Networking in Career Transition – Into the Hidden Job Market Presented by Julie McGilvray, Client Services Manager Wilcox Miller & Nelson www.wilcoxcareer.com “ Wilcox Miller & Nelson celebrates 30 years of excellence as Sacramento's premier retained executive and board search, leadership development and career transition firm.”

Networking into the Hidden Job Market Networking Facts The Hidden Job Market Informational Interviewing

Networking into the Hidden Job Market

Networking Facts

The Hidden Job Market

Informational Interviewing

Job Search Methods How much time to spend in each area: 70% - 80% - Networking/Locating a “bridge” into a target company 10% - 20% - Working with recruiters 5% - 15% - Contacting companies directly 5% - 15% - Responding to ads on the Web, in classifieds

70% - 80% - Networking/Locating a “bridge” into a target company

10% - 20% - Working with recruiters

5% - 15% - Contacting companies directly

5% - 15% - Responding to ads on the Web, in classifieds

Networking Fact Networking is: Establishing and Maintaining RELATIONSHIPS with People who are Connected to You and to Each Other

Networking is:

Establishing and Maintaining RELATIONSHIPS with People who are Connected to You and to Each Other

Networking Fact The vast majority of job vacancies, estimates range from 75% to 95%, are hidden from the average job seeker.

The vast majority of job vacancies,

estimates range from 75% to 95%,

are hidden from the average job seeker.

Networking Fact You Know People - Creating Your Contact List A-Level contacts – Could hire you or create a position for you inside their company B-Level contacts – Influential, can open doors for you in target companies C-Level contacts – Not sure how they are connected, but there is some potential

What Networking Is A strategy for maximizing your odds in the job search by enlisting a team of advocates for the duration of your search and beyond. An organized method of gathering valuable market and industry information from people you know and, in turn, people they know. A reciprocal process that allows you to give, as well as get, information and leads, thus enabling you to build ongoing, mutually beneficial professional relationships.

A strategy for maximizing your odds in the job search by enlisting a team of advocates for the duration of your search and beyond.

An organized method of gathering valuable market and industry information from people you know and, in turn, people they know.

A reciprocal process that allows you to give, as well as get, information and leads, thus enabling you to build ongoing, mutually beneficial professional relationships.

What Networking Is In career transition, a way to meet with people who are currently performing the job you want to do, to help identify your transferable skills, learn what new skills you need to acquire and ask for advice on how to market yourself into the new field. How 70-80% of job seekers find their new positions.

In career transition, a way to meet with people who are currently performing the job you want to do, to help identify your transferable skills, learn what new skills you need to acquire and ask for advice on how to market yourself into the new field.

How 70-80% of job seekers find their new positions.

Where to Network People You Know Professional Organizations & Associations Chambers of Commerce, Trade Shows and Business Conferences Professional Networking Websites Volunteer Experiences

People You Know

Professional Organizations & Associations

Chambers of Commerce, Trade Shows and Business Conferences

Professional Networking Websites

Volunteer Experiences

Networking Facts Nearly one-third of HR professionals use social networking web sites to recruit or contact potential job applicants, according to new research from the Society for Human Resource Management [SHRM]. (2008 Society for Human Resource Management)

Nearly one-third of HR professionals use social

networking web sites to recruit or contact potential

job applicants, according to new research from the

Society for Human Resource Management

[SHRM].

(2008 Society for Human Resource Management)

e-Networking LinkedIn.com TheLadders.com ExecuNet.com

LinkedIn.com

TheLadders.com

ExecuNet.com

Six Key Steps in Networking Step 2 Identify and Research Target Companies Step 1 Creating a Contact List Step 4 Prepare for the Meeting Step 3 Arrange the Meeting Step 5 Conduct the Meeting Step 6 Follow-up Strategies

The Hidden Job Market Published Openings are only the “ Tip of the Iceberg”

The Hidden Job Market Where the Jobs Are

Informational Interviewing A way to follow up with a network contact Explore a new potential employer or industry Learn and identify the skills and experience you may need in a new career or industry

A way to follow up with a network contact

Explore a new potential employer or industry

Learn and identify the skills and experience you may need in a new career or industry

Informational Interviewing First Steps Identify the best network advocate for your targeted contact/company/industry Arrange an introduction, send a letter in advance Contact to arrange a face to face meeting

Identify the best network advocate for your targeted contact/company/industry

Arrange an introduction, send a letter in advance

Contact to arrange a face to face meeting

Sample Informational Interviewing Letter January 30,2009 Ron Krindler 44072 Gough Blvd. Glendale, AZ 85308 Dear Mr. Krindler: As the _______________(TITLE) of one of the most renowned companies in the _______________(FIELD) industry, I feel you might be in a position to give me advice concerning my career. I have been active in the _______________(FIELD) field since _______________(DATE), and have experience in _______________(ACTIVITY) and _______________(ACTIVITY). I am seeking a career change at this time and would appreciate any suggestions you may have. I am a/an _______________(TITLE) with over _______________(NUMBER) year’s experience in the field who is ready to pursue a new career using the skills that I have sharpened through my previous work experience. It seems that working for _______________(COMPANY) would provide the opportunity to combine my experience with today’s corporate objectives. I will be contacting you in the next few days to set up an appointment. Thanks again for your help. Sincerely, Your Name

January 30,2009

Ron Krindler

44072 Gough Blvd.

Glendale, AZ 85308

Dear Mr. Krindler:

As the _______________(TITLE) of one of the most renowned companies in the _______________(FIELD) industry, I feel you might be in a position to give me advice concerning my career. I have been active in the _______________(FIELD) field since _______________(DATE), and have experience in _______________(ACTIVITY) and _______________(ACTIVITY). I am seeking a career change at this time and would appreciate any suggestions you may have.

I am a/an _______________(TITLE) with over _______________(NUMBER) year’s experience in the field who is ready to pursue a new career using the skills that I have sharpened through my previous work experience. It seems that working for _______________(COMPANY) would provide the opportunity to combine my experience with today’s corporate objectives.

I will be contacting you in the next few days to set up an appointment. Thanks again for your help.

Sincerely,

Your Name

Sample Informational Interview “Script” (for someone you know) Introduction: ( Hi this is_____.) Reason for your call (As you know I recently left XYZ company and could use your help in my job search) Why them? (You have a broad background, know the industry, have also changed industries, Know some people, know my skills, etc.) Test for Acceptance-Give them a Choice ( Have I caught you at a convenient time?) Mini Commercial (Background, what you are looking for) (As you know I have 12 years of human resource experience, with a focus on organizational development. I’d love to do some brainstorming with you about companies that would value my skills and experience.) Ask for a meeting (Can we meet sometime for a cup of coffee? Will you have time over the next week or two? When would be a convenient date and time to meet?)

Introduction:

( Hi this is_____.)

Reason for your call

(As you know I recently left XYZ company and could use your help in my job search)

Why them?

(You have a broad background, know the industry, have also changed industries, Know some

people, know my skills, etc.)

Test for Acceptance-Give them a Choice

( Have I caught you at a convenient time?)

Mini Commercial (Background, what you are looking for)

(As you know I have 12 years of human resource experience, with a focus on organizational

development. I’d love to do some brainstorming with you about companies that would value

my skills and experience.)

Ask for a meeting

(Can we meet sometime for a cup of coffee? Will you have time over the next week or two?

When would be a convenient date and time to meet?)

Sample Informational Interview Email Referral To: Sarah Smith From: John Dawson Subject: Jason Jones suggested I contact you Dear Sarah: Jason Jones from Magna Corporation suggested I contact you. Jason is a mutual acquaintance of ours. We know each other through our children’s school. The reason for my email is that I’m considering a career move into corporate training and development. Jason tells me that this is your area of expertise and that you would be a good person to connect with. My background is in corporate communications, most recently as the Manager of Corporate Communications for Campos Company, a national commercial real estate brokerage firm. While at Campos, I had the opportunity to do design and deliver several training programs and am now looking forward to pursuing a full-time position as a trainer. I would appreciate getting your insight about the field and to ask your thoughts about companies I’ve targeted for my search. Would you have time over the next couple weeks for a cup of coffee? If so, when would be a convenient time? Thank you, Sarah. I look forward to the prospect of meeting you. Sincerely,

Overcoming Objections when calling to schedule a meeting Why don’t you send me your resume and let me take a look at it? I appreciate that, and I would like your opinion about my resume. But I really wanted to talk to you and get your ideas and insight about what you feel is going on in the marketplace. I think that any guidance you could give me would be very valuable. What exactly is it you want me to do for you? I am interested in any insight you might have with regard to the marketplace and where I might add value. I do not know of any jobs right now. That’s okay, I am more interested in your advice and input right now. That’s really why I want to meet with you. I would like you to be part of my network.

Why don’t you send me your resume and let me take a look at it?

I appreciate that, and I would like your opinion about my resume. But I really wanted to talk to you and get your ideas and insight about what you feel is going on in the marketplace. I think that any guidance you could give me would be very valuable.

What exactly is it you want me to do for you?

I am interested in any insight you might have with regard to the marketplace and where I might add value.

I do not know of any jobs right now.

That’s okay, I am more interested in your advice and input right now. That’s really why I want to meet with you. I would like you to be part of my network.

Overcoming Objections when calling to schedule a meeting I do not think I am in a position to help you. Just talking to you in person would be a help to me. I have been working for the same company for a number of years, and I am interested in your thoughts and ideas because I am sure they would help me in my job search. I would really like to meet with you, but I am busy over the next few weeks. I understand that – if the next week or so is not convenient for you, I could call you back after that and we could get together at a more convenient time. I am very organized and have prepared a few questions for you. I would only take about twenty to thirty minutes of your time. When would it be convenient to schedule a meeting?

I do not think I am in a position to help you.

Just talking to you in person would be a help to me. I have been working for the same company for a number of years, and I am interested in your thoughts and ideas because I am sure they would help me in my job search.

I would really like to meet with you, but I am busy over the next few weeks.

I understand that – if the next week or so is not convenient for you, I could call you back after that and we could get together at a more convenient time. I am very organized and have prepared a few questions for you. I would only take about twenty to thirty minutes of your time. When would it be convenient to schedule a meeting?

Prepare for the Meeting Prepare an agenda with questions you want to ask Research the company or industry using the internet and other sources If possible, obtain background information on the person and their role Write your 30-second commercial/elevator speech and “Tell Me About Yourself”

Prepare an agenda with questions you want to ask

Research the company or industry using the internet and other sources

If possible, obtain background information on the person and their role

Write your 30-second commercial/elevator speech and “Tell Me About Yourself”

Prepare for the Meeting Bring your marketing collateral (brochure, profile, business cards, and resume) in case they are needed Think of ways you can give back to your networking contacts Plan your attire to match the environment you are going into Get directions, plan to arrive at least 15 minutes early Prepare yourself mentally to have NO expectations of the individual knowing about job openings.

Bring your marketing collateral (brochure, profile, business cards, and resume) in case they are needed

Think of ways you can give back to your networking contacts

Plan your attire to match the environment you are going into

Get directions, plan to arrive at least 15 minutes early

Prepare yourself mentally to have NO expectations

of the individual knowing about job openings.

Write Your 30-second Commercial Be prepared to introduce yourself or describe yourself with a 30-second summary/commercial. (Statement is also useful at networking support meetings or in speaking with people informally about how they might help you.) Key components: Brief statement about yourself, family, early life, education (optional). Your early work experience and key accomplishments. More recent work experience, skills, key achievements. Current status, what you have to offer relevant to the marketplace. Define employment options you are seeking. Sample summary/commercial: The way you could help me is… (tailor according to your contact) What kind of assistance or information you are looking for I’m exploring new opportunities in new business development in the IT industry with a focus on web based organizations. What you’re looking to do I have been working in sales management for the past 12 years. My most recent position was as V.P. of Sales and Marketing for Jansen Clothing where I marketed information technology services to manufacturing. What you’ve been doing My name is Michael Martin Your name

Be prepared to introduce yourself or describe yourself with a 30-second summary/commercial.

(Statement is also useful at networking support meetings or in speaking with people informally about

how they might help you.) Key components:

Brief statement about yourself, family, early life, education (optional).

Your early work experience and key accomplishments.

More recent work experience, skills, key achievements.

Current status, what you have to offer relevant to the marketplace. Define employment options you are seeking.

Sample summary/commercial:

Conduct the Informational Interview Meeting 30-second commercial Ask questions - have them ready Networking/Business cards Respect their time

30-second commercial

Ask questions - have them ready

Networking/Business cards

Respect their time

Ask Thoughtful Questions Jobs/Roles What functions are included in your work? What is a typical day like? What are the greatest satisfactions you derive from this kind of work? What are the desired skills, abilities and personal qualities in this field? How did you get in this field? Companies/Organizations/Work Environment What do you like (and dislike) about your company (organization)? How would you describe the leadership team? How are decisions made? What is the culture of this organization? How much work is done independently and how much involves group work? How would you describe the work environment? Industries How might someone with my background enter this field? What are the challenges or issues confronting people in this field? What is the current demand for people in this field? What vendors do you do business with? (Is there someone at those vendors who would be willing to give me information about their business?)

Jobs/Roles

What functions are included in your work? What is a typical day like?

What are the greatest satisfactions you derive from this kind of work?

What are the desired skills, abilities and personal qualities in this field?

How did you get in this field?

Companies/Organizations/Work Environment

What do you like (and dislike) about your company (organization)?

How would you describe the leadership team? How are decisions made?

What is the culture of this organization?

How much work is done independently and how much involves group work?

How would you describe the work environment?

Industries

How might someone with my background enter this field?

What are the challenges or issues confronting people in this field?

What is the current demand for people in this field?

What vendors do you do business with? (Is there someone at those vendors who would be willing to give me information about their business?)

Ask Thoughtful Questions Targets and Contacts: Would you be willing to review and comment on my target list of companies? Are there particular companies or employers that might be a good target for me? Do you know of any openings or specific opportunities right now for someone with my background? Are you aware of particular organizations that might have need for someone like me? (growing, restructuring, new contract, etc.)

Targets and Contacts:

Would you be willing to review and comment on my target list of companies?

Are there particular companies or employers that might be a good target for me?

Do you know of any openings or specific opportunities right now for someone with my background?

Are you aware of particular organizations that might have need for someone like me? (growing, restructuring, new contract, etc.)

Ask Thoughtful Questions Solicit Feedback: Have I articulated my goals and skill areas clearly? Have I provided clear examples of my experience and transferable skills? What skills, abilities and personal qualities do you think are most desirable in high performing people at my level in my field? Given your understanding of my skills and background, what barriers would I have to overcome to make the transition?

Solicit Feedback:

Have I articulated my goals and skill areas clearly?

Have I provided clear examples of my experience and transferable skills?

What skills, abilities and personal qualities do you think are most desirable in high performing people at my level in my field?

Given your understanding of my skills and background, what barriers would I have to overcome to make the transition?

Ask Thoughtful Questions Advice: Are there other people you know that you suggest I speak with? Would you be willing to provide an introduction? May I use your name? What professional journals and organizations would you recommend? Now that you know more about me, what questions should I have asked? What else should I be thinking about? Are there any industries, sectors or roles to which you think my skills and abilities would transfer readily? How would you recommend I position myself? If you were in my situation, what direction would you choose? How would you conduct your search? Give Back: How can I help you?

Advice:

Are there other people you know that you suggest I speak with? Would you be willing to provide an introduction? May I use your name?

What professional journals and organizations would you recommend?

Now that you know more about me, what questions should I have asked? What else should I be thinking about?

Are there any industries, sectors or roles to which you think my skills and abilities would transfer readily? How would you recommend I position myself?

If you were in my situation, what direction would you choose? How would you conduct your search?

Give Back:

How can I help you?

Follow-up after the Informational Interview Always thank people for their time, advice and leads to other people or opportunities Hand written thank-you note, or email Ask how you can keep in touch or follow up Offer to create a reciprocal relationship Strive to create long-term relationships

Always thank people for their time, advice and leads to other people or opportunities

Hand written thank-you note, or email

Ask how you can keep in touch or follow up

Offer to create a reciprocal relationship

Strive to create long-term relationships

Sample Thank You Letter January 14, 2009 Ms. Julie McGilvray, Client Services Manager Wilcox Miller & Nelson 100 Howe Ave., Suite 100 Sacramento, CA 95825 Dear Ms. McGilvray, Thank you so much for taking the time to meet with me yesterday and providing me with information that already has proved valuable in my job exploration efforts. As a result of your leads, I have arranged two meetings, one with the sales manager at Prosper Financial and the other with a vice president of Union Insurance Agency. I found your perspectives on the financial services industry to be informative. The incisive questions you asked will help me think through the career decisions I face. Above all, I appreciate the personal support you have shown in my current endeavor. I will certainly keep you posted on the progress of my search. Sincerely, Your Name/contact information

January 14, 2009

Ms. Julie McGilvray, Client Services Manager

Wilcox Miller & Nelson

100 Howe Ave., Suite 100

Sacramento, CA 95825 Dear Ms. McGilvray, Thank you so much for taking the time to meet with me yesterday and providing me with information that already has proved valuable in my job exploration efforts. As a result of your leads, I have arranged two meetings, one with the sales manager at Prosper Financial and the other with a vice president of Union Insurance Agency. I found your perspectives on the financial services industry to be informative. The incisive questions you asked will help me think through the career decisions I face. Above all, I appreciate the personal support you have shown in my current endeavor. I will certainly keep you posted on the progress of my search. Sincerely, Your Name/contact information

Points to Remember 70% - 80% of jobs are found in the Hidden Job Market Informational Interviews lead to future opportunities and assist you in gathering information during the career transition process Networking works!

70% - 80% of jobs are found in the Hidden Job Market

Informational Interviews lead to future opportunities and assist you in gathering information during the career transition process

Networking works!

Thank You Julie McGilvray, Client Services Manager Wilcox Miller & Nelson 100 Howe Ave. Suite 155 North Sacramento, CA 95825 916-977-3700 www.wilcoxcareer.com “ We partner with organization to align their people plans with their business strategies.”