Episode: 358 |
Will Bachman:
Target List:


Will Bachman

Target List

Show Notes


In this short episode of Unleashed, I share a process that I use in my consulting practice and have found to be hugely valuable for both myself and my clients.

Key points include:

  • Creating categories of companies
  • The power of the list
  • Identifying the missing gems


One weekly email with bonus materials and summaries of each new episode:

Will Bachman 00:02
What do you think of this list? Those are the magic words that I learned from Ellis Chase, who is a career coach that I worked with a long time ago, over 13 years ago. But I still remember this as being a very valuable tip. And the tip is, if you’re doing a job search, and this can also be applied if you’re searching for consulting projects. But let’s say if you’re doing a job search, it’s very powerful if you come up with a list of target companies. And this may sound like totally obvious to you. If, if so you can skip to the next episode. But a lot of people don’t do this regularly, I have people reach out to me, and I’m happy to do this, asking me for help on their job search. And when I say well, do you have a list of target companies, they often do not. So the idea of this is, you create a target list of companies. And it might be there might be several categories. So if you’re looking at two or three different types of companies, or even industries, that’s fine. But what you do is for each of those categories, come up with a list of companies that are interesting to you. You know, maybe it’s I want to work at a, you know, pet food company in the middle market, okay, well then identify all of those companies. It’s also very powerful to have a list of companies that you’re not interested in working in, because that really shows you’ve done your homework. And then so you create this list. And then the power of it, is when you’re having a networking discussion, meeting with someone you know, helping, you know, hoping to get their help on your search. You don’t ask for introductions, you just say, what do you think of this list, and then hand it to them and then pause. Now the person is going to look at the list. Now, if you particularly if you don’t ask for introductions, the person is actually going to be even more likely to sit look through the list. Oh, company. Number three, I know the CFO at this company. I’m happy to introduce you, oh, this company, I know someone who who just left there, I’m happy to introduce these and get a perspective on that company. So they can start looking at the list. And one thing the person may react by doing is offering to make intros great. That person may also react to companies on your, you know, wanted list and say, Oh, you don’t want to work at company. Number seven, I’ve heard they have this terrible corporate culture, they’re losing money, they just lost a big customer, whatever. Or they can, you know, seeing the companies on your excluded list will also help because they can say, Well, why do you not want to go to company 345. And you can demonstrate that you’ve done your research on the companies on your wanted list, they can ask you go through. And that also gives you a chance to explain why you’re interested in them. That helps demonstrate that you’re serious about this, that you’re treating this, like a real search, and that you’ve done your homework. So it makes the other person much more likely to help you out. Because it’s clearly you’ve done your homework, you’re not just you know, hanging, please, you know, help me I have no idea what I’m doing. But you’re treating this, like a like a marketing project, where you’ve gone out, you’ve you’ve done your due diligence, you’ve searched the universe, and you densify to a target set of companies that you think have met your criteria. The other thing, obviously, that helps is if the the the person looks at your list of say 10 or 15 companies that you’re interested in, it gives them a sense of the kind of companies you’re interested in. They may suggest other companies you haven’t thought of, Oh, well, what about company 13? And 14? What about what about these companies? Would the should those go on your list, and then they can suggest additional companies to consider. So having a target list really helps in those conversations when you’re looking for a job. It could also obviously, the same kind of discussion can help if you’re looking for a potential introductions to project work. So if you you know, identify, here are the types here are the list of companies that I would like to serve as a consultant. Then when you’re meeting with people, they can say, Well, you know, how can I help? And then you can say, Well, what do you think of this list? Here’s the list of companies I’d like to serve. And they same thing, they may be able to introduce you. They may suggest additional companies, they may warn you against certain companies, they may give you insight on certain companies. Oh, well, I heard that these guys might be you know, launching a new product, maybe you want to approach so and so about some kind of market entry work. So that’s the tip. What do you think of this list? Thanks to Ellis Chase, who, who gave me that phrase and gave me this idea. If you go to um brax.com slash unleashed, you can sign up for the weekly email I send out and I Send out. In that email, you’ll get a list of the recent episodes with a quick summary of each one so you can decide what episodes you might want to listen to also include some bonus material there. And if you are interested in giving the show a five star return five star review on iTunes that does help other people discover the show and I would be grateful. Thanks for listening

Related Episodes


JJ Kasper, Venture Capitalist

JJ Kasper, Venture Capitalist


Nicolai Chen Nielsen, Advisor, Author, & Entrepreneur

Nicolai Chen Nielsen, Advisor, Author, & Entrepreneur


Tom Critchlow, Writer and Strategy Consultant

Tom Critchlow


Author of The 2-Hour Cocktail Party

Nick Gray