The un-posted job market

While there are job leads on Craigslist, CareerBuilder, and Monster there really isn't any guarantee that the postings are real jobs, or even timely job leads.  Don't get me wrong-not all job postings are bogus and certainly one can obtain a job using these leads, but in this kind of market I think it would be prudent to try to unlock the mystery of the un-posted job.  That's the job that gets filled by word of mouth and never gets on that job board, newspaper, or recruiter requisition form.

Monster and CareerBuilder will try to sell you services such as resume blasters and other tools to get your resume in front of a high number of recruiters across the board.  I've never bought into these services, but I have listened to the feedback from people that have used these services. Some feedback was positive, but some feedback was not positive, so I came to the conclusion that finding un-posted job leads may take a different approach.

In this mindset I'm convinced that the M.O. is to get your marketing materials out to your desired audience.  I know this sounds crazy, but the last thing I want to do in this scenario is send my resume to the HR Manager or the HR Director of a targeted company. I know-I know-sounds crazy.  This week my goal was to identify at least one lead that could generate an opportunity to interview for a job in the un-posted job market.  I wrote out a plan and this is what I came up with:

Industry (Research)
My first step was to identify an industry.  I decided to go with the 3rd Party HR related vendor industry.  This is very broad, so I narrowed it down to companies that provide payroll/HR services to mid size companies.  Pick whatever interests you.  I picked this industry because I have friends in this industry to help me carry out my next step...finding trend/activity/newsy resources to tell me what is going on in the industry.  Get in touch with the industry. Pay attention to the news and read smaller local magazines (if your search is local).  The goal is to identify business trends.  Look for the acquisition of new contracts, changes in laws pertaining to the industry, or even when a non-profit lands a grant for a new project.

Contact (Networking)
This isn't about acquiring a list of every CEO in the county.  This is about finding out who in the industry is responsible for developing or executing the plans that resulted in some sort of movement in the industry that is now being showcased in your resource reading.  Who was just named the new business development manager? Who just opened up a new of business in your target region?  Who was just promoted?  Who just retired?  With every business action there is a name or a set of names associated with that business action.  I don't want phone numbers-I want names and email addresses.  Remember: the M.O. is to get your marketing materials to the right audience. Call the front desk of the company, and just ask for the person's email. They will provide it, and if they don't pay the company a visit.  Most companies list a directory or have business cards out on the reception office.  If that's not available...do a Google search or a LinkedIn search.  The information is out there waiting to be found!

Show your knowledge (Anticipate needs)
After doing your reading you should be able to identify a trend or a new development.  Sit back and think--can you anticipate the company's need resulting from this new development. Monitor the competition.  What is the market doing and what is the competition doing as the company you are researching is rolling out their new initiative or new business model.  This is the hard part---to see the relationships and to perhaps even anticipate the business need before they do!  It sounds unlikely, but sometimes companies move forward and don't fill in the gaps of details needed until much later.  Once you have identified the need (which you can fill), you now need a cover letter and a customized resume of your skills and background that will communicate your proposed solution (you being hired) to the key players in that organization.

Outcome
After going through these steps I sent out 5 cover letters and resumes to various contacts. The research and extra leg-work paid off.  I have secured an interview for an un-posted job lead. Mission accomplished.  If it doesn't pan out--then back to the plan. I'm sure results can be duplicated. This plan works!