Why Some People Fail in The jobmarket
— The Job Hunting Dilemmas They Never Solve
Many people fail to confront a number of factors that will impact their success. Here are some that might apply to you and that our service will address. Not all of the following may be questions that require resolution in your case.

#1 Reason Some People Fail...

They Don't Go After the Right Job...In the Right Industry.
If you are about to make a career move, it will be helpful to keep in mind the following perspective. Each executive career is a journey. At each stop along the way, as you decide on a job, you choose from a number of possible futures. Your selection changes your life, but it also determines all the remaining career choices that will ever become available.

That's why finding the "right" new job is so critical. If you just settle for an "okay" job, chances are you will end up disappointed. "Okay" jobs don't stretch you. They don't require the full use of your skills and knowledge. They don't enable you to develop new skills, don't offer a major increase in income, and fail to make you more marketable. How often have you seen others take jobs with average potential? They took jobs that were just "okay."

This first dilemma can be challenging. However, more high-level people than ever are making career changes. They move from education and government to business, from nonprofit to the private sector and vice-versa, and many change careers within business.

But how do you know which new career options to explore? How do you qualify yourself for a new career? Our service addresses these issues.

When it comes to industry options, there is obviously a world of added opportunity when you are in a growth industry... rather than one that is tired or declining. But how do you know which new options to pursue? And, how do you identify and communicate those unique elements of your experience that would get people in new industries excited about seeing you?

One of the great strengths of our service is surfacing industry options. We also identify the skills, assets and key phrases to communicate in various resumes and letters.

#2 Reason Some People Fail...
They Don't Handle Their Liabilities
This is the second dilemma. Make no mistake about it. Everyone who recruits is looking for liabilities, reasons to rule you out... not in. But, the most common ones include:

Career may have peaked/or have age concerns
Lacking blue chip or large firm experience
Being unemployed
Leaving a firm that performed poorly
Having changed jobs too often
Being seen as too narrow or too generalized
Closely associated with a firm or industry
Leaving a short-term position
Lacking the right education credentials
Lacking impressive titles/career progression
Having gaps in your work history
Lacking line or staff experience
Lacking experience in the industry you are targeting

Strategies for handling any concerns are important, and we provide solutions for any that may pertain to you.

Last year, through our recruiting subsidiary, Executive Search Online, we surveyed 2,000 executives who found themselves frustrated and still looking for a new job after 12 months. We asked them what they thought was the root cause of their problem... what caused their lack of success. In the statistical summary below, you can see where they placed the blame.

Essentially, this paints a picture of why they think their searches failed. Of course, hindsight is always easy, but... 96% blamed lack of access to openings, 91% blamed lack of industry options, 87% felt their resume was the problem, and 77% lost out in interviews.

Now the tragedy of this is that all of these issues could have been resolved in advance... saving these executives from an enormous amount of anxiety... and from drifting in the market for so long. It didn't need to be this way.

But, let's go further down the chart and you'll see liability issues that people felt were the cause of their problem. 68% said unemployment gave them a bad image... 65% said age held them back... 62% said that they were too specialized or too generalized.

The real shame of this situation is that talented people needlessly put themselves through a lot of despair--undoubtedly costing a lot of time and money.

We've learned that any client's concerns should be addressed up front... and strategies put in place to minimize the impact of any liability. If you fail to do this your entire job hunting effort can be put at risk. The fact is that any good marketer... whether it's Dell Computer, Honda or J & J... knows their products aren't perfect! But they find ways to market them and overcome any shortcomings.

Search Issues
96% Lacked access to right openings
91% Lacked industry options
87% Needed better resume
77% Failed in interviews

Liability Issues
68% Unemployment hurt
65% Age was problem
62% Too specialized
55% Experience in a single industry
47% Lacked blue chip experience
29% Changed jobs too often
22% Titles lacked career progression
20% Previous firm performed poorly
20% Reference issues
16% Left a short term job
15% Recent jobs were too similar
13% Had shifted from main field
09% Was seen as overqualified


#3 Reason Some People Fail...
They Use Average Resumes and Rely on Trial & Error
Does your resume go beyond a simple presentation of where you've been and some achievements? Will employers easily see the full value of what you offer? At your level, employers have to see a lot of value to make a hiring decision!

Our copywriters focus on creating persuasive and distinctive materials, which capture the very best expression of you.

Once you have your materials, just like a sports contest, it's important to have a game plan... a step-by-step action plan that lays out what should be done, where, when and how. If you just jump into the jobmarket, chances are you will fall victim to lengthy trial-and-error job hunting.

To avoid this, our staff creates a custom marketing plan aimed at developing several interview opportunities in a range of action channels. Over the years, we've learned that a good plan can cut your job hunting time in half; and when you generate a lot of activity, you will feel better and do better.

#4 Reason Some People Fail...
They Aren't Ready for Competitive Interviewing
Interviewing isn't what it used to be, not when there are so many finalists under consideration. We've seen some of the most polished executives in the world disappoint themselves in interviews.

How do you take control of critical interviewing sessions? How do you separate yourself from the others in the final stages? Can you wrap things up without missing a step?

We help you with each of these issues. Our goal is to make sure you are fully equipped and ready to compete with a maximum advantage.

Negotiating, of course, is not just about money and stock options, but the nature of each job and everything that goes with it. Since most of us seldom face this experience, few of us are real experts here. As part of our service you learn our negotiation philosophy. Then, as you encounter negotiation situations, we are there to strategize each stage.

#5 Reason Some People Fail...
They Can't Find Enough Openings
Advertised openings on the Internet can represent opportunity. But how do you find time to track down the best ones? And when you respond, how do you differentiate yourself from hundreds of others?

The overwhelming size and scope of the Internet is intimidating. Navigating it is a hit-or-miss proposition, and its global reach vastly increases competition. It's also easy to be disappointed when you search for good positions. But, we've solved the Internet job hunting problem.

To accomplish this, we've invested millions of dollars in an online client information center. We put everything that's relevant in one easy-to-use place. Essentially, we make it possible to avoid reams of irrelevant information and track down many more of the right opportunities... and in significantly less time. Most important, our information center facilitates access to a significant portion of the published and unpublished markets.

#6 Reason Some People Fail...
They Fail to Maximize Recruiters
Recruiters are an option. But, which ones should be approached? And how? Will your resume command top consideration? And, how do you get a recruiter to present you for a job with real career advancement... not just an "okay" job?

Recruiters account for about 9% of all executive opportunities. With this in mind, as part of our service, we make sure our clients define and blanket this segment of the marketplace. Some of the things we do include distributing your resume electronically to thousands of recruiters who may have interest.

We also supplement electronic distributions with first class mailings. Through our information center, you also are able to review openings with recruiters throughout your search... and submit your credentials accordingly.

#7 Reason Some People Fail...
They Never Maximize Their Networking
Traditional networking can be time-consuming and sometimes demeaning. We believe in networking, but at the executive level, we have a different approach. It is briefly outlined in this handbook in Chapter 14. Approximately 10% of our clients accept new positions which stem from the networking philosophy that is described. Our consulting staff is skilled at creating just the right networking message.

#8 Reason Some People Fail...
They Don't Know How to Use Direct Mail
Done properly, direct mail can produce highly qualified responses--in a far less competitive environment. The key is to have the right targets, use superior materials, and use finely tuned strategies.

We believe in direct mail to CEOs and officers for most job campaigns. While some direct mail to employers is part of our core service, we also make it possible for you to do your own direct mail. You can order custom mailing lists through the interactive segment of our information center, and contact selected employers with your materials.

For senior executives, contacting board members is a viable option. However, do you know what works and what doesn't? Are you aware of the materials required? A lot of finesse is involved. To assist you here, we can give you the benefit of what we have learned... and, if you wish, can handle a number of board member mailings for you.

Highly Marketable or Less Marketable... Today, People Need to Do the Right Things
If you're highly marketable, you need to make the most of the fine record you've built. And if you are average, or below average in marketability, you need a competitive advantage to make up the difference.

In either case, you need to face up to the fact that without enough market exposure, your chances of winning the "right" job in today's jobmarket are incredibly small. Getting market exposure is what we help people do.

The right market exposure can change your confidence and self-esteem. When your schedule is full of telephone discussions and interviews, your will to succeed will build on itself. That's when people can take control their own career destiny, rather than trusting their future to fate.


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