The 3 Phases of Job Search. Define your Message ... The

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Uncovering the Hidden Job Market

• Ken C. Schmitt
• SABPA April 26th, 2009

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Uncovering the Hidden Job Market

• Todays Market
• The 3 Phases of Job Search
• The 4 Quadrants of Job Search
• The Accelerator
• Options
• A C T

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Todays Market
Annual Average Unemployment Rates
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Todays Market

• Growth industries in San Diego
• Small vs. Large Companies
• Private vs. Public
• CleanTech
• Government
• Healthcare
• Defense
• High Tech BioTech

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Todays Market

• High Demand Positions
• Engineers
• Accounting
• Technical Sales
• Scientists
• International Financial Reporting
• Business Process Improvement / Operations

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The 3 Phases of Job Search
Define. Develop. Deliver

• Define your Message
• Develop your Sphere of Influence
• Deliver your Message

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The 3 Phases of Job Search

• Define your Message
• Unique Talents and Skills - the High Impact
  Resume
• Establish your targets
• Create your 30 60-second Career Pitch

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The 3 Phases of Job Search

• Develop your Sphere of Influence
• Identify your key network
• Enlist the support of everyone around you
• Dont count anyone out
• Diversify your network
• Never stop building your network (even after
  landing a job)

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The 3 Phases of Job Search

• Deliver your Message
• Develop follow a plan
• Make connections not contacts
• Seek out introductions, not a job
• Leverage multiple sources
• Stay in constant contact (monthly)
• WIFT Whats in it for Them?

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Online Postings
• Recruiters
• Attending Networking Events
• Informational Meetings Interviews

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The 4 Quadrants of Job Search
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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Online Postings
• The Ladders, 6figurejobs, Indeed.com,
  Simplyhired.com, Execunet, Monster, Careerbuilder
• Average response rate 3 - 5
• Great source of market intelligence
• Good resource for non profit, academic,
  government jobs
• 12 - 15 of professionals secured their job
  through an online job posting

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Recruiters
• Industry based, functionally based,
  geographically based
• Average response rate 45 - 75
• Great source of market intelligence referrals
• Outstanding resource for highly technical and
  targeted positions
• 12 - 15 of professionals secured their job
  through a recruiter

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Effective Networking
• Networking is a one-on-one process that requires
  trust and a willingness to help others
• Networking is about introductions, not jobs
• Networking is an opportunity to leverage other
  peoples contacts by granting them access to
  yours
• Networking takes practice and should continue
  throughout your entire career

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The 4 Quadrants of Job Search

• Job seekers are most likely to say they used
  friends and family (74) and referrals from
  current employees at a company (70) as resources
  when searching for a job.
• Additionally, 40 of job seekers say they used
  referrals from the potential hiring company's
  customers or vendors as a resource when looking
  for a position.
• (Source Job Seekers Personal Connections Still
  Matter
• by Bryant Ott, Nikki Blacksmith, and Ken Royal
  2008 Gallup)

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Attending Events
• Industry based, functionally based or broad based
• CMS, FENG, ExecuNet, InlandNet, CafeNet,
  Executives in Transition
• TiE, ACG, HBS, USC, IMA, IIA, CDF, SDSIC,
  CommNexus, BIOCOM, ABFO, ASTD, NIRI, WITI,
  Athena, MIT Forum, SDVG, HFTP, Connect,
  SHRM/NHRA, etc.
• Great source of market intelligence referrals
• Seek out introductions, not a job people want
  to help
• Bring a wing-man
• Follow up is key

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Attending Events Helpful Hints
• Scan the nametags for target companies
• Arrive early and stay late
• Stand near the drink station, buffet,
  registration table
• Look for groups of 2 or 3 people
• Make eye contact, smile and initiate
  conversations
• Use inviting body language

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The Keys to Effective Networking

• Potential Sources of Job Openings
• Attending Events Helpful Hints
• Help others they are more likely to help you
• The goal is to connect with 3-5 people/event
• Exchange business cards and make notes
• The goal is to secure a one-on-one meeting
• Follow up with an email to schedule a meeting
• The goal of the meeting is to exchange referrals

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Attending Events Helpful Hints
• Conversation Starters
• Are you a member?
• Is this your first meeting
• I see you work at xyz company, have you worked
  there very long?
• I have heard of your company, what is your role
  in the organization
• What does your company do?
• How has the downturn in the economy affected
  your business?
• What other networking events do you attend?
• How did you find your position at xyz company?

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Informational Meetings Interviews
• Seek out introductions, not a job
• WIFT Whats in it for Them?
• Come prepared with questions, research targets
• Offer your 1-pager vs. your entire resume
• Stay positive

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The 4 Quadrants of Job Search

• Potential Sources of Job Openings
• Informational Meetings Interviews (continued)
• Diversify your group
• Manage your time 5-10 meetings/week
• Respect their time be on time!
• Respect their position industry
• Follow up is key

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The Keys to Effective Networking

• Potential Sources of Job Openings
• Informational Meetings Interviews Helpful
  Hints
• Help others they are more likely to help you
• The goal of the meeting is to exchange referrals
• Come prepared with questions information
• Bring your 1-Pager and your 30/60-second career
  pitch
• Follow up after the meeting mention any
  referrals
• Send an invitation to LinkedIn
• Follow up again after each referral meeting
• Develop a Career Update email
• Provide closure at the end of your search

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The Keys to Effective Networking

• What good is Networking Anyway?
• real networking is about finding ways to make
  other people more successful. (Keith
  Ferrazzi, Never Eat Alone)
• W.I.F.T. Whats In it For Them

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The Accelerator - LinkedIn

• LinkedIn is the one tool that will enhance each
  of the previous resources
• It has become the tool of choice for recruiters
  hiring managers
• Nearly 32 million people maintain a profile on
  LinkedIn

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LinkedIn

• Top 10 Reasons to get LinkedIn
• Its FREE!
• Find previous employers, old classmates and
  former contacts
• Develop a network of peers and service providers
• Gain access to your colleagues contacts
• Develop your list of target companies search
  jobs
• Gain insights about a companys culture
• Create Groups to encourage sharing of market
  intelligence
• Showcase your skills to prospective employers
• Research prospective employers prior to
  interviews
• Enhance your web presence

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LinkedIn

• 3 ways to Leverage LinkedIn for your Job Search
• Based on your list of target companies/industries,
  identify professionals from these organizations
  and secure introductions through your network
• Reconnect with peers, past co-workers, alumni and
  old friends to establish contact enlist their
  support in your search for introductions
• Utilize the job search option to identify
  potential openings and opportunities to tap into
  your network

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Options

• Relocating
• Consulting
• Changing Careers
• Additional education certifications

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Attitude is Everything

• Attitude Commitment Tangible results
• Maintain Balance
• Look for an introduction, not a job
• Be consistent
• Help them help you
• WIFT Whats in it for them?
• Follow up

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• TurningPoint Executive Search
• Connecting People. Inspiring Performance.
• Ken C. Schmitt, President
• 760.434.5401kens_at_turningpointsearch.net
• www.turningpointsearch.net