Addressing the Market

  Addressing the Market
Where to go from here is a question you must ask yourself. In previous
chapters, I provided some information that hopefully has stimulated
your imagination, and you now have a better idea of where you want to
go or what you want to do in the field of project management. At this
point, consider three options: First, evaluate this position in light of
your overall strategy, then ask yourself: Is this a stopover or a destination?
Second, evaluate the visibility that this position affords you with
regard to your overall strategy, then ask yourself: Do I have a different
view from here? Finally, if you have decided that your present position
is not your final destination and your visibility tells you there are bigger
and better things out there, then ask yourself: Where do I look?
Is This a Stopover or a Destination?
Maybe you are now in a position to determine whether the next position
you take will be a stopover or a destination. In either case, it is
your choice. Hopefully you will make the choice before you take the
next position, but that’s not entirely necessary. On the one hand, what
started out as a stopover could end up being a destination. If you are
satisfied with the position you are going into, that’s wonderful. On the
other hand, if a position starts out as a destination and then you find
other opportunities available, that’s terrific.
All this may sound kind of wishy-washy, but it’s really not. At the
outset, you should develop a strategy built on the view you now have.
At this point you say: ‘‘I want to be a project vice president, and any
job is just a stopover on my way to getting there.’’ At the next vantage
point you have a different view. You see that staying close to your technical
roots is more promising in the long run. If that’s the case, shift
your strategy a little and take a slightly different vector. When you get
to the next vantage point, do the same thing. The point is this, have a
good idea of what you want to do and maintain the general strategy.
Don’t make sharp right or left turns on a whim. Usually, these look
real good, but don’t pan out too well. Maintain the general course, but
don’t be afraid to take advantage of a new offering.
Do You Have a Different View from Here?
Each position you get will likely give you a different view. You are exposed
to different people who have different views. These people may
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have other contacts and friends in places and positions you had not
thought of before. Every day, indeed every cocktail party, every golf
match, or every little league game, can offer new opportunities. Just
keep your career and your career strategy in mind at all times and keep
your eyes and your mind open.
Where Do You Look?
Before we tackle the ‘‘where’’ question, let’s tackle the ‘‘how’’ question.
The answer to ‘‘how’’ is networking. Networking takes two forms:
Face-to-face networking and remote networking.
Face-to-face networking is the kind of networking you can accomplish
by going to the social activities that your company offers and interfacing
with section heads, managers, and directors of other parts of
the company that might be interested in what you have to offer. The
point is to use this forum to break the ice and set up a follow-on meeting
so you can get down to business. I don’t suggest you bring your
resume with you to the party, but cards are OK.
Remote networking is accomplished by letter, fax, e-mail, and telephone
with companies and people of common interest. You can start
remote networking by joining a technical organization, an administrative
organization, a management organization, or a project management
organization. Almost all of these organizations have bulletin
boards, potential employers lists, and numerous other kinds of contacts
to get you started. Because the lists are so dynamic, many organizations
have Web sites where these lists are posted. The thing you have in
common with these kinds of interchanges is that you both have a common
interest in the organization that brought you together in the first
place. You will need to provide your credentials, your resume, and the
other standard documents you usually provide, but you should be able
to break the ice with your contacts by referring to the organization that
provided the contact in the first place.
Now that we understand the ‘‘how,’’ let’s look at the ‘‘where.’’
Project Management Organizations. You are looking at an organization to
provide you with educational opportunities, training opportunities,
book lists, listings of gatherings (seminars and such), networking opportunities,
and most importantly, a job listing board where you can
post your resume or look at the listings for opportunities.
Figure 2-2 lists organizational contacts no matter what continent
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172 MAKING YOUR CAREER MOVES
you are standing on. Take the opportunity to contact the organization
that interests you most and see what they have to offer. I believe this
is good advice if you are a ‘‘newbie’’ or a ‘‘grizzly.’’ If you are a newbie,
the organization can provide you with mounds of information to help
you in many ways. If you are a grizzly, take a moment to stick your head
above the trenches and see what is happening in the outside world. I
guarantee you will be amazed. In either case, you will have the opportunities
to see jobs posted or to post your resume.
Most organizations have Special Interest Groups (they may call
them something else that is similar) that allow you to channel your
interests into a specific discipline, industry, or area. The main body
provides the standards and the body of knowledge for general project
management positions, but the Special Interest Group (SIG) provides
a specific interest flair. Most of these organizations have local chapters.
You may need to drive a few miles every few months to reach the meeting
place, but believe me, it’s worth the effort. These organizations
usually have a guest speaker who presents a topic of interest during the
meeting. Usually, there is a ‘‘networking’’ period prior to the meeting,
so you can move around and meet others. My experience with these
local chapters has been excellent. The groups are populated by project
managers and potential project managers from all the local industries.
They usually run the gamut in age and the industry in which they are
employed. The local dues are usually low, and the return on investment
in time and money are more than worth it.
Civic Organizations. Next, you can join organizations that stimulate interchange
between members. The Chamber of Commerce is a good
place to look for organizations of this type. Most of these organizations
will have a social hour or period for interfacing that will be of immense
value to you. Once again, this is an initial contact situation. Business
cards or personal cards are a good way to suggest maintaining contact.
Don’t give out a card to everyone you see, but have some in your pocket
just in case. Then, just handle the situation as if it’s no big deal.
Job Fairs. In addition to these types of face-to-face interchanges, there
are job fairs and expos. Even though job fairs and expos offer face-toface
contact, they are a little different. The usual setup for these events
is to have the company representatives at tables around the room. The
representatives will be standing at some kind of ‘‘parade rest’’ behind
their table wearing a big smile. There must be only one training school
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in the world for these folks, because this is the way it always happens.
You circulate until something or someone catches your eye, then you
swoop (no, you’d better be cool and saunter) over to that table. After
about five seconds of pleasantries, you get down to business. The purpose
of this interchange is simple—what can you offer me, and what
can I offer you? Does this sound like a marriage made in heaven? Oh
well, probably not, but it may be a good contact. Answer the representative’s
questions and ask your own. Be sure to have a good supply of
up-to-date resumes and personal or business cards. If you don’t know
how to write a resume, get help. Read a book or contact a professional
service. There’s a myriad of books and hundreds if not thousands of
resume services to help you, all for a fee, of course. Why? Because just
after you turn and leave the smiling representative at the table, your
resume goes into a pile, maybe with a few notes but nevertheless into
a pile. The next time it is read, you won’t be there to defend it, and it
may end up in the trash. At this point, the face-to-face networking has
turned into remote networking.
Classified Ads. The most difficult way to get a job is through ‘‘cold calling.’’
Sometimes this is the only way open to you, but it’s tough. By
cold calling, I mean looking in the newspaper or the like and trying to
respond to a job posting. They don’t know you from Adam’s house cat,
and you are just another piece of paper. Unless you have some unique
qualification they happen to be looking for at that moment in time, you
will spend a lot of unproductive, frustrating time pursuing this avenue.
The only time this method is really useful is when it is a seller’s market
and employers are hiring everyone they can get.
So, choose your method. I think the priority of choice should be
clear from the foregoing. Always have an updated resume available, and
always carry business or personal cards, along with a smile!