The open market and the hidden one

Two markets

The open market is everything advertised: job boards, company career pages, newspaper notices, government portals, posters outside a factory gate. Anyone can apply, so competition is high, but the process is clear and fair-minded employers use it.

The hidden market is work that is filled before or without an advert: a manager asks the team "do you know anyone?", a contractor extends a short contract, a client hires the consultant they already trust. Nobody publishes the numbers, but anyone who has worked for a few years knows how often colleagues arrived this way.

A good search works both. Applications keep you in the open market; relationships put you in the hidden one.

Working the open market well

• Be early. Many employers read applications as they arrive and shortlist before the closing date. Applying on day one or two matters more than polishing for a week.
• Be exact. Follow the posting's instructions to the letter: subject line, reference number, format, address. Public bodies in particular reject applications that miss a stated requirement.
• Be selective. Check your fit first. Apply where you pass the hard requirements and can prove most of the rest.

Working the hidden market well

• Tell people what you are looking for, specifically. "I am looking for a procurement officer role in Mombasa or Nairobi, ideally in logistics or manufacturing" gives a friend something to act on. "I need a job" does not.
• Keep former colleagues warm. A message every few months, a congratulation, a useful article. When their employer needs someone, you are the name they remember.
• Do visible work. A well-run project, a presentation at a professional body, a thoughtful LinkedIn post about your field. People hire what they have seen.
• Ask for information, not jobs. "Could I ask you fifteen minutes about how your finance team is set up?" is a request most people grant. It often ends with "actually, we are hiring".

Proportion

If you are employed and searching quietly, spend more time on relationships. If you are unemployed and need income soon, apply broadly in the open market while building the relationships that pay off later. Either way, keep a tracker so you know what you have done and where you stand.