Resume-writing colleague Arnie Bolt shared findings from a recent ExecuNet meeting he hosted, in which a panel of executive recruiters was asked how they work, how they evaluate candidates, and what they look for in resumes and other communications. Universally, the recruiters wanted to see an entire work history on the resume, even if it went back to the year “dot” and included irrelevant information.

My advice: Give them what they want – but not right away! Use your strategic, well written, concise, and on-target resume to spark that initial phone call. Then, if you are a strong candidate for one of their searches, go right ahead and give them chapter and verse on everything you’ve done. At that point, you’ve cleared the initial screening and won’t advance any farther unless you comply. But don’t shoot yourself in the foot by giving them what they think they want in your initial contact.

Let’s face it – you can’t possibly include everything you’ve done in your career on your resume. Go with the most high-impact, relevant, and meaningful information to incite interest. The resume is, after all, a marketing document. You can provide the entire prospectus once your audience is interested.

Verizon (telephone company) should answer their phones when you call them. Whole Foods should use good environmental practices. Hairdressers should have great hair. If these things DON’T happen, you lose faith in that individual or company!

The same is true for executives in a job search. Your resume content must match your elevator speech, your online profile, your networking chit-chat, your interview stories, and every other aspect of your career marketing messages to create a congruent, believable, provable image. All of the above should position you as “you” – just the best, brightest, most relevant “you” with regard to your current goals!

Love what Louise Fletcher has to say over at the Blue Sky blog: Calling Seth Godin on the carpet when he opines about job searching!

I agree 100% – both with Louise’s admiration of Seth’s marketing expertise and her disagreement with his career advice. To sum it up:

• Looking for a job does not mean sublimating your personality or corrupting yourself… not if you do it correctly.
• Self-employment is not for everyone!
• In every market there are opportunities. Good companies are still hiring, and smart, focused, value-oriented candidates will be found and hired.

Had a great interview a few weeks ago with producer Elsie Nolan of WBZ-TV, the Boston area’s CBS affiliate, all about how to recognize an impending downsizing and what to do about it.

Article and video clip here.

The bottom line, from my perspective, is that you always need to be alert to what’s happening in your department, at your company, in your industry, and in the economy in general. A downsizing or layoff shouldn’t come as a surprise. But regardless, if you lay the groundwork for long-term success throughout your career, you’ll find the landing much softer and the bounceback much quicker.

Things you should always be doing:

• Stay active in professional associations to build a network of contacts in your profession and/or industry.
• Create visibility for yourself by taking on leadership roles in those organizations and/or reaching out to leaders with feedback, ideas, comments, and compliments.
• Create visibility for yourself at work by volunteering for the tough assignments (and, of course, succeeding at them).
• Share your expertise – whatever it is – with others in your company, your industry, and the whole wide world through articles, comments, blogs, etc.
• Do your job really well! Track and measure your performance so when you say, “I’ve done a great job,” you can support that statement with facts and figures.
• Update your resume every 6 months or so. Be ready for opportunities that will come your way.

It’s not much fun reading the business pages of the newspaper today, or watching the nightly news or finance/business news shows. Page after page, story after story, it’s about layoffs, business closings, lack of capital, shrinkage of VC funding, and so forth. If you’re looking for a job, the future can seem bleak indeed!

I admit I am a bit of a Pollyanna, but I refuse to buy into the general gloom and doom. I know from my clients that companies ARE hiring, businesses ARE growing, and those that will succeed are not throwing in the towel – they are looking for leaders who will help them recognize and seize opportunities.

Make sure your message is all about opportunities spotted, costs controlled, smart expansion, vision and execution, and outperforming the competition. Be the astute leader who can steer a company through the rough waters and prepare for the economic upturn that will – undoubtedly – come.

If you’re unemployed, or even employed and actively looking for a new job, are you REALLY putting in the effort it takes to succeed?

If you’re like most Americans and Europeans, the answer is “no.”

Reported in Weddle’s excellent newsletter are the following statistics from a 2008 survey reported recently in  The Economist:

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 Length of time Unemployed Workers Spend Looking for a Job (per day)

• U.K.: 10 minutes
• Sweden: 10 minutes
• Germany: 10 minutes
• Spain: 20-30 minutes
• France: 20-30 minutes
• U.S.: 40 minutes

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In 10-40 minutes per day, what can you accomplish? Surf the web for the latest postings… dash off a couple of resumes… call one contact and give up when he or she has no leads for you.But just think what you could do if you devoted 2, 4, 6, or even 8 hours of your day to your job search – strategies and activities that will expand your horizons, your opportunities, and your results.

• Prepare and practice your “elevator pitch” so you can smoothly and confidently deliver it during an interview, at a formal networking event, or to a casually met acquaintance.
• Write out your greatest career “success stories” and practice relating them in a clear, compelling manner.
• Create a list of 50 people you can contact and make 10 phone calls per day to complete the list in a week. (Use your new elevator pitch for best results.) Make a new list next week.
• Review your resume and cover letters and edit/polish to perfection.
• Identify and research 10 companies that might be a good fit for you. Use LinkedIn and/or your personal network to connect to decision makers (or anyone) at those companies.
• Pick up the phone and call them! Use your referral as an introduction, then deliver a brief message about your potential value to the company. Ask for a meeting.
• Start a new list of companies next week.
• Read a book or online articles about trends in interviewing. Think about how you’ll respond, and practice your answers to tough questions.
• Review your interview wardrobe and replace, repair, polish, mend, or iron anything that looks less than perfect.
• Identify your top value points that you’ll want to communicate in your next interview. Focus on value to the company, not interest to you.
• Make an interview “cheat cheat” of your top value points and keywords for your success stories. Practice your interview responses using just the crib sheet.
• Call someone you know who’s unemployed and ask if you can be of help.

I could go on, but you get the point. Work the process and you’ll reap the rewards.

If you’re in career transition, your current business card might not be the best thing to hand out. And if you’re currently unemployed, you certainly don’t want to be circulating an outdated card with email and phone contact information that no longer works.

The answer – in both cases – is a “contact card,” an updated (and better!) name for a business card.

It should include your contact information, of course, but why not go one step further and use your card to ideally position yourself for your target jobs. You can include your target job title, branding statement, and snippets of your most notable career achievements. List your URLs (LinkedIn, VisualCV, your own blog or website).

Here’s a sample:

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Flor San Miguel  

Strategic Marketing Executive
Marketing strategist, innovator, and tactical leader of enterprise-wide initiatives that build brand value and result in sustainable, profitable growth.

• Smythe Associates: Delivered a branding and communications redesign that positioned firm for accelerated expansion in strategic market segments.
• Pioneer Health Services: Introduced new product portfolios that drove sales up 50% and market share 40% in just 2 years.
• Fifth Third Bank, Procter & Gamble: Improved sales, profitability, and market share through creative marketing and new product initiatives focused on strategic goals and the bottom line.

513-249-8786 • 513-604-3943
fsan@cinci.rr.com
7943 Village Circle Drive, Cincinnati, OH 45241

Job hunting stinks. There’s almost nothing fun about it. Yet to be most successful it must be endured – in fact, embraced with fervor! How do you rev yourself up for a task you don’t enjoy? Maybe some or even all of these strategies will work for you:

• Visualize the end result. Every day, before you start your job search activities, imagine yourself in your new dream job – what you’ll be doing, how you’ll be feeling, how it will differ from your last job or your current unemployment. With your “eyes on the prize,” you’ll feel much more enthusiastic about what you need to go through to get there.
• Make a to-do-list. For some people, there’s nothing more satisfying than checking off items accomplished. Start each day with an ambitious yet realistic list of activities, and check them off as you complete them. At the end of the day, you can bask in a feeling of accomplishment even if you didn’t (yet) land your new job.
• Do the tough stuff first. What do you hate to do most? Call network contacts, write cover letters, research companies, refresh your resume, refine your elevator pitch? Whatever it is, get the elephant out of the way by doing that first. Everything else will seem much easier.
• Vary your activities. Moving from one task to another rather than remaining rooted all day will give you fresh perspectives and change your energy level.
• Reward yourself. Don’t be too easy on yourself, but when you’ve accomplished a certain number of tasks or persevered through a difficult assignment, give yourself a tangible reward. You’ve earned it! Try not to make it food too often, though, or you’ll have to double up your efforts on the next item.
• Get some exercise. Regular exercise makes you feel healthier, stronger, happier, and more optimistic. Build gym time or outdoor activities into your life a least four to five times a week. It can be one of the most energizing and important parts of your day.
• Build a support network. We all need to vent from time to time, and a sympathetic ear and supportive shoulder can make the world of difference. Your network ideally should include people who are savvy about your professional aspirations and the business world in which you operate. Not only can they give you genuine help and support, they can serve as a sounding board and sometimes a devil’s advocate. You should have complete trust in your inner circle.

Finally, recognize when/if you get stuck and have resources to help pull you out. While you can expect some emotional ups and downs, if you find you are seriously depressed or unable to make any progress, don’t wallow too long. A counselor or coach might be the perfect addition to your inner circle.

Yesterday I spoke with a client who has been in an active job search about six weeks. He called for a quick “tune up” to be sure he’s maximizing his opportunities. We agreed that he is doing everything right – targeting his companies, finding the right people to talk to, making direct contact, arranging meetings, discussing how he can add value to the organization. He sets a benchmark of 6 direct-contact phone calls daily. In these six weeks he’s had 2 third interviews (flown to HQ cities) but was not selected for those jobs.

We fine-tuned his message a bit to better explain his reason for looking, but all in all he’s doing everything right and I predict it will simply be a matter of time before he lands a great opportunity.

Formula: Preparation + Method + Gumption + Perseverance = Interviews + (eventually) Offers

Kathy Simmons over at Netshare has an insightful post about the importance of “niche networking” in your job search. I love the analogy to the “Long Tail“concept… how, in our increasingly individualized society, people are looking for “one thing” (not “anything”) and can easily find it.

Just as you should use niche networking, be sure you are “niching” your career goal. Know precisely what you do best, where you can bring the most value, and the environment in which you can excel. Then, target your search toward those opportunities – and don’t settle for less! There is a perfect (or near perfect) fit for everyone, but only by clearly establishing those all important fit factors ahead of time will you be able to (a) look for it and (b) know it when you find it.