I accepted a six-figure job in 2008 that was never actually posted. It was the result of an exploratory interview that came about from a former co-worker checking in to see what I was up to.
Let me backtrack a bit.
In the prior year, my boss and my best work buddy were let go unexpectedly. Although I had been with the company for 9 1/2 years with a great track record, I knew I could be let go too. My best work buddy and my boss also had great track records with the company, and longer than mine.
My buddy advised me to pretend I was fired, make a list of what I would do and do it while employed (yes, my friend’s advice is the inspiration behind my "Pretend You're Fired Today" podcast).
First, I updated my resume. Then I called my former co-worker, who I hadn’t chatted with in two or three years. She loved working with me and asked me if I wanted to have an exploratory chat with her CEO. The CEO loved me too but didn’t have anything open. He said he would call when he did.
Fast forward to March 2008. He called and said, “I have the job for you.” He proceeded to describe growth initiatives, a new division, and an operational plan that he wanted me to lead. I would report directly to him — with a lucrative six-figure salary.
I started on May 1, 2008. A job that was never posted and that nobody else was interviewed for. Dreamy.
Landing a job that's not posted isn't the exception. It’s not necessarily the rule either. But it’s more common than you think when done the right way. You need to know how to create exploratory meetings to learn about companies and discover opportunities upon which to capitalize.
Here are three steps to take when aiming to find coveted yet covert openings.
1. Take a step back and imagine what type of organization you would like to work in next. Pinpoint a list of 5-10 companies that you would like to join and that would benefit from what you have to offer (for this to work you must consider both aspects).
2. For each organization, look up the company and your connections on LinkedIn. First, see how many first-degree connections you have. Then look up current employees who are second- or third-degree connections. Lastly, look up individuals who used to work at that company.
These individuals will make up your list of contacts for an informational interview. You will continue to build this target list of contacts through professional associations, nonprofit groups, social media networks and personal connections, but for this article, let's focus on LinkedIn connections.
3. Reach out to individuals on this list and mention how you found them. Then state your purpose quickly and succinctly. Do not inquire about a job yet – keep things light and easy so you can set up a brief appointment to chat. Here is an example of a note that can be customized for your own campaign:
Hello Keith,
I hope this email finds you well. We share a few common connections on LinkedIn, which, coupled with my reading your post on using artificial intelligence in making client service processes more efficient, inspired me to reach out, as I thought your ideas were refreshing and different.
I was hoping to have the chance to discuss your ideas further. My background is in operations and service execution in the ____ industry, and I find what you are writing about to be relevant to what I do. I believe speaking with you will provide a mutual benefit.
Would you have time to have an in-person or virtual chat in the next couple of weeks? I appreciate any time you might have to meet. My phone number is ___.
Thanks and best regards.
When you land an informational discussion using the steps above, use the five steps below to ensure you are mentally equipped to ask curiosity-driven questions and provide interest-piquing answers so that this discussion is the first of many. Preparing for an informational discussion is similar to preparing for a regular hiring interview; it's just less formal in structure.
1. Start with researching your own background first. Know yourself, your wins, your wants and your challenges, so that if called upon, you can speak to them confidently. These stories are also the basis of what you should use to update the resume and LinkedIn profile that you will use in this process.
2. Proactively apply what you learn about yourself to what the company needs. In researching the company and the contact with whom you are interviewing, put yourself in their shoes. Aim to anticipate what may be interesting to them about your background in helping them fix challenges they have or capitalize on opportunities. Your angle to be interesting to the contact lies in this answer and research.
3. Prepare questions that show you are mindful and curious. Aim not to ask predictable questions. In case your time is cut short, ensure you pose your most crucial questions at the beginning to make the strongest first impression and to get the answers you seek.
4. Always send a custom thank you letter. It should reference your conversation and expand on any points you would like to drive home. Then, connect with your new contact on LinkedIn.
5. Lastly, send a follow-up email. Reference articles or research you found after your chat to keep the dialogue going. It's in these follow-up dialogues where you nurture referrals and job inquiries based on opportunities that arise.
When you use the process above, you’ll find that the “hidden” job market may not be so hidden after all.
