Rebounding After a Layoff: How to Get Back to Work in Today's Job Market

By Debra Feldman

The nation's tough economic times have left countless people
unemployed and looking for work. For many of them, rejoining the work
force may seem like one of the most difficult transitions in life.
However, if you find yourself re-entering the job market, by preparing
appropriately and attacking the search smartly, it will not be as
intimidating as you might think.

While the nation's unemployment rate is the highest it has been in
over 25 years, companies are still hiring selectively. The jobs are out
there, but many are not being advertised. It's been reported that
only about 20 percent of the potential job market is advertised to the
public at large. That means the vast majority of new hires find jobs
through networking connections, by having a contact who introduces them
to a potential opening. This "under-the-radar" world of
recruiting is often referred to as the "hidden job market."
It's in the hidden job market where prospective employees are most
likely to find a new job. Therefore, job searching efforts should not be
focused on the job boards, classifieds or relying on recruiters,
corporate Web sites or other sources where competitors are also
searching, but aimed at establishing relationships with individuals
likely to provide access to a new job lead before the job is officially
announced.

For candidates returning to the job market after a period of absence,
the first step toward being competitive is often getting past
computerized or human gatekeepers. One of the reasons why re-entry
candidates face a daunting job search is that companies and search firms
use automated candidate screening and recruitment processes to triage
applications and resume submissions. These computerized systems
don't accommodate for and can't appreciate exceptions, so
re-entry prospects may be eliminated before any human actually evaluates
their application. Given the obvious employment gap, re-entry candidates
will rarely be included among a short list of candidates matching an
employer's ideal requirements.

So, how do you get from where you are now to where you want to be next?
The preferred job search method is the same as ever: connections.
Networking is the means to a swift, successful landing. However, after a
prolonged hiatus, once reliable contacts may have lost their value or
left the field. Freshly minted re-entry candidates rarely fit the
perfect candidate descriptions listed in advertised job postings. Rarely
are these under-the-radar candidates sought out by search consultants or
recruiters to fill openings for exacting corporate clients.

Jumpstarting a search campaign requires designing and purposefully
creating a new network of relationships. In today's competitive and
risk-averse job market, networking purposefully is
the solution to finding a new position that matches your requirements
for personal, professional and financial rewards. The critical element
for success is getting attention now and then being remembered by hiring
decision makers affiliated with appropriate opportunities. You must
carve a direct path to senior management and then present a remarkable
and memorable value proposition fostering a meaningful dialogue about
mutual interests.

An effective technique for boosting your potential is having an inside
contact at the company personally usher a candidate through the
corporate maze. As a prospective employee, you must convey to this
intermediary your unique value contribution and encourage this contact
to champion your interest up the ladder to a hiring decision maker, not
just HR. A personal recommendation goes a long way to grab attention.
Then it is incumbent upon you to follow up personally and interact
directly to nurture a relationship with the hiring authority to develop
trust and prove ability.

Too often, networking contacts are inaccurately valued as isolated
interactions. In fact, networking is about relationships, not only a
transaction targeted to a single position. Beyond an immediate job
offer, a positive impression might yield still more networking referrals
that will produce more potential job leads. Think of each contact as
exponentially increasing a your reach to hiring decision makers and new
career opportunities. Networking has multiple benefits: getting up to
date on the industry, developing influential relationships, acquiring
insights from the employer's perspective, and gaining knowledge to
focus on target employers most likely to be interested what you have to
offer.

Just attracting a hiring decision maker is not enough, staying visible
is just as important because organizations are dynamic, and new
opportunities are constantly resulting from restructuring, vacancies,
retirements, and so on. With patience and persistence, continuously
developing and nurturing key networking relationships with contacts
affiliated with target companies is the surest way to find a job. If you
have a break on your resumes, personalized introductions can explain
unusual circumstances and pave the way for meaningful dialogues with
prospective employers.

After getting comfortable with a your abilities, an employer may decide
that a formerly imperfect prospect could be a great employee for an
opening - or they may even create a new job just for you. Notably,
the ideal candidate and the ideal employee may be different. Only the
hiring decision maker can bend the requirements, reorganize resources
and do what it takes to make an offer. That's why connecting with
the appropriate inside authority is key to generating a new career
opportunity, whether a job is advertised or part of the hidden job
market.

For re-entry candidates, here are some tips to accelerate your job
search progress:

* Differentiate and specialize within a niche expertise to attract more
attention. Trying to be something to everyone often results in being
nothing to anyone. Illustrate capabilities with concrete solution
examples. Support extraordinary skills and talent by highlighting
compelling achievements that overcame sizable challenges.

* Target specific industry niche employers able to appreciate your
background and recognize complementary background and qualifications.

* Put skin in the game. Show confidence in your anticipated ability to
deliver with a heavy portion of performance-dependent compensation.

* Show. Don't tell. Unmistakably prove expected/required strengths to
persuade decision makers. Voluntarily prepare presentations, white
papers, garner support from references, and so on. Increase visibility
and credibility: publish, comment on blogs, post on listservs and
forums, attend and present at conferences.

* Initiate contact and stay connected. Identify key players, obtain
recommendations about who you need to know, research speakers' trade
publications and online resources, then connect with current industry
thought leaders. Cultivate relationships that are likely to generate job
leads, increase credibility and provide future mentoring.

* Communicate your value with consistent messaging. Resumes, bios, online profiles, quotes must all tell employers about your potential
contribution, while reinforcing your trustworthiness and highlighting
your strengths. Demonstrate that you are the first choice, go-to expert.

* Connect with "insiders," individuals affiliated with target
employers. The best way to be one of the first to learn about and be
presented for an unadvertised opportunity.

* Be bold. Be persistent. Network Purposefully to make new contacts designed to enhance job searching results. Networking is about relationships not single-use and then forgotten transactions.

* Think positively. Job search is a marathon not a sprint. You should be
screening prospective challenges as carefully as employers investigate
new team members.

* Give back. Make introductions when you see synergy. Contribute advice,
help and counsel before being asked. Networking is not just for job
searching.

* Initiate contact directly with hiring decision makers. Call outside
typical business hours. Use snail mail creatively to attract attention.
Leave enticing voice mail messages communicating what is in it for the
employer. Leave them thinking that not returning the call would be their
loss.

* Follow up on connections. Be courteous and respectful while persevering
leads to new opportunities. If you aren't persistent, some one who does
follow through is likely to get the job offer that is perfect for you.

Debra Feldman <http://www.jobwhiz.com/> , founder of JobWhiz, is an
executive talent agent with more than 20 years of senior management
consulting experience. She uses networking to identify and connect
candidates with unadvertised new career opportunities in the hidden job
market. For more information, visit www.JobWhiz.com, and to contact her, visit
www.jobwhiz.com/contact.php.