If you don't know anyone who can arrange this meeting, the next step is to call the company and try to set up an interview with the hiring manager.
When an ad instructs you to contact a particular individual, but doesn't share his title or the department in which he works, call the company before applying to find out what his responsibility is. He could be the hiring manager. If he is, have your call put through. If he's not, call back in a few hours and ask for the manager to whom this position would report (your objective is to bypass all individuals other than the hiring manager). When making this call, however, don't introduce yourself by name. While some managers will welcome your initiative and be eager to meet you, others will disapprove of your aggressiveness.
When an ad asks you to respond to someone in the personnel department, or just lists a telephone number, call the company and find out the name and title of the person to whom the position reports. Placing this call can be especially effective when an ad requests applicants to respond to a personnel representative. If you're successful in setting up the interview, you may be able to generate a lifer before the manager even receives the resumes that are being sent to personnel. This situation is most likely to occur, however, with entry- and junior-level openings. This is where managers tend to make the quickest hiring decisions.
When you first speak with a manager, explain that you read the company's ad and believe you have the desired background, and ask for an interview. If the ad stated specific requirements, mention your pertinent strengths and accomplishments and/or responsibilities. If the ad was vague, describe your background in general terms. Always have the ad in front of you with notes to refer to.
The following are the different situations you'll encounter with suggested responses:
The manager asks you questions about your background: This indicates the manager is receptive to your call and might schedule an interview.
As you discuss your experience, ask the manager questions about the position in an effort to learn what its most important duties are. If you can obtain this information, you'll know which of your strengths, accomplishments, and responsibilities are most pertinent to the organization's needs. The sooner you bring forth these aspects of your background, the better your chances of setting up an interview. Understand, however, that many managers won't be as cooperative as you would like. Because they haven't met you in person, they'll be reluctant to discuss the position in detail.
If the manager informs you that your experience isn't right for his current needs, ask if there's another department in the company that you can contact. Also ask if he knows of any other companies that might have appropriate openings. Then suggest sending your resume for future reference.
The manager asks you to send him a resume: Here, you must decide whether to write a letter or forward your resume.
Before agreeing to submit background information, however, tell the manager that you want to confirm that you have the specific experience he needs. Again, ask questions about the position to learn how to present your work history.
Whether you send a letter or a resume with a cover letter, begin your correspondence by making reference to this phone call and the manager's request for a summary of your background.
If you will be writing a letter, discuss your experience according to the position's requirements. If you'll be sending your resume, your cover letter, should provide a brief overview of your background as it relates to the position. Be sure to add any information not contained in your resume when you have learned that it will enhance your qualifications.
Conclude both letters by stating that you hope to hear back from the company or will be calling to follow up. As in the previous job-search strategy, submit your correspondence in person if you think your appearance will advance your candidacy.
The manager asks you to send a resume to personnel: First, confirm that you have the type of experience the manager is looking for. Then advise him of the manner in which you'll be submitting your background, and ask if you may send him a copy of your correspondence.
The manager asks you to speak with the individual whose name appeared in the ad: make this call, but don't mention that you contacted the manager.
Occasionally, an ad will state "No phone calls" or "Resumes only" Although these instructions frequently pertain to contacting the personnel department, it can still be risky calling a manager. Again, phone him without stating your name. You may be able to learn about the position without jeopardizing yourself.
As a general rule, if you haven't heard back from a company two weeks after mailing your response, place a follow-up phone call. There's no telling why you weren't contacted. Employers are deluged with resumes and applications, and it could be that your correspondence was misrouted or lost. In this instance, you now have the opportunity to resubmit your resume or letter. If the reason you didn't hear from the company was that there's something lacking in your background, you can now counter the objection.
So that you'll be able to handle any reservations about your qualifications, always keep copies of ads you have answered.
Telephoning Managers Who Have Recently Been Promoted or Who Have Moved to a New Company
This call enables you to develop leads if a manager doesn't have an opening. In the case when a manager recently changed companies, he may have found his position through an extensive search of his own. He may know of openings for you at other organizations.
Telephoning the Editors of Newsletters
If your goal is to work in a specific industry, it may be helpful to contact individuals who write newsletters about it. Their names, addresses, and telephone numbers can be obtained from the following sources: personnel departments of companies in the industry, employment agencies and executive search firms specializing in the industry and the industry's trade associations and professional organizations. Also, read The Standard Periodical Directory, Irregular Serials & Annuals, Ulrich's International Periodicals Directory, and The Encyclopedia of Associations. These publications list newsletters and their editors. Editors of newsletters will be of the most assistance to job-seekers who are pursuing management- and executive-level positions.
