Read Online Never Apply for a Job Again!: Break the Rules, Cut the Line, Beat the Rest by Darrell Gurney, Ivan Misner - Free Book Online Page A
Authors: Darrell Gurney, Ivan Misner
Tags: General, Social Science, Business & Economics, Careers, Job Hunting, Human Resources & Personnel Management
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You’re going to come out way ahead if you do. And, instead of looking for a job, I suggest adopting Principle #2.
Principle # 2: An Ounce of Research Is Worth a Pound of Job Search
Don’t think I’m putting a new face on an old concept. There is a stark difference from the decrepit practice of “informational interviews” and what I’ll propose here…and can be best introduced through a true story.
A client of mine had a long and impressive career in marketing for various high-tech companies, most recently a major-brand printer manufacturer. However, due to reorganization, he was laid off and had spent the last year consulting with a couple of partners. Their standard approach was to contact CEOs to attempt to set up meetings in which they would inquire as to the challenges the company was facing.
Of course, if they could isolate issues, they could then pitch a proposal to the CEO to solve those issues as outside consultants to the company. Out of 100 initial calls they would make to CEOs—to try to arrange these meetings— perhaps 10 calls were returned. This left my client and hispartners with few opportunities to pitch their services and get to know and be known by these CEOs.
If you look at their approach, it’s easy to see the principle I’ve described in action. When they made their initial calls, to discover the pain of the CEO so that they could be the healer, it was apparent that they were looking for a job. Consulting, temporary employment, permanent employment— the same rule applies: if people know you’re looking for a job, you’ll meet fewer people. Again, not because they’re mean… but because they don’t want to be put in the position of having to say no or being unable to help. Therefore, only a small percentage of their calls were returned. Their outreach had “We need a job!” written all over it.
CareerGuy Tip: In all areas of life, people avoid situations in which they might have to say no.
However, upon grasping Principle #2: An Ounce of Research is Worth a Pound of Job Search, my client informed his partners that they would begin to approach these CEOs differently. They decided to write articles for high-tech magazines focusing on the electronic products that he and his partners consulted on. From that point forward, all outreach calls were only to request appointments with CEOs to interview them for articles.
Immediately, the returned-call response rate shot up from 10 percent to 90 percent. And, true to their word—you can’t fake actually doing research—they would go in, interview the CEOs, and write articles based on those interviews. Yet, what inevitably occurred after the interview was that the CEO would want to know more about my client and his partners, why they were doing this research, and more about their services. It opened the door for describing themselves as “thought leaders” in the field, at the cutting edge of development, and resulted in many more consulting gigs than they ever obtained through cold calling for a job.
The point that my client proved so well was that finding a reason other than your need for a job to connect with people will always get you farther. But you have to be genuine about it. Trying to fake it that you are researching when you really just want a job is seen through immediately. That’s why I teach clients to set up research projects around things they are truly fascinated by and passionate about.
If there is something at the cutting edge of your industry, say a new technique that is being employed in your profession, or a trend that is affecting the industry, something that authentically interests you , then that is a subject ripe for a research project.
CareerGuy Tip: What you’re truly interested in or passionate about is worthy of a research project.
For example, one of my career transition clients produced the live-action thrill shows at theme parks, where you sit and watch mock-ups of major hit movie themes, with
Principle # 2: An Ounce of Research Is Worth a Pound of Job Search
Don’t think I’m putting a new face on an old concept. There is a stark difference from the decrepit practice of “informational interviews” and what I’ll propose here…and can be best introduced through a true story.
A client of mine had a long and impressive career in marketing for various high-tech companies, most recently a major-brand printer manufacturer. However, due to reorganization, he was laid off and had spent the last year consulting with a couple of partners. Their standard approach was to contact CEOs to attempt to set up meetings in which they would inquire as to the challenges the company was facing.
Of course, if they could isolate issues, they could then pitch a proposal to the CEO to solve those issues as outside consultants to the company. Out of 100 initial calls they would make to CEOs—to try to arrange these meetings— perhaps 10 calls were returned. This left my client and hispartners with few opportunities to pitch their services and get to know and be known by these CEOs.
If you look at their approach, it’s easy to see the principle I’ve described in action. When they made their initial calls, to discover the pain of the CEO so that they could be the healer, it was apparent that they were looking for a job. Consulting, temporary employment, permanent employment— the same rule applies: if people know you’re looking for a job, you’ll meet fewer people. Again, not because they’re mean… but because they don’t want to be put in the position of having to say no or being unable to help. Therefore, only a small percentage of their calls were returned. Their outreach had “We need a job!” written all over it.
CareerGuy Tip: In all areas of life, people avoid situations in which they might have to say no.
However, upon grasping Principle #2: An Ounce of Research is Worth a Pound of Job Search, my client informed his partners that they would begin to approach these CEOs differently. They decided to write articles for high-tech magazines focusing on the electronic products that he and his partners consulted on. From that point forward, all outreach calls were only to request appointments with CEOs to interview them for articles.
Immediately, the returned-call response rate shot up from 10 percent to 90 percent. And, true to their word—you can’t fake actually doing research—they would go in, interview the CEOs, and write articles based on those interviews. Yet, what inevitably occurred after the interview was that the CEO would want to know more about my client and his partners, why they were doing this research, and more about their services. It opened the door for describing themselves as “thought leaders” in the field, at the cutting edge of development, and resulted in many more consulting gigs than they ever obtained through cold calling for a job.
The point that my client proved so well was that finding a reason other than your need for a job to connect with people will always get you farther. But you have to be genuine about it. Trying to fake it that you are researching when you really just want a job is seen through immediately. That’s why I teach clients to set up research projects around things they are truly fascinated by and passionate about.
If there is something at the cutting edge of your industry, say a new technique that is being employed in your profession, or a trend that is affecting the industry, something that authentically interests you , then that is a subject ripe for a research project.
CareerGuy Tip: What you’re truly interested in or passionate about is worthy of a research project.
For example, one of my career transition clients produced the live-action thrill shows at theme parks, where you sit and watch mock-ups of major hit movie themes, with
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