1

KNOW THE FACTSRECOGNIZE JOB SEARCHING IS

MARKETINGDEVELOP YOUR MARKETING PLAN

DEVELOP YOUR PITCH

Plan Your Marketing Strategy

Assess

PlanPrepare

Implement

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ADVERTISED POSITIONSVERSUS

HOW MOST PEOPLE FIND JOBS

Know The Facts

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Advertised Positions

Advertised positions account for only 10% to 20% of openings at any given time. Ninety (90%) of job seekers are applying to these positions.

Average Internet job posting produces response of 50-300 resumes The more popular internet job posting sites

produce even more competition

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2003

How Most People Look for Work

How Employers Look for Applicants

Want Ads 1st Internal Networks

Employment Agencies 2nd Job Postings

Placement Agencies 3rd External Networks

Word of Mouth 4th Placement Agencies

Direct Employer Contact 5th Want Ads

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Rates of Success

Using the Internet.

Mailing out resumes to employers at random.

Answering ads in professional or trade journals, appropriate to your field.

Answering local newspaper ads (lower success rate for jobs of higher salary).

Going to private employment agencies or search firms for help.

Asking for job-leads from: family members, friends, people in the community, and colleagues.

4%7%7%

5-24%

5-28%

33%

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Recognize Job Searching is Marketing

Assess

PlanPrepare

Implement

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Start With Value-Added Proposition To Potential Employers (A Stretch Goal Position Title)

Identify ~4 Key Functional Competencies To Support Position

Identify Skills that Support Functional Competence

Identify Job Titles for Each Functional Competency

Identify Growing, Hiring Industries

Identify Viable Target Companies

Develop Your Marketing Plan

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Plan to Achieve Your Goal

Most People In Job Searching Mode Have A Weak Plan – If Any At All. You don’t want to plan your job search to death, but

you want to take a few days to plan and then constantly modify your plan as you implement it

Experts Agree That If You Plan Your Job Search You’ll Be More Effective and See Results Faster.

The People Who Consistently Find Jobs Are The Ones Who Get To Work On A Well-planned Job Search And Don’t Quit.

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Step 1

Example Position Goal:

Chief Administrative Officer

The 1st step in in your job search is to decide what kind of work you want to look for – based on your longer term plans.

What is the eventual job title you want to hold? It may not be your starting job

title, but it’s your goal even if you have to be promoted into it, after you get hired

“Begin with the end in mind - Steven Covey

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Step 2

Example Key Functional Competencies:

1. Legal

2. Environmental Health & Safety

3. Human Resources

4. General Management

Identify ~4 Key Functional Competencies To Support the Position Goal You Established in Step 1

These should be functions in which you have demonstrated competencies

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Additional Example Functional Competencies

Business Development

SalesOperations

ManagementFinanceEngineeringSupply Chain

ManagementAccountingAdministrative

SupportProcurement

ConsultingResearch &

DevelopmentInformation

TechnologyLogisticsQualityMarketingTransportationRetailMechanicConstruction

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Step 3

Example Skills and Credentials:

Attorney

Engineer

HR Professional

Management

Instructor

EHS Professional

Networker

Sales & Marketing

Identify Skills or Credentials – Can Be Something that Demonstrates or Asserts Competence in Functions

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Step 4Human Resources:

1. HR Manager

2. HR Director

3. VP HR

General Management :

4. Chief Administrative Officer

5. Admin Director

6. Enterprise Support Leader

7. Regulatory Manager

8. Government Affairs Manager

Identify Several (4 to 6) Job Titles for Each Functional Competency for Which You are Reasonably Qualified Legal

General Counsel Environmental Attorney Employment Lawyer Energy Lawyer

EHS Environmental Director EHS Manager VP EHS VP Sustainability Safety Director

These should be Job Titles that would catch your eye if they were advertised

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Step 5

Example Industries:

1. Energy / Utilities

2. Manufacturing

3. Consulting / Law Firm

4. Commercial

Identify Preferably Growing, Hiring Industries In Which You Have An Interest Or Preferably Experience That Probably Uses One or More of the Functional Job Titles From Step 4

Be Sure to Consider the current top five hiring industries: Environmental Services / Clean

Technology Health Care Life Sciences / Pharmaceuticals Energy High Tech

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Step 6Example:

Energy/Utilities

1. Duke Energy

2. Metso

3. Piedmont Natural Gas

4. Time Warner Cable

5. AREVA

6. RollCast Energy

7. HDR

8. Siemens

9. Shaw

10. Babcock Power

For Each Industry Identify ~10 Viable Target Companies In Each Of Those ~4 Industries Viable Means They Meet Your

Preferred Needs such as Geographical Preferences Organizational Size Preferences They Are Hiring Somebody (Anybody)

Rank the Companies 20-60-20 Best Prospects Decent Prospects Shaky Prospects

End with ~40-50 Target Companies

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Is 40 Companies a Large Enough Target Market?

Probably not, but remember 40 is just your initial list

As you network and apply to employers, you will learn of new companies and need to replace companies on your list

Ideally your Target Market should generate 10 to 50 openings per month for which you would be qualified

If you are good at networking, you will be lucky to even hear about half of these

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Time for Some Math

Go back to step 4 and look at all the job titles (16-20) you listed that you could do1. How many of those jobs (not openings) exist right

now in each of those ~40 Target Companies (you can be specific, totaling for each company, or you can estimate one and multiply by ~40)?

2. How many years does someone typically stay in one of these jobs (in the absence of some other basis, use 2.8)?

3. How many openings each year are likely in your target market (divide Q1 by Q2)?

4. How many openings each month (divide Q3 by 12)?

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Conclusion: Initial Target Market is Large Enough

Number of Target Companies 40Number of viable jobs per Target Company 15

How many appropriate jobs (not openings) exist right now in your entire target market? Answer: multiply the average number of jobs per org by the # of orgs

600

How many years does someone typically stay in one of these jobs? 2.8

How many openings each year are likely in your target market? 214.3

How many openings each month? 17.9

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A KA :

P O S I T I O N I N G S TAT E M E N TB R A N D S TAT E M E N T

1 0 , 3 0 , 6 0 , 9 0 S E C O N D S E L F- M A R K E T I N G A D1 O R 2 M I N U T E C O M M E R C I A L

E L E VAT O R S P E E C H

Your Pitch

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Your pitch

Selling yourself You should be able to say what you want to do, and you are

prepared to do, for your next employer. You should be able to say it in ~ 25 words or so.

Name And Title (Profession) Occupation Field Of Interest Or Desired Position Something Special About Yourself: Talents, Experience Or Approach

The goal is to stand out from the crowd, so be memorable. Be prepared to say it to anyone at anytime.Back it up Be prepared to give specific examples of your achievements. Think on your feet - highlight the skills that would be most

important to the person that you’re talking to.

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Sample

I have eighteen years experience in all aspects of education and training. I've set up and run training centers and have hired and managed trainers. I've developed a variety of training programs--for stand-up training, video training and computer-based training. I've developed the training materials, including the layout, the design and the logo. I have trained over 800 people in individual and group programs, and have even designed and coded the student registration and grade reporting systems. I wanted to talk to you today because (your company is known for its excellent training programs).

Source: Kate Wendleton http://www.fiveoclockclub.com/careerCoach/06answeringQuestion.html

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Sample

I have eighteen years experience in computers, specializing in PC's. I have built PC's from scratch, and I've done software and applications programming on PC's. I also understand how important networking is. I've even networked together the PC's I have at home, and I belong to a group of PC experts so I always know who to talk to when tricky things come up. I can do anything that needs to be done with PC's. I can make PC's dance!

I'm excited about talking to you because I know your shop relies on PC's. I'd like to hear more about your plans and tell you some of the specific things I've done.

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Brief Pitch Exercise

If you came with someone, turn to that person; otherwise find someone nearby:Work together for 5 minutes to help each other develop a 30-second pitch that briefly describes each of your career goals

Turn to the person on your other side:Take turns introducing yourself using the 30-second pitch and begin a conversation

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Concluding Thoughts on Planning

Assess

PlanPrepare

Implement

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Work Your Plan

You need to plan your work and then work your plan!

Sometimes it’s hard to keep from wandering, but stick to your plan Having an organized plan that is reduced to a table of

objectives helps keep you on track Meeting with other active job searchers on a regular basis

helps you hold yourself accountable to your own objectivesSometimes it’s hard to tell if you are making real

progress in a job search Having a plan and tracking metrics helps you tell if you are.

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Data Shows

The major difference between successful and unsuccessful job-hunters is not

some factor out there such as a tight job market, but the way they go about their

job hunt!