ACCELERATE YOUR CAREER:

HOW TO ARTICULATE YOUR PROFESSIONAL VALUE

Robyn Barsky12/17/09

AGENDA

• Concepts and strategies• Networking protocols• Q & A

Professional Amnesia

YOUR GOALS

• Avoid becoming the best kept secret

YOUR GOALS

• Answer the question:

Why Should I Hire/Retain You??(or meet you or refer you)

YOUR GOALS

• Comfortable and confident communicating your professional value

WHY IS A COMPELLING MESSAGESO IMPORTANT?

• Resonates quickly• Engenders willingness to help you• Confidence & optimism are attractive

MESSAGE DELIVERY

• Know what you want from your target• Appropriate amount of energy• Flawless

TYPICAL MESSAGE

1. As a result of the acquisition of Sherman Corporation, my position as X was eliminated.

2. I have particular strengths in management, auditing, remediation and training.

3. I am now looking for a new position in that field or the related areas of compliance auditing and regulatory affairs.

4. I think I am a strong candidate for both management and consulting positions in the field because…”

- Lee Hecht Harrison, Managing Your Search Project

WHAT HAPPENS TO WEAK MESSAGES

3-STEP FORMULA FOR GRABBING ONE’S ATTENTION

1. What you’re in the business of2. What’s notable about you3. Why you’re making contact

1. WHAT YOU’RE IN THE BUSINESS OF

• Relevant contributions that demonstrate how you impact/protect the bottom line by:

Increasing sales, revenue, profits, market share Decreasing costs Mitigating risks

1. WHAT YOU’RE IN THE BUSINESS OF (cont’d)

• Ask yourself, Did I….

Uncover vulnerabilities Facilitate a resolution to somethingChange expectations or perceptions about somethingSupport management and/or better decision making

1. WHAT YOU’RE IN THE BUSINESS OF (cont’d)

• Did I…

Help transform a system/process, team, project, division or business

Strengthen the operational capacity of a team or an organization

Enhance a company’s brand image, reputation or competitive standing

Contribute to an improvement in customer/client satisfaction, loyalty or experience

ATTRIBUTES

• Energetic• Innovative• Passionate• Resourceful• Versatile

• Accurate• Adaptable• Creative• Dependable• Effective

HOW ATTRIBUTES ARE PERCEIVED

EXAMPLE 1

1. I’m in the business of fueling profitable and enduring relationships with clients who have a voracious appetite for information and zero tolerance for less than superior customer service.

2. I’ve been recognized for earning the trust and confidence of clients by delivering the value and attention they deserve.(dependable)

EXAMPLE 2

1. I’m in the business of connecting brands with youth and moms “on their own turf” - within the grassroots environments that are central to their daily lives.

2. I have a knack for envisioning opportunities that generate a pipeline of fresh ideas with target and channel relevance.(creative)

EXAMPLE 3

1. I’m a CFO who helps growing companies build infrastructures, raise money and complete exit strategies.

2. I’ve earned a reputation for bringing a voice of reason in providing constructive feedback to guide decision makers to clarity.(credible)

EXAMPLE 41. I’m an Assistant Administrator who prepares

teenagers to compete in a vibrant global economy by inspiring them to excel in their academic passions.

2. I’m skilled in fostering a culture of cooperation amongst students, parents and faculty to ensure the school delivers on its promise.

(collaborative)

3. WHY YOU’RE MAKING CONTACT

• Explore/brainstorm where my skills/ experience can find a home

• Welcome the opportunity to get your wisdom• Appreciate your guidance to help me find

clarity

3-STEP FORMULA

1. What you’re in the business of (meaningful contributions)2. What’s notable about you (unique attributes)3. Why you’re making contact (specific agenda)

NETWORKING STRATEGIES

• Verbal images strengthen connections• Clarity and confidence resonate• Control the message and how it’s processed• Be extremely methodical• Set up Boards (Directors/Advisors)

MEETING PROTOCOLS

• Strategy for each contact (1 or 2 items max)• Get and give• Prepare smart questions• Respect time allocation• Express gratitude• Keep them in the loop

“In the business of transforming job seekers and career changers into irresistible candidates”

Robyn Barsky212-879-2329

robyn@getwhatyouset.com

www.getwhatyouset.com(website and blog)