SpearHEADED Job Search

        One of the top challenges executives share with us is, "How do I find a job in my area?" In a recession, this challenge is even greater. As Mark Anderson, president and chief economist of ExecuNet points out, "Companies are less likely to advertise openings in this environment given the sheer volume of talent in the market and their focus on improving existing leadership teams."

       This means infiltrating the hidden job market will be more important than ever before. But how do you find these jobs?

       When embarking on a job search, executives have numerous decisions to make, but an initial bit of self-reflection is necessary to help plan a course of action. Then, a strategy must be created, one which will help them achieve their career goals.

       "One of the most critical areas in marketing is correctly identifying and understanding our potential target audience _ those who will be most apt to respond favorably to our message and our product," says Rick Balsiger, president of Balsiger Partners LLC, a California-based executive search, brand integration and organization design consultancy. "The same is true for us as a job seeker. It's really a multistep due diligence process _ macro to micro.

      "The first step is really to identify and inventory as many local companies as possible that could be a potential fit, either because of their industry or those with potential compatibility based on our functional experience," adds Balsiger. "Once we have the big list, we can begin the research and vetting process with our primary goal of trying to assess overall compatibility and potential fit."

CREATING A TARGET COMPANY LIST

        While knowing what type of position you want is important, knowing the type of company for which you would like to work is just as crucial when planning the next stop on your career journey. For many executives, a target list gives them a starting point, a direction for their job search they might not have had before, as well as a clear message to others who could shed additional insight on these potential employers. Executives seem to find that target lists give them clarity around their careers and the entire job search process.

BUILDING THAT LIST RESOURCES YOU NEED

          Most job-seeking executives mistakenly spend much of their time online looking for job postings listed by companies to which they can send their résumés, but those postings are better utilized to provide insights into who is hiring and for what positions. In addition to the job boards, Balsiger suggests taking a close look at the websites of potential companies to begin learning more about each one, its leaders, competitive position and culture. "Reviewing potential openings that companies have posted may give us a clue as to their needs, their overall requirements as well as clues about other potential opportunities that may exist."

       There are other online resources that can help expand the list of possibilities. ExecuNet member Louise Stix notes that while online databases can help you locate companies that meet your established criteria, they can also automatically generate a list that contains "hidden companies" you hadn't before considered. Stix relies on Hoover's, a business information site that contains free (and paid) research offerings.
Online research is certainly a great place to start, but experts agree that executives need to implement a multichannel approach to target and market themselves, especially if they want to find opportunities within local companies that perhaps may be lesser known in the marketplace. Chandlee Bryan of New York City-based Best Fit Forward, suggests executives spend less than 40 percent of their job search time online. "Prior to the recession, many mid- to senior-level executives achieved great career success not just due to their computer proficiency but their interpersonal skills. While the fastest growing demographic of users of Facebook and Twitter may be over 30, old-fashioned [face-to-face] networking still trumps the online job board as one of the quickest ways to get hired."

LOOKING FOR LOCAL LEADS

      Stepping away from the computer and conducting some face-to-face research through networking is critical in cultivating a target company list, and ExecuNet's 17th annual Executive Job Market Intelligence Report found combining referrals with research and face-to-face meetings builds the strongest foundation of networking contacts.

      Balsiger suggests reading community newspapers and business journals and following the websites of local organizations. "This will not only help identify local companies, but understand what challenges they may be facing and how you could potentially become a solution for them," he says. In assessing compatibility with an organization, Balsiger suggests learning about companies' history, business performance, product offerings, organizational structure, personality and culture and challenges they are facing.

       Karen Armon, founder of Colorado-based MarketOne Executive, says an excellent way to identify local companies is to attend ExecuNet meetings, held in nearly 50 markets every month and other networking meetings in your local area, as well as some unlikely venues. "Don't ignore your local 'lifestyle' groups. Sometimes information can be found at your children's soccer game, your church group or any other gathering."

TIME TO REFOCUS

      If you haven't already started building your target company list to gain a stronger focus on your job search, you're not alone. Many executives don't know how to identify "backyard" opportunities, which requires skills they may not have utilized in years. Where exactly should they begin _ before they are even officially in job search mode? "I would suggest they bone up on what is happening today about what companies do to find top talent," says Armon.

"It is better to know the lay of the land before rushing out and making a bunch of mistakes."

      Armon says that her clients are typically surprised by the "nuanced and intricate steps it takes to market and sell oneself as a top talent. There are many steps from point A to point Z. Today, the term 'top talent' is subjective and is based upon perceptions about what one brings to the table for their business. There are so many executives who think that their past proves their worth, while most companies are seeking someone who can prove their worth today."

      Balsiger concurs that most people are unsure about how to approach their job search. "I always counsel candidates to begin with strategy, then move on to tactics," he says. "A critical component of our marketing strategy is identifying all relevant target audiences, including those in our own backyard. Clear understanding of who we are and where we want to go must come before deciding how we want to get there."

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