5. Implement Search Tactics

Implement Your Search Tactics
1

JOB SEARCHING OVERVIEW
RESEARCHING EMPLOYERS
NETWORKING
Career Fairs
PROFESSIONAL RECRUITERS
RESPONDING TO JOB ADS
UNSOLICITED APPLICATIONS
Posting Resumes
Targeted Mailings

Job Searching Overview
2

YOU SHOULD ALWAYS BE PASSIVELY IN THE
MARKET FOR A NEW POSITION

BUT WHEN YOU ARE ACTIVELY LOOKING,
JOB SEARCHING BECOMES YOUR JOB

Pierson’s Seven Job Search Techniques
3
Orville Pierson, author of
Highly Effective Job
Searching identifies 1. Walking In
seven search techniques. 2. Cold Calling
I will discuss his seven
briefly, but I tend to 3. Direct Mail
group search methods 4. Completing Applications
more broadly into four
categories: Networking, 5. Responding to Job Ads
Professional Recruiters, 6. Using Staffing Firms
Advertisements, and
7. Networking
Unsolicited Applications

Highly Effective Job Searching Orville Pierson

My Four Pillars of Job Searching
4

Unsolicited

Recruited

Advertised

Networked

34 Fulltime and Part-Time Job Search Successes
5

Unsolicted
Unsolicted
21%

Recruited
Recruited
12%

Advertised
Advertised
38%

Networked
Networked
50%

0% 10% 20% 30% 40% 50% 60%

Add up to more than 100% because sometimes multiple methods used

14 Fulltime Job Search Successes
6

Unsolicted
Unsolicted
7%

Recruited
Recruited
21%

Advertised
Advertised
36%

Networked
Networked
57%

0% 10% 20% 30% 40% 50% 60% 70%


8 Fulltime Job Searches Last 15 Years
7

Unsolicted
Unsolicted
0%

Recruited
Recruited
38%

Advertised
Advertised
0%

Networked
Networked
100%

0% 20% 40% 60% 80% 100% 120%


Why networking matters
8

 The most desirable employers hire more than 50% of
their employees using referrals.
 Hugh Owen, Chesapeake Bayline (Sep/Oct 2006 Vol 25 no. 1)
 An April 2001 study by the Society for Human
Resource Management and Career-Journal showed
that 95% of job seekers and HR professionals relied on
networking to find jobs and candidates, respectively.
The same study found that HR professionals used
employee referrals, another form of networking, 91%
of the time in hiring new candidates.
 In a 1999 career transition study done by human
resources consulting firm Drake Beam Morin, 64% of
the almost 7,500 people surveyed said they found their
new jobs through networking.
 Technology has made networking even more dominant

Networking is the single most effective technique of
job search
9

 ―The majority of jobs are found through networking
and the people you know. You have to be aggressive
about leveraging your network.‖
 Nicholas ‗Coach Nick‘ Papadopoulos, executive coach with New York
City-based Sky‘s The Limit Corp.

Data indicates that
 Perhaps >80% of jobs are filled through some form of networking
 People who find jobs by networking are happier with the job, and are
likely to stay longer.
HR professionals speculate that this is so because
 Candidates have more info & make a better choice.

Highly Effective Job Searching Orville Pierson

Manage Your Time
10

1. Looking for a job is almost like having a job--it
requires plenty of time!
2. Use that time effectively – emphasize the techniques
that works best (Networking)
 Don‘t ignore the others completely – just proportion correctly
3. Also, guard against job search burnout by striking a
good balance
 If working full-time, need to put in at least 3 hours per week to
(not including lunch networking) job searching to be ―active‖
 If not working, put in at least 32 hours per week (including
weekends) but no more than 50 hours per week – job search
burnout can be a problem
 No more than an hour per day searching jobsites / job agents on
the internet (doesn‘t include time researching companies or
emailing network)
 Should include network lunches daily during the week

Researching Employers
11

WHY RESEARCH EMPLOYERS

WHAT YOU WILL WANT TO KNOW

SOURCES OF INFORMATION

Why Research Employers?
12

 Discover more about specific industries, geographic
regions, positions, organizations or institutions
 Identify employers that best match your skills, interests and
values
 Determine how you could fit into a specific organization
and help achieve its goals
 Doing so will help you decide if you are truly interested in a particular
organization or company.
 Demonstrate enthusiasm to interviewers
 Having knowledge of a potential employer gives you a competitive
advantage over other job-seekers
 Researching will also help you prepare for an interview.
 Answer questions intelligently
 Prepare and ask well-informed interview questions
 Make well-informed decisions about employment offers

Information to look for:
13
 History of employer and  Leaders and staff
industry  Profit or Non-profit
 Potential for growth  Management style and
 Will organization be organizational structure
restructuring?  Number of employees
 Product/Services  Working climate and work
 Location(s) load
 Comparison to industry  Training and development
trends opportunities
 Major competitors  Typical career path and
 Ownership of organization promotion policy
 Financial status  Technology

Employer Information Resources
14
 Annual Reports  Local/Regional Library
 Company Web site  Professional Associations
 Current & Former Employees  Professional Journals
 Recruiters  Chambers of Commerce
 Newspaper Articles  Better Business Bureau
 Financial Newspapers &  Government Offices
Publications  Company/Agency PR Materials
 Charlotte Business Journal  Trade Associations /
 American City Journals Organizations
 Online Directories  Religious Organizations
 LinkedIn  Friends/Relatives
 Glassdoor
 School Placement Offices
 Special Directories
 Annual Professional Magazine
Directories

Networking
15

THE ART AND THE MECHANICS OF GETTING
TO KNOW STUFF THROUGH OTHERS

My Five Rules of Networking
17

Rule #1: Build Your Well Before You‘re Thirsty
18

 After You Meet Someone, Record it Somewhere – If you get
their Card write the date and place on their business card and a
note about something they need or would like based on your
conversation.
 Maintain (and Backup) Your Searchable Database(s) of
Contacts
 Outlook
 LinkedIn
 Plaxo
 CardScan
 Excel
 Synchronize with Blackberry / Phone
 Contact Lists
 Professional Organizations
 Conferences
 Email (LinkedIn ―Grab‖ feature)

Where to Meet People
19

 Have business lunches at least once a day while job
searching.
 Attend free local events – check the Charlotte Business
Journal; WFAE, etc.
 Figure out where your target market hangs out (online
and offline). Then hang out there.
 Create your own regular ―business hangout,‖ like a coffee
shop where you can regularly be found
working, networking, reading or connecting with other
professionals.
 Start your own online Group on LinkedIn

Rule #2: Tap Into Your Network to Help Others
20

 Networking is Definitely NOT about
getting something for nothing
 Some would say it‘s about Exchange – and
you should bring something to the table
 I say it‘s about Giving
 OfferYourself and Your Network as a Resource
 Bring information to every meeting

 Share information after every meeting

Giving Without Expectation
21

 Approach networking with a What Can I Do For
Others Attitude:
 The basic principle is helping others without an expectation
of receiving something in return
 Give someone a key piece of information or assistance that
will enable them to achieve their goal, complete their task
or assist them in some way. Recognize leads for
others, Take the initiative to promote others, Send articles
and links that would be of interest to others
 ―Master Networkers give without remembering
and receive without forgetting‖

Rule #3: Always Be Genuine and Respectful
22

 Respect Time: Be early; don‘t over-run
 Respect Privacy: Only use contact‘s name with permission
 Keep your Commitments
 Be Honest
 When Asked a Question – always be honest
 No need to make the other person uncomfortable by sharing too
much
 No need to speak negatively, even if you feel negatively
 Networking is not about talking a lot, it‘s about listening a lot
 When you do talk: Ask open ended questions
 Take Notes – not just about what they can do for you, but what you
can do for them

Rule #4: Be Prepared
23

 Business Cards! – Currency of Networking (vistaprint.com) - No
matter where you go – the mall, church, out to dinner, the gym –
you should have at least five business cards with you.
 Have a pitch, a short ―brand statement‖ of who you are and what
you‘re looking for
 Have a departure (exit) statement ready, but use it only if asked:
focus forward, not back
 Have a written 1-page marketing plan to leave with your contact
 Ask for information, wait for them to volunteer contacts first – if it
doesn‘t happen, ask for contacts ―who might know more‖ (not
necessarily at the company) – do NOT ask for a job, or even a job
lead.
 Bring a resume, but only provide it if it is asked for, and then only at
the end

Rule #5: Follow up
24

 Send Thank You letters (emails are okay)
 Keep your database updated

 Maintain long-term contact

 Close the Loop – Follow-up on all Leads

Excuses People Use NOT to Network
25

 Networking is phony or manipulative -
 Keep it Genuine
 Networking is designed to convince someone to do something they don‘t
really want to do
 People Don‘t Want to Be Used, but They Do Want to Help
 People Don‘t Want to Feel Useless or Helpless – So Don‘t Ask For Things They
Can‘t Give – Like a Job – It makes them Uncomfortable
 Ask for what they can give without even realizing it – a lead
 Networking is selling myself
 Yes – For Free – Which is Something We Call Giving
 Networking requires an extraverted style
 Introverts Can Compensate – It Takes Energy But It IS Doable – I‘m an Introvert
 Networking is mostly done in large groups and requires spontaneity
 Not True – Most of my networking occurs one on one and is planned
 Don‘t Need to Network to Find A Job
 Data Says You Do
 Too much work
 Now That‘s True – Networking IS WORK!

How do I start?
26

Begin with the people you know well:
 Relatives
 Friends and neighbors

 Your pastor, priest or rabbi

 Current & former employers & co-workers

 Colleagues from Professional Associations

 People you meet in your every day activities

 Hair Stylist, Dentist, Doctor

 Your College‘s alumni

The Steps of Networking
27

1. Determine your goal (Target Companies / Employers)
2. Decide who to talk to for your first wave of networking
(Start with Your Inner Circle/General Contacts)
3. Using the One Page Marketing Plan, you want to figure out
what each of these people knows about your target
industries and companies
 Practice the approach by yourself and then with a friend, and then
request a meeting
4. Ask for 20-30 minutes, face-to-face - Ask to meet in a casual
environment (coffee shop, restaurant, etc.)
 Select an Appropriate Location – if at lunch, try to pick a less
crowded, quieter place – perhaps early or late to miss the crowd – a
coffee shop with free wireless can be a good choice
5. Prepare & have the meeting
6. Follow-up with a Thank-you

Putting the Plan in Action at the Location
28

 Be Early, Shake Hands, Smile, Pay Attention To Your Body Language
 75% of communication is nonverbal
 People respect and respond to good eye contact, smiles, cordial voice tones, good
posture, enthusiasm and well placed humor
 People do judge you by your appearance
 Offer to purchase a lunch or coffee or tea
 Unless you know they are familiar, briefly verbally describe your Pitch or
―Brand Statement‖
 Education/Training (formal, informal)
 Experience (paid, unpaid)
 Knowledge/Skills/Competencies
 Then talk about your purpose for the meeting –
 That you are exploring career ideas and opportunities
 You have developed a kind of DRAFT marketing plan
 You would like some input, some feedback
 If they ask, share your Positive Departure Message / Exit Statement, and
let them know you are not rushing into job hunting, but are taking time to
assess the market, so that you can make a move that is both secure and fits
you well

Using the DRAFT One Page
Take Notes of
Marketing Plan This Slide
29
1) Invite them to look at a kind of DRAFT ―marketing plan‖ you are doing for
yourself to see if they have any suggestions
2) Walk them through plan‘s attributes, invite comment and take notes (write
on your copy to assure them it is just a draft)
 Ask questions about the industries you listed
3) The core of what you want comes when you get them to the list of companies
in each industry. Ask if there is:
a) Any other company you should be considering?
 If they volunteer a company, ask about the company
 How is the company doing? How big is it? Where is it? How do they know about the
company? If they don‘t offer, you can prompt by asking: ―Do you know someone who could
provide me more info on the company?‖ but don‘t push if they decline or dodge.
b) If they‘ve been helpful suggesting companies and contacts, ask about the companies you already
had on the list: ―For any of the listed companies, is there anyone you could recommend who
would know more about one of these companies?‖
c) Throughout this process you want to be taking notes, particularly writing down names –
highlight these as you go. If they‘ve volunteered to put you in touch with anyone, at the
end, review the entire list of contacts, and ask them who you can contact using their name.

Career Fairs
30

TEND TO BE FOCUSED
Specific Field or Company,
Less Experienced, or
Specific Skills

If You See Someone You Recognize
But Don‘t Recall Their Name
31

Don‘t say, ―I‘m sorry but I can‘t remember your name.‖
If you blank on a name you have three choices:
1. Often times you will remember the topic you discussed with
the person in your previous meeting with them: bring it up
again as a sign of recognition.
2. Give your name first and say, ―Hi, I‘m John Buckley. We sat
next to each other at the luncheon.‖
3. Say with enthusiasm, ―I remember you: Tell me your name
again.‖
Once you have regained the person‘s name, if you are at
a job fair or other meeting, remember to introduce
this person to at least one other individual at the
meeting to help retain this name in your memory.

Career Fairs
32

 Be Focused
Ask yourself what you want from the career fair:
 Information about Openings in the Field or Company
 Contacts for Fulltime or Temporary jobs
 Job leads

 Be Prepared
Know what organizations will be there. Plan and practice
your Pitch and SOAR statements. Ask
intelligent, meaningful questions. Bring ample
resumes, notes, a zipper binder (with pockets for
materials), and extra pens and paper for note taking.

Career Fairs
33
 Get Your Business Cards Q S O A R
 Prepare Your Resumes Obstacle:
Difficulty

Prepare Your Brand Statement
Results:

 Question
Situation:
Initial State
Action:
What You
Did to
Overcome
Achievement
or
Accomplishm
ent

 Prepare Your Departure Statement Task:
Problem

 Prepare Your SOAR or STAR Stories
 Prepare Your Questions to trigger your SOAR or STAR stories
 Dress as you would for a formal interview
 Bring a Zipper Folder with a Notepad and pen holder, with a pen
 Arrive Early
 Use a firm handshake, exercise good eye contact, smile
 Be polite and helpful to other candidates
 Present your resume and indicate to the recruiter your purpose
for attending the career fair
 Keep your hands free to take notes and shake hands
 Ask for a business card and company information

Follow Up
34

 Keep notes on your conversations and how you said you would follow
up by writing or calling.
 If no business card is available, ask if the recruiter can be reached at the
telephone number or address on literature.
 Compose and type or hand write thank-you letters immediately - within
two days at the most. Consider a short email thank you (in this age of
iPhones and blackberries - not before you leave the fair) and then
legible hand written note.
 If typing a formal thank you letter:
 refer to date and location of the career fair, mention any unique or highly specific points discussed so the
employer will remember you.
 Any important information should be restated and emphasized.
 Reiterate your qualifications and include any information you neglected to mention.
 Proofread your letter and let someone else look it over.
 You may want to include a copy of your resume.

Professional Recruiters
35

USING PEOPLE AND BEING USED,
POLITELY

What five characteristics do recruiters look for in
High Potential (Hi-Po) candidates?
36

1. Self-Starter
2. Critical Thinker
3. Energetic
4. Excellent
Communication Skills
5. Motivated

What do Recruiters Recommend For Networking?
37

 Executive search consultants credit a combination of
networking and professional development as the
most effective methods for getting attention and as
key factors to success. They suggest executives:
 Routinely build network outside company with business /
industry / trade contacts
 Actively develop leadership skills
 Increase visibility/participation with industry groups
 Continue to expand functional/technical expertise
 Routinely network inside company to raise visibility

How Do I Form A Relationship With A Recruiter?
38

 What some job-seekers don‘t realize is that these relationships are two-way
interactions, and recruiters rely on information that only well-connected employees
can provide.

 The insider information you hold is currency for search firm professionals, and
when you schedule time with a recruiter take the "me" out of meeting and find out
how you can best help to source business and referrals.

 If you want a recruiter to do something for you, you‘ll need to share what you are
hearing about movements and growth within certain industries or companies.

 "I get emails from clients and candidates that say they have information about the
industry. To establish trust, share some of the information you have — step up and
show that you have something to offer. Build a relationship that recognizes the
information highway is a two-way street — share, trade, and give stuff up to get what
you want."

Dave Dart, managing partner
-
- The Morisey-Dart Group, part of the MRINetwork.

Recruiters
39

 Most are Contingency Based
 Some are Retained Search
 Either way, sending them an unsolicited resume is
real low probability of success – don‘t waste much
time blanketing recruiters with unsolicited resumes
 Do‘s:
1. Respond to appropriate Ads from Recruiters
2. Be gracious and helpful to Recruiters when they call – help
them with their search, even if you‘re a good fit
3. Keep a LinkedIn profile and other posted resumes up to date

Professional Recruiters
40

Industry Focus Field Focus

1. Power / Utilities 1. Attorneys
2. Health Care 2. Accountants
3. Environmental, Health, Saf 3. Engineers
ety & Human Resources 4. Managers
4. Oil & Energy 5. Quality Managers
5. Manufacturing 6. Finance Managers
6. Banking 7. Auditors
7. Chemicals 8. Sales
8. Plastics 9. Production Managers
9. Petrochemical 10. Plant Managers
10. Glass, Ceramics & Concrete 11. Technicians

Job Searching and the Internet
42

 “I submitted my resume online but how do I know
it was received?”
 ―Chances are you won't‖
 Perhaps biggest gripe jobseekers have today about applying online
 Important to try and follow up with the company if possible
 “If the date posted on a job is more than a few
weeks old should I still apply for it?”
 ―Absolutely yes! There is no way to tell if the job has been filled …
When in doubt, always apply‖

There are over 45,000 online job search sites.
43

Niche and Company
Big General Sites
Career Sites
Monster.com
 Beyond.com

 Indeed.com
USA.gov
 Ontargetjobs.com

 Careerbuilder.com
 Dice.com
 Linkup.com  Hound.com - $$
 Hotjobs.com
 Simplyhired.com  Execu-search.com
 Craigslist.com
 Jobcentral.com  Energycentraljobs.com
 Jobserve.com


Jobster.com
Oodle.com
 Energyjobsnetwork.com


Snagajob.com
Theladders.com
 iHireUtilities.com


Trovix.com
Tweetmyjobs.com
 iHispanic.com
 USAjobs.com
 Idealist.com

How to Use The Mega Job Ad Sites
44

1. Post a Resume on Each Site
2. Set Up Appropriate RSS or Job Agents and Have Them Send Results
to a Job-Search-Only Email Address
3. Review the Job Agents for Good Prospects
 Resist the Urge to Repeatedly Check the Actual Websites
 Spend about 1 hour per day reviewing the Job Agents and Any sites that don‘t offer
Job Agents – police yourself – it is tempting to keep looking
 Once you‘ve identified the best prospects (prioritize those that you can identify the
employer) for the day, spend another hour applying
 See if you can find the same ad on the employer‘s website – if so it often has
more info, and you are more likely to have your resume viewed if it came
through the company channel (and it may look better)
 Consider sending a snail mail follow-up for particularly interesting opportunities

Indeed.com
45

Indeed works as an
aggregator for listings
from major job Web
sites, company Web
sites, associations, and
other online sources.
Unfortunately often has
repeated listings.

Its Job Trends graphics
are one of its best
features.

46

Charlotte
Job Ad
Growth
Posted on
Internet
Relative to
January
2005

Energy Job Trends from Indeed
47

% of All Job Ads Relative to Jan 2005

Unsolicited Applications
48

POST RESUMES
TARGET MAILINGS

Posting Resumes
49

PASSIVE

Getting Searched
50

 Still New Tools for Employers
 Software manufacturer had operations management position to fill
1. Posted help-wanted ad to several online job boards, directing candidates
to apply at Company‘s internal careers site, which uses applicant-
tracking software
2. Used separate program to search job sites for resumes of candidates who
met general criteria for job but hadn‘t applied
 Process yielded ~700 resumes – 150 from direct applicants and rest from
scouring job boards for previously posted resumes
 Using applicant-tracking software, Company was able to identify top 10
candidates in ~20 minutes
 After telephone interviews, top two candidates were brought in for
interviews, one of whom was hired
 Whole process took 15 days, compared to previous 8-12 weeks

―For Some, Online Persona Undermines Resume‖
51

 When small Chicago consulting Co was looking to hire summer
intern, Co president went online to check on promising candidate who
had just graduated from U of Illinois
 At Facebook, found web page that described candidate‘s interests as ―smokin‘
blunts,‖ shooting people, and obsessive sex, all described in vivid slang
 Candidate was toast
 ―What kind of judgment does this person have?‖
 Organizations are looking for ‗red flags‘
 A university student‘s Facebook picture showed student holding a beer
with two beer cans balanced on her head
 Interests: ―going to bars, drinking beer, drinking whiskey, drinking
any alcohol, partying with my friends, beer pong, beer
bonging, drinking games with cards or any we make up randomly, so
pretty much anything that involves drinking‖

Protecting Your Online Persona
52

 Don‘t post anything on social networking sites that you
wouldn‘t want prospective Employer to see
 If your network offers the option, consider setting your
profile to ―private‖
 If you can‘t control what other people say on your profile
site, consider using the ―block comments‖ feature
 Check your profile regularly to see what comments have
been posted
 Use a search engine to look for online records of yourself to
see what is out there
 And if you find detrimental info, see about getting it removed

Target (Direct) Mailings
53

ASSERTIVE

Strategies
54

 Look for Opportunities to Network in First
 Conduct extensive research on the organization
 Visit the organization‘s website and check for an
employment page
 Send tailored resumes and cover letters of inquiry

Review and Conclusion
55

Job Searching is A Continuous
Cycle
56

Contact Info

1 Goal Position

8 -10 Skills

57
1 Pitch

4-5 Fields

20 Job Titles Develop Your DRAFT
Restrictions
1-Page Marketing Plan
as a Living Working
4-5 Industries
Document
40-45 Companies

Develop 10 SOAR Stories and
Questions to Trigger Them
58

Q S O A R
Obstacle:
Difficulty

Action: Results:
Situation:
Question What You Did to Achievement or
Initial State
Overcome Accomplishment

Task:
Problem

Tailor Each
Resume and
Keep It!
59

AND USE THE PROPERTIES
META-DATA TO
ASSOCIATE THE JOB AD

Keep Your Contact and Job Progress
Up to Date and BACK THEM UP!
• Everyone in all of your contact
Database
60 databases (email, LinkedIn, personal
address book, Plaxo, etc.).

• Usually about 150, but no more than
Network 250 - These are the people who would
return your phone calls!

• ~25-40 people who know you well
Inner Circle enough to offer advice worth listening
to on your career

• ~5 people who are in the best position
Board of Advisors to critically advise you on job decisions

• The people you can lean on, vent to
Close Friends & Family (pick one – not a spouse), and escape
with

Remember To Use All Four
Pillars of Job Search
61

Remember My Rules For
Networking
62

Set Goals and Track Your
Progress
63

Activity Actual Number Weekly Goals
Job Ad Contact 0 0 0 0 1
Search Firm Contact 0 0 0 0 1

Common Network Contact 20 20 20 20 19

Target Employer Ordinary Contact 5 5 5 5 5

Target Employer Peer Contact 1 1 1 1 1

Target Employer Hiring Manager 0 1 0 1 1

Target Employer Above Hiring
0 0 1 0 1
Manager
Follow-ups with Hiring Manager or
0 0 0 0 1
Above

I Am Available For Questions
64

WWW.LINKEDIN.COM/IN/JOHNBUCKLEY

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