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The Ladders Job Search Tips for September 3, 2008

Targeted to mid-to-senior sales and management business professionals
These Job Tips are featured on sales.theladders.com

Create Your Next Job
By Brandon Gutman
Your ideal employment opportunity might not be listed on a job board. For that matter, it might not even have a job description. Here are some tips on identifying, developing and landing a job that doesn't currently exist.

-Change how you search.

Most job seekers search for relevant positions rather than preferred places to work. You might assume that your dream employer isn't in need of your offering because they're not advertising for it. The reality is that every single successful company is open to receiving top talent. Take it from me as a business developer for an executive search firm - leading organizations agree that human capital is their most valued asset and will pay to find more. If you're confident in your value proposition, go directly to your dream companies and offer them your skill set.

-Avoid black holes.

Although it may sometimes work, I don't recommend sending your information through the company website or a general email address. Clients have admitted to me that their process for receiving resumes online is not effective. In fact, there was even a situation where a client paid a fee to a recruiter for presenting a candidate who was already in their system.

-Go to the top.

Since we're talking about developing a position that doesn't exist, human resources might not be the optimum place to go. HR is primarily focused on filling active searches which can keep them exceptionally busy. You want to determine who the hiring manager would be based on what it is that you can do. It's good to know that you can find many of these people on a company's website or just by doing a bit of research. If you're interested in working within the marketing department, contact the VP Marketing or the CMO.

-Make them want you.

Once you identify the right person it's important that you make a live meeting. After all, you're interested in exploring a situation that may not have been on this individual's mind. A colleague of mine who had been a VP Sales recently fell in love with an Internet company that didn't seem to have a sales leader. He reached out to the CEO and set up a lunch. After that meeting and several weeks of dating the board of directors, the company hired him as their Chief Revenue Officer.

Being engaging and having a compelling value proposition can help you create your dream job. Remember, only you can create your next job.
Brandon Gutman is Vice President of Business Development at Battalia Winston, an executive search leader in the areas of consumer products, technology, media and entertainment. Brandon is extremely active on the conference circuit and participates at exclusive events within the interactive marketing sectors. In addition to writing a monthly column for TheLadders.com, Brandon contributes content to iMedia Connection and About Online Advertising. Because of his credibility in this sector, AlwaysOn has tapped Brandon to be a panel judge on the coveted AO Global 250, the premiere list of top private companies in the global technology industry.

No Network? No Problem!
By Debra Feldman
In today's competitive job market, those who know what you know can help you generate a competitive advantage. Over 70% of executive jobs are never advertised; most new opportunities are filled through recommendations and referrals. If you're like most $100K+ executives, you are usually too busy getting things done to spend time cultivating new connections and maintaining your existing professional network.

So when the time comes to look for a new career challenge, chances are you understand the importance of contacts, but you don't have a network of insider contacts to support your search. By strategically focusing on connections that help to access leads, you can network purposefully and make faster progress towards a great offer. Here's how to jumpstart your campaign and build your network starting now.
• Cold calling is a very effective method for initiating contact with hiring decision makers at target companies. Choose an individual who can appreciate your background and needs experienced help. Show them that you can deliver solutions and won't be a drain on their resources. Commanding attention requires research into industry and company-specific challenges. Persevere until you finally get the chance to present your interest and demonstrate your strengths. If you don't persist, another savvy prospective employee will get the job that you want. Communicating the right message to the right person at the right time is key to attracting attention and engaging the employer in a meaningful dialogue about hiring you for their team. Once you meet, keep in touch. It is a lot more difficult to connect the first time than to maintain a connection.

• Increasing your visibility to hiring authorities will attract employers to you. You can orchestrate a place for yourself on decision makers' radar screens by impressing them with your initiative, achievements, and extraordinary ability to deliver results. If you want employers to find you, first they need to know what you can do for their bottom line. One of the best ways to display your talents is to be involved in producing, not just attending, industry events. Volunteer to chair a section or organize a dinner. You can do this online by participating in forums and e-lists where your contributions are evidence of your expertise and knowledge. Get more mileage out of your publications and presentations by sharing citations and hand-outs with your connections. Don't be afraid to give an interview (or seek one out).

• Reaching out to industry leaders purposefully expands your network. By initiating contact and introducing yourself to authors, speakers, bloggers, academics and other key leaders in your field, your circle begins to grow. Then stay in touch via exchanges where you provide help as well as seek their assistance. Look for opportunities to meet others in your field, such as sending them a compliment, asking for their advice or sharing information and encouraging a conversation on a topic of mutual interest. Networking is not a transaction-oriented process but a series of mutually gratifying relationships that grow over time through shared experiences and common interests. Continually nourish, update and maintain your connections whether you are looking for a new job or happy where you are. Introduce your contacts that don't already know each other - be the network's spark.

Much of the hiring process is governed by referral relationships. Your network can plug you into unadvertised positions and deliver a competitive advantage in today's job market. By keeping your contacts fresh and maintaining good relationships, it is more likely that new opportunities will find you even when you are not actively seeking a new challenge.

If you decide to launch a new job search, your network can produce the advice and leads you need to access a new challenge. Similarly, you can return the favor by providing assistance and offering recommendations to those you know. When everyone is contributing, everyone benefits. Be a pro-active connector who networks, keeps contacts and is sought out by others for inside information about new job leads.

Debra Feldman, an executive talent agent, connects clients directly with decision makers where they want to work, bypassing gatekeepers and automated filters. Executives Network Purposefully^TM establishing inside leads to unadvertised opportunities. Forbes praised her matchmaking talents as part sleuth, part networker.

Are There Skeletons in Your Closet? Background Checks Explained
By Don Straits
You have been working diligently in your search for a new job opportunity. Finally, you land an interview and get a great offer. The hiring manager indicates that the only thing remaining is a background check (BC). Your heart starts to pound and beads of sweat appear on your forehead. Questions fly through your mind. Let's answer these questions for you.

-Does this company trust its employees?
Companies are using BCs more than ever before to be certain they're hiring the right person. Unfortunately, BCs are more common because so many job seekers have a tendency to "exaggerate" on their resumes. Companies want to identify potential problems in the candidate's employment or personal history.

-What are they looking for?
BCs include criminal history, civil history, wants/warrants, credit reports, reference verification, social security reports, education, driving history, previous employer verification and even drug tests.

-What are they going to find?
Only information of public record is available; juvenile records cannot be accessed.

-Can they do a BC without my permission?
No. Companies cannot conduct a BC without your written authorization.

-Can I be turned down because of a BC?
If you're turned down because of a BC, the company must tell you why, in accordance with federal law.

-Am I in trouble because of the DUI I got when I was 20 years old?
It depends, as timing plays a role here. Felony and misdemeanor searches can be conducted by county, state, or throughout the nation. Some states will only provide information for the past seven years. You need to check each state for its policy.

-Is a drug test conducted with a BC?
Approximately 15 to 20% of all BCs include a drug test. BC companies typically contract with local medical clinics to conduct the test. It can be expensive, so it is not done in all cases. In most cases, the job requirements determine if a drug test is necessary, particularly for anyone operating machinery or a motor vehicle. Executives are also frequently screened.

-Will they know if I was involved in a court case?
Yes. A BC includes whether the job candidate is/was a plaintiff or defendant.

-Will my bankruptcy from 12 years ago prevent me from getting the job?
Credit checks are a very common item for BCs. Companies are searching for financial stability. If you filed bankruptcy, it can appear on your credit report for up to 10 years. However, this does not mean that you will have bad credit for 10 years. You can start re-establishing your credit immediately after filing bankruptcy. Even without filing bankruptcy, most negative items appear on your credit report for at least 7 years.

-Will they find out I got fired instead of quitting? What will my former vindictive boss say about me?
Employer verification is the item that makes most job seekers nervous. Almost everyone has had some form of disagreement with his or her boss. The concern centers on what the employer will say and whether they will release employment files. In most cases, because of a dramatic upsurge in lawsuits from job seekers who received false bad references, previous employers typically only confirm dates of employment. Compensation and good or bad references are not generally provided; however, that doesn't mean it is not done. A job seeker might want to consider hiring a "reference check" company to verify what previous employers are saying.

One thing to watch out for is an inaccurate blemish on your record. Bob Mather, CEO of MyBackgroundCheck.com, indicates that identity theft and false criminal reporting are on the increase and can appear on your BC. He mentions, "Errors in criminal history frequently occur as the darker side of identity theft. Most people quickly become aware of problems on their credit history as a result of identity theft. But you should also be aware that false reporting of crimes may be reflected on your BC because someone has stolen your identity."

In 2007, there were over 8 million incidents of identity theft reported by the Department of Justice. If you have any concern about identity theft, or if you wish to learn what a BC will reveal about your background, you may wish to conduct a BC on yourself for a nominal fee.

As far as what you can do, the next step is to relax. Too often job candidates worry too much about a BC. In the overwhelming number of cases, minor problems on your BC will not be an issue. Problems that occurred in the distant past will be overlooked based on your recent history and track record of performance. If a company is going to do a BC, be straightforward with them about any problem that might be discovered. Offer evidence that this is no longer an issue. Your hard work and honesty will help overcome any mistakes from the past.
Don Straits, CEO and Dragon Slayer of Corporate Warriors, is recognized as a nationwide authority on contemporary job search strategies for senior-level executives. His organization provides world-class outplacement and individual job search marketing services. Corporate Warriors has earned industry acclaim for its high-impact multimedia resume portfolios. Contact Don personally to learn more about his services.