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Presented by Ryan C. Kenney Director, Human Resources, Regence
March 2010
Flawless Execution ofYour Career SearchLeveraging high touch not high tech
to find a rewarding new job.
Agenda
Building Your Perspective Building a Flexible Marketing Plan The Marketing of (insert your name here) Understanding The Sales Process: Leveraging
the Diamond-Centered Interview Process Closing the Sale Preparing for Failure FAQs
Building Perspective
http://www.youtube.com/watch?v=jpEnFwiqdx8&feature=related
"I always wanted to be somebody but I realized I should have been more
specific." (Comedian, Lily Tomlin)
Between 2000 and 2030, the U.S. population will grow by 26%.
The 65 and over segment of the population will grow by more than 80%.
According to the U.S. Census Bureau, the number of people aged 55 and older will increase to 73% by 2020, while the number of younger workers will grow only 5%.
Sources: BLS and US Census Bureau
Building Perspective
Building Perspective
The rate of unemployment for new college graduates has more than
doubled to 4.3%*
That means 95.7% of you will find employment!
*USA Today Nationwide Poll, September 18, 2009
Building Perspective
One of every 304 working Americans works for Walmart.
Will you be one of them?
Building Perspective
1. “I want to do something I believe in.”2. “I want to avoid a job with repetitive and
meaningless tasks.”3. “I want to work with people…just not
manage them.”4. “I want an organizational culture that
values my unique talents and will help me learn and grow.”
Shifting the Odds in Your Favor Only 12.3% of hires of candidates from outside the
company come from listings on Monster or CareerBuilder and other kinds of web-based job boards, relating to the hiring by large companies.
In fact, the report says that Monster and CareerBuilder account for half the job board hires but both are losing ground to social networks and other niche sites.
Referrals from both employees and corporate alumni make up 27.3% of all external hires, according to CareerXroads.
The report suggests that referrals could be the best way for outsiders to land a job at a company.
(February 2009 consulting firm report by CareerXroads)
Tough Job Market Success Factors
1. Maximize your network – let everyone know that you are looking for a job.
2. Know what to look for in an employer – do your research
3. Know your skills set and values – what do you have to offer?
4. Explore your transferrable skills – what can you do with that ______ degree?
5. Looking for a job is a job – give the job search process your effort and time, stay active, own it, and take responsibility for moving it forward
Tough Job Market Success Factors cont.
6. You will get frustrated, but if you stay focused, continue to find ways to look for work, and take some time away when you need to, you will succeed!
7. Don’t rely solely on technology during your job search, move beyond the internet and talk to people!
8. Remember that professional development, events and conference attendance and continuing education can help you stay current in the field and enhance your network.
9. Read, research and grow. Stay current in your field and build your base of knowledge.
10. Your next job may not be in (insert your intended career field here).
Seven Ways to Maximize the Value of Networking Meetings
1. Be Strategic about Which Meetings You Attend Join a group that will:
A) enable you to keep abreast of the latest developments in your field.B) enable you to learn more about self-marketing, interviewing, and making
a successful transition.C) allow you to interact with prospective employers and clients.
2. Become Active
3. Attend Meetings with the Right Mindset
4. Ask Questions
5. Come Early and Stay Late
6. Follow-up Immediately
7. Don’t Try to Sell
Networking Blunders
Networking Blunders include:• don’t do monologues and interrupt others• don’t insist on one-upmanship• don’t give unsolicited advice• don’t confuse contacts with friends and• don’t refuse to play the (networking) game.
Career Search Efficacy Model
Effectiveness
Reso
urce
Inve
stm
ent
TraditionalNetworking
Emailing Friends,
Social Social networking
Sites
Attending Trade Meetings
& Conferences
Approaching Prior
EmployersMonster.com, Career
Builder.com, etc.
Aaa
Temporary Assignments & Volunteer Roles
Targeted (High Touch) Networking
Flexible Marketing Plan(s)
1. Primary Career Field2. Secondary Field3. Where Your Passion Lives
Three approaches but one system to organize and track your efforts!
Modular Objective Statements
Career Objective Formula = type or level of role + three distinct areas of strength + size and/or type of firm
Example :“Professional Objective: a challenging entry-level role requiring proven analytical, organizational and presentation skills for a successful information technology consulting services firm in the Portland metropolitan area.”
Diamond-Centered Interview
Job to Candidate Fit?
Candidate Questions
Departing Remarks
Best Fit?
Greeting
Seeking Contrary Evidence
Avoid Contrary Evidence
Next Steps
Build Rappo
rt
Verifying Experience and Understanding
Transitions
Open-ended Questions
DANGER ZONEClarifying Information
Resume
Accurate Exchange
Your Goal is to be “liked or “hated” AKA: Remembered & Understood
Question Scope
Diamond-Centered Interview: Candidate
Benefits vs. Features
Your Questions
(3 of 10)
Confirm Product is
ready for Sale
Reinforce Strengths with Consistency and Repetition
Eyes as the Window to the Soul
Seeking Contrary Evidence
Avoid Contrary Evidence
Next Steps
Build Rappo
rt
Verifying Experience and Understanding
Transitions
Open-ended Questions
DANGER ZONE
Humility, continuous learning & win-wins
The Zone You Should Own
Specific Examples & Happy Endings
Question Scope
Diamond-Centered Interview: Candidate
Benefits vs. Features
Your Questions
(3 of 10)
Confirm Product is
ready for Sale
Reinforce Strengths with Consistency and Repetition
Eyes as the Window to the Soul
Seeking Contrary Evidence
Avoid Contrary Evidence
Next Steps
Build Rappo
rt
Verifying Experience and Understanding
Transitions
Open-ended Questions
DANGER ZONE
Humility, continuous learning & win-wins
The Zone You Should Own
Specific Examples & Happy Endings
Question Scope
#1 •Key Strength Example
#2 •Key Strength Example
#3 •Key Strength Example
Diamond-Centered Interview: Employer
Benefits vs. Features
Do the questions demonstrate fit?
Confirm Right Product to Buy
Reinforce Strengths with Consistency and Repetition
Eyes as the Window to the Soul
Seeking Contrary Evidence
Avoid Contrary Evidence
Next Steps
Build Rappo
rt
Verifying Experience and Understanding
Transitions
Open-ended Questions
DANGER ZONEImpressions? Humility, continuous learner & win-wins outcomes
The Zone You Should Own
Question Scope
Nobody is perfect; nobody is this bad
Closing the Sale
Close with a “We” instead of “I”“We have sure covered a lot of ground
and the challenges of working in this role are very appealing.”
vs.“When will I hear from ABC about …”
Coping with “Failure”
“I do not know how you could have every been my Number 2.”
Always respond promptly with professionalism, optimism and a
request for their continued support in your search… and a hand-written
thank you card.
Frequently Asked Questions
Q: What is the correct resume length?
Q: What is the best way to present or respond to requests about salary history and/or expectations?
Q: When and how should I inquire about remote worker options?
Frequently Asked Questions
Q: Should I avoid using the internet to apply for a job?
Q: Do I really need a cover letter?
Q: If I receive a job offer that is not quite what I was expecting or needing, should I reject it or try to negotiate a better offer?
Frequently Asked Questions
Q: Should I use a search firm?
Q: How long should I wait before I follow up on an application? … on an interview?
Q: How long should I stay with my first employer (after college)?
Tips & Reminders Titles mean very little. Opportunity over
compensation. Focus on firms that do things
well. Avoid search firms. Email thank you messages
will kill the sale. Never eat alone. Respect (never “dis”) the
executive assistant. High touch equals superior
results.
Networking ResourcesGeneral: http://www.rileyguide.com/nettips.html#tips http://www.effectivenetworking.com/content/
resources.htmlUse of Social Media http://www.jumpstartsocialmedia.com/
personalbrandmanagement.htm http://www.jumpstartsocialmedia.com/
socialnetworkingtips.htm
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