I am so excited to share that one of my recent clients found a full-time role as a Senior Principle – Project Management Office for a private equity firm. It is a nice step-up role from his previous Program Manager and Portfolio Manager roles. And the compensation matches that step up.
(Names changed for anonymity)
Here is Ethan’s story:
Ethan has had a successful career in progressive Project Management roles over the past 20+ years mainly in the finance industry. Last summer, he was downsized but his family’s needs required he very quickly get a new job.
Reactivating his network
Ethan’s first step was to reactivate his network of colleagues and contacts. Many of the opportunities he saw were for contract roles, which was not ideal. Swallowing his pride and putting his ego aside, he accepted a consulting gig that was below his most recent role in both pay and position. He remained positive, put his head to the proverbial “grindstone”, and opened a strong line of communications with both the staffing agency that hired him and the end client.
The staffing agency quickly saw he was making an impression, and his responsibilities had increased from the initial contract; they worked together and negotiated his payrate as much as they were able with the client. This job took the immediate cashflow pressure off and allowed him to maintain his family’s needs while continuing his search for a more appropriate role.
While he was settling in and securing the contract role, Ethan modified his search process. Following my guidance, using the worksheets in my book Take Control of Your Job Search and a couple of tools from other coaches, he developed a highly specific 2-page marketing plan with explicitly detailed objectives and well-defined target markets.
Systemizing his networking activities
Using a 3-step reciprocity strategy, Ethan took his networking activities to another level.
- He downloaded his LinkedIn contact list to an excel spreadsheet, organizing the 1000+ entries into categories like recruiters, employers/managers, working colleagues, and unemployed colleagues among others.
- He then utilized my 50:5 networking model and identified 50 people that can most and best assist in his job search and began reaching out to 5 of them each week.
- He matched his network of candidates to the job openings of the recruiters he spoke to.
How can I help you?
Here is a critical aspect of his success – HE NEVER asked for a job. He really did not even indicate he was looking for a job nor asked for any help directly.
Ethan’s conversations always centered on the question, “How can I help you?” His goal was always to listen to and for their problems and then share how he resolved such issues in his past. When the other asked how they could help him, Ethan shared his marketing plan and briefly discussed the type of connections he was seeking.
He also attended job seeker networking groups when his schedule permitted and maintained contact with a core group of other project/program managers seeking work and with me. He mentioned that he found a presentation by Al “The Hired Guy” Smith, an Atlanta-based career coach, particularly useful in tweaking his messaging and techniques.
Connecting people built reciprocity
What ultimately increased Ethan’s chances as well as his morale was building reciprocity with select recruiters and colleagues who were actively seeking. Specifically, the most successful reach outs were to people who had the green “Open to work” ring around the LinkedIn photo because that ring was an invitation to offer them assistance. An unconventional move to be sure!
Those conversations often matched to conversation he had with recruiters seeking candidates. He connected as many candidates as he could to as many recruiters as appropriate. All of these people got screening interviews through him and a few even landed jobs from these connections. Both parties were now indebted to him. One recruiter even “took me under his wing” because of the help received.
The ultimate result!
About 3 months into the consulting role, a recruiter reached out for another role below his level. When a recruiter reached out about a lower-level role, my client generously offered a list of other candidates. Because he had built so much goodwill with this recruiter, his own resume was passed along to the employer anyway. They asked to speak with Ethan and immediately asked why he wanted this lower-level position. Ethan had a strong response that focused on his interest in joining a private equity company and willingness to support them by staying in touch while waiting for the right role. That led to further conversations with the CFO and eventually the CEO. Together, those executives and my client developed this leadership role for him.
I love that this client truly internalized the often-heard guidance, from MOST career coaches including and especially me, to systematically and actively network with others, and focus on the other’s challenges rather than his own. By identifying the right people to speak with and learning about their concerns, Ethan was able to quickly show the value he brings to his employers. Then strategic follow-up conversations led to his eventual landing!
Your key take-aways
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Use a system to maximize activity and effectiveness
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Find the right people to build relationships with – that was his networking success
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Solve people’s problems – ask “How can I help you?” to build up a favor bank … make an effort to help others.
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Keep the conversation going – Always set your next conversation date and always bring something of value to the conversation so they want to talk to you.
About Paul Cecala
Paul Cecala, a Global Career Developmental Facilitator (GCDF) certified career coach, is a principal at Cecala Career Consultants with decades of experience as a career coach helping individuals with finding career success. He has taught over 500 seminars and workshops on conducting successful job searches. Mr. Cecala can be reached at pcecala@cecalacareer.com .
Follow him at: https://www.linkedin.com/company/cecala-career-consultants.
Paul Cecala can help you navigate to your success.
Schedule a Consultation: www.calendly.com/cecalacareer
Photo by Ben Rosett