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Finding Executive Jobs in the Current Economy: Change Your Search Strategy Now An ExecuNet FastTrack Program Presented by: Tucker Mays Bob Sloane Principals/ Co-Founders OptiMarket LLC

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Page 1: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Finding Executive Jobs in the Current Economy: Change Your Search

Strategy NowAn ExecuNet FastTrack Program

Presented by:

Tucker Mays Bob Sloane

Principals/ Co-FoundersOptiMarket LLC

Page 2: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

As an attendee, you will be in listen-only mode.

If you have a question, simply press *1 on your telephone keypad and you will be placed in the queue. You will then be announced and able to ask your question.  If you have muted your own phone, please be sure to “unmute” when you ask your question. You may submit questions via the “chat” feature, as well.

If your question is answered as the meeting proceeds, simply press *1 again on your phone keypad and it will remove you from the queue.

Please complete your evaluation before you leave!

Housekeeping

Page 3: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Finding Executive Jobs in the Current Economy: Change Your Search

Strategy NowAn ExecuNet FastTrack Program

Presented by:

Tucker Mays Bob Sloane

Principals/ Co-FoundersOptiMarket LLC

Page 4: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

• In a weak economy, terminated senior executives with strong career credentials take an average of a year or more to find their next job

• Should take no more than 8 months.

• Most rely on traditional methods - recruiters, published leads, known contacts, etc.

• Not effective in declining job market

Page 5: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Traditional Job Search Methods

• Recruiters• Published job leads• Known “warm” contacts• Larger companies• Full time positions as exclusive focus• Target only healthy companies• “Stay the course”

Page 6: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Why Traditional MethodsDon’t Work Now

Page 7: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Recruiters

• Account for less than 10% of searches

• Fewer assignments in weak job market

• Propose far fewer candidates in transition

• Hiring companies rely more on referrals

Page 8: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Published Job Leads

• In a weak economy, companies reduce magazine/newspaper ads to cut costs

• Internet Job Boards declining - more intense competition for fewer online postings

• Increase talent sourcing from referrals they know/trust

Page 9: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Known “Warm” Contacts

• Rarely aware of job opportunities

• Most not current on your skills and accomplishments

• Limited to own industry/former company contacts

Page 10: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Larger Companies

• Biased against age

• Less inclined to hire executives in transition

• Rising, promotable executives preferred

• Longer hiring process

Page 11: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Full Time Positions as Exclusive Focus

• Fewer openings in a shrinking economy

• In bad times, companies want to minimize risk/expense of full time hires

• Companies frequently have hiring freezes during slowdowns

Page 12: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Target Only Healthy Companies

• Usually hire, promote from within

• Most don’t need you when they are doing well

• Greater competition from outside, working executives seeking better opportunities

Page 13: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

“Stay the Course”

• Time is not on your side as your time out of work increases

• Become less attractive and valued the longer you are not working

• Huge opportunity cost in lost income

Page 14: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Comments and Questions

Page 15: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Different Search Strategies for The Current Economy

• Rely less on recruiters

• Limit time spent on published openings

• Expand “cold” network contacts

• Target smaller companies

Page 16: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

• Search for interim/consulting opportunities early

• Target underperforming companies

• Know when to change search plan

Page 17: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Rely Less on Recruiters

• Spend less than 10% of your time

• Meet only those you know, or through strong personal referrals

• Use national direct marketing - every six months

Page 18: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Limit Time Spent on Published Openings

• Spend less than 10% of your time

• Only respond to leads where the specs are a direct fit with your experience

• The ExecuNet exception

Page 19: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Expand “Cold” Network Contacts

• 80% of jobs are gained from those you did not know when your search began

• Four degrees of separation

• Reach out to 50 “warm” contacts in the first month, get a minimum of two referrals from each

• Contact 100 “cold” contacts every month thereafter until you complete your search

Page 20: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Target Smaller Companies

• 20 times more companies between $5 Million and $100 Million than above

• Care less about age and employment status

• Often relax specs for executives with larger company experience

Page 21: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Search for Interim/Consulting Opportunities Early

• As full time jobs decline, part time hires increase

• Easier to land - less company commitment, no health care, SS etc.

• Up to 40% lead to a full time job

• Strengthens your resume, ongoing market value

• Adds industry credential if targeting a new sector

Page 22: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Target Underperforming Companies

• Troubled companies need more help

• Less competition - difficult to attract working executives in weak job market

• Often need “outside” thinking, experience and skills

Page 23: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Know When to Change Search Plan

• Establish milestones up front

• Evaluate progress monthly: number of situations/openings, candidacies, finalist spots, and offers

• Modify strategy based on results

Page 24: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Use Milestones to Assess Your Search Plan

• Job Search Stages:Identify a viable job situation, become a candidate, become a finalist, get job offer

• Evaluate monthly: how many job situations, candidacies, finalist spots, and offers

• Executives reluctant to change job search approach if poor results, prolonging the search.

Page 25: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Job Search Milestones

Within: Number

3 months 16 openings

5 months 8 candidacies

7 months 2 finalist spots

8 months 1 offer

Page 26: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

When and How to Adjust Your Job Search Tactics

• Not enough situations identified within 3 months? - add more/different search channels

• Too few candidacies after 5 months? - - strengthen resume, direct marketing and networking techniques; consider expanding industries, geography

• Not a finalist after 7 months? - improve interviewing skill to “close”

Page 27: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

When and How to Change Your Job Search Strategy

• Change strategy if after 8 months:

- insufficient number of job opportunities

- lack of candidacies

- no offers

Page 28: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

• Good alternatives:- target “interim executive” roles exclusively - consult as a bridge to a full time job - become a full time consultant- non-profit - franchise ownership - teaching - start/buy a business

Page 29: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Summary: Changing Your Search Strategy in

The Current Economy

• Traditional “best practices’ aren’t effective

• Reduce effort spent in low probability channels - recruiters, published openings, big companies

• Don’t rely on networking to “warm” contacts you already know

Page 30: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

• Target smaller companies, troubled situations, interim/consulting assignments

• Gain referrals from your current contacts to new “cold” networking contacts

• Change course quickly if target milestones are not achieved monthly

Page 31: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Comments and Questions

Page 32: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

OptiMarket ®

Complimentary Career Search Critique

• We are offering our Career Search Critique™ to today’s ExecuNet Fast Track attendees . Limited time offer.

• Simply e-mail your request for a CSC within 10 business days to both [email protected] and [email protected]

• We will then send you a short CSC questionnaire. After reviewing, we will contact you directly.

Page 33: Bob sloane tucker_mays_finding_executive_jobs_in_the_current_economy[1]

Tucker Mays Bob Sloane [email protected] [email protected]

www.optimarketllc.com 203-921-0322