Many job seekers search long and hard, but don't search smart. Coaching can help you shorten your search and increase the number of offers you receive. Each individual search is different, but here is an overview of the steps to success:
  1. Update yourself on the field or industry (including private companies, government, not-for-profits) in which you plan to seek a position. Do this even if the job is exactly the same as your previous position. Research trends, challenges and opportunities. This will help you determine whether the position is right for you, help you decide on any further training, and make you even more knowledgeable in meetings. This might take 5-10 hours of internet plus library research, but it's worth your time.

  2. Assess your interests, values, skills, personality, and environmental preferences to determine a professional objective. Make sure you are going for a job that is right for you.

  3. Decide on targets - industry, geographic location and position. Then select 50 specific companies or organizations to investigate further (your list may eventually grow to 200). You won't know at this point how many have open positions. Put these specific places on a list to show to your networking contacts, and ask them what and who they know in these organizations.

  4. Prepare four tools:
    • A short statement (three sentences is fine) to answer questions like:
      ----"What's up?"
      ----"Why did you leave?"
      ----"Were you let go?"
      ----"Oh, you're looking for a new job?"
    • An "elevator speech" to explain who you are, your expertise and what you are seeking, in 10-second, 30-second and 2-minute versions.
    • An up-to-date resume in current resume style. Consider a web portfolio with resume too.
    • A reference list. (Check with your potential references first.)

  5. Investigate the specific targets on your list. Learn about each organization's culture, goals, projects, new funding or contracts and any existing problems or issues. Then try to determine the most appropriate divisions or departments and who leads them.

  6. Network, spending at least 60% of your total job search time getting meetings, preparing for meetings and having meetings.

    Start by making a networking list, using your preference: Outlook Express, rolodex or personal phone book. Include family, friends, alums of your college (call the college career office to get help) and professional associates. Include people where you last worked, vendors, people at your religious or social groups, and so on.

    Try to meet in person (no quick phone conversations) with everyone on your networking list, starting with those who are easiest for you first. Ask to meet with them for 15-20 minutes. Try to avoid talking on the phone about whether they know of any openings. You want to meet with as many people as possible, to show them your target list, and hopefully get information and names of more people. Try to have at least five meetings a week - more is better, since research shows that 60-75% of positions in most fields are found through networking!! Email is also okay, but not as good as face-to-face meetings.

    Ask if they know anything good or bad about any of the organizations on your list, showing them the list. Also ask if they know anyone at any of the organizations on your list. Do not ask if they know of job openings (they'll tell you if they do without your asking). Your objective: more information about your specific targets so that you can be knowledgeable in meetings, and a few more names of people in these targets or similar targets.

    If they know anyone, no matter how junior, ask if you can call that person and request a short 15 minute meeting. Use this meeting as a chance to learn more about your target, and perhaps get an internal referral.

    Follow up carefully. Make careful records and follow up with everyone with whom you meet - thank-you's, pieces of information or help for them, and so on.

  7. Try other methods:
    ----Recruiters
    ----Internet ads
    ----Print ads
    ----Targeted mail
    ----Cold calls if you wish.
    ----Job fairs.

    Don't spend more than 50% of your time - max - on these other methods. Keep track of how much time you spend on each method, and see what's working to get meetings and interviews.

  8. Get meetings and interviews with hiring managers. Before you go, jot down ideas for a number of PAR (problem, action, results) stories. Prepare well for the big three:
    • Tell me about yourself. (expand on your elevator speech)
    • What are your strengths? (describe specific skills or competencies)
    • What areas are you working to improve? (pick areas where you actuallyhave improved)

  9. Negotiate your salary, compensation and benefits. Make a prioritized list of what you seek before you go into the meeting. Stay positive and upbeat about the job, but don't be afraid to negotiate. As long as you stay positive and polite, you won't risk losing the offer because you negotiate.

  10. Get the offer in writing, and enjoy your success!



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