Developing a Targeted Mailing List

Focus bullseyeThere are two basic schools of thought on direct mail aimed at locating a new position, commonly referred to as mass mailings and targeted direct mailings. The former relies on the premise that if enough letters and résumés are mailed, something will inevitably get attention, and that will result in an interview, or hopefully, multiple interviews, at different companies. Targeted mailings, on the other hand, are smaller mailings focused on a select audience, the market most likely to be seeking a candidate with your qualifications. The numbers may be smaller, but the results have proven to be more effective.

Opting to use this strategy requires research and strategy. The last thing you want to do is spend a lot of time, money, and effort on a campaign that lacks focus – and results. This is why it is vital that your targeted search involves the following:

  • Defining your ideal company
  • Creating a list of potential target companies
  • Prioritizing your list of target companies
  • Researching the companies thoroughly using Hoover’s database or other business resources
  • Networking with the decision makers
  • Presenting yourself as a solution to a major problem the interviewing company is having

Finding the right database targeted to companies and industries of your choosing will help you create your target company list. On average, direct mail campaigns get better results if the database mailing list is carefully selected using NAICS, SIC, or Hoovers codes, company size (revenues, employees), and geographic location.

Should you choose to conduct your own direct mail campaign, there are many sources aimed at locating recruiters and companies.

Putting Together Your Mailing List

There are a number of resources available to help you build a personalized list based on your target job search such as Hoovers, ReferenceUSA.com, and InfoUSA. These fee-based services are quite popular among executive job seekers. However, if you are on a tight budget, you may want to consider free options. Visiting websites like www.forbes.com/lists and Inc. Magazine provide insight into Fortune 500 companies, top performing companies, and the most profitable companies in all industries. Job seekers willing to take the time to dig a little deeper and conduct thorough research will find that creating a mailing list isn’t as daunting a task as it may seem.

This brief article is an excerpt from, Landing An Executive Position.

For further help:
Give Beverly Harvey a call at 386-749-3111
Send us an email at beverly@harveycareers.com
Schedule a call with Beverly at www.harveycareers.com/schedule

How to Leverage Blogs in Your Job Search

Image converted using ifftoany
Image converted using ifftoany

One of the more productive tools to make high-level executive contacts has turned out to be blogging. Many savvy job seekers are now including blogs as part of their research and networking strategy to find executive positions. Likewise, recruiters are using blogs to network with candidates and build a talent pipeline, while executive search firms are using blogs to identify and research candidates. Blogging has many useful applications that enable executive job seekers to:

  • Research a company and determine the corporate culture.
  • Network and make contact with a blogger in your target company.
  • Research a company’s services and products and technological developments to assess how solid your target company is in the marketplace and how well positioned it is for growth.
  • Increase your visibility on headhunters’ radar screens by keeping your credentials fresh in the minds of search professionals who are searching for talented executives.
  • Build a personal online brand and become a high-profile performer in your industry.
  • Position yourself as a valuable resource with a record of solid, provable accomplishments that attract career-building opportunities.

Blogging is particularly attractive to executive job seekers who have few top-level contacts with whom they can network, affording them an opportunity to open conversations with decision makers in target companies.

Establishing a blog is a relatively straightforward process that even non-technical professionals will find manageable. As a job seeker, you can approach blogging from one of the following two perspectives:

  1. Post comments on established blogs.
  2. Create your own blog that offers valuable information to your target audience, thereby establishing you as a thought leader.

Either approach will promote your brand and position you as a thought leader in your field.

This brief article is an excerpt from, Landing An Executive Position.

*This article may be republished with written permission. If you are interested in posting this article on your blog, please email me at Beverly@HarveyCareers.com. I will respond within 2 business days with my required signature and credits.

Targeted Research Gives Executive Job Seekers an Advantage over their Competition

iStock_000005614684XSmallWhat is the most effective executive job hunting strategy in today’s demanding market? The answer may surprise you. With so many job seekers searching for the proverbial needle in the haystack when it comes to finding the perfect position, targeted research offers a direct path to landing that attractive executive position at a company that offers the opportunity for professional growth and development. Just as employers need to screen potential employees, executive job seekers need to screen prospective employers to make sure the goals of the company match the goals of the executive. This is best done through targeted research.

When you research target companies, consider the following characteristics of the company:

  • Is the company private or public? Is it for-profit or a not-for-profit?
  • What is the company’s industry classification?
  • What is the company’s vision, strategy, and mission?
  • What is the company’s culture? Is it a fast-paced environment or does it operate at a leisurely pace?
  • What is the stage of growth? Is the company a start-up, a sustaining business, or is it in decline?
  • Does the company grow through expansion of the current service or product lines, through acquisition, or by developing partnerships with other companies?
  • Is it in hyper growth or steady year-after-year growth?
  • Is it business-to-business, business-to-consumer, or business-to-government?
  • Is the company an industry leader, an emerging company, a pioneering company, or a traditional company?
  • It a green company, a socially conscious company, or does it ignore such considerations?
  • Does the pay scale and available benefits meet your needs?
  • What is the commuting distance?

As you can see there is much to consider about targeted companies. Directed research is the hallmark of an effective targeted marketing campaign. Above all, it’s an opportunity to learn about target companies and discover major problems that you can solve. Although this is the nitty-gritty of the executive job search, it is important to take your time with the research process as it will give you an advantage over your competitors. A candidate who knows the interviewing company’s problems and how to resolve them is the job candidate who lands the job. It’s that simple.

So, how do you find these answers? Check out Landing an Executive Position – Proven Job Search Strategies that Win Offers for a list of websites that offer valuable company information as well as a list of strategies that include purchasing company mailing lists, using Google news alerts, and corresponding with industry recruiters to gather as much targeted research as possible about companies you are interested in pursuing.

This brief article is an excerpt from Landing An Executive Position.

*This article may be republished with written permission.  If you are interested in posting this article on your blog, please email me at Beverly@HarveyCareers.com.  I will respond within 2 business days with my required signature and credits.

 

 

Considering An Industry Change?

iStock_000012260427XSmallWhether you’re a one-industry career veteran whose industry recently succumbed to unfavorable economic conditions, or an executive who wants to or needs to change industries, there is a great deal of due diligence required for a successful transition. In our current economic environment where most employers are unwilling to take chances, executive candidates must have a thorough understanding of the industry they are pursuing and be able to articulate the value they bring to an organization.

If you’re in this situation, it’s best at this stage to inventory your qualifications, examine your company preferences, and research industries.

To begin, create a list of personal preferences including:

  • Values, interests, and aspirations
  • Innate talents, greatest strengths, and core competencies
  • Preferences regarding corporate culture and values

Next, evaluate your company preferences:

  • Company size – small-, mid-, large-cap
  • Structure – public, private, non-profit
  • Source of funding – VC, PE
  • Growth model – organic or growth by acquisition
  • Footprint – local, national, international, global
  • Type of organization – traditional, pioneer, hyper growth, etc.
  • Governance – board, regulatory bodies
  • Leadership style – hierarchy, flat
  • Reputation
  • Executive turnover rate and reasons

Then, research and identify industries in which you have an interest using these sites:

  • NAICS (North American Industry Classification System) codes: http://www.census.gov/epcd/www/naics.html.
  • NYSE Euronext: http://www.nyse.com/about/listed/lc_all_industry.html. The Industry Classification Benchmark* (ICB) — which comprises 10 industries, 18 supersectors, 40 sectors and 114 subsectors — provides accurate and globally accepted industry and sector classifications.
  • Polson Enterprises: http://www.virtualpet.com/industry/. This site provides an online step-by-step process for researching industries and companies with links to thousands of resources.
  • Hoover’s Online, http://www.hoovers.com – Site has an Industry Master List with drill down capability to industry trends, industry snapshots, major companies in the industry, associations, organizations, publications, press releases, glossaries, and more.

Completing these steps will lay the groundwork for a comparison between the industry or industries in which you have worked and the similarities or lack thereof with other industries. This will help you identify your transferable qualifications and the value you bring to another industry table.

With proper due diligence, executives are able to change industries smoothly. You simply need to identify key industry characteristics and aggressively pursue the transition to achieve the success you desire when landing an executive position at a new company or in a new industry.

Is Your Job Search Strategy Producing The Results You Want?

iStock_000030155864SmallA focused job search includes extreme clarity, a concentrated effort, persistence, and out-of-the-box thinking. It also includes a system and methodology including upfront analysis and planning, research and investigation, a due diligence process, organization of multiple concurrent activities, and precise execution.

In Bryan Golden’s, nationally syndicated weekly newspaper column, Dare to Live Without Limits, his March 4, 2009 column in The Resident is entitled “Concentrated Effort Brings Success.” He writes, “It’s true, success does take effort. But it also takes as much, if not more, effort to continuously struggle without being on a path to success. Living takes effort. However, you have the power to formulate any strategy you want for expending your effort. You can scatter your efforts so nothing is accomplished. Or you can concentrate your effort into a powerful force.”

Here is an analogy Golden provides to make his case: “What happens when spilled jet fuel on a runway is ignited? It burns, creates a lot of heat, but doesn’t get you anywhere. But burn it in a jet engine and you then have the means to get to a specific destination.

“Why are there different results? When fuel burns on the runway, its effort is dispersed and nothing is accomplished. When it burns in a jet engine, the effort is concentrated and the effort is concentrated and directed in one direction. Only in the engine will the fuel’s effort get you anywhere.”

Only in the engine will the fuel’s effort get you anywhere.

“It’s true, success does take effort. But it also takes as much, if not more, effort to continuously struggle without being on a path to success.”

The same can be said for job search.

  • Focus your job search efforts. The intensity you build with focus will help you carry the day.
  • Decide on the type of job you want. Create a job description for your ideal or dream job. Be precise and include the challenges, responsibilities, team environment, and culture.
  • Decide what type of company interests you. Would you prefer to work for a company funded by private equity or venture capital? Would you prefer to work for a large public company or small privately held company? A forward thinking, fast paced company or a time-honored, deliberate company? A regulated or non-regulated company?
  • Research your ideal job. Talk to executives who have held the position in which you are interested. Do a target-gap analysis of the skills, knowledge, and abilities you’ll need for your ideal position. Decide how you’ll overcome the gaps.
  • Perform an analysis of your existing network. Develop a strategy for expanding your network so you can connect with the people who can help you.
  • Study your target companies. Talk to people who currently work for your target companies, as well as those who previously worked for the companies.
  • Study your target industry. Conduct research to find out where the industry is headed, how the industry is faring in this economic downturn, and what challenges and barriers the industry faces.
  • Create a customized version of your marketing materials (résumé, accomplishment stories, positioning statement, cover letter, and other materials) that you can use for your target job. Use these customized versions as your leave behind marketing pieces. In other words, materials you can leave with people you have spoken with regarding your target job. By way of an example, consider meetings you’ve had with sales professionals. Most likely they provided customized documentation and left a brochure and other marketing materials for your review and consideration. Follow this strategy and you’ll find your job search efforts more rewarding.

The bottom line: Job search is all about networking and getting internal contacts at target companies to recommend you.