Friends and close acquaintances can be of help in finding a superior job, but they should be used with caution. In fact, every contact made through a friend should be weighed well beforehand, for there are disadvantages as well as advantages to using this approach.
Let's look at the plus side first. Friends and acquaintances already know your capabilities and personality. They may be prepared to assist you in your search and may be ready to hire you themselves. With these obvious advantages, it is a great temptation to conduct a campaign based entirely on friendship. But although such campaigns are sometimes successful, it is unwise to concentrate solely on your mends to help you.
Why You Must Not Conduct a Campaign Based Solely on Friendship
Just as only a small percentage of companies need your particular services at any given time, so only a small percentage of friends will be able to assist you in finding a position. Even if you have more than 100 friends, very few will know of openings that meet your job specifications.
Frequently, friends may be reluctant to hire you or recommend you for their company. They would much prefer to hire a stranger, who could be readily fired, transferred, or promoted as business interests dictate. Personal friendships make business relationships more difficult. Many executives prefer not to have people they know work for them or with them.
It is true that friends can get you interviews with PEs, but many of these meetings will be "courtesy interviews." In a courtesy interview a PE agrees to see you, not because he particularly wants to, but as a favor to your friend. For example, a friend of yours who is president of a company has nothing for you but does not want to disappoint you. So he calls a friend of his who is president of a second company. This second president meets with you and sends you to another executive in his company. You could spend a lot of time-your most important resource-following your friend's lead when a job opening doesn't even exist.
If you are employed and use friends to help you find a superior job, the secrecy of your campaign will be limited. The more people who know you are job hunting, the greater the chance that your campaign will get back to your present employer. Also, the mere fact that you contact PEs through friends can devalue your worth. Why is this? Most of your friends will not be talented salespeople. You have little or no control over how they present you to a PE. You may be described as a truly talented professional who is willing to listen if approached just right. But you are far more likely to be described as a good executive "who is looking," "who needs a job," or "who is out of work."
In job hunting you should not overlook any technique or lead that could result in a superior job offer. So despite the drawbacks, I recommend that you use friends in your campaign. Just be sure you proceed carefully and do not rely on contacts made through friends as your primary means of generating interviews.
The Two Groups of Names Method for Using Friends
The two-groups-of-names method will enable you to use friends effectively in your campaign. First, sit down and make a list of people you know well who could assist you by hiring you themselves, recommending that you be hired, or referring you to openings for which you are qualified. These should be people who think highly of you and who have the highest probability of assisting you. This is group number one.
Next, make a list of people you do not know well who still may be able to help you in your campaign. It may be an executive you met one night at a cocktail party and had an hour's discussion with. He works in your functional area at a higher level, but you really can't call him a close friend. Or it could be someone you have met several times through your work but do not know intimately. This is group number two.
Contact these executives at home after hours. Since you have only a couple of hours each evening to make your calls, you will probably be able to talk to no more than six people each day. Start with the first group, those who have a higher probability of helping you. Tell them your situation in detail, including why you want to leave or have left your old job. Do not indicate that you are in any way desperate, even if you think you are. Any negative feelings you convey will be passed on to PEs. As always, speak with confidence and adopt a positive mental attitude.
Tell your friend that even though you are interested in a new job, your services are in demand. Describe some of the accomplishments listed in your sales letter. Don't be hesitant about "tooting your own horn." You can't afford to be embarrassed to talk about your accomplishments when you are looking for a new job. In any case, you are simply stating facts to give your friend an idea of whether he or someone he knows can use you. You are not bragging about what you can do; you are objectively stating what you have already done.
Be enthusiastic and positive, but not arrogant Your way lies down the middle-neither arrogant nor humble. Just let your friend know that you have done an outstanding job before and will undoubtedly do an outstanding job again for another company. Be certain to tell your friend if your job campaign is confidential.
Move on to your second group of names, those people you do not know well who may be able to help you. Be more cautious with this group. Give your full name and recall the circumstances of how you met. Explain that you are seeking a new position and have a unique background that the person may not be aware of. Mention why you thought of calling.
