on Career Survival - IEEE-USA

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Position yourself for success. One way to get an employer’s attention is through strategic
positioning. How you market yourself, how you pitch your value, and how you present your
distinctive hook makes you an attractive and intriguing candidate. Defining your target market
and knowing what they need (i.e., how you can benefit potential employers) is critical to success.
Once you have gotten their attention, you must present a compelling argument for them
to want to know more about you. Personal chemistry is crucial. Bottom line: show employers
that you will fit into their organization, and that they can recapture the cost of hiring you.
Networking is an effective way to get someone at a target employer to listen and respond
to your message. If you already know people inside a target employer organization, convincing
them to broker a personal introduction to key decision-makers can help smooth the way
for your campaign. To initiate new relationships, identify individuals whom you need to know
and find a point of entry into the employer organization. Such common points of reference, as
alumnae ties, work experience, or a professional affiliation can be helpful when forging new
relationships.
Researching news headlines, trade data, company websites, company profiles, analysts’ reports
and financial filings are all great ways to find names of insiders and their responsibilities, even
their outside interests and memberships. Competitive and industry-wide analyses are additional
good sources. A direct phone call to someone mentioned in an article or report can kick
off a dialogue exploring mutual interests. Finding a peer who can provide a referral might be a
solution for reaching an elusive figure. Sometimes, befriending an administrative assistant or a
co-worker warms things up for a more welcoming greeting from the targeted contact person.
These associates are familiar with their colleague’s schedule, and can provide valuable information
about when and how to approach them by phone or to catch them in-person.
When it comes to job hunting, beat around the bush. Asking directly for a job is the kiss of
death. Instead, present your inquiry as a networking connection within your field, a potential
collaboration or a request for a reference or information. Use flattery as a way to begin a conversation
with your contacts about something they did or wrote. If your unsolicited query is
perceived as collegial, rather than as employment-related, you are more likely to be greeted
cordially — and more likely to be privy to vital information about the company.
Always call to establish a connection before sending documentation. Try contacting hiring
managers by phone first. If that doesn’t work, use the opportunity to get an e-mail address or
fax number from their assistant. Ask for a good time to reach the hiring manager, or whether
the assistant will forward an e-mail on your behalf. It may take a while to speak directly with the
hiring manager. But ultimately, it will turn out better than just sending your resume and cover
letter out blindly, and then being ignored.
Tailor your written correspondence for each situation. It’s time consuming but you’re also
far more likely to get a response if you personalize your request and tailor your content to
match target employers’ needs. Hold off on sending your resume, unless they request it during
your initial phone call. In other words, wait until after you have established a connection. Keep
e-mails brief, with an eye-catching subject line.
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