Author: James Weber

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Five Steps to employment for the over-50 Job-search Part 2. Networking: 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 between jobs.  Failure to nurture your network while you are working increases your time to reconnect when you are not working.  You have a lot of simple tools at your disposal to stay in touch easily and effectively.   Use them!

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

 

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Jim Weber, President

New Century Dynamics Executive Search

www.newcenturydynamics.com

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First things first: Assess your skills and capabilities:

manager holding clipboard

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.

Process flow 4Corporations 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!

group of biz peopleIt 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.

woman with clipboardEmployers 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!

 

 

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

 

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Jim Weber, President

New Century Dynamics Executive Search

www.newcenturydynamics.com

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Five Steps to employment for the over-50 Job-search

 

Over-50 1

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.

 

2 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.  

Over-50 6

3 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.

 

4 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.

 

5 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.

Over-50 8

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.

Over-50 5

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

 

Also, I have a one question survey that will help me determine the best topics to cover.  Please click on the link below provide  your feedback.

 

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Jim Weber, President

New Century Dynamics Executive Search

www.newcenturydynamics.com

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Breaking the Feast or Famine Cycle: Part 5

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

 

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

 

Also, I have a one question survey that will help me determine the best topics to cover.  Please click on the link below provide  your feedback.

 

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Jim Weber, President

New Century Dynamics Executive Search

www.newcenturydynamics.com

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Stearns recommends Mentoring Service

I met Jim several years ago when transitioning to Atlanta in a business development role.  His insight and guidance was invaluable as to how to hit the ground running in a territory where the company had no presence.  The outcome was successful.  Over the years, Jim has guided me through being a high performer with a Fortune 500 company as well as developing a profitable strategy for a woman-owned business.  To say that he knows the business of business is an understatement. 

Sallie Stearns, President Stearns & Associates, Inc.

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New Century Dynamics offers free 20 minute Consultation in roll-out of Mentoring Program

New Century Dynamics offers mentoring programs to help you achieve your goals.  These fee-based services are tailored to your particular needs whether to find a new job, build your business, start a new business, or even to help you buy a business or franchise.   See the Mentoring Services Tab on the main menu for more details.  Contact us immediately for your free Consultation.

“When the decision was made to take our part-time consulting business to a full-time venture, I sought Jim’s counsel. His feedback was most helpful. Jim is a great listener and he provided me with very specific advice which was instrumental in generating a record number of clients for our firm in a very short amount of time. I highly recommend Jim Weber.”   Dr. Lee Patouillet, PhD., President, Patouillet Consulting, LLC.

 

About New Century Dynamics 

 

Founded in 1999, New Century Dynamics Executive Search provides Executive Search, and manpower planning support to our clients in the Service Sector, including Franchising, Food and Beverage, Hospitality, and Retail.  We specialize in the confidential search and for PEG-owned brands.

 

For more information and for your referrals we can be contacted at:

JimWeber@newcenturydynamics.com or 770-649-7051770-649-7051

 

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New Century Dynamics offers mentoring programs.

New Century Dynamics offers mentoring programs to help you achieve your goals.  These fee-based services are tailored to your particular needs whether to find a new job, build your business, start a new business, or even to help you buy a business or franchise.   See the Mentoring Services Tab on the main menu for more details.

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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.

Thank you for visiting my blog.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so please leave a comment.

 

Also, I have a one question survey that will help me determine the best topics to cover.  Please click on the link below provide  your feedback.

 

 http://survey.constantcontact.com/poll/a07e93f58mxht4f5wqw/start.html

Jim Weber