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More than 70% of today’s job opportunities come through the “hidden job market”: they’re never advertised, assigned to search firms or internal recruiters, or displayed at job fairs. What’s more, as employers cut recruiting costs, the proportion of “hidden” job opportunities is actually growing. And, since most jobseekers know practically nothing about it, those who do understand it have a powerful inside advantage. Now, two career experts reveal the hidden job market, and show how to use it to dramatically improve your chances of landing a job that fits your passions and skills perfectly. Duncan Mathison and best-selling author Martha Finney help you launch a custom, personal job search that avoids competing with thousands of desperate, laid-off job seekers. Learn how to: Use the hidden job market to leap-frog salary levels or even change professions Uncover hidden market opportunities, and your target employers’ unspoken needs and wants Tell your story in two minutes, and make people want to know more Get the interviews that count, and run them like a pro Network without sounding phony, lame or desperate Reframe experiences, passions, and hobbies as “transferrable skills” Build a strategic support team of advisors Identify a “dead-ended” job search, and get it restarted Negotiate compensation for “hidden” jobs.
About the Authors xiv
Break Away from the Herd 3
Chapter 1: The Job Market Is Tight: It’s Time to Take Back Control of Your Career 4
Chapter 2: Don’t Trust the Official “System”: It’s Not Working in Your Favor 12
Step 1: Make Five Mindset Fixes to Get Your Search on Track 21
Chapter 3: Stay Home or Stay in Control: Beliefs That Can Kill Your Job Search 22
Chapter 4: The HJM Search Is a Different Kind of Numbers Game 30
Chapter 5: You Don’t Have to Have a Job to Get a Job 36
Chapter 6: Make Your Passion Your Most Competitive Asset 42
Chapter 7: Think Like a Hiring Manager 50
Step 2: Connect Your Hottest Skills to What Hiring Managers Really Care About 57
Chapter 8: Ability, Motivation, Fit: The Top Three Factors for the Ideal Job 58
Chapter 9: Maybe You Were Fired for Fit, Not Failure: Recovery from a Job Disaster 66
Chapter 10: Don’t Have the Exact Experience? No Problem! 74
Step 3: Upgrade Your Networking to Get Better Results 85
Chapter 11: How to Make Networking Really Work, Really 86
Chapter 12: How to Network Without Sounding Phony, Lame, or Desperate 94
Chapter 13: Make Your Networking Strictly Business 102
Chapter 14: Seven Essential Signs That Your Networking Is Working 108
Step 4: Power Up Your Job Search 115
Chapter 15: Opening Day: How to Organize Your HJM Search Campaign 116
Chapter 16: Backdoor Research to Uncover HJM Targets 122
Chapter 17: Your Resumé Is Not Your Friend 130
Chapter 18: Your Power Tool: The Targeted Opportunity Profile 136
Chapter 19: Find the Hot Issues to Uncover the Hot Jobs 142
Step 5: Get the Interviews That Count and Run Them Like a Pro 149
Chapter 20: It’s Not Rude to Intrude 150
Chapter 21: Get Past the Gatekeepers 154
Chapter 22: What to Say After “Hello” 160
Chapter 23: Disrupt HJM Targets’ Delay Tactics and Rejections 168
Chapter 24: Own the Agenda to Make Every Minute Count 174
Chapter 25: Get Their Attention: Tell Your Story in Two Minutes Flat 180
Chapter 26: Flipping the HJM Meeting into a Job Interview 188
Step 6: Negotiate Everything 199
Chapter 27: How to Nudge a Dud 200
Chapter 28: Collaborate on Creating Your Job Description 206
Chapter 29: Negotiating Your New Job 212
Conclusion: You Have What It Takes to Get the Right Job 218
Afterword: Why We Wrote This Book 222