A job-hunting challenge

Always remember -- you aren't looking for work. You're selling a product with your name on it.

Dear Bob ...

I've been unemployed for over 9 months, am ready for "voluntary" retirement, and my few remaining hairs are either gray or white with no intention to go the Grecian Formula route.

I have about 20 years experience using SAS (not SAP) for employers in a variety of industries on all platforms, Windows, Unix and mainframe. I'm up to date on the technical developments which impact my field, subscribe to the relevant SAS e-newsletters, attend conferences occasionally, use Internet job boards such as Dice, ICrunchData, Monster, and Career Builder yet no nibbles much less no job.

One other thing. I am not willing to relocate since our children and grandchildren live nearby. The few interviews I did get, since being let go in February, went nowhere and seemed to be the exception rather than the rule.

Also, I have no clinical trials experience.Where I live, pharmaceutical companies are the biggest employers of SAS Analysts/Developers, but it's a "Catch-22": "We'll consider you if you have experience" yet how do get the chance if you don't have any?

Lastly, my networking skills seem non-existent; maybe that's not exactly true but it's something I don't enjoy doing so I guess I do it poorly.

Any thoughts?

- Looking hard

Dear Looking ...

It doesn't matter whether your few remaining hairs have any intention of going the Grecian Formula route or not. I'd say they have no choice in the matter!

Sorry. I have no intention of either that or Hair Club for Men, so I understand completely.

Reading through your letter, what struck me is that you seem to be following the find-a-job-posting-and-apply-for-it methodology for finding employment. This doesn't even work well in a good economy. In a bad economy, you might as well improve your skills at computer solitaire.

Well, not quite, but it's a low-probability approach even for finding a position, let alone finding a position you want.

If your networking skills are non-existent, that means you need to work harder at them, not to give up on them. Or, give up on them, and instead develop your cold-calling skills, because what you're doing isn't "trying to find a job." It's "selling the product called <Your Name>."

Once you understand this, you'll understand that your resume isn't all that important -- it's your brochure: You have one because not having one raises red flags. You'll understand that your cover letter matters more, because it's where your selling arguments go.

And, you'll understand that the most important activities you can engage in are (1) research, to find potential employers; (2) more research, to understand who the logical hiring manager is; and (3) even more research, if possible, to figure out what the logical hiring manager's problems are.