You can uncover leads to emerging jobs before they are released.

very day, events occur in tens of thousands of firms that lead decision makers to begin the process of privately looking for new people. These events are often reported in local and national publications, newsletters and online. They are essentially signals of emerging jobs... and that hiring will soon follow. What kinds of news events signal emerging jobs?

An employer receiving new capital

A firm kicking off a new product

Executive appointments

Word of new local business operations

New contracts being awarded

Planned relocations

Major licensing agreements

Announcements of growth expectations

Announcements of record sales & profits

For companies undergoing transitions, chances are they will need to attract good people to handle problems or capitalize on their opportunities. Their activities won't just be limited to one or two functions. They can be expected to need people in all categories: sales, marketing, finance, etc. What's more, these situations will generally be much less competitive than published openings.

Ripple effect thinking

When you read about a company that is giving out signals that they may be hiring at an above-average rate, don't stop at the obvious implications. Use what we refer to as "ripple effect thinking." This is simply taking the time to think about changes that may be occurring in the company up and down the line and across many functions.

You may also get some good ideas about using information to find opportunities with a company's suppliers, customers and even their competitors. Consider the following example.

An obvious "emerging" opportunity

You read that a firm is starting a new division to sell a revolutionary cell phone... one that can compete with the iPhone and the Blackberry. The obvious implications are that this company could very well need people in marketing and sales. Since it's a new division, you might also expect that there will be some need for finance people as well.

If you're a design engineer, you might also project a need for that capability to support the design effort. Those possibilities would be real enough, but now let's use "ripple effect thinking" to see if we can infer some other needs. If you're an industrial engineer with knowledge in this product area, you know this concept will concern competitors. You might contact them to help in the new product area.

Or, you may be someone who is experienced in dealing with regulatory authorities. You recognize that the potential customers for this product will have to deal with the FCC to gain product approval. Consequently, this firm might need someone like you.

Don't ignore firms with problems

Reorganizations involve shifts in executive ranks. They spell opportunity for those at the next lower level, and changes ripple through the organization down the line. Problems often imply one of two things: managers haven't been performing well, or the company needs new capabilities to survive and grow. Organizations with problems often need help from the following:

• Marketing people who can identify new markets and find new applications for existing products.
• Sales people who can help increase revenues.
  
• Applications engineers who can design new products... and applications for existing ones.
  
• Operations and manufacturing people who can find more cost-efficient ways to produce goods and reduce overhead.
  
• Skilled negotiators who can win more favorable terms with labor, suppliers and customers.
  
• Financial staff who can cut costs or raise more capital to make further expansion possible.
  
• Real estate and financial people who can redeploy assets or dispose of unwanted facilities.
  
• CEOs, COOs and GMs who can take responsibility for plant closings, consolidations and streamlinings.
  
• CEOs and COOs who can supply new leadership.
  
• HR executives who can help find all these people.

How some people got jobs through leads

"I saw that a group of CPAs had formed a new firm here in Kansas City, which was near my home. Less than three weeks after contacting them, I started my new job in accounting."

"I read that a troubled manufacturer was divesting a division to raise cash. I called the new president. I am now CFO."

"My previous job was as a GM. I read that an investment was being made in our area. I got through after three attempts to the CEO."

"I wanted to work in the sports marketing field and saw a lead about a partnership investment of a top basketball player."

"I had felt that age would be a big problem. With a good story and materials, I had all the interviews I needed from leads."

"As a former CFO I knew I could help companies in trouble. So, getting good leads was relatively easy and was my primary focus."

"I wanted a chance in sales. When a nearby firm was acquired, I sent a letter to the top sales executive at the acquiring firm."

"I saw that an auto firm was investing in our area of Alabama. I got an interview with the General Counsel."

"I was an administrator of a university hospital. One of your leads was about a hospital supplier and I soon started in a new job."

"For me, as a manager with more than 20 years experience, working leads had the highest payoff, and it is far less competitive."

For writing brief memos or emails, linking to your personal marketing website, or attached to your resume—in response to a news event

Congratulations on your appointment as VP of Sales. A brief review of the attached resume will indicate a few reasons why I think I can be of help.

The article in the Dallas News was fascinating. I thrive on challenges involving cost control. Also, as the attached resume illustrates, I handled several turnarounds.

Today's news indicated that you're expanding in Georgia. Maybe I can help. As you can see from the attached resume, I've had five years of solid experience in plant operations.

If getting results is the main qualification for the job you described in The New York Times, the attached resume will indicate that I have consistently demonstrated that ability.

I would like to have the opportunity to tell you how my energy, plus years of experience in your field, can be a winning combination for you.

I have been inspired by the leadership repeatedly demonstrated by your company, and would like to put my own interest and knowledge to use for the firm. May I hear from you?

The challenges you described are ideally matched to the skills I have developed. On top of that, I can bring you the benefits of years of experience and accomplishment in the industry.

My background is a perfect match for the qualities you are looking for to manage the new division. My resume will support this, and I am very much interested in your company.

Your company was recommended to me by a friend who saw today's article in the Chicago Tribune. May we have a brief talk?

Congratulations on the design breakthrough of the P400. That is the reason for my brief note.

Congratulations on your promotion to President. Perhaps you could use a strong ______ financial assistant.

When you're looking for a job, acting on
leads should be one of your key strategies.

Recapping this chapter. Using "leads" to find emerging jobs is not widely understood... but it is a highly effective way to find and compete for unpublished jobs.

Quick action steps. Through JMAC we stream daily leads via email to our clients. On your own be sure to read relevant business journals. You can also research sites where you can access news from employers by state and industry. Select the business news most helpful and follow our principles.

Only 1% of all job seekers go after emerging jobs. When you act on a lead from an "event," you will encounter far less competition. You may even be first in the door.

"Every man is the architect of his own fortune." — Sallust

"In the long run, we shape our lives. And the choices we make are ultimately our own responsibility." — Eleanor Roosevelt