Those two statements are what this chapter is all about. Let's assume for a minute that you are still in school and have some vague idea of the kind of job you would like when you get out. Start at least a year ahead of time on your warm-up and even earlier if you have the time. "Start what?" you say. Here's what:
- Tear or clip out any articles you see on the industry you're interested in. You may find them in the newspapers or magazines. Make a note if it is mentioned on radio or TV and put it in your industry file.
- Do the same thing if a particular company is mentioned.
- If you think there is a chance the company may not have seen either of these types of articles, send them a copy along with a short note from you saying you thought they might be interested. Be sure to address the letter to a specific individual in the company and make that individual the one that you are most likely to eventually apply to for a job, but do not mention your future interest at this time.
- Later, write this department head or whoever he may be a letter asking some good pertinent questions about his company.
- If it is geographically possible, go visit the company and the man you have been writing. You will be amazed how much hunting dogs are appreciated as opposed to lap dogs that simply sit hack and wait for the recruiters to come to them.
The second part of the warm-up really is a part of the first. That is, be a detective. Ask around among your friends and family what they know about the company.
Where is it located? Get information about the company any and every way you can. Why? The more you know the more intelligent and interesting you can make your questions to them when you apply for a job with them.
Libraries and librarians can be a big help in being a detective on both the industry, company, and the man to whom you will eventually be applying for a job. Mac Rae's Directory and Thomas' Register list names of products and companies and brand names and each is cross referenced to the other. So if you know anyone of the three you can find the other two. Then you can go to Moody's or Standard and Poors and locate the address of the company and the names of its key executives. For smaller companies your local Chamber of Commerce very often has similar lists and they are free. Be sure that your sources are as current as possible so that you have greater assurance that the man who now holds the job has the same name as the person to whom you are writing. In addition, if you are applying to a medium or large company, you will often find a write-up of their key individuals in one of the many Who's Who in libraries.
There are regional editions as well as national, state editions, by industry, etc. And don't forget your local newspaper morgue as a source for local men and women.
At this point you may be saying "Oh, sure, but why?" Again, the more you know about a man the better you are prepared for your interview, from how to dress to what questions to ask. In addition you may find that you have a friend who knows him, perhaps through his school, or his hobby, or his church, or club, etc. In this case, information is ammunition that you can use as your case develops.
If possible, get the name of his secretary before your meeting and at all costs don't ignore her. It is truly amazing how many men ask their secretaries their opinion of a prospect after he has left. It is equally amazing how many people ignore the secretary and lose brownie points in the process. Now don't go the other extreme and pester the poor girl to death, particularly if she seems busy.
Yes, I know all this seems like a lot of work, but if you are shooting for your top potential job there are likely to be others who also want it and it's up to you to show them through your interest, prior research and ground work that you are more interested than the others. This will often impress them much more than anything you have put on your personal data sheet. Or to put it another way, as Mrs. Eleanor Roosevelt used to answer when asked who she noticed at a party "I notice those who notice me." I think most of us are like that; certainly many potential employers are.
And lastly…the more time and real effort you spend in researching a job the more you will know whether you really want it and the more likely you are to get it if you go for it.
As we discussed earlier, the more you really do to get your best job the more your ego is involved, particularly if you fail to get it. Whereas if you keep your "cool," do little or nothing, and don't get the job, your ego is hurt less, at least to your friends. But who is more important to you? Your casual friends or you? If you do want to be somebody you are going to have to work to do it.
Whereas, peer group "cool" will keep you right where you are. If that's enough for now and the future, don't touch anything. If not, it's going to be work, your work that will do it.
