The resume the pitch the close: what you need to know now about finding a job - Career Management

Black Enterprise, Feb, 2003 by Sonia Alleyne

THE ECONOMY IS BAD. SCRATCH that--it's in the toilet. As of press date, unemployment was at 6%. with thousands of talented, credentialed people struggling to find work. Evelyn Rivera is one of them. In November 2001, Rivera was laid off from Merrill Lynch & Co., where she worked as a marketing associate for six years. With roughly 10 years of public relations experience, a bachelor's in communication arts, and nine credits shy of a master's in the same field, Rivera has spent the last nine months booking meetings in a dead-end temp position at Morgan Stanley.

Many career experts agree that if you're educated, experienced, and good at what you do but have been laid off or out of work for more than a year, your approach to job hunting may be all wrong. First. forget what you knew. Landing a job today in this competitive job market requires--in addition to talent and skills--creativity, initiative. and extensive knowledge of your industry. Its important to have access to the right people.

"People think that resumes get you jobs," says Ron Mason, a human resources consultant formerly of Empire Blue Cross Blue Shield. "Resumes get you access, but you've got to increase the possibility of access through different techniques."

Consider the following techniques and hiring trends for getting in the door and landing a job:

BE PROACTIVE

Angella Bearden-Byrd, an executive staff member of Computer Science Corp. (CSC) in Fairfax, Virginia, hadn't considered leaving her job as an assistant VP of the information technology company CENTECH until a friend who had worked for CSC for 25 years told her about the benefits of joining a larger global IT company. On her friend's prompting, Bearden-Byrd introduced herself to CSC's top brass. "I sent out an e-mail to all the top executives of the comPany, saying that 1 was interested in joining and wanted to know if anyone had an opening in any of the business units." As far as Bearden-Byrd knew, CSC had no openings, but she remained persistent.

"I just put out a feeler. You've got to try your luck. You'll be surprised at what is not actually posted with HR, or in the newspaper, or through any other channels," Bearden-Byrd says. "And because people are busy, they may not have had the time to post the job?

Her assertiveness paid off. Less than, three months after September 11--a time when many employees were feeling the most vulnerable about the economy--she was hired at CSC. The lesson: You can't let fear paralyze your efforts. It's more important to be creative and forward thinking, literally seeking out prospects. Mason suggests targeting companies that are relocating. "In many situations, they are moving with only part of their staff." he says. "Reaching out before they make any solid decisions is an opportunity to gain access to a hiring manager within that company to make a direct pitch.

NETWORKING IS MORE THAN SHOWING UP FOR COCKTAILS

Since 75% percent of all jobs are attained through networking. 75% of your effort should be spent networking, says Andrea Bradford, a vice president at Right Management Consultants, a leading career placement firm in New York City. Most jobs are never posted. Thus, effective networking is finding professionals with whom you can develop a relationship and gain specific information about current opportunities in your industry.

Networking with a friend was Bearden-Byrd's entree to CSC. The recommendation from her friend went a long way. "They [hiring managers at CSC] contacted my friend and other colleagues about my background. They got back a lot of good information, and I ended up with four offers," she says.

Recommendations from associates often prove to be the most effective way to get your foot in the door. "Executives love to receive internal recommendations from employees who are already there because there is some history there," says Meldron Young, a human resources consultant at the American Management Association in New York City.

Bradford agrees. "With networking, a person may say, `I'll call my friend Joe and tell him about you.' People tend to hire people they know or who have been recommended by people they know."

Getting to know the right people, however, takes work. "People say they network all the time," says Bradford, "but what does that mean? Networking is more than an evening of cocktails at a social mixer. According to Mason, the information shared at such events is often dated. "Networking is about selling." says Bradford and not about looking for the "hookup" or complaining about why you're not working. It's learning to talk about yourself in the most impressive ways, while communicating your abilities, your experiences, and what they could bring to a prospective organization. There are several ways to effectively increase your networking opportunities:

* Ask for an informational interview. Most trade publications have a section resembling BLACK ENTERPRISE'S "On the Move" page, which is featured in the Powerplay department and lists the promotions and achievements of industry professionals. Mason suggests calling an executive for a discovery interview, where you can ask about his or her career path and new developments in the industry. "It takes the pressure off," adds Bradford. "You want their advice. You're not saying, `I expect you to have a job.' Make sure you put that disclaimer in when you call. But they can answer questions about who is hiring." Mason concurs, adding that discovery interviews often turn into job opportunities. "If they're like me, they may say, `You know, you should call Bob.' Bob may be the person you can ask for a job."