“your job search strategy—how can you stand out from the crowd?”

Holy Cross Career Night –Your Job Search Strategy

…Standing Out from the Crowd

March 20, 2012

Mike Jeans HC’70President, New Directions

© New Directions, Inc. - www.newdirections.com 2

6 Points Tonight…

1. It’s About Your Attitude2. What’s your Point?3. What IS Networking In this Internet Age?4. Be Creative!5. Get Organized (Manage your Time)!6. Have FUN!


1. Everything Starts with Your Attitude


Name a Free Agent_______


Congratulations on Your New Job!!!

You have just been named…

CEO of Me, Inc.


Everything Starts with Your Attitude

• A Free-Agent and CEO of Me, Inc.• “Know Thyself”• A plan – short and long term• Goals – Professional, Personal• Time to explore, be stimulated


“Successful careers are not planned. They develop when people are prepared for opportunities because they know their strengths, their method of work, and their values.”

-Peter Drucker


“One day Alice came to a fork in the road and saw a Cheshire cat in a

tree.Alice: ‘Which road do I take?’

Cat: ‘Where do you want to go?’Alice: ‘I don’t know.’

Cat: ‘Then…it doesn’t matter’”

-Alice in Wonderland


So What About My Attitude?• Be positive

– “A human being can alter his life by altering his attitude.”[William James]

– Pessimists have a 30% higher risk of developing dementia. [Mayo Clinic]

– “I expect to win.” [Josh Beckett]• Be focused – reject demands that don’t fit your new goals• Be curious – experiment • Have fun


2. What’s Your Point?


• Your message – clear, crisp, confident, memorable, professional

• A strong story about your value – alive with war stories, anecdotes

• Delivered using your whole body –posture, face, voice

• You must get to your point if you want to get/keep your listener’s attention

“So, what’s your point?”(This is your Personal Brand)


“55% of communication is based on facial expressions… only 7% on what people actually say.

You can’t be optimally effective by relying on that 7%!”–Dan Hill, Sensory Logic


In interviews & Meetings:

-Know what motivates you -Use verbs. what you’ve DONE… not just TITLES-Promote your unique strengths and your VALUE-Differentiate yourself

…Know your BRAND and your STATS


Your interview is…-a business discussion

-about a business problem-whose solution happens to be a person


Complete this sentence:

The people I’ve worked with see me as a…

who can…

because I…


Your Verbal Brand has two parts:

An Exit StatementA Value Proposition (Elevator Drill)


Your Exit Statement:“Why did you leave?”

…Short and to-the-point…Neutral – no negative emotions…Regain control over your story…Anticipate and answer open questions…Let people know you’re OK


Link your exit to familiar story-lines

Merger, acquisition, integration, consolidation, sale of company, new boss wants own team, change in strategy, loss of funding, downsizing, etc.


Avoid……Not clear enough on details…Too much unnecessary detail; overly complex storyline…Criticizing boss or company…Betraying unresolved negative emotions

(anger, denial, self-pity, fear, shame)…Leaving obvious questions unanswered…

or raising questions you don’t want to answer


Your VALUE PROPOSITION / Elevator Drill (60 seconds…max!)

1. Who you are2. Where you’ve been3. What you’re good at4. What you want to do next5. How the person you are talking to can help…


Your VALUE PROPOSITION / Elevator Drill

…Is a quick update for friends, colleagues, others…Organizes your thinking - outline for longer conversations…Reduces each element to bare bones…Adds detail only if time allows…Adapts to fit new circumstances…Done confidently and within your own personal style.


Three Follow-Up’s… so you OWN your story:

1. WRITE IT DOWN

2. SEND A VOICE-MAIL

3. FLESH OUT YOUR “10-MINUTE DRILL”


3. What IS networking

anyway?


• The Internet– Postings/Ads– Social Networking Sites (LinkedIn, etc.)

• Recruiters• External networks• Job postings On Company Sites• Internal networks• Personal Relationships

Some Ways to Find Jobs…


The Internet• A resource for companies, candidates

and search firms

• Useful for:– Research– Identify and apply for jobs– Identify yourself as a

candidate…registering– Posting your resume

• But, it’s NOT your “day job”!


The Internet (cont.)

A Resource for Social Networking:• LinkedIn• Facebook (But be careful!)

• Google and Google Maps• Your Holy Cross Alumni Directory• Hoover’s• ZoomInfo• Others?


Network with Search Firms

• Where many executive jobs are—but fewer than in the past

• Know the firms you’re talking to:– Retained vs. contingency– Practice areas, industry strengths– Size, style, quality– Strength of relationship with their client


Some Secrets of Networking

1. MOST important: a positive attitude2. Go with a conversation (shared

interest)…not a problem3. People want to be helpful…but you must

help them be helpful4. Frustration: your sense of urgency is not

shared by others5. Continuity is key…it takes time to develop

relationships


“Building Relationships” is NOTasking for favorscollecting contacts / names

“Building Relationships” IScreating and nurturing a relationship building connections that endure sharing ideasmutual helpinga conversation


Networking in 2012

…Is using all available tools (face-to-face meetings, referrals, e-mail, phone, social networking sites, blogs, affiliation groups, industry groups, university alumni groups, country clubs, faith based groups, sports clubs, hobbies)

… as a basis for building mutually engaging and beneficial relationships

…with people who would actively and top-of-mind endorse you to anyone who mentioned that they had an opportunity.


REFERRALS

VS

ENDORSEMENTS


4. Be Creative!


Opportunity Development

• What are the odds that an ad for a job fits you to a “T”?

• Opportunities have to be…– Created – Developed– Invented– Renegotiated– Reshaped– Reconfigured


“Where There is Change… There is Opportunity”

• Acquisitions• New rounds of funding• Mergers• Executive suite changes• Patent registrations• Office buildings/leasings• An accelerating Pace of Change…


5. Get Organized -A. Manage your Relationships!

B. Manage Your Time!


Organize for RelationshipManagement

• Keep Track of:– Who you talk with/meet– When you talked– What was said– Any next steps/timing


Use a System

• The Best System is One You Will Actually Use!– Paper is OK– Excel is OK– Outlook (or an equivalent) is better:

• It’s portable• It’s fast• It’s can retrieve relationship details• It has built in reminder systems


Why Keep Track?

• To say “Thanks!”• To remember who referred you to who/what• To remember what others are looking for• To remain “up to date” in the marketplace• To nurture a relationship


Time Management Matrix

I Urgent/Important

• Interviews • Key network meetings • Negotiate, close deal • Crises

II Not urgent/Important

• Planning schedule • Relationship building • Uncovering new opportunities • Follow ups

III Urgent/Not important

• Interruptions • Mail, calls, meetings involving

obligatory connections • Other pressing matters

IV Not urgent/Not important

• Mail, calls, meetings from low-yield sources

• Non-productive activity • Umpteenth resume revision


Job Search Events

Phase I Phase II Phase III

• Assessment • Elevator drill • Prepare stories • Write resume • Build Big 200 • Scripts/templates• Seminars • Research ideas

• Calls & letters • Search mailing • Networking • Select targets • Ads & postings • ND clients/alums • Network groups • Research firms

• Interview prep • Research people • Pitch skills • Assess fit • Trade-off

decisions • Negotiate terms • Close deal


What you Should Measure

• You should NOT ask at the end of each week “Do I have a job?” You should only measure what you can control.

• The “Schwab Standard:” – “Don’t let the week end without making 15

good contacts.” (or whatever you decide YOUR standard to be)

– Don’t let the week end without having set up the next one or two weeks of meetings.

– If that’s done, then ENJOY Friday night – you have done your job!


Need New Attitudes…and New Behaviors

Then…SELL! SELL! SELL!


• Be upbeat• Involve family and friends• Balance search and life• Do something special…for YOU!• It’s good to have an end to journey

towards…but it is the journey that matters in the end!

6. HAVE SOME FUN!


Let’s get going…

READY

AIM

FIRE


1. Get organized

– Recordkeeping – Contact tracking system– Research tools– Time/scheduling

READY…


2. Develop your marketing plan

– VERBAL:• Exit Statement / VALUE PROPOSITION (Elevator

drill)• Stories / themes / talking points• Responses to tough questions

– WRITTEN:• Resumes and letters

READY…


3. Refresh your skills

– Presenting – Networking – Interviewing – Closing

READY…


1. Go exploring – Solicit advice– Gather information– Get referrals, introductions, endorsements– Go on “exploratory” meetings– Be open to serendipity

AIM…


2. Stay focused on your goals

– Upfront screens– Trade-off decisions– Easy to get sidetracked

AIM…


• Engage your networks– Holy Cross– Graduate school– Former companies – Family, friends, church, clubs,

neighborhood, service people– Common interests…a “community”

• Avoid cold calls• Contact search firms

FIRE…


• Use relationships and connections – Introduce yourself or ask to be introduced– Be proactive: reach out/pick up the phone

• “Can I buy you lunch?”• Offer to meet, talk, or help • Be interested• Be helpful• Be curious• Share stories

FIRE…


• Demonstrate your skills (differentiate yourself)– Prepare– Communicate– Problem solve– Be organized/follow-up– Be persistent/tenacious

FIRE…


Remember:

You are now a

FREE AGENT…For life!

And CEO of Me, Inc.


Action Items on your “TO DO” List:

As the CEO of Me, Inc…

1. What will you do to move your career ahead between now and 6:00pm Tuesday, March 27?

2. What can your fellow Crusaders here today (and others you know) do to help you?

3. How can you be a resource to others?


What’s Important In Your Search In 2012?1. You must know yourself…your drivers, values and dreams. What

really matters to you? Can these transfer to another field, industry or life direction?

2. You must be flexible…broaden the field of options before you zero in on your target(s). Your next step may be the first of two steps to get to your next position.

3. Get your branding and personal messaging down pat… Develop precise language to sell yourself. Us it yourself and allow others to use it.

4. Identify where you are most valuable…Target your efforts toward those organizations and situations. Selling outside “your lane” is now harder.

5. 5. Be persistent…People are busy. Make it easy for them to help. Do not burden them. If they don’t return your calls, change the medium (voice mail vs. email vs. snail mail). Thank them for their insight and guidance. It takes time to generate momentum.


What’s Important In Your Search In 2012?

6. “Traditional” networking is not enough…Collecting / calling names is not the point. Build on-going strong relationships that help both sides. Find and cultivate advocates and endorsers (often people who have seen you inaction) – not just contacts. Respect people’s situation. Use online tools like LinkedIn.7. Use maximum energy and effort…Spend your days meeting with the right people - in person and on the phone. Use the internet “before 7am & after 5pm” – not your “day job”.8. Expect frustration…it is not about you. It is inherent in the process and the people you meet. Deal with it.9. In the end (and in the beginning), it’s your attitude that’s most important. You must stay positive and resilient. Enlist your family and close friends to recharge yourself to keep going. You will come through this and will be better for it.

Holy Cross Career Night –Your Job Search Strategy

…Standing Out from the Crowd

March 20, 2012

Mike Jeans HC’70President, New Directions

“your job search strategy—how can you stand out from the crowd?”

Technology