Tag Archives: Target Companies

5 ways to approach decision-makers at your target companies

Many job seekers believe that the first thing they must do after losing their job is to update their résumé. After updating their résumé, the next step is to apply online to as many jobs as they can and wait for the interview offers to come pouring in. Good plan? Not really.

Job Interview

If you think the above scenario is the way to go, I have a suggestion for you. It would be far better to be proactive in your job search by approaching companies for which you’d like to work. Easy to do? Not really, but your success will be greater.

Here are five steps to take when making connections at your desired companies.

1. Discovering which companies are growing the fastest is the start of the job search. This should be your first step, yet so many people don’t realize how valuable this information is.

I tell job seekers that they should have a list of 10-15 companies for which they’d like to work. Many don’t; they have a hard time naming five. Yet if some of them were asked to name their top five restaurants, they could.

2. Once you’ve located the companies you’d like to researched and decided which companies are the ones for which you would like to work, you should dedicate a great deal of your computer time visiting their websites.

Study what’s happening at your chosen companies. Read pages on their products or services, their press releases (if they’re a public company), biographies of the companies’ principals, and any other information that will increase your knowledge of said companies.

Your goal is to eventually make contact and meet with people at your target companies, so it makes sense to know about the companies before you engage in conversation. This research will also help when composing your résumé and cover letter and, of course, it will come into play at the interview.

3. The next step is to contact people in your network–former colleagues and bosses–who might know people in your desired companies. Don’t be afraid to approach them; they’ll most likely help you if you left on good terms.

If you don’t have familiar contacts at your target companies, you’ll have to identify new potential contacts. You might be successful ferreting them out by calling reception, but chances are you’ll have more success by utilizing LinkedIn’s Companies feature.

LinkedIn’s Companies feature is something job seekers have used to successfully make contact with people at their desired companies. Again, research is key in identifying the proper people with whom to speak.

You might have first degree connections that know the people you’d like to contact—connections who could send an introduction to someone in the company. These connections could include hiring managers, Human Resources, and directors of departments.

Let us not forget the power of personal, or face-to-face, networking. Reaching out to job seekers or people currently working can yield great advice and leads to contacts. Your superficial connections (neighbors, friends, etc.) may know people you’d like to contact.

4. Begin initial contact with those who you’ve identified as viable contacts. Your job is to become known to your desired companies. Will you be as well known as internal candidates? Probably not, but you’ll be better known than the schmucks who apply cold for the advertised positions—the 20%-30% of the jobs that thousands of other people are applying for.

Let’s face it; going through the process of applying for jobs on the major job boards is like being one of many casting your fishing line into a pond where a few fish exist. Instead, spend your time researching the companies so you’ll have illuminating questions to ask.

So, how do you draw the attention of potential employers?

Send your résumé directly to someone you’ve contacted at the company and ask that it be considered or passed on to other companies.

The risk of doing this is to be considered presumptuous. As well, your résumé will most likely be generic and unable to address the employer’s immediate needs.

Contact someone via the phone and ask for a networking meeting. This is more acceptable than sending your résumé, for the reason mentioned above.

People these days are often busy and, despite wanting to speak with you, don’t have a great deal of time to sit with you and provide you with the information you seek. So don’t be disappointed if you don’t get an enthusiastic reply.

Send a trusted and one-of-the-best-kept-secrets networking email. The approach letter is similar to making a cold call to someone at a company, but it is in writing and, therefore, less bold.

Employers are more likely to read a networking email than return your call. Unfortunately, it’s a slower process and doesn’t yield immediate results.

You might prefer sending a message through LinkedIn. If you’re going to do this, make sure there’s another point of contact, e.g., someone the recipient can go to ask about you. Include in your message a person trusted and liked by your desired contact. Her’es an example:

Hi Karen,

I see that you’re connected with Mark L. Brown, the director of finance at ABC Company. I’m currently in transition and am very interested in a senior financial analyst role.

Although there is no advertised position at ABC, I’d like to speak with Mark about the responsibilities of a senior financial analyst role in ABC’s finance department. It is early on in the process, so I’m also scoping out the companies on my bucket list.

I’ve attached my resume for you to distribute to Mark and anyone you know who is looking for a senior financial analyst.

Sincerely,

Bob

PS – It was great seeing our girls duke it out in last weekend’s soccer match. I hope the two teams meet in the finals.

A networking meeting with the hiring manager or even someone who does what you do continues your research efforts. You will ask illuminating questions that provoke informative conversation At this point you’re not asking for a job, you’re asking for advice and information.

Two things could come out of a networking meeting. One, if they’re trying to fill a position within, your timing might be perfect and you might be recommended to the hiring manager. Two, you’ll ask for other people with whom you can meet. This is a great way to build a strong network.

5. Sealing the deal. Follow up with everyone you contacted at your selected companies. Send a brief e-mail or hard copy letter asking if they received your résumé or initial introductory letter. If you’ve met with them, thank them for their time and the valuable information they’ve imparted. Send your inquiry no later than a week after first contact.


People in the career development industry will never say finding a rewarding job is easy. In fact, the harder you work and the more proactive you are, the greater the rewards will be.

Take your job search into your own hands and don’t rely on coming across your ideal job on Monster.com, Dice.com, or any of the other overused job boards.

Your job is to secure an interview leading to the final prize, a job offer. But being proactive is essential to finding the companies for which you’d like to work, identifying contacts within those companies, and getting yourself well-known by important decision-makers.

 

7 reasons why you landed your job

Searching for a job was scary and one of the most difficult times in your life. But you made it. You landed the job you wanted. Your job search took longer than you would have liked, but you persevered for six months.

Success

When you think about what led you through your journey and to this new opportunity, you can pinpoint 6 distinct reasons:

1. You demonstrated emotional intelligence (EQ).There were times when you felt like throwing in the towel. You felt like staying in bed dreading the days ahead. Your feelings of despondency were unseen by others, save for loved ones and your closest friends.

When you were networking in your community, attending networking groups three times a week, and taking workshops at the local career center, you showed a confident demeanor. You were positive and demonstrated a willingness to help others. Despite negative thoughts, you did your best to help yourself and others.

Read 12 ways to show emotional intelligence.

2. You developed a target company list. Taking the advice of your career advisor, you made a list of companies for which you wanted to work. She told you to spend time researching your target companies and contacting people for networking meetings before jobs were advertised.

You left each networking meeting with different people to contact. You had the sense that one person, a VP of Marketing and Sales, had an interest in you. He led you to the door saying, “We might be in touch with you real soon.” But you didn’t rely on this one occurrence.

You continued to build your target company list and ask for networking meetings. You were spending less time applying for jobs online and more time meeting with quality connections. You were optimistic. You felt productive.

Read 4 components of job-search networking emails.

3. You upped your LinkedIn campaign. You knew how important it is to be on LinkedIn in order to reach out to many people across the state, the country, the world. You were told how important LinkedIn can be to your job search, but you were skeptical.

There was a great deal of work to do, including creating a profile that was based on your résumé, but you developed it into more of a networking document. You personalized it, employing first-person point of view.

You learned the value of connecting with people on LinkedIn, how you can narrow your search to consist of quality connections who are in your industry. Despite all this, you are behind the eight ball because you started your campaign later than others. Your realized you needed to play catch up.

Your company list was not developed in vain, as you used it to connect with people within those companies. One advisor told you to build your foundation in companies for which you wanted to work.

Read 10 steps toward a successful LinkedIn strategy (Part 1)

4. You networked the proper way. At networking events you were attentive to others, while also willing to ask for help. Many people think only of their situation, not of helping others. Not you. You kept your eyes open for opportunities for your networking companions.

When people ask you for leads at companies of interest, you gave them the names of hiring managers in various departments. You became known as the “Connector.” Weeks later, you were happy to learn of one of your networking companions landing a position at a company, based on one of your leads.

You also networked in your community. Told everyone you knew that you were looking for a job and asked them to keep their ears to the pavement. Who would have known that your neighbor across the street would be the reason you landed your job?

He worked at one of your target companies and knew the VP of marketing and would deliver your résumé to him. Put in a good word. You were asked to come in to have a few discussions.

Read 10 ways to make a better impression while networking

5. You wrote killer résumés. Yes, plural. Because you tailored as many of your résumés as possible to each job, knowing that every employer has different needs. A one-fits-all résumé doesn’t work. In addition, you eliminated fluff from your Performance Profile. It’s better to show, rather than tell.

Most importantly, you packed a punch in your Experience section by listing accomplishment statements with quantified results. Results like, “Increased productivity by 80%” sounds better than simply, “Increased productivity.”

Using your network was key in getting your résumé into the hands of the hiring managers, such as the time your neighbor delivered your value-packed résumé to that hiring manager.

Read 8 reasons why hiring authorities will read your résumé.

6. You nailed the interviews at one of your target companies. There were five interviews for the job your neighbor led you to; two telephone, two group, and a one-on-one. You were prepared for each interview, having researched the company, the position, their competition, even the interviewers.

You used LinkedIn to discover who the interviewers were. One was a youth soccer coach, like you. Another had gone to your alma mater. And another was a veteran, so you were sure to thank her for her service. That went over very well.

After each interview you sent unique follow-up notes to every interviewer, ensuring that you mentioned a specific point of interest made by each one. You even sent a thank-you note to the receptionist. Smart move.

After 6 months, you received an email from the VP of marketing telling you they were offering you the position of marketing manager and were also exceeding your salary requirement.

Read 6 ways to interact with one of the most important people in the interview process 

7. Your work was not complete. You didn’t forget the people who helped you along the way, such as the person who helped you revise your résumé, the people with whom you formally networked, and certainly your neighbor who led you to your new job. They deserved thanks.

In the true spirit of networking, there were people who you could help in a more meaningful way, such as Sydney from your networking group who was looking for an engineering position.

There was a mechanical engineer position opening in your new company. You mentioned the position to Sydney and gave her a good word. Wouldn’t you know; you changed Sydney’s life for the better.

Read 6 topics to include in your thank-you notes.

I’ve heard many stories from my clients who have similar plots to this one. Their job search wasn’t easy. Their landing was well deserved. But they had to display EQ, do their research, help others, and be willing to help themselves. If you are dedicated to do the same, your job search will be shorter.

A portion of this post appeared in Recruiter.com

Photo: Flickr Marc Accetta