Establishing A Targeted Job Search Campaign

Key Elements of An Effective Job Search Campaign

• Establish Your Strategy

“ If you don’t know where you are going, you might end up somewhere else”

---Yogi Berra

Key Elements of An Overall Effective Job Campaign

• Establish Your Strategy• Be Flexible• Adapt your strategy to what is working well• Employ Common Sense & Realism To Campaign• Develop ‘Survivor’ Mentality

“ In order to succeed, your desire for success should be greater than your fear of failure”---Bill Cosby 

Key Elements of An Overall Effective Job Campaign

• Establish Your Strategy• Be Flexible• Adapt your strategy to what is working well• Employ Common Sense & Realism To Campaign• Develop ‘Survivor’ Mentality• Create a Healthy Network • Have a Broad Perspective• Transferable skills to other companies• Other potential regions • Demonstrate Passion• Focus on the job you want, not on the job you need!

Job Search Campaign - Approach

• Narrow job targets using 3 dimensionsIndustry

Position(s)/Function

Geography

• Undertake market research on targets• Avoid speed bumps in targeting

Developing Job Targets

• Similar to a salesman’s prospect list• Three elements of a job target

Who Industry---Companies----Size

What Specific position(s) of functional area

Where Geography to consider

• How many targets to develop• The higher the number, the greater probability of

success

Key: A job target is not necessarily an open position!

Construct A Preliminary Target Investigation

• Why------ 1) Helps avoid unrealistic opportunities

2) Establishes clearer focus going forward

• What does a Preliminary Target Investigation (PTI) look like?

• Way(s) to proceed

Preliminary Target Investigation

• Create a spreadsheet using elements of a Job Target as headings

• Brainstorm the possibilities under each heading (by yourself or with someone)

• Establish a preliminary criteria list• Undertake research for companies, organizations

fitting criteria • Prioritize company list (i.e., A, B, C categories of

interest)• Review preliminary target list with others• Consider targeting situations (i.e., turnarounds,

family business, etc.)

Preliminary Target Investigation - Example

My Campaign Focus

 Industry:• Manufacturing----Industrial Equipment----

Engineered Materials---• 30 Million—500 Million in Revenue---Profitable---

Strong Reputation

  

Preliminary Target Investigation - Example

My Campaign Focus (con’t)

   

Specific Position or Functional Area: • VP, Sales & Marketing, • Sales & Marketing Director, • Regional Sales Manager, • General Management; • VP/GM, Business Segment Leader

Preliminary Target Investigation - Example

My Campaign Focus (con’t)  

Geographical Area: • Northern Indiana, • Southwest Michigan, • Chicago, • Eastern Ohio. (Commutable)• Eastern Pennsylvania, • Delaware, • Central New Jersey, • New York, • Houston, Texas. (Relocation preferences)

Ways To Locate Target Companies & Data About Targets

3 Key Sources---Libraries, Internet & Networking

Libraries • Use the Librarian!! Valuable resource and time

saver!• Manufacturing & Service Directories---Harris,

Reference USA• Various Organization References, Directories—

Kennedy’s• Executive Recruiter List, List of Associations• Check out other libraries

Key: Don’t drive around---ask for help!

Ways To Locate Target Companies & Data About TargetsInternet—

Good news & Bad news• Good- World’s largest warehouse of information• Bad World’s largest…..

Key: Be as targeted as you need in your search!

Networking--- • Expands contacts; provides intro for direct contact

Key: Majority of jobs obtained through networking & direct mail/contact

Speed Bumps To Avoid In The Targeting Phase

• Not targeting enough companies, organizations • Targeting industries instead of companies• Not doing enough research on your ‘A’ list • Performing too much research• (Ask yourself—do I have enough info to speak

credibly about key issues?)• Relying too much on one or limited sources

Key: ‘If everyone in your network is like you, it is not a network, it is an anthill!’

Ways To Approach Your Targeted Companies

Direct Contact• Who---Key decision makers or influencers• How—Intro from network contacts, direct call (Your

call needs to grab their attention)

 

Ways To Approach Your Targeted Companies

 Direct Mail• Target letter to decision maker• Letter focused on your interest for contact,

highlighting key attributes• Attach key marketing document (resume) • Establish set number to send (i.e. 20-30 per week)• Timely follow-up with phone call

Key: Important to establish a target of weekly follow-ups by phone. Helps create pipeline of activity.

Summary

• Align targeted job campaign with ‘who you are and want to become’

• Clearly define your focus, criteria• Undertake appropriate level of research• Create target level of contact and best approach• Provide focused communications to key decision

maker• Establish timely follow-up to create activity pipeline• Review results to determine if different approach

needed.• Stay Focused And Deliberate To Your Process….But

Be Sure To Leave Time For Yourself and Others!!!

Establishing A Targeted Job Search Campaign