“Making a Plan: How to Start Moving”
The Business of Furniture - 8/31/16 Edition
Stephen Says Column

 Dear Stephen, 
 

 I think it is time for me to look for a new job. I do not feel like I am making enough money, I don’t like my boss, and I do not like the people I work with most of the time. I am a major sales producer for a big dealership. I feel like the job has become just a paycheck for me, and that paycheck isn’t big enough anymore. I do like the furniture industry, and I like my clients; I am just not happy where I work. 
 
 I have never signed a non-compete, I am in my early 40s and look younger. All of which is to say, I know I could find another job. My problem is how? I am nervous that my bosses may find out. I work at a major Steelcase dealer in a major city. It is a huge company revenue-wise, and the principal of this company has a lot of clout with the manufacturers we represent, both big and small. Naturally, the manufacturers do not want to lose his support for their products. These politics between the dealer and manufacturers make it hard for me to go to work at any of
 
 the manufacturers we sell. I do control my client base, and I know my boss does not want to alienate my customers, but I see what happens here when someone wants to leave. They would make my life a living hell and do everything they could to hurt my chances of moving, and if I went to another dealer it would be worse.
 
 I went to a couple of employment agencies, but none of them were of any help to me — we had meetings and then they kicked the tires. If I didn’t have to worry about my bosses knowing I was looking around, I would be calling everyone I knew, but I just know it will get back to them if I start calling in favors and taking informational interviews. The whole deal needs to be sewn up — pen on paper — before they have any idea. I don’t even know where to begin though. How does someone employed with a major dealer find another job without asking for one? How do I get the ball moving?
 -A Man With No Plan

 

---

 Dear Man With No Plan: 

 
 I never like to hear that people hate going to work. It seems you like the industry, but just not your workplace. This means that it’s time to move for sure. Everyone should like to go to work. It should not just be a four-letter word. There are so many jobs today almost everyone can find one they love, not just like. So, I totally agree, you have to move on.
 
 Before we get into the weeds, the largest take away should be that to find another job you do have to “ask.” That is often the problem people who have been looking for a long time have — they are afraid to ask. For some people it’s fear, for others it is ego, but ask and ye shall receive or the corollary. Without asking, there is no
 receiving. And yes, there is risk, no doubt about it, but sometimes risks are worth taking.
 
 I’ll also point out, specific to your situation, people generally make more money at dealers than at manufacturers, so if it is purely about the size of the paycheck, then focus on other dealers. However you asked about both manufactures and dealers so let me address both.
 
 Your problem — not knowing how or being afraid to start looking — is a common problem, but it shouldn’t be as hard to manage as you seem to think it is. First of all, you are able to post your resume on popular sites like theladders.com and then “cloak” your posting. Are you wondering what I mean by “cloak”? Well, any online job site, of which there are many, will understand your predicament and just about all of them have added features that allow you to make your resume private. You can put your resume online without revealing your name or address, and you do not even have to say where you are currently working. Most online job sites have this feature that lets hiring managers find you, but your bosses not identify you. I love this feature. If this is the only upshot of Snowden and everyone going loony about privacy, I’d say it was a battle well worth
 fighting.
 
 You should also make a list of the manufacturers you do not sell at your dealership and think about reaching out to them — especially the other major manufacturers that you do not sell. I am sure they would love to have you, and chances are, they have less contact with your company’s owners than you might imagine. No matter how big the dealer is, there is always a major line they do not sell and a whole group of people with whom they do not talk. I know it sometimes can feel like everyone in this business knows everyone else, but we truly are quite a large industry. Apply to those companies on their websites directly. That way, even if word gets out, you won’t have to call anyone a liar if you deny that you applied.
 
 A riskier suggestion is to tell sales reps at manufacturers you know well and trust that you’re looking. These reps act as surrogate headhunters. They know
 if their own company is looking, and they know which dealers are (and let’s face it, which dealers are not) looking. Manufacturers’ reps keep their ears to the ground and know all the good jobs out there. Of course, these reps will work closely with your company, so you’ll need to know they won’t let the news slip or rat you out to your bosses. If you decide to go down this path, be straight with them when you explain your situation and let them know you trust them, then hope they deserve your trust.
 
 Another similar option you have is to ask your customers. I am sure that you have some sort of relationship with at least a few of them that extends beyond the basic ledger language. Maybe you don’t golf with them or talk politics with them, but I’m sure no one would raise an eyebrow if you invited a client to lunch. Once you’re out with them, hint that you’re thinking of leaving and ask whether they might know of anyone looking. Whether they are an end-user, owners’ reps, an architect or a designer, if they are willing to put in a good word for you with another dealer or manufacturer, it could be as easy as that.
 
 Last, but not least, a note on headhunters. Their job is not to find you a job. Their clients are, by and large, manufacturers and dealers looking to fill specific positions. If they are working for manufacturers that are sold by your dealership, they will not want to poach you. It really is quite simple. Very often individual job seekers looking for work
 think the employment agency represents them, which they do not. Their allegiance is to the companies doing the hiring, so they don’t get burned. If they’re any good though, they will keep your name quiet. So if you can get an interview from a headhunter, that’s great, just don’t mistake their kindness for caring. The name fits most headhunters
 nicely. I should know.
 
 Stephen

  You can send your workplace questions to Stephen at: 
 StephenSays@bellow.press. 
 
 Questions selected to be answered, will appear in this column. Please use the Subject: Stephen Says for all emails. Stephen Viscusi is a bestselling author, television personality, and CEO of The Viscusi Group, global executive recruiters located in New York. Follow Stephen on Twitter: @WorkplaceGuru. Like Stephen on Facebook; and follow him on LinkedIn.