Out of Work But on the Job:

Executive Success in Overcoming Unemployment


By Kristen Hurst


Losing a job is stressful for anyone. But for executives, it can also be
an abrupt introduction to an unknown and frightening world. When they are
forced to leave tight-knit upper-management teams, many - whose work has
always found them - suddenly find themselves hunting for jobs in a rocky
economic climate.

"When we meet somebody, we all ask, 'What do you do?' When the answer goes
away, it's an awkward question [for] a lot of people," says Alan Stein,
career placement services director at PricewaterhouseCoopers. Mr. Stein
helps PwC clients and other companies fill senior financial positions with
PwC alumni and friends of the firm - a service provided by many public
accounting firms. "With executives, what they do may be so ingrained in
their lives that they also suffer a loss of identity, and it's a
significant loss to them. From a social perspective, the fall is greater"
than for the lower-level worker whose self-image may not be so wrapped up
in their professional lives.

On the other hand, the skills that executives use daily in their work,
such as strategy development, can give them special advantages in a job
search. They should use those skills to develop the search for their new
position as if it were a campaign to sell a product or service, Mr. Stein
says.

Stephen Konstans, president of the retained search firm Konstans Executive
Resources, helps companies find and recruit qualified candidates for
executive positions.  He suggests that executives start by soul-searching
with a spouse or trusted friend, asking, "Where do I want to go with my
career? What kind of industry do I enjoy working in? What are my best
skills? What's best for my family?" As Mr. Stein experienced with his own
job search several years ago, being open to a different career path can
pay off. When he declined a cross-country company move for his job as a
national staffing manager, he realized that the outplacement field was a
natural fit for his skills. After several months of consulting for
outplacement companies, he transitioned into that field. Mr. Konstans had
a similar experience when he changed from public accounting to
recruitment, a people-oriented realm, that turned out to be a better fit
for his personality.

Once executives have developed a plan of where to go and how to get there,
they should tell everyone in their network exactly what position and
industry they're looking for, Mr. Konstans says. Strengthening connections
- with friends, former associates, and members of professional and civic
organizations - is critical before, during, and after the job search.
Executive job searchers should develop a list of target companies,
researching them through newspapers, business journals, and the Internet,
and they should try to find out if anyone they know knows someone at those
companies.

In addition, they shouldn't be afraid to drop names because it's one of
the best ways to get a busy professional's attention. "You instantaneously
become a known quantity versus being a stranger," Mr. Stein says.

Both experts agree that executives who are job searching should take
advantage of outplacement services offered by their former company. Such
services can help them fine-tune their résumé and develop a job-search
campaign. If their company doesn't offer outplacement help, they shouldn't
hesitate to look to private companies, workforce commissions, university
career placement offices, and corporate recruiters for help.

Both men also say that job hunting should be a full-time job. "I liken job
searches more to farming than hunting," Mr. Konstans says. "With farming,
you have to plant the seeds, water them, and nurture those sprouts as they
develop. People want instant gratification, but typically, [they're] not
going to get it." Mr. Stein tells executives to expect a six-to
twelve-month search, pointing out that "even in a good economy, there are
only so many positions at the top."

Mr. Stein and Mr. Konstans note that too many executives rush into the job
search without any focus, try to sell themselves at a bargain rate, talk
negatively about their former employer, or become aggressive and pushy.
Because the mindset they had to develop in their former top-level position
often leads to a highly developed ego, some executives fall into the trap
of sitting by the phone, sure that their reputations will bring
unsolicited calls for their next job. But, the experts say, that's one of
the biggest mistakes a job-hunting executive can make.

The candidates who are successful focus on where they're trying to go;
maintain a good attitude; and are out there every day, working the job
market, says Mr. Stein.  "