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

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By rashley, June 25, 2009 11:43 am

  Locate Seattle’s hidden job market

Frustrated candidates lament the existence of the hidden job market.  Reason tells us there is no such thing, that instead, the candidate has not found the open sesame’ to reveal where the jobs are.

In his often quoted commentary on the costs incurred by an unfilled position, Dr. John Sullivan, Head and Professor of Human Resource Management College of Business, San Francisco State University, cites a litany of deleterious affects resulting from unfilled jobs.

To name only a few:

• delayed product development
• loss of new product ideas
• increased time to market
• loss of team productivity
• increased management time and effort
• resentment of superstar employees who are as asked to ‘fill in,’

Tangible losses often amount to hundreds of thousands in lost revenue, and significantly more if the open position is a senior sales executive or business development professional.

Knowing this, why would any company keep their job openings hidden?  The truth is the job market is not hidden, it is only not yet discovered by you.  How does the executive or technology professional learn who is hiring?

The obvious answer is, ask people. But while networking is the simple and obvious solution, it is not easy.  Many people find networking when they require information or introductions for themselves to be extremely difficult. 

I suggest taking networking to a different level than is commonly considered.  Bonding is far more effective than collecting contact information.  Just as an introduction is more powerful than a referral, so to is a personal relationship more effective than an request from a stranger.

Often, the more senior a job seeker, the more difficult it is to ask for help.  Thus, I suggest, ask for advice instead of help.  “My instincts tell me my experience is a good fit for the VP Development at Disney.  What would you do to get connected to the hiring authority?”  If you achieve critical mass in your exposure to many people, just like Brownian motion, you are bound to connect with exactly the right elements to become newly employed.

Resources:

Digital Eves –  a virtual community of 1,500 women (and some men) in technology.   A group that discusses everything from how to debug a bit of JavaScript, to feedback on a portfolio, to dealing with an HR problem at work, to technology news. It’s also a great place to post and look for job openings.  There are strict guidelines for the posts, but it is a direct link to peers and if you participate in the threads, you will make new friends who may be able to direct you to job openings.

Linked Seattle is a LinkedIn a Seattle-specific group for locals.  While not a job search site, it is a profoundly good place to network.  Interact, create discussions and get to know people.  You never know who will offer a tip or introduction once you get to know them.

Eggsprout.com is a technology site specific to Seattle for social networking, community building and a large data base of Seattle technology jobs.  Visit often since employers list jobs and contact information.

Craigslist.com has many listings for major cities, Seattle included.

Gay professionals can select from a variety of meet-ups and social networking activities for professionals. Participate, don’t be a drive by shooting attendee.  Another resource of over 1000 GLBT professionals is Seattle gay scene.  While not specifically a job search social networking organization, many find leads and introductions to gay-friendly companies.

A grass roots organization, Seattle Job Social has grown to attract hundreds of attendees, recruiters and hiring authorities.  Geoff Tucker and a few of his friends needed a place to gather where employers could find them en-mass. The result is an event where folks  exchange resumes, instant interviews are conducted and appointments are made.   There are many such activities and groups in Seattle.  Periodic search engine research will reveal others.  Set a news alert on several search engines.

The Jewish Jobs Network serves hundreds of Jewish professionals in Puget Sound.  The network provides help and connections in meetings and informal networking.  Contact Ben Meyerhoff at bmeryerhoffl@msn.com.

Don’t forget LinkedIn.   Join all the Seattle-centric groups available and participate.  Ask questions and respond to discussions.  Make new friends.  Reply privately to keep the discussions going; create real bonds.

Many groups host job search related activities.  While most of them are great places to meet other job seekers (who may offer leads to jobs in which they are not interested) the job search information shared in these sessions is rarely valuable.  Vet the speakers and presenters carefully.  A well trafficked web site does not an employment expert make.

MIT in Washington is the venerable place to meet technology executives and often even investors and hiring authorities.  The programs are rich and often include name-brand executives and highly relevant topics.  Go to participate.  Arrive at least 30 minutes before the program because that is when networking is done.  Come prepared with conversation starters, business cards and a genuine interest in the topic.  During the event, ask incisive questions.  Follow up the next day from the business cards you collected.

WTIA, formerly the Washington Software Association, has morphed into a commanding resource for the Seattle technology community.  If you want to connect to technology executives, volunteer for one of the many activities of the WTIA.  Contribute. Go to the events, become an expected figure.  Make new friends. 

Seattle is host to countless business-building events.  Keep track of the calendars for the investment community presentations. 

Those interested in early stage or start up companies may find attending the $250 Fast Pitch conference sponsored by WTIA a good investment. Twenty-five early stage companies are on display and exhibit their product and give a short overview to investors and other attendees.  Great place to meet people, learn about new companies and be seen.

The Northwest Entrepreneur Network, is a non-profit organization dedicated to helping entrepreneurs succeed. Activities and programs are focused on building the entrepreneurial and venture community in the Northwest and enabling entrepreneurs to access resources and funding to accelerate their business growth.  They host several events and provide an excellent forum for networking.

While job search with a nonprofit requires the same highly targeted and polished job search, there are additional resources for Seattle.

• I Love Seattle lists nonprofits
• Yelp offers discussion of nonprofits
• Seattle Times lists nonprofits and contact information
• LinkedIn has valuable informaton on connecting to nonprofits.
• Puget Sound Business Journal Book of Lists has details on the 25 largest not for profit companies.

Subscribe to the Puget Sound Business Journal and be especially protective of your complimentary copy of the Book of Lists. If you are interested in the top 25 companies in any sector, the Book of Lists will tell you the players, the company revenue and so much more. 

John Cook’s Venture blog and his Tech Flash are up to the minute reviews of what is going on with technology companies in Seattle.  Follow the names, companies and products with John’s constant vigilance.

Xconomy, another Seattle-based resource, is dedicated to providing business and technology leaders with timely, insightful, close-to-the-scene information about the local personalities, companies, and technological trends that best exemplify today’s high-tech economy. 

Set search engine alerts for events, companies and people to keep informed.  If you want to drill down even further, create a Boolean String for your anticipated job title, prospective employer or other relevant information to cull from a search engine.   Be sure to include Seattle or range of zip codes in your string.

For all its horrendous traffic and densely populated neighborhoods, Seattle’s technology sector is a ‘small town.’  Once you are connected to a range of people, you are only one or at best two degrees of separation from the person who will hire you for your next job.  It is all about how you ask, who you ask and your nuanced messaging.  But that’s another topic.

For even more links to resources:  http://www.jobsearchdebugged.com/blog/?p=334

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By admin, March 16, 2009 2:49 pm

My friend Eric loves to ski.  He spends time at Whistler and Crystal in Seattle area.  Every time he goes, he returns with new business.  I tell him to keep skiing.

You never know where you will meet new contacts.  Successful executives work very hard and often duck out mid-week for a mental health day and can be found on the slopes, bike trails and golf course.  Include these venues for your job search and you benefit twice: Once with new connections and the other, a bit of R & R.

Come prepared with your Elevator Pitch, business cards and an open mind.  You never know where help for your job search will come from.  Creating a bond over a shared experience is a solid maneuver to get to the right people.  Plus, you share a guilty secret.

So get on the slopes mid-week.  Play a round of golf or race down that mountain bike trail.  Hang out in the club house and 19th hole.  It’s all in the name of a sophisticated job search.

*Since I wrote this original post, several people have offered other unique places to meet the senior executives and hiring authorities.  Here a just a few:

• Thermal Baths-seems being mostly naked loosens folks up a bit.
• Create your own job search group.
• The gym, especially in classes.
• Doing what you love.
• Meetings at your kid’s school.
• Groups found at meetup.com.

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By admin, December 29, 2008 5:15 pm

Every bit of job search advice to executives and technology leaders tells the six figure income candidate to network.  You know the statistics say 87 percent of jobs are landed through some form of networking, yet you just can’t seem to pick up the phone and ask for what you need.

The simple truth is, networking is very hard; even some successful sales executives find it difficult to ask for help with their job search.  Often, when someone does overcome their fear of networking, they still don’t get what they need.

Wendy Gelberg, in her very readable book, The Successful Introvert, recognizes the problem and offers sound advice. She states, “The purpose of this book is to present strategies used by successful people – including numerous celebrities – in managing their introversion or shyness while becoming successful in professional endeavors.”

Gelberg includes solutions for meetings, interviews and telephone outreach. She recommends an approach that reminds the reader networking is all about sharing information.   I especially like her advice to people reluctant to ask for help to ask for advice instead.

She also reminds the reader that an interview is not an interrogation, it is a conversation where you are the consultant asked to help determine if you are the person to hire.  And her best advice, for shy folks as well as extroverts, “Ask not what the company can do for you, but what you can do for the company.”

I couldn’t agree more with Gelberg when she reminds the reader, shyness is neither good nor bad; it is simply another way to be.  Once you acknowledge you are an introvert, it is a straight path to managing your style to succeed with networking.

My best advice to anyone reluctant to network for what ever reason is to understand, people want to help, they just need to know what help looks like.  Read Gelberg’s book for details on how to overcome your shyness.

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By admin, December 9, 2008 5:18 pm

IT ISN’T EASY, BUT IT IS SIMPLE

Reluctance to network and poor networking techniques are the most common barriers to landing new employment quickly. Statistics show over 75% of jobs are filled through networking: Not ads, not job boards.

While proper networking is simple, it is not easy. To make networking less of a challenge, follow these simple guidelines:

1. Accept that people want to help. Help them understand what you need. Know what you can do for them in return.

2. Craft an elevator pitch to tell the world what you do, how you do it and why you are successful. No more, not less. “I am a project manager who delivers quality products on time and on budget because I create intradepartmental dialogue.”

3. Examine who you already know and include:

• Friends
• Previous employers
• Your references
• Any service providers or vendors
• Synagogue or Church, cultural associations
• Hobby groups and golf buddies
• Volunteer associates
• Your doctor, dentist and real estate professionals
• Your significant other’s connections

4. Ask for specifics and offer justification for your request. “I develop quality C++ code and have delivered seven SaaS projects on time and on budget. Can you introduce me to three companies who are creating SaaS applications?”

Tailor your request to the audience. You may ask for introductions to people who know where those companies are or you might want to get connected to people who do what you do in hopes they can pass on leads to you.

Once you know what to say and how to say it, you can overcome your networking challenges. For a step by step guide to effective networking:  Networking Debugged can be purchased here:

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By admin, September 16, 2008 6:24 pm

Landing $100,000+ jobs can often take about six months. The amount of time is less important than what occurs in that time. To be extremely effective your networking activities objective is to rise above the competition with outstanding messaging, industry presence and recognized expertise. Get started by a review of the basics. Be critical and perhaps ask a colleague to evaluate your efforts.

Are all the basics handled in the classiest way possible?

1. An executive summary that addresses exact needs of the prospective employer based on your research or knowledge of the job description
2. Emails that ask for only one thing with a specific call to action or request
3. You use news feeds as a resource to find leads and connections
4. Your world class elevator pitch generates questions and requests for your business card
5. You wear a well fitted suit to all networking events and interviews?

When you are unemployed and are in job search mode you can commit to it. A proper job search requires a minimum of five hours a day in networking, researching, meeting and planning.

To optimize your time and efforts, create a job search budget that includes a proven Job Search Coach. A good coach can make the difference between a salary and prolonged unemployment, so consider the value of earning even one more month’s salary. Choose a job coach who can assist with excellent networking coaching and messaging including a specific resume for each opportunity.

Job Search today is a shell game; companies are not advertising and most deplore use of job boards. Jobs are discovered by networking because employers are fragile; they need to know the people they hire are part of their community in order to hedge their bets.

Amp up your networking techniques.

1. Go to industry conferences.
2. Pay the tariff to attend trade shows.
3. Blog on topics on which you are an expert.
4. Answer questions about strategic topics on other people’s blogs.
5. If you are a $100,000+ executive, buddy up with others who are also in job search mode.
6. Share leads, encourage one another and stay focused.
7. Talk to people who have a job like the one you want; ask them to refer people to you when they are contacted about jobs.
8. Become a known face at networking events, don’t just go occasionally.

The name of the game is exposure, accessibility and expertise. The more people see you, see your name or hear from you with targeted links and articles, the higher the probability you will be thought of when that next $100,000+ job opens up. Don’t be a hit and run executive. Make your presence known and expected.

For more detailed networking guidance, “Networking Debugged” is available.

For Job Search Tools, Click here:

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By admin, September 16, 2008 3:57 pm

NETWORKING TIPS YOU MAY NOT HAVE USED

You have already accepted Networking as a way of life and you engage in some form of outreach weekly. For those of you after $100,000+ jobs, the rules are different. You need more than a name and email address of contacts. There is a fine line between excellent, classy networking and spamming. Here’s how to make networking work for you.

1. Sign up for news feeds that feature the names of key people (and companies) on your networking priority list. Stay informed on topics of interest to your contacts and occasionally, send an article or link based on what you learn. Demonstrate you are interested in and knowledgeable about their arena by sharing only those things germane to their niche.

2. Don’t spam. When you send something to a contact, be sure it is on point. I receive emails from “networking” contacts that have nothing to do with my business, my niche or my interests. These people lose any credibility with me; in fact, I have blocked a few people based on their poor choices regarding what I want to know about.

If you want to send something and are not certain it will resonate, say so. “I saw this and while I am not sure it is on point for you, wanted to hear your thoughts,” goes a long way towards mitigating the, “I am randomly sending things to you to remind you I am out here,” perception.

Be sure to send links rather than attachments. Most people ignore attachments from people they do not know well and a link allows them the choice of when to take a look. Make your subject and email message compelling, and you will have done enough.

3. Enlarge the topic. When you attend a networking function learn your contacts’ other interests. Come prepared with “conversations starters” that have nothing to do with the topic at hand, but which will be of general interest. I read an article in Forbes on “Gray is the new Green” on alternative energy. Everyone has an opinion on the topic so mention of this particular point of view enlivened the conversation and forged a deeper bond with all participants.

One contact in my network is a high end motorcycle enthusiast. I found a test ride/article on a $120,000 bike which I forwarded. My contact appreciated the outreach and responded with a much warmer email than any business news article has garnered.

For people engaged in a search for a $100,000+ job, amped up networking techniques are a requirement to stand out from the crowd. There is a lot of competition for the same jobs and there is nothing like the personal touch to make your name rise to the top of consideration for your next big job.

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By admin, September 15, 2008 11:13 am

You landed a great job and are so busy you can’t count to ten without an interruption. Your new business cards just arrived and you are well pleased with the look of them; they make your new situation seem more real. Important career advice: Remember who helped you.

Did you thank each and every person who had a hand in your job search? You worked hard to create a new network that provided leads and connections, don’t lose it now.

How you handle your thank yous and acknowledgments determines who will continue to be your champion, help in the future, and include you in their own network. Don’t squander a very precious resource by forgetting to acknowledge every single person you touched in your search, even the administrative assistants.

Buy high quality blank note cards and write a hand written note of thanks. Include your new business card and a personal comment of appreciation and delight in your new job. Forget to take this step and your next job search will suffer. No one wants to help an ingrate.

Were there a few people directly responsible for helping you uncover your new job? Did they create a compelling introduction? Open a door you had not considered? Don’t be afraid to acknowledge with a grand gesture. Customary are complimentary lunches all the way up to $500 gift certificates. Some form of acknowledgment is absolutely required for those who were directly responsible for your new job.

As a job search coach I get paid to help people land a new job, yet many of my clients are so thrilled with the assistance, they send me a bonus. One person, more clever than most, knew I was considering an Apple computer and sent a $500 gift card for the Apple store. My buddy Phil is a CEO who often helps people land a job. He is a golf nut and frequently receives gift certificates to golf shops. The more personal the gift, the more impactful.

Don’t under estimate the power of a thank you. People remember them–you. Make them part of your out reach. Keep a stack of blank cards at the ready. People like to be thanked and tend to be even more generous if they know you appreciated their efforts.

Too many people to thank? Just write ten a night. But get them all sent within a month of your start date to get the most bang for your buck. This is not an option. This is an absolute requirement for building your career. Say thank you.

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By admin, September 10, 2008 7:12 pm

The simple fact of networking is people want to help. You know you always feel good when you can lend a hand. Well, other people feel the same way when they can help someone find a new job.

All you have to do is communicate exactly what you need and what you expect.

Executives in $100,000+ jobs know networking is the most effective way to find a new job. Over 75% of executive jobs are filled by word of mouth. Executive jobs are typically not advertised or landed using job boards.

You know all you have to do is pick up the phone or send an email to request assistance to find leads though it is very difficult for a lot of people. And attending business social networking events to find leads is even harder. Yet, A recent job search coaching client uncovered 14 opportunities in less than three months because he knew what to ask and who to ask.

Let’s Simplify Networking: Craft an excellent elevator pitch or brand identity. “I am a technology executive with a track record converting software products to SaaS applications with no disruption to the bottom line.” Tell what you can do and the results and include a metric if possible.

Include a request for what you need. “”My last stint as VP Marketing allowed me to penetrate global markets with a hand-picked dynamic team of marketing professionals. We landed new named accounts and opened branch offices in four countries which made the investors very happy. I hope to replicate that performance with a new employer. Perhaps you know a company about to go global who might benefit from my experience.”

When talking to people who know your work you might say, “I would be grateful if you could introduce me to three people who know about program management jobs in Wireless.” Ask for a specific number of referrals and you are more likely to get what you want.

The Money Shot: When contacts struggle to recall what you do or to whom you need a referral, they probably won’t do it. To simplify networking ask for exactly what you want: “My background includes building an inside sales organization from the ground up. We contributed 65% of the company revenues in 18 months. I am looking for companies like [name of a prospective employer] who are focused on building or expanding their inside sales efforts. Can you introduce me to [hiring authority at target company] and two others like her as possible connections to leads?”

Simplify networking with these steps for a great pay off of leads and new connections. Keep in mind, they are simple techniques, but they are not easy.

For more advice on effective networking, read, “Networking Debugged.”

For Job Search Tools, Click here:

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By admin, July 1, 2008 3:35 pm

WHAT DO YOU DO ONCE YOU HAVE THE NAME OF SOMEONE WHO CAN FURNISH LEADS?

Ah, the travails of Networking.  As an Executive in Job Search Mode, you know the importance of networking to find leads to jobs, establish champions to your cause and generate more introductions.  And now that you have names of people who can point you in the right direction, what do you say to them?

Many a tongue-tied Executive has wasted an important contact because they did not convey the right message.  “I am looking for a job, do you know who is hiring?” is not the right message. 

Let’s say you are introduced to an investor and your goal is a VP spot with an early stage company.  After the pleasantries, tell the individual what you need.  Your message can take many forms depending on your style, “How would you get in front of companies if you were me?” could work to get the conversation started.

But let’s back up.  If you want the person to respond with names of companies or people who have openings, give an example of the kinds of companies in which you’d be most interested.  “I like what I see about Cosmos because they have seasoned management with an excellent early stage company track record.  Perhaps you know others like Cosmos in need of a Technology Executive with experience bringing order into chaos.” 

You can see how asking for something definable may get the response you need.  Here are a few other possibilites: 

Who are the people I need to know to get introduced to Cosmos, Google and Maple? 

What are you seeing out there that could be a strong play for a tech exec with my background?

Who would you contact if you were looking for a job in the Wireless industry in town?

I like what I hear about ABC.  They appear to value their employees and promote from within.  Are there other companies like that for which you can provide introductions?

Brad Pitt introduced me to George Clooney who gave me excellent introductions to investors.  Do you know others who can provide similar introductions for the Angel community?

Get creative with your requests and always supply an example to guide the person on the exact deliverable.   You will find your time better spent and the person who referred you will feel they accomplished what you needed: A true win-win.

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 11, 2008 12:46 pm

NETWORKING FOR EXECUTIVES MADE EASY:  I WANT TO GET CONNECTED

Getting connected is called networking; a word that pierces even the bravest executive’s confidence.  Networking is not easy, takes guts, persistence and is the best way to discover leads for a new job and create your personal champions.

Here’s how to network.

Call someone.  Start with someone you know well.  Maybe it is your last boss or best buddy at your last job.  After the chit chat and niceties, here’s what you can say:  “Larry, I am looking for a new job.  Here’s how you can help.  I would like introductions to three people you suspect can direct me to where the jobs are.”

To obvious?  Let’s drill down and ask for something more specific.  Do some research.  Sure you know Larry, but do you know who Larry knows?  That’s what linkedin and facebook are for.  Use the internet.  Find out who he knows that you want to meet.  Then ask:  “Larry, I am looking for a new job as a Director of Marketing.  I believe Craig Ferguson with whom you worked at Acme Trading may be able to point me in the right direction.  Would you introduce me?”

Want Larry to figure out others who can help?  Point him in the right direction:  “I would like an introduction to Craig Ferguson because he is a Vice President of Marketing for the kind of company I’d like to work for.  The wireless industry really appeals to me.  Are there others like Craig you could introduce me to?”

Now you know what to say.  It is your research that counts.  FInd the names of people and companies and ask for introductions.  It really is that simple.

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