Part 37 (1/2)

Yes, it worked. So well in fact that Tom has continued to use this mix as his approach. He's even updated his web site to give it a fresh look. This time instead of spending weeks building it from scratch, he bought a template from Templatemonster.com and modified it. Tom's new web site is a good example of how to build a web site specifically for job-hunting purposes. and modified it. Tom's new web site is a good example of how to build a web site specifically for job-hunting purposes.

The Key to His Success

Tom used a variety of weapons to get a prospective employer's attention. In the final a.n.a.lysis, the key to getting the interview and closing on an offer was calling early in the morning to follow up and step the employer through his web site.

EXAMPLE 2: ALLAN PLACE

* FME mix: FME mix: Extreme Resume, personal letter, follow-up call Extreme Resume, personal letter, follow-up call* Target job: Sales The economic downturn in the tech sector in 2001 affected most companies. In 2000, if you interviewed in jeans, a blue Mohawk, and a T-s.h.i.+rt while extolling the virtues of anarchy, you very likely would have received a job offer. Not so just 2 years later. It was soon an employers' market, with viable companies cherry picking from the large and growing base of newly laid off, talented people.

Allan launched his campaign with an aggressive mix of the traditional methods that had always worked for him in the past-cold calling and traditional networking.

Allan started with some basic a.s.sumptions: * Difficult job markets still produce perfect ”fits.”* Finding a job is a job. Spending only 4 hours a day would not produce results.* He could rely only on himself to find work.* He would not rely on headhunters, job boards, web sites, newspapers, or friends.- Most job seekers see headhunters, job boards, web sites, newspapers, or friends as primary lead sources. Here's why: they are easy to access; they are the path of least resistance. ”Too many dogs sniffing at the same gopher hole.” Most job seekers see headhunters, job boards, web sites, newspapers, or friends as primary lead sources. Here's why: they are easy to access; they are the path of least resistance. ”Too many dogs sniffing at the same gopher hole.”- The best positions never get advertised. The best positions never get advertised.* His best chance was to target specific companies, determine the right contact, get that person's attention, and develop a position. He chose this route because:- Fewer people would be willing to spend the time required. Fewer people would be willing to spend the time required.- The best positions are either created or not advertised. The best positions are either created or not advertised.- Where no position existed and one could not be created, he would at least have created some level of rapport with the decision makers that he could draw on if a position developed. Where no position existed and one could not be created, he would at least have created some level of rapport with the decision makers that he could draw on if a position developed.- It is easier to position yourself for a job when the job doesn't exist. It is easier to position yourself for a job when the job doesn't exist.

Allan's Force Multiplier Effect in more detail: * Develop database of potential employers in selected industries.* Conduct research.* Discard companies that did not represent a good fit.* Contact selected companies.* Arrange interviews.* Register on job bulletin boards.* Contact headhunters.* Respond to posted advertis.e.m.e.nts.

Develop Database of Potential Employers in Selected Industries

This database of 134 companies came from the Ottawa Business Journal Ottawa Business Journal in the following sectors: in the following sectors: * Aeros.p.a.ce, defense, and security technology* Electro-optical/photonics* Internet technology and e-commerce* Semiconductor* Software* Telecommunications, satellite, and mobile communications

Conduct Research

This took between a half-hour and 1 hour for each company: * Industry* Product* Company* Position* Growth path

Discard Companies That Did Not Represent a Good Fit

* Fifty companies were discarded for the following reasons:- They were struggling in the marketplace. They were struggling in the marketplace.- Allan's background was not appropriate for the product/ business model. Allan's background was not appropriate for the product/ business model.- Other indefinable reasons disqualified them. Other indefinable reasons disqualified them.

Contact Selected Companies

* Each selected company was contacted for the names of the vice president of sales and human resources.* Broadcast letters were sent to each of these vice presidents.* Follow-up calls were made to determine and explore current or antic.i.p.ated employee requirements. In almost all cases, they were not filling immediate opportunities. Allan would engage with the vice president to determine and explore company growth and future directions.* Current points of pain:- Poorly performing sales representatives Poorly performing sales representatives- Limited success in challenging geographic or vertical markets Limited success in challenging geographic or vertical markets- Insufficient sales bandwidth Insufficient sales bandwidth- Evolving business model (e.g., geographic to vertical) Evolving business model (e.g., geographic to vertical)- Resumes forwarded if appropriate Resumes forwarded if appropriate

Arrange Interviews

* If he sent a resume, he did additional research as preparation for the follow-up call. It also allowed him to further qualify the company for fit. In a few instances, he discarded the company from the prospect list.* If he was still interested in working for the company, he would follow up and try to set up an interview. People do not hire resumes; they hire people. The only purpose of his resume was to elicit interest and prompt a meeting in front of decision makers.* It was a.s.sumed that no immediate openings were available. However, companies are always looking for good talent. ”Even though you may not be hungry, there is nothing wrong with looking at the menu.” Simply put, even if he knew there was no immediate career opportunity, he would try to arrange an interview. Spending 30 minutes with a prospective employer benefited both parties:- Sales opportunities could appear quickly. Sales opportunities could appear quickly.- The vice president of sales/human resources might be able to refer him to someone in their network who was looking. The vice president of sales/human resources might be able to refer him to someone in their network who was looking.- It provided interviewing practice. It provided interviewing practice.- It was an opportunity to establish a rapport that might be valuable over time. It was an opportunity to establish a rapport that might be valuable over time.* Interview preparation averaged about 5 hours per company.- Product Product- Industry Industry- Compet.i.tors Compet.i.tors- Position Position

Register on Job Boards and Respond to Posted Advertis.e.m.e.nts

* Monster* Careerbuilder* Various others He searched the web sites and responded to a limited number of opportunities. Typically, they were being handled through headhunters.

Contact Headhunters

* Allan only contacted a few headhunters. If a headhunter believed Allan was trying to work with too many compet.i.tors, there would be less interest in trying to place him.