If you want to know which companies are the leaders in their industry, see Ward's Business Directory. It ranks several companies according to industry sales.
In addition, Guide to American Directories for Compiling Mailing Lists and Principal Business Directories for Building Mailing Lists state the industries that have directories of their own, including the names of the publications. These reference books, along with state directories, also list companies' sales volume and/or number of employees. This will help you select the size company you want. Most of the above reference books can be found at your library.
Many professional and trade associations publish directories that list their member firms. The Encyclopedia of Associations, The Encyclopedia of Business Information Sources, and National Trade and Professional Associations of the United States contain the names and addresses of associations throughout the country you can also call one or two of the largest companies in the industry in which you want to work and ask to be transferred to the president's secretary. This person will have the name and address of the association you need. Also, ask if there's a local chapter or an independent association that's in the immediate area.
To Identify Companies by Geography
There may be a local or regional professional association for the companies in the industry you're interested in. Again, if you call the secretary to the president at one or two of the largest companies in the geographic area that interests you (the Yellow Pages will be helpful here), you'll be able to get contact information on the secretary or president of the local association, if one exists. This person may be able to provide you with a list of the members.
Moody's Industrial Manual, Million Dollar Directory, Middle Market Directory, Directory of Corporate Affiliations, Directory of Foreign Manufacturers in the United States, Directory of American Firms Operating in Foreign Countries, International Directory of Corporate Affiliations, and Bottin International Business Register cross-index companies geographically.
The Thomas Publishing Company puts out regional guides that provide the names of manufacturers of different products located in various geographic areas.
Each state publishes a directory of its largest employers. The companies are listed alphabetically, by city or town. (They are also cross-indexed by industry.)
While compiling this list of potential employers, be on the lookout for companies that have announced impressive sales gains or have stated plans to build a new facility, expand an existing one, or offer a new product or service. These news items are usually the forerunners of increased hiring.
Once you know which companies will comprise a list, arrange them in the order of your preference. Then write down opposite each one the names of people you know, or know of, who might be able to set up an interview. (When you record the name of someone you know of, also write down the name of the individual who can introduce you to this person.)
Next, compile another list. This list will consist of the people you know or know of who, in general, have a wide range of contacts and might be able to arrange appointments for you. These individuals could be business associates or personal friends and acquaintances.
Starting with the companies you're the most interested in, call each contact, explain that you're conducting a job search and the reason why, and tell the person that you're hoping he can arrange an interview for you with a certain company or set of companies. Then give the name(s) of the organization (s).
If you're on close terms with a contact, it will be advantageous to meet with this individual in person to show him the entire list. It's possible that he'll be able to arrange interviews for you at companies other than those that you were aware of. This meeting will also provide the opportunity for him to suggest other people for you to call, when there are companies you want to see but don't know anyone who can set up an appointment.
Always explain to your contacts that they don't have to introduce you to the manager of the department in which you want to work. This is the ideal situation, of course, but it will suffice if an initial appointment can be arranged for you to "get your foot in the door." Once you've met with someone at a company, you can then be introduced to the manager who can hire you.
If a contact tells you that he can't arrange an appointment, ask if he knows or knows of someone who can. This will enable you to expand your network of contacts. In addition, give your contacts a copy of your resume so they'll have a clear understanding of the position you're seeking and your qualifications for it. Having your resume on hand will also make it easier for them to set up interviews.
Utilizing the list this way has the potential to produce extremely quick results. In a matter of a week or so, you might be able to gain interviews with many choice companies. A factor that will influence your success, however, is how actively companies are hiring new people. If business conditions are strong, a large number of interviews may be arranged for you. If you're job-hunting during a recessionary period, though, and companies are contracting rather than expanding, you'll have less success. You might then have to use another approach-asking your contacts to refer you to people for advice about your job search, and not to be interviewed for a job. An interview with a potential employer can be arranged in two different ways. A contact can set it up himself (the preferred method), or he can give you the name of the individual to see and allow you to arrange the meeting. In the latter case, you can either call this person on the phone or write a letter, which you will follow up with a phone call.
If you decide to write a letter, begin your correspondence by referring to your mutual acquaintance and his suggestion that the two of you meet. Next, explain that you're looking for a position and state the type you have in mind. Then summarize your experience, citing your accomplishments, responsibilities, educational background, and any other data that will enhance your qualifications. Conclude by stating that you will call in a few days to follow up.
