Bypassing
Gatekeepers: Why It’s Important to Know
How
By Lynn Horne, RN, OCN
Inevitably in the job search, you will find yourself up
against someone, somewhere, who doesn’t want you getting
access to the people you need. It could be a medical
secretary, admissions representative, or any number of
departmental liaisons. Know that these individuals are not
dissuading you because they don’t like you. In fact, most of
them don’t know enough about you to dislike
you.
What these individuals are seeking is a professional means
by which to cut down on the inordinately large number of
candidates taking time away from hiring managers, who, in
addition to filling open company positions, have about a
million other tasks in the day occupying their attention.
So, what, then, is a jobseeker to do?
A number of techniques exist for getting you in front of the
eyes of decision makers:
Scan the
News
Often
times business sections of newspapers and publications
will, along with announcements of success, share with
readers the promotions of individuals within the
company.
When
such promotions occur, the gap left behind creates
opportunity. Many times, the recently promoted individual
will have a say in who follows, or at least know who,
specifically, will be deciding upon the
replacement.
In
this instance, it may help to contact the company and,
pending the person’s willingness, discuss with him or her
the possibilities of filling the open position. Many
times this has led to a resume winding up in the hands of
the true decision makers and not some
gatekeeper.
Databases Are Your
Friends
Almost every company has a record of their information in
major databases like Hoover’s. For a nominal fee, you can
peruse the company’s history, key financial indicators, and
names of major contacts (many times including HR
representatives).
Since
most of the information is public, there is no harm in
accessing it as it can only support your increased
understanding of the company in which you’d like to work.
Barring databases like Hoover’s, a view at an
organization’s “about us” or “company information” Web
site subsections can reveal some valuable
information.
Networking
Opportunities
Never underestimate the advantage networking opportunities
may provide. Whether it’s ball games, church groups, or
parties, there are always opportunities to demonstrate your
professional aptitude to key decision
makers.
Ever more in a world where who you know is nearly as
important as what you know, you do not want to pass up
opportunities to expand your possibilities. Yes, there’s
always the danger that you may step on someone’s toes, but
it is in risk taking that job seekers will find great
reward. Sometimes, networking happens accidentally: a simple
conversation struck up during a wait in line can lead to
your next big break.
Voicemail
Surfing
Long ago,
clever recruiters discovered the magic of voicemail surfing.
Given the labyrinthine structure of today’s business
organizations, automated dialing systems are a necessity.
These systems offer everything from voicemail options to
employee directories, and there are a few secrets that can
land you on the desk of a living, breathing company
representative—one who could actually move you forward in
the job search.
Techniques for working through these voicemail systems can
be complex and ever changing. For an extensive overview of
how to navigate some of the more popular systems, please
view the following
article.
Face the Gatekeeper
Head On
Sometimes the best way around an object is directly through.
If you find that you have no other options but to speak with
the gatekeeper, there are many ways to place yourself on his
or her good side:
▪
Always treat
a gatekeeper with respect; if you can be humorous or
compassionate to his or her situation, all the
better.
▪
Make your
solutions known. If you have a way to solve a pressing issue
for a company, don’t sit on it. Tell the gatekeeper that you
would like to present the solution.
▪
If you
receive static the first time you call, try another time when
perhaps the gatekeeper will not be as
stressed.
▪
Consider
calling before or after hours to see if you can’t manage a
transfer to the given contact.
▪
Distinguish
yourself from other candidates through your personality and
willingness to see the gatekeeper as a person and not a
function.
▪
Use every
call as an opportunity to gather information on your contact.
You may learn anything from schedules to departmental
happenings that could be invaluable to your
decision.
▪
Gatekeepers
can be picky about what communications they expect. Consider
writing, e-mailing, faxing, and calling all as
possibilities.
▪
Mention that
you’re returning the contact’s call. This white lie will
upgrade your call’s priority and give you a better standing in
the eyes of a gatekeeper.
▪
You also may
try mentioning that you wish to take an appointment with the
contact. This also establishes you as more of a substantial
figure to the gatekeeper.
▪
Leave
pertinent information about yourself in voicemails such as
particular skills that distinguish you from
others.
The danger with trying to bypass gatekeepers is that a
company may view this maneuver as aggressive. Sometimes this
works out beneficially while other times, it can hinder your
application. There is always a gamble involved, and it is up
to you to determine whether the reward will outweigh the
sacrifice. One thing to consider is that many candidates
will be too timid to try and reach a person within the
company. This alone may serve as some
motivation.
These techniques will ensure that you (a) do not have to
tell damaging lies to the company and (b) do not burn any
bridges. It’s all about comfort levels and some fields are
so competitive that it is simply not enough to send in an
application. You’ll want to give yourself the strongest
advantage. This means active pursuit through thank you and
follow-up letters, and a well-crafted, comprehensive résumé
and cover letter that highlights your unique benefits to the
organization.
By Lynn Horne, RN,
OCN 
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