Career Help Coach

Job-Searching With Small Businesses

OK, news reports indicate the economy is "improving", but where are the jobs? Big companies, small companies? What's right for you? Maybe smaller is better. People searching for a new job or to change careers this year may want to rethink their approach and "think small" - as in targeting smaller businesses.

Several recent surveys have painted a brighter employment picture for small businesses in 2011. However, job-seekers - that's you - should know which qualities and attributes to stress in interviews with smaller employers.

It is important to establish during interviews that you - regardless of the position you are applying for - can make an impact and deliver results right away, particularly increases in revenue and profits. (Remember in this economy profit is not a four letter word. ) Chemistry with the boss and co-workers is going to be more critical since the workforce will be smaller and closer. Personal qualities such as a sense of humor and an easy-going style will be beneficial to get across in interviews. In addition, candidates with experience at large companies must be convincing in the interview that they can adapt to a smaller environment.

Among the recent surveys forecasting a better hiring outlook for small businesses in 2011 here's what I've seen:

21% of small businesses that have 500 employees or fewer plan to hire full-time workers this year, up from 15% in 2009, according to a survey by CareerBuilder. Also, 26% of small businesses anticipate hiring contract or temporary workers, and 31% expect to transition some of them into full-time employees, according to the CareerBuilder survey.

23% of small-business owners with at least one worker other than themselves expect to hire employees in the first quarter this year, up from 18% in the 4th quarter last year, according to the Wells Fargo/Gallup Small Business Index.

54% of CEOs with small- to medium-sized businesses plan to add employees in the next 12 months, up from 46% last September. This is the first time in the past three years that a majority of the CEOs indicated they are going to increase their staff, according to the quarterly Vistage CEO Confidence Index.

So - my advice when seeking a job with smaller employers:

- Emphasize the immediate value you can bring.  Achieving results quickly and making a swift impact on sales and profits are especially vital to small businesses. Focus on what you can deliver right away and during your first three to six months on the job. Prepare a variety of examples from your career that fit their situation to demonstrate how you can solve current problems.

- Personally connect with the interviewer.  Chemistry with your boss and co-workers is essential for a small business, where working relationships are closer. Show that you are easy to get along with and the type of person people want to be around.  Display qualities that can be a plus in the decision-making process, including humor in good taste, warmth, and understanding,.

- Step up your face-to-face contact.  Smaller companies will be less likely to advertise openings or post them on Internet job boards.  These are the kinds of opportunities that normally surface at in-person meetings of networking, trade, and professional groups, and when volunteering with charitable, civic, and religious organizations.

- Acquire key referrals. Referrals play an especially central role in small businesses.  A good referral from a valued employee or someone close to the owner or manager will go a long way. Scour your networking contacts and use social media websites such as LinkedIn and Facebook to obtain a referral or two.

- Be receptive to contract or temporary work.  If a potential employer says they don't have a position at present, find out what they do need to get done - and negotiate to do that for them. Many employers are adding contract or project workers before deciding to hire full-time staff. You may be able to transition this into a full-time job if you achieve superior results.

- Prepare to overcome objections that you are over-qualified and/or will leave for a better job later.  Smaller businesses may be more sensitive that you have held higher positions with larger companies and earned greater compensation than they are able to pay.   Address interviewers' concerns you may leave for a better job by countering that your experience will solve problems and create solutions that will help increase revenue and salaries.

- If you have worked for a large employer before, demonstrate that you have the drive, flexibility, and initiative to work for a smaller company. Confirm that your past experience will enable you to bring all your skills forward with a focus on results.

- Show interest and excitement in the opportunity.  Smaller companies want people who are enthusiastic about working with them, and can motivate and inspire co-workers and direct reports. Communicate this in a variety of ways and express your enthusiasm for hitting the ground running.

The times - they are changing. You need to adapt to them and explore all your options.

Wising you success.

Tom Bodin
The Career Help Coach

Tom is the Managing Partner / President of OI Partners / Organizational Innovations, Inc. and founder of CareerSummit.com, – both headquartered in Minneapolis, MN.