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Despite belt-tightening, employers are on the lookout for selective hires who can help them get through tougher times.
No Time to Take a Holiday from Job Hunt
Despite belt-tightening, employers are on the lookout for selective hires who can help them get through tougher times
The timing couldn't have seemed much worse for Christopher Terrio.
Just as the economy was heading into a downward spiral, Mr. Terrio opted to take a severance package and leave his two-year position as the president of Toronto-based Consumer Impact Marketing Corp. at the end of September.
The sales and marketing services company decided to move its executive offices to Chicago, where its U.S. division is based, and, while Mr. Terrio was asked to make the move, he decided he couldn't leave Canada for family reasons, including two children in high school and a third in Grade 6.
So Mr. Terrio is knocking on doors just as many employers are freezing hiring, looking at staff reductions and emptying offices as they urge employees to take extra time off during December.
Yet, here's a surprise: As the holiday season unfolds, Mr. Terrio is finding doors are open, with those in the hiring seats taking his calls and welcoming face-to-face interviews and invitations to lunch or dinner.
In fact, he's already had interviews with four potential employers and has another three lined up in the next two weeks.
"Executives have more time in December than they would ordinarily because they've cleared their agendas of meetings and trips, and are in the office planning for the next year," he says.
To keep opening more doors, Mr. Terrio is planning to attend as many industry holiday parties and lunches as possible in the next few weeks, where he hopes to find decision makers approachable in more relaxed social settings, even with all of the turbulence around them.
Despite layoffs and belt-tightening, employers are on the lookout for those who can help them find routes to recovery, and they will find ways to make exceptions for hires who can provide solutions to the problems they are facing, says Ward Garven, Calgary-based managing director of executive recruiter Stanton Chase International.
"A key concern for every employer now is: Do we have the right people to get us through this changing situation? Employers may not be looking to add new staff, but they will be open to the idea of upgrading" - bringing on board special skills they need - "for someone who offers what they believe they need to help them recover," Mr. Garven says.
And the end of the year is the time when decisions are being made on directions and staffing for next year, he says. "So you want to be on their radar now."
Times may be tougher but history has shown that even when the economy sours, employers are willing to make the right hires, adds management consultant and recruiter Michael Stern, president of Michael Stern Associates in Toronto.
"I have done a lot of recruiting over the years for companies that have had hiring freezes on," Mr. Stern observes. "For a key position, in which it is clear that they don't have the right person on staff, they will make an exception."
Keeping on the lookout for contacts and opportunities during the holidays is a great strategy when many other job seekers may be tempted to take a break, Mr. Stern says. Staying on the radar of potential employers is particularly important this year, when the outlook is so unclear, he adds.
Competition may be stiffer, but positioning yourself as the right person for an employer's needs depends on knowing what it wants. That's where the social events of the holiday season can really play to your advantage, Mr. Garven says.
"Make sure to keep your strategic hat on. Far too often, people at parties have pleasant social conversations that may make them feel good, but do not advance their own objectives."
The financial uncertainty is on everyone's mind, so, at events, people will be talking about what they are hearing about challenges in their business.
This is key intelligence that job seekers can use in coming up with a job-pitch strategy, he says.
Most organizations right now are looking for help in four specific areas, broadly, coming up with innovations that increase revenue; keeping clients loyal; growing or at least protecting market share, and increasing efficiency to reduce costs, Mr. Garven says.
"A smart job candidate wants to position himself or herself in the mind of prospective employers as someone who can help them achieve these goals in a very specific way, right now. If they can do that, they can get hired," he says.
The homework starts before an event, says career coach Elizabeth Lengyel, president of People Coach Inc. in Guelph, Ont. Scan your industry and sources to find what's happening to mark the season and attend as many events as you can, she advises.
Identify key people you want to meet during the event and bone up on them and the challenges their companies are facing, she suggests.
Ideally, you want to have a way in, whether through an introduction by someone at a party or through a reference, because it makes you more of an insider, Ms. Lengyel adds.
"It is getting increasingly easy to get referrals through your network and Internet sites such as LinkedIn that can help you find someone who knows someone who knows the person you want to reach and provide an entree."
In this economy, it will be important to stay flexible about the kind of job you are seeking, and cast a broad net about possible positions, advises Michael Gooley, Toronto branch manager for staffing service Robert Half Financial Services.
For instance, while there may not be many jobs going at the moment for investment consultants and financial planners, there is still strong demand for people who have skills in cost cutting, downsizing organizations and analysis and management of risks, he says.
"Even if the title, benefits and salary may not be exactly what you hoped for, once you get your foot in the door, you have the ability to prove yourself and expand the job to more of what you want it to be," he says.
Don't restrict who you approach, either, Mr. Gooley advises.
"Let everyone you meet know that you are in the job market and use professional websites to get the word out. You never know how a chance mention can turn into a referral or find someone who can open a door for you."
When you are making contacts at holiday gatherings, remember that they are social events and you shouldn't be all business, Mr. Stern advises.
"At a party, you should make your pitch short and to the point to get the person intrigued, without becoming tedious," Mr. Stern says.
"I believe that people should have a 30-second elevator pitch, explaining what they've done and why their experience is relevant to this industry now."
You should be giving potential employers hooks - things that help them remember why they should get back to you at a later point, Mr. Stern says. For instance, a hook could be pointing out key successes or skills that you have that could be just what they need to meet their current challenge.
Then once you have planted the hook, you should move on to something more in keeping with the season, Mr. Stern advises.
"Someone who goes on and on and gives a lot of irrelevant information in what is obviously a social setting says they are not sensitive to timing and context," he notes.
"The best way is to say, 'I don't want to go into a lot of detail now, let me give you a card and if you want to talk later, feel free to give me a call,' " he suggests.
Mr. Terrio realizes there will be fewer people being hired in the current economy, but he remains optimistic that he will be one of them."There's a lot of risk being between jobs with this market, but with risk, there are opportunities as well," he says. "You've got to be in the right place to find the opportunities and make the most of them."
Here are pros' suggestions for making the most of this season's job hunt:
Seize the opportunity
December is no time to take a holiday from your job search. Decision makers are more likely to be in their offices, and with more free time at the end of the year.
Get out there
Scan your industry and network for events to mark the season and attend to network and meet key executives.
Do your homework
Read newspapers, business journals and websites and pay attention to industry gossip to identify what challenges companies are facing and how you might be the person to help overcome them.
Be prepared
Have an "elevator pitch" ready of your goals, experience and skills.
Get references
Network connections or personal introductions at a party can make you seem like more of an insider. It's not all business
Make your pitch at a party but then move on to more social chat. Ask to speak again at a later time.
Talk less, listen more
You will get a much clearer sense of how you can help other people if you spend time focusing on what they say, rather than trying to keep plugging yourself.
Admit your job status
There's no stigma to being unemployed at a time of layoffs. Let everyone know you are between careers - you never know who might have some advice that can open possibilities.
Be flexible
Be open to broader opportunities, even if the title, salary and benefits aren't what you hoped for.
Follow up
Send a personal card or e-mail to contacts you've made immediately after the event as a thank you and reminder that you'd like to follow up with them.
Mind the cheer
You're at a business function, so stay lucid.
By Wallace Immen
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