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The Person Who Has The Job You Want

December 5, 2011 By

Actually, there may be several people who have the job you want.

My advice is to contact them.

Why?

As the person in the chair they can offer you advice on how they got the role, skills did they emphasized during their search and what they are using today.  The difference between the skills emphasized and what they see now is very important; as it firsthand knowledge of what’s truly important to the people that will hire you.

They are great insight into the differences in the companies within the industry (what role does each company play, who is strong, who is weak, etc.).  Since their company has the role filled, you want their insight into those other firms.   They also can offer key contacts within the industry.

More importantly, they can be a good source of job leads.  As they sit in the chair today, people are likely to contact them about similar roles (networking contacts, recruiters, etc.), assuming they are happy, then most are likely to pass the role along to others.  This is why you always want to practice the “80% Rule of Networking” to establish a good start of your relationship.

I used this technique and it produced several good leads.  When I reached out to people, I told them that I was interested in the industry and wanted to get their opinion.   Never once did I ever ask for a job – though they knew I was looking for one.

I also found out much more about the role that I did not know before, there were items that were particular to both an industry and the firm.  These included key areas of focus, trends effecting the role, etc.   In a few cases, I realized that my skills were not as strong as a fit with the role as I had anticipated.

Give it a whirl – Talk to someone who has the job you want!  May be one of the better ways to find the job you want!

Good luck today!

Mark

Filed Under: General Tagged With: ,

Good Question: How to Avoid Networking Burnout

August 15, 2011 By

I blog on Proformative.com (on-line community for finance executives), this is one of the questions that I was recently asked.

Good question:

I have been in interview mode for about 8 months. How do I refresh from this process so that I don’t start to sound like a “canned speech”. I am networking and in interviews, phone and in person probably about 25 hours per week. Selling yourself starts to become tedious.

My answer:

Before I begin, if you are feeling burned out – take a break. Cancel your networking meetings. You only have one chance to impress and no matter how you try, if you feel burned out – it comes through to whomever you are meeting. Trust me, I’ve been on both sides of this equation. No one buys from a sales person who lacks confidence – and you are your number 1 sales person!

I found that burnout is a combination of three factors: low psyche (from not getting a role or being treated poorly in process), repetition of process (different people, same pitch) and too many similar meetings (all hat, no cattle).

  1. For the low psyche – two ideas:
  • Define ‘success’ as those actions that got you an interview or moved the hiring process ahead. If you only define success as getting a new role, then it’s tough to feel like you accomplished anything. Keep a running list of accomplishments for each week – 2 or 3. It’s these little accomplishments that will add up over time. (Also see my post on Redefining Success)
  • Pick a project that you can accomplish in short-time. Whether as volunteer, contractor or at home – I had a list of projects I could knock out. Gave me the rhythm of being at work, where I had the sense of moving things ahead.

I know both of these two may sound like parlor tricks, but the first is about what to expect from yourself and the second reminds you that bring value to a firm. I’ve given this advice several times and had good feedback – I’ve also used it for myself.

  1. Repetition:

What varied this for me was practicing the “80% Rule”, where 80% of my networking was focused on the other person. This strategy is a long-term investment in building a relationship because you are focusing on what you can do for that person – but I can guarantee it never gets boring.

You will get your chance to pitch, but it’s usually not the same – because most people return the favor and start to ask different questions and the networking becomes more collaborative. (See the resource “Networking Checklist” and blog post “Making Networking Effective – Your Timing is Everything“.)

  1. Too many meetings:

One of my mistakes in search was too much networking. I was taking too many of the same meetings or not making the most of my meetings.

For taking too many of the ‘same meetings’, try the “Daily Point System“. This tool will help you allocate your time to those meetings which make a difference.

For not make the most of my meetings, see the blog post “Roadmap to the Hiring Manager“, this was my discovery of aligning my request for help with the networking contact’s level of relationship with the hiring manager.  In short, asking for help that they can truly deliver.

This is just a starter – if you have other specific questions, please ask via the “Connect” tab – send me an e-mail.

Hope this helps.

Mark

Filed Under: General Tagged With: , , , , , ,

The Question That Ends a Meeting Quickly

February 21, 2011 By

“So tell me what your company does?”

When I get this question, I start thinking about what else I need to do today.  Why?  Despite having LinkedIn, Company websites, databases available via public library, etc., it tells me that this person across the table has not even taken 5 minutes to do a simple search.

Your willingness to invest into the meeting has a direct correlation with how much you will get out.  The more research you do the more likely you’ll understand the type of connections they will have, how you can help them, etc.  It’s also the first indication to the person with whom you meet whether or not you are taking the meeting seriously.

See the tool “10 Questions to Understand a Company” – whether your contact is a CEO, CFO, lawyer or banker – you can use these questions to understand what they do.

If you are meeting a service provider (lawyer, banker, etc.) most of them have extensive websites with explanation of services, biographies, etc. 

Always look beyond the work experience to their participation in professional associations, college/grad-school alumni, etc. – this gives you another area for networking and indicates where they invest their time. 

The reason you get more out of the networking meeting is because you leap past discovery into greater discussion about their background, issues about their business and how you can help one another.   Both of you will walk away from the meeting with a greater satisfaction and you’ve just made yourself more memorable to that person.

Also, see “Practicing the 80 Percent Rule of Networking” , “Anatomy of a Networking Meeting” and “Networking Meeting Checklist” to help your preparation.

Remember that this person will be likely networking/meeting with a dozen more people – so being memorable is important.

Good luck today!

Mark Richards

Filed Under: General Tagged With: ,

#1 networking rule: Practicing the 80% rule

December 21, 2008 By

If you think someone is important with whom to network, then chances are you are not alone.   Those people will be well sought after.

How do they decide with whom to share their networking contacts?  Assume you are on par with the other candidates in being polite, prompt, etc.  So what will set you apart?

Make the meeting a true networking meeting where both people feel they have gotten a benefit by practicing what I call the “80% Rule”.   80% of your networking should be figuring out what you can offer the other person.

My friend, Jeff Arnesen of Houlihan Lokey, one of the best networkers I’ve met, tipped me off : Give first, get second.    With 8,000 contacts, Jeff can offer more than the average networker.   He offers them when he feels the person with whom he meets is there to build a relationship.

This is how you should start the meeting and set the tone that you came to network, not just to get three or four more names with whom to network.   Trust me, with 400+ networking meetings under my belt – you’ll get those names and then some.

If you take care of your networking contact – they will take care of you.   Learn about their business, what is a target client, how do those clients make decisions, and what is a good networking contact for them.   Then think about the people you’ve met or know – is there someone you can connect them.

See the toolkit for ideas on 80% Rule on the types of connections you can make for different people you meet.

Filed Under: E. Meetings: Before, During & After Tagged With: ,

#3 – Networking creates value beyond yourself

December 15, 2008 By

How many people do you meet that say “I am too busy to network”?   Maybe it’s easier to ask who has kept their network up-to-date (assuming they have a network at all).

Your full-time networking offers a great deal of value to both yourself and the people you meet.  Simply because you are out there making connections while they are in the office.  You are keeping up to date with the new tools, networking groups, etc.

You are likely making connections that they can use to help build their business or even help them find another job.   I made over 250 business-to-business connections when there was mutual business value for both parties.  (See “Using the 80% Rule of Networking)

Expectation setting #3:  Don’t go into a meeting with your hat in your hand, you bring something of great value to the table.

Filed Under: A. 12 Search Expectations Tagged With:

Payback Your Network – Keep Sending Leads

December 15, 2008 By

With people staying in positions for shorter period of times, the odds of needing your network is pretty good.

You will be busy in your new job, but keep your eyes open.

Providing leads or valuable introductions can be as impactful as getting together once a quarter and takes a fraction of the time. 

So if you are pressed for time, keep those introductions coming!

Filed Under: N. Post Search Tagged With: , ,

Extending the ‘4 week window’ – Being memorable

December 15, 2008 By

The most difficult element in networking is getting those you’ve met to remember you.

In your initial networking meeting, besides sharing your targeted role and background, you want to establish a reason for that person to take a vested interest in you.  (Even if you already received three more names to contact).

Why?  Welcome to the 4 Week Window – This is the two weeks prior and the two weeks after your networking meeting.

  • Two weeks prior: Chances are when you meet your networking contact will not have any recent opportunities through their network.

  

  • Two weeks after:  After the meeting, your networking contact heads back to meetings, deadlines and their blackberry.   If you made a good impression, they are likely to remember you for about two more weeks and forward something they hear about.

 

Unless you get lucky on your timing, most network contacts will not have any opportunities for you in that 4 week period.  Building that vested interest is critical to help them remember you and your goal beyond the window.

Ideas on how to establish/build a vested interest

  • Pre-meeting homework: Find out what you can about your contact (work history, college, home town, boards, etc.).  Even the smallest connection can help start a conversation that will help them keep you in mind.
  • Practice the 80% rule at your networking meeting:  80% of your networking should be figuring out what you can do for the other person.  A two-way conversation helps tremendously in building a relationship.   You might be looking for a new role, but don’t forget that your network might help them.  
  • Develop your connections:  Keep your common interests or their business needs in mind and reach out to them with items of interest (e.g. alumni events for college, business opportunities, etc.)
  • Make introductions that help their business:  As you continue to network, make mutually beneficial introductions within your network.  Bringing people together to grow their business is a great way to become a valuable resource.
Filed Under: F. Getting Out There Tagged With: , ,