JOB-HUNTING 101: A GUIDE FOR THE NEW REALITIES OF THESE TOUGHER TIMES
DISCOVERING OPPORTUNITIES
THE OLD ADVICE: Stick to what you know
THE NEW ADVICE: Convince them there's nothing you can't do
The huge spate of layoffs and risks of bankruptcies in industries once considered the backbone of the economy are making one thing clear: You can't count on being able to do the same thing or even be in the same industry again.
Instead, you'll have to look for opportunities that may be outside your current experience, cast a much wider search, be adaptable - and prove you can adapt, says Ward Garven, managing director of executive recruiter Stanton Chase International in Calgary.
In fact, "companies that are hiring have decided their current staff are not providing what they need and are looking to bring in people who aren't set in their ways and can bring in outside perspectives and skills," he says. All the more reason smart job hunters should have no preconceptions about the field or position they want to end up in, he advises.
To find opportunities and position yourself for them, research what employers have been looking for in recent job postings, and calculate how your skills and experience can add value to those organizations, he recommends.
"Even employers who have imposed a hiring freeze will still make exceptions to take on candidates who can offer skills and ideas that can help them stay competitive," he says.
***
NETWORKING
THE OLD REALITY: Call or get together with everyone you can
THE NEW REALITY: Use technology, especially social networking sites, to spread the word and even let employers find you
Everyone has heard how keeping up your network is essential, but the reality is that many people who felt secure in their jobs may well have let all the old networking advice slip, says career coach Wayne Pagani, principal of WP Consulting Associates in Ottawa.
It's never too late to get your networking up and running again. But these days, few jobs are being advertised, everyone's trying to set up meetings with everyone else, and, more and more, employers are turning to technology to find the candidates they're looking for.
So you should be using it, too, to network aggressively and expand your contacts far and wide.
Mr. Pagani recommends posting your résumé on industry specific websites and being a regular contributor to on-line discussion groups to demonstrate your expertise.
He particularly recommends getting proficient with the features of the free website Linked In,posting not only a complete profile and contact information but PowerPoint presentations to stand out for recruiters seeking a certain type of candidate.
"Networking has become more of a two-way street because employers and recruiters are asking their contacts to recommend specific candidates who have the skills and experience they are looking for. And increasingly they are using websites to identify candidates," he says.
***
YOUR RÉSUMÉ
THE OLD ADVICE: A résumé is a document for the records, not a requirement for getting in the door.
THE NEW REALITY: A résumé must scream your value or it will hit the trash.
Today's résumé has to immediately answer a burning question: "Why should we even consider you when there are so many other highly qualified professionals available in the market?" says career coach Sharon Graham, president of Graham Management in Toronto. "To make the résumé a keeper, you must grab attention immediately by telling them you are their salvation."
She recommends that both your résumé and cover letter contain a logo or graphic element containing your name and a punchy four- to six-word phrase that defines your brand: the immediate value you offer a prospective employer.
And you've got to exceed every expectation, Ms. Graham says. She suggests a chart on the cover letter comparing the job requirements and your qualifications. For instance, "You are looking for a BA. I have an MBA and six years of experience."
To make the biggest splash, she suggests a four-step approach: Call the company and get contact information for the decision maker. Send an e-mail with your résumé attached. Follow that with a hard copy sent by courier. Contact the manager a few days later to confirm that everything was received.
And target your most likely prospects. Mass mailings are going to be ineffective in a shrunken job market, she adds. ***
SCORING AT THE INTERVIEW
THE OLD ADVICE: The initial interview is about "getting to know you."
THE NEW REALITY: The first interview is do or die.
With so many candidates and only limited ability to hire, employers are looking for the one person who can create immediate impact, Mr. Garven says. "You won't get a second interview if you can't show in the initial meeting that you have specific answers to challenges they face".
Before you even get to the interview, you need to put together a presentation that will demonstrate you know what they need now, he says. "Dig deep into what the company is going through. Be ready to discuss your ideas in areas such as increasing revenue, reorganizing business units or creating workplace efficiencies."
When you call for an interview, let them know "you want to talk about solutions," Mr. Garven suggests.
Interestingly, even though hiring managers may be busier these days, they are also likely to be more open to your request for a meeting. "Hard times make people more willing to tell war stories and trade advice," he says.
***
FOLLOWING UP
THE OLD ADVICE: Don't be a nag.
THE NEW REALITY: Remind them over and over of your value.
Potential employers will likely be receiving many impressive pitches, so it is doubly important to take steps to stay on their radar after the meeting, advises Atlanta-based career adviser and sports agent Molly Fletcher, author of Your Dream Job Game Plan: 5 Tools for Becoming Your Own Career Agent.
She advises jotting notes of impressions and key points you discussed in the interview, and immediately afterward sending a thank-you e-mail to the interviewer, reflecting on a topic or two to demonstrate you were intrigued by what was said.
Follow this up with another note that may expand on a comment or answer a question raised during the discussion. "This extra, personal touch is something many other job seekers are unlikely to do and gives you another opportunity to stay in the minds of interviewers through very little effort," Ms. Fletcher says.
Hiring managers have a lot on their plates and phone calls may be considered intrusions, Ms. Fletcher says.
If you haven't heard in a week or so, send another follow-up asking a question about another point you discussed in your interview. If you don't hear back, try again.
"If you are sending quality e-mails with good thoughts, you won't be considered a nag," Ms. Fletcher says.
If it becomes obvious they aren't interested, you can still get their help, she adds - with another note asking for help in connecting with others.
***PROVIDING REFERENCES
THE OLD ADVICE: Former employers can only confirm basic facts, so references are really a formality.
THE NEW REALITY: References are a make-or-break essential.
Employers can afford to be picky so they are looking more carefully than ever before for red flags and corroboration of achievements, says Heidi Allison, managing director of Allison & Taylor Inc. in Rochester, Mich., whose company checks references for hiring managers in the United States and Canada.
Even though privacy rules mean reference checkers can't ask for specifics about your previous job performance they will be asking the question "would you hire this person again if you could?"
Make sure the references you give won't hesitate, because that will be seen as a negative, she says.
The current fluid job market also creates potential reference check pitfalls, Ms. Allison says. Make sure your references haven't become victims of a layoff themselves and give cell numbers rather than work numbers if possible "If it is difficult to reach a contact, that will be considered a red flag for some employers," Ms. Allison says.
Also check you are still in the files of past employers who may have gone through reorganizations or mergers. A candidate who gives an employment history that can't be verified will be dropped from consideration for a new job, she adds.
***
NEGOTIATING THE OFFER
THE OLD ADVICE: If they want you, they'll pay up.
THE NEW REALITY: The lid is on salary offers, but you should still negotiate for extras.
"It is important to be sensitive to the realities of the job market and yet still know your worth and not sell yourself short," advises leadership coach Cassandra Gierden, principal of Prophet Coaching in Vancouver.
While the salary a potential employer is offering may be lower than you expected, don't stop at that number: Look at the whole package and see if they are offering, or you can negotiate, a better title, more perks, extra vacation or opportunities for training and development. Benefits and training may be in separate budgets that are not as squeezed as payrolls are at the moment, she notes.
Also ask whether an employer will review your salary in three or six months rather than the traditional annual review; if the economy shows signs of recovery by midyear, the wallets may open again, she says.
And while bonuses are no longer automatic, suggest that you be rewarded with one if you are able to create a substantial increase in revenues or bring in a big piece of new business, Ms. Gierden suggests.
"That's going to sound appealing to a manager hoping to hear about recovery."
***
MAKING THE FINAL DECISION
THE OLD ADVICE: Hold out for your dream job.
THE NEW REALITY: Jobs are tight. You may have to compromise, but you don't have to give up your dream.
And finally the big question: Should you settle for the first thing that comes along if it is ultimately something you don't have a passion for doing?
"It's always wise to invest as much time as you can afford to explore your options because taking an unsuitable job could mean you fail and that might set you back further," Ms. Gierden says.
At the same time, if the economy remains soft, the reality may be that a job with a good company, even if it is not your dream job, is better than no job at all, she adds.
Even if it's a step sideways or a shift in your typical role, you may find having opportunities for new experiences will allow you to grow into something you find rewarding, Ms. Gierden suggests.
"And at least you will have a regular paycheque to help you wait out the bad economy and plot a strategy to find your dream job."
