EXECUTIVE SEARCH COMMENTARY
SEARCHING FOR AN EXECUTIVE POST IS A FULL-TIME JOB, AND YOU ARE IN CHARGE
Economic and financial market indicators are suggesting the United States economy is bouncing out of its short-lived recession, but some executives still could be cut as corporations of all sizes continue to focus on reducing costs and staff, reducing or eliminating some divisions or units, and maybe even exiting a business or business line. If you experience a downsizing in the current environment, the economy’s nascent revival isn’t likely to mean very much. You see yourself jobless, but you aren’t.
As trite as it may seem, you’ve just been named executive vice president of marketing, advertising and public relations for the promotion of “you.” It’s a full-time job and you must treat “you” as someone else.
To accomplish the successful sale of what we both agree is an excellent product, you must do certain things on the first business day of your new job, which should be the first business day after leaving your old company.
You need to go to your new “office”—the outplacement office, or your kitchen, den or basement. You need to dress like you are going to an office outside your home, even if it’s dress-down. You need to get to your “office” at the usual time and keep your usual routine. Normally read the paper over a cup of coffee? Do it. Normally get into the office at 8:30 AM? That’s your starting time now, too. Likewise, keep the same lunch and quitting times.
You need to make sure the people you live with understand you have merely moved your office. You don’t have time to do the laundry or run errands, except in extreme circumstances. You are working.
Next, on a piece of paper or your computer, plan exactly what you will do on that day and what you will do the next, hour by hour. Start each day by adjusting the decisions you made yesterday based upon new information and planning the next day. Keep this process going until you accept a job offer. Follow the schedule unless you have an interview or meeting that advances your search.
Atop the to-do list is preparing a document unabashedly spelling out the advantages and track record of the product. Don’t be shy, but don’t get carried away; keep your resume factual. Adjusting dates to make yourself seem 10 years younger is called “panic.” You will need to refine and adjust your assets based upon the companies and people to whom you will send this resume. You may need slightly different versions, emphasizing specific credentials, but by all means, tell the truth.
Spend serious time figuring out what you want to do and the companies you’d most like to work for going forward. Write that down, and treat the list like a strategic action plan, because it is just that. Consider what weaknesses you have, or potential “problem” questions you are likely to be asked, and figure out the answers. One of them may be: “Why are you looking now?” Truth is the best course.
For added effectiveness, listen to those you respect and adjust your goals, aspirations, salary demands, etc. Determine what you must have and what you would merely like to have. Inflexibility will only add to the burden.
Create an organized system, on paper or electronically, and determine who you are going to contact via phone, e-mail, and snail mail, in what order and why. The list should include business connections, neighbors, relatives, friends, teachers, former bosses, executive search firms, etc. Some of the calls are going to be to people you don’t know—a cold call. Sell the product!
Divide the list of planned calls into those you will contact to land a job; those you will network with in the hopes they will pass your name along; and those you’d like to speak with for guidance and ideas.
Keep a careful list of calls, letters and messages. If you call Charlie today and he hasn’t called back in two days, you need to call him again. If you need to call Marie Thursday at 3:00 PM, enter that in your calendar. The only way to keep track is to keep lists just as you (or your assistant) did at your last job.
A caveat: don’t heed the advice of those who suggest you take a vacation and head to someplace “fun” for a little while. How much fun do you really expect to have while you are jobless and concerned about the immediate future? Take the vacation after you get the new job.
This is going to be a difficult process. You need to stay focused. And, you need to make sure your friends and relatives understand that need. You can use their coaching if you become frustrated.
You are not the first executive to have been laid off, and an organized job search will ensure you return to the workforce in a good position and one that excites you. But you have to stay at it. Landing the new job isn’t going to happen in a day or week—except for rare circumstances. It could take months. Be mentally prepared and disciplined.
Finally, be open to ideas you haven’t previously considered. A new position could be a stepping-stone to realizing long-term goals.
_____________________
Maryanne Rainone is a senior vice president and managing director of Heyman Associates, one of the nation’s largest senior-level communications executive search firms.
