Achieving CAREER “FITness”

roadsign-banner2In order to market yourself, you must first know yourself.  The job search process is essentially a highly personalized marketing process.  The process starts with your candid self-assessment, which allows you to gain a thorough and workable understanding of who you are in product marketing terms.


This Week’s Session: Thursday, September 12th… Achieving CareerFIT:  An exploration of the “two flavors” of assessment, decision-making (positioning) and word-crafting of your resume and LinkedIn Profile.


JigSaw-partnershipEspecially if you are starting a resume “from scratch”, or if you are truly unsettled on next steps along your career path, this becomes a necessary first step in the process.

What YOU Do Best, and are motivated to do for a future employer…

What do you do best?  What are your strongest transferable skills?  Think broadly in terms of managerial and technical/ functional strengths involved in what you have to offer.  Discovering your “pattern of success and satisfaction” is your goal, here.

Your ability to express the collection of your functional strengths will measure your marketability.  This collection of keywords and their supportive evidence creates your communication strategy, the basis of your value proposition.

The old “round peg in a round role” theory of career planning is dysfunctional.  In the typical professional environment today, job descriptions are changing faster than ever before to keep up with the challenges of an economy in transition. In the traditional job market, job seekers are the sellers and their potential employers are the buyers.  The commodity is JOBs and the competition is fierce.

In The OTHER Job Market, buyers and sellers hold equal responsibility for the recruitment process.  The commodity is available, productive WORK… When employers have a need for someone to fulfill a specific role, often the most desired candidates are employed individuals with the credentials they seek.  Thus the employer must sell their Company to potential employees in the marketplace in order to attract the best of the lot.  Once identified, they simply select their choice and buy their services.

Seize control of such challenges.   Understand the nature of FIT.  

What is a Good, Career FIT For You?  To achieve a good “fit” between you and any future opportunity, you have to ask yourself some basic questions about yourself and your prospective employers. The fit depends on how well the jobs meets your needs and how well your skills and abilities meet the employer’s needs. The employer will make a decision and extend an offer to you: now it is time for you to make your decision.

Write out the factors that are important to you in a job… actually write out your list.  During your career transition, learn the value of setting your offer criteria, a key element of your Personal Market Plan:

  • Creates an objective target for your efforts ahead;
  • Gives you a meaningful set of questions to ask during research (factual information) and networking (more subjective information);
  • Provides an objective way to analyze and react to offers as they occur.

 OFFER CRITERIA

Write out the factors that are important to you in a job…actually write out your list. During your career transition, you learn the value of setting your offer criteria.

1. Creates an objective target for your efforts ahead;
2. Gives you a meaningful set of questions to ask during research and networking;
3. Provides an objective way to analyze and react to offers as they occur.

To manage your career wisely has you extending the same concept.

  • Keep your “offer criteria” in that dynamic state of change that allows you to adapt to market conditions.
  • If your current goal is to find a new position, then you should prepare your search as a “business model”, manage it accordingly, be flexible, and be ready for the unexpected.

You understand that managing your own career involves three key ingredients:

  1. Confidence in knowing that your career is on the right path;
  2. Continuous research and networking leading to awareness of potential “next steps…” to keep your career moving forward;
  3. Competency with job-changing skills.

To manage your career wisely has you extending the same concept.  Consider some of the factors listed below … Examine each factor through the questions listed – and then ask “does this opportunity fit me?”

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Yes, There IS An-OTHER Job Market

bob-maher-4587-editIn every marketplace, there are buyers and sellers.  In the traditional job market, the one that our Department of Labor measures for us, job seekers are the sellers and their potential employers are the buyers.  The commodity is productive work and the competition is fierce.

In the OTHER Job Market, buyers and sellers hold equal responsibility for the recruitment process.  When employers have a need for someone to fulfill a specific role, often the most desired candidates are employed individuals with the credentials they seek.  Thus the employer must sell their Company to potential employees in the marketplace in order to attract the best of the lot.  Once identified, they simply select their choice and buy their services.


This Week’s Session, Thursday, September 5th… Embracing The OTHER Job Market: This is our overview and introductory session, covering all 12 steps of the process and basic philosophies.


The JOB Market The OTHER Job Market
Characterized by “requisitioned” jobs being filled by chosen job seekers.  

Characterized by available/needed work being fulfilled by job seekers, contractors, internal candidates, third-party consultants, retirees, part-timers, temporary workers, etc.

 

JOBS rigidly defined by requirements and qualifications… reflected by the screening process aimed at identifying key candidates. Work expectations are subjective, defined by mutual agreement, fulfillment of need or contract… reflected through the identification of qualified candidates.
Process overseen by Human Resource professionals, regulated to consider minimally qualified candidates, hopefully within salary guidelines. Process directed by hiring authorities seeking best available talent at marketplace salary expectations.
JOB Seeking PUBLIC is screened for most desirable candidates. Qualified and available candidates are sourced and recruited, often through process of endorsement or internal referral.
Screening defined by KEYWORDS, often accomplished through computer/internet job banks and resume databases. Screening accomplished by word of mouth and endorsement, often supplementing the organization’s formal process of recruitment.
Recruitment process subject to scrutiny of regulation and political correctness. Often selection process has occurred before active recruitment has been fully engaged.
Actual selection still subject to formal process and subjective choice. Actual selection often a rubber stamp formality to satisfy regulation requirements.

 

On the other hand, if an individual is under-employed, seeking a change, or actually unemployed, they must be visible to potential employers who are seeking their services.  Creating this visibility is strategic, personal market planning and execution—in can be marketability without rejection!  Personal Marketing is a contact sport.

Beyond Your NOTION of FIT

A Good ScoutBe prepared!  Sounds simple, doesn’t it?  After all, the Boy Scouts have been teaching this idea to kids for over 100 years.

So why in the world would most job seekers show up for an interview unprepared? You see it all the time—they dash in from the parking lot with no particular plan on how to engage their potential employer. Or they relentlessly work the phones only to discover that they’ve offered nothing more than hollow chitchat.

So why IS it that job seekers fail to prepare?


THIS WEEK’s Session, Thursday, August 29…  Closing The Deal II:  Discussion and PRACTICE of good interviewing tactics, including POST-Offer negotiation


chalk1Because it is easier to talk about you, your company and your products than it is to prepare to have a conversation about THEM!

Here’s the big question: what are you doing to prepare that if your next employer knew you were doing it, they would be more inclined to have an open and honest dialogue with you?  The next time you meet with a prospect or client, open the conversation with this simple phrase:

“In preparing for this meeting I took some time to discover a few things that would allow me to succeed in this role…” Then simply highlight the two or three critical things that you did to prepare and watch what happens to the atmosphere of the call. You will blow away the last interviewee (your competition) who opened their meeting in silence, waiting to be interrogated!

The less you talk about yourself, the more you have to prepare to talk about them. In the nine-box matrix, it’s about meeting their expectations!  And the more you talk about them, the more likely they will be interested in you. Back to our matrix, it’s about creating the allusive BUYING SIGNAL, and mitigating any risks about a good FIT.

Not exactly the secret formula you were hoping for. But it is an obvious formula—so obvious that most job seekers ignore it.

Here are ten keys that you can use to create your own successful interview habits:

  1. Learn about their business—their products/services, customers, industry trends, key initiatives, financial status, and competition.
  2. Discover something about the person you are meeting with. Google them, talk to their colleagues, or call others in the industry who have insights. Use a targeted organization networking approach.
  3. Plan questions that establish your expertise and get them to think in new ways. The more thought provoking your questions are, the more your prospective employers will respect and remember you!
  4. Identify the benefits of your value to this potential employer. Your value proposition needs to be clear, concise, credible and compelling!
  5. Prepare ideas that hold value for your ‘next employer.’ Your language needs to reflect a focus on solutions…meeting their needs!
  6. Communicate an outline of your meeting prior to the actual interview. Ask them to review and provide you with feedback. Getting their buy-in before you walk in the door is critical, and it demonstrates your commitment to delivering value.
  7. Identify the resistance that you are most likely to encounter and prepare ideas, case studies, testimonials or expert opinions to help reduce their reluctance to move forward.  OVER-qualified?  No INDUSTRY experience…
  8. Plan how you will close the interview appointment and decide what agreements you need to ask for.
  9. Remind yourself to be friendly and courteous to everyone that you encounter. Your potential employer is constantly deciding how much they like you, how much they trust you and how much confidence they have in you.
  10. BE CONFIDENT in your PRE-Offer and POST-Offer negotiation approaches.  It takes time—often a long time—to build your personal brand. And it takes only a few seconds for it to be destroyed.

Go Into EVERY Interview With a Notion of FIT… A GOOD FIT!

JigSaw-partnershipEvery step in the job search process is aimed at obtaining interviews.  It is at that point, a potential hiring manager decides if you are right for the job, and, just as important, it is your time to evaluate whether the job is right for you. Most interviews follow a predictable format, with steps that both the interviewer and applicant follow to decide if both will benefit from working together.


THIS Week’s Session, Thursday, August 22… Closing The Deal I: Interview Strategies, including MoneySpeak… and a look at PRE-Offer negotiation.


chalk1The best interviews are ones in which both participants are equal and can have a mutually beneficial, interactive conversation regarding the opportunity at hand.

Think of an interview as the natural extension, the successful result of your effective networking.  Many networking conversations actually become screening interviews, where influential contacts are assessing your qualifications, skill sets and experience relative to an opportunity at hand.  “Perfect practice” of the basics builds the confidence necessary to perform well in formal job interviews.

Let’s break down the basics into four areas…

  1. pre-contact preparation/ research,
  2. greeting and rapport,
  3. questions/answers, and …
  4. meeting closure.

All four stages are equally important and deserve your consideration and preparation.

The Three Phases of Every Interview

 There are three things that must be discussed in every interview:  First, the Candidate, a discussion usually conducted in the past tense to assess experience, knowledge, and skills… do they meet the potential employer’s REQUIREMENTS?

Second, the job itself.  Beyond meeting requirements, each Candidate must be judged for their potential to meet EXPECTATIONS.  As important, will the Candidate “fit in” on the team and Company culture?  This discussion occurs in the future tense… very obvious transition in a “good” interview.

Last, but certainly not least, is the quality of FIT.  While this is the most subjective and dysfunctional part of the process, it is where both sides must come together for a desired outcome.  When both sides like and find the other to be attractive, a “right” employment opportunity can result.  This is also where the QandA can become more defensive in nature.

 Research the company/position

Second level research will help you to identify attractive companies.  But, this is third level (in-depth) research.  Learn as much as possible about the company, the position and the individual who will be conducting the interview.  Your research goals ought to include developing information about the company’s products, people, organizational structure, successes (and failures), profits (and losses), capital spending, strategic plans, philosophy and labor climate.

Showing your knowledge of some of this information can give you added credibility over other candidates interviewing for the job.

 Use the following research strategies:

  • Research the company web site, looking for information relative to your function and level… a company’s financial and annual reports can provide clues to their stability and market share. Don’t forget directories, trade journals, the “business press,” and databases of articles and other news.
  • Ask a friendly recruiter, business acquaintance or stockbroker what they know about the company… and by extension, call people with whom you have networked (Customers and Vendors, remember them?) and ask what they know about the company and/or individual conducting the interview.
  • Check with the local Chamber of Commerce or Better Business Bureau.
  • Call the company directly; request a sales brochure, annual report or other company information. Companies have to market themselves, too, you know!

Once your basic research is complete, you must next identify how your abilities, experience and expertise can meet the needs of the interviewer, the company and the job.  This point cannot be over-emphasized.  It is the company’s needs that you must fill, not your own.  Surprisingly, however, by meeting the company’s needs, your needs also will be met.

Your VALUE PROPOSITION

Prepare for your interviews (and networking meetings) by fully understanding the value you bring to a potential employer and hiring company.    Incorporate portions of this information into your interview responses, or use some of the material in your interview closing remarks.  Tell them why you are good at what you do!

IF You KNEW Your Next “Job”…

JigSaw-partnershipIf a job seeker KNEW their next employer, the responsibilities they’d have–the title, and were assured of that terrific “cultural FIT…”  Then, all they’d have to do to create productivity and efficiency in their search efforts is to “reverse engineer” the desired result into successful approaches.

Easier said than done… but underlying that fantasy we see the infrastructure for turning opportunities into interviews to secure their next right employment opportunity.


This Week’s Session, Thursday, August 15th… Turning Opportunities Into Interviews


chalk1This topic represents what most people call ‘active job search, but, as you can learn, the HOW –TO is what creates your success in networking. It professes strategies and tactics that will generate more effective networking.  In your ‘first wave’ of networking you had the opportunity to:

  1. Reconnect with people you already know or have cause to know…
  2. In a non-threatening environment, confirm your positioning and get valuable input to your assessment and objective setting…
  3. Broaden your networking base, and gaining confidence in the process–a neat by-product that will serve you well for the rest of your career…
  4. Identify attractive opportunities, and targeted organization!

You’ll be the first to know when you’re ready for ‘wave 3’ of networking… which, simply put, is networking your way in to attractive opportunities.  You will focus your activity and time management to the business of creating INTERACTIVE COMMUNICATION with employees, customers, and vendors–the “stakeholders”– within and surrounding any targeted organization.

 RESEARCHING: TARGET Organizations

Step six in our 12-step Process, first level research, will help you to identify attractive trends and targeted companies.  But, in THIS context, I suggest digging a bit deeper in order to help secure an interview… Learn as much as possible about the company, the potential opportunity, and the hiring authority–This is usually your next boss, but could be even higher in the chain of command.

Your research goals ought to include developing information about the company’s products, people, organizational structure, successes (and failures), profits (and losses), capital spending, strategic plans, philosophy and labor climate. Showing your knowledge of some of this information can give you added credibility over other candidates networking to, and actually interviewing for the job.

  • Research the company web site, looking for information relative to your function and level… a company’s financial and annual reports can provide clues to their stability and market share. Don’t forget directories, trade journals, the “business press,” and databases of articles and other news.
  • As part of your ‘second wave of networking,’ ask a friendly recruiter, business acquaintance or stockbroker what they know about the company… and by extension, call people with whom you have networked and ask what they know about the company
  • Check with the local Chamber of Commerce or Better Business Bureau.
  • Call the company directly; request a sales brochure, annual report or other company information. Companies have to market themselves, too, you know!

 Telephone and Networking Skills

On a scale of passive to assertive => to aggressive, let’s take a look at how we could communicate direct to contacts in and surrounding a targeted organization…

 Email…safe, but too easy to be deleted before a relationship is established. Requires follow-up.

LETTER of introduction… also safe, but read more often. Paves the way for a first call to a referral… creates dialog. Requires phone follow-up.

Phone call…direct… often a cold call… requires risk. Establishes contact, interaction and, worst case, VISIBILITY.

There’s only two reasons to be on the phone during active job search…

  1. Reconnecting with valid contacts, seeking their advice and information, sharing your communication strategy, and seeking referral activity…
  2. Securing actual interviews

Cover NOTE and resume… Rather than mindlessly applying to countless jobs, playing the numbers game; develop your networking style to motivate a person to request your resume.  When requested, resumes get read more often, AND…

  • Establishes relationship.
  • Requires follow-through.
  • Leads to face2face office visit!

Taking The ‘PULSE’ Of Your Job Search

AjustDaSailsA lot of individuals with a rebellious streak resist structure, snub the idea of a schedule, and then find that their lives and creative output aren’t nearly as harmonious as they hoped. As job seekers, they may find it quite difficult to get in to a productive and efficient routine, the implementation of their Personal Marketing Plan.

If you fall at this end of the spectrum and find it hard to accept — and even harder to follow — a standard routine, maybe it’s time to stop thinking about managing your time and effort as developing a set of strict rules to follow. In fact, implementing your PMP wisely is to commit to averaging your activity counts and time management ‘numbers’ over a longer stretch of time.


NEXT Week’s Session, Thursday, August 8th… Implementing Your PMP,  Exploring THE Careerpilot’s ‘wave theory.’


bob-maher-4587-editStart thinking about increasing productivity as a process of finding and cultivating your unique creative rhythm — your cadence, your implementation beat… your job search “PULSE.” Create a personal discipline for yourself, a way of being, where there’s a realistic goal (your next right employment opportunity) and recognize the need to maintain a consistency of fruitful activity to propel our 12-step process of career transition forward… all while allowing room for improvisation and job search/ LIFE balance!

If this sort of approach sounds appealing to you, here are some ideas based on my own anecdotal experiences with thousands of unemployed people over my 39 years of experience in consulting with job seekers around the U.S.of A.

Monthly Cadence

Job Seekers can typically get more done in a month when they plan for less. Most people have a natural rhythm where they can accomplish about one major professional project or one personal milestone in a month. As an example, think about developing your resume and related personal marketing materials.

1. Resume
2. “Tell me about yourself” or your ‘elevator pitch’ or even your qualification statement
3. Your digital footprint: Branding yourself in your LinkedIn Profile

If you tell yourself that you’ll do three items of this stature in a month, you’ll probably make little progress on any of them. If you commit to one specifically for the month, there’s a high probability that you’ll accomplish it or get close to finishing within the four weeks. Honor that monthly project cadence, and you’ll feel much more satisfied.

What’s more, it’s also essential that you honor your personal and emotional energy cadence over the course of the month. Of course, there are exceptions, but as a general rule, one or two distractions a month are the max that most individuals can take without getting thrown significantly off rhythm.

Also, consider pacing yourself in regard to events you host or visitors that you have in your home. All of these events add a nice sense of variety to life, but can make you lose the beat if the exceptions become the norm.

Weekly Cadence

I would never attempt to define a “normal” week of job search…there are simply too many variables! But, I do encourage those Candidates that I serve to commit to AVERAGING the numbers they select in the Personal Marketing Plan.  You can think about this in the same way you would a design template. It’s a format that you can then build and modify as necessary for any given project — in this case, your job search week.

1. Include ramp-up time on Monday morning, so that the first few hours of the week are blocked out for weekly planning and processing after the weekend.
2. Schedule focused practice or research time on Wednesday afternoons.
3. Get out of the house on Tuesdays and Thursdays… go to a coffee shop and get quality, uninterrupted work done. This turns moving a major initiative forward into something that feels like a nice mid-week mini-break from the normal day-to-day.
4. Wind down on Friday afternoons. I block out about three hours to wrap up anything that took longer than I anticipated or to work on non-urgent administrative tasks that are nice to get done before closing up for the weekend.
5. At least one weekday evening, accomplish personal to-do items and recharge. I’m very involved in my community and lifestyle, but even extroverts need a day off.

NORMAL? … Don’t hold your breath, but you can, of course, adapt, adjust, and amend all of this as necessary. But this rhythm is what I suggest, and I find it leads to a productive week with closure before the weekend… and plenty of time for those “normal” distractions!

Daily Cadence

There is no one right formula for having a productive day of job search activities. The trick is to be honest with yourself about what works best for you to get the most of your 24 hours.  Personally, I spend the first hour to hour and a half planning, answering e-mail, and completing small to-do items, and then I jump into more in-depth work and client calls by 8:30.

With some of my Candidates, the best daily rhythm is to check e-mail very quickly in the morning and then focus on in-depth work until lunch. After lunch they have meetings or respond to emergencies that have come up. No matter which you prefer, you want to have clarity on when you do your best focused work, when you prefer to have meetings, and when you’ll make space for the processing and planning that keeps everything moving in the right direction.

Back-to-Center Cadence

Finally, it’s important to know what pattern can help you to get back on track when there are major variations to your Personal Marketing Plan. Being honest with yourself and giving yourself permission to spend time reorganizing when you need it keeps you from feeling perpetually behind and guilty.

For example, you will experience the least pressure when you block out a few days before and after any significant time away from your job search so that no one can schedule meetings with you on those days. That gives you the flexibility you need for wrapping up work and getting your head back in the game after being away…maintaining your visibility in the job market.

Also, consider blocking out at least a half day after a conference or major networking event to tie up loose ends, follow up, and sort through your notes. This will give you the ability to extract the value from what just happened. The more disruptive the event, the more time you’ll want to allot to resettle in and get back on a rhythm.

Rhythm on a monthly, weekly, and daily basis can create the order, productivity, efficiency, and flexibility you need for the implementation of your Personal Marketing Plan to flow productively and efficiently… It’s time to “take your pulse.”

So, WHY Plan?

Ready+aim+fire‘READY… Aim… fire’ is only as good as knowing what you have to offer (your positioning) and knowing which organizations could use a person like you (target organizations).  BOTH items are enhanced with a little PRO-Active PLANNING.  One of the most important skills a job-seeker can learn during a job-search is research skills. The quality of your research skills will dramatically impact both short term job search and longer range career continuity. Information is a critical commodity in job-hunting; the more you know and the easier it is for you to find information, the better your chances of success.


THIS Week’s Session, Thursday, August 1st… Your Personal Marketing PLAN


Pilot OnboardSo, make the commitment to improve your research skills. In fact, hold yourself accountable to research time each and every week. Employers value job-seekers who know key information about the company because that knowledge demonstrates your interest and enthusiasm for the company and for the job.

Finding information on a company’s competitors, company financial stresses and major lawsuits can counterbalance the positive information portrayed by the company’s own website, the most positive view of available information…

WHEN to Do Research

If attaining and maintaining career continuity is your realistic goal, you’ll find four specific times during which researched information will be important to you… First and foremost should be your commitment to knowing your marketplace for the rest of your career. This FIRST LEVEL RESEARCH implies setting aside a reasonable amount of time on an on-going basis, whether you’re employed or not. Often research leads to “spot media opportunities” that may lead you to your next right work.

Second, and another permutation of First Level Research, is when you are just starting a specific job-search and looking to identify attractive trends or key companies in your profession or industry, or even in a specific geographic location. I have always found this single factor to be the most under-utilized way to prepare for an effective job search. This is perhaps the most common use of first level research.

The third possibility is when you are applying to a specific employer; it’s always best to relate yourself to the company and tailor your cover letter and resume to each employer. This SECOND LEVEL RESEARCH probes deeper for specific info.

The fourth — and when most job-seekers finally do some research — is when you have been invited to a job interview; you’ll want to showcase your knowledge of the company and the people interviewing you.  This THIRD LEVEL RESEARCH probes still deeper and extends the breadth of your knowledge.

 WHAT Information Fits Your Offer Criteria…

You are usually seeking two sets of information. The first set of information deals with general company information. The types of information you might gather here include: products and services, history and corporate culture, organizational mission and goals, key financial statistics, organizational structure (divisions, subsidiaries, etc.), and locations.

Of course, you may also research the industry, key competitors, and countries where any specific, targeted, companies have offices.

The second set of information deals with personal and employment issues, and includes such things as career paths and advancement opportunities, benefits, diversity initiatives, and other human resources functions.

The sooner you get started, the better off you’ll be.

Remember, both objective (factual) and subjective (word-of-mouth, opinions) information can be of value. The following “OFFER CRITERIA MATRIX” will help you keep this all straight…

Information Desired Location Industry Business Climate Company SIZE Mgt Philosophy
Researchable FACTS X X   X X
SUBJECTIVE Info     ??   ??

You can analyze as many columns of information as is important to your definition of next right work. The Matrix will serve you well in all three levels of research mentioned previously… and when completely “filled in” can put the objectivity back in to the emotional process of accepting your next position, or taking the next step.