Last week we talked about why the black hole is your worst-odds job-search channel. We won’t get a job by pitching resumes into the Black Hole. We’ve got to find ‘our’ hiring manager, and reach out to him or her directly.How to Find A Decision-Maker’s Name:
If you’re targeting the VP of your function, the odds are good that you’ll find that person on the company’s website. Piece of cake! If you’re looking for someone a bit further down in the organization, here are four ways to find the name of your very-possibly next boss:
•Conduct a LinkedIn search on the company’s name and your target person’s most likely title.
•Use ZoomInfo.com to find the manager you’re looking for.
•Google the company name plus the title — ‘your’ manager’s name may pop up in a search result.
It’s easy to find a mailing address for your manager, once you’ve got a name. If you check LinkedIn and check with your three-dimensional network and can’t find a conduit person (someone who knows your hiring manager, who’d be willing to make an introduction for you) then your best bet is to send a snail mail letter straight to the decision-maker’s desk.
Now, Spot the Pain
Finding the decision-maker’s name is fairly easy, unless your target organization is a huge company like IBM. After you’ve got a name and a street address, your next job is to spot the pain the employer is facing — that is, the reason for the job opening.
Every job opening springs from some sort of business pain. If there’s no pain, there’s no opening. If things were working perfectly, why would the CFO approve a job opening? Your job is to spot the business pain and show the decision-maker how you’ve surmounted a similar problem in the past.
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