Job Search Strategies

Assessment and Focus
Increasingly, I have reviewed resumes where candidates have adopted the "everything but the kitchen sink" approach, listing experience in every conceivable functional discipline (finance, engineering, sales, marketing, etc.).  While this may be true, this scatter shot technique is NOT effective in telling an employer or executive recruiter where your talents would best be applied.  If you have a diverse background with several career options, turn this to your advantage by articulating a focused presentation for each area:

• Make a list of all of your relevant jobs skills (e.g. Financial Analysis, Business Planning, Technical Communications, Product Marketing) and industries (e.g. Networking, Semiconductor, Enterprise software). Group these skills into two or three categories (at most), and prepare a draft Statement of Objective and Summary of Skills for each category.
• For example, someone with a BSEE, MBA and experience in both Finance and Marketing might target positions in Financial Planning/Analysis, Technical Product Marketing or Corporate Marketing.
• Fine-tune these statements as you conduct research on job opportunities.
• Prepare a detailed resume addressing each of your areas of job emphasis.
• Once specific opportunities are identified, position your skills in a manner that is applicable to the opening. For example, skills in financial management including IPO experience would be relevant to a development-stage company seeking a new VP Finance.  Update your detailed resume(s) to reflect these focused enhancements.
• Showcase highly relevant skills, whether industry experience, advanced degrees or business/technical achievements.

Update References
Make certain that you have contacted your references and updated all of their professional information. It is not uncommon for an employer to inquire about references on a first-round interview, and an organized response speaks well to the candidate's preparation. SearchManagement requests that our candidates provide four to six references that include recent supervisors, work colleagues (or dotted line supervisors) and direct reports.  If you work with highly visible professionals outside your organization -- such as financial analysts or key members of the trade press -- it may also be appropriate to include several names from this group.  Ideally, your Reference List should be prepared and formatted like any other formal communication. Include the following for each reference:

• Name, title and current place of employment. Include an address if your reference is outside of the local area.
• Contact information, including phone and e-mail address.
• Your work relationship to the reference, including your position, their position when you worked together, and the name of the company where you were employed.
• Note any issues of confidentiality.

Network
Your professional network is one of your greatest assets in conducting an effective job search.  Make a list of 200 names and call or e-mail 5-10 of these on a daily basis.  Keep the call focused and upbeat.  Describe your job objective, and offer to send a copy of your resume in follow-up.  Make sure to thank them for their time.  You are not alone.  Networking is a tried and true business concept. Here are a few guidelines:

• It may be appropriate to include executive search firms on your networking list. However, unlike placement firms, an executive search firm contracts with a client to fill a specific position with highly specific requirements. They may not be in a position to assist you if your profile is inconsistent with their candidate focus (e.g., do not contact a firm that services the western U.S. and ask them to find you work in New York City).
• AVOID BLIND E-MAIL MISSIVES. This is tacky, and most likely your resume will end up in the recipient's "delete" folder. You should research every networking contact, and every correspondence should include a formal cover letter addressed to the individual. State your qualifications and objectives, and request a reply at the reader's convenience. (Note: If you decide to send both your cover letter and resume as attachments, be sure to introduce your correspondence in the e-mail message field.)
• Be polite. Job-hunting is, after all, your responsibility, and not everyone will be in a position to help.  Enough said.
• If you send your resume by e-mail, attach a copy in Word format. Embedded text tends to loose its formatting in transfer.
• If your qualifications are not consistent with the open job or active search, ask if you could be included in the recruiter's database for future opportunities.
• Avoid: Salary demands, or a request that the recruiter find you work in a specific city or narrow geographic region.

Flexibility
Many candidates recall the days when it was a sellers' market -- more open jobs than candidates. This mindset is no longer productive and candidates must view job opportunities as the sum of the parts, rather than focusing simply on title, base compensation or organizational structure.  Leave your options open.

Resume Excellence
Your resume is your calling card.  It creates your first impression. Once this impression is tarnished, it is difficult to retake lost ground. It is inexcusable to produce a resume that is riddled with spelling and grammatical errors.  It is unwise to include hyperbole such as "visionary manager."  Review Successful Resume Writing Techniques and avoid the Recycling Bin.

Research
Pull out all stops.  The Internet is a wealth of information and if you do not have online access make this an early priority.  Investigate the following:

• Company Websites:  Select names that you are familiar with, that are in your geographic area, or that appear on job boards such as Yahoo!  Research any posted job opportunities.  Submit your resume to the HR department.
• Industry Websites: Many industries have professional organizations that coordinate services/events for members including conferences, continuing education and/or market research products. These sites often post member company jobs.
• Internet Job Boards: There are dozens, most free to candidates. Use Google or another search engine to develop a target list, and then investigate the sites.  Search for jobs and post your resume where appropriate.
• Financial Websites:  Once you have identified target companies and jobs, go beyond the company website for your due diligence.  Use Yahoo! Finance/Quotes, Hoovers Online, FreeEdgar, Morningstar and numerous others to supplement your knowledge. (See http://www.sims.berkeley.edu/~hal/pages/finance.html for additional ideas.)

A Bird in the Hand
As noted, this is a very tough time to be looking for a job. If you have one, hold on to it. 

Remain Optmistic
If you have lost your job, been demoted or suffered a cut in pay it is easy to sink into a funk. Do not give up. Recent international events have offered a sobering reminder about what's really important in life. Stay focused, stay balanced, and you'll find success.

And Finally, it Could be Worse
True Stories:

Candidate A, after conducting a job search for 9 months, reached offer stage twice only to have both jobs cancelled. He has decided to abandon his goal of finding work in Technical Sales (where he has spent his career) and accept a position in Mortgage Banking.

Candidate B, an accomplished senior engineer, has recently inked a job to paint a colleague's house while wating for the job market to turn.

Candidate C -- with an MBA Finance, BA Economics and 15 years of experience in Portfolio Management, Financial/Credit Analysis, Equity Research and Investor Relations -- is considering co-founding a financial start-up for secure employment.

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