Richard Burghgraef of Randolph Sterling, Inc. spoke on Proactive Job Searching Techniques at the August 26, 2004 ENG meeting.

What's different about Rich's approach to job searching is that he is driven by a "You Are In Charge" mind set. He described specific actions that make this mind set a serious advantage over a reactive job search. 

He has a no-nonsense approach to being the aggressor and finding creative ways to get the job you want.For example, you can start the process by calling a salesperson at your target company and asking them about the company.

Tip #1 - Sales people love to talk since they think it could make them money.Once you find out that the hiring manager is, call them to ask for a meeting to "research the company for your career change". Ask for 10 minutes.

Tip #2 - They will tell you there are no positions available, understand this and respond, "That's okay, I just have a few questions."For the meeting, bring an egg timer if necessary; be respectful that you asked for only 10 minutes of their time. Ask the basic questions, "Tell me what you do, what your company does, the products and services, what makes your company unique, what's the most important job here and why?"

Tip #3 - The last question should be "If you could only give one piece of advice for people considering a career in this industry, what would it be?"If they ask you to stay longer, stay. Have further questions prepared. (See proactive job search suggestions document.)

Tip #4 - On the way out, ask, "If I have any more questions, can I call you?" They will always say yes.Write a short handwritten thank you note. As you research and narrow down companies, call those back that you would like to pursue. During the next meeting, talk about your skills and how the company could use your expertise.Recall that you are always interviewing them and determining how well they would fit in with you. (See proactive job search suggestions document.)

Tip #5 - The proactive mind set says, "The potential employer is competing for YOUR services."

The very interactive Q&A session revealed additional Proactive Job Search suggestions from Rich.

For example,

• The person, who takes the action to call, is the one who stands out.
• Be on time or call in advance to say you will be late.
• Voicemail is your friend. Use it. Leave a simple message (who you are and why you are calling and ask them to call you back, even though you know that you will call back again.)
• Track the day of the week and time you call and figure out when is their best available time.
• Push for face-to-face meetings. Indicate that you "have a meeting just down the street which makes it easy for you to stop by."
• Do not focus on impressing them by memorizing a list of questions and really listen to the answers.
• Networking attire is always business style on the first visit, and then once you know their attire, dress accordingly.
• To get interview feedback, you may need to be aggressive and indicate that "I just received another offer come up and before I give them an answer, I just wanted to check in with you." Also, the managers' support person may be able to give you some information.
• Bottom line: CALL - CALL - CALL. YOU CANNOT CALL TOO MUCH. If they comment on your aggressiveness, reply, "If I tried this hard to just get hold of you, imagine how hard I would work for you" with a smile, of course.

• Annual report
  
• Sales brochures
  
• Website
  
• Promotional literature
  
• Name and title of the decision maker (Director, VP)

Call decision maker

"I'm doing some research in the (type of industry you are interested in) industry.
I'm thinking of making a career change into this field (or I've been in the field for some time but am
considering taking on a greater role.) I am talking to several authorities in the industry to get some
information and ideas on how to make the best choice."I would love to interview you for about 10 minutes and ask you some specific questions.""I'd like to get your ideas on a few things that are happening in this industry. I'd like to ask you
for your opinions and your insights into this industry and its future."ONLY WANT 10 MINUTES ---FACE-TO-FACEAt the meeting---Introduction

• Thank you very much for your time. I know you are busy and I'll only take 10 minutes
• I'm considering a career change into this industry. I'm not sure whether or not I want to work in this
  industry and therefore am talking to people such as yourself, who are experts in this industry, to get
  some advice to help me make the right decision.
• How long have you been working in this industry?
• How long have you been working for this company?
• What are the major products and services sold by this company?
• What are the 'unique selling propositions' of your products and services? What makes them special or
  different?
• Who are the major competitors for your products and services?
• What are the major challenges facing this business or industry?
• What are the major obstacles to continued growth and prosperity in this industry?
• What jobs in this industry are most important?
• What advise would you give to a person who is interested in getting into this business?
• What talents and abilities are most in demand in this business or industry?
• What educational background or knowledge would be most helpful to a person in this industry?
• If you could give one piece of advice to a person considering a career in this industry, what would it
  be?
• I promised I would only take a few minutes of your time and I thank you very much for your patience and
  your input.

• Where do you see the industry going in the next 5-10 years?
• How well have the company and the industry adapted to change?
• How we deal with service failure can have a significant impact on customer relation and loyalty. How do
  the best in your industry turn those service failures around?
• What are the standards for performance?
• What skills/abilities separate the best in the industry from the mediocre?
• What is the difference in compensation between the best in the industry and the mediocre?
• If asked about a job, say that you are still doing your research and not far enough along to make that
  kind of decision and that you would like to think about it and get back to them later.
• Thank you very much for your time. I hope I can get back to you if I have any further questions.

• What exactly does the company do? (use any info from the website)
• What is the person in this position going to be expected to achieve for the company? What types of results are expected?
• How is that achievement rated (commissions, bonuses and how calculated, annual reviews)
• What does the company do to insure the success of its employees? Training? Continuing Education? Mentoring?
• (For Sales positions) What is the business model behind a (position title)? Do they strictly develop
  new accounts? Do they continue to cultivate the account or do they open it and then pass it on to
  someone else?
• (For Sales positions)Where is the territory located? Is it account or geographically based? Downtown only or suburbs also? If account based, how is that determined? How do reps keep from stepping on each others toes?
• What kind of personality does the ideal candidate have?
• What is the turnover like in this position? Why?
• What is your best selling product?
• Is there a peak season for selling?
• What would cause the company to have a bad year?
• What marketing takes place, outside of what the sales force does, to increase public awareness of
  (company) products?
• What kind of market share do you enjoy nationally? Regionally? District?
• What is your typical customer profile?
• What level of the organization is your buyer?
• What are the daily frustrations of people in this position? How do the frustrations change as you get more successful?
• After being a successful team player for six months, what will I have accomplished?
• What does a typical day consist of?
• What tools are provided to insure my success?
  
• How are employees treated at the company?
  
• Which executives at the company do employees admire most and why?
  
• Can you characterize the company in terms of integrity and provide some examples?
  
• What are the next steps in this process?

• How successful is the organization? Do the business model, culture and philosophy fit with my goals?
• Is there potential for management mentoring or mentoring from other employees?
• Are the job responsibilities substantive enough to be rewarding?
  
• Will working here enhance my credentials and experience? (present job and future advancement)
  
• Are the proposed salary and benefits acceptable? How often are they changed?
  
• Do you feel comfortable with the people you will be working with?
  
• Do you have a clear understanding of what is expected of you?