WHAT’S YOUR STORY AND HOW YA GONNA

TELL IT!LEVERAGING YOUR

SKILLS TO LAND THE JOB

Steps to “closing the deal” through intentional

interviewing

YOU’VE LANDED THE INTERVIEW! You’ve networked Your resume

Uses quantifiable accomplishments Targets a specific industry or a

specific position Is clear, crisp, and concise

You’ve landed the interview – IT’S SHOW TIME….

5 EASY STEPS TO GETTING

AN OFFER!

1. Define and put dimensions to your capabilities, leadership skills, and attributes.

2. Know the potential buyer of your goods and services.

3. Demonstrate how your attributes match their needs.

4. Build rapport.5. Close the deal!

HINTS & TIPS

Sticky factors Key words Sales & Marketing

Repetition and penetration Sales Funnel (it’s a number game)

Screen Play Practice! Consistent story

Linked-In Resume Interview

Key Words

JOEL

1. DEFINE AND PUT DIMENSION TO YOUR CAPABILITIES AND

ATTRIBUTES

A. You are a business — What is your “good” or “service?” What is your offer? Create a “tag” line?

B. What are the five attributes you want your future employer to know (and remember) about you when you leave the interview?

C. What are your three biggest career accomplishments?

A. YOU ARE A BUSINESS…

What do you do? What is your “good” or “service?” Your elevator speech, your tag line….

B. WHAT ARE THE FIVE ATTRIBUTES YOU WANT YOUR

INTERVIEWER TO KNOW ABOUT YOU? PROVE IT!

1. Once upon a time

I….__STAR__________________________

2. _____________________________________

3. _____________________________________

4. _____________________________________

5. _____________________________________

C. WHAT ARE YOUR THREE BIGGEST CAREER

ACCOMPLISHMENTS? Traditional Leadership skills including planning

controlling and executing. Measurable P&L contributions – shareholder

value, leveraging technology, margins and volume.

Non traditional and intangibles such as driving innovation, collaboration, working across boundaries, managing complexity, diversity & inclusion, capturing intellectual properties.

1. _____________________________________

2. _____________________________________

3. _____________________________________

2. KNOW THE POTENTIAL BUYER OF YOUR GOODS

AND SERVICES Understand the company’s P&L

drivers, its competitors, its suppliers and buyers, and how the “world at large” impacts their business.

Gather as much information as you can about the company in these areas:

Financials, e.g., ‘07 2Q earnings (vs. ‘06) Number of employees Countries in which it operates (is headquartered) Raw materials (and from whom) Buyers (what and where) Competitors—how easy is it to enter their

marketplace, why? What Global economic factors are at play Who are its Leaders? Who will you interview with and what positions do

they hold? Any other demographics you can get your hands

on

3. MATCH YOUR ATTRIBUTES TO THEIR

NEEDS Review the verbiage in the job description,

their web site, the annual report Match your attributes to their needs in their

language. Give them something to “hang on to”

explaining what are you going to do for them. Leave them with a balanced scorecard showing

your strategy around financials, customers, internal processes and learning and growth or Leave them with a SWOT analysis and how you would manage each quadrant of the analysis.

Each interviewer in the executive hiring process will have a different “gate” or set of criteria. Give them each the tools and information they need to pass you through the gate and on to the next round of interviews.

Executive RecruiterHR Hiring ManagerLeadership Team

PREPARE AND PRACTICE!

PREPARE! ANSWER EACH OF THESE QUESTIONS MATCHING YOUR

ATTRIBUTES TO THEIR NEEDS

• Why are you interested in this position?

• What are your strengths? Weaknesses? (and what are you doing about them)

• What are you going to do for our company? (using past successes and a balanced scorecard)

• Describe a time you had to make a decision without all the facts.

• Describe a time you made a difference on the bottom line. (don’t’ forget the intangibles!)

• Describe a time someone who worked for you was not performing.

• Why are you leaving your current position?

Rehearse these questions and answers until you are comfortable. Practice!

PRACTICE!

In groups of three decide on a company to interview with. Based on their strategy and current market position what might they need from you to move their business forward.

Next take turns:

Sharing your good or service

Answering one of the five questions

Giving each other feedback

4. BUILD RAPPORT Checking in — at the door, elevator,

receptionist — every interaction is an interview

Body Language Breathing — while they are talking they

are breathing out; Breath out too. Posture — theirs will give you clues to

what is important to them. Rhythms — keep beat. Voice — where is their voice (head,

chest, stomach). Speak from the same place.

Eye Contact — let them lead. In good taste — “Lagniappe”

Dress Culture On time / Know your interviewers by

name and title Send a handwritten thank you the same

day

5. CLOSE THE DEAL!

Ask them questions About the business strategy,

performance, culture About the job -what is the most

important capability / attribute etc. for success in this role? Why?

About executive on-boardingAbout the next step

ASK TO BE TAKEN TO THE NEXT STEP/ ASK FOR THE JOB “Given what I’ve heard about your

criteria and given my key capabilities I would be honored (excited, etc.) for the opportunity to contribute at Widgetville. Thank you for your time today and I look forward to hearing from you soon.”

MOVING FORWARD Plan, Control, Execute

Networking — it’s a number game. Do what you enjoy but get out there in front of other people.

Outline a strategy and a way to execute and measure that strategy – just like you did when you were running a business only now the business is you.

Reflection Take time to think about your dream job — your

vision Think out of the box (Create a market, turn a hobby

into money, take a chance) Move beyond career myths

There is a perfect job for me; I have to use my current job skills and talents; I have to work in my major; No one will hire me because….; It’s too late to change careers…

Resources The Brand Called You – Tom Peters Rights of Passage…Executive Transition – John Lucht Success That Last – HBR- Laura Nash and Howard

Stevenson

BEGIN WITH THE END IN MIND

Your vision-

Imagine what you want as if it already exist – open the door to letting it happen

—Shakti Gawain

Write it down-

On ____________________ I will work as a (or at) _____________________ doing _______________ and I will be making $___,___!

THANK YOU!

 Syndie Cassedy

President & Founderwww.windinsails-hr.com

630 258 95481-877 HR4-SAIL

Joel Keene  

APPENDIX

Looking systemically at the job market Occupational Trends Globalness Demographics

Matching yourself with the workplace

Your personal vision Profiling Moving Forward

LOOKING HOLISTICALLY AT THE JOB SEARCH.

HEAD HAND & HEART

What we know How we feel — What is important to us personally

Capabilities — What skills do we have

OCCUPATIONAL TRENDS

Fastest Growing occupations Health Care, such as Home Health Aids,

Medical Assistants, Physician Assistants, Personal home care aides, Physical therapist assistants, Dental Hygienists.

Network systems and data communications analyst and Computer software engineers.

Industries with the largest job growth Employment services. Consulting services — management,

scientific, and technical Medical —physicians’ offices, medical

and surgical hospitals; home healthcare service; community care for the elderly; outpatient care; residential mental health and substance abuse

Software publishers Eateries

US Department of Labor – www.bls.gov/emp/emptab21.htm

GLOBALNESS

Cross-border flow of capital, the globalization of labor markets

Assuming current demographic and economic trends continue, the European Union's share of total global output will shrink from 18% today to 10% in 2050. Japan's share would decline from 8% to 4%.

The U.S.'s outlook is brighter than Europe's and Japan's, largely because the American workforce is expected to increase by 31 million workers by 2030.

By contrast, the report projects that Europe will have 24 million fewer workers and Japan 14 million fewer than they have today.

Meanwhile, population growth elsewhere continues almost unabated. India will add more people to its workforce in the next 30 years — 335 million — than the total working-age populations of the EU and U.S. combined. Business Week On-Line

POPULATION BY GENERATION — U.S.

76

41

80

0

10

20

30

40

50

60

70

80

90

Baby Boomers Generation X Millenniums

Millio

ns

1946-1964

Ages 62-44

1965-1981

Ages 43-27

1982 - Infinite

26

WHAT OTHER TRENDS MIGHT BE NEXT?

Off-shoring — what might be “out of scope?” Personal face-to-face jobs? Skilled craftsman?

Aging population / Population shifts

Regulatory Changes (SOX) Cocooning and Burn Out

(services / meals on demand) Technology — the Internet

(identity theft) Energy www.bls.gov

career projection stats; occupation outlook including earnings, outlooks and trends, job descriptions etc.

WHAT IS YOUR PERSONAL VISION?DRAWING IT FORTH…. Self Image: If you could be exactly the kind of

person you wanted, what would your qualities be? Life Purpose: Imagine that your life has a unique

purpose—fulfilled through what you do, your interrelationships, and the way you live. Describe that purpose, as a reflection of your aspirations.

Tangibles: What material things would you like to own?

Home: What is your ideal living environment? Health: What is your desire for health, fitness,

athletics, and anything to do with your body? Relationships: What types of relationships would you

like to have with friends, family, and others? Work: What is your ideal professional or vocational

situation? What impact would you like your efforts to have?

Personal Pursuits: What would you like to create in the arena of individual learning, travel, reading, or other activities?

Community: What is your vision for the community or society you live in?

Other: What else, in any other area of your life, would you like to create?

What are you really good at? What are you passionate about? What are you paid for?

MATCHING YOURSELF WITH

THE WORKPLACE

The Facts & Figures (Trend Spotting)

“Globalness” and workplace impacts Demographic shifts Speed of technology Energy What's in, what's out — fastest

growing and fastest declining occupations

Your Personal Vision How did you get where you are? Where are you going? What’s possible

Next Steps Networking Building a plan

PERSONAL PROFILING

Mini Profile exercise http://www.google.com/search?hl

=en&lr=&q=personal+profiling&btnG=Search

http://www.humanmetrics.com/cgi-win/JTypes2.asp

http://similarminds.com/test.html