get me a job! jerry musnitsky. introductions who are you?who are you? what do you want?what do you...

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Get me a Job! Get me a Job! Jerry Musnitsky Jerry Musnitsky

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Page 1: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Get me a Job!Get me a Job!

Jerry MusnitskyJerry Musnitsky

Page 2: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

IntroductionsIntroductions

• Who are you?Who are you?• What do you want?What do you want?• Where are you going?Where are you going?• Why?Why?

Page 3: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What about Me?What about Me?

• You want a jobYou want a job– Buy me Buy me – Get me Get me – Give meGive me

• Who cares what you want, I care Who cares what you want, I care about what I want!about what I want!

Page 4: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Class PlanClass Plan

• Strategic Management (personal)Strategic Management (personal)– Career targetCareer target– Career pathCareer path– Costs versus rewardsCosts versus rewards

• How to ThinkHow to Think– How do you thinkHow do you think

• Personality traitsPersonality traits

– How do they thinkHow do they think

• CommunicationCommunication

Page 5: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Class PlanClass Plan

• ResumesResumes– PurposePurpose– How to thinkHow to think– How to write (US)How to write (US)

• InterviewInterview– NegotiatingNegotiating

• DressDress• WorkshopWorkshop

Page 6: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Your Strategic PlanYour Strategic Plan

• Success is PredeterminedSuccess is Predetermined– Only strategy creates sustainable advantageOnly strategy creates sustainable advantage

• Must have the right goalMust have the right goal– Must have a different value propositionMust have a different value proposition– Must be uniqueMust be unique– Must make choicesMust make choices– Must be focused on profitabilityMust be focused on profitability

Page 7: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Your strategic planYour strategic plan

• Must take risksMust take risks• Must make decisionsMust make decisions• Must have “long zoom”Must have “long zoom”• Must have EithicsMust have Eithics

– Be openBe open– Be honestBe honest– Baseball vs. football (US)Baseball vs. football (US)

• Must be a CommunicatorMust be a Communicator

Page 8: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Strategy thenStrategy then

• EngineerEngineer– Build it and they will come. A technical Build it and they will come. A technical

success begets a CEOsuccess begets a CEO

• MarketerMarketer– Don’t care if it works or if it is needed, I can Don’t care if it works or if it is needed, I can

sell it! Sales generators become CEOsell it! Sales generators become CEO

• FinancierFinancier– Don’t; care what you make, leverage Don’t; care what you make, leverage

company, hedge funds and increase ROI. company, hedge funds and increase ROI. Bean counter as CEOBean counter as CEO

Page 9: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Strategy nowStrategy now

• Do everything rightDo everything right– And it still won’t workAnd it still won’t work

• User will decideUser will decide– No one has decision powerNo one has decision power– Everyone has veto powerEveryone has veto power

• Information has valueInformation has value• Service has PriceService has Price• The world is GlobalThe world is Global

Page 10: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Turn the PerspectiveTurn the Perspective

• Total Quality Management (TQM)Total Quality Management (TQM)– Managing Quality or the Quality of Managing Quality or the Quality of

ManagementManagement

• Just-in-Time or the right time and placeJust-in-Time or the right time and place• Better, faster, cheaper or higher valueBetter, faster, cheaper or higher value

Page 11: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Turn the perspectiveTurn the perspective

• Don’t Chase the MoneyDon’t Chase the Money– Do the right things and the money will Do the right things and the money will

comecome

• Follow the MoneyFollow the Money

Page 12: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What kind of PeopleWhat kind of People

• Are you alive?Are you alive?– Motion, reproduction, consumption, Motion, reproduction, consumption,

growth, stimulus responsegrowth, stimulus response

• CHANGECHANGE– You must have the motivation & You must have the motivation &

flexibility to respond to the changing flexibility to respond to the changing needs of the organiztionneeds of the organiztion

Page 13: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Know thisKnow this

• Business is PeopleBusiness is People• The definition of Management is The definition of Management is

“getting things done though “getting things done though people”people”

Page 14: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

A LeaderA Leader

• You must take the personal You must take the personal responsibility to:responsibility to:– Acquire new skillsAcquire new skills– Develop new talentsDevelop new talents– Commit to ongoing learningCommit to ongoing learning

Page 15: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Two sided coinTwo sided coin

• The company must get a person to The company must get a person to complete the tasks at hand. The complete the tasks at hand. The longer it takes & the more training longer it takes & the more training required increases costs!required increases costs!

Page 16: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Two sided coinTwo sided coin

• The person must find a company The person must find a company that offers the right fit in that offers the right fit in personality and careerpersonality and career

Page 17: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

LeadershipLeadership

• ““In the struggle for survival, the In the struggle for survival, the fittest win out at the expense of fittest win out at the expense of their rivals because they succeed their rivals because they succeed in in adapting themselves to their adapting themselves to their environment.environment.””

– Charles DarwinCharles Darwin

Page 18: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What should you beWhat should you be

• The expert (stovepipe approach)The expert (stovepipe approach)• Jack of All (Renaissance Man)Jack of All (Renaissance Man)• ““In a bureaucratic system, useless work In a bureaucratic system, useless work

drives out useful work” (Milton drives out useful work” (Milton Friedman)Friedman)

• Is a Company a Democracy?Is a Company a Democracy?

Page 19: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What are we in Business?What are we in Business?

• ProfitProfit• GrowthGrowth• Management (President & CEO)Management (President & CEO)• EmployeesEmployees• Board of DirectorsBoard of Directors• CustomersCustomers• ShareholdersShareholders• CommunityCommunity

Page 20: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

How do leaders become?How do leaders become?

• RAA - Never 1 without the others RAA - Never 1 without the others – ResponsibilityResponsibility– AuthorityAuthority– AccountabilityAccountability

• Organization & StructureOrganization & Structure– MatrixMatrix

• CapabilityCapability– Smart Managers?Smart Managers?– How did they become Managers?How did they become Managers?

Page 21: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Personal CharacteristicsPersonal Characteristics

• Technical ArroganceTechnical Arrogance– I’ve made up my mind, don’t confuse me I’ve made up my mind, don’t confuse me

with factswith facts

• Marketing ArroganceMarketing Arrogance• Financial ArroganceFinancial Arrogance• Personal PositionPersonal Position

– As long as we die after my retirementAs long as we die after my retirement

Page 22: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

LeadershipLeadership

• Do things rightDo things right• Direct OperationsDirect Operations• Enforce policiesEnforce policies• Design proceduresDesign procedures• Control resultsControl results• Foster stabilityFoster stability

• Do the right thingsDo the right things• Monitor expectationsMonitor expectations• Communicate valuesCommunicate values• Manage systemsManage systems• Support peopleSupport people• Continuous Continuous

improvementimprovement

Page 23: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Personal ChartPersonal Chart

Page 24: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Your EnemiesYour Enemies

What they look like &What they look like &

Don’t become one!Don’t become one!

Page 25: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

BureaucratBureaucrat

• Job is to help ensure consistency, Job is to help ensure consistency, set limits and reduce risk.set limits and reduce risk.– Slowing progressSlowing progress– Draining talentDraining talent– Initiating specific prohibitionsInitiating specific prohibitions

Page 26: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

BureaucratBureaucrat

• Quotes:Quotes:– ““That’s not allowed”That’s not allowed”– ““Fill out this form”Fill out this form”– ““Use this process”Use this process”– ““Propose this next year, you just missed the budget cycle”Propose this next year, you just missed the budget cycle”– Your project will create unacceptable exposures”Your project will create unacceptable exposures”

• Unkindness:Unkindness:– Killing the innovation with imaginary downsidesKilling the innovation with imaginary downsides

• Value:Value:– Clearly articulates the status quo that must be addressedClearly articulates the status quo that must be addressed

Page 27: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

GatekeeperGatekeeper

• Blocks access to resources, power Blocks access to resources, power and decision makers. They can and decision makers. They can starve innovation, establish starve innovation, establish unrealistic criteria and set the bar unrealistic criteria and set the bar at an unreachable heightat an unreachable height

Page 28: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

GatekeeperGatekeeper• Quotes:Quotes:

– ““Has this been approved by X”Has this been approved by X”– ““How does this fit our business model”How does this fit our business model”– ““This isn’t in the plan”This isn’t in the plan”– ““What’s the ROI”What’s the ROI”– ““This doesn’t score well”This doesn’t score well”– ““No one else has shown success here, sorry”No one else has shown success here, sorry”

• Unkindness:Unkindness:– Frittering away all advantage by stallingFrittering away all advantage by stalling

• Value:Value:– Saving you from embarrassing yourself in front of execs Saving you from embarrassing yourself in front of execs

and pointing you to someone who can helpand pointing you to someone who can help

Page 29: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Deadbeat SponsorDeadbeat Sponsor

• A champion of innovation must have the A champion of innovation must have the attention span greater than a gnat. Real attention span greater than a gnat. Real innovations stumble, miss deadlines and innovations stumble, miss deadlines and fail. Executives who pull resources and fail. Executives who pull resources and don’t return phone calls not only starve don’t return phone calls not only starve innovation but make it unavailable to a innovation but make it unavailable to a real sponsor.real sponsor.

Page 30: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Deadbeat SponsorDeadbeat Sponsor

• Quotes:Quotes:– ““Let’s study this some more”Let’s study this some more”– ““Everyone is taking a 10% cut”Everyone is taking a 10% cut”– ““We are redirecting operations”We are redirecting operations”

• Unkindness:Unkindness:– Hollowing out the project, then replacing Hollowing out the project, then replacing

staffstaff

• Value:Value:– Leads to exploration of other options Leads to exploration of other options

including informal routesincluding informal routes

Page 31: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

WimpWimp

• Some people on an innovation team are Some people on an innovation team are jet propellers and some are anchors. jet propellers and some are anchors. Innovating is a necessarily delicate Innovating is a necessarily delicate activity and those who are negative, activity and those who are negative, inept or unreliable jeopardize the whole inept or unreliable jeopardize the whole operation. Grouchy people, on the other operation. Grouchy people, on the other hand, are just fine – and don’t argue hand, are just fine – and don’t argue with me about it!with me about it!

Page 32: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

WimpWimp

• QuotesQuotes– ““Sorry, I don’t have it”Sorry, I don’t have it”– ““I can’t work with X”I can’t work with X”– ““Can we reschedule (again)?”Can we reschedule (again)?”– ““Yes (meaning no)”Yes (meaning no)”

• UnkindnessUnkindness– Disrupting and maligning the teamDisrupting and maligning the team

• ValueValue– These people make you treasure those who have These people make you treasure those who have

talent, optimism, persistence and commitmenttalent, optimism, persistence and commitment

Page 33: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

OwnerOwner

• Power is more important than success to Power is more important than success to the Owner. Owner is a “pop-up” enemy, the Owner. Owner is a “pop-up” enemy, appearing out of nowhere over a entire appearing out of nowhere over a entire realm of activity (“I own security.”) The realm of activity (“I own security.”) The Owner stakes his claim and denies the Owner stakes his claim and denies the innovator access to authority, resources innovator access to authority, resources and legitimacy. A hostile and often and legitimacy. A hostile and often corrupt takeover.corrupt takeover.

Page 34: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

OwnerOwner

• Owner quotes:Owner quotes:– ““We’re already taking care of this.” “You We’re already taking care of this.” “You

don’t understand this.” “I’m shutting you don’t understand this.” “I’m shutting you down.”down.”

• Unkindness:Unkindness:– Grabbing your best peopleGrabbing your best people

• Value:Value:Helps you define your position in terms of Helps you define your position in terms of

your market & your benefitsyour market & your benefits

Page 35: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

RivalRival

• Competitors both inside and outside the Competitors both inside and outside the company. Pull every trick imaginable company. Pull every trick imaginable (and then some). They co-opt your (and then some). They co-opt your ideas, slander you and your work, pull ideas, slander you and your work, pull rank, use the hierarchy, bureaucrats and rank, use the hierarchy, bureaucrats and gatekeepers against you. The worst gatekeepers against you. The worst change the context – the measurements change the context – the measurements of success – they spin!of success – they spin!

Page 36: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

RivalRival

• Rival Quotes:Rival Quotes:– ““Mine is better.” “I am better.” “He doesn’t Mine is better.” “I am better.” “He doesn’t

know what he is doing.”know what he is doing.”

• Unkindness:Unkindness:– Being rightBeing right

• Value:Value:– Creates urgency and forces re-evaluationCreates urgency and forces re-evaluation

Page 37: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

YouYou

• Must be persistentMust be persistent• Vision, creativity & ImaginationVision, creativity & Imagination• Build alliancesBuild alliances• Find alternativesFind alternatives• Generosity of spiritGenerosity of spirit• Openness to ideas of othersOpenness to ideas of others• Sense of purposeSense of purpose

Page 38: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What are you/they like?What are you/they like?

• PositivePositive– RelationalRelational– CuriousCurious– PlayfulPlayful– JoyfulJoyful– Sense of HumorSense of Humor– SpontaneousSpontaneous– AdventurousAdventurous– Appreciative of Appreciative of

self/othersself/others– Feels grief/sadnessFeels grief/sadness

• NegativeNegative– DefensiveDefensive– RebelliousRebellious– Withdrawn/StubbornWithdrawn/Stubborn– Shame/GuiltShame/Guilt– Anger/AnxietyAnger/Anxiety– RigidRigid– Fearful/CautiousFearful/Cautious– Unlovable/UnworthyUnlovable/Unworthy– DepressedDepressed

Page 39: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

What are you/they like?What are you/they like?

• PositivePositive– RationalRational– UnderstandingUnderstanding– CreativeCreative– Logical/Logical/

SynthesizesSynthesizes– AnalyzesAnalyzes– EvaluatesEvaluates

• NegativeNegative– CriticalCritical– RationalizeRationalize– JudgmentalJudgmental– DefensiveDefensive– ArgumentativeArgumentative– JustifiesJustifies– AdmonishesAdmonishes

Page 40: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

CharacterCharacter• Intuitive, responsive and unconditioned, connectedIntuitive, responsive and unconditioned, connected• Wise, ever unfolding and growing, moving toward Wise, ever unfolding and growing, moving toward

wholenesswholeness• Intentional, courageousIntentional, courageous• CreativeCreative• All-loving, compassionate and forgivingAll-loving, compassionate and forgiving• Peaceful, grounded and centeredPeaceful, grounded and centered• Aspires to goodness, truth and justiceAspires to goodness, truth and justice• Mediator, IntegratorMediator, Integrator• Integrity, completely ethical (knows right from wrong)Integrity, completely ethical (knows right from wrong)• Source of strengthSource of strength

Page 41: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

CharacterCharacter• Not supportive, uncaringNot supportive, uncaring• DutifulDutiful• Cold and unaffectionateCold and unaffectionate• Neglectful and unreliableNeglectful and unreliable• Uncommitted to othersUncommitted to others• Little or no display of feelingsLittle or no display of feelings• Insensitive/indifferent in relationshipsInsensitive/indifferent in relationships• Values things more than peopleValues things more than people• Stingy/SelfishStingy/Selfish• Disrespectful of othersDisrespectful of others• Oblivious to othersOblivious to others• Withholds approvalWithholds approval• Ignores positive things people doIgnores positive things people do

Page 42: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

AttitudesAttitudes

• I don’t have time for youI don’t have time for you• I don’t have enough love to go aroundI don’t have enough love to go around• I don’t careI don’t care• I am more important than youI am more important than you• I can’t handle feelingsI can’t handle feelings• I can’t be botheredI can’t be bothered• You’re not enoughYou’re not enough• Feelings aren’t importantFeelings aren’t important

Page 43: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

AttitudesAttitudes

• If you get in trouble, I won’t love youIf you get in trouble, I won’t love you• Don’t touch meDon’t touch me• Don’t count on meDon’t count on me• Don’t talk to meDon’t talk to me• Don’t show loveDon’t show love• Children should be seen and not heardChildren should be seen and not heard• Don’t tell me your problemsDon’t tell me your problems• Don’t expect anything from meDon’t expect anything from me• Stay out of sight, be invisibleStay out of sight, be invisible

Page 44: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

MotivationMotivation

• Personal GreedPersonal Greed– We can lay-off 5,000 people and I get my bonusWe can lay-off 5,000 people and I get my bonus

• Company IncentivesCompany Incentives– Risk reductionRisk reduction– Increased profitIncreased profit– Uncertain futureUncertain future

• Human IncentivesHuman Incentives– Financially rewardingFinancially rewarding– Technically challengingTechnically challenging– Personally controlled (not micro managed)Personally controlled (not micro managed)

Page 45: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Company’s CompositionCompany’s Composition

• Diverse set of PeopleDiverse set of People– I would not join a club who would have someone like I would not join a club who would have someone like

me as a memberme as a member– Accept dissenting viewsAccept dissenting views– Can create conflictCan create conflict

• Cookie CutterCookie Cutter– Everyone like me (but not as smart)Everyone like me (but not as smart)– SheepSheep

• Poor SoulsPoor Souls• Brown NosesBrown Noses• Yes MenYes Men

– Good for the EgoGood for the Ego

Page 46: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

CommunicationCommunication

Page 47: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

CommunicationCommunication

• A person’s intelligence is measured A person’s intelligence is measured by their ability to communicateby their ability to communicate

Page 48: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

CommunicationCommunication

• We already suffer from too much We already suffer from too much communicating and not enough communicating and not enough communicationcommunication

Page 49: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Telling a StoryTelling a Story

• Your ability to tell a storyYour ability to tell a story– ComprehensiveComprehensive– PersuasivePersuasive

• Tightly focused and targetedTightly focused and targeted

Page 50: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Telling a StoryTelling a Story

• It is your responsibility to inform, It is your responsibility to inform, not theirs to learn!not theirs to learn!

Page 51: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Telling a storyTelling a story

• What you say is not necessarily What you say is not necessarily what they heardwhat they heard

• Understand (and use) spinUnderstand (and use) spin

Page 52: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The ResumeThe Resume

• Get the CallGet the Call– You have 30 seconds!You have 30 seconds!

Page 53: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The resumeThe resume

• What does the company want?What does the company want?• Who is the Company?Who is the Company?

– HRHR– Direct Line supervisorDirect Line supervisor– Division directorDivision director

• What do they wantWhat do they want• What do they read!What do they read!

Page 54: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Most candidates think that Most candidates think that employers will ask their questions - employers will ask their questions - wrong!wrong!

Page 55: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Most employers think that if details Most employers think that if details on work, responsibilities, on work, responsibilities, performance & achievements are performance & achievements are not on the resume, then the not on the resume, then the candidate did nothing worth candidate did nothing worth mentioning!mentioning!

Page 56: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Personal intervention can eliminate Personal intervention can eliminate doubts, butdoubts, but

• It is hard for an employer to believe It is hard for an employer to believe a better person is behind a poor a better person is behind a poor resume!resume!

Page 57: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Candidates feel that the resume is Candidates feel that the resume is an annoying formality and spend an annoying formality and spend too little time on it.too little time on it.

• Employers feel that the resume is Employers feel that the resume is critical and a key part of the critical and a key part of the screening process.screening process.

Page 58: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Imagine your readerImagine your reader– Sift through 500 resumes knowing Sift through 500 resumes knowing

450 are no good and only 3 will be 450 are no good and only 3 will be interviewed.interviewed.

– Knows the job to be filledKnows the job to be filled

Page 59: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The jobThe job

• OrganizeOrganize• CreateCreate• DevelopDevelop• ManageManage• SuperviseSupervise• WriteWrite• ReviewReview• SurveySurvey• CooperateCooperate

• MarketMarket• LeadLead• MeasureMeasure• AnalyzeAnalyze• SellSell• ProduceProduce• ArrangeArrange• Talk/communicateTalk/communicate• BuildBuild

Page 60: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The needThe need

• GrowGrow• SustainSustain• Increase salesIncrease sales• Increase profitIncrease profit• Reduce costReduce cost• Gain new marketGain new market• Gain new customersGain new customers

• Handle €Handle €• Understand Understand

processesprocesses• Increase productivityIncrease productivity• Handle peopleHandle people• Handle technologyHandle technology• Work in a teamWork in a team• Achieve resultsAchieve results

Page 61: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Be specific & be understoodBe specific & be understood• Work with computersWork with computers

– Doing what?Doing what?• Designing, manufacturing, selling?Designing, manufacturing, selling?• For what use or application?For what use or application?• Used by whom?Used by whom?• B2B, B2C?B2B, B2C?• What company, what size, quantities, revenues, What company, what size, quantities, revenues,

etc.?etc.?

Page 62: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Be proudBe proud– State your achievementsState your achievements– Don’t misrepresentDon’t misrepresent– What are your strengthsWhat are your strengths– What did you learn or discoverWhat did you learn or discover

Page 63: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume tipsResume tips

• Smart people can learn and Smart people can learn and achieve in many fields.achieve in many fields.

• If you have achieved in one field, If you have achieved in one field, then I suspect you can do it again then I suspect you can do it again (even in another field).(even in another field).

• I want a smart person. Besides, I want a smart person. Besides, the job description may change.the job description may change.

Page 64: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Writing the ResumeWriting the Resume

• Good quality white bond paperGood quality white bond paper• Use spell check!Use spell check!• US or US based/listed companiesUS or US based/listed companies

– No picture, birth date, sex, nationality, No picture, birth date, sex, nationality, ethnic origin, etc.ethnic origin, etc.• Want to know, then ask me at the interview!Want to know, then ask me at the interview!

Page 65: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Writing the resumeWriting the resume

• Size & formatSize & format– The person who will make the decision The person who will make the decision

is over 40 and closer to 50is over 40 and closer to 50• Can’t seeCan’t see• Needs clean and organizedNeeds clean and organized• Sounds bites followed by detailSounds bites followed by detail

Page 66: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Writing the resumeWriting the resume

• Where were youWhere were you– What kind of place was thatWhat kind of place was that– What did you do, and why was it specialWhat did you do, and why was it special– What did you accomplishWhat did you accomplish– No hobbies (I don’t hire you to play tennis)No hobbies (I don’t hire you to play tennis)– Extracurricular activities relevant to your Extracurricular activities relevant to your

charactercharacter• Olympic gold medalOlympic gold medal

Page 67: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Writing the resumeWriting the resume

• EducationEducation– DegreeDegree– YearYear– University (location)University (location)– Nothing else (no courses or grades)Nothing else (no courses or grades)– Only University level or professional Only University level or professional

certification!certification!

Page 68: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Resume SampleResume Sample

Page 69: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Interviewing Interviewing

Page 70: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

InterviewInterview

• The FitThe Fit– The company wants you to answer The company wants you to answer

their questionstheir questions1.1. Do you have the skills they needDo you have the skills they need

2.2. Will you fit with the company cultureWill you fit with the company culture

Page 71: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The interviewThe interview

• I can teach you the tasksI can teach you the tasks• Do you have the values?Do you have the values?

– AbilityAbility– IntelligenceIntelligence– ExperienceExperience– EnergeticEnergetic– AmbitiousAmbitious– Hard-workingHard-working– RespectfulRespectful– PositivePositive– EfficientEfficient– TRUSTWORTHYTRUSTWORTHY

Page 72: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The InterviewThe Interview

• NeverNever talk money until the offer is talk money until the offer is in hand!in hand!

• This is a two sided coin:This is a two sided coin:– Are you the person the company Are you the person the company

wants?wants?– Is this the company you want?Is this the company you want?

Page 73: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The interviewThe interview

• If the two match, then there is If the two match, then there is value. value.

• Value can be defined and Value can be defined and compensated in many wayscompensated in many ways

Page 74: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The interviewThe interview

• The quality of a decision is based The quality of a decision is based upon the number of alternativesupon the number of alternatives– Your job is to find as many Your job is to find as many

alternatives as possiblealternatives as possible

Page 75: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The interviewThe interview

““A negotiator’s capacity to understand the A negotiator’s capacity to understand the other party’s point of view during a other party’s point of view during a negotiation and thereby to predict the negotiation and thereby to predict the other party’s strategies and tactics”other party’s strategies and tactics”

Negotiators with higher perspective-taking Negotiators with higher perspective-taking ability negotiated contracts of higher ability negotiated contracts of higher valuevalue

Page 76: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

7 deadly sins7 deadly sins

1.1. Be on timeBe on time2.2. Dress appropriatelyDress appropriately3.3. Make eye contactMake eye contact4.4. Don’t yammerDon’t yammer5.5. Don’t bragDon’t brag6.6. Bring extra copiesBring extra copies7.7. Be HONESTBe HONEST

Page 77: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Know thisKnow this

• The four crisesThe four crises– The crises of timeThe crises of time

• Handling your schedule with SMS, MMS, e-mail, Handling your schedule with SMS, MMS, e-mail, telephone, travel, meetings, interruptions, etc.telephone, travel, meetings, interruptions, etc.

– The crises of talentThe crises of talent• Great people make a great companyGreat people make a great company• There aren’t enough great people to go aroundThere aren’t enough great people to go around

– How do you handle the restHow do you handle the rest

Page 78: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Know thisKnow this

• The crises of trustThe crises of trust– 39% of US employees trusted their leaders. 39% of US employees trusted their leaders.

Half of all partnerships fail. How do Half of all partnerships fail. How do establish and maintain trust?establish and maintain trust?

• The crises of TransformationThe crises of Transformation– You can’t anticipate everything but you must You can’t anticipate everything but you must

be ready for anything. How do you become be ready for anything. How do you become flexible, reeducate, reorganize, change?flexible, reeducate, reorganize, change?

Page 79: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The Four ChallengesThe Four Challenges

• High Velocity SituationsHigh Velocity Situations– Everything is changing quicklyEverything is changing quickly

• DistractionDistraction– SMS, e-mail, Tweet, Meetings, Calls, face-to-SMS, e-mail, Tweet, Meetings, Calls, face-to-

face . . . face . . .

• DispersionDispersion– Your team is all over the worldYour team is all over the world

• HeterogeneityHeterogeneity– Cross culture, class & disciplineCross culture, class & discipline

Page 80: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

The interview lookThe interview look

Dress for successDress for success

Page 81: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Interview lookInterview look

• Your clothing is to project an image of Your clothing is to project an image of professionalismprofessionalism– Subtely add to your appearanceSubtely add to your appearance– Not distract from your business personaNot distract from your business persona– Mature, stable and team memberMature, stable and team member

• Always conservative Always conservative – Even for a laid back S/W companyEven for a laid back S/W company

• Dress up (not equal to)Dress up (not equal to)

Page 82: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Dress codeDress code

• What industryWhat industry• Company’s dress codeCompany’s dress code• My positionMy position• My activitiesMy activities• With whom am I interactingWith whom am I interacting• Where is the meetingWhere is the meeting• What message do I want to sendWhat message do I want to send

Page 83: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

DressingDressing

• Something you wore before and are Something you wore before and are comfortable withcomfortable with

• Test run - make sure it is clean Test run - make sure it is clean • Hair and nails (male manicure)Hair and nails (male manicure)• Scent should be low keyScent should be low key• Blue is the best color Blue is the best color

– Trust, calm, confident Trust, calm, confident – (not black for men)(not black for men)

Page 84: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

DressingDressing

• Polished shoes (men!)Polished shoes (men!)• Too much perfume kills the interviewToo much perfume kills the interview• Real jewelry ONLY. None is better than fake.Real jewelry ONLY. None is better than fake.• No cufflinks, no cloth watch bandsNo cufflinks, no cloth watch bands• Conservative tie (4 in hand or half windsor)Conservative tie (4 in hand or half windsor)• No dangling or loop earringsNo dangling or loop earrings• Well groomed hairWell groomed hair• Winter coat & purse are first things to be seenWinter coat & purse are first things to be seen• Pen and paperPen and paper• Empty pocketsEmpty pockets• No gum, candy or cigarettesNo gum, candy or cigarettes

Page 85: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Dressing - MenDressing - Men

• 2 piece suit, navy or grey2 piece suit, navy or grey• Dark suit, white long sleeve shirtDark suit, white long sleeve shirt• Shine the shoes, match the socksShine the shoes, match the socks• New beltNew belt• Perfect tiePerfect tie• All metal watch or leather bandAll metal watch or leather band• Only watch and one (wedding) ringOnly watch and one (wedding) ring• Well groomed (short hair, no beard)Well groomed (short hair, no beard)

Page 86: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

Dress - WomenDress - Women

• Dark suit - never redDark suit - never red• Knee length - never longerKnee length - never longer• Always a suit with jacket - never a dressAlways a suit with jacket - never a dress• Clear or conservative nail polishClear or conservative nail polish• Use makeup sparinglyUse makeup sparingly• Low heel pumpsLow heel pumps• Hair back (off the face)Hair back (off the face)• One ring per handOne ring per hand• Silk scarf works wellSilk scarf works well

Page 87: Get me a Job! Jerry Musnitsky. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

BehavingBehaving

• Stand when others enterStand when others enter• Men open jacket to sit, close when standingMen open jacket to sit, close when standing• Hats off indoorsHats off indoors• Men open doors for womenMen open doors for women• Men walk street sideMen walk street side• Sit straight, don’t cross your legsSit straight, don’t cross your legs

– Women cross their anklesWomen cross their ankles

• Don’t fold your arms (hands out of pockets, Don’t fold your arms (hands out of pockets, etc.)etc.)