Convention connection - making the best use of job fairs

Black Enterprise, July, 2000 by Tanisha Ann Sykes

Your next job may be as close as a professional conference. Here's how to work it on the job fair circuit.

GINO CARR LETS OUT A HUMPH AS HE RECOUNTS THE TALE OF a job stint he did in a rotational program for new M.B.A.'s at a division of Honeywell International in Anniston, Alabama, a small town situated between Atlanta and Birmingham. For Carr, coming out of Duke University five years ago, it was a career-transforming opportunity that all started at the job fair at the National Black MBA Association Inc.'s conference.

To come out of a professional conference with a job like Carr did, you'll have to have a game plan. Have a list of five to 10 companies that you want to target and visit them first. "Don't haphazardly walk down the aisles and talk to various companies. Have a list [of companies you want to target], but allocate enough time to speak to companies not on your list," says Carr, 32, who has since been promoted to manager of aftermarket sales and operations for Honeywell in Torrance, California.

Job fairs at professional conferences allow you "to learn more outside of your normal experience" at a job fair, says Lorraine Balun, staff manager responsible for technical recruiting at All-state Insurance Co. in Northbrook, Illinois. Job fairs offer jobs and that's it, but "conferences have different speakers [and events], where you get more exposure to what companies are doing." It's also a good time to learn more about yourself through seminars on such topics as how to network effectively. But before you board the next flight, follow these tips to become knowledgeable about yourself and the companies that pique your interest. Are you ready? It's time to make the convention connection.

A JOB FAIR OF A DIFFERENT KIND

A job fair at a professional conference is unlike a traditional job fair. Here are a few of the characteristics of the latter: it's usually a day long; companies are from various fields, such as information technology and healthcare; and they are looking to fill jobs from entry to management level. On the other hand, at a job fair at a professional conference, you'll discover:

* There's more time. There's more time to talk to recruiters at professional conferences with job fairs because the job fair is running the length of the conference--usually three to four days. Before you get there, you have more time to prepare your resume and do research, because conference job fairs are advertised months in advance. Oftentimes, news of a traditional job fair pops up in the newspaper during the week of the event, and unless you have prior knowledge, you have little time to prepare.

* It's opportunity knocking. The networking opportunities at a professional conference are priceless. From peers and prospective companies, you can find out about the culture of the company you would like to work for, as well as its future plans. For example, "if there is an opportunity to share a conversation," then introduce yourself and join in, says Balun, who says you must be confident when networking at conferences. Intermingling with a small group, say two to three people, is fine, as long as you ease your way into the conversation. This is a good time to throw your hat in the ring, if you haven't already done so at the conference's job fair.

* There's more (content) for your money. Typically, a job fair has one goal: to provide candidates with jobs. At professional conferences there are developmental workshops and seminars that will make you a better professional, such as ones on time management and handling stress, in addition to job fairs.

* Companies spend more. Companies spend more money to sponsor events and invest in services, which oftentimes are designed to attract recruits and demonstrate the company's diversity initiatives.

Make sure to seek out other venues at the convention to aid your job search. Aside from the job fair, visit or participate in events to get the scoop on the company and the job opportunities it has.

* Participate in a panel. By doing so, you'll get name and industry recognition and, when the time comes, you're more likely to get the recruiter's attention faster. As representatives of the company, recruiters are likely to sign up for panel discussions as well, so it's another chance for you to converse with them.

* Go to opening- and closing-night ceremonies. It's probably where participants are the most excited and relaxed. Take the time to introduce yourself if you haven't already and ask questions about what the company is looking for in potential candidates.

RESEARCH THEIR ROLE ... AND YOURS

When researching a prospective firm, you must have a clear understanding of the company and its goals. To do this, tap into Internet sites such as www.wetfeet.com to find out a company's background. Take Cigna Corp., for example, which according to the site had revenues of $21.4 million in 1998, with a one-year growth rate of 7%. The site also lists the company's major businesses as insurance and financial services. Also, Cigna has openings in its legal, healthcare and financial services departments. And this is just the tip of the iceberg. You can pick up company brochures at the conference. However, if it's a company you've targeted, you should do your homework well in advance of the conference. The more you know about it and its products and services, the better you'll be able to offer your skills.