Many job hunters try to maximise their chances of success simply by approaching as many employers as possible with a standard CV and covering letter. While this can work, it is usually too haphazard an approach for people at a managerial and professional level. If your career is important to you, you need to choose a role and company in which you can flourish – and you will usually have limited time in which to do this. You are therefore most likely to be successful if you:

• set your goals
• decide on a strategy to reach them
• focus on the best opportunities.

SETTING YOUR GOALS

Setting clear goals is a vital first step in your job search. You may already know exactly what you are looking for – if not, invest some time in deciding what you really want. The obvious basics are:

• type of work
• responsibilities
• development opportunities
• location
• minimum salary and benefits
• organisational culture.

There may be other points that are important for you. For example, you may want to work for a company that will pay for your MBA; you may want exposure to international business, or you may feel strongly about the ethics of the companies that you work for.

What kind of company?

Take some time to consider the organisational culture that will best suit your working style:

• formal or informal
• fast moving or stable
• secure or risky and exciting
• family friendly or long working hours
• European, American or Asian.

This will help you to get a clear picture of the kind of organisation to focus your search on. The organisations where you can work most effectively will also be the ones that will most want to take you on.

Looking beyond the obvious

Don’t narrow down your options unnecessarily. Maybe in the past you have always looked for roles in large corporations with good promotion prospects and job security. Today, there are fewer of those posts and they may not necessarily provide you with the best opportunities. Smaller companies can offer more excitement and challenge, and give you a role that makes you more marketable when you look for your next post. Smaller companies may also be a good option for the older job seeker, as they often cannot afford expensive training programmes and experience is therefore at a premium.

Permanent or temporary?

Don’t forget that permanent jobs are not the only option. Consider whether temporary/locum roles or contract work would suit you. Many excellent senior roles are now offered as fixed-term contracts, and working as a contractor may enable you to:

• greatly widen your professional experience
• increase your marketability and independence
• increase your earnings – often dramatically.

In today’s world of downsizing and redundancies, a career as a contractor can actually be more secure than one as a permanent employee, if it enables you to increase your marketability and save money against the times when work is slack.

How flexible will you need to be?

The extent to which you are able to pick and choose where you look for work will depend on your personal circumstances and the job market in your professional field.

• Do you need to find work quickly, or can you afford to take your time to find a post that is exactly what you want?
• Are you tied to a particular location by, for example, family commitments?
• Alternatively, do you work in an area so specialised that there are only going to be a few opportunities anywhere in the world and you therefore have to be prepared to go to where the work is?
• Or do you work in a field where the jobs market is an embarrassment of riches for skilled people and you can be very choosy about which opportunities you take up?

Think through these issues and make a positive decision about how flexible you will be in your search for work. Identify the boundaries between what you will and what you won’t consider. If you are highly marketable, commit to accept only the work that you really want with the kind of organisation that will suit you best. If you are going to have to be more flexible, identify and pursue your ideal but also look at what your ‘next best’ alternatives are.

If you’re just not sure

If you are uncertain about what your goals are in this area of your life, paying for a session with a career consultant is an excellent investment. Their services are not cheap, but your career choices are among the most important decisions that you will ever make. A consultant’s fees could well be recouped instantly if they help you win the right job or contract.

DECIDING ON A STRATEGY

Once you know what your goals are in your search for work, you can decide how best to achieve them. As mentioned earlier, you may be able to reach your goals by sending out as many CVs as possible, but this is only likely if:

• you are flexible about the roles that you are prepared to accept and the companies that you will work for
• you can afford the time to go to a lot of interviews until you find the post you want
• there is a large number of organisations which can offer you real career opportunities.

Focusing your search

Most managers and professionals will achieve greater success by making fewer approaches to potential employers, but taking time and trouble to get these approaches right. If you are very senior, or there are only a few organisations offering the kind of work that you are interested in, you will need to spend considerable time and effort researching each possibility and tailoring a CV to fit each organisation that you apply to.

Between these two extremes, an effective strategy is to identify the kind of work and employer which is of most interest to you – for example, you might want a position selling electrical equipment for an international company, or to work as a solicitor in a practice in the Bristol area. Then draw up a CV tailored to those opportunities, and send this off to the organisations which are most likely to be able to provide you with those roles. Take more time over a few CVs to be sent to those employers that you would most like to work for.

In addition, you might decide to use agencies, who will take your CV and make approaches to suitable companies on your behalf. A good agency will be aware of the needs of each of the employers on their books and tailor their approach accordingly, although you will still have to research the company yourself before you attend any interviews.

FINDING THE BEST OPPORTUNITIES

Looking through the job advertisements in the newspaper, professional journals or the internet one way of finding new job opportunities, but a surprising number of vacancies are never advertised in this way. There is a hidden jobs market and many senior posts are filled through:

• job hunters directly approaching the company
• agencies
• head-hunters
• contacts.

You can maximise your chances of success by considering all the options and deciding where you are most likely to find the best opportunities in your field.

Advertisements

The easiest way to find suitable opportunities is often to look through the job ads.

Advantages

• No effort required in finding out where vacancies are.
• You have some information on the vacancy.
• It is easy to compare different opportunities and pick the best.

Disadvantages

• Dozens or even hundreds of others may reply to the same advertisement.
• Many vacancies are never advertised.

Finding the best advertisements

Find out where the best opportunities in your field and at your level are likely to be advertised. This may be:

• national press
• professional journals
• the internet
• trade press.

Make sure that you have access to the best of the advertisements! Ensure that you are on the subscription lists for the best journals in your field, and put a regular order in to your newsagent for the newspapers and magazines that you need. Then block out time in your diary on the day that you get your journal or paper to go through the vacancy pages – if you wait until you have the time you may never get round to it.

Finding vacancies on the internet

The internet gives you instant acess to vacancies around the world.

Vacancies can be found on:

• internet agency sites such as Totaljobs.com
• organisations’ home pages
• professional associations’ web sites
• online newspapers and journals, e.g. the online versions of The Daily Telegraph and the Financial Times.

Some of the best sites at the time of writing are listed in the Useful Addresses section at the back of the book.

There is now such a huge choice of web sites advertising jobs that you may need to do some research into which ones best cover your profession or specialism, before you select a manageable number to use in your jobsearch. It is also worth going straight to the web sites of those organisations which you are most interested in working for, as you may find opportunities advertised here.

The internet has some real advantages for job hunters with limited time. Most sites have a search engine that lets you quickly and easily search through all the listed vacancies for the ones of interest. Even better, some sites let you register your details and then send you an email when suitable vacancies arise.

Deciding whether to apply

One big advantage of advertisements is that the information about the job makes it easy to decide whether it interests you – and whether you would interest the employer. Don’t apply if you lack the qualifications or experience that the advertisement stresses are essential... but don’t be put off by a daunting list of what the advertisement says are ‘desirable’ qualities. The critical test, and the one that the employer will apply, is could you actually do the jobl For example, many advertisements say that ‘the candidate will probably be educated to degree level’. In these cases, the recruiter is looking for someone who displays a high level of intelligence and analytical thinking. If you can demonstrate that you have these qualities, it is worth applying for the post even if you did not go to college.

While you obviously need to offer the recruiter a certain level of expertise, do not worry unduly if you lack extensive experience of all the aspects of the advertised post. Most employers are looking for someone who will see the job as an exciting challenge.

Getting further information

Most advertisements give the name of someone whom you can ring for further details or an ‘informal talk’ about the job. Make use of this opportunity; it will give you a chance to find out more about what the employer really wants. Prepare a short list of questions before you call; ask if it is a convenient time to talk; and aim not to take up more than a few minutes of the recruiter’s time. If he or she is happy to talk to you for longer, you should be able to gauge this during your conversation.

The speculative CV

One way of accessing the hidden jobs market is to take the initiative and send out speculative CVs to companies that you know could benefit from your skills and experience.

Advantages

• You may put yourself in the running for a job that will never be openly advertised.
• You may get access to the company’s internal jobs market.
• If a post is unadvertised, there will be very few applicants.
• Your CV will probably be kept on file for future jobs which come up – and you may therefore be the first that they contact.
• If you use email to send your CV out, multiple applications can be made cheaply and easily.

Disadvantage

• You may have to send out many CVs to get each interview, which some job hunters find discouraging.

Finding the best opportunities

The internet allows you to send large numbers of CVs out with very little effort. Some job hunters find the scattergun approach of emailing hundreds of CVs is adequate for their needs. The disadvantage of this casual strategy – particularly for more senior job hunters – is that you may waste time following through applications to organisations which cannot offer you real career progression, while overlooking the best opportunities. Take some time to identify the organisations which are most likely to offer the very best opportunities. Look for companies that are:

• expanding their market share or number of clients
• being awarded large new orders or contracts
• opening new outlets/offices
• branching out into your field of expertise changing the way in which they do business
• going through a phase in their development where your specialist skills could add value (for example, exporting abroad for the first time, or introducing an IT system in which you are an expert).

Make the most of your sources of information. Your professional/ trade organisation and journal, the business press, specialist web sites and your network of contacts will give valuable news about what organisations in your field are doing.

Finding out more

Once you have identified a company that looks like it could provide you with opportunities, spend some time doing research. As a manager or professional, you will need to show that:

• you understand the challenges and concerns of the organisation that you are applying to
• you can help the organisation succeed in dealing with these challenges.

The more senior you are, the more you will be expected to know about the firms you apply to.

Good sources of information are:

• the company’s web site
• annual reports
• the business press and internet sites
• your network of contacts – who may be able to tell you the truth behind the glossy annual report.

The organisation’s website may even be advertising a post of interest to you! Don’t assume that any vacancy listing they are publishing is complete. Many organisations do not publish their most senior vacancies on the web; searches for staff are often undertaken very discreetly; and things can move so fast in a company that even their own website cannot keep up.

The recruitment section of a web site can also give useful information as to where speculative CVs can be sent.

Calling the company

Most larger companies strongly encourage speculative CVs to be sent to one central email account, which enables them to be efficiently processed. Take advantage of this facility; it will often enable you to get your CV onto the organisation’s central database so that they can contact you if a suitable vacancy arises. However, you may also want to make a more personal approach to selected individual(s) within the company. The advantages of making a direct approach are:

• you can contact the line manager direct; in larger organisations most speculative CVs are filtered out by the HR department
• if the manager has spoken to you personally, they are more likely to read your CV than if it arrives from a completely unknown individual
• you have the opportunity to make a positive impression during your call.

If you have not been able to identify the individual that you need to talk to from your contacts, the company’s switchboard should be able to put you through to a suitable manager in the right department.

Leaving the right impression

Remember that the aim of your first contact with an employer -whether by phone or in person – is simply to introduce yourself and perhaps to gain a little information . Try to leave the manager with a positive impression rather than attempt to talk them into giving you a job. Aim to limit the conversation to a couple of minutes, unless it becomes obvious that they are willing to talk for longer.

If the employer urgently needs someone with your experience they can always ask you more questions during the conversation. Otherwise, you can send them a CV that they can look at when they have the time. If your CV is not successful initially, you may want to call again in a few months’ time when the situation might have changed. However, unless you have specifically been asked to, do not continue to cold call the same organisation as they are unlikely to welcome this!

Applying to agencies

A good agency will take your CV, find vacancies that would suit you and then market you to relevant organisations.

Advantages

• Agencies often have access to the unadvertised jobs market.
• Agencies may act as head-hunters.
• Agencies will market you to the companies that use them.
• Using an agency is free to the applicant – they make their money through charging the companies that use their services.

Disadvantages

• Agencies may try to make commission by persuading you to accept a post that you don’t really want.
• Not all agencies are reputable.
• You may need to apply to a number of agencies, especially if you want to do temporary or contract work on a long-term basis.

Approaching agencies

Approach an agency as you would a potential employer. Take some time to select the ones that will do the best job for you those that specialise in your field and/or senior posts and that have a good reputation. Agencies that are members of the Recruitment and Employment Confederation (REC) have to reach the Confederation’s approved standards.

You may come into contact with an agency because they are advertising a specific job that you are interested in, or you may decide to make a direct contact. In either case, call the agent before sending your CV in. This introduces you to them in person, and the agent may be able to give you more information about the jobs that they have on offer. Don’t be surprised, however, if they are not very forthcoming over the phone. They may be discreet either on the instructions of clients or because they are concerned that you might be a rival agency.

Make an effort to leave the agent with a positive impression, just as you would if you were dealing directly with an employer. Reputable agents make their money by supplying companies with high-calibre staff and will take more time over marketing the services of those they are convinced would make quality employees or contractors. Supply a carefully prepared CV and treat your agent with courtesy. If they persistently call you with attempts to make you attend interviews or accept posts, remember that they are working just as hard to persuade employers to take you on. Of course, you may send off your CV to the agency and hear nothing. In this case call again to find out what has happened – agencies often receive hundreds or even thousands of CVs every week and yours may have gone astray.

Preparing a CV for an agency

When you send an application to an agency, you seldom know at the outset who will see your CV. Even if you are replying to a specific job advertisement that the agency has placed, they may not immediately give the name of the company that they are acting for. The agency may also want to consider your application for other vacancies on their books. For these reasons, be careful not to tailor your CV too closely to one particular job or employer when sending an application to an agency.

Rogue agencies

Finally, a few words of warning. A few agencies are less than reputable or competent, so beware of the following:

• Don’t pay an agency to find you work. The recruiting company should pay the agency, with the service being free to the applicant.
• Don’t allow yourself to be tied to one agency. Any reputable agency will understand that you want to use several agencies to give yourself the best possible chance of finding work.
• Don’t hand in your notice to your current employer until you have a new contract signed, even if the agency tries to persuade you that they can guarantee you work.

Making the most of your contacts

If you are a mature and experienced manager or professional, your contacts may be your best way of finding work. Cultivate good relationships with those in your trade or professional organisation, clients, suppliers and even your ex-employers. Discreetly let them know that you are interested in opportunities outside your current role, and they may be able to tell you about vacancies, pass on news about which firms are due to expand or have just won new contracts – or even offer you a post.

Don’t forget that the internet offers chances to network online. Look for online communities relevant to your job search. For example, Monster.co.uk has online communities of job hunters who exchange information on employers and vacancies.

Find ways of enhancing your reputation outside your current firm, perhaps by speaking at conferences, publishing papers or taking part in the programmes run by your professional organisation. You are more likely to get work from someone who knows and respects you, and you may attract the notice of a head-hunter.

Always make sure that you have a supply of up-to-date CVs so that you can respond immediately to any opportunities that present themselves.

Working with a head-hunter

Head-hunters search for individuals to fill senior posts where the company has to be discreet about the recruitment process, or where they want to make contact with people who are not actively looking for another role. By their very nature they will usually contact you rather than the other way round. However, if you are aware of a good head-hunter in your field you may wish to make contact with them to let them know that you are looking for another role.

When you send your CV to a head-hunter you may not initially be aware of the role which they are considering you for. However, you should be able to glean a good deal of general information from the head-hunter about the nature of the job and this will help you in tailoring your CV to suit the opportunity on offer. The head-hunter will often give you an initial interview before deciding whether to forward your CV to the company which they are working for. If they decide to forward your CV, they should always gain your permission for this in advance and at this stage let you know the organisation they are recruiting for. Work closely with the head-hunter; it is usually in their best interests financially to help you negotiate a good salary package and even if your application for one particular role is not successful they may well become aware of other opportunities in the future.

CASE STUDIES

Steve

Steve is a 42-year-old systems analyst. He is divorced and has no particular ties to any area of the country. For the last seven years Steve has been travelling around the UK working on a variety of short-term contracts, and he has lately come to feel that he would like a more settled lifestyle. Because of his highly marketable skills, he has literally hundreds of opportunities to choose from.He pays for a day with a career consultant to clarify his professional goals. As a result, he decides to focus on looking for project management contracts, as this is the part of his work that he enjoys most. He also decides to buy a house in Yorkshire and look for contracts within commuting distance of his new home.

Steve already has good working relationships with a number of specialist IT agencies that have found work for him in the past. He lets them know the direction in which he now wants to develop his career, and revamps his CV accordingly. He also starts to visit regularly sites on the internet that advertise suitable work.

Sue

Sue is a 32-year-old maintenance manager. Since completing a degree in building surveying, she has managed the maintenance of major office developments. She now wants to expand her skills by taking on a facility manager’s role, managing not just maintenance but all the other services that an office needs to run smoothly, such as security and catering. Because she has a small child, she doesn’t want to commute long distances but she knows that there will be very few suitable vacancies in the area where she lives.

Sue knows that her chances of success will be limited if she sends out speculative CVs at random. Because even the largest companies only employ a handful of facilities managers, the chances of a vacancy coinciding with receipt of a speculative CV are small. She therefore identifies:

• the facilities management contractors who manage developments in her local area
• companies building or moving into new developments locally.

She makes a list of the five most promising prospects, and researches each one thoroughly in order to make an impressive approach to each with a speculative CV. She has worked with managers in a couple of the companies and they are able to give her some useful information on possible vacancies and the best way to approach each company.

Brian

Brian is 51. He left school without qualifications and spent several years doing a variety of clerical jobs until he found his niche in the personnel department of British Engineering. He has spent the rest of his career with the company, building his experience and enjoying steady progression until he reached the level of human resources manager. British Engineering is now downsizing, and Brian knows that he will shortly be made redundant. Brian is concerned that his age and one-company career will count against him in his search for a job.

At first, Brian applied for jobs as close as possible to his current one – permanent posts in the human resources departments of large corporations. However, he found that he was getting very few interviews. Brian’s outplacement consultant suggests that he should consider taking on temporary and contract work, and that he should make the most of his large network of contacts.

Brian is active in the local branch of his professional association and is well respected there. He is able to informally approach a number of people in his field to find out whether permanent or temporary vacancies are likely to come up in their companies. Brian has been responsible for running the human resources IT systems at work, and he lets his regular contact at the company that supplied the software know that he is looking for a job. He also talks to the suppliers of the training materials that his company uses, and the consultants who have been running special projects for them.

CHECKLIST

• Can you define the kind of work that you want?
• Can you define the kind of company you want to work for?
• Do you know where to find the best advertisements?
• Are there any companies that it would be worth making a speculative approach to?
• Have you researched the best opportunities?
• Do you know which are the best agencies in your field?
• Can you list all the contacts who might be able to help you?

POINTS TO CONSIDER

• 1.Would you be better applying for a permanent job in a large corporation – or developing your career using a less traditional route such as employment in locum positions and small firms?
• 2.Are you more likely to be successful if you make a large number of applications, or if you make a smaller number but spend more time over each application?
• 3.How are you most likely to find out about the best opportunities in your field?