If you are in a job search, it will help if you understand that the job market, like any other market, is made up of buyers (employers) and sellers (job-seekers).
My friend Ron Evans does high level executive search. In his book, he exposes the following job search myths and misconceptions:
- A fantastic looking resume (on the most expensive paper) will catch someone's eye and I'll be saved! Not true. Buyers are usually driven by specific needs and pretty resumes don't change what they need.
- My network will save me. Only if your network is full of buyers or direct leads to buyers who understand your marketplace value will it save you. Networks and networking must be used carefully because they consume huge amounts of time and energy and have built-in deficiencies.
- All I need to do is get in front of a buyer (company, recruiter; etc.), and once they see how great I am I'll be home free. Unless the buyer needs someone exactly like you, this is rarely true. Pursuing face-to-face meetings without diligent research and targeting is a time waster.
- Recruiters help people like me find work. Sorry, but the recruiter's customer is the buyer, not the seller (you). Like any prudent businessperson, recruiters focus on their customers first, which explains why many successful recruiters will often not return your phone call or email unless they believe you fit an assignment on which they are working. If this happens to you, don't take it personally.
So what is the take away? I think Ron's comments are sobering. You must figure out who really needs you. This is going to require more work than most job-seekers expected. Then you must be clear in communicating your value proposition to a targeted decision maker (not a recruiter or someone screening candidates). Let's be clear, a general statement of your abilities is not a value proposition. A value proposition addresses the specific objectives of an organization and how you can contribute to those objectives. Do this, and you'll be way ahead of your competition.
