Every
week, NETSHARE
hosts Ask the Coach, a phone-in coaching session
with leading career management experts. Here is an excerpt from a recent
session with career coach Don Orlando.
With any job search strategy, your best approach is to be targeted. A rifle shot approach always works better than a shotgun, and as part of that targeted strategy you need to be able to identify both the right companies to target, and the right contacts to help you open doors.
Whether you are changing industries or professional roles, Don recommends using LinkedIn and resources like NETSHARE’s LinkedIn Group to connect with resources that can help you the most. To target specific companies, you can use trade associations, organizations, trade journals, and other resources to find the right companies. For example, the National Association of Manufacturers can help you identify companies by specialization and geography. You can use these kinds of directories to find out about a company’s size, geographic locations, products, etc. Don’t forget to tap the expertise of your local reference librarian; they are trained at rooting out information from obscure resources. Most libraries also have business directories, including searchable directories on CD, that allow you to search by parameters like SIC code, location, sales volume, etc.
Once you have identified the targets, you can approach them directly. If you can establish connections within the organization, you will have a much better chance of being in the right place at the right time, talking to decision makers at a time when they are ready to make a change.
To help you infiltrate these organizations, enlist experts from the field. The experts will be the ones writing articles, speaking at industry events, and who are active on the LinkedIn Forums. Try to contact them and engage with them about topics related to your industry, what challenges lie ahead, etc. Determine who might be a good mentor and ask for their insight and assistance. Don’t ask for a job, ask for their expertise. Ask them probing questions about the industry and what you need to know to understand it better. You also should show passion for what they are doing; show them you care.
With the help of your mentor, you can get smarter about the industry and find ways to infiltrate your target companies. Don always asks himself the same question about the companies he is targeting: “What is the one thing that is keeping this organization from achieving its goals?” The answer to that question will unlock many doors, and will be the linchpin in your strategy. It will help you identify the right hiring managers, help you pinpoint your value proposition, and will help you take charge of the interview. It also will help you connect the dots for the hiring manager, demonstrating how your past experience and expertise will help them solve their current dilemma.
