1. Uncovering the Hidden Job Market Ken C. Schmitt Accounting Day - May 18th, 2009

2. Uncovering the Hidden Job Market Today’s Market Today’s Market The 3 Phases of Job Search The 3 Phases of Job Search The 4 Quadrants of Job Search™ The 4 Quadrants of Job Search™ The Accelerator The Accelerator Options Options A + C = T A + C = T

3. Today’s Market Annual Average Unemployment Rates

4. Today’s Market Growth industries in San Diego Growth industries in San Diego Small vs. Large Companies Small vs. Large Companies Private vs. Public Private vs. Public CleanTech CleanTech Government Government Healthcare Healthcare Defense Defense High Tech & BioTech High Tech & BioTech

5. Today’s Market High Demand Positions High Demand Positions Engineers Engineers Accounting Accounting Technical Sales Technical Sales Scientists Scientists International Financial Reporting International Financial Reporting Business Process Improvement / Operations Business Process Improvement / Operations

6. The 3 Phases of Job Search Define your Message Develop your Sphere of Influence Deliver your Message Define. Develop. Deliver™

7. The 3 Phases of Job Search Define your Message Unique Talents and Skills - the “High Impact Resume” Establish your targets Create your 30 & 60-second “Career Pitch”

8. The 3 Phases of Job Search Develop your Sphere of Influence Identify your key network Enlist the support of everyone around you Don’t count anyone out Diversify your network Never stop building your network (even after landing a job)

9. The 3 Phases of Job Search Deliver your Message Deliver your Message Develop & follow a plan Develop & follow a plan Make connections not contacts Make connections not contacts Seek out introductions, not “a job” Seek out introductions, not “a job” Leverage multiple sources Leverage multiple sources Stay in constant contact (monthly) WIFT – What’s in it for Them?

10. Potential Sources of Job Openings Online Postings Recruiters Attending Networking Events Informational Meetings & Interviews The 4 Quadrants of Job Search™

12. Potential Sources of Job Openings Online Postings The Ladders, 6figurejobs, Indeed.com, Simplyhired.com, Execunet, Monster, Careerbuilder Average response rate = 3% - 5% Great source of market intelligence Good resource for non profit, academic, government jobs 12% - 15% of professionals secured their job through an online job posting The 4 Quadrants of Job Search™

13. Potential Sources of Job Openings Recruiters Industry based, functionally based, geographically based Average response rate = 45% - 75% Great source of market intelligence & referrals Outstanding resource for highly technical and targeted positions 12% - 15% of professionals secured their job through a recruiter The 4 Quadrants of Job Search™

14. Potential Sources of Job Openings Effective Networking Networking is a one-on-one process that requires trust and a willingness to help others Networking is about introductions, not jobs Networking is an opportunity to leverage other people’s contacts by granting them access to yours Networking takes practice and should continue throughout your entire career The 4 Quadrants of Job Search™

15. “Job seekers are most likely to say they used friends and family (74%) and referrals from current employees at a company (70%) as resources when searching for a job.” “Additionally, 40% of job seekers say they used referrals from the potential hiring company's customers or vendors as a resource when looking for a position.” (Source: “Job Seekers: Personal Connections Still Matter” by Bryant Ott, Nikki Blacksmith, and Ken Royal; 2008 Gallup)

16. Potential Sources of Job Openings Attending Events Industry based, functionally based or broad based CMS, FENG, ExecuNet, InlandNet, CafeNet, Executives in Transition TiE, ACG, HBS, USC, IMA, IIA, CDF, SDSIC, CommNexus, BIOCOM, ABFO, ASTD, NIRI, WITI, Athena, MIT Forum, SDVG, HFTP, Connect, SHRM/NHRA, etc. Great source of market intelligence & referrals Seek out introductions, not “a job” – people want to help Bring a “wing-man” Follow up is key The 4 Quadrants of Job Search™

17. Potential Sources of Job Openings Attending Events – Helpful Hints Scan the nametags for target companies Arrive early and stay late Stand near the drink station, buffet, registration table Look for groups of 2 or 3 people Make eye contact, smile and initiate conversations Use inviting body language The 4 Quadrants of Job Search™

18. Potential Sources of Job Openings Attending Events – Helpful Hints Help others & they are more likely to help you The goal is to “connect” with 3-5 people/event Exchange business cards and make notes The goal is to secure a one-on-one meeting Follow up with an email to schedule a meeting The goal of the meeting is to exchange referrals The Keys to Effective Networking

19. Potential Sources of Job Openings Attending Events – Helpful Hints Conversation Starters: “Are you a member?” “Is this your first meeting” “I see you work at xyz company, have you worked there very long?” “I have heard of your company, what is your role in the organization” “What does your company do?” “How has the downturn in the economy affected your business?” “What other networking events do you attend?” “How did you find your position at xyz company?” The 4 Quadrants of Job Search™

20. Potential Sources of Job Openings Informational Meetings & Interviews Seek out introductions, not “a job” WIFT – What’s in it for Them? Come prepared with questions, research & targets Offer your 1-pager vs. your entire resume Stay positive The 4 Quadrants of Job Search™

21. Potential Sources of Job Openings Informational Meetings & Interviews (continued) Diversify your group Manage your time – 5-10 meetings/week Respect their time & be on time! Respect their position & industry Follow up is key The 4 Quadrants of Job Search™

22. Potential Sources of Job Openings Informational Meetings & Interviews – Helpful Hints Help others & they are more likely to help you The goal of the meeting is to exchange referrals Come prepared with questions & information Bring your 1-Pager and your “30/60-second career pitch” Follow up after the meeting & mention any referrals Send an invitation to LinkedIn Follow up again after each “referral meeting” Develop a “Career Update” email Provide closure at the end of your search The Keys to Effective Networking

23. What good is Networking Anyway? “…real networking is about finding ways to make other people more successful.” (Keith Ferrazzi, “Never Eat Alone”) W.I.F.T. – “What’s In it For Them” The Keys to Effective Networking

24. LinkedIn is the one tool that will enhance each of the previous resources LinkedIn is the one tool that will enhance each of the previous resources It has become the tool of choice for recruiters & hiring managers It has become the tool of choice for recruiters & hiring managers Nearly 32 million people maintain a profile on LinkedIn Nearly 32 million people maintain a profile on LinkedIn The Accelerator - LinkedIn

25. Top 10 Reasons to get LinkedIn It’s FREE! It’s FREE! Find previous employers, old classmates and former contacts Find previous employers, old classmates and former contacts Develop a network of peers and service providers Develop a network of peers and service providers Gain access to your colleagues’ contacts Gain access to your colleagues’ contacts Develop your list of target companies & search jobs Develop your list of target companies & search jobs Gain insights about a company’s culture Gain insights about a company’s culture Create “Groups” to encourage sharing of market intelligence Create “Groups” to encourage sharing of market intelligence Showcase your skills to prospective employers Showcase your skills to prospective employers Research prospective employers prior to interviews Research prospective employers prior to interviews Enhance your “web presence” Enhance your “web presence” LinkedIn

26. 3 ways to Leverage LinkedIn for your Job Search Based on your list of target companies/industries, identify professionals from these organizations and secure introductions through your network Reconnect with peers, past co-workers, alumni and old friends to establish contact & enlist their support in your search for introductions Utilize the job search option to identify potential openings and opportunities to tap into your network LinkedIn

27. Options Relocating Relocating Consulting Consulting Changing Careers Changing Careers Additional education & certifications Additional education & certifications

28. Attitude is Everything A ttitude + C ommitment = T angible results Maintain Balance Maintain Balance Look for an introduction, not “a job” Look for an introduction, not “a job” Be consistent Be consistent “Help them help you” “Help them help you” WIFT – What’s in it for them? WIFT – What’s in it for them? Follow up Follow up

29. TurningPoint Executive Search Connecting People. Inspiring Performance. Ken C. Schmitt, President 760.434.5401 kens@turningpointsearch.net kens@turningpointsearch.net www.turningpointsearch.net