Some careers are hiding in plain sight

By: Carlee Brown

Posted: 4/29/09

Responding to job postings provides employers with large applicant pools. Chances are slim for those that don't know job hunters' secrets to tracking down "hidden jobs".

The hidden job market is made up of all the jobs filled before they are posted, as well as all jobs received by people who did not respond to postings, said Donald Asher, keynote speaker of a live Web cast on campus titled, "Seven Secrets of the Hidden Job Market".

The hidden job market is big. The CareerXroads 2009 annual survey of major employers, reported that about two-thirds of people who take a position did not respond to an opening posted on the Internet and about half of all hiring is in the hidden job market.

Of all 2008 hires, 30 percent of those jobs were placed through referrals, while 20 percent of hires were found on corporate web sites.

"They aren't hiding these jobs from you and they aren't involved in a conspiracy against you. It's simply a matter of corporate efficiency," Asher said.

It's easy to access the hidden job market. Fewer contacts result in a position, and it's not as necessary (for job prospects) to look perfect on paper, Asher said. Working the hidden job market can be as easy as speaking with friends.

"The way people usually find out about jobs that aren't posted is by word of mouth from someone who is currently working here," said Coy Terry, account manager for Abacus Service Corporation. "Other times (job seekers) will call and I will let them know if I have anything coming open."

Applicants cannot be vague. They must start with a target. A very specific area of interest must be expressed and the resume must match that area.

"Employers are telling us that students don't know what they're looking for. They're not specific enough," said Angela Williams, associate director of the UA Career Development Center. "You can't just say you want a job at their company."

It is important, from the moment of first contact, to be specific when making inquiries, Asher said. He suggests asking questions such as, "How and when do you hire marketing interns? Whom would I speak to about that?"

Jobs are received by communicating with people - even if it means doing so through e-mail. "Students and graduates should start with contacts closest to them and then branch out to alumni, friends of family, and family of friends," Asher said. It is necessary to make contact with those people whom you don't directly know as soon as possible.

"Statistically you don't have to know the person in charge at all. They just have to think you are okay. If they think you're okay just because somebody told them so, then that's more than sufficient," he said.

The best people to contact are those three to five years ahead of you and similar to you in direction. Famous and powerful people can be very poor contacts for a young person, Asher said. The job seeker should find others doing the exact job in which they are interested. They should then talk to them in an nonaggressive manner.

"A polite college student with a clear question will get an answer out of almost anybody," he said, emphasizing the importance of contacting employers while still in school. "College students are like puppies and kittens. Unemployed graduates are like stray dogs."

It is necessary to be very systematic, relatively formal, and professional at all times.

"Sometimes it's important to remind yourself that this is not a social game. This is an opportunity to show that you are ready to perform in a professional position," Asher said.

Asher's favorite way to use the hidden job market is to visit a company Web site, find an e-mail address or phone number, and inquire from there. A response made to a Web site job posting is not an example of utilizing the hidden job market. At this point, many others are replying to the posting, creating much more competition. The hidden job market is for applicants to approach individuals when they are in need of help, but have not yet taken the initiative to fill the spot. At least two weeks pass before companies begin the process required to find a new employee, Asher said.

Some other great places to look for contacts are the UA Career Development Center, the Arkansas Alumni Association, reference librarians, and small businesses and organizations.

"Reference librarians are one of my favorites. They are so eager for you to walk up and ask questions. They will love you if you bring them a well crafted query," Asher said.

The campus Career Development Center is a great resource for students looking for jobs or preparing for a job search. Individuals can visit the center for mock interviews to receive help preparing resumes. Online presentations are available through the department's website to help with interviewing, job fairs, and resume preparation.

"(Interview training) increases your confidence and decreases anxiety because you're not as nervous because you've figured out how to handle different situations," Williams said. "Recruiters tell us they can tell an 80 percent difference between a student who has trained and one who hasn't."

Applicants should use Internet networks such as Myspace, Twitter, Friendster, Facebook, LinkedIn, and MyWorkster. Contacts through these networks should be asked for introductions to people in specific companies. Pages should be cleaned up first, along with voicemail, and e-mail addresses. An e-mail address like Butterfly13@hotmail.com is not professional and could discourage employers.

A resume should not be sent until someone requests it. Employers send resumes to Human Resources - which Asher said, is like throwing it away. He calls HR the black hole for resumes.

"That is not working your network. You want to talk to people. If you leave your resume out, you are forcing people to deal with you on a different level," Asher said.

Every resume should fit the job description. Employers now use tracking devices, which means they scan every resume, looking for keywords pulled from the job description. If none are found, the resume is removed from the pile without anyone ever seeing it.

"This is no time to be lazy because employers and resume reviewers can tell when someone is throwing out resumes and not tailoring them to the job," Williams said.

Resumes should have specific examples of accomplishments and results. If possible, percentages and numbers should be provided. It is best for individuals to state what they can uniquely bring to a job.

No one should ever ask for a job.

"You are forcing them to be put in the position to say no. If you ask for advice, leads, and referrals - everyone wants to help," Asher said.

A jobseeker should ask about the industry as a whole-which organizations might be growing or which parts of the country are doing better than others.

Points covered in Asher's "webinar" on the hidden job market might prove helpful to many students graduating in a time of global financial angst. The National Association of Colleges and Employers, NACE, reported a 22 percent hiring decrease from last spring, with 67 percent of employers saying they have adjusted their hiring plans because of the economy.

The hidden job market often leads to posted job openings. The individual who goes through the "side door" becomes an inside candidate for the posted job opening, as opposed to others who responded to a post.

"I want to stress that you do apply for posted openings, but if you are spending more than 40 percent of your time on posted openings, then you are being very inefficient in your search," Asher said.