July 16, 2012

How a positive mindset can trump the best skill set

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In a struggling economy, many people looking for work make the mistake of focusing solely on a new job instead of managing their careers. I know from personal experience that when a steady income is suddenly cut off, it becomes nearly impossible to think about anything beyond your next mortgage payment. The pressure to grab at whatever financial relief you can find -- even a dead-end job that you'll hate -- is overwhelming.

Rubbish, says career expert Ford R. Myers. In his often-contrarian book "Get The Job You Want, Even When No One's Hiring," Myers, president of executive coaching firm Career Potential LLC, turns this strategy of compromise and pragmatism on its head. He states not only that good jobs can still be found in a recessionary economy, but also that conditions for well-prepared job seekers are as favorable today as they ever have been.

The key, Myers explains, is the concept of "perpetual career management," which means engaging continually in job seeking and networking activities, rather than merely "[fixing] your career when it's broken." In particular, job seekers should "work on identifying the particular needs, problems and challenges that companies face during a serious market downturn," he writes. "The fact is that every company is hiring all the time, if you can offer precisely what they need when they need it."

Myers sums up his philosophy with a phrase that comes perilously close to "Oprah's Book Club" aphorism territory: "Mindset comes before skill set." In other words, skills, intelligence and connections are less important to finding a job than the right attitude. "The reason that many of my senior executive clients land jobs when no one's hiring is that they expect to get a job when no one's hiring," he claims.

Statements such as these feel a bit too "rah-rah" and oversimplified for my taste. Myers often takes his counterintuitive logic a bit too far. For instance, I seriously doubt his claim that, because of the Great Recession, so many disillusioned unemployed people have given up looking for work that there is "much less 'noise' out there for your message to compete against." On the contrary; with sometimes hundreds of people applying for a single job opening, the competition has made it harder than ever for even the most qualified job seeker to get noticed.

However, there are some intriguing observations in the book that serve as potent reminders that you will control more of your career destiny than any outside economic influences. Myers recommends the following actions to make sure you are a career manager rather than a desperate job seeker:

Become your own best marketer. The majority of job seekers today mistakenly believe that the general workforce is a "meritocracy." In fact, Myers writes, "candidates with lesser qualifications get job offers simply because they've prepared and presented themselves in a more compelling way."

In today's unhealthy job market, job candidates must focus relentlessly on tangible, positive results. This means job seekers should "zero in and quickly identify the employer's most pressing needs and challenges," Myers writes. "The people who move up in the organization and get the best assignments are the ones who clearly demonstrate their value to the organization."

Network like it's a full-time job. Even if you are in a stable job, assume that your position could vanish tomorrow, Myers says. Be sure to update your resume, reference list, letters of recommendation and major accomplishment descriptions with the latest information.

"Continually increase your level of networking and keep expanding your contact database," he advises. "Reach out to re-establish and nourish business and personal relationships. Offer to help others, even if they're not in a position to help you."

Don't grab at the first offer you get. Think a bad economy is a terrible time to haggle over money? Think again, Myers writes. "Employers expect that you've done a salary research, and they anticipate having dynamic negotiations with you," he says. "In fact, they'll often be disappointed and question your candidacy if you don't negotiate."

Each initial salary offer is merely a "trial balloon" that is launched to see how you will react. "There's almost always room to improve on the initial compensation offer," he adds, "even in a tight job market."

Stay downwind of the competition. Do as much research as you can about what's going on in competing companies, and keep track of other professionals in your industry, Myers suggests. Brush up your industry credentials through seminars, classes, lectures, professional events or conferences.

Even if you're not actively looking for work, take note of any recent job openings. "This will help you to know the market, gauge various aspects of your current position and stay plugged in," he writes. "Don't wait until a career crisis arises to polish your job-seeking skills. You never know what's going to happen."

To download samples from Myers' book, including other bonus materials, visit his Career Book Bonuses website.

Randy Woods writes about job-search tools, networking techniques and other tips to help you land your dream job.

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book review, economy, job search strategy, marketing, negotiating, networking, self promotion, self-confidence