It couldn't have happened at a worse time. Through outsourcing, downsizing, a business failure, or a merger, you find yourself among the growing number of once valued, highly educated, mid-career, mid-level managers who are suddenly unemployed. Redundant. Fired. And stuck with home mortgages, kids in college, car payments, and other debts that suddenly look overwhelming.
What do you do now?
We presented this scenario to Paul K. Herrerias, C.P.A., head of Herrerias & Associates executive search firm in San Francisco (www.herrerias.com). Herrerias has more than 25 years' experience as an HR professional and business consultant.
"The first thing is to remember is that you are not the first person this has happened to...." Herrerias says. "It will be tempting to go into your cave, but the answer isn't there."
It's important to look quickly to others for advice, get support from your family, and begin working through the stages of change, which are denial, anger, exploration, discovery, and finally, acceptance, Herrerias says.
"Recognize that these phases are natural and inevitable, he says, "and that even anger is a natural part of the process."
First, Know Yourself
Before looking for a job, you will need to define and understand your own values and priorities, Herrerias says. Values are what you use to make decisions on the job, at home, with your friends, and alone.
"One way to know your priorities," Herrerias tells his clients, "is to look at a typical month of activities to see where you invest your time. Do you spend it with your family, your church, your hobby, or your work?"
If you prefer to spend time with your family or your church, you will not want to seek employment that requires an 80-hour work week, he notes.
Networking: Your Best Course
Once you understand yourself, you will need to seek employment online, through newspaper ads, and elsewhere, but your most effective tool in job hunting will be your network, Herrerias says.
"...You already have credibility and trust in the network," he says. "And trust trumps experience."
Begin to establish a list of people who can help you, people who have helped you in the past or whom you have helped, he says. They might be vendors, clients, coworkers, neighbors, or fellow members of professional associations you belong to.
"Don't prejudge," says Herrerias. "Put prospects into your network, and ask them for help.
"Go online to see where the jobs are, and feel free to go back to your network and tell them where you see jobs you want. Ask your network who they know at these companies, if they can provide introductions to people, and if they can give references for you. Be sure to ask them how you can help them to be successful, as well....
"When you do get the job and commit, let the network know, and thank them for their help. Let them know they can call on you if they need you in the future."
In the Interview
Once you're ready to meet a prospective employer, "It takes four things to get hired: experience, credibility, trust, and a demographic fit," Herrerias says.
"Before you get hired, the employer will want to know that you can do the job. Without trust, you won't get hired. Credibility is what others say about you as well as your image, resume, and speech. Do you look the part?... Trust predicts behavior by understanding values and priorities. You tell them your values and priorities throughout the interview.
"Demographic fit is about time, money, and location. Are you willing to live near the job and relocate if necessary? Can you or will you put in the time that is necessary to do the job? Finally, is there a financial fit?"
You Know It's Coming, So Be Ready
And there is one question you will have to answer, so be ready for it, Herrerias says.
"When you are asked why you went to your last company and why you left, have a solid answer that reveals your values and priorities. Rehearse it until you are comfortable with your answers and ready to defend them. Your answers will reveal you as someone who either causes problems or solves them."
Successful Interview Tips
Remember: Interviews are a 50-50 proposition.
* You need to ask as many questions as you answer
- This is your chance to decide if you want to work at this company.
- Questions tell more about you than your answers, so choose questions carefully, and use them to highlight what you know and want. This could show you have done your research and you are sensitive to their business.
* Your No. 1 objective in an interview is to be offered the chance to continue the interview process. How?
- Do your homework before the interview. Research both the company and the people.
- Build a relationship with the interviewer, even a friendship if possible.
- Be sure to cover all of the elements: trust, credibility, experience, and demographic fit.
- Focus on either being offered the job or being invited back.
* Find out how you can help this person, your future boss, be successful. Ask questions that demonstrate knowledge and interest, such as:
- What are your goals?
- How are you being evaluated for success?
- How can I help you be a success?
- What are the challenges?
- What can get in the way of success?
* Then ask: "What do you think it would take to be successful in this job?"
* Last, use your closing skills. Herrerias says most people who come to him fail to do this, despite the fact that it's their only reason for being at the interview. Here are two sample closings:
- "Does it look to you like we're moving in the right direction?" This is considered a soft close.
- "I'd like to work for you. Can you make me an offer?" This is a hard close, and Herrerias says most applicants are not comfortable with being quite this direct.
