If you are ready to cultivate job opportunities rather than idly wait for them, take a look at trade shows.  You will have to be on your game in this high-energy arena.  Whether you’re actively looking for change or just flirting with the idea, these tips will help you attract the attention and earn the esteem of your target employer.

Note: While trade shows boast a concentration of real decision-makers, these people are primarily there to do business, not hire new talent.  Don’t treat this like a career fair. Focus your energy on nurturing relationships and gathering intelligence for later follow up.

How to Cultivate Career Opportunities

1. Plan Ahead

Compile and research a specific list of target companies and contacts that you would like to get to know.  Leverage what connections you have to get email introductions.  If nothing else, buck up and make that cold contact. Start small, stay targted, and set realistic goals.

Don’t expect or request much one-on-one time; 15-minute appointments arranged beforehand should suffice. When trying to set up these exploratory meetings, be candid and honest: simply state that you are ‘interested in expanding your network of industry relationships and you want to connect with [target’s name] because of his or her mutual interests, reputation, or position in the industry.’ If your target contacts are unable to schedule a block of time, they may be open to your dropping in for a quick ‘hello’ on the fly.

Unless you are openly job searching, be discrete; word travels fast.  There is an assumed risk if your current employer thinks that you are actively looking for a new position.  Having said that, it is perfectly normal to listen for long-term career opportunities; we all have a friend who is ready for a new job.

2. Use Discretion

The trade show floor is not the most discrete place nor the best time to vent frustrations with your current position.  Never criticize your present employer or shirk your responsibilities; think of the impression it could leave with your target contact.  If you do hint about your company-switching motives, stay positive and keep the door open with a position like: “I love my job, but at some point I may be looking for a new challenge.”

3. Muster your Mojo

Forget about how tired you are. Bring your “A” game.  Dress smartly.  Have fun. Get in your zone.  Give more energy than you take.  Take advantage of social events like parties, breakfasts, dinners, or speaking events. 

More than making casual connections or ‘putting a face to the name,’ your goal is to get to know your target contacts and leave them wanting more.  Enter meetings with the intention to ask questions, to learn about your target’s interests, and to ask about the work that he or she is most passionate about.  Everyone loves attention, so be as genial as your personality allows. For more ideas, check out Leil Lowndes’s great book “How to Talk to Anyone”.

4. Bring a Buddy

I love working a room by bringing someone who is either “introduction worthy” or well connected.  You’ll help each other make more connections.  Your buddy’s praise will take you farther than touting your own accomplishments solo.

I like to walk the floor with other successful long-term consultants.  Lawyers, bankers, recruiters, marketing consultants, and private equity investors are the biggest connectors because they work for multiple companies within the industry.  Many have worked hard to earn professional equity.  If they feel you are worthy, they will spend some of their relationship capital to make credible introductions for you. It is also fun to reciprocate by making meaningful introductions for them too.

5. Serve Appetizers

Be prepared to share something about your recent, best work in the public domain.  Build interest without dominating the conversation.  For example, you might say that you have been working on a social media marketing campaign, and you recently launched a viral video that complements your brand and product strategy.  Don’t go into details, leave them wanting more.  After the trade show, your basic “Nice to meet you” follow-up note could include a link with a casual “Check out that video I directed.” You can’t just talk a good game, you need to be the real deal.

Quality over Quantity

It is important to remember that quality is more important than quantity. Set realistic goals and remember to invest heavily in the relationships that you have already established.  All relationships need to be nourished, so do everything you can to be of service to your network.

Yes, this will take some extra effort.  You will have to hustle to apply these principles to your trade show routine consistently.  The reward is worth it. Gradually, you will build more meaningful relationships in the industry and earn access to the largest pool of career opportunities; the ones that are never posted.  With time, you and your hard-earned connections may become the vital link for other ambitious and talented people who are deserving of the best opportunities.

>>> About Notogroup: Notogroup is an executive search and talent consulting firm. We have a singular focus on providing the most comprehensive executive recruiting service so that our clients can be assured that each and every hire is a successful one.

A recent job search success survey conducted by Notogroup was given to 75 professionals across all job disciplines. Approximately half of those surveyed were unemployed and the remaining half had successfully landed a new job in the past 24 months.  68% of survey participants were professionals at the senior to executive-level.*

As you might expect, a successful job search strategy is still grounded in networking and relationship building activities, but with today’s ever-changing technology job seekers need to stand out more than ever. Internet job boards and recruiter sites have taken the place of the traditional newspaper employment search and memberships with social networking sites have become almost a necessity. Not only are jobs scarce but the competition is stiff, and good old-fashioned person-to-person connections remain the most effective way to get noticed.

The 70% layoff rate amongst those unemployed clearly reflects the state of the current U.S. economy. Those who voluntarily left their positions listed poor management, deficient culture fit and lack of challenge as the basis for their resignation. Of those currently employed, two-thirds of employed professionals surveyed are currently searching for a better position. This data may be an indication of lower morale, decreasing engagement, or general burnout.  In a recent article, Jessica Dickler from CNN Money concurred, “Many workers lucky enough to have survived the ax are still feeling unhappy and unmotivated at work…employees saddled with additional workloads for less pay are becoming increasingly dissatisfied with their current position – or just plain burnt out.”

With a 90% job search rate of those surveyed, creative job search strategies are more important than ever, yet only half of those surveyed have developed any sort of formal job search strategy.  A majority of the respondents actively search networking sites such as LinkedIn, Twitter, and Facebook. A small 7% actively maintain blogs that relate to their professional interests and activities, and 23% have paid subscriptions with career resource portals such as the Ladders.  A third of the respondents have considered paying to have their résumé rewritten by a professional and 5% have hired job search coaching or outplacement agencies.

Of those recently hired, 50% found their jobs through a referral by a friend or a colleague and 37% found their jobs through a family member or friend who already worked at the company.

Proactive search methods are great ways for getting noticed but the key to landing a lasting career is through establishing meaningful relationships. Using traditional introductions through friends and family and cold calls to hiring managers are still great starting points, but with today’s competitive job market, it is essential to engage with prospects and networking contacts on a “real” level.  Establishing rapport through a friendship connection and sharing personal interests that relate to the company may be what makes you stand out in the crowd. 85% of those surveyed stated that they would take the time to meet with other professionals if they sensed sincerity and mutual benefit.

The goal of networking is simply to build and maintain meaningful relationships and it is the quality of the relationships you build that matters as much as the quantity.  The more trust and professional credibility you build with others, the more likely they are to advocate, recommend or want to help you. Conversely, it is just as important for you to “pay it forward” and invest in the success of others within your network. 

Only you can set yourself up for success. Prepare for meaningful conversations by being ready to listen and ask questions. Rather than planning on how to talk about yourself and your capabilities, take time to learn about the person you are meeting with and the industry and company for which they represent. Researching the company’s goals and potential needs will inform your conversation and create a more useful two way dialogue. It will also help you determine if the company is the right fit for your career goals and professional aspirations. If you are genuinely interested in the company and their values it will show through naturally if you are well prepared and thoughtful in your dialogue. Amazing things can happen when you approach every connection with a sincere interest in learning, understanding, and giving rather than with the standard approach of “I need a job, do you have one?”

*Thanks to all of the “Job Search Success Survey” participants.

>>> About Notogroup: Notogroup is an executive search and talent consulting firm. We have a singular focus on providing the most comprehensive executive recruiting service so that our clients can be assured that each and every hire is a successful one.

Over the years I have read tens of thousands of resumes if not hundreds of thousands. Here are some suggestions that you can take into consideration when writing or updating your resume.

1.    A resume is a marketing tool used to help you get an interview. It is not a catalog of everything that you have ever done in your career.
2.    List achievements, not job duties. After you write a bullet point on your resume, ask yourself why it matters and what makes it interesting. If you cannot tie to a quantifiable result, then tie to a qualitative or intangible result that is meaningful. The objective of each bullet should be to prove that you did your job well, not just that you did your job. If you cannot link it to an achievement then delete it.  If it is not as relevant to the job you want then think of better accomplishments that will be more compelling.
3.    Make sure that your resume communicates at the right level. Speak to the person who would be your boss and consider what keeps them up at night.  Consider the scope of your roles and include details on staff size, budget and reporting relationships.
4.    Most experts will tell you that you should keep your resume length to one page. I think that it is okay to have 2 pages if you have more than 10 years of work experience.
5.    Using too many adjectives will diminish your accomplishments and could make your resume seem less believable.
6.    Always tailor your resume for each job and company to improve the fit between your achievements and the requirements of the position.
7.    Adding in endorsements or quotes from key people that you have worked with can be helpful and useful in building interest
8.    Use an economy of words. Cut to the chase and be efficient with your communication trying to pack in as much detail as you can in the shortest sentences possible.
9.    Do not try to be innovative by veering from the standard reverse chronological resume format. List your most recent job first. The objective is to get your target audience to quickly consume as much as they can about you. The trained eye will be confused if the information is not where it should be. It’s like reading a newspaper with the headlines at the bottom of the article. You want them to be at the top because that is just how it is done. If you have had 6 jobs in the past 5 years or are trying to switch industries use a “functional skills resume” format
10.    Include months in the dates. It is important  for the reader to know if you were at the company 6 months or 23 months.
11.    Eliminate widows. Widows are lines with only one word. You do not want to use up a whole line for one word.
12.    No spelling errors! Not even one.
13.    It is implied that references are available upon request, so there is no need to say it. Just have them ready if someone should ask for them.
14.    Personal interests are only helpful to list if it related to the job or if it helps you stand out as an achiever. For example, if you are applying for a brand marketing position at an athletic apparel and footwear company, then it may be helpful to let them know that you are a marathon runner.
15.    Do not put “married, 2 kids” While you may think it is helpful to show that you are family oriented, it is not necessary or helpful in achieving the goal of your resume.

About Noto – www.notogroup.com

Roy Notowitz is currently the Managing Partner of Notogroup. Over the past 13 years, Roy (AKA “Noto”) has been a trusted talent acquisition advisor to dozens of leading consumer products and technology companies nationwide. Some of his clients have included: adidas, Brooks Running, Eagle Creek, Easton-Bell, Fox Racing, Hanesbrands, Intel, Mountain Hardwear, Nike, Pendleton, Rome Snowboards, Salomon Sports, Timberland, Tripwire, and Yakima Products.

He has written for, and addressed, groups such as the American Marketing Association, American Electronics Association and Outdoor Industry Association on topics that include talent alignment, hiring trends, strategic staffing, relationship recruiting, employment branding, candidate experience, interviewing and selection.

Roy was recently recognized by the industry as a recipient of the “SGB 40 Under 40” award. Roy received his bachelor’s degree from the State University of New York and his master’s degree from Virginia Tech. When not working, Roy enjoys spending time with family, hiking, fishing, running and skiing.