By Mike Michalowicz, an EO New Jersey member and founder and CEO of Provendus Group
The traditional method of pursuing large corporate projects is to work their internal network. You break in by meeting with someone. Anyone. An intern or a manager. You network internally. You seek introductions. You constantly angle for the decision-makers. Then you pitch ideas. You hope some idea sticks with them long enough to try you out.
After two months, or two years, or two decades of working your way into that corporate prospect, you may be lucky enough to get a “test project.” If that goes well, you then have a real shot at real, ongoing work with the corporation. It’s a lot of effort and a lot of time. But, there is no other way. Or is there?
You can shortcut the time needed to find the decision-maker, and get in front of them exactly when they need you by looking at job ads. Yes, job ads. When a company is looking to hire a new employee, it almost always correlates with an internal need. That need could be addressed by an employee or alternatives. And that’s where you come in.
Reach out to the contact listed in the ad, or better yet, do some research to determine the most likely decision maker at that company for the need specified in the ad. Then reach out to them and introduce yourself. By reaching out to large corporate prospect when they post ads, you will be contacting the right person at the right time. A truly significant advantage.
Categories: Best Practices