Your objective is to see as many of them as possible. To develop a list of key executives, you must first identify their companies and then find the proper individual to see within each.
Always approach any organization through a specific individual. Aim for a person no more than two levels above the job you're shooting at?
"I don't have any contacts lists," is a common complaint. But is that really so? Here are some thoughts on the type of people to include on your list: friends, relatives, professional men (doctors, lawyers, accountants), ministers, businessmen (bankers, consultants, insurance agents, stockbrokers, company executives), past employers, former associates, competitors, sales people, suppliers, customers, professors, politicians, fundraisers, members and officials of civic organizations.
Additional ways to explore for contacts and key executives are as follows:
- Your best bet is to get three referrals from every contact and every key executive, even those who are not interested in hiring you.
- Try to get referrals to companies in which there have been major executive changes within a year (particularly from someone brought in from the outside in your particular function). Other companies that are likely to need key people are those undergoing major changes (those acquiring other companies or recently bought). As you see your contacts and key executives, use this as a checklist to jog their memories for referrals.
- People who have been recently hired (as announced in the newspapers) for a job similar to the one you're seeking may have had several offers. An offer that was of no interest to them might be to you. Ask recruiters, employment agencies, bankers, etc., who has found a job in your field lately.
- Try to keep in touch with others who are going through a job search now; you may know of jobs that may be helpful to them, and they to you.
- Companies that are expanding are obvious. Companies in trouble may offer opportunities' also, but be realistic about the risks involved.
- Circulate socially as well as at your trade association, church, community meetings, and so on. This is no time to go into hiding. Contacts made in importable places sometimes prove to be very valuable.
- If you ride the train, sit with a different acquaintance every day, and tell him or her what you are looking for.
- If you belong to a national association (for example. Financial Executives Institute), send your resume to their placement people in other areas, not just the local one.
- Read what business and community leaders in your area are saying; maybe their ideas can mean an opportunity for you. Reference to a particular speech may be an excellent way to get an entree.
- See or call all the people you know who have been through a successful job campaign in recent years. Ask about who was useful to them, techniques that were particularly helpful, and so on.
Approach your top-priority key executives by the referral method; the lower priority people by a telephone interview or other methods described in other articles.
Two final thoughts: Contacts can be extremely useful and you should use them - but don't use them as a crutch. It may turn out that you can use your time more effectively on other methods of getting actual interviews. While contacts are important, they aren't essential. You can have many, but if you don't make a favorable impression, they will be of limited use. On the other hand, if you're an effective job hunter, you can develop all the useful contacts you'll need.
