In his book, The New Solution Selling, Keith Eades defines a solution as that which provides a mutually agreed-upon answer to a recognizable problem.  The problem is resulting in pain for a person, which gives him a reason to change.  In discussing how to sell effectively, Eades says that 90% of customers are either ignorant of critical problems or not willing to admit that they have them, and therefore they are not looking for a solution.  His organization, Sales Performance International, teaches salespeople to diagnose a customer problem first, and then create a customized solution based on their company’s unique offerings. 

Eades says that the magic formula for high impact selling is to get there first, and set the requirements to mesh with what you’re skilled at delivering.  That way, when the customer is evaluating you against competitors, you will naturally appear to be the most appropriate choice.  It doesn’t take all that much imagination to see how this concept could apply to job hunting.  Instead of waiting around for a position to open up, and then trying to retrofit your qualifications to that specific job description, why not approach companies you want to work for, companies that you know have a need for someone with your talents?  Why not secure a few informational interviews with people in your ideal department, find out what makes them tick, and see where the organization is going and what it needs in order to grow?  Why not tailor a resume to those requirements, and actively sell yourself as someone who can help to solve a particular issue? 

I’ve said it before and I’ll say it again: effective job hunting is about selling yourself, and since Eades’ approach is one of the most intriguing strategies I’ve heard when it comes to selling anything, you might give his book a look.