5 key people to approach:

 

PERSON # 1: THE CEO, NUMBER 1, PRESIDENT, B.U. MANAGER, SUBSIDIARY’S MANAGER

As the proverb says: “Approach God, rather than His Saints”. If you approach the top of the hierarchy you can only go downwards.

 

Advantages/Pluses/Positive points

• Enjoys and possesses a very diverse and/or strong network
• Has the ability to influence
• Is “the” ultimate decision maker
• Sees things with an eye to the global vision

 

Drawbacks/Minuses/Negative points

• Has a strong network, and is more likely to go with people she/he already knows
• If something goes wrong, your opportunity with the company is over
• Is rather inaccessible (has time constraints)
• Is very busy and may not remember you
• Suffers from too much disconnection to lower ranks

 

Recommendations for action

• Be yourself!! Don’t pretend to be what you are not!
• Bring industry insights
• Differentiate yourself in order to appear in a personal way (Articles, Twitter…)

 

PERSON # 2: YOUR FUTURE LINE MANAGER (BOSS)

Probably one of the best among the 5 persons. However, remember that you may be the living proof of his/her inefficiency (the reason why he/she needs your talents)…

 

Advantages/Pluses/Positive points

• Understands the job criteria and can check compatibility match
• Is a key decision maker
• Is likely that you will be working together if hired
• Is more interested in your skills
• Knows a lot about the job Hidden market

 

Drawbacks/Minuses/Negative points

• Doesn’t always get the BIG picture
• Eliminates the options to network with alternative power centers
• May face a conflict of interest
• May not want to hire a capable person (if perceived as threat!!)
• Narrow scope, only expert in his/her division

 

Recommendations for action

• Do research on specific challenges the line manager faces
• Gather information on the company or department to align to the culture/style/dress code
• Research the details of the job and how you match
• Show link between your expertise/experience to the target role in the team
• Understand how the position was created

 

PERSON # 3: THE MAJOR SHAREHOLDER

This applies, in most cases, if you approach small or medium size organizations. This major shareholder is not necessarily a person; it could very well be a financial institution.

 

Advantages/Pluses/Positive points

• Facilitates future meetings
• Has an industry level perspective vs. a company specific perspective
• Has broader perspective on company (problems, insights)
• Is eager to find solutions
• Is more open to sharing as is not in a position to hire (doesn’t have to be the one to reject)
• May influence management team or board

 

Drawbacks/Minuses/Negative points 

• May lack specific focus (Busy)
• Is difficult to approach – due to perceived alternative agenda (typically financial)
• May have difficult relationships with management
• May not have a good perception of current reality for the company
• Possesses no direct hiring power

 

Recommendations for action

• Discuss performance (past/present/future) relative to competitors/peers
• Focus on financial metrics (ROI)
• Identify your “added value” for the shareholder
• Easily identifiable who the major shareholders are through public information (Bloomberg) – double check everything
• Research key individuals both on business & personal levels
• Suggest initiatives/future industry challenges

 

PERSON # 4: A PERSON WITH “VISION”

It is THE person who can the most appreciate your uniqueness. This applies especially if you are anticipating/making a radical career change. 

 

Advantages/Pluses/Positive points

• Has unexpected outcomes, loves to brainstorm
• Inspires and provides additional ideas
• Is approachable
• Is open to crazy ideas
• Is willing to think outside the box
• Owns diverse networks

 

Drawbacks/Minuses/Negative points

• Focuses on the abstract, not useful if goal is specific
• Has lack of knowledge about key skills required
• Is unpredictable/lacks influence
• May have a limited decision power
• May refuse to see you on a whim
• Might seem crazy/unprofessional

 

Recommendations for action

• Be yourself
• Build knowledge before meeting
• Don’t worry about outcomes
• Identify “added value” on your proposition
• Meet outside of conventional venues
• Research the person to understand her/his interests

 

PERSON # 5: YOUR AMBASSADOR (EXTERNAL OR INTERNAL)

This “ambassador” could be someone you know or an Alumnus. He/she could be:

• Internal (working for the organization you’re approaching);
• or external.

Advantages/Pluses/Positive points

• Could help reach out to others in the company
• Gives you “overall” view of the firm (external)
• Has deep professional network
• Has expertise
• Is easily approachable
• Knows a lot about the company

 

Drawbacks/Minuses/Negative points

• May be lacking deep functional experience
• May be too generic/not specific enough/vague
• May not be aware of current situation (if away from the firm for a long time)
• May not be of much help (if external)
• May refer you to Human Resources
• Views may be biased about the firm (if internal)

 

Recommendations for action

• Check LinkedIn before taking any step
• Gather information in your networks or through your contacts
• Investigate to see if the person is the right contact (internal/external)
• Understand role of “ambassador” within the company (internal)
• Use “ambassador” to reach out right contacts

  

Source : adapted from Porot