Find a Job: Discover Company Goals & Problems

Monday and Tuesday we discussed that phone calls must focus on the goals and needs of the hiring authority to get interviews..

Hiring authorities set goals for themselves, or their bosses set the goals for them. In addition, problems frequently beset businesses. They need to resolve the problems and achieve the goals.

What Information You Need to Discover

Decision makers will hire someone that convinces them that they can:

1. Do the job they want done (either achieve the goal or solve the problem)
2. Fit into their work team or organization
3. Provide a good return on investment (make or save them at least 5 times what they pay)

You need to discover their goals and problems. Prepare questions that will gather the information about:

• Goals, problems, or jobs they want done
• Team or organization’s strengths, roles, and holes they need to fill
• Definition of a good return on investment

Write down the answers you receive. Then, include 2 questions at the end of each conversation:

• “You have been most helpful. Is it OK if I call you again if I have more questions?”
• “Who else would you recommend I talk to?”

Where to Gather the Information

• Search the Internet. Read the company’s web site. Look for news releases, staff, sales information, and company history. Also, search for articles and other comments about the company in publications, trade journals, or other web sites.
• Talk to people you know who work for the company, know people who do, compete with the company, or buy from the company. Ask the questions you prepared. Include the 2 questions I mentioned earlier.
• Talk to the people your friends recommend. Identify the person that gave you their name. Request permission to ask a few questions. End your conversation with the same 2 questions.
• Call employees working in the group you want to join. Explain that you are preparing for a meeting with their supervisor (That is your goal isn’t it?) and would like to gather information.

Join me on Monday when I share methods to define where you want your career to go