Uncovering the Hidden Job Market

1. Uncovering the Hidden Job Market Ken C. Schmitt SABPA – April 26th, 2009

2. Uncovering the Hidden Job Market • Today’s Market • The 3 Phases of Job Search • The 4 Quadrants of Job Search™ • The Accelerator • Options • A + C = T

3. Today’s Market Annual Average Unemployment Rates

4. Today’s Market • Growth industriesin San Diego • Small vs. Large Companies • Private vs. Public • CleanTech • Government • Healthcare • Defense • High Tech & BioTech

5. Today’s Market • High Demand Positions • Engineers • Accounting • Technical Sales • Scientists • International Financial Reporting • Business Process Improvement / Operations

6. The 3 Phases of Job Search Define. Develop. Deliver™ • Define your Message • Develop your Sphere of Influence • Deliver your Message

7. The 3 Phases of Job Search • Defineyour Message • Unique Talents and Skills - the “High Impact Resume” • Establish your targets • Create your 30 & 60-second “Career Pitch”

8. The 3 Phases of Job Search • Developyour Sphere of Influence • Identify your key network • Enlist the support of everyone around you • Don’t count anyone out • Diversify your network • Never stop building your network (even after landing a job)

9. The 3 Phases of Job Search • Deliveryour Message • Develop & follow a plan • Make connections not contacts • Seek out introductions, not “a job” • Leverage multiple sources • Stay in constant contact (monthly) • WIFT – What’s in it for Them?

10. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Online Postings • Recruiters • Attending Networking Events • Informational Meetings & Interviews

11. The 4 Quadrants of Job Search™

12. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Online Postings • The Ladders, 6figurejobs, Indeed.com, Simplyhired.com, Execunet, Monster, Careerbuilder • Average response rate = 3% - 5% • Great source of market intelligence • Good resource for non profit, academic, government jobs • 12% - 15% of professionals secured their job through an online job posting

13. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Recruiters • Industry based, functionally based, geographically based • Average response rate = 45% - 75% • Great source of market intelligence & referrals • Outstanding resource for highly technical and targeted positions • 12% - 15% of professionals secured their job through a recruiter

14. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Effective Networking • Networking is a one-on-one process that requires trust and a willingness to help others • Networking is about introductions, not jobs • Networking is an opportunity to leverage other people’s contacts by granting them access to yours • Networking takes practice and should continue throughout your entire career

15. The 4 Quadrants of Job Search™ “Job seekers are most likely to say they used friends and family (74%) and referrals from current employees at a company (70%) as resources when searching for a job.” “Additionally, 40% of job seekers say they used referrals from the potential hiring company's customers or vendors as a resource when looking for a position.” (Source: “Job Seekers: Personal Connections Still Matter” by Bryant Ott, Nikki Blacksmith, and Ken Royal; 2008 Gallup)

16. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Attending Events • Industry based, functionally based or broad based • CMS, FENG, ExecuNet, InlandNet, CafeNet, Executives in Transition • TiE, ACG, HBS, USC, IMA, IIA, CDF, SDSIC, CommNexus, BIOCOM, ABFO, ASTD, NIRI, WITI, Athena, MIT Forum, SDVG, HFTP, Connect, SHRM/NHRA, etc. • Great source of market intelligence & referrals • Seek out introductions, not “a job” – people want to help • Bring a “wing-man” • Follow up is key

17. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Attending Events – Helpful Hints • Scan the nametags for target companies • Arrive early and stay late • Stand near the drink station, buffet, registration table • Look for groups of 2 or 3 people • Make eye contact, smile and initiate conversations • Use inviting body language

18. The Keys to Effective Networking Potential Sources of Job Openings • Attending Events – Helpful Hints • Help others & they are more likely to help you • The goal is to “connect” with 3-5 people/event • Exchange business cards and make notes • The goal is to secure a one-on-one meeting • Follow up with an email to schedule a meeting • The goal of the meeting is to exchange referrals

19. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Attending Events – Helpful Hints • Conversation Starters: • “Are you a member?” • “Is this your first meeting” • “I see you work at xyz company, have you worked there very long?” • “I have heard of your company, what is your role in the organization” • “What does your company do?” • “How has the downturn in the economy affected your business?” • “What other networking events do you attend?” • “How did you find your position at xyz company?”

20. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Informational Meetings & Interviews • Seek out introductions, not “a job” • WIFT – What’s in it for Them? • Come prepared with questions, research & targets • Offer your 1-pager vs. your entire resume • Stay positive

21. The 4 Quadrants of Job Search™ Potential Sources of Job Openings • Informational Meetings & Interviews (continued) • Diversify your group • Manage your time – 5-10 meetings/week • Respect their time & be on time! • Respect their position & industry • Follow up is key

22. The Keys to Effective Networking Potential Sources of Job Openings • Informational Meetings & Interviews – Helpful Hints • Help others & they are more likely to help you • The goal of the meeting is to exchange referrals • Come prepared with questions & information • Bring your 1-Pager and your “30/60-second career pitch” • Follow up after the meeting & mention any referrals • Send an invitation to LinkedIn • Follow up again after each “referral meeting” • Develop a “Career Update” email • Provide closure at the end of your search

23. The Keys to Effective Networking What good is Networking Anyway? • “…real networking is about finding ways to make other people more successful.” (Keith Ferrazzi, “Never Eat Alone”) • W.I.F.T. – “What’s In it For Them”

24. The Accelerator - LinkedIn • LinkedIn is the one tool that will enhance each of the previous resources • It has become the tool of choice for recruiters & hiring managers • Nearly 32 million people maintain a profile on LinkedIn

25. LinkedIn Top 10 Reasons to get LinkedIn • It’s FREE! • Find previous employers, old classmates and former contacts • Develop a network of peers and service providers • Gain access to your colleagues’ contacts • Develop your list of target companies & search jobs • Gain insights about a company’s culture • Create “Groups” to encourage sharing of market intelligence • Showcase your skills to prospective employers • Research prospective employers prior to interviews • Enhance your “web presence”

26. LinkedIn 3 ways to Leverage LinkedIn for your Job Search • Based on your list of target companies/industries, identify professionals from these organizations and secure introductions through your network • Reconnect with peers, past co-workers, alumni and old friends to establish contact & enlist their support in your search for introductions • Utilize the job search option to identify potential openings and opportunities to tap into your network

27. Options • Relocating • Consulting • Changing Careers • Additional education & certifications

28. Attitude is Everything Attitude + Commitment = Tangible results • Maintain Balance • Look for an introduction, not “a job” • Be consistent • “Help them help you” • WIFT – What’s in it for them? • Follow up

29. TurningPoint Executive Search Connecting People. Inspiring Performance. Ken C. Schmitt, President 760.434.5401kens@turningpointsearch.net www.turningpointsearch.net