Five Steps to employment for the over-50 Job-search. Part 2. Networking: Your Job-search Engine

Networking is your Job-search engine!

If self-assessment is the foundation, networking is the engine for job-search.  Most jobs are still landed through networking so this is where you need to spend  your time.   Your network is probably your most powerful asset, especially in job search, and a competitive advantage for the more mature job candidate.  With time, job moves, and geographical moves it is likely that your network is larger and more powerful than younger competitors.  There is a vast library of articles devoted to building your network.  My point today is about helping you become more effective using your network to land that next job.  Your success in job search will depend on the vitality of your networking.
So, let’s assume that you have alerted your network that you are in the market and they have helped you shape a positioning strategy to find that next, great opportunity.  You have researched the opportunity you seek; you understand the industry segment and you know the job you want to pursue.  You have identified key people familiar with that opportunity who are hiring managers or linked to hiring managers.  You have made a good start, but now what? Well, now you must keep your network energized and active on your behalf.
Effective Communication is the key to managing your network.  These folks want to help you!  You must make it easy for them to do so.  You need to stay top-of-mind  without being intrusive or obnoxious.   Your Facebook and LinkedIn networks are easy enough to update, but how do you manage the bulk of your network who may not be connected to you on these venues?

networking-image nodes

How to communicate:

  • Avoid long, drawn-out telephone calls.  My preference is to use email.
  • Put your network into Groups or Circles so that you can efficiently communicate your updates and status.
  • I would urge you to use a merge-mail function, a feature in Outlook, to personalize your emails.
  • Save phone calls for important, targeted communication.

What to communicate:

  • Routine updates as to your progress every few weeks.
  • Any change in direction or dead ends encountered.
  • Successes/problems you are having executing your plan.
  • Keep it short and to the point.  No tomes!
  • A note about a personal interest is always a welcomed addition.

For new contacts, make it easy for me to know how to help you:

  • Be crystal-clear as to what you are trying to accomplish.
  • Help me understand how I can help you.
  • Your elevator speech must be compelling, so I will remember you.
  • Do your homework. Be prepared for our conversation.
  • Don’t make me guess at what might be a good connection for you.

Make it easy for me to introduce you to my network:

  • Give me a handful of your business cards.
  • Connect with me on LinkedIn, Twitter, Google+
  • Send me updates on your progress and what you are trying to accomplish.

Make it easy for me to contact you:  Don’t waste my time looking for your contact information.

  • Your email correspondence must include a complete signature section.
  • I rely heavily on my IPhone so having the ability to tap your phone number, email address, or website is a critical time saving function.
  • Understand your networking contact’s preferred method of communication and comply.

group of biz people
Networking must be a way of life for professionals, especially if you are over 50. It is all too common for people to neglect their network while they are working, and then hustle to reconnect when not working.  Failure to nurture your network while you are working increases your time to reconnect when you are between jobs.  You have a lot of simple tools at your disposal to stay in touch easily and effectively.   Use them!
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Five Steps to employment for the over-50 Job-search: Step 1. First Things First: Assess your Skills and Capabilities


Forget Job Titles:  What is it you do, really?  What is your skill-set?  What do you bring to the party?   Are you a problem-solver; a business developer; a great leader; or maybe a process re-engineering expert?   Your first task is to assess that which makes you unique, has led to your career successes and will be important to employers.  Think of challenges you have faced.  How did you work through those situations?  What strengths and skills did you rely on?  What problems have you encountered?  What did you do to find solutions?  Maybe you have managed through a crisis.  What did that reveal about your abilities?  The important point of this exercise is to get to your essence.  The exercise should reveal your fundamental talents which can be packaged into a marketable profile.  Think big picture, especially if you are over 50.  By this time you should be thinking “big picture,” not small potatoes, tactical skills.
Corporations are still comprised of people.  People need direction, inspiration, and motivation.  They need leaders.  If you are skilled at building teams, inspiring workers, and achieving results, you have a particular skill that will always be in demand.  Team Building is a key component of leadership, and is vital to attract top talent to work with you.
Employers need people who can find solutions to vexing situations.  Process re-engineering, problem solving writ large, can be of great benefit if it is directed across a large swath of the business.  If you are good at simplifying and stream-lining processes and procedures, this talent is in demand.  Companies continue to look for people who can help them become more productive, leaner, and less bureaucratic. 
Brands are in a fierce battle for market share.  The old adage that nothing happens until a sale is made still rings true.   My clients are adding to their Business Development Departments.  They are looking for closers who have strong networks of prospective customers.  If your electronic roll-a-dex is large and current, growing companies are looking for you!
It is natural to feel a bit embarrassed to tell people that you are unemployed and looking for work.  It is not natural, however, to allow that embarrassment to prevent you from doing the work necessary to find a new job.  Get over it!  You are not unique, and you do not have a contagious disease!   Reach out to your network.  Use them to help you take stock of your capabilities and focus on new opportunities.  This effort will provide great benefit.  You will likely learn of capabilities you had not considered.  You may be reminded of problems you faced, but had forgotten.  Other people may see strengths you possess that you had not considered.   Or they may help refine your thinking around strengths you think you possess.  Individually and collectively they will have a perspective that will sharpen your focus and reveal opportunities to employ your skills.  Listen to them, don’t debate!  Ask questions to seek clarification and understanding. 
Employers are in a market-share-profitability-battle for survival.  If you can help them bring in new customers and put more dollars on the bottom line, you are needed!   The strengths and skills you bring to bear for an employer are your key selling points.  They should be prominent on your resume, above the fold.  You must build in examples of these strengths in your work history and in your bio.  All of your communication should reinforce these skills.  Use them in your elevator speech.  It is not as important to discuss the type of company your want to work for, or the industry segment you prefer; as it is to imprint the skills you bring to the party and the contributions you can deliver.  Take stock, understand yourself!
 
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5 Steps to Employment for the Over-50 job-seeker.




Companies have shed a lot of middle managers since 2009, many of whom have been highly compensated executives over 50.  Employers have learned to do more with less and to out-source functions wherever possible.   Still, there is work to be done.   If you are over 50 and looking for a new job, you must pay close attention to the following five steps to employment.

  1. Assess your skills and capabilities:

Don’t think in terms of job titles you have held, but of your accomplishments and how they were achieved.   Employers need people to solve problems.  Prepare an inventory of your skills and accomplishments.  In fact, this would be a good exercise to complete with the people in your network.  They will likely have a useful perspective.  It is also a good reason to reach out to your network to stay top-of-mind as to your availability for that next opportunity.  Use this exercise to evaluate new options.

  1. Work your network:

Networking is the best use of your time!  Your network may be your most important asset and likely a competitive advantage over younger workers!   You must reach out to all of them.  Pick their brains as to what they are seeing in the market as well as possibilities for you.  You should have them organized into an email group that will allow for easy communication.  Update them on your progress.  Make sure that you are actively seeking out important new contacts.  Buying coffee or lunches for these folks is an excellent investment.  


  1. Work on your image:

One benefit of being between situations is the additional time recovered, especially that time otherwise spent on your commute.  I would advise that you retain the same sleep-waking schedule you had while working, just use that time differently.  Substitute your commute time for exercise, research, and for updating your technology skills.   Get back to a healthy diet.  A sleek and healthy image will help shorten your job-search.

  1. Your on-line presence:

If you are not on LinkedIn, you should be, and your profile must be complete.  Otherwise, you are hurting yourself.  Employers are looking for you, but they cannot find you or if they do, your profile is not impressive.  Consider a paid subscription to LinkedIn.  Now is a good time to join and become active in those groups that parallel your interests.  Position yourself as a thought-leader.  You should consider starting a blog and developing your own website to further your on-line presence.  Remember, employers are looking you.  Make it easier to find you.
 

  1. Consider a career coach:

You must be competitive!  Job-search techniques and tools are changing rapidly.   A good coach will help you with search strategy, interview prep, and communication effectiveness.  If you are not a long time resident of your current location, someone who can help with important introductions is vital.   Our company has been providing Mentoring and Coaching services for many years.


Summary:
Those over-50 are healthier and more active than their parent’s generation so age isn’t an issue per se.  However, the mature employee brings some expectations that may not fit the needs of potential employers.  They have their own biases.  Technology skills and employment laws present risks to the employer, while compensation requirements may be at odds with their  budgets.  One must present themself as a reliable problem-solver.  You have much to offer, however, you need to understand the needs of the employer, define your capabilities, and market yourself as with any brand.  Follow these five steps to ensure a shortened time between jobs.


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New Century Dynamics Executive Search

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Breaking the Feast or Famine Cycle: Part 5 Strategic Partners

Handshake at buildings  

 

Strategic Partners



In my last post I briefly referenced Strategic Partnerships (SP) as another leveraging tactic to build your business.  This is a lesson I learned early in my entrepreneurial incarnation, thankfully!  It’s like networking on steroids, a true force multiplier.  Strategic Partners are your “go-to” people for specific expertise.  You may know a number of people who could provide a solution to a client’s need outside your area of expertise.  However, your SP should be at the top of that list.  They are super referrals and your most trusted service providers.  They enhance the value of your brand and if managed properly, strengthen your bond with the client.  After all, we are known by the quality of our work and with whom we are associated.

So what makes a good Strategic Partner?  SPs are people who serve the same target market but are not competitors.  Or, they could be competitors who serve a different target market, an indirect competitor.  They work in a market that you do not plan to penetrate, but would welcome opportunistic income.  In my case, an indirect competitor and a viable SP is another executive recruiter who might specialize in global manufacturing or maybe, healthcare.  Or someone who works in the same industry segment but places lower than C-level talent.   Yes, this is another executive recruiter, but it is unlikely that we would ever compete for the same search.  We both come across candidates and prospective clients who we cannot help due to our lack of expertise in their market segment.  Certainly, we would like to help those folks and earn a fee; however, the learning curve to compete in that market would be cost prohibitive.  A SP is the perfect solution.

The SPs I have developed grew out of referrals from my network.  My network pointed me to these folks, initially as a resource for searches.  In my work, as with any consultant, I learn a lot about my client’s needs.   It is only natural to want to help them solve problems and become more successful.  Their success will guarantee a long term relationship and continued success for my brand.  I look at this kind of support as value-added.  So, having the ability to refer additional resources to help one’s client becomes a win-win.  When including your SP, it is a win-win-win.

Working together over time, we developed trust, leading to a more formalized relationship.  In one case I needed to help a client find a consultant to support program development under the direction of the new VP Training & Development that I had placed.  I received an excellent referral that led to my SP connection, with Morreen Rukin Bayles of Creative Restaurant Solutions.  Two of my Strategic Partnerships grew out of alumni connections.

Strategic Partnerships are more than just a value-added service you provide your clients.  These relationships are revenue generators.  When you enter into an SP you are formalizing your relationship into a line of business.  In exchange for being the go-to person for their services you are entitled to referral fee.  This makes sense as there is minimal, if any acquisition cost incurred by your SP.   You become a marketing resource for your SP and should be compensated, just as your SP would be compensated if she brought you a business deal.  As in any business relationship it is important to document your agreement.  The type of agreement you choose will be driven by the potential gain and risk in the transaction.  At the very least you will want to have a letter agreement on record.  A more complicated arrangement may require a more formal contract so you should consult your attorney.

A final thought about quality control.  It is still your brand at risk.  You need to be careful when selecting your SPs as your brand will become tied to theirs.  The wrong partner will introduce serious risk into your business.  You must exercise oversight of their work.  Check in with your client on a regular basis to secure feedback as to their performance.  If there are issues, you must to be alerted early on so that you can help facilitate corrective action.  Ultimately, you have a brand to protect so you must be engaged.

 To break the feast or famine cycle, be sure to have Strategic Partners on your team!

One for all handshake

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Breaking the Feast or Famine Cycle: Part 4, Leverage

Lever & fulcrum moving rock 

Leverage: the action of a lever or the mechanical advantage gained by it.

Mechanical advantage is a measure of the force amplification achieved by using a tool, mechanical device or machine system. or wear. The performance of a real system relative to this ideal is expressed in terms of efficiency factors that take into account friction, deformation and wear. (from Wikipedia)

The first three installments in this series have  been about becoming more productive in our approach to business so that we land more business.  To stop the feast or famine cycle in its tracks.  But for many freelancers I have talked with there is a dilemma.  What does one do if still on assignment and lands an over-lapping assignment.  In other words, I cannot take on more work because I am working.   Or, how do I ensure that the work done by a Sub will meet my standards, the quality control issue.  This concern, if not overcome, guarantees that the feast or famine cycle will continue to plague.  Hiring subcontractors does require a change of thinking and the ability to demonstrate some managerial skills.   I have always been a firm believer in the Pareto Principle, a/k/a the 80-20 rule.  20% of our efforts result in 80% of our revenue.  The key is to know which activities lead to the 80% revenue generators so that one can focus more efforts in that direction.  Those are the high value-added activities.  The low-value added activities are ripe for offloading.   You want to optimize your time so that your high-value added efforts lead to direct revenue production.   The solution is a force multiplier, leverage.

Leverage can come in many forms, and even though we don’t have the technology to clone ourselves, the most obvious solution is more bodies.  So, think subcontractors.  Depending on the scope and duration of the new assignment a subcontractor (sub, or freelancer) could help you wrap up the existing assignment or scope out the new assignment under your direction.   This is hardly a new or innovative thought.  I know of a number of larger firms who operate almost exclusively with subs, assembling teams on an ad hoc basis.  If business development is not your strong suit you can even find someone to take on that responsibility for you as well.  Admittedly a bit of time will be required to vet your subcontractors but there are people who can help you with that task as well.  In fact, I have placed Freelance Consultants into a number of situations where my client’s need did not warrant a full time employee.   Virtual assistants and  Strategic Partnerships can be another force multiplier.  Strategic Partnerships are a source of referrals whereby fee-splitting arrangements can generate additional income for you.  The key is to focus on that which you do best, and let someone else do the rest.

Other sources of income can be another way to beat the feast or famine cycle.   If you have a body of work that can be packaged into a product(s) you might consider this option.  The internet provides a viable vehicle for conducting webinars using tools like GotoWebinar to capture a sizable audience.   The webinar I participated in last month had 100 attendees.  If your work is worth $25 a head, and why wouldn’t it be, you could generate $2500.00 in less than an hour if you attracted 100 participants.  If you happen to blog as a part of your marketing efforts, think in terms of turning your posts into a book.    More leverage.

Do you have a business or a practice?  There is a difference as my friend and marketing Guru Gregg Nettleton once told me.  A business can continue to function if you are out of the picture for a period of time.  A Practice depends on you, and cannot function without you.  Use outsourced services to pick up the slack, and ensure that you are managing a business.  Leverage is the key.  Focus on the high value-added activities and offload the low value added activities.  Think in terms of building a business to beat the feast or famine cycle.

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New Century Dynamics Executive Search

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Breaking the Feast or Famine Cycle, Part 3


You still need to eat!


In part one I set up the “feast or famine cycle” as an inhibitor to steady cash flow for freelancers.   In part two we discussed a number of low-cost, low-effort, digital media tools to help you stay in touch with your network and to grow your sphere of influence.  This final post is about building face-to-face, personal relationships to help you close more deals.  This post is not about the art of networking which we all understand to be a two way street.  Actually, this post is about working personal networking activities into your already busy schedule.  So, what is with the subtitle, “You still need to eat?”
While you are on assignment you want to focus your networking activities on your current client.  Get to know those people as well as you can to further understand their culture, their decision process, and hopefully more needs you can help them address.  Get to know people across silos.  Buy some coffee or lunches.  Hopefully you will be included in after-hours cocktails to further strengthen your standing on their team.  An athletic hobby like golf or tennis may prove to be useful as well.  The point is to strengthen that relationship and ensure that your client knows the full range of your capabilities.
When I became proactively  involved in face-to-face networking I received some useful advice from the experienced networkers about the value of networking groups.  The first piece of advice was to join no more than three groups.  More than three becomes unmanageable and unproductive.  Over time, I have settled on one Industry Specific Group (franchising), One Job Category Group (CFOs), and the local chapter of my Alumni Association.  It has taken me a bit of time to find the right formula, as it will for you, however, these groups are largely reinforcing while keeping me abreast of key developments in my target market.  I suspect that I will continue to tweak the groups I join as my business evolves, but this combination makes sense as I continue to place CFOs into franchising companies.  Prior to landing on this mix I had been a member of a Club that catered to Professionals.  Most of the active networkers at that club operated retail businesses, B2C.  Since my practice is not geared to retail, but B2B, the networking activities at this Club were not productive.  I did learn the fine points of networking and made a lot of contacts, but ultimately I had to move on.  You must find groups whose members are your target market.
Another group that I highly recommend is Toastmasters, especially early in one’s career.  If you want to be a better closer, or take on any leadership position, public speaking is a fundamental requirement.  Not only will you learn to become a confident speaker, you will be associated with other like-minded professionals from a broad industry base and level of seniority.
Something most networking groups and trade associations have learned is to hold their events over a meal period.  After all, you have got to eat!  It becomes much easier to commit to a meeting if it is around breakfast or lunch when you are already scheduled to take a break.  Alumni events are generally held during off hours and geared to social settings, like game watch parties or possibly charitable outreach.  If these groups are part of a National Organization you should make contact with chapters in other cities where you may be working.
In every one of these groups, your mission is to strengthen your network with more personal relationships.  You will have opportunities to take leadership positions which will demonstrate many of your skills, especially organization, follow-through, and public speaking.  You will also find times to speak to the group on topics within your area of expertise, further establishing your credentials.  Put these group members on your team,  working on your behalf!

You just never know where your assignments will come from, or when.  I am often surprised by the networking connection that led to a particular assignment.  The results can be so unpredictable.  Bottom line, you must be in the game, which means developing personal connections, in person!

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Breaking the Feast or Famine Cycle, Part 2

Breaking the Feast or Famine Cycle, Part 2

Last week I participated in a webinar on social media marketing.  The presenter, a digital media guru, made a very interesting point.  Recognizing the difficulty of selling, and the aversion to selling for many, she said, “make it easy for people to buy from you.”  A very subtle but interesting twist of thinking.  Military tacticians might call this a flanking maneuver.  In other words, don’t approach your prospects where their defenses are the strongest approach them through their trusted friends and associates whose needs have been satisfied by your services.  Use the power of your network and networking.

Sounds easy enough, right?  The idea of networking and making new friends without cold calling, but how do I do that?  Most freelancers I know are using LinkedIn, which is an excellent place to start.  Make sure your profile is complete and fully describes your services.   This simple point is so often neglected.  Many LinkedIn users have incomplete profiles which tends to work against their goals.  Spend the extra money to have a paid subscription.  The added benefits will be very useful, especially the ease of direct contact to prospects, and the search engine optimization feature.  When I perform a Google search of my name or brand name, my LinkedIn page shows up before my website.  This LinkedIn benefit  makes it easier for people to find you.  Generate more exposure and contacts by participating in LinkedIn groups that parallel your interests.  Another small but often over-looked technique is to place a link to your LinkedIn page in all of your correspondence, usually in the signature section.  Simple, right?

Speaking of websites, you need one of those too!  But, don’t go out and pay big-bucks to a web designer.  There are many hosting services like Go-Daddy or Web.com that offer affordable rates for template-driven, do-it-yourself websites.  The important point about LikedIn and your website is to use both as communication vehicles to your network, a/k/a your Business Development Team.  Let people know what you are working on; new assignments you have landed; and assignments you have completed.  I learned the last technique from Wall-Street Merchant Bankers.  I cannot begin to tell you how many new searches I have signed from this simple tactic.  

When I began my business, internet marketing was in its infancy.  I began using email blasts to keep my network and prospects up to date on my work.  I would even profile interesting candidates.  It was an excellent way to generate interest and new business.   To become more efficient and effective, I have migrated over to Constant Contact to help manage my email marking efforts.  I use Mail Chimp to support similar efforts in my role as Vice President for my Alumni Chapter.  Today there is a vast array of tools to use, including Face Book, Twitter, and Blogs to help promote your brand.  These are low cost ways to grow your network by communicating the benefits of your brand.  They allow you to remind people that you are still in business, that you are landing new contracts and that you are successfully completing your work.  These tools help keep your brand top-of-mind so that when the need arises your clients and prospects know to call you.  You must use them however, by budgeting time to talk to your network.

If your clients are agreeable, identify them alongside your completed contracts.  Ask then for references and referrals.  This is the time-tested “Band Wagon Strategy.”   When you complete an assignment, assuming it was successful, remember to ask the client for a reference and for referrals.  Put clients on your team and encourage him to support your business development efforts. This is one way to leverage your relationship.  I have a friend who refuses to even consider this technique.  He views it as an ethical violation.  Unfortunately, his business suffers frequent famines from his failure to put his clients on his team.   LinkedIn provides your clients the ability to give you recommendations.  I like to place their quotes on my brand’s website as well.  Make it easy for them by writing your own reference. They can edit to their liking and then cut and paste the reference into your LinkedIn page.  

So far, what has been discussed here has been low-cost, low-time commitment activities that will yield big results.  I am amazed that these simple techniques are not more widely used.  The number of new contacts I have made from people who have been forwarded my announcements from my primary network contacts is equally impressive.  Sometimes the responses I receive are the result of my emails that have been forwarded three or more times.  Talk about the power of networking!  Updating your network via LinkedIn/Face Book/Twitter, etc., is something that can be done before breakfast requiring minimal time.  It is a great place to start!

If you want to step it up a notch, start a blog and promote it to your network.  My blog is based on my actual experience.  I like to reach out to contacts and prospects to get their thoughts on the projects I am working and quote them in my blog.  This is a powerful twist on the Cold Call.   In fact, it is a non-threatening sales call where the prospect is more than happy to spend time offering their opinions.  Admittedly, this takes a little more time, but can be manageable if spread over a few days.  Most of my blog posts become reference material for my candidates, preparing them for the interview process.

The tools are there to use, but you must make the time to put them into effect.

In part three, we will discuss face-to-face networking strategies to help spread the word about your business.

Breaking the Feast or Famine Cycle, Part 1


Breaking the Feast or Famine Cycle
For the past few weeks, I have been talking with marketing professionals in my network, getting background information for a consulting project I am beginning.  Many are independent consultants (freelancers) while the rest are working for major brands.   A secondary line of conversation is about the health of the economy from their vantage point.  I am particularly interested in learning about the volume of their business and how freelancers promote their services.   One common thread I hear is that the “feast or famine cycle” is still in play.

Feast or famine cycle, really?   What are you talking about, Jim?  Well, for most independent consultants or freelancers (some people even call us solo-preneurs) there is a significant gap between the end of one project and the beginning of the next.  In fact, it is quite common that there is no contract ready to execute when the current assignment ends.  This gap is the period without cash flow or famine.  When one is working on an assignment, there is total dedication to the project while lining up the next project doesn’t seem to be a priority.  This is the period when the cash flow is good, the “feast.”  Cash flow equals “feast” no cash flow equals “famine.”    This is a frustrating cycle for freelancers which often causes them to return to regular employment.   The issue is that while on an assignment they do not make time to promote their business.  They stop selling.

Most of the freelancers I talked with rely almost exclusively on word-of-mouth marketing, or WOM.  Now don’t misunderstand, I am a firm believer in WOM as it is a powerful way to build a business.  I endorse it completely, however, when you drill-down on one’s WOM efforts it is actually quite small.  When most freelancers tell me they get their contracts via WOM promotion they are actually saying that they are not actively promoting their businesses.  In fact, they are hoping their clients will say good things about them which will lead to new business.  You cannot be more passive.  Even WOM promotion must be proactively managed.

Executive search is as close to pure marketing as I have seen.  There may be better examples, like direct mail marketing or network marketing but few business seem to come close.   Everyone I talk with is either a prospective client, a prospective candidate, a referral source, or all of the above.  Everyone!  My work is all about talking to people, so every point of contact is brand building and selling in one form or another.  Even so, I still experience downtime every now and then.  Now, more than any time in history, we have powerful tools to promote our businesses as independents.  Email marketing, social media marketing; blogging; and webinars, for example, have been game changers.   So, with all of these resources, why do we still go through famines?

How does one break the feast or famine cycle?  First, let’s understand that the cause is a failure to budget time to promote your business.   When on assignment, the focus is 100% on the project to the exclusion of selling new assignments.  Most freelancers will freely admit to this.  It is natural to assume that business will fall off when the selling activity stops.  The first step to breaking the cycle is to devote a certain amount of time every week to pitch your business.  Make a commitment and put it on the calendar.  I will discuss specific selling techniques to consider later in Part 2 of this article, but the first point to remember is that promoting your business must be a regular part of your schedule.

Let’s face it, selling is not easy and for many freelancers, it is dreaded, especially dealing with the rejection that comes from pitching your product or service.  Rejection can be painful, so naturally, people will avoid the pain and devote less time to selling.  Cold calling is the worst.  Forget about it!  But we must sell to avoid the famine!

How does one sell their services if they dread the selling process and are busy working on a project?  The good news is that for most of us selling our services, we are not so much selling a product as we are building relationships.  We are not selling commodities that are easily evaluated, we are selling trust, an intangible.  The prospective client must become comfortable that we will get the job done for her and that problems will be resolved in a predictable way.  Isn’t that what solid relationships are about, really?  In effect, our sales efforts are about making friends.

If you have made it to the point where you are ready to become a freelancer you have already established many relationships, your network.  That is your principle asset base.  The goal is to leverage those relationships into business, both immediately and into the future.  It is about maintaining top-of-mind awareness for your brand that will lead to referrals to build your network and client base.  By growing and managing your network you are in fact, building a Business Development Department for your brand.  Freelancers I know have good networks which they tap during the famine.  My point is about minimizing or eliminating the famine!

Sounds easy enough, right?  I like the idea of making new friends without cold calling, and leveraging my network, but how do I do that?   I will discuss some tools and techniques in Part 2.  For now, the key point to remember is that you must budget time every week to build your brand and promote your business.

Build a big career by thinking small. Part 2







Ok, Jim.  I get it; there are a lot of opportunities to be derived from employment in small, emerging companies.  So just what are these companies looking for as an ideal candidate?   That is a very good question!  The job-seeker must understand that the small company environment is very different from the majors and not necessarily the right place for some.  In a small company, people have fewer resources to tap and a broader range of responsibility.  You will be required to ‘wear more hats,’ so to speak.    It is a ‘roll-up-your-shirtsleeves,’ ‘player-coach,’ environment.  Decisions are made on a shorter cycle, but their consequences may be far greater.   You will be required to work outside your comfort zone on a regular basis.  Success in a small company environment does not come naturally to most people.  For those of you still employed by a major company, you may be thinking; “this does not sound very different from my current situation and work-load.”  The fact is that major companies still have an infrastructure that serves to minimize risk and keep the business on track.  In the small company, you become that infrastructure.  It is only reasonable to expect hiring managers to seek out candidates who have already made the transition from the major company to the small company environment.

Speaking from personal experience, my clients prefer prior small company experience, backed up by a solid foundation in the Fortune 500.  The ideal candidate should have at least three to five years of small company experience under their belt.  With that transition experience the candidate knows for certain that she is a fit with the requirements of a small company.  The client is assured that the candidate understands their needs at a visceral level.    If the small-company is owned by a Private Equity Group (PEG) more than likely they will prefer candidates who have worked in a PEG-owned situation.   Specific to CFO searches, Public Accounting experience with a Big Four Firm, including the CPA designation is very desirable.  A CPA earned while working in the private sector is also useful as is an MBA.   I have also found that the small, emerging company is more receptive to the mature executive.  They seem to appreciate the experience, particularly the battle scars that come from time in the arena.  This is another solid reason to consider the small, emerging company as a viable career option.  

Well, how does one get small-company experience to begin with?  Another good question.  How does one get the experience, if prior experience is required?  There are exceptions to every rule of course, but like any other job search one’s network usually leads to the opportunity.  Prior relationships are the gateways to new opportunities.  Since most of my clients are franchisers, senior managers usually know a lot of franchisees who may need their services.  This is the most natural progression pathway to a small company.  Visibility within trade and professional organizations is another time-tested way to build a network which may lead to small company employment opportunities.  People who know you and know of your work history are more likely to give you that first opportunity than someone who doesn’t know you.  These network contacts can be helpful presenting your credentials to other small company hiring managers outside your network.  In some cases, experiences in a small division of a major company or work in a joint venture between major companies may be the pathway to a smaller company.  It is not impossible to transition from a major company to a small company directly.  As with all job openings, it ultimately depends on the requirements of the job, the objectives management expects to be accomplished by the particular hire, and the profile they have established for the ideal candidate.

The small-company environment can be every bit as volatile as that of a major company.  Family owned companies can be even more problematic.   I am excluding family-owned and managed companies from consideration in this post.  I am certain that there are a number of books that have been written on that subject.  Volatility risk must be acknowledged and understood when making the transition to a small, emerging brand.  It is not uncommon in the best of times for small companies to fail or to be sold as a result of the owner’s personal issues.  The past five years have been particularly troublesome for small and large companies.  The volatility has been greater than normal.  It has been a difficult time for small-company CFOs as demonstrated by their resumes.  Short tenures may be a real turn-off for hiring managers making the next employment opportunity more difficult to obtain, increasing the financial risk to the candidate.  It is important to help mitigate this risk by negotiating a severance package in the event that the candidate loses his job for reasons beyond his control.

Compensation packages may be lower in a small company, but they will be competitive with the particular market and region of the country.  If it is a PEG-owned company the compensation package may include a modest equity component, usually reserved for key, C-level executives.    In many of these situations, a CFO for example can expect an equity stake as a part of the total compensation package.  1% at a change of ownership event is typical when a CFO candidate joins the company.  Over time, it may be possible to earn a greater equity position if you are a solid performer who management wants to retain.  A successful small-company experience can propel one to a very comfortable lifestyle, providing the credibility and confidence to repeat that success in another situation.  The opportunity to build significant wealth from the association with a growing business can be very attractive.

Another primary reason my candidates are interested in the small-company situation is to become a greater part of crafting strategy.  To become a part of the inner circle, helping guide the direction of the company is very appealing, especially for a company with upside potential.  So, beyond the financial benefits of joining a small company, the intrinsic benefit derived from becoming a key decision maker is very attractive to many professionals.

To summarize, the small, emerging company market must be a consideration when one plots their career path.  The small company environment is different than the majors and may not be the right path for everyone but will be viable for many.  It can be especially attractive for the mature professional and the more entrepreneurial job seeker.  The risk/reward equation is not unlike that found in a major company but the issues are somewhat different.  If you are currently employed in a major company you should begin building a network into the smaller company segment to move your career in that direction.  If you are between situations and do not have prior small company experience try to work your network in that direction.  This segment is where the growth is and must be a serious consideration for someone interested in building their career.