HOW DO PEOPLE FIND JOBS?
The following chart shows the effectiveness of various job-search methods based on the results of a U.S. Department of Labor study.
According to studies, a vast majority of jobs (about two-thirds) are obtained using two "informal" methods: personal contacts (networking) and direct employer contacts. Only one-third of available openings are obtained using "formal" methods, such as want ads, employment agencies, hiring halls, and civil service tests. Most job seekers probably spend too much of their time using formal methods, not realizing there are alternative methods.
You must carry out an active (as opposed to a passive) job search. It is not enough to respond to leads from want ads or employment agencies. Carrying out an active search allows you to control the job-search process and opens up many more job opportunities.
TAPPING THE HIDDEN JOB MARKET
Most job openings are part of the "hidden" job market. The hidden job market consists of openings that are not yet advertised: jobs resulting from recent retirements, firings, company expansions, and anticipated future openings, along with jobs that do not currently exist, but that are created for individual job seekers. Most jobs never make it as far as want ads or employment agencies; they are filled by people using direct contact methods. Employers usually use formal methods only when jobs are not filled through informal means.
In order to tap the hidden job market, a job seeker should spend most of his or her search time using informal methods. Most jobs are found through personal contacts or direct contacts with employers. The following sections describe how to begin using
SELECTING TARGET COMPANIES
The first step is to compile a list of target companies where you might like to work. The companies on the list may come from many sources. These include:
- information obtained by researching the job market
- personal knowledge about a company
- information obtained through networking
RESEARCHING YOUR TARGET COMPANIES
Find out as much as you can about each of your target companies. The information you will need includes answers to the following questions.
- What are the company's products or services?
- What is the company's status in the industry? Is the company large or small, growing or downsizing?
- about which you can readily get information
- where you have a contact
- where you would especially like to work
- What can you learn about the job you want (the job duties, salary, benefits, work environment)?
- What is the public image of the firm? What type of person "fits in"?
- What are some of the firm's current problems?
- Which people have the power to hire you?
- The Job Bank Series
- Thomas Register
- The Career Guide -Employment Opportunities Directory
Newspapers, Business Periodicals, and Trade and Professional Journals Review newspapers, periodicals and journals for articles mentioning your target companies. Don't neglect specialty news papers such as The Wall Street Journal. Look for information on new products, expansions, consolidations, relocations, promotions, articles by executives in the companies, annual company earnings, and current problems.
Check back issues of newspapers for old want ads, too. They can provide important information on job duties, salary, and benefits. There may even be a want ad for a job in which you are interested. Perhaps the job was never filled or the person previously hired has already moved on.
Researching Your Target Companies
The Companies Themselves
Call the human resources or public relations department of the firm in which you are interested. Get brochures, an annual report, descriptions of relevant jobs, and anything else that describes the company.
Informational Interviews
Meet with someone from the firm to get more detailed information about the company itself and possibly a job lead. Informational interviews are discussed in more detail in Chapter 7, "Networking into the Job You Want."
Professional and Trade Associations Engineering, as with most industries, has its own trade associations. These associations may hold regular meetings and publish periodicals, both of which are good sources of inside information about member companies.
Many engineering professionals belong to one or more professional associations. If you never joined one, or your membership has expired, this might be a good time to get active. These organizations often have a membership directory, which is an excellent source of names for networking. Chapter 12, "Completing Your Job Resource Toolbox," lists many engineering and professional associations that might be helpful in your search.
Professional groups usually have regular meetings where job openings may be posted. The association may also keep a resume bank or provide placement assistance to members. If your group does not provide such services, suggest that they start, and offer to help get it off the ground. That way you will be the first to hear of any interesting jobs.
Three methods commonly used to contact employers are mail, phone, and "in-person" visits. (Each of these is discussed in detail later in this chapter.) The method that will work best for you with a particular company depends on the information you uncovered during your research and on how comfortable you are using the different contact methods.
- If you want to be considered for high-level job in a company, contact the CEO or senior vice president.
- If you have an area of expertise, contact the division manager of the department in your special area.
- At smaller companies, contact the vice president or general manager.
If you were referred to a company or if you obtained the information about whom to contact from someone you know, be sure to ask that person for permission to use his or her name. It always helps to say, "John Smith suggested I contact you."
CONTACTING POTENTIAL EMPLOYERS
Moil Contacts Mail campaigns are conducted by sending resumes or letters to your target companies. K you send a resume, you may want to customize it for each company you contact. Always compose an individualized cover letter. (See Chapter 8, "Selecting and Using the Best Resume and Cover Letter," for more information on resume writing and cover letters.)
Send your resume or letter to the person in the company who has the authority to hire you. If you do not get a response within a week, try to call the person.
Phone Contacts
Prepare carefully before you make phone contact with your target companies. Prepare a script; write down everything you want to say in words that reflect the way you normally speak. Following is a suggested sequence,
- Introduce yourself. Tell the person what you do and how you can help the company,
- Discuss your accomplishments. For example, you can mention how you helped your previous company or how you increased productivity that led to greater profits.
- State the reason for the phone call (to set up a meeting).
"Good morning, Ms. Jones. My name is Martin Doe. I am an experienced environmental engineer and would appreciate a few minutes of your time. I have read a great deal about your company and I have some ideas that can help your company improve the quality control of field testing. At my previous job as senior environmental engineer, my improvements resulted in an eight percent savings to project costs. Could we meet to discuss my ideas in more detail?"
Keep your comment brief. Your goal is to obtain an interview, even if there is no job opening. You are hoping that your knowledge of the firm and how you can assist it will convince the employer that the company needs you.
Anticipate objections and prepare responses in advance. Following is a list of some objections and possible responses.
Employer: "I'm too busy to speak to you." Response: "I understand that you have a very busy schedule. When would be the best time to contact you?"
If employers won't give you a specific time, ask if you can send your resume so that he or she can look at it during a free moment
Employer: "You have to speak to someone in the human resources department."
Response: "That is fine. Whom should I ask for, and is there a specific position that I should mention?"
Employer: "I don't need anyone with your skills right now,"
Response: "Perhaps I can send you a resend so you can keep me in mind for future openings. Do you know anyone else that may be able to use my abilities right now?"
Practice the script so that it sounds spontaneous and unrehearsed. If you are nervous about calling, role -play with a friend. You can also gain experience by making some of the first calls to companies that are low on your priority list.
TALKING TO THE SECRETARY
When you call an employer, you will probably speak first with a secretary. It is useful to establish rapport. The secretary is your link to the employer and may even have Information about the company and job openings. If the employer isn't available, ask if there's a more convenient time to call back. Always be polite if the secretary will not put your call through. You might try calling again when the secretary might be out, perhaps after regular business hours or during lunchtime.
Much you prepare, you will probably have to adapt your responses to what is being said by the employer.
In-Person Visits or Un-announced visits to target companies are not for the faint of heart. If you can be assertive and don't mind speaking to strangers, try it. Dress appropriately, and be prepared for a job interview. Do all your research so that you know whom you have to see. Getting to see someone may be somewhat easier in a smaller company where the atmosphere is usually more informal and the person you want to see may be more accessible. If the person is busy, ask if you may wait. If this is not acceptable, leave a resume and call back in a few days to follow up.
UTILIZING FORMAL METHODS
Although the majority of people find jobs through informal methods, formal methods are still very important and should also be a part of your job search.
Want Ads
Be familiar with the newspapers in cities where you want to work. Find out which sections cany the want ads and on what days they appear. Be sure to check all sections that may have want ads. Following is a list of publications that contain want ads from all over the country.
- The National Business Employment Weekly has its own want ads in addition to a compilation of the previous week's want ads from the region al editions of The Wall Street Journal
- National Ad Search is a weekly tabloid that has a compilation of want ads from 75 key news papers across the United States.
- Jobs are available in the companies for which you would like to work. Even if there is no appropriate job opening, job fairs give you the opportunity to gather important information about the participating companies, to inquire about future job openings for which you qualify, and to get the name and number of a company representative for later follow-up.
In a thorough job search you will use numerous methods simulta neously to uncover as many job leads as possible. One thing is true for all the approaches discussed here: the more you know about the firm and how your skills and abilities can be utilized productively in the company's operations, the better your chances will be for success,
KEEPING RECORDS
Keep a record of all your contacts. Use whatever method you find most convenient. A suggested format is illustrated in Chapter 12, "Completing Your Job Resource Toolbox." Your records should include the name, address, and telephone number of the company; the name of the person contacted; whether you called, visited, or sent a resume; what your next step is and when you should take it; and any other relevant information.
