UMC

Interview Techniques that Produce Offers 2010

by James Del Monte CPC, CERSJDA Professional Services, Inc.

Agenda

• Overview of JDA • What’s going on in the Market• Anatomy Of An Interview• Taking Personal Inventory • Packaging Your Skills• Selling Yourself 101• The Hard Questions• How to Work with a Recruiter• Questions

“ . . . Almost 100% of a manager’s success comes from hiring and retaining good people. Good people don’t make the difference

- they are the difference“

- James Del Monte - - James Del Monte - CERSCERS

What JDA Does. . .JDA Professional Services, Inc. is a Houston-based IT staffing firm specializing in the recruitment of strategic-technical to executive-level professionals. We provide staffing solutions through full-time, contract, and project-based placements. Since 1981, we have been helping companies build great IT departments while helping IT professionals find the right career opportunities.

Full-Time Staffing

Contract /Temporary Staffing

Special Projects Staffing

JDA

• Leadership

• Industry/Business Knowledge

• Networking Opportunities

• Friendship

Value of the Job Ministries

• On going process - not an event

• Stay in touch over the long haul

• Give first before you ask in return

• Add value first

Networking for Success

Law of Supply and Demand

The demand for skilled professionals peaked 4Q07 and bottomed out 3Q09. The current cycle indicates that we are in recovery. In

Houston good people are still hard to find.

Labor Surplus vs. Skill Shortage

1984 1995 2Q01

4Q04

4Q99

Demand Peaked

Supply

Demand

1989Demand Bottomed

3Q03Demand Bottomed

4Q07

Demand Peaked

12.21.2012

7.09

1Q08 1Q11

Employment Index

Employment Growth

IT employment grew by 74,000 or 2%2009-2010

Education Pays

Market Shift

The job market has shifted from a Job Seeker’s Market to an Employers Market - to a Combination Market. – Good People are hard to find.

Candidate

Candidate

Candidate

Position

Position

Position

Position

Candidate

2008 - 2012 2004 - 2007

• Will come from companies with less than 100 employees

• In Houston there are 87,000 companies and less than 4,000 of them have over 100 employees

• These companies need the same services as large companies - just not all the time

80% of Job Growth

Interview Structure Tips & TechniquesAsk not what your company can do for you but what you can

do for your company

• Prepare Know Yourself Why You Research

• Meet & Greet• Seek to Understand

Identify issues

• Sell Yourself Solve the problem

• Hard Questions Money

• Closing Asking for it

True or False

• Most interviewers are not professional interviewers and are uncomfortable?

• Good preparation is key to a successful interview?

• The best interviewer gets the job?• The person with the best skills

gets the job?• The person that’s the best fit gets

the job?• It is better to have experience

than to know someone?

Selling Yourself

“It is better to be prepared for an opportunity and not have one than to have one and not be prepared.”

– Whitney Young JR

Your biggest asset? = ability to make money – this will take constant

training and upgrading – invest both time and money in oneself. You have to INVEST in your biggest asset! Think ROI.

#1 Suggestion by IT Executives

•Learn the business

Skills CIO’s Look For Personal Inventory

• Business/Functional• Project Management• Communication -

written and oral• Presentation • Problem Solving• Critical Thinking

• Leadership

• Organization Skills

• Time Management

• Attention to Detail

• Learning Ability

• Flexibility

Identify Examples For Each

What Makes a Successful Employee

• Showing up on time – ready to work• Attitude - positive optimistic• Aptitude being able to learn• Ability being able to perform• Doing what it takes• Plays well with others

A faithful employee is as refreshing as a cool day in the hot summertime. Proverbs 26 13

Strengths & Weaknesses

• List your top three

• Give an example of each

• Why would this matter to me

Product Definition

Tell me something about yourself?

• 30 second introduction

2 line summary of experience

2 lines of career highlights

2 lines of what you want to do next

Types of Interviews

•Biographical – resume verification.http://www.jdapsi.com/Candidate/Articles/Default.php?Article=biographical_interview

•Functional – what do you do?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=interviewing_techniques

•Accomplishment – what have you done?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=5_steps_mastering_accomplishment_interview

•Behavioral – tell me about a time?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=behavioral_interview

Research

• What the company does

• What issues they face

• Who is at the company

• What the position is

• What challenges are in the position

• What are the requirements

Meet & Greet

• Dress for success

• Firm hand shake

• Eye contract

• Note book

• Questions

• Accomplishments

• Examples of work

Seek to Understand

• Seek to understand before being understood• Ask open ended questions• Identify the issues • What really needs to get done• Where does this position fit in organization • Why is the position open• How long have you been looking• When do you want it filled by

Sell Yourself

• What can I do for you

• Solve the problem with Examples

• Problem - what you did - result and benefit

Hard Questions

• RFL – reason for leaving/looking

• Money

• What’s in it for me

• Asking for the job

The Money Question

$$ The market sets the price $$

Ask and you shall receive

Total Package Besides money what is important to you?

• First review and history for increases

• Promotions and career path

• First assignment • Training and

certifications • Bonuses and

incentives

• Benefit package – cost and coverage

• Flexibility

• Location

• Telecommuting

• Access to management

Compensation Package Components• Base salary• Signing bonus• Group bonus• Project bonus• Hot skill bonus• Clothing bonus• Travel bonus • Early reviews• Expense account• Company car• Stock or stock options• Retirement plans• 401k

• Titles • Office space • Parking – bus passes van

pools • Flexible scheduling• Telecommuting• Equipment• Training/tuition• Out of town trips• Extra/early vacation• Family days• Day care

Asking for the job –closing the deal

• Summary statement

• What is the next step

• Will you be making me an offer

• I am interested in working for you

• Is there any reason why you won’t be making me an offer

Moving the Interview Forward

Inspiration

A cheerful heart is good medicine, but a crushed spirit dries up the bones.

-- Proverbs 17:22

Questions

?

?

?

701 North Post Oak RoadSuite 610

Houston, Texas 77024-3818

Phone: 713-548-5400www.jdapsi.com

Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects

Overview

• What does an agency do? An agency is paid to find a qualified candidate for

a client company’s open position and manage the hiring process.

General Statistics

• The best recruiter in the industry places 1 in 10 candidates he interviews.

• The average recruiter in the industry places 1 in 20 candidates he interviews.

• 100 resumes, 30-50 processed, 20 brought in to interview = 1 placement

Different Types of Agencies

• Retained Search High level – National/International Companies

• Mid-Tier Contingent (pay when person found) Retained (pay up front) Regional / Local

• Contract Professional Accounting, Nursing, Legal, IT, Finance

• Temporary/Administrative/Light Industrial

Three Types of Roles

• Full-time Directly hired by the company

• Contract Hired by the agency to work at the company

• Special Projects Short term projects ie: build a website

Screen your Agency

• How long in business?

• How long as a recruiter?

• What do they do within the agency?

• What can you do for me?

• What are our mutual expectations?

• What’s the process?

• Be Selective

Communication

• Set parameters on frequency

• Email once a month

• Call once a month

• Be precise in your message if you leave one

Managing Your Search

• Who have you applied to?

• Who are your recruiters?

• Is your resume online?

• Who has your resume?

• What steps have you taken?

• You must keep track of what you have done.

The Process• Client company open position• Hiring agency to locate qualified candidates• Agency starts pre-screening candidates• Agency interviews candidates for a match and

approval to send to client• Agency sends for client review• Client agrees to see or not see a candidate• Client interview candidate• Job offer

Finding Candidates

• Recruiting!

• Internal Database

• Job Boards

• Referrals

• Directly applying

• Trade Groups

• Match you to open positions if you are qualified

• Explain the current market• Resume assistance• Interview assistance• Background screening• Education verification• Does not charge the candidate

What the Agency Will Do

What the Agency Won’t Do

• Won’t represent if unqualified

• Will not lie for you

• Will not find you a job

• Will not charge you any money

What You need to Do

• Understand the expectations• Be professional• Work with the agency’s policies• If you don’t understand something, ask• Give accurate information• Show up for interviews• Research where you are interviewing • Ask for the job

What You Don’t Need to Do

• Don’t lie

• Don’t call every day

• Don’t not show up

• Don’t forget the purpose of the interview

• Don’t forget to ask for the job

Complaints

• I submitted my resume and never heard anything from you.

• I interviewed and never heard anything from you.

• I interviewed at client and never heard anything from you.

• You never called me and I never interviewed and you didn’t find me a job!

Resumes

• Make sure resumes reflect skill set of job you are applying for

• Do not leave any gaps in time

• Other than your contact information, do not put personal information on your resume – ever

• No strange fonts, colors, curlicues or the odd random text box

Resumes

• Chronological• Indicate skills used, and where• Special projects• Professional publications/memberships• Professional education, ie. PHR• Education• If multiple pages, name and contact on each

page – in the footer is usually a good place

Positive Signs

• The stock market has been ticking up.

• The unemployment numbers have stabilized and are starting to come down.

• Price of oil is $80.

• 80% of companies can now replace turnover.

• New jobs are being created.

• We live in Houston.

Q & A

• What would you like to know?

JDA

701 North Post Oak Road

Suite 610

Houston, Texas 77024-3818

Phone: 713/548-5400

www.jdapsi.com