2. 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
3. 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
4. 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!
5. Job Search Campaign - Approach
• Narrow job targets using 3 dimensions
Industry
Position(s)/Function
Geography
• Undertake market research on targets
• Avoid speed bumps in targeting
6. 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!
7. 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
8. 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.)
9. Preliminary Target Investigation - Example
My Campaign Focus
Industry:
• Manufacturing----Industrial Equipment----
Engineered Materials---
• 30 Million—500 Million in Revenue---Profitable---
Strong Reputation
10. 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
11. 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)
12. 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!
13. Ways To Locate Target Companies & Data
About Targets
Internet—
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
14. 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!‟
15. 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)
16. 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.
17. 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!!!
