black hole.’   Instead of being told “no,” you’re told nothing.

Or you receive the automated “thanks but no thanks” emails that come seconds after you submit your application… not once touched by a human hand!


NEXT Week’s Session, Thursday, June 27th… A LinkedIn Primer: an overview of your push/pull choice and your three tasks within fully utilizing this GPS to networking.


Ready+aim+fireThat’s why it’s important to look for your next employment opportunity outside job boards… Don’t limit yourself to posted jobs, or even un-posted jobs in the ‘hidden job market.’ Learn to embrace the OTHER job market, the one where employers are seeking your ‘top talent.’.

Many real opportunities exist outside job boards … in abundance. So if you’re willing to do the work that almost no one else wants to do to unearth your ‘next right employment opportunity,’ here are the TOP TEN tactics to create connections within the OTHER job market:

  1. USE THE JOB BOARDS, but before you apply for a specific job…network your way to the opportunity presented you!

Often, this approach will identify individuals who request your resume, either for forwarding, or, best yet, for their endorsement.  A requested resume is read more frequently…your reward for embracing the OTHER job market.

  1. Take the word ‘JOB’ out of your vocabulary until scheduling actual interviews.

An appropriate replacement would be to consider the acronym ‘A.I.R.’  When networking your way to the interview process, seek Advice, Information and referral activity to interact with connections regarding the ‘next right opportunity’ you desire.

  1. Never prematurely create the chance for rejection that you want to avoid

It’s absolutely OK to be perceived as a qualified, motivated and available professional!  JOB seekers  command a yes-no-maybe choice.

  1. Reach out to the majority of your LinkedIn contacts.

Just remember to keep it professional yet personal. See if you can relate to something they’ve written or the job they do to increase your chances of building a solid relationship. You want to be professional in how you respond, but personal so it doesn’t feel so much of an inconvenience or sales pitch to them.

  1. Check with your college alumni network.

Everyone knows someone.  Often, this approach can lead to connections that bring forth new opportunities that lead to your next job. You already have something in common (your alma mater), so it can be easier to connect.

  1. Search for corporate alumni where you used to work and connect with those new individuals.

Again, since you have something in common (previous place of employment), this can work to your benefit. Make this a regular task of your job searching and you’ll be amazed at the new connections you can achieve.

  1. Explore business news stories.

Where there’s smoke, there’s fire. If a company launches a new business, there’s often hiring happening to support it. If a company downsizes, believe it or not, that creates opportunities. Position yourself as a solution and reach out.

  1. Research industry conferences and conventions.

Whether you attend or not, conferences, trade shows, and conventions are nuggets of opportunities to capitalize on. Get familiar with the major ones in your industry and do your due diligence to make connections…a nice little sideline are the hospitality suites many Companies sponsor.

  1. Look up educational and career/professional development events.

Relish in your own personal development.  People who grow and stick together help each other. Do your research to find these but also reach out to others in your industry to get ideas. Simply ask them which events they plan on attending in the near future.

  1. Find professional association members.

Members normally take care of each other. So join these groups, but do more than just joining them; get active. That’s the best way to get noticed and build solid connections.

There are many other ways to secure the next right opportunity for employment and stay off job boards, but these are the most important. And all will require you to get your resume updated and in order.

In every marketplace, there are buyers and sellers.  In the traditional job market, the one that our Department of Labor measures for us, job seekers are the sellers and their potential employers are the buyers.  The commodity is productive work and the competition is fierce.

Remember, in the OTHER Job Market, buyers and sellers hold equal responsibility for the recruitment process.  Each plays an important role in the process.  When employers have a need for someone to fulfill a specific role, often the most desired candidates are employed individuals with the credentials they seek.

Thus the employer can identify key candidates, sell their Company to new employees in the marketplace… in order to attract the best of the lot.  Once identified, they simply select the ‘top talent’ and buy their services.

There’s An OTHER Job Market?

roadsign-banner2YES, there is… even in today’s digital world of recruitment.  You see, in every marketplace, there are buyers and sellers.  In the traditional job market, the one that our Department of Labor measures for us, job seekers are the sellers and their potential employers are the buyers.  The commodity is productive work and the competition is fierce.  It doesn’t matter if you are an operations manager, an internal HR professional, senior finance executive, or a key player on the IT team—ANY experienced and valued professional job seeker—ALL should want to become a valued partner in the business of their next employer.


Next Week’s Session, Thursday, June 20th… Embracing The OTHER Job Market, our introductory and overview session where we’ll look at the basic philosophies of your Careerpilot.  A great place to start for “tire kickers and other first-timers!


bob-maher-4587-editIn the OTHER Job Market, buyers and sellers hold equal responsibility for the recruitment process.  When employers have a need for someone to fulfill a specific role, often the most desired candidates are employed individuals with the credentials they seek.

Thus the employer must sell their Company to potential employees in the marketplace in order to attract the best of the lot.  Once identified, they simply select their choice and buy their services.

On the other hand, if an individual is under-employed, seeking a change, or actually unemployed, they must be visible to potential employers who are seeking their services.  Creating this visibility is about strategic, personal market planning and execution—in can be marketability without rejection!

Personal Marketing is a contact sport.

The Evolution of a JOB…

NEED IDENTIFIED

 

Replacement jobs often redefined. No definition to a new need. No competition
WORK ANTICIPATED

 

Discussion leads to decisions  on JOB definition Often job parameters are set based on market feedback
JOB REQUISITION WRITTEN AND APPROVED

 

Job Requirements must be defined… expectations creep into the recruitment process Internal candidates often get priority in employment process
JOB is “open”

 

Job Requirements are often refined based on market feedback Internal AND external candidates compete for the same jobs
JOB is published

 

Job requirements and qualifications define the screening process MAX competition!!

Standing-out in the “sea of unwashed faces”

Create an expectation of who you are and what you can do for your next employer by clearly positioning and targeting your collateral materials, both written and verbal.  When stating your career objective, clearly state your appropriate work and make an offer of your services.

Here are some tips on becoming a valued partner…

Walk the talk.  Nothing speaks louder than results…. From the recruitment perspective, the best indicator of one’s potential for success is one’s prior experience and results gained.  A partner helps others within the organization achieve their goals. And results require actions, not just words. The better the results you get, the more likely you are to be invited on to ‘the team.’

Deep knowledge You must have a true understanding of every aspect of the business, how all the moving parts work together, the obstacles ahead, and intimate knowledge of the competition in the marketplace. In other words, you’ve done your homework and understand your potential employer’s need.  And you must be able to articulate your understanding to anyone involved in the decision-making process in a manner that demonstrates that you truly get it.

Two of the many ways of accomplishing this image are to…

  1. Keep a file of relevant articles to share with key decision-makers, take advantage of the approaches that email and social media have to offer… create and maintain top-of-mind awareness.
  2. Further, create a set of ‘white papers’ that express, from your knowledge and experience, your perspective on relevant issues to your Profession or industry of choice.

Listen well. ..Everyone loves to feel that they have been heard and understood. One attribute of leadership is being known as a good listener. And if you can reiterate and articulate what has been said, you will be valued as a partner in the decision-making process.

Remember, as a job seeker, NETWORKING is your way to share knowledge, ‘branding’ yourself as a valued resource.  It is also your best source of confirming the subjective information you seek to supplement your research of factual information about a potential employer.

Big picture thinkingHaving a strategic vision requires you to see all areas of the business, internal and external.   This is a valuable trait well beyond the C-suite.  If you only have a deep understanding of one area, you are more likely to be tactical in your decisions, rather than strategic. You must be able to foresee problems from the stakeholders’ perspective in order to offer the most highly valued and comprehensive solutions.

Tying all of this together, the best way to be treated like a valued partner is to act like one. The more you demonstrate your value, the more you will become recognized as the new go-to person in the organization.

***

The one thing you’ll need to know, and understand HOW to execute, for the rest of your career…

Never be a job-hunter again!!!  It’s OK to be an interested, available and highly marketable professional.  Always seek a good CAREER “FIT.”

Now, go find yourself an employer!

Wave #3: Turning OPPORTUNITIES Into INTERVIEWS

chalk1This topic represents what most people call ‘active job search, but, as you can learn, the HOW –TO is what creates your success in networking. It professes strategies and tactics that will generate more effective networking.

In your ‘first wave’ of networking you had the opportunity to reconnect with people you already know, in the ‘second wave,’ those you have cause to know… a nice by-product of your efforts is the identification of attractive opportunities, and targeted organizations!


NEXT WEEK’s Session, Thursday, May 30th… Turning Opportunities Into Interviews:  A closer look at networking your way IN to a targeted organization


Pilot OnboardYou’ll be the first to know when you’re ready for ‘wave 3’ of networking… which, simply put, is networking your way in to attractive opportunities.

You will focus your activity and time management to the business of creating INTERACTIVE COMMUNICATION with employees, customers, and vendors–the “stakeholders”– within and surrounding any targeted organization.

 THE BASICS

So what are those basics that will allow you to effectively network to identify appropriate opportunities, and then secure the requisite INTERVIEWS in order to “close the deal?”

  1. Practice your two minute drill every chance you get…. it’s the fundamental building material of your communication strategy–your verbal collaterals!
  2. Practice your exit and qualification statements… most all potential employers and networking contacts will want to know your current situation and why you are available.
  3. Practice answering both common and tough questions… including pre-offer negotiation tactics. The most asked question during career transition is, “Tell me about yourself.” Appropriate use of your two-minute drill and related verbal strategies, your “verbal collaterals,” is a key ingredient to personal salesmanship.

Let’s not forget a couple of additional ‘collaterals’ that will help you round out your ability to ‘get the word out’ and serve as evidence of your qualifications.

  1. Brag bytes… Wordcraft various collections of words, phrases and sentences to capture memorable moments or accomplishments–the best you have to offer. “…saved 80% cost-perhire…” Used in MSWord, ‘Quick Parts’ can be quite efficient when building high impact correspondence as well.
  2. Personal Portfolio… Your collection of certificates, examples of work, reference letters, etc that can bring life and interest (not to mention PROOF) to your story.

RESEARCHING TARGET Organizations

Step six in our 12-step Process, first level research, will help you to identify attractive trends and targeted companies.  But, in THIS context, I suggest digging a bit deeper in order to help secure an interview…

Learn as much as possible about the company, the potential opportunity, and the hiring authority–This is usually your next boss, but could be even higher in the chain of command.

Your research goals ought to include developing information about the company’s products, people, organizational structure, successes (and failures), profits (and losses), capital spending, strategic plans, philosophy and labor climate.

  • As part of your ‘second wave of networking,’ ask a friendly recruiter, business acquaintance or stockbroker what they know about the company… and by extension, call people with whom you have networked and ask what they know about the company
  • Check with the local Chamber of Commerce or Better Business Bureau.
  • Call the company directly; request a sales brochure, annual report or other company information. Companies have to market themselves, too, you know!

Telephone and Networking Skills

On a scale of passive to assertive => to aggressive, let’s take a look at how we could communicate direct to contacts in and surrounding a targeted organization…

Email…safe, but too easy to be deleted before a relationship is established. Requires follow-up.

LETTER of introduction… also safe, but read more often. Paves the way for a first call to a referral… creates dialog. Requires phone follow-up.

Phone call…direct… often a cold call… requires risk. Establishes contact, interaction and, worst case, VISIBILITY.

There’s only two reasons to be on the phone during active job search…

  1. Reconnecting with valid contacts, seeking their advice and information, sharing your communication strategy, and seeking referral activity…
  2. Securing actual interviews

Cover NOTE and resume… Rather than mindlessly applying to countless jobs, playing the numbers game; develop your networking style to motivate a person to request your resume.  When requested, resume gets read more often. Establishes relationship. Requires follow-through. Face2face office visit!

Taking On The 500# Gorilla

Compass-seaLWhy is it that even though “networking” stacks the deck in the favor of a job seeker, there seems to be this 500# GORILLA that stands in the way?

If you don’t understand the interactive nature of networking, now’s the time to learn. To be an effective networker, you need to be willing to serve as a conduit, sharing information, building relationships based on trust and reciprocity, leveraging existing relationships to create new ones, and following through to create ways to stay in touch to continue giving.


NEXT Week’s Session, Thursday, May 23rd… Implementing YOUR Personal Marketing PLAN: The creation of powerful, productive “waves” in your job search


bob-maher-4587-editThose who don’t fully understand the process, who use people for information and never build the relationship, or return the favor, give networking a bad name and lose credibility in the eyes of others. Networking is about building trust and respect, not tearing away at it!

So, what exactly IS this 500# gorilla that gets in the way of efficient, more productive job search activity?

  1. Lack of awareness regarding the effectiveness of networking. Most people in a job search spend too much time canvassing the open job market, the market everyone gets to see through job posting boards and recruiters.
  2. I don’t want to ask for a favor. Many people think that when you network you’re asking someone for a job… this is not the goal of networking.  You ask for information about an industry, company, or position.
  3. Not comfortable talking to people they don’t know. Sixty percent (60%) of the population consider themselves shy. This perception leads to less networking. If the prospect of speaking to someone you don’t know is overwhelming right now, start to build your network by talking with people you do know such as friends, family, neighbors, or your doctor or dentist.
  4. Fear of rejection. Many people fear that if they ask for information the other person might not be willing to talk to them.

While it is true that not everyone will agree to meet with you, many people will extend help to you and you have nothing to lose by asking.  If they can lead you to others who can help you gain necessary information for your search, your network will grow in a steady, comfortable way.  And at the same time, your confidence and comfort will be growing.  And as your confidence grows, “listen” for the anticipated jobs (PRE-requisition) and the opportunities for undefined roles…

Learn to embrace this OTHER Job Market… but the pathway to IT is through your comfort level in identifying and pursuing the unpublished, or hidden marketplace.

Far fewer explore the hidden market; the actual jobs that are never posted, but instead are filled through connections, internal endorsements, and post-interview placements into a better fitting role  The odds of finding a position through the smaller, hidden market are greater than those in the open market.

Your TOOLKIT For The OTHER Job Market

chalk1Embracing The OTHER Job Market does not require black magic, just a bit of confidence in yourself.  The best thing about this black-hole-free job search approach is that when you start to reach hiring managers directly, you’ll be in more substantive conversations right away than the typical HR screening process allows.

That’s because your hiring manager, a/k/a “The Person With the NEED to be addressed,” isn’t hung up on your certifications and years of experience with random tools.


NEXT Week’s Session, Thursday, March 21st… an examination of the 3rd party world of recruitment: WHO Do You Trust?


bob-maher-4587-editWith the hiring authority, you have an opportunity to talk about what really matters, whatever NEED the job requisition was designed to alleviate, when you’re talking directly with the person who’s actually losing sleep over the budget shortfall or the customer exodus or whatever is rotten in Denmark.

Here’s your toolkit for stepping up from tradition, “Black Hole job-hunting” to take your career into your own hands, and reach out to hiring managers who are facing exactly the sort of business pain you can solve.

Having a GREAT Resume

There’s no sense creating a direct channel for your message if you’re planning to deliver a robot-speak “gag-me-with-a-spoon” -type resume to your hiring manager. In order to make your direct approach count, you’ve got to come across as human on paper.

An “Echo” Letter of Introduction

An echo letter of introduction is a snail-mail letter that goes directly from you to one hiring manager in one employer. It is personal, in the sense that you’ve learned enough to say something insightful about what the employer is doing, where they might be running into rough seas, and how your background relates to the hiring manager’s most likely business need.

Your ECHO LETTER of Introduction reduces the awkwardness of your follow-up, cold call… gives you BOTH something to talk about.  And the best part is that it doesn’t prematurely expose you to the more traditional YES-No-maybe judgement!

A Need Solving LinkedIn Profile

…One that is in sync with your resume to be requested and read.  If your hiring manager opens your letter and reads it, the first thing s/he’s likely to do is find your LinkedIn profile. (You will have listed your profile url at the top of your resume, just under your email address, so your LinkedIn profile will be easy to find.)

Fodder for your Echo Letter of Introduction

You’ll need to find the name of your hiring manager on LinkedIn, an easy thing to do unless the firm you’re approaching is IBM or another corporate behemoth. You can use LinkedIn to search on the company name and the title of the person you’d typically report to (Materials Director, e.g.) and get your hiring manager’s name quickly.

Need a HOOK?  Get one from the Company website.  Lastly, you’ll need the company’s mailing address, which will be on the company’s website, too.

Embracing The OTHER Job Market

The last thing you need to approach The OTHER Job Market effectively is a willingness to step out of the standard “I’m a Good Little Jobseeker” frame. Sometimes, this is the hardest part of the process.

Once you realize that even if the hiring manager hates your letter or if a fearful HR person, affronted by your direct approach, blacklists you from employment in that firm forever, you will still be fine. No one is going to come to your house and slash your tires because you sent a guy a letter that said “Maybe you have this kind of issue going on. A lot of people do. Maybe I’ve run into that kind of thing before. Maybe we should talk.”

But Bob, I was told not to contact the hiring manager directly!

You are an adult and a professional. Are you taking orders now from people you don’t know who also aren’t paying you?

But, Bob, what if my failure to follow the rules gets me in trouble with that company?

Would you consider for three seconds working in a place where the act of sending a fellow businessperson a letter with a stamp on it gets you cast out and exiled? If you were banished from the kingdom for that heinous infraction in business etiquette, you would have dodged a big old bullet.

NETWORKING is a contact sport!.

We know that lots of employers have to step up their game and bring a human voice to the recruiting machine. The good news is that it’s easy to do.

In the meantime, job-seekers can sidestep the dysfunctional, traditional system and have pain-and-pain-solving conversations with hiring managers any time they’re