Once you have identified the person who would be recruiting you, you should send them a covering letter with your resume. Both of these should be adapted to suit each company that you write to.

We take a look at adapting resumes in our Resume section. However, this task is made slightly more complicated when applying to a job in the hidden market, as there isn't an advert on which to base your approach (for example, for clues on what to include and what to leave out). You will need to use your imagination and try to customise each unsolicited resume you send out to what you think the employer will be looking for. For example, if contacting a small firm, perhaps you need to bring out your experience in managing small teams, or your good all round business skills. The experience you've had running multi-site operations won't have very much relevance and should therefore be consigned to a less prominent place.

When writing your covering letter, the first paragraph must catch your reader's attention, so use one of your most significant achievements (bearing in mind what would appeal to your reader).

Your second paragraph should address your interest in the company, and should show why you have singled out this firm and how this ties into your interest. Then you need to list the achievements that prove your point, and that will answer the company's anticipated needs. If you can learn what the company is looking for beforehand, you will be in a much better position to select and refine your achievements.

Your letters should sign off with a statement such as "I will be calling your office in a few days to set a mutually convenient time for an appointment".

Make sure that you print off a second copy of your resume and letter to keep in your file so you will have a record of what you've written if you're invited for an interview.

Try mailing approximately 10-12 of your target companies initially. Don't attempt to do any more than this, as you need to follow each of these letters up with a phone call to ask for a personal interview. This process becomes unmanageable if you take on too many companies at a time.