Using Leverage to Lift Your Career

With the economy slightly upside-down, many Professionals are in one of two states: Either laid off or fearing career instability. A great many have never faced an economic downturn in their entire career, a testament to the previous 8-9 years of strong economic growth.

Their first impulse is to call a Headhunter. After all, they reason, isn’t that what a search firm does? Find jobs for people like me? Not exactly. Search firms target very specific individuals to satisfy very focused, demanding job specs. So, anyone calling and bugging a recruiter to get them out on interview is hardly performing much of a proactive job search.

I’ve got a MUCH better idea: Lift your career using leverage! A lever makes a man able to lift a much heavier weight than simply trying to pick it up and carry it in his arms. Do the same with your career search.

First, make a list of all your peers, managers, other useful contacts from previous companies, vendors, customers, the longer the list, the better. And, don’t forget people like sales admin, receptionist, payroll mgr, HR Director, anyone who ‘knows everybody’ at that company. Next, make a list of everyone you remember from your current or most recent company that left for a different job. Can you remember WHERE they said they were going to work? Maybe your skills would qualify you at that company, too. Next, make a list of all the companies competing with you in your marketplace or like companies in your geography of choice.

This, my friend, is your long list. Next, track these people down. Call your old company contacts to trace them. If gone, ask the person who replaced them where they landed. This process whittles your long list to a qualified short list. It’s qualified, because you have a personal connection somewhere down the line. You’re not just another resume; these people KNOW YOU!

With vendors, ex-customers, etc., you use leverage to get leads on openings that would suit you. Customers know who left your competitors, or people who sell similar lines. The point is, they know you. You’re leveraging your relationships to get into a better position at a new company, ahead of the pack.

In the next installment, we’ll use leverage of your skills and qualifications in new and specific ways to differentiate you in prospective new companies’ eyes.