Develop a List
After some preliminary research, you can probably develop a list of organizations that may be able to use your services. Only after you have talked with them, however, will you know if they can benefit from what you offer.
Advertised Positions
The obvious place to look for organizations that need your services is classified advertisements. In addition to your local newspapers, the Wall Street Journal the New York Times and the National Business Employment Weekly list openings that may interest you. Major libraries have these and other out-of-town newspapers and may also subscribe to Help Wanted U.S.A., which reproduces on microfiche classified ads from Sunday newspapers in 64 cities. In certain fields, specific journals or other publications that are widely read carry advertisements for their particular professions, industries, and trades.
With a PC and modem, you can find classified ads on job bulletin boards through the Internet and through various commercial databases. The job postings include federal jobs, as well as openings listed by city, state, region, and type of position, like systems analyst.
Although only about 20 percent of jobs are filled through classified ads, they are your best guide to your local market and an important resource. Ignoring them is as unwise as relying on them exclusively. Usually, companies that advertise are inundated with resumes and the competition is awesome. But someone gets those jobs. Why not you?
Classified ads give you a good idea of what employers are looking for, as well as the names of new positions, emerging companies, companies that are moving to your area, etc.
Internal advertising is another valuable source of information, one that's usually overlooked by those outside the organization. Typically, job openings are posted on company bulletin boards (physical and E-mail), newsletters, etc. When you're talking with friends who work for other organizations, why not ask them what kinds of jobs are posted at their companies. They may know you as a wonderful dietitian or nurse and had no idea you were thinking about changing careers. Just knowing what their companies are looking for could help you consider new options and clarify your goals. Of course, if your friends know what you're looking for, they're in a much better position to help you find it.
Researching Who Needs It- Take Advantage of Marvelous Resources
Advertised and posted positions are fine, but limited. To get to 80% of the opportunities that are out there, you'll have to move beyond the ads and be more enterprising. Fortunately, there are amazing resources, both impersonal and personal, that you can tap into, including:
- Published and online information from non-company resources.
- the organization and its employees
- customers, suppliers, and others who do business with the company
Being fully alert to the opportunities that are out there may require a slight change in your behavior. Anne, a customer service manager for a major health insurer in Ohio, explains how she did that when she was looking for a job.
Creativity and persistence paid off for Anne. She not only found a job, she also transferred her skills successfully from one industry (bank ing) to another (health insurance).
Anne created her opportunity in January 1991 when the recession had put thousands of people out of work. The article she described was in Ohio's largest newspaper, with a daily circulation of more than 400,000. Thousands of job seekers read that newspaper and despaired about their plight.
Anne read and saw an opportunity! Check every section of your local newspapers, not only the business section. The social pages, for example, might have a story about a fund-raising event for the local hospital chaired by the CEO of your top-priority company. Being aware of her commitment gives you a topic of mutual interest to discuss when you meet. That's a nice icebreaker.
Local business magazines and newspapers often have a section where promotions, new hires, new board memberships, etc., are listed. This kind of information could easily signal opportunities for you. When someone is promoted or changes jobs, who is taking on her old responsibilities? If it is an organization you're interested in, why not write a note congratulating the person who was promoted? Follow up with a call. Get acquainted! Don't expect to find a job at that organization, but your new acquaintance might know about other possibilities.
Employment Insurance Checklist
- Who needs what you're selling?
- Can you describe your ideal customer?
- How many are there?
- Who else would buy your services?
- Do you have a list of potential customers?
- Did you prioritize the list (A, B, and C customers)?
- Did you research these companies?
- Are you talking with knowledgeable people?
- Is your information well organized?
- Do you have a tickler file?
- Do you plan each day to use your time well?
- Are you making at least 10 calls each day?
- Are you meeting at least one hiring authority each week?
- Are you monitoring your progress against your plan?
- If you're employed, are you using the many resources that can help you find another job?
