intentional interviewing
DESCRIPTION
Intentional Interviewing is a workshop that helps participant leverage their talents, successes and attributes in the interview process.TRANSCRIPT
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. __________________________________
___
__________________________________
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 Recruiter
HR
Hiring Manager
Leadership 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-boarding
About 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 & Founder
www.windinsails-hr.com
630 258 9548
1-877 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=Sea
rch
http://www.humanmetrics.com/cgi-
win/JTypes2.asp
http://similarminds.com/test.html