What Do Employers Want? 5 Smart Strategies for Executive Job Seekers

by Wayne Richardson

Two executives with similar career experience start their job search. It takes the first one only 3 months to identify and secure an excellent new position. The second executive, 8 months later, is still anxiously looking, having turned down over a dozen unsuitable offers. What is the difference? Can you make your candidacy more attractive  to employers? Yes, by applying the following five market-tested strategies:

1. KNOW YOUR U.S.P.
Your U.S.P. (Unique Selling Proposition) will largely determine whether an employer will choose you over similarly competent candidates. Understanding and assertively  promoting your distinctive advantages will tip the scales in your favor. When employers are convinced that your executive value is superior to what is offered in a general  market, you win. Recommendation: Ask yourself - what unique benefits do I offer that others do not? Then, make these benefits the angle of your search.

2. PERSONALIZE YOUR APPROACH
Posting your information on the Internet and sending your resume cold to recruiters and employers may sometimes work, but the results are typically mediocre. An interactive, connection-focused job hunt is always more successful than hit-and-miss attempts. This usually involves arranging lunch meetings with former peers and business contacts, personally contacting centers of influence, and generally being 'out there,' getting yourself known. Logically, employers prefer a warm initial approach to any unwanted solicitation. Recommendation: Don't follow the masses when looking for a new job. Establish meaningful personal contacts instead of passively waiting for employers to find you.

3. MAKE THE BEST IMPRESSION
Many claim to be able to prepare a resume, but very few can do it well. If you plan to get a higher paying job, it pays to start with a first-class document. Contrary to the popular belief, a well-written resume is not about your accomplishments or a better format. A genuinely persuasive resume reads like a strategic proposal. It promotes your  advantages, demonstrating why you are indeed a better contender. When you prepare a resume, don't use ineffective templates. Command attention with a presentation that conveys this message - "I am a distinctive, high-potential leader." Recommendation: Keep in mind that the content of your resume impacts the quality of interviews you can expect.

4. REDUCE EMPLOYER RISK
Recruitment mistakes are costly and employers want to be reasonably confident that a newly hired executive will work out. Aim to clearly understand employer's specific goals and suggest a mutually agreeable progress monitoring system. Recommendation: Remember that employers are cautious when they hire. Make it easy for them to  bring you on board by asking good questions and indicating that your intent is to know their expectations in advance. Doing this protects you from affiliating yourself with a wrong company and helps your new employer see you as a less risky investment.

5. ASK FOR THE JOB
As a former executive recruiter, I can't tell you how many times executives had stellar interviews and didn't get an offer because they didn't ask for it. Indicating your interest in  a position you want is not a sign of weakness. Some executives think that playing hard to get is the way to go. It isn't. Recommendation: By confidently arcticulating your interest in a specific opportunity you want, you will save yourself a lot of time and come ahead of other candidates.

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