Ever wish you had access to an executive recruiter just to ask that one question you've been wanting answered? Members routinely email us their questions, and we tap into our network of executive recruiters for their thoughts. This insight into the minds of executive recruiters is often rather fascinating.

One ExecuNet member wrote: "I have a background in sales and marketing with high-profile accounts. I recently became certified in Lean Manufacturing to complement prior VOC [voice-of-the-customer] training. I believe it gives me insight into offering more targeted solutions to clients. Additionally, my MBA will be finished in six weeks. I would like to go into sales or consulting for a business solutions-oriented company, as that is where my true passion lies. Are there any recommendations for a starting point?"

Executive recruiter Nick Corcodilos, in his usual straightforward manner, offered his thoughts on the topic. Here's an excerpt of what he had to say:

I think the most troubling error job hunters make is that they focus on themselves. They enumerate their training and experience, especially their most recent accomplishments. They present this information as though it now justifies their wish for a certain kind of job: "Now I've got what I need to have. It's cool stuff. It should make you want to hire me."

They come to believe that as long as they acquire the credentials, someone else will figure out what to do with them. Just like you can't pay someone to get you a job, you can't really pay someone to figure out what kind of job you should have.

Imagine walking into your current boss's office. The boss just paid to get you lots of new training. You say, "I've got all this great new training, and I'm better than I was. What should I do now?" I'd fire you. How can you walk in with all that new knowledge and skill and ask what to do with it? Your value does not lie in the new stuff you learned. It lies in what you do with it. When you tell me you don't know, you're telling me you don't know how to use those wonderful new credentials.

Likewise, the job hunter who enumerates his qualifications and proclaims how wonderful they are is useless. What I want to know is, what do you know about my company's problems and how are you going to use your credentials to tackle them? If you must ask me, then you're not worth hiring.

My answer to this question starts with some instruction: Forget about yourself and your new credentials. Start by picking a company you'd really like to work for. Think about the company. Figure out what the company needs to do to be more successful. Then put together a plan that applies your skills and explain to the company "what to do with you."

What employers need are people who have identified a problem and who have prepared a plan to fix it. What employers need are people who have figured out what to do next. Throw out your résumé. The outline of your history and your credentials are irrelevant. What matters is a document that outlines an employer's problems and how you're going to tackle them. It's not about you. It's about the employer.

If this frightens you, consider that when you do have a job, your boss counts on you to figure out what to do next. That's what you get paid for. That's what you're really good at. So approach your job search the same way. Figure out what to do next for the employer you want to work for, and go explain it to her. That's what will earn you your next job.


Nick Corcodilos is an executive placement expert and the host of the acclaimed and contrarian AskTheHeadhunter.com

Robyn Greenspan
Robyn Greenspan is the Editor-in-Chief at ExecuNet, where she is responsible for setting and driving the editorial content engagement strategy across the private business network's publications and expert-led programming. She is also a Huffington Post blogger. You can follow her on Twitter @RobynGreenspan

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