Because managers often require some time before they're ready to make staff changes, read back issues of these publications for up to eight weeks preceding the time you begin your search.
A potential advantage of this strategy is that you could con tact a manager who's ready to hire someone but hasn't begun to conduct interviews. Here, you will face no competition from other job-seekers.
The disadvantage is that only occasionally will you read about a promotion that's appropriate for the type of position you're seeking.
Writing to the Previous Managers of People Who Have Recently Changed Companies
When someone has recently left a company, his replacement may not yet have been found. This could mean an opening for you. Send your broadcast letter to the manager to whom this per son reported.
To obtain the manager's name and title, call the company and ask to be transferred to the appropriate department. Whoever answers the phone will have the information you want. When a company is located out of town and you want to save the cost of this call, use the research publications at the library. (You can also call the reference librarian on the phone and ask for the name and title of the person you need. Advise which directories to use.)
As in the previous strategy, this job change information can be found in the Wall Street Journal's "Who's News," the business section of newspapers, and trade publications. Again, read these publications for up to eight weeks proceeding the time you begin your search.
The primary limitation of this strategy is that it's usually restricted to job-seekers who are at the level of manager and above. Most personnel changes that are published are at senior levels. In addition, only occasionally will you read about a job change that pertains to the position you're pursuing.
The Message or Mail
This approach is bold and dramatic. It consists of sending a manager a message or mail that describes two or three of your outstanding accomplishments and states that your resume follows. An alternate, even bolder approach is to conclude the telegram by stating that you will be calling the next day to discuss scheduling an interview.
This strategy can be effective when you know that a manager is currently conducting interviews. Its drama attracts his attention and assures that your resume will be read.
When using this approach, your aggressiveness must be supported by impeccable qualifications. In addition, the strategy is recommended only for positions that require an aggressive personality
Contacting “Growth” Companies
Some job-seekers are especially interested in joining young, rapidly growing companies where potentially lucrative stock options are part of the compensation plan. These firms are excellent targets for a broadcast letter since their growth necessitates the continuous hiring of personnel. To identify these kinds of companies, read Financial World's annual directory on growth firms. Business Periodicals Index, which, under "Growth Firms," lists the magazines (including their dates) that contain articles on such organizations, and Inc. magazine's annual issue on the country's 100 fastest growing pub licly owned companies.
Contacting Venture Capital Firms
Another way to reach young, rapidly growing companies, as well as companies that are in a "turnaround" state and are expecting a significant increase in business, is to send a broadcast letter to venture capital firms. The principals at these companies have a wide range of contacts within specific industries and are often aware of high-level openings. Because of their vested interests, they'll apprise their management teams of talent that has recently come into the job market.
To obtain the names and addresses of venture capital companies throughout the United States, you can purchase a copy of National Venture Capital Association-Annual Membership Directory from the National Venture Capital Association, 1655 N. Fort Myer Drive, Suite 700, Arlington, VA 22209 ([202] 528-4370).
Providing a Post Office Box Number for Response
Another direct mail strategy that will maintain confidentiality is to send managers a broadcast letter that contains a post office box number for response.
This approach can be useful for contacting managers at competitors or at other companies in your industry or field. The letter is unsigned and provides no information that could reveal your identity. It conveys your expertise, however, and states that it's because you're in the same industry or field that you must initially remain anonymous.
Many managers will consider this approach "unprofessional" and won't answer your correspondence. Others will be so curious as to your identity that they'll contact you even though they have no openings to discuss. However, some managers will understand your need for confidentiality and will write back wanting to explore bona fide employment opportunities.
This isn't a preferred strategy, but it occasionally brings results. The higher a job-seeker's level of seniority, the less effective it becomes.
