Specific technology expertise?

ASK THE HEADHUNTER® What do employers really pay for?

Question
After I got laid off from a company that I had 27 years with, I have not been able to get interviews, let alone job offers. I have been told that my resume is very strong and well-written. I am fortunate enough to know several executives in large corporations that have been sending my resume to recruiters, but the drought continues.

I believe the problem lies in that I do not have a specific technology or industry expertise. Earlier in my career I did programming, but as I advanced I took on several management and technical liaison positions. None of these required me to have a particular expertise. In fact, I successfully managed a 35-person development team without knowing the languages they used. I managed it from a business perspective and the application was delivered on time.

It seems the marketplace today is looking for people with in-depth knowledge in a particular area. It's very frustrating to have as much breadth of experience as I do, along with a Master's degree, and not even be able to get a single interview. I would greatly appreciate any insight you can share that might help me.

Nick's Reply
I think the marketplace is looking for people who can tackle specific problems, but managers are not good at figuring out how to map your resume onto a problem. You have to do it for them. That requires a targeted approach. Pick companies (just a handful) you'd love to work for. Then research them inside-out, mainly by finding and talking to people who do business with them (or work there). You're looking for one key thing: What do they need? This probably has little to do with job titles or position descriptions in job ads. You must look deeper to learn what work actually needs to be done to address the specific challenges the company faces. Then you must put together a business plan (instead of a resume) and get it to the right person. (See The New Interview.) You'll find that person in the course of your research, by talking to insiders. It's the long way around, but it works best.

Please read A Good Network is a Circle of Friends. Then check the other articles on the web site for additional ideas. People like you are actually rare -- you can be re-configured to do many things. But no employer will re-configure you. You've got to do it for them. This isn't any different from switching from one project to another when you're employed. It's part of doing the job. But when you're on the outside, you must do the work necessary to gain insight on the company and department you want to work in.

I know this is frustrating. But, if you've been successful, you can be again. There are many obstacles you must get past, including personnel jockeys and recruiters. Your next job will come from a dialogue directly between you and the manager who needs you. You must overcome your own distracting thoughts: worrying that you don't fit, questioning yourself, and focusing on your perceived weaknesses. (We all have weaknesses. Weakness is nothing more than the period before you adapt so you can perform well. It's as fleeting as you make it.)

Specific skills are not the problem. Offering a specific approach to specific problems is the challenge. This means you can go after only a handful of opportunities at a time. That's a risk. But, the bigger risk is scattering your credentials, waiting for others to find the fit for you. It's not likely to happen. Managers are generally lousy at figuring out how a candidate fits into their business. You must establish your own fit, and the best way to start is to select a handful of targets.

So, pick the company you really want to work for, and focus on it. Follow every trail that leads to insiders. Get to know them on online forums and via e-mail. Graduate to phone calls and meetings. This sure beats sending out resumes and waiting! It's a lot more fun and satisfying, and it requires a basic skill -- engaging others to talk about their work.

It's not about you. It's about what your target company needs. You can address that, but you must figure it out first. And that, my friend, is what I'm betting you are very good at. In the end, it's what you will get paid for.

Best,
Nick Corcodilos
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