6 Ways to Win at Job Development

Angela Hoyt
4 days ago
2 min read

First, the Fatal Flaw: Overselling Job Seekers

Overselling means representing job seekers as more perfect than they are, hinting that they are hidden gems. This raises expectations but often leads to disappointment.

As job seeker limitations become evident, employers feel misled. This results in employer withdrawal from your job seekers and services, perpetuating unemployment for many.

Abandon the Idea of the Perfect Job Seeker

Work from the position that each job is filled through the employer’s definition of value at a given moment in time.

It may be you, not the employer, who moves this definition into the realm of the perfect, as you oversell your job seekers.

Accept job seekers as they are and focus on their strengths and motivation to work. These attributes form part of your employer value proposition.

Avoid Job Competitions

Your job seekers seldom stack up well when compared to others in job competitions. They do best when measured against the employer’s needs and their capability to do the job.

Get to jobs before they go competitive - this is when employer needs are most flexible and where there is little to no competition.

Understand the Employer’s Needs

Recognize that selling job seekers is more about understanding the employer than presenting the candidate.

By understanding the employer well, you may have suitable service and job seeker solutions to meet their priority needs.

Ask great questions and actively listen to understand employer pain points and motivators. This is the foundation to building trust relationships.

Reframe ‘Failure’

Turn ‘failure’ into GOLD. Anticipate placement breakdown and use it to leverage the employer relationship. How you respond when things go wrong is what makes or breaks the employer relationship.

‘Failure” is an opportunity for you and the job seeker to learn for the next opportunity: What worked? What didn’t? What’s next?

Build a Broad Employer Base

Build a big and diverse employer base to have the number and type of jobs needed, and to absorb job loss.

Do not be too dependent on a few employers for all your jobs. Expanding your employer base must be a high priority, always!

Find Multiple Jobs (if needed)

Expect to find more than one job for your job seekers. Some WILL need more than one opportunity before one sticks, especially if they have been unemployed for a long time.

Provide opportunities for job seekers to ‘touch the labour market’ early and often. ‘Work Tasting’ like company tours, job shadows, and short job trials are great learning opportunities and require a smaller, less anxiety-inducing commitment.