Info Gathering Introduction

1
Info Gathering - Introduction

• Sounds Boring, Time Consuming
• Why Would You Do This?
• Would you buy a car without consulting
  parents/friends? Consumer Reports?
  Product literature?
• If you decided to attend college to become a
  polymer scientist, how would you find out what
  college excels in it?
• In The Job Search...
• You are an accountant, looking for a position in
  an accounting firm in the Cleveland area. How
  can you get a list of all such firms?
• You are a recent graduate, with a BS in
  Metallurgy, interested in all US companies doing
  iron steel forging (SIC 3462). Where are they?
  
• You are facing an interview with a publicly held,
  Fortune 500 company. You need to know what their
  prospects are for the future.

2
Info Gathering - Many Sources

• Info Gathering, My Experience, Gave Me
  Insights...
• Why has this company been sold 4 times in 7
  years?
• Why has this company been profitable for years,
  and is currently not?
• How will the entree of that Fortune 10 company
  affect your prospects?
• What Info Can You Get?
• Names Of Targeted Companies By Size, Markets,
  Sales, Addresses, SIC
• People To Contact Contact Names Titles
• Market Dynamics Forecasts, Products,
  Innovations, Competitors, Government Regulations,
  Market Shifts/Trends, etc., etc., etc....
• Where Do You Find This Information?
• Personal Network
• Informational Interviews (Results Of Networking)
• Library/Databases

3
Info Interview - How To Get

• Where Do You Get The Contact's Name?
• Two Sources.....
• (1) As A Result Of Your Network, Through
  'Bridging'
• (2) You Target A Company Locate Contact's Name
  (Cold Call), Via
• Company, Employees, Library, Customers,
  Suppliers, Associations, .....
• How Do You Get An Informational Interview?
• CALL! Emphasize Your Interests. De-Emphasize
  Your Job Search!
• Script Your Approach...
• Greeting. Introduce Yourself, Mention Bridge,
  Relax Discussion (Emphasize Your Not Looking For
  A Job). State Purpose, Ask A "Yes" Question,
  Offer An Accomplishment - With A Question. Go
  For An Appointment, Confirm Close On Positive
  Note. (Extracted from Super Job Search,
  Peter Studner)

4
Informational Interview - Types

• What Do You Say At The Informational Interview?
• Script Your Approach...
• Introduction Thanks. Relax Conversation (Not
  Looking For Job). Mention Bridge, Education,
  Specialty, Experience, Responsibilities, Major
  Accomplishments, Availability, Your Goal.
• What Is Your Goal?
• Information gathering!!! Not begging for work!!!
• Focus on the process!!! Not the objective (or
  lack thereof)!!!
• There Are 2 Types Of Informational Interviews
• (1) Research, (2) Advice
• Research Learn Market, Business Segment,
  Position Requirements
• Advice Help In Your Job Search (Referrals,
  Target Companies, etc.)

5
Informational Interview - Purpose

• Your "Further" Purpose...
• Broaden Your Network Informally Identify Hidden
  Job Situations
• Don't Focus On This, Enjoy The Process...
• Don't Be Overly Assertive.
• Be Interested In The Person You're Talking With.
• Be Open About Everything You're Doing.
• Be willing To Talk To Someone Else, When You
  Cannot See The Person You Asked For.
• Tell The Person How He/She Has Helped You.
• Use The Telephone When They Cannot See You In
  Person.
• Sample Widely.
• (Excerpted From The Complete Job Search
  Handbook, Howard Figler)

Results Much Business Info, Many Contacts,
Insights, Hidden Jobs!
6
Informational Interview Outline

• Objective
• Get Business/Personal Information/Insights
• Get Deep Referrals To Your Target Companies
• Identify A Job Situation
• Preparation
• Know About The Person/Company You Are Approaching
• Prepare Your Script Of Accomplishments,
  Questions To Be Answered
• Bring Your List Of Companies/People
• Approach
• Present Your Script
• Presentation
• Review Highlights Of Resume/Background (depending
  on time/interest)
• Encourage Questions. Involve Interviewer.
• Close
• Obtain Information, Referrals, Job Leads, And/Or
  Another Interview
• Post Close
• Thank Your Host In Person And Later In Writing.
• Get Permission To Use Referrals Name (Bridge)
• Do Not Lose Contact Over Time

(Excerpted From Super Job Search, Peter Studner)
7
Information Gathering - Levels

• LEVEL 1 - Identifying Targets
• To Identify Target Companies...
• Company Directories Search By Alphabetical,
  State, City, SIC Code, Specialty e.g.
  Electronics, Manufacturing, Banking, etc.
• Company Lists Largest, Smallest, Specialties
  (e.g. Crain's, Ward's Largest Companies, etc.)
• Newspaper Ads Local, Employment Weekly,
  National Ad Search
• Network Ads CLEVNET (Hudson/Home Access),
  Internet
• To Identify People To Contact...
• Directory Of Corporate Executives (short
  biographies)
• Encyclopedia Of Associations, etc....
• Most Any Company Directory Will Contain Names Of
  Executives
• For Directories Directory Of Directories -
  Covers Most Industries

Some Of These Sources Are Computer Databased At
The Library
8
Information Gathering - Levels

• LEVEL 2 - Researching A Company
• Company's Public Information
• "Office Of Investor Relations", "Office Of Public
  Affairs"
• Articles, Current Annual Report (Last Year's
  Report Card), 10K, Product/Service Literature
• Company Reports At The Library
• Annual Report, 10K
• Periodicals, Newspapers At The Library
• Company Articles, Competitors' Names Articles
• People Movement, Market Dynamics, Financials,
  Management
• Product Innovations, Forecasts, Value Line
  (investor information)

This Library Work Is On Computer And Accessible
From Home
9
Information Gathering - Levels

• LEVEL 3 - Hear It From The Horses Mouth,
  (Or Seeing Is Believing)
• The Job Interview
• Dedicate Serious Library Time Beforehand
• Take Every Opportunity To Observe Practices
• Ask The Questions That Concern You (Without
  Offense) e.g. What is
  your personnel turnover rate?
• Impress The Interviewer With Your Understanding
  Of His/Her Business

10
How To Get Started

• Begin Your Networking - Acquire People Contacts
• In Parallel, Build Your Contact Base At The
  Library
• Step 1........................ Go To
  Library
• Step 2 ....................... Beg For
  Help
• Before Any Personal Encounters
• Do Deep Research At The Library
• Do Not Go In Naive
• Do Not Look Naive Do you have any
  questions?, Not Really!!

BE PREPARED! Youll Benefit From The
Knowledge/Insights. Youll Be In The Best
Position To Control Your Own Destiny.