1.) Finding Opportunities
2.) Career Autobiography
3.)
Resume Writing and Cover Letters
4.) Resume
Posting and Distribution
5.)
Job Descriptions
6.) Relevant Resume
Submittal
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1.) Finding Opportunities: Where should I look?
Who should be interested in me? What events should I attend? What job boards work?
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Where should I look and who should be interested in me? The first thing I recommend is to imagine the shape of a cross.
The horizontal bar represents companies that are on the same plane as your previous company. Typically
these would be considered as direct competitors, but could also include companies that market similar products through similar
channels. An example would be if you sold wood windows. You know who your main wood
window competitors are, but you should now look at metal window companies. Then as you move away from the
intersection of the crossbars you add additional products within you industry but less similar in application.
Example: Wood Windows, metal windows, wood doors, metal doors, etc. By the way,
you should know the details of any non-compete documents you have signed before you start your search.
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The lower portion of the vertical bar of the cross represents what
products and services come before your product in the marketplace and the upper portion past the horizontal bar represents
market activity after your product(s) are developed. An example of lower vertical line companies would be manufacturers that sell glass and hardware to your window manufacturing
company. They should appreciate your knowledge about their product line and the industry because you probably
promoted the attributes of their products during the presentation of your finished window product, i.e. specialty glass, window
hardware, etc.
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An example of the upper vertical line companies would be where your previous company marketed its
products. For example if you sold through distribution, then every other supplier to each one of your distributors
should be able to appreciate your value in the marketplace. Get a line card from each distributor and network
back through the other suppliers. If your job was to promote to Architects, then ask your architectural
contacts who else serves their needs in a similar fashion. When you work back through these chains it is
helpful to get a letter of recommendation from the common link.
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What events should I attend? After you have determined
the companies that you would like to pursue, start by taking an in-depth look at their websites. Naturally,
you should check out their Career page to see what they have posted. Sometimes there will be opportunities
at companies that are not posted on their website. Case in point, last year I filled a position for an
International Sales Manager that was not posted on the company’s website even though they had several other positions
listed. You should get a feel for their corporate culture, including Mission Statement, and pay attention
what seems to be important to them. Also make note of the words and phrases that they choose.
This will all be helpful to you when you customize your resume and even more important when you get to the interview
process. Then network to find business acquaintances that can help you apply to the companies.
Sometimes it is a friend or a “friend of a friend” who helps you open a door. It is
not always possible, but in most cases I recommend that you talk to someone who works at the company that you want to approach
and see if they can help you by becoming your inside coach. Remember to stay focused on the “people”
world and not the “electronic” world. After all, people still hire people.
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After you have targeted the companies that you would like to approach
find out what trade shows they attend. If you can attend these shows, ahead of time you could possibly
set up an interview during the days of the show. Please respect the exhibitors at these shows.
They have made a great expense to promote and sell their products and services, not to talk to random job seekers.
However at reception banquets, breakfast or lunch events, seminars, golf outings you have better and more receptive
networking opportunities.
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2.) Career Autobiography: Whether you are a current active “job seeker”, part of the hidden talent pool of people who would be willing
to talk to someone if the right opportunity comes along, or if you are just someone who wants to get their affairs in order
just in case you find yourself in need of exploring new opportunities, I recommend that you take some time to write an unabridged
version of your career history that will help you organize all of your abilities, responsibilities, accomplishments, and industry
activities in one place. This comprehensive document is not a resume but rather a career autobiography
and a source of information that you will use to retrieve relevant information for specific opportunities. It
will assure that you include any pertinent information that might accidentally be omitted. Most of us have
accomplished more than we immediately remember, and have participated in valuable activities and training that we forget because
it was “just part of our job.” Now is the time to take inventory. Some common
information that is omitted includes certifications, Association membership or participation, trade show participation, corporate
training programs, continuing education classes, etc.
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3.) Resume Writing and Cover Letters: Between all the job boards, outplacement services, employment agencies and recruiting firms there are several different
opinions about how format and write resumes and cover letters. I would suggest that first you go to a job
board like www.monster.com or www.hotjobs.yahoo.com, or other job boards, where they have templates for you to create resumes and cover letters free of charge. You
should use the information in your career autobiography to make sure that you are representing yourself adequately.
After you have finished going through the template then you should create a similar resume in a word document format
that you can save on your computer. Another
way is to pay a professional resume writing service to help you write the best resume of all times, and a cover letter to
go with it. If you are not sure about your ability to create a first class resume and cover letter for
yourself, then I recommend the use of a professional resume writing service. They will usually recommend
a cover letter that can be customized to address each specific position that you solicit.
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4.) Resume Posting and Distribution: Okay, here is where it gets interesting. In my opinion, I believe that every job seeker should have
a targeted list of companies where he or she would like to work, and brings a strong value proposition to each of these companies,
and to diligently pursue those companies first. However, I can’t deny that sometimes resumes posted
on job boards do provide rewarding careers for job seekers. While I believe, as a recruiter, that I would
rather network my extensive personal database of industry professionals to ask my contacts who they know that might be in
need of exploring new opportunities, I admit that about half of our placements are from finding qualified candidates through
resume searches. If you give me the right keywords to find, I will find you. Well known job boards like www.monster.com, www.hotjobs.yahoo.com, www.indeed.com, are good place to post your resume, but also check out the careers section for all Associations affiliated with your industry.
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I am a big supporter of Association participation.
If you have been active in any associations this is the time to become even more active. If you
have not been active, this is the time to get active. If you know associations that serve your industry
but you have never joined, attend a meeting or two as a guest and see if this would be a good time for you to sign-up.
Typically Associations are made up of the “movers and shakers” in any market, and they like to help out
their fellow members when possible.
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Keywords are critical when posting your resume on job boards in hopes that hiring
authorities will find you. Therefore, when posting your resumes on job boards make sure that you have included
as many relevant buzzwords as possible to make sure that your resume is pulled up during electronic keyword searches.
You may not want to include all of these words on your official word document resume, but they need to be included
on the job board postings. For example, if you used to work for a well-known manufacturer of many cement
based products and accessories, don’t assume that your resume will pop up because you listed the name of your company
and that everyone in the industry will know what you have sold or produced. What if the entry-level Human
Resource person who is doing keyword searches by product type, i.e., concrete patching, bonding agents, admixtures?
Then your company name alone will not do the trick.
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My
biggest caution to job seekers is that it is easy to be lulled into a false sense of security by submitting your generic resume
in reply to numerous online job postings. The hiring authorities get hundreds of resume submittals from
candidates that are not remotely qualified, but are submitting their resumes hoping that something might just stick.
Yours is caught up among them. Don’t be surprised if you don’t get a timely call back.
I will address some of the more effective ways to submit your resume under the “Relevant Resume Submittals”
section below.
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5.) Job Descriptions: Job descriptions come in all shapes
and sizes. Some job descriptions are very generic and do not give enough information about the position
requirements or the identity of the company. This makes it difficult for the candidates to facilitate the
review process for the hiring company, but there is not much you can do about it. If you have a job description that contains information about the desired
qualifications for a potential candidate and some mention of the responsibilities of the position, then you can use this information
to make yourself stand out from the rest of the pack. I ask my candidates to perform a “line item
comment” exercise before they put together a customized resume to be submitted. This has to be very
truthful and accurate information about the candidate. It is amazing how this very simple exercise helps
a candidate focus on what is important to the hiring company. Many times we submit the “line item
comment” sheet with the resume to show the support information as to why a candidate matches up with the company’s
needs. This helps the hiring authority quickly determine if this candidate should make it to the next step.
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6.) Relevant Resume Submittals and Cover Letters:
One of the most helpful tools to the hiring authority is a comprehensive resume that
explains all work history and skills, but also showcases the candidate’s relevant experiences and skills as they pertain
to the needs of the hiring company. This is not a “Tell them what they want to hear” approach
but rather a way to state, “You said you are looking for this skill, and I have it.”
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The format that works best for me is: Objective;
Summary of Qualifications; Work History; Education; Special Training, Certifications, and Associations.
If it is a position that requires a special degree like Chemistry or Engineering then I put the Education category
before work history.
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Objective: State the position tile and company name that you are applying for. Example:
“To pursue the Regional Sales position with Anderson Executive Partners for the southwest.”
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Summary of Qualifications: This
allows you to pull up from any part of your Work History experiences and skills that qualify you to pursue this position.
I recommend a bullet format here, and I recommend that you address the specific qualifications and responsibilities
that they mentioned in the job description. Make sure that this information is also included under the
Work History section where you learned or experienced it.
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Work History: This chronological summary
of your work experience should start with your most recent position and work backwards. Most Human Resource
professionals want start and stop dates by month and year, not just year. Many recruiters and consultants
have different opinions on how much to present, but for me more relevant information is best. You could
even include the websites of your previous employers, if you know that will make a positive impact on your review.
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Education: Please show your
educational history and plainly state if you have a degree or not. Some candidates try to make it look
like they have a degree from the way they write about their numerous hours of education. That actually
draws a red flag. If you are still pursuing a degree, or intend to complete the degree either through night
school or online, then just state the honest facts.
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Special Training, Certifications, and Associations:
Many candidates omit valuable information on special training or certifications that they have received either on the
job, or through extra effort. List any relevant association participation, including membership and trade
show activity, including seminars that you attended or conducted. You may not be a member, but you
may be a participant in the industry trade show either as an exhibitor or attendee.
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Harmful use of a generic resume with a specific cover letter:
If you have hired a resume writing company to help you write “the best resume ever” and a cover letter
that can be customized for each position be careful that you take the time to really customize the cover letter.
I have seen too many cover letters addressed to “Whom It May Concern” when the candidate already knew the
name of the company and the name of the individual who would be reviewing the resume. Sometimes the name of another company appears in the text because the author
did not change the name of a cover letter submitted to an earlier company during the cut ‘n paste process.
Whoops! It happens, and it does not have a positive impact. Also, the introduction of the cover letter can be loaded with great sounding words about your intelligence,
diligence, loyalty, honesty, and on-and-on. Sometimes it becomes a list of characteristics that we would
hope to find in any candidate and then it becomes boorish, and begins to read like “Blah, Blah, Blah, and Blah-blah.
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The other thing that can happen with a generic resume and a specific cover letter is that the cover letter
becomes separated from the resume. Sometimes, especially with very busy triple A personalities, they want
to “cut to the chase” and get right to the resume and completely ignore the cover letter. Have
you ever been on an interview and someone asked you if you have any experience in a certain area and it is explained in great
detail in your cover letter? If so, you know what I mean.
