Future Career Success

Barry J Horne

T: (08) 9448 6753E: barryjh@amnet.net.au John Curtin Leadership Academy L: http://au.linkedin.com/in/barryhorne September 2014

Marketing Analogy

Horne (2014)

Know Your Product:

Career Decision-Making Influences

Patton & McMahon(1999)

Know Your Product : Peak Thinking

Horne (2014)

Know Your Product: Career Drivers

Schein

Driver Seeking To

Material Rewards Possess Wealth and Enjoy High Standard of Living

Power/Influence Control People and Resources

Search for Meaning Do Things Valuable for Their Own Sake

Expertise Accomplish at High Level in Specialised Field

Creativity Innovate and be Identified for Original Input

Affiliation Have Nourishing Relationships at Work

Autonomy Have Independence to Make Own Decisions

Security Have Solid and Predictable Future

Status Gain Community Recognition, Admiration, and Respect

Know Your Product : Career Drivers

Schein

Quantitative Analysis Application of Technology

Creative Production

Managing People and Relationships

Influencing Through Language and Ideas

Theory Development/Conceptual Thinking

Mentoring/Counselling

Enterprise Control

Butler & Waldroop (1999)

Know Your Product: Personal Qualities / Style

www.trinitylc.org

Know Your Product : Achievements

Horne (2014)

Importance Provide Evidence of Success Indicate Capacity to Contribute Meet Challenges / Needs of Target Business

Settings Workplaces Community Service University / Study Leisure

Situations (5Cs) Complexity Challenge Change Crisis Chaos

Design Marketing Collateral: Achievements

Horne (2014)

An Achievement Story with no Results is Like a Joke Without a Punch Line!

Stimulus Questions (Based on Peak Thinking) International and Australian Experience? Experience Across Multiple Economic Sector(s)? Industries Worked In/For? Field(s) of Expertise (e.g. Accountancy)? Work Setting Exposure (e.g. Corporate, Consultancy)? Compared with Others in Field, Areas of Specialisation? Major Projects / Achievements Worthy of Note? Key Skills? Formal Qualifications? Professional Memberships / Accreditations? Leadership and/or Personal Style?

Know Your Product: What’s Your Offer?

Horne (2014)

Design Marketing Collateral: Profiles

Horne (2014)

Example

A Project Manager with over 5 years’ experience with Australian subsidiaries of a global Group providing equipment and professional services to the mining, minerals, materials handling, and cement industries. Areas of particular expertise include Commercial Project Management, Claims Management, and Construction Law.Possesses a capacity to work autonomously, and in project teams, to solve complex, challenging business problems by applying excellent investigative, conceptual, critical thinking, planning, quantitative, and technology skills.Practical experience and training in Project Management are supported by formal qualifications in Construction Law, Business Administration, and Accounting.

Design Marketing Collateral: Profiles

Horne (2014)

Research Potential Markets

Horne (2014)

Research Potential Markets

ACT Inc (2010)

Research Potential Markets: Informational Interviewing

Primary Research Method

◦ First Hand Interviews of People Working in Settings, Occupations, Professions, or Industries of Potential Interest

Preparation

◦ Frame Interview Questions

◦ Business / Contact Card

◦ Research Interviewees

◦ Script Approach

◦ Make Slight Ego Play and Ask for Help

◦ Arrange 20-30 Minute Meeting

Horne (2014)

Research Potential Markets: Informational Interviewing

Conduct

◦ Semi-Structured Interview Process

◦ Never Contradict Stated Purpose

◦ Ask Permission for Note-Taking

◦ Focus on Interviewee’s Experience

◦ Secure Insights, Greater Understanding

◦ Manage Interview Time

◦ Ask for Referrals to Others

Follow-Up

◦ Thank Interviewee Within 48 Hours

◦ Reciprocate, if Possible

Analysis

◦ Cross-Reference Multiple Interviewees’ Perspectives

Horne (2014)

Indicative Meeting Framework

0 Rapport Building – Thank for Meeting Opportunity, Mention Referral Source

5 Ask Informational Interview Questions - Focus On Interviewee’s Setting, Position, Occupation, Industry and Associated Developments /Trends.

20 Be Prepared to Explain Motives, Outline Background

25 Thank Interviewee, Ask About Others Well Placed to Help with Research

30 Close Meeting

Determine Success Criteria/Targets

Horne (2014)

Ethics and Careers

United Nations Global Compact (2014)

The Ten UN Principles

Develop Marketing Strategy: Opportunity Search

Horne (2014)

Reactive Proactive

References

ACT Inc (2010). World of Work Map

Butler, T. & Waldroop, J. (1999). Job Sculpting: The Art of Retaining Your Best People. Harvard Business Review September-October 1999

Changeboard Blog (2010). Networking for People Who Hate Networking. Interview by Natalie Cooper, Editor of Career Sparkle, with Devora Zack https://www.youtube.com/watch?v=wM6ZBLMLd7s

Patton, W. & McMahon, M. (1999). Career Development and Systems Theory: A New Relationship. Brookes/Cole

Sainty, R. (2010). How to Choose and Ethical Employer. Career Ethics.

Sainty, R. (2010). Ethics and Your Employability. Career Ethics.

United Nations Global Compact. The Ten Principles https://www.unglobalcompact.org/AboutTheGC/TheTenPrinciples/index.html

Youth Central (2013). It’s There for Life! Victorian Government. http://www.youthcentral.vic.gov.au/Web+%26+Social+Safety/It's+There+for+Life/