The executive’s job search continues to be getting even more challenging. It is particularly difficult in these extremely challenging economic times. That is exactly the experience of my client Rick who had departed from his executive role with his previous employer about 6 month ago. A former Senior Vice President, Rick was struggling with job search networking, something he had never faced before. Here is how he expressed this in a recent coaching meeting, “How in the heck do I approach potential corporate contacts and what do I say to them when do give them a call?”

After a series of related coaching questions in support of Rick, he concluded some the following from our discussion.

First, his initial contact with key contacts would no doubt be by phone. The objective of which was to set up an appointment to meet. It became clear to him that it was critical for him to make his contacts very comfortable at the outset. When asked how this would be done, he quickly ascertained that it would be important for him to make it clear to each contact that he in fact was not asking them for a job! He felt doing so would put these key contacts at ease . . . important for him to be able to connect. Rather, he concluded, it would be important that they understand that he is approaching them for expert advice only. His ultimate objective was to set up a short informal twenty minute meeting over the next two to three weeks at their convenience and he would communicate that he would fully respect their valuable time in doing so.

Rick was also quite prepared to pick up the expense of potential meetings that might take place over lunch or coffee. He also concluded the need to dress business conservative, no matter how the potential contacts were dressed.

When asked what he might say in these initial telephone discussions, Rick concluded after some excellent dialogue that the following needed to be fully taken into consideration and tailored accordingly on each call he made.

• Mention who referred him and that they felt such contact would be mutually beneficial.
• Quickly summarize who he is professionally, years of experience in his specialty, with which organizations and where he has been most effective in adding value.
• Reiterate that he does not expect that the key contact has or knows of opportunities available, but rather to gain some of the key contact’s insights and advice around industry trends over the foreseeable future.
• Ask to get together sometime over the next two to three weeks at a mutually agreeable date and time for about twenty minutes.
• When the meeting takes place, to again reiterate the foregoing.
• Most importantly, at the end of each meeting, ask the key contact for other potential key contacts, and if any contacts don’t come to the key contact’s mind at that time, that he will offer to follow up within the next or so . . . to keep the momentum up.

Rick felt quite relieved to have developed this plan of action and could not wait to get back to his temporary office at home and start making it happen.

We would enjoy hearing what other suggestions that you might have for Rick and others like him to consider when undertaking their job search campaigns. Thank you in advance.

These are whitewater economic times and the job market is certainly reflective of this. Many executives are either out on the street looking for work or anticipating to one degree or another that very possibility. My client Ross, a former executive with a large international bank, just happen to be in the job search campaign mode himself . “So, what is it that I really need to pay attention to when I’m provided job search referrals to follow up on as I engage in my strategic networking?” he asked.

“What’s the purpose of your networking”, I inquired. “Simple, I want to get out there, meet as many people as possible and dig up hidden job opportunities. Essentially accelerate my transition into a new job . . . one that will be a good fit. I don’t want to rely on the formal job market where I’m competing directly with everyone else!”, Ross responded.

“Well, how we take a few minutes to brainstorm some ideas around this?” I put forward. “I’m game!”, Ross quickly responded. After a twenty minute exchange, the following sums up what ` we created.

• Be highly proactive in following up and contacting referrals from your colleagues, friends, family, etc. . . . don’t delay
• Research the organizations and the persons you’ve been referred to . . . very thoroughly
• Develop and ask powerful questions based on your research
• Listen very carefully to both what each contact says as well as their non-verbals
• If appropriate, ask for permission prior to taking any notes . . . review them shortly after and deepen your learning 
• Develop a standard referral meeting assessment document to identify take-aways, insights, and any activity needing follow-up
• Remember each of your contacts’ time is valuable and limited . . . fully respect this
• Don’t hesitate to request additional referrals each and every time you engage each referred contact . . . make this a regular practice
• It’s critical to thank each contact at the end of your information referral meeting and express your sincere appreciation
• Immediately follow up with a written note, email . . . this is a MUST 
• Note that what is shared with you by the contact is always held in complete confidence
• Always secure a contact’s permission to use that contact as a future reference as you proceed with your strategic networking 

Ross did a super job in contributing to the creation of the foregoing list. Certainly a testament to his commitment to accelerating the success of his job search campaign. If you would like to add to this list, both Ross and I would be most interested in hearing your suggestions.

Every now and then a gift is given to the world, and that is just what Paul Hawken gave us in an unforgettable commencement address to the Class of 2009, at the University of Portland. It was recently passed on to me and I want to gift it forward so you too can enjoy his powerful message. Enjoy.

“When I was invited to give this speech, I was asked if I could give a simple short talk that was “direct, naked, taut, honest, passionate, lean, shivering, startling, and graceful.” No pressure there.

Let’s begin with the startling part. Class of 2009: you are going to have to figure out what it means to be a human being on earth at a time when every living system is declining, and the rate of decline is accelerating. Kind of a mind-boggling situation . . . but not one peer-reviewed paper published in the last thirty years can refute that statement. Basically, civilization needs a new operating system, you are the programmers, and we need it within a few decades.

This planet came with a set of instructions, but we seem to have misplaced them. Important rules like don’t poison the water, soil or air, don’t let the earth get overcrowded, and don’t touch the thermostat have been broken. Buckminster Fuller said that spaceship earth was so ingeniously designed that no one has a clue that we are on one, flying through the universe at a million miles per hour, with no need for seat-belts, lots of room in coach, and really good food – but all that is changing

There is invisible writing on the back of the diploma you will receive, and in case you didn’t bring lemon juice to decode it, I can tell you what it says: You are Brilliant and the Earth is Hiring. The earth couldn’t afford to send recruiters or limos to your school. It sent you rain, sunsets, ripe cherries, night blooming jasmine, and that unbelievably cute person you are dating. Take the hint. And here’s the deal: Forget that this task of planet-saving is not possible in the time required. Don’t be put off by people who know what is not possible. Do what needs to be done, and check to see if it was impossible only after you are done.”.  For the rest of the address go to http://youarebrilliant.org/. “ It is well worth the few additional minutes to read the balance of this wonderful commencement address. Then I invite you to gift it forward!

Paul Hawken is a noted visionary and entrepreneur whose many books can be found on Amazon.com. We would enjoy hearing what your gold nuggets are from reading his comments and observations. Who are you becoming? What are you willing to change? What’s next?