With hopes of avoiding putting themselves in a corner, or casting as wide a net as possible, many of the people who reach out to me for executive resume writing services resist the notion of creating a list of companies to target.
While the inclination is natural, I suggest job seekers approach their job search in the same way they those in sales build a sales funnel when looking to sell their products or services. Similar to when building a sales funnel, creating a list of prospects (in this case companies) to target can help you identify those that aren’t the greatest fit for your skills and goals.
Equally important, similar to how a sales rep targets prospective customers, you can use the list you’ve developed to help figure out how best to go about getting in the door – via who you know and who you need to know to give you that inside track.
These 6 steps can help you develop a targeted pipeline and use it to its fullest:
#1 Home in with a Focus
Many professionals recognize they could benefit from executive resume writing services and believe they can cast a very wide net. When it comes to crafting a list of companies to target, however, it is beneficial to narrow down the scope – ideally to 1 or 2 cities/states, 1 or 2 job functions and/or industries.
#2 Identify Companies
“Best Of” lists are readily available through internet searches and informative online publications and can help you to identify players based on the focus identified in Step #1.
If you are already established in the field, it is natural to include your company’s competitors as part of your list.
#3 Get the Scoop to See if You Can Picture Yourself There
This is the time to glean as much intel as you can about the companies identified in Step #2 – from their history to financial picture.
It’s also important to learn as much as you can about their “bread and butter” products and services, those that have gotten them some negative media coverage, and those that are viewed as cutting edge.
I recommend setting up brief informational interviews to chat with people employed at the companies on your list, to get a sense for what it is like to work there and if you could picture yourself there.
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Be sure to check out company reviews on websites like Glassdoor. In addition, most corporate websites feature “About Us” pages that aim to convey their corporate values and mission.
Another place to explore what it might be like to work for a company are the feeds, and the comments, of public social media profiles. Some things to look out for include genuine displays of employee recognition and appreciation, charitable endeavors, efforts to achieve diversity and level of employee engagement.
#4 Mobilize Your Network
Executive resume writing is just half the battle. Your network is a critical part of that second half. Connections can be a good friend, a friend of someone close to you, or even someone who graduated from the same school as you. I also recommend researching company pages on LinkedIn to see is any of your first or second-degree connections work there.
If so, here’s some sample language to help you reach out:
Hi (Name),
I’m looking to connect with XYZ Company to learn about their corporate culture and current hiring practices. A quick LinkedIn search showed me you’re connected with [Person’s Name] who works there as a (Name of Position). If you could introduce us, I’d appreciate it!
Thanks so much!
#5 Expand Your Network
Once you’ve identified your list of personal connections, the next step is to figure out who you need to know that can get your foot in the door.
Search on platforms like LinkedIn and other social media sites like Facebook or Twitter. Facebook is famous for its private and public groups organized by those who have worked at a certain company or industry, and many on Twitter include the name of their employer as part of their short bio.
Alumni databases at colleges and universities can offer a gold mine of information. To learn more, consider contacting your alma mater’s career services or alumni office and/or conduct a brief LinkedIn search of current alum.
Struggling with what to say when reaching out? This sample language may help:
Hi XXX,
My name is xxx and I am a xxx at xxx company. Your name came up as I was scrolling through LinkedIn – I hope you don’t mind me connecting!
I see you have in-depth experience in XXX and I’m very interested in learning more about that space. I’d be grateful for the chance to run some questions by you and hear your advice for career success in the xxx industry.
Recognizing you are super busy – I understand it might be tough to respond in depth. If you have even 5 minutes to chat, I’d appreciate it. If not – no worries!
Best,
XXX
#6 Make the Ask
It’s important to be direct when reaching out to those you know – and be clear on 1) what you are asking for AND 2) what you are targeting. It’s also perfectly acceptable to share you are trying to learn a bit about what the company is like from a cultural perspective.
Nebulous requests for assistance like “if you hear of anything let me know” probably won’t yield a strong ROI.
Instead, consider these three approaches:
- Ask if they can connect you with a hiring manager.
- Ask them to provide you with the names of 3 people that would be helpful to speak with.
- Ask them to submit your resume through their company’s online portal.
Here’s some sample language to get you started:
Dear XXX,
Hope you are well! I wanted to reach out as I’m looking to make my next move – and would like to focus on cardio medical device sales. My resume is attached and outlines my successes to date.
I am asking people in my network to help me identify possible employers that might be a good fit for someone who has turned around struggling territories and earned President’s Club status on more than one occasion.
If you know of perhaps 3 or 4 people, including sales recruiters, that I should contact to explore an opportunity, I’d appreciate the referral!
Best,
XXX
Apply Sales Skills to the Job Hunt
The 6 steps outlined above are quite like those used day in and day out by sales professionals to identify and get past gatekeepers and get in front of ultimate decision-makers. Applying the same approach to job search will likely fast track your job search success.
In need of some career advice, guidance about how to write an executive resume or a rebranded LinkedIn?
As the founder and chief writer at Virginia Franco Resumes, offering customized executive resume writing and LinkedIn profile writing services, I would be happy to chat! Book NOW for your free resume consult.
VAFrancoResumes@gmail.com | www.virginiafrancoresumes.com | Call/text 704-771-8572
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