“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’70
President, New Directions

6 Points Tonight…

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

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

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?


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


“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 Statement
A 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 are
2. Where you’ve been
3. What you’re good at
4. What you want to do next
5. 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?


Some Ways to Find Jobs…

• The Internet
– Postings/Ads
– Social Networking Sites (LinkedIn, etc.)
• Recruiters
• External networks
• Job postings On Company Sites
• Internal networks
• Personal Relationships


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 attitude
2. Go with a conversation (shared
interest)…not a problem
3. People want to be helpful…but you must
help them be helpful
4. Frustration: your sense of urgency is not
shared by others
5. Continuity is key…it takes time to develop
relationships


“Building Relationships” is NOT
asking for favors
collecting contacts / names

“Building Relationships” IS
creating and nurturing a relationship
building connections that endure
sharing ideas
mutual helping
a 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 Relationship
Management
• 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 II
Urgent/Important Not urgent/Important
• Interviews • Planning schedule
• Key network meetings • Relationship building
• Negotiate, close deal • Uncovering new opportunities
• Crises • Follow ups

III IV
Urgent/Not important Not urgent/Not important
• Interruptions • Mail, calls, meetings from low-
• Mail, calls, meetings involving yield sources
obligatory connections • Non-productive activity
• Other pressing matters • Umpteenth resume revision


Job Search Events

Phase I Phase II Phase III

• Assessment • Calls & letters • Interview prep
• Elevator drill • Search mailing • Research people
• Prepare stories • Networking • Pitch skills
• Write resume • Select targets • Assess fit
• Build Big 200 • Ads & postings • Trade-off
• Scripts/templates • ND clients/alums decisions
• Seminars • Network groups • Negotiate terms
• Research ideas • Research firms • 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!


6. HAVE SOME FUN!
• 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!


Let’s get going…

READY
AIM
FIRE

READY…

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


AIM…

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


FIRE…
• 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


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.


“Your Job Search Strategy—How Can You Stand Out From the Crowd?”

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