Strategies for Human Resources

Column: PART II: Marketing Yourself: Leave No Stone Unturned

In Part 1, we discussed the basics of figuring out what you want to do and how to put together a resume to support your goals. Now it is time to get out there for the test drives.

Step 5: A Personal 'Elevator' Speech

In recent times, every entreprenuer has been advised to have an elevator speech—a 30-second capsule of her business—to use whenever she meets a new contact. You need a version of this for your job search. It should be a quick picture—60 seconds to recite, maximum—of what you want, why you are qualified for such work, and who you are. Write one out and redo it until you get the clearest picture you possibly can.

For example: if I were job-hunting, mine might be:

I am a creative business professional with expertise in Human Resource Management in changing organizations. I have established well-regarded HR functions in several high-growth, high-tech companies, which enhanced their business success. I also built an HR consulting business that helps small organizations attain their strategic goals. I like helping people succeed through coaching and development. I am seeking an executive position where I can use my expertise and business acumen to improve long-term business success.

This is 31 seconds long, spoken with normal pauses and timing.

Create one for yourself and test it out on the people who are helping with your resume review (from Part 1, Step 4.) Once you have the basics down comfortably, you can tailor it for the audience as needed.

Step 6: Use Your Network

All of us belong to some networks. A few of us have terrific "Rolodexes®". Either way, your goal is to tap into the networks you belong to and to grow new contacts.

Start by making a list of all the people who should know you are looking for a new opportunity. Before you even use it, set up a system to track the contacts and your follow-up too—or you will lose much of the value of this effort.

Now, list those work colleagues, past and present, whose advice you trust. Add those you have helped in the past. Contact these people, initially by phone or email, to request their help. When you talk to the person:

Tell them what you are seeking in your new position.
Tell them what specific help you would like from them: job leads or contacts or information about a specific employer you have identified, or whatever.
Thank them for their assistance and give them a copy of your resume in case they think of anything else or hear of a potential job.
Later, follow up with each one periodically for any other ideas.
Provide a return, perhaps some information you have learned or an article you think would interest that person.
Tell them when you do get the new job.

Then, expand your contact list to get the word out to anyone and everyone you think might help you with job leads or contacts or information:

Remember to tell your friends and relatives the same information in a more personal way. You would be surprised at the number of folks who have found a job via their dentist or neighbor or old college buddy.
If you are not conducting a confidential search, use your mailing lists and other email groups for helpful ideas and contacts.
Look at the members of professional organizations you belong to and contact those who might be helpful, reminding them of your common membership.
Look at your college alumni group. Many colleges offer specialized services to help alums jobhunt as well, so check out yours.
If you are active in community-based organizations, look at the networking possibilities there too.

Again, contact the people you have identified in each of these groups, by phone or email, to request their help. In your meeting:

Tell them what you are seeking in your new position.
Tell them what specific help you would like from them: job leads or contacts or information about a specific employer you have identified, or whatever.
Thank them for their assistance and give them a copy of your resume in case they think of anything else or hear of a potential job.
Later, follow up with each one periodically for any other ideas.
When you can, provide a return later—perhaps some information you have learned or an article you think would interest that person.
Tell them when you do get the new job.

CAUTION: Use your networking efforts with a specific purpose in mind. Many professionals are willing to help but are also quickly turned off by unfocused requests.

Don't…

just ask for "help"—know what you want and ask for it clearly (leads, contacts, information, etc.).
use these contacts as a way to figure out your goals or desires.
ask for too much time or assistance from one person.
sell yourself short, or act apologetic or desperate.
forget to thank people who help you.

In all your networking, get other people's business cards so you can follow up easily. I tend to make notes on the back: where we met and when, some tidbit to help me remember the person better, any info I promised to provide. Do what works for you, but do ask for the card and add it to your contacts list. You never know what usefulness it may have later.

Want more networking tips? Try www.contactscount.com.

Step 7: Working with Agencies

The trick to working with agencies is to remember their role is to satisfy the employer who pays them by finding a hire who meets the employer's specs. Their role is NOT to get YOU a job.

There are two main types of agencies you could work with: contingency and executive search firms. Contingency firms are the most common for entry- to mid-level jobs. They work with companies that pay them if the company hires someone through them. Executive search firms work with senior-level positions, and they work on an exclusive contract with a company to fill a specific position.

In either case, you need to know the quality and reputation of the agencies you talk to or send your resume to. Unfortunately, anyone can call herself a recruiter, and some will just blanket the world with your resume without your permission.

If you are interested in working with an agency, check out who are the well-regarded ones for your field. Ask hiring managers you trust for their recommendations. Ask HR folks you know for whom they contract with successfully. Talk to your peers for their experiences. Then contact the ones who meet your needs and talk to them about their work and their practices before you send them a resume.

If you are contacted by a recruiter from an agency, get all the information you can on what they are offering and what they do. Then, tell the caller you will call back. Check with your contacts before you send off your resume or answer questions about your experience and salary. Good agency folk understand your desire to protect yourself and to work with the best.

If you do choose to work with good recruiters, be clear about your work goals and any limitations—respect their time and efforts. Tell them if you are interested in a position they have open and ask them all the critical questions you can to be sure it is a potential match. Offer referrals if you know others who may meet their needs better than you do. Treat them as professionally as you want to be treated.

Step 8: Other Resources

There are so many resources, that I cannot list them all easily. Here are some of the main types, and your imagination can certainly add others. Many of these will also expand your networking opportunities.

a. Job Fairs

Job Fairs are offered by public and private groups, so you can find these in the Washington Post, online, and through various professional or community groups.

Attend those that look interesting to you. Get there as early as possible, so you have time to comfortably meet with all organizations that interest you.
Take plenty of clean, crisp resumes to hand out—and have them easy to reach when you do. Fumbling looks unprofessional and having to apologize for poor or crumpled copies hurts your professionalism and confidence.
Take a binder, notebook, or briefcase with something to take notes on and to hold the information/handouts you pick up. You would be surprised how many people do not look prepared because of these simple items! Asking the recruiter for something to write on is not going to get you to the head of her follow-up list.
Dress as you would for a job interview.
If they publicize the participating employers, do a little research ahead of time to identify those that interest you. If not, take time at your arrival to go over the list and identify likely candidates. Visit those booths first and see if they have positions that interest you. Then, if there is time, look at the other booths to see if you have missed any potentially good options.
Be prepared to say, in 30 seconds or less, what type of jobs you are interested in and why.
Know what questions you need answered to see if there is a match and ask them!
Network with other jobseekers there too. Leads come in many forms.

b. Professional Meetings

Remember to enjoy the meetings you attend! This shows in your demeanor and thus will help you to connect positively.

Attend any professional meetings that make sense for what you want to do.
Briefly tell the members you know about your job search and ask if you can contact them later.
Introduce yourself to new people there and ask them about their interests.
Exchange business cards. If you do not have business cards, get some made that contain your contact information. Add a line about what you are seeking if you want.
Follow up!

The Washington Post lists such meetings in its "Face Time" column weekly, and there are many other sources of such listings (online, trade journals, business press.)

c. Professional groups websites

Many groups have websites that offer members job listings, job-referral lists, or contact names. Check out the ones you belong to and others that look of interest. Some have joblines to call instead of web-listings. Most have local chapter events listed too.

d. Job Clubs

There are a wide variety of job clubs. Some are run by churches or community groups, others are businesses, some are run by the state employment service. These often provide good leads and feedback on your interviewing skills. They can be especially helpful to keep you going during a long search. Outplacement services from your employer may include a job club; do attend. The Women's Center in Vienna, Virginia, and 40Plus, which has chapters around the metro area, also offer job clubs.

e. Go to the library!

Runyon's Corollary: Spending a few hours on the Internet often saves a few minutes in the library.

Everything is not on the 'net. But your public library has a lot of resources. Take a look at various business periodicals for leads. Read trade publications. Check out the listings provided by the local economic development authority of all local businesses. Look at the business reference section's materials for appropriate topics. Review various business guides and SEC information. Check out their online resources—often these are ones you need to pay for to have access otherwise. Ask the reference librarian for sources or help.

The Washington Post, Washington Business Journal, and many other local business publications can give you insight into who is growing, what is happening, and where opportunities lie.

f. Online Resources

Yes, a tremendous amount of information is available online. Many sources target the metro DC area: WashTech.com and Netpreneur.org come to mind. Local groups like the chambers of commerce have useful sites; for example: Fairfax's is www.fccc.org. There are specialized groups like MDBio.org for the bio-tech industry in MD and ASAE.net for associations. Links to employers as well as a lot of useful info can be found at nvrp.org.

A little research can find many that meet your needs. Some good basic URLs for job-hunting info include:

Cornell University's job search guide
http://www.ilr.cornell.edu/library/subjectGuides/jobSearch.html

Interviewing questions and info:
http://job-interview.net/

Job hunting skills from a headhunter's perspective:
http://www.asktheheadhunter.com/basics3.htm

Up to Top ^

« Back to Main Articles Page