Intelligent Career Search

THE JOB SEARCHIntelligent

COPYRIGHT C 2009 THE BRADFORD GROUP

INTRODUCTION

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OBJECTIVES:At the completion of this course participants will be able to:

• Understand the difference between a ‘Proactive’ and ‘Reactive’ Job Search

• List the 5 Step Process for creating an effective Jobsearch marketing plan

• Rewrite cover letter & resumes to get response

• Effectively use internet Jobsearch and database technology to uncover target markets = career opportunities

• Develop an effective 2-minute elevator speech

• Describe the most effective method(s) to contact potential employers

• Explain the most common followup techniques

• Demonstrate the ‘Key’s’ to an effective interview

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Icebreaker We are in this together & will help each other to achieve success!

Email Networking Exercise - 5 minutes

• Circulate throughout the room and collect as manyemail addresses as you can.

• Introduce yourself and share one little known fact with 5 different individuals

• Everyone to meet at front of room for group picture


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Newspapers & Internet

Recruiters & Staffing Agencies

10%

5%

80%

20%

Proactive MarketingJobsearch

5%Networking


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Are you Proactive or Reactive?

•The reality is that only 3-5% obtain their next jobthrough Networking.

•Outplacement firms don’t take Ownership of yourjobsearch, that’s why they tell you to network.

•Remember, networking contacts are only as good as the level of hiring authority they have. If your networking contact cannot make the hiring decision, your resume goes into the black hole commonly referred to as HR!

•Networking is only effective if you have an extensive network to draw upon.


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When a Company wants to sell you something, they market you. They don’t wait for you to come to them!



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How a job posting is created....

100% of all jobcreation takes place

in the mind of a person

Someone is promotedSomeone is firedSome is laid-offSomeone Quits

Do I know someone internally that can fill this

position?

Is there anyone within my organization that I can network with that

can recommend someone for this

position?

Yes No

Yes

No

Go to HR Department and have them

perform external job search

HR must comply with all EEOC Laws, create job description, follow

company policy

Post ad internally for 2 weeks

Advertise with recruiters, staffing

agencies, and newspaper/ internet

By directlymarketing yourselfto employers, we areabel to nip this ugly processin the bud!


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Any idea what the number of resumes are generated per newspaper ad?

per internet ad?

200

1,000

Did you know that certain Companies will stop receiving resumes at the 1,000 mark. Any resumes received after that number will be placed in the

recycle bin (metal or electronic).


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A multifaceted job search includes all of the following job search methods:

• Newspaper• Internet• Recruiter• Networking• Marketing to specific Companies

Benefits:• You can uncover what is in your marketplace at one time• Compare several positions against one another• Several offer’s give you negotiating power! It’s always better to have options when negotiating. Options give you leverage.


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Should I be looking outside of my current career field?

As you move further andfurther outside of your ring of influence, it becomes a hardersell.

Although this is stilla possible avenue to exploreyou may be required to obtainadditional schooling, training and/or certificationto meet established requirements within this industry.

Current Job

School / Degree

Certification

Technical Skills

On-The-Job-Training


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Stanford University Study Reveals

If you are a qualified candidate, 41% of all open positions go to someone that sometimes

’fit’s the job requirements or they rewrite the job to ‘fit’ the person they’ve selected.


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* Remember,you are marketing to an employee

not just a company


What is the most effective method to contact potential Employer’s?

Direct Mail #1 You control 100% of the Message

Fax #2 O.K. for individuals, illegal for businesses

Email #3 Good method for followup

Telephone #4 This is the least effective way of contact

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Creating a Marketing Plan

STEP 1 Brainstorming Personal Inventory

STEP 2

STEP 3

STEP 4 Followup & Sell Interview = Success!

a) Where are you now? Inventory key strengths.b) What do you really want to do? c) What Industries?

a) Resume & Interviewing Techniquesb) Be very, very targeted with your companies (Target A, Target B, etc.)

a) Identify organizations that fit ‘Your’ target marketsb) Identify Decision Makers within your chosen target markets.c) Learn Internet research techniques


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Develop Selling Tools

Market / Industry Research


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PERSONAL INVENTORY


THE JOB SEARCH

Personal Inventory

• What is it that you want to do when you grow up?

- Ask yourself what you enjoy doing?- Would you be willing to do this for free?- Is your only focus money, or do you value other things such as worklife balance, vacation, flextime, work from home, etc.

• What Industries, markets and organizations interest you?

Intelligent

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Step 1 - Personal Inventory

OBJECTIVE:Identify positions of interest to you

INDUSTRY:What industries do you want to work in?

LOCATION:Define location - where do you want to work?

SIZE:Small, medium or large company?


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Brainstorm Session

Using the Personal Inventory Brainstorming form on the next page, complete all areas and share with one person at your table

Be sure to peel the onion back numerous times

If there is something that is of interest to you - write it down

Once everyone at your table has had the opportunity to share with someone, pick one person to present their brainstorm with the large group


Page 17


Personal Inventory Brainstorm Form

OBJECTIVE

INDUSTRY

LOCATION

SIZE


OBJECTIVE

INDUSTRY

LOCATION

SIZE

OBJECTIVE

INDUSTRY

LOCATION

SIZE

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MARKET RESEARCH

Page 14

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Step 2 - Market Research


Library Research- Dunn & Bradstreet- Standard & Poors- Polk (Banking)- Harris (Manufacturing)

Position Industry Location Size Target Market

+++=

Internet Research- Hoover’s- Manta- Pipl.com- RefUSA

Our focus today will be on using Ref USA



By using intelligent database technology you are able to:

• Search and identify targeted industries / companies that you are interested in

• Obtain specific names of manager’s, directors and decision makers allowing you to by-pass the human resources department

• Collect information including addresses, phone #’s and email accounts

• Focus your job search approach by being ahead of the crowd, ultimately giving you a competitive advantage

Market Research

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Once you have identified 250 - 500 Companiesas your Target Market, you will create a marketing campaign to contact all of them within one week.

Why one week?

• It is better to ‘Hit’ all 500 companies in one week, instead of 100 this week, 75 next week and 125 the following week because....

• By doing all of them at once you are able to uncover ‘EVERYTHING’ that is currently available at one time!



THE JOB SEARCH

If you don’t already have a Library Card - get one todayApply for NC Live Access - Obtain Form - Submit to Library (In Person or Online)NC Live User Name & Password will then be emailed to you

Once you log into NC Live - Look for Business or USA Reference Databases• Go to Ref USA• Select Business Databases• Custom Search

- Type of Business- Location- Size (Sales volume or # of employees)- Executive Title

Create Search- SIC Codes- State- City

Intelligent

Your goal is to identify 250 - 500 Target Companies

Research USA Reference Database

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Select your library fromthe drop down menu



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Click on Business & Investing



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Click on Reference USA


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Select Custom Search


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Perform a Custom search by selecting any of the categories on the left-hand side of the database screen


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Clicking on any category will produce detailed search criteria


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Utilize the *SIC Codes or Area Codes to identify and target the companies you would like to work for

*(Standardized Industry Codes - SIC)


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Check the desired companies and clickthe download button.

You then have several options as to how you receive the downloaded data


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Using the Excel feature andthen selecting the Summaryfeature allows you to saveyour data to your pc or mac


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Raw Data Download


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Raw Data Download imported into Spreadsheet documentcan now be exported into an Access database or Word Document and used as a Mail Merge file to generate cover letters


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Selling Tools

• Resumes

• Cover Letters

• 2-Minute Elevator Pitch

• Interviewing Techniques


Why do we use Resumes & Cover Letters?

• There are only 4 techniques used to get a job:

1) Advertisements; newspaper, internet (Employer)2) Employment agencies (Employer)3) Networking4) Marketing yourself (Direct Marketing)

• With the exception of Networking all other techniques introduce you to the employer


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Did You Know...

• Employer’s (i.e. HR Dept & Recruiters) use your resume & cover letter as a screening tool & are trying to get your resume off their desk.

• Most HR/Recruiters use a 2-step process when evaluating resumes. (Resumes are not used as an inclusion tool)

• Cover letter is not read immediately. Resume is visually scanned for 20 seconds. If it does not match requirements it is tossed. If there are matching qualities the resume will be read in completion


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What Makes an Effective Resume?

• 1st Rule - There are no Rules!

• Most resumes read like an obituary!

• Remember, SELL don’t tell your background

• Think of your resume as a marketing document

• A 1-page resume is more powerful when compared with 2 or more pages

• Your resume(s) need to emphasize your skills that would be important to your target market

• Do not have too much detail on your resume, your goal is to Sell yourself and get your resume noticed


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To construct your resume always begin with a plan, then take a personal inventory:

- Professional experience- Education- Functional skills

Choose desire resume format:- Chronological (good for someone who has stay with one company and continues to promote from within)

- Functional (use only when moving from one industry to another)

- Combination (Brings both resume formats together, best one to use if it fits your situation)

Remember, your Marketing Plan is your primary goal. Your resume is just one tool within your marketing plan.

What Makes an Effective Resume?THE JOB SEARCHIntelligent

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What Makes an Effective Resume?

• Always write in 1st person

• Your resume & cover letter become Marketing documents

• Focus & highlight your accomplishments

• Use ACTION words:- Developed, Supervised, Directed- Produced, Organized

At the end of every line on your resume ask yourself what were the Results of what you just wrote?

How are you moving the eye of the readerthrough your resume?


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What makes an effective Cover Letter?

• Never put a Date on a cover letter (Why?)

• 3 Components• - Introduction• - How you can benefit the potential employer• - Call to Action

• SELL don’t tell

• You must always think of your cover letter and resume as a marketing tool



Page 38THE JOB SEARCHIntelligent


Direct Mail Campaign



The Mailing Checklist

Use #10 Envelope only (Post Office systems are all setup on #10 envelopes)

Contact all employers at one time

Sign your name in blue ink only

Staple cover letter to resume

Never use a return address

Commemorative postage only (do not use puppy dog I love you)

Mail on Monday only - should be received Tuesday through Thursday

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Getting Your Cover Letter & Resume Past the Gate Keepers

No Return Address

#10 Envelope Only Mr. Matthew SmithABC Corporation123 Puppydog LaneCharlotte, NC 28211

Always put name of Decision Maker firstDo Not write their title to envelope address

Commemorative Postage only



Page 41THE JOB SEARCH

Followup

After sending out direct mail pieces you should start to see some response in 3 - 4 weeks

Your 1st mailing may not get noticed, review your timeline for sending out cover letters & resumes

Make phone call, did you receive my information o.k.?

If employer states they are not hiring you can always ask if it would be o.k. to stop by and place a name with the resume?

Intelligent


Page 42THE JOB SEARCHPoints to Remember

When making direct phone calls to the employer, always call 5 - 10 minutes before the hour (9:50 a.m.) or 5 minutes past the half hour (2:35 p.m.)

The best days to followup with a phone call campaign are Tuesday, Wednesday & Thursday

Be sure to keep notes detailing the date and time you called as well as any notes from conversations that took place.

This information can be invaluable if you everreceive a call after hours or on the weekend when you are not expecting it

Intelligent



Interview & Negotiation




What is the key to a successful Interview?

PREPARATION!

Before the Interview- Be Positive (remember they called you)

- Research* Company* Position / Salary (www.wsj.careers.com has a

great salary calculator)

- Create Interview Portfolio (awards, letters of recognition, past projects)



When Should I give References?

Never advertise ‘References Available Upon Request’ on your resume

Never give out references before an offer is made

Employers usually asked for 3 - 5 references so you should have....5

The best references are the people you’ve worked directly for.

Reference Info: Name, Phone # & Address *(Provided in confidence)



Dress For Success

When the potential employer states that they are ‘Business Casual’ you need to be one notch above what ever the company culture is

Remember - Organizations are looking for fit. Don’t wear a suit and tie if it isn’t appropriate

Travel Time

Be sure you know were you are going (mapquest & pre-drive)Always be 15 minutes early



During the Interview

Always have several copies of your resume available

You’ll want to hand these out like chick-let’s

Ask for a business card of everyone you meet- Business cards usually have direct line phone numbers- Thank you notes will be easier with correct mailing address

The Golden Rule for Interviews - Less Said is Best Said

Employer’s screen for Function first then Fit- Function: Can you do the job?- Fit: Once they whittle down the list they screen on whether you fit the

organization



Telephone Interviews

Have a quiet place you can go to

If the call comes in after hours, say: ‘I’m currently in my kitchen right now, do you mind if move to the study?’

By asking this, it will allow you to get a glass of water & review any notes you’ve made on this employer

When they ask you to tell them about yourself, this is when you hit them with your 2-minute elevator speech



Questions That You Must Ask The Employer...

Please describe the ideal candidate for this position

Why are you currently hiring for this position?- Was someone promoted- Left the Company- Terminated

At the end of the interview ask...- What is the next step?- This gives you a timeline as to when you should followup (It also helps with thank you notes, if the timeline is 2 weeks - mail a card, if 2 days - send an email)

*(Call your references and tell them to expect a call)



Interview Followup

Always followup (mail, email or phone)

Send a Thank you note to everyone you spoke to, including the administrative assistant

If you know the day the decision will be made, call and let the hiring manager know that you are really interested in this position. (Most other candidates will not do this)

If you get a letter or email that you did not get the position, be sure to followup with that person and thank them for letting you know. *(Send a quick email and ask that they forward to anyone they know may be interested in your background / experience)



Followup (continued)

Do not mail out to the same companies more than once per quarter

Prioritize what companies are Most important to you

Put all your energy where the offers are



Negotiations

The #1 Rule in Negotiating: When someone asks you for a concession, ask for a concession in return

The #2 Rule in Negotiating: Options create power. By having multiple offers on the table you have power to negotiate a better offer

If one employer pays more but another employer has a better time-off policy, go with what fits your needs



The very best time to find a job is during the months of January, February and March

In these economic times you have 30 days to get something going - Be very, very aggressive in your job search!



Workshops / Breakout Sessions

Room 1: Researching Employers using the SIC codes

Room 2: Cover Letter & Resume Writing

Room 3: 2-Minute Elevator Speech and Interviewing Questions

All breakout sessions run 30 minutes, participants need to cycle through all three workshops and report back to the big room at 3:00 p.m.



Random Thoughts

• Everyone needs to go to the Library and review the bookThe Kennedy Directory of Executive Recruiters (Reference)

• How do I present 2 different careers?- Two different resumes- During your interview

• The #1 Question that most people fail at an Interview is?- Tell me about yourself (2 minute elevator pitch)

• Remember - You’re not going after a position, you are going after a Market.