Academy Coaching

We have all faced this dilemma at one point or another, and if you are in the midst of a career change you understand firsthand the Catch-22: “You can’t get a job without experience, and you can’t get experience without a job.”

Recent grads at all levels throughout the Academy have always faced this dilemma. In today’s shrinking job market, people with years of experience also struggle with it. Whether they face the reality of a layoff, or merely the threat of one, many experienced professionals are trying to reinvent themselves in order to become marketable in a changed economy.

Whether you’re launching your career or trying to change its course, you can get around this Catch-22 with some creativity and humility.

Here’s how one of my client’s did it:

She was a clinical psychologist in a community mental health center. It was professionally satisfying and financially unrewarding. As her kids began approaching high school and college tuition loomed in the near future she decided it was time to make more money. She wanted to become a development officer raising large sums of money for a cause she was passionate about – child abuse prevention.

Imagine her surprise to learn that she could not find a single organization eager to hire her. Apparently, they couldn’t see that her ability to counsel sexual offenders was a transferable skill!

She came to Academy Coaching and quickly blurted out “I can’t get development experience without getting hired. I couldn’t get hired without development experience”. What to do?

First you have to reinvent the way you market your skills and abilities for the career you want to pursue not the career you have had. Next you need to network effectively. We began by developing a Positioning Statement (commonly known as an elevator speech) about who she was professionally, the industries she’s served and the particular strengths she can bring to her desired new career. It sounded something like this: “I am trained as a clinical psychologist and have over 15 years providing services within high risk populations in the community mental health system. I think my keen awareness of the issues stemming from child abuse/neglect coupled with my ability to quickly develop working relationships with diverse groups of people assessing the various options they have and to envision new opportunities lends itself well to the field of development. In particular, I am seeking opportunities in fund raising and business development that would lend itself well to a future career in development.”

Next it was time to redesign her resume, highlighting her transferrable skills from her career as a counselor to the field of development. From there we were able to craft a savvy cover letter that left the reader with the impression that this was a very experienced and focused individual who understood the world of fundraising and exactly how she could contribute to its success. Finally, it was time to get out there and network, because every occasion whether professional or personal, is an opportunity to connect with others and create potential options for your career.

At a party, she met Professor “X” an Engineer and entrepreneur with a startup company and connections in the world of business development and fundraising. He was trying to market a new product. He had a good idea and no money to hire someone to help him realize it.

She jumped at the opportunity “I’ll do telemarketing cold calls for your new product. But I insist on being paid. The first payment will be a title appropriate to the job I will be doing - say, ‘Business Development Associate.’” The second payment, if I fulfill my end of the deal, will be a good reference and introductions to colleagues who might be able to help me.”

For the next two months, two days a week, she did her best to help Professor “X” get traction for his new service. She made hundreds of calls –each time becoming more skilled and smooth in her sales approach. She’d performed well and got paid, in the form of introductions to some of his business associates. Those introductions, along with a resume that included her new title, eventually led to a job in fundraising.

How can you use such a strategy to get out of the “Catch 22” loop that circumscribes your professional growth?

Look for an individual / company who have some great ideas but not enough manpower to realize them.

Ø Be specific about what value you will provide. She wanted experience in marketing, sales and business development. She could provide a professional approach and proven ability to connect well with people.

Ø Be specific about what value you will receive. For her, appropriate compensation was a title she could add to her resume and introductions and a reference from Professor “X”. Compensation is about value received for value given - and you’re thinking too narrowly if you define value only in monetary terms.

Ø Be specific about time frame. She promised to work two days a week for two months. Be sure that your commitment doesn’t preclude you from actively continuing a job search - or performing well enough to keep your present job.

What? You’re too proud to offer your services at no charge? Consider this, if you choose the right opportunity, you’ll gain industry or functional experience that has immeasurable value - and will ultimately lead to a real paycheck in your desired field.