Rita Ashley, Career Coach. Field tested advice for executives.

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By admin, June 24, 2008 1:10 pm

BASIC RULES FOR CONTACTING EXECUTIVE RECRUITERS
And a few things not to do

The Recruiter you want is one of the busiest professionals in town. Don’t waste her time and please, don’t take it personally if she won’t take your call, doesn’t respond to your emails or doesn’t remember your name. More than likely she works long hours on behalf of her clients, the hiring authority, and vets many executives whose credentials look and feel just like yours.

If she is so busy, how do you get her attention? The most effective way for an Executive to get any Recruiter’s attention is through a referral. You know that and you have an excellent referral or introduction.

That part is easy, now to make that phone call or send that email. Understand even with a referral, you still have to motivate the Recruiter to respond.

• Be prepared to leave voice mail; keep it short and articulate your contact information very slowly. Then repeat it.
• Have a 30 second elevator pitch ready.
• Let her know the best time and way to contact you.
• If you email, make certain she is on your “allowed” email list.  Check your spam folder constantly.
• Have an answer to, “What can I do for you?”
• Have an answer to, “How do you know [name of referring party]?”

Understand the probability she is working on a search that matches your background is very slim. Understand she is busy focused on her bottom line; finding candidates for her current clients. Understand she may be friendly, but she is not your friend; keep all conversation on point to your mission.

Remember, she has heard it all before and does not like to be patronized, manipulated or “sold.” A few things not to say include: “Hello, Sally, How are you today” is one of the most annoying words a Recruiter hears from hopeful candidates. It wastes her time.  Other comments she has learned to abhor: “I thought we could discuss how we can work together” or, “I’d like to discuss your representing me,” or, “I am trying to choose someone to represent me.”

That is not why you called so don’t lie or sugar coat it. Get to the point.

“I was referred by your client, Steven Spielberg. I am a [elevator pitch here]. I appreciate you may not be working on a search that matches my background but I wanted to introduce myself for your future searches. May I send you my resume?”

If she engages you in conversation, be certain to learn how she likes to work and what you can do to make her job easier. You may even volunteer a few referrals for her current searches. But above all else, don’t ask to meet for lunch or coffee. She simply doesn’t have the time and if she responded to all those “casual” requests, she would never have time to do her job; which is sourcing, vetting and placing executives.

If she does have an active search for which you are qualified, she will proactively extend an invitation to meet. That is a good use of her time and her decision. And that is the hardest part of working with a Recruiter; you are an Executive and you are the one who is in charge. Well, in an Executive Job Search, the Recruiter is in charge. It is your job to relax and enjoy the ride.

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By admin, June 20, 2008 3:05 pm

Kumar, an accomplished technology executive, left his name-brand employer with high hopes and excellent credentials. He was immediately contacted by all the usual suspects and interviewed a few times. He quickly discovered he was not being contacted about jobs that suited him. He decided he need a good Recruiter who would vet opportunities on his behalf.

Having been buried deep inside the development world, he was out of touch and not especially visible to Recruiters. Someone suggested he contact Korn-Ferry, a highly regarded international Recruiting company. While Korn-Ferry may very well have the right Recruiter to represent him, the probability that they would ever contact him was extremely low.

Recruiters respond first to referrals from their clients. If Kumar were introduced to Korn-Ferry (or any other highly regarded Recruiting firm) by one of their clients, someone would follow up in real time. If Kumar were introduced by someone Korn-Ferry had placed, they would also respond quickly, though perhaps not quite so fast.

To find the right Recruiter, first find the company that most closely resembles a company for whom you’d like to work.  Contact their HR department and talk to someone who knows what Recruiters they use. Ask if, when you contact the Recruiter, you can use their name. You now have the right Recruiter and a referral.

Another resource to find the right Recruiter is to examine your network for those people who do what you do. When you contact them, ask them to introduce you to the Recruiter who placed them. You now have several Recruiters from which to chose.

The fact is Recruiters are just like any other hiring authority; referrals and introductions are the golden key. Get one and the door opens. Without one, you may find yourself blocked from their assistance regardless of your credentials.

For detailed support for your search, purchase Job Search Debugged, Insider’s Guide to Job Search.  For highly targeted and personalized guidance with your job search, consider Job Search Coaching.

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By admin, June 9, 2008 2:44 pm

Stop Complaining.  So, you were passed over, moved aside or just plain fired.  You had a bad boss.  They were wrong, you were a good employee and you want to vent.  Don’t do it.  The only people who should know about your ill-feted employment tenure are your significant other, your best friend and your job search coach. 

Sure it feels great to vent about the bad boss or the company to get sympathy and commiseration.  But it harms your reputation beyond repair.  While folks love to gossip and tell stories of their own horrible bosses, they don’t hire the people who tell such stories. 

Instead of being remembered as the person who landed the biggest sale or released the most updates to a critical product offering, you will be remembered as the person who got screwed over by their boss.  Not the best brand to have.  So, keep your mouth shut and never say one negative word about your employer or your boss.  Your words will bite you for a long time.

And don’t forget, you live in a very tiny vocational world.  Whatever you say about your former boss or employer will resonate in their halls for a long time.  Now they have permission to say negative things about you.  Ooops, there goes your brand.

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By admin, June 9, 2008 12:58 pm

Job Search Advice for Executives multiplies daily.  Fact is, there is nothing new under the sun.  Executive Job Search is the most conventional, tradition bound and unchanging facet of business.  In fact, when candidates veer from the path of the ordinary, they often lose out. 

Hiring authorities are very good at pattern recognition; they know what has worked in the past and they hope to replicate if going forward.  This means no outside-the-box thinking, no fancy resume formats and no tricks. 

One sales candidate sent a stiletto shoe with a audio taped resume to the CEO with a note, “Got my Foot in the Door.”  While the action was remembered, even repeated, the CEO didn’t want to hire a clown.  He wanted a three-piece suit sales exec like the rest of his quota busting sales team.

The reason hiring authorities stick to the conventional is, it works.  The traditions became traditions for precisely that reason.  So if you are tempted to wear a polka dot tie or sing your resume, keep in mind, you will be remembered, but not hired.

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By admin, May 28, 2008 12:27 pm

VP COMPENSATION is a hot topic.  For many people, Vice President is as high as they will go in their career.  When you are considering a new job, most people want to get all they can upfront.  They negotiate hard and leave nothing on the table. 

This is not the best strategy.  Compromise in some areas shows you are flexible and a team player.  If you play hardball and make hiring you difficult, the employer may just walk away.  How you negotiate is an indication of how you will behave when you are part of the team. 

Don’t be strident in your demainds; you are discussing budgets with people with whom you will work.  Pave the way for excellent work relations by listening to their point of view.  Be prepared.  Know what VP Compensation looks like in your geographic area and company type.   What your friends make in other companies is NOT a guide to what this particular company pays.

Be aware of tone of voice, facial expressions and any other subtle indications of reactions to your requests.  If you feel you have left too much on the table, tell the employer what you will do to earn the money and ask for a three month SALARY review.  Be specific with milestones and don’t forget to mention the resources you will need to achieve those goals.

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By admin, May 24, 2008 10:00 pm

The interview was a success; you didn’t get the job.  You read right.  The purpose of the interview is to vet your credentials and persona against the needs of the company.  It is also your opportunity to vet the company.  More often than not, the match is not good so no offer is extended or if it is, it is rejected.

No offer can be good news and turned into opportunity.  The people with whom you interviewed are now part of your network.  There is no reason you can’t ask them for leads.

Write that thank-you and ask for referrals.  Tell the people who interviewed you why you liked their company and ask if they can refer you to people who know where similar opportunities might be available.  Turn your “no job offer” situation into a productive networking opportunity.

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By admin, May 21, 2008 9:19 pm

Executive interveiws are very different from interviews for individual contributors.  Aside from different interview questions, the answers to common questions are different.  To move from candidate to prospective employee requires you listen to what is really being asked.

Carl, a CFO candidate complained the CEO asked him the same question three different ways.  What Carl missed is the CEO was not satisfied with the answer the first time and worse, that the answer to that question was the gate to being taken seriously.

In another situation, Suzanne noticed every person who interviewed her asked the same question.  She said it all felt so rehearsed and she gave the same answer each time.  What she missed is the answer to the question was very important to the company as a whole and that the answer needed to be different depending on who was asking.

The VP Marketing wants to hear how you will create products he can leverage into existing markets, the CFO wants to know how those products will affect shareholder value and the Sales VP wants to know how customers will respond.  But they all asked the same question:  What strategy do you feel fits a good product life extension program?

When a question is asked repeatedly, understand it is very important.  When several people ask the same question, know to answer in terms of their agenda.  Any pat answers will be dismissed.  Practice is the best remedy for solving this interview puzzle.   

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By admin, May 18, 2008 5:41 pm

TELL THEM I WILL BE CALLING

Business Telephone Etiquette requires you offer your name.  And isn’t it wonderul when you are put right through?    Want to make certain that happens every time?  Get an introduction.

Often the key to getting an introduction is to write one and send it to the person who will make the introduction.  That saves the person the concern over what to say and increase the probablility the introduction will happen.  Be sure to include your brand or elevator pitch.

Example: 

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By admin, May 16, 2008 11:21 pm

You know to send a Business Thank-you Note to the person you just met for lunch.  But did you think to copy the person who referred you to your lunch companion?

A copy to the person who introduced you reminds them you appreciate their efforts and subtly encourages further support.  It is just the right thing to do.

And you know to send a business thank-you note to the people who interviewed you.  Did you also send a note to the human resources professional who set up the appointment?  And how about that recruiter?

Rule of thumb: there is no such thing as too many business thank you notes.  Once you have obtained your goal, a new job, another Thank you in the form of an announcement and thanks for your support is in order.  This one is mailed with a business card .

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