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That is to say, it is revised each year, often substantially, with the new
edition appearing in the early fall. Counselors and others wishing to submit additions, cor-
rections, or suggestions for the 2013 edition must submit them prior to February 1, 2012,
using the form provided in the back of this book, or by e-mail (dickbolles40@gmail.com).
Forms reaching us after that date will, unfortunately, have to wait for the 2014 edition.
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10 9 8 7 6 5 4 3 2 1
Revised Edition
Number of people in the U.S. who found jobs the month I am writing:
3,907,000.
Number of vacancies still unfilled at the end of this month: 3,093,000.
Imagine we find ourselves in some U.S. city that we haven’t been to,
in ten years.
We had a friend there, and we wonder if he’s still there; or has he
moved, or maybe died. We decide to look him up in the phone book. We
come up empty. No phone number for anyone by that name. We decide,
therefore, that he doesn’t live there anymore.
Well, we’re wrong. He does still live there. It’s just that, like 26.6
percent of all American homes, he’s switched completely from a landline
to a cell phone, and cell phones aren’t listed in the local phone book.
So, what was our error? (Hint: there are two errors here.)
The first is, we chose the wrong method to try and find him.
The second, and more grievous error, is we falsely concluded that
because we couldn’t find him with our method, this meant that he didn’t
exist. Didn’t exist there, at any rate. Wrong! It’s stretching logic beyond
the breaking point to think that “Can’t find” = “doesn’t exist.” Think
about the lifelong battle between ourselves and our car keys.
Okay, now fast-forward to a time when we’re out of work. We are
looking for a job. We turn to the Internet, and search all the job boards:
Monster, CareerBuilder, LinkUp, Craigslist, Indeed, SimplyHired, and
so forth. We can’t find any work. What is it we all typically say at this
51
Just because you can’t find them doesn’t mean they don’t
exist. You’ve got to change the way you’re looking for them.
Because there are always job vacancies out there.
Let’s tackle right off the bat the most vexing question that then faces
us regarding job-search: why do our elementary job-hunting skills work
so well at finding those vacancies during good times, but come up empty
during hard times such as we are presently in?
The answer to this begins with a profoundly overlooked fact. And that
is, generally speaking, employers and job-hunters search for each other in
entirely different ways. Actually, it’s worse than that. Employers and job-
hunters typically search for each other in almost exactly opposite ways. A
chart of employers’ preferences vs. job-hunters’ preferences would come
out looking something like the diagram on the next page.
Now comes the twist: during good times, when employers are having
difficulty in filling a vacancy, they will typically adapt to the job-hunter’s
preferences, and search for employees in ways that job-hunters prefer:
that is, they will post their vacancies on the Internet, and they will
take the trouble to look at, and read, job-hunters’ resumes. And we, the
unemployed, are close to job-hunting heaven.
What we are not prepared for, is that during hard times, when
employers are finding it much easier to fill a vacancy, as currently, they
will revert to their original preferences (in the diagram, choosing red #1, then
#2, etc.). And when that happens, we can search the Internet or send out
resumes until we’re blue in the face, yet turn up nothing. Because dur-
ing hard times employers mostly aren’t using the job-hunters’ favorite
methods anymore, to broadcast their vacancies. Employers have gone
52 Chapter 5
1 6
work I have already seen.” (A low-risk strategy for the employer.)
Implication for Job-Hunters: See if you can get hired at an organization you
have chosen—as a temp, contract worker, or consultant—aiming at a
full-time position only later (or not at all).
3 4
they worked for him or her).
Implication for Job-Hunters: Find someone who
knows the person-who-has-the-power-to-hire at
your target organization, who also knows your
work and will introduce you two.
5 Placed (online or in
newspapers, etc.). 2
Using a Resume:
Even if the
resume was un-
6 1
solicited (if the
employer is
desperate).
➪
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 53
1. Debra Angel MacDougall and Elisabeth Harney Sanders-Park. The book was pub-
lished by Worknet Training Services in 1997. A more current book of theirs is titled The
6 Reasons You’ll Get the Job: What Employers Look for—Whether They Know It or Not,
published in 2010 by Prentice Hall.
54 Chapter 5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 55
56 Chapter 5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 57
58 Chapter 5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 59
60 Chapter 5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 61
62 Chapter 5
3. http://tinyurl.com/27c4z5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 63
64 Chapter 5
4. His detailed manual describing exactly how to do this has been out of print for years;
but the desperate (and well-off) can find it for about $100 at alibris.com. It’s called The
Job Club Counselor’s Manual: A Behavioral Approach to Vocational Counseling. Nathan
Azrin is the author.
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 65
66 Chapter 5
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 67
68 Chapter 5
CONCLUSION
Job-hunting skills are defined as advanced when they take seriously the
world of the employer, and try to enter into the mind of the employer.
And understand why they do what they do.
As shown in the diagram at the beginning of this chapter, employers
came to their preferences out of hard experience, measured by their
desire, same as you, to conserve their energy. Their basic concern was
and is, “How many applications will I have to run through, before find-
ing someone to hire?” (The number of interviews they need to do to
find a hire, once they’ve sifted through the applications, stays constant,
around 5.4.) Okay, so with that background, this is their experience:5
If employers post their vacancy on a job-board such as CareerBuilder
.com or Monster.com, they have to look through 219 applications from
job-hunters who respond, before they find someone to hire.
If employers consider applications from job-hunters who come
through social media sites, such as LinkedIn or Facebook, they have to
look through 116 applications, before they find someone to hire.
If employers post their vacancy on their own website, they have to
look through 33 applications from job-hunters who respond, before they
find someone to hire.
If the job-hunter takes the initiative to find a very specific job, rather
than waiting to find a vacancy, and does this, say, by typing the name
of that job into a search engine, then sending resumes to companies
they turn up that way whether or not they are known to have a vacancy,
5. From an analysis, released in April 2011, by Jobs2web, Inc., of 1,300,000 job applica-
tions and 26,000 hires in 2010.
The Best and Worst Ways to Look for Those Job Vacancies That Are Out There 69
Discussion
Job-hunter: Since the information in this chapter is so crucial for our survival
in today’s world, why do you think this stuff isn’t taught in high schools and
colleges?
Career-counselor: Well, it certainly should be! The reasons why it’s not,
make up a very long list. You can choose between: because the teachers
don’t know these facts, because the teachers haven’t had to job-hunt
recently themselves, because they think the function of a school is to
teach ideas, not practical manuals like how to fix a car, or how to run
their job-hunt successfully, or how to find an appropriate friend or (even-
tually) a mate, and so on.
Job-hunter: I think inertia enters in, too. “This is the way we’ve always done
it, and we don’t see any reason to change.”
Career-counselor: Yes, and don’t forget budgets. Education is the victim
of a lot of belt-tightening these days, and of course the first staff to be let
go are the ones who are experts on how to relate education to the world
of work. That’s often regarded as “nice but not necessary” information.
Job-hunter: What’s the remedy for this missing part of our education?
Career-counselor: Learn it on your own; and then go teach at least one
other person.
70 Chapter 5
RICHARD LATHROP
in his classic Who’s Hiring Who?