LaunchPad_OC One Stop Staff Training

© 2009 LaunchPad Careers, Inc. Reproduction is prohibited.

Orange County One Stop

Launching New Careers


What Has Changed


Lots of Hiring Going On!

• According to Indeed.com, as of Friday, May 8, 2009, there were 28,283 open positions in Orange County, California.


Training Schedule• 8:40am - 10:15am The Customer, Career Mapping

and Planning, Personal Branding • 10:15am - 10:30am Break• 10:30am - 12pm Resume Writing, Networking and

Social Networking• 12pm - 1pm LUNCH• 1pm - 2:30pm Job Search, Interview Coaching• 2:30pm - 2:45pm Break• 2:45pm - 4:30pm Customer Placement, Role

Playing


The Customer


Overview

• Introduction to the “Candidate-Centric” Model

• Assessment and Screening

• Personal Branding


Candidate-Centric Model

Definition: Taking the best qualities of the best candidates, refining the candidates’ presentation, and proactively presenting that candidate to specific opportunities that match their skill set.

“(The) Candidate-Centric approach is about embracing the candidate (customer) so that the client

(company) will greatly benefit.”

– Greg Palmer, Former CEO of RemedyTemp, Inc.


Customer-Centric Model

Case Manager

Identify A-Players

(Customers)

Match &Place

IdentifyOpportunities


Benefits of Customer-Centric Model

• Targeted approach: Identify job seekers with higher placement potential and quickly refer them to specific opportunities.

• Spend your time more efficiently, investing it in customers that are most hire-able

• Provides needed labor to faster-growing sectors or job clusters.

• Allows you to place more customers.


How to Begin the Customer-Centric Model

• Develop “pipeline” of positions in high demand

• Industry Clusters• Growth Sectors

Finance Green Technology Life Sciences


How to Begin the Candidate-Centric Model

• Develop “virtual bench” of A-Player candidates

• What is an A-Player? Top 10% of available talent for a

given position


Customer-Centric Modelin an Up Market

• Employees are in high demand

• Turnover is higher• One stops have fewer

qualified • Customers to place in

the job market


Customer-Centric Modelin a Down Market

• Employees are still in demand

• More unqualified applicants

• More highly qualified A-Players

• Turnover is lower


Career Mapping and Planning


See Everything as an Opportunity

• Career mapping and planning is about seeing current situation as an opportunity.

• List 5 reasons current situation can be seen as an opportunity.

Examples:1) I am now free to take my career to the next level.2) I can finish that degree I have been putting off for years.3) I can spend more time with family and friends.4) I can spend more time on personal, professional, and

spiritual development.5) I can find and achieve the career of my dreams.


Have a Positive Attitude

• The Law of Attraction is real!• Understand the difference between Positive

Affirmation vs. Limiting Beliefs.• INVEST in positive influences and REMOVE

all negative impediments.


RICH vs. POORPeople

• Take stock of the people in your life.• Think about how they contribute to or take

away from your success.• Begin to understand how you got to where you

are just by looking at the people you surround yourself with.


Revisit Past Successes

• STOP thinking negatively and BEGIN revisiting your past successes.

• This practice reinforces your transferable skills and brings them to forefront of your mind.


Career PlanningReadiness Assessment

• What are your career goals?• What are you really good at professionally? Can you provide

a specific example where you demonstrated this skill?• Can you describe your most significant accomplishment?• What are you not so good at or not interested in doing? Can

you give an example?• How would each of your last 5 bosses rate your performance?

How would these ratings compare to that of your peers?• Why did you leave your last 5 places of employment?• What are your expectations or goals regarding: travel, work

hours and schedule, compensation?


Career Map Pyramid of Success

NEW JOB

IDENTIFY, FOCUS, & TARGET

OPPORTUNITIES

MAKE YOUR MAP

UNDERSTAND THE JOB MARKET

UNDERSTAND YOURSELF


Understanding Yourself

• Career mapping and planning is a bottom up process.

• Begin your map by starting at your foundation, which is you.

• Start by analyzing strengths and “development areas” (what others refer to as weaknesses).


Understand Your Strengths

• What are you good at?• What do you enjoy

doing?• What have you been

praised for?


Development Areas

• The brain is wired with a greater capacity for our strengths rather than weaknesses.

• This theory supports reasoning why we should not try to overcome all of our weaknesses, but instead learn how to manage them effectively.

• Instead of thinking of them as weaknesses, consider them as areas of development.

• Identifying areas of development enable you to start building systems to improve it.


Visualization • Ability to clearly visualize your

dream job will take you further in realizing your goal than any other action.

• Do it through sensory detail.

• Your beliefs become your thoughts. Your thoughts become your words. Your words become your actions. Your actions become your habits. Your habits become your values. Your values become your destiny.– Mahatma Gandhi


Career Mapping Questionnaire

• If anything were possible, what would I want to be different about my career?

• What type of job would I want?• What would I want to be responsible for?• What type of boss/coworkers/team would I want

to work with?• What kind of hours would I want to work?


Career Mapping Questionnaire

• What type of company would I want work for?• What sort of company culture would I want to

work in?• What city would I want to live in?• What salary would I want to earn?


Values, Mission, and Vision Statements

• Once you have clearer picture of your ideal career, you can begin to define it in terms of your values, vision, and mission.

• Write in present tense so it becomes real in your mind. You can use material from the visualizations exercise.


The Job Market and Your Career Path

• 5 industries or sectors expected to see strong growth over the next few years. Federal Government Construction and Engineering Healthcare Technology Education


Where Are the Jobs?


Make Your Map

• Create a visual map of your career.

• Work backwards: Set a goal and then lay out the steps in reverse.

• Monster.com career path tool:

http://my.monster.com/Career-Planning/Pathing.aspx#

Start:

Next Goal?


Take Extraordinary Action

• Follow up the training workshops with continued and sustained action.

• Life is a numbers game: apply to more jobs, make more calls, and establish more contacts to maximize your job search.


Measure and Calibrate

• Continually measure where you are at and re-calibrate according to your plan.

• Change the plan to more accurately reflect your likes and dislikes.


Any Questions?


Career Coaching


Personal Branding


What Is Personal Branding?

Definition: The process of marketing people and their careers as brands.

•Self-help is about self-improvement whereas personal branding suggests success comes from self-packaging.

Examples: Oprah Winfrey and Donald Trump

•If done correctly, allows you to create strategic advantage over competition.


Why Create a Personal Brand?

• Project-Based Job Market

• Differentiation• Value Creation• Gives You a Voice


Project-Based Job Market

• Growing use of staffing agencies and contract workers. Companies operate on project-by-project basis.

• Workers hired for ability to complete projects on time.

• Longevity and education take back seat to experience, deliverables, and measurables.


Fit for a Mobile Career

• Advantages of having a personal brand in a more transient, project-based working world: You didn’t need a personal brand working for a

company for 20 years. Companies provided a career path, and your reputation was known internally.

In a mobile career world, after finishing your project or being released from an assignment, you take your personal brand with you.


Differentiation

• Set yourself apart from the crowd.• Differentiation is accomplished by specialization

and reputation building.• Clearly demonstrate differentiation on your

resume, CV, blogs, and online profiles.


Value Creation

• Being unique automatically creates more value for your brand.

• Have a proven track record and build your reputation.

• Value not finite or constant. Changes based on customer’s wants and needs at any given time.


Gives You a Voice

• Blog about your field of expertise. You might end up getting a referral from a well-known industry expert.

• Create a website to display the presentations you have given during your career.


CreateYour Personal Brand


What a Personal BrandLooks Like

• Not homogenous concept.

• Takes many forms: resume to curriculum vitae website and blogs references.

• Everything that contributes to your brand and how the outside world views you.


What You Have to Offer

• Your personal brand should spell out exactly who you are and what the most important thing you have to offer is.

• What are your feature benefits?• What makes you different?• Don’t be generic. One benefit of going with a generic brand is the price. Once you’re relegated to “low-price” brand, you are treated as

a commodity and lose your value.


How You WillSave or Make Money

• The more clearly you state how you will make or save a company money, the more valuable your brand becomes.

• Begin with a powerful summary of your brand.• Focus on your value proposition.


What Is Your Greatest Accomplishment?

• Define and market your personal brand by having a specific answer to this question.

• Here is an opportunity to brag, so don’t be too modest.


Transferable Skills

Definition: Skills you have acquired through life experiences that are transferable and applicable to your job or careers.

•Identify skills that can help you demonstrate a value-added brand.•Show consistent track record from company to company and project to project.


Get a Brand Referral

• Endorsements are powerful tools that will help you get your foot in the door or land new clients.

• Referrals = Endorsements• When someone endorses your brand, you

“piggy-back” off of that person’s established brand within the company.


Identify the Sizzle

• 3 unique qualities that set you, the candidate, apart from the competition and speak to your personal brand. Example: Shown track

record of growth, success, civic, and social consciousness.

• Present features in terms of benefits.


Communicate Your Personal Brand


Personal Branding Tool Kit

• The Resume and Curriculum Vitae Recommended tool: VisualCV.com

• Business Cards • Email Signatures

Abraham J. JankansPresident & Chief Career Coaching Officer

LaunchPad Careers, Inc.d: 800.363.0307 f: 866.293.8564 c: 949.500.07112152 DuPont Dr., Suite 214, Irvine, CA [email protected]

Launchpadcareers.com | LinkedIn | Facebook | Twitter


Tool Kit… Continued

• Personal Website and Social Media Purchase your name.com: If the name is

already taken, try adding your middle initial. Be consistent when building your brand across

multiple media and platforms. Free website builders:

• Weebly.com • Ning.com


Tool Kit… Continued• Blogging

Specialization: add value by contributing new information or writing from a new perspective.

Targeted posts: Research skills and requirements for the positions you are seeking, and write blog posts on those topics.• Example: Joshua Persky. www.oracleofny.com

Contribute to other people’s blogs.

• Micro-blogging Good for broadcasting short messages and links to

information.• Examples: Twitter. LinkedIn and Facebook also offerthis feature.


Using a Photo:The Benefits and Dangers

• Using your photo to promote your brand can have many benefits.

• Dangers: Can compromise your privacy and identity.

• When and where to include a photo: Resume: NO Online resume or CV:

OPTIONAL Online blog, profile, website: YES

• Consider an Avatar http://avatars.yahoo.com/


MaintainYour Personal Brand


Maintain Your Personal Brand

• Limit the number of places where you promote your brand.

• Keep your brand current.• Evolving brands. Re-invent your brand to fit the current situation and keep

yourself in high demand.

• Your personality shapes your personal brand.• Protect your brand and your reputation.


Any Questions?


Break


Resume Writing


Past, Present, and Futureof the Resume

• Standard 1-2 page documents showcasing professional, employment, and academic history.

• Past: 1-2 page word processor document mailed or faxed to prospective employers.

• Present: The advent of the Internet (Web 1.0) brought online job boards and other changes.

• Future: The Internet will continue to change the way resumes are created, displayed, and transmitted.


Creating a Successful Resume

• Be targeted: Create separate resumes for each type of job.

• Be specific and unique when describing personal brand and experience.

• Check and double-check for errors and omissions that could hurt your chances.

• What’s in it for the employer?• Including cover letter isn’t always necessary,

but if you do be specific about how your qualifications are good match for position.


Anatomy of a Resume

• Heading and Contact Information• Title• Objective Statement• Summary• Professional Experience• Education• Additional Optional Categories• Key Words and Tags (next slide)


Keywords and Tags

• Search terms recruiters and hiring mangers use to filter resumes.

Using the right keywords increases chances of your resume getting seen.

• Keywords often originate from job description.• Keywords and tags are similar to Google

keyword search of websites.• Identify important keywords and use them

prominently and frequently.


Hub and Spoke Resumes

SalesLoan

Modifications

Customer Service

Hub Resume

Ex. Loan Officer


How To Target Your Resume

Black & Decker Staff AccountantJob Description

• Reconcile and analyze selected general ledger accounts and subsidiary ledgers.

• Inter-company account reconciliations with U.S. and International affiliates.

• Cross-train with other team members to understand key processes including: use of MFG/Pro, Hyperion, Corporate tax reporting, regulatory reporting and reconciliation with affiliates.

• Work with Black & Decker Corporate Finance to understand and record the following types of charges: insurance, taxes, and payroll and legal fees.

• Work with various functional teams to drive process improvements.

CustomerQualifications

• X amount of years exp. as staff accountant doing reconciling and analyzing general and subsidiary ledger accounts (domestic & international) for manufacturing firm.

• Certified in corporate tax reporting and Hyperion.

• Selected numerous times by CFO to participate in corporate task force and project teams to drive process improvements.

• BA in Finance from Wharton School of Business.


Resume Formats

1) Chronological

2) Functional

3) Technical


Chronological

Chronological resume format provides your work history dating back from the present.

• Emphasizes your responsibilities, skills, and accomplishments.

• The format calls attention to your recent job history and experience.

• Why should you use chronological format?


Functional

Functional resume format stresses qualifications over specific employers and dates.

• Groups information based on specific skill sets instead of chronologically.

• Directs attention to functional skills, strengths, and qualifications.

• Customize content to match job position. Not confined by chronological format.

• Why should you use functional format?


Technical

Technical resume is designed to emphasize your technical skills and strengths.

• Lists computer, software, or specialized machinery knowledge early on.

• Emphasizes hard skills over soft skills.• Focuses on two sections: Skills and Professional

Experience sections.• Technical/Chronological vs. Technical/Functional

Most technical resumes follow chronological format but include summary of skills at beginning of resume.

Mainly hired for project-based or contract work? Usefunctional format.


Three Steps to Building a Better Resume

1) Modern job search means you have to develop multiple resumes for different positions.• Create a resume hub with all of your professional

experience, skills, accomplishments, education.

2) Maintain an inventory of everything you have done over time.

3) Do your research.


Writing Your Resume

• Design• Resume document formats: Word.doc or PDF• Free Word Processors:

Google Docs Zoho.com Openoffice.org

• Create online Web 2.0 resumes Recommended Web 2.0 Resume sites: VisualCV.com

and Gigtide.com


Overcoming Obstacles and Objections

Baby Boomers applying for lower-level jobs• Advantages

When writing your resume, emphasize your knowledge and experience

• Overcoming Objections “Older workers are more costly.” “Older workers need re-training and can’t learn new skills.” “Older workers are over-qualified and will get bored.”


Military transitioning to civilian workforce• Disadvantages “Speak civilian, not military.” Translate military

experience to understandable civilian qualifications.

• Advantages Modern and current skills and training. Ability to work in a team. Ability to adapt to change and handle pressure.

Overcoming Obstacles and Objections


Changing Careers and Industries

• Advantages Bring new and fresh perspective

• Overcoming objections “Has no experience.” “Why does this person want to leave their current field?”

• Other helpful tips Do your research and change your resume accordingly. Emphasize accomplishments in your previous career

and stress your transferable skills.


Guidelines for a Well-Written Resume

• Use strong and concise language to communicate your skills and accomplishments.

• Do not use personal pronouns: “I,” “me,” “my,” “our.”• Use professional language. Remove slang or

localized terminology.• Shorten long and complex sentences. Leave out

extraneous information.• Check grammar and spelling.• Beware of red flags.• Avoid other common mistakes.


Resume Checklist

Do you have a “hub” resume cataloging all of your marketable skills and experience?

Is your resume targeted to a specific job position?

Do you address the needs of the employer over your needs?

Does your resume sell your personal brand? Do you demonstrate where you can add value?

Does your resume include sufficient contact information including full name, address, phone number (cell phone number is ideal), and email?


Resume Checklist

Does the experience you listed support the claims you made in your summary and objective?

Does your resume include 10-20 keyword “tags” and strong action words?

Does your resume focus on results, tasks, and accomplishments?

Are your strengths highlighted early, prominently, and frequently?

Is the language professional, concise, and specific?


Beware of Red Flags

• Grammatical and spelling errors• Too wordy or too much information• Irrelevant experience• False claims and over-embellishment• Inconsistent work history or unexplained

career gaps• Email address is too provocative


Any Questions?


Networking and Social Networking


Common Problem

Are you applying to position after position on countless job boards with little to no success? Why aren’t you getting any response?


Powerful Statistics

• Only 20% of jobs are filled through responses to job postings on the Internet or on websites.

• The remaining 80% of opportunities are either filled by word of mouth and through referrals, or are never posted at all and are located on the “Hidden Market.”


Ask Yourself This Question

If 80% of job opportunities are filled through networking, why are you spending 90% of your time applying to positions online?


Networking

• Growing and Developing Mutually Beneficial Relationships.

• "When you give yourself, you receive more than you give.” – Antoine de Saint-Exupery

(20th century French author)• The key to effective networking

and relationship development is demonstrating where you can add value and how you can benefit the other party.


Where Can You Add Value?

• Offer free information Develop transactional relationship

• Give a referral and connect the dots to find a solution to a problem


Offering Free Information

• Make a suggestion of a possible investment avenue.

• Provide information about a potential job opportunity.

• Offer to share resources such as an article or piece of literature that can directly benefit the other party.


Connect the Dots

• Everyone has a problem they would like to solve or an area that could be improved with the right contact.


Track Your Contacts

• Don’t lose sight of the big picture, which is finding a job! Though someone may not seem to be of value to you right away, they may be your ticket to connect with the right person later on in your job search.

• Tip: Keep the contact information of every person you meet in a networking folder or contact management program.


Develop a Strategic Networking Game Plan

• Set a goal and develop a timeline. Example: A solid goal would be 5-10 new promising

contacts a week and attending 2-3 networking events.

• Hold yourself accountable.• Finding a job is a full-time job!


Offline Networking

• Professional appearance

• Professional contact cards!


Get Out and Meet People

• Try to attend at least 2 to 3 networking events a week.

• Suggested resources: Events, Meetings & Mixers: meetingsandmixers.com Meetup: meetup.com OC networking:

www.ocregister.com/ocr/sections/business/article_408993.php

Take advantage of alumni and common interest networks.


Social Networking


Power of Social Media and Networking

What exactly is social networking?


Top Social Networking Sites

1) MySpace: ~250 million users

2) Facebook: ~200 million users

3) Flixster: ~63 million users

4) LinkedIn: ~35 million users

5) Twitter: ~6 million users


Benefits of Social Networking

and Social Media

• Grow your network.• Gain visibility by sharing your brand.• Nurture and grow existing contacts.


Grow Your Network

• Social media also allows you to see who the people you are connected to are in contact with

• Six Degrees of Separation


Gain Visibility by Sharing

Your Brand• Showcase your skills and create an

awareness for your personal brand.• If companies can’t find you, then they can’t

hire you! • Used by Corporate Recruiters and third party

recruiters to identify potential candidates.


Nurturing and GrowingExisting Contacts

• Reconnect with old classmates, colleagues, and friends.

• Offers easy, unintrusive way of maintaining, nurturing, and growing relationships with contacts you have made through in-person networking.


Marketing YourProfessional Brand

• Suggested 3-pronged approach:

LinkedIn.com

Facebook.com

Twitter.com


• Is an online resume and referral source.• Displays your professional background.• Openly displays professional referrals and

recommendations.• Gives you the ability to tap into second and

third degree contacts.• Caters to business professionals.


• Is heavily used by corporate recruiters because it is seen as more professional than sites like Monster.com.

• Is a known source for finding “Passive Job Seekers.”

• Increases web visibility by creating a public URL that you can send to people, put in the signature of an email, and will be returned as a result in a Google search of your name.


• Is a casual social medium.• Has a large network of users, which makes it

possible for you to reconnect with old friends, co-workers, colleagues, etc.

• Paints a more of a humanizing picture of you as a candidate. Allows people to see what kind of person you are socially and provides some insight into your personality.


• Does not limit who you can connect with and how you connect with them.

• Allows you to connect with business professionals in a less formal way.

• Can be used to establish the initial connection in a casual setting and then used to refer contacts to your LinkedIn or Twitter profiles.


• Is a micro-blogging site.• Can be seen as a “text messaging” forum.• Can be a medium to showcase your knowledge

on various subjects and allows you to establish yourself as an expert in your designated field.

• Is a great rapport builder and instantly puts you on more of a conversational level with the people in your network.


• Generates interest from people who can follow your “tweets.”

• Can be a resource to refer contacts to your LinkedIn, Facebook, and other profiles.

• Creates URLs for each of your tweets, helping create web visibility.


Create Powerful Home Pages

• Use only your name in the header.• Have a professional profile picture. • Have a professional headline. • Include website information.• Create a public URL. • Fill out the Summary/About You section.• Use keywords.


Get Connected and Develop a Strong Network

• Set a solid immediate goal10-Day Goals

• 100-200 contacts per site

• Join 10-12 professional groups

• connect with 10-20 new people a day/per site


Where to Start

• Import all of your existing email contacts.• Search for old classmates and former co-workers.• Aggressively join groups• Use the advanced search tool to locate key

players in your designated industry or profession. • Search company pages.


Where to Start

• Import all of your existing email contacts.• Connect with old classmates and co-workers.• Utilize the co-worker search tool.• Search company pages and groups.


Where to Start

• Put personal branding pitch in your Twitter bio.• Create a customized Twitter background. • Start growing your network by importing in all

of your existing email contacts so you can connect with people you already know.

• Search for former classmates and coworkers.


Where to Start

• Use search bar to identify keywords that people have used in their “tweets” on their profile. From there, you can check out their profile and determine if they are someone you would like to follow.

• “Tweet” or blog about your job search.• Follow job search accounts. Numerous Twitter

accounts are dedicated to connecting job seekers with employers.


Relationship Development

3 Touch Approach

•Give value, then ask for help 1st Touch: Introduction/

Conversation starting question or group invitation

2nd Touch: Offer information and share knowledge

3rd Touch: Ask for a job referral


1st Touch: Introduction• Can be done in initial request to connect, or after

you have connected in a direct message. • Recommended: Ask a flattering question, one that

also demonstrates your industry experience and highlights your knowledge. Example:

Hi [name],

My name is [name], and I am gathering information for an upcoming blog post on how the current economic climate is affecting [blank] industry. I am contacting local professionals to gain some insight and gather different points of view. Would you be willing to provide your expertise? I look forward to hearing from you. Thank you for your time.

Sincerely, [your name]


1st Touch: Group Invitation

• Start a group Create a group about your target industry. Establish yourself as a center of influence and an

authority in your profession. Invite people to join your network.


2nd Touch: Offer Information

• Great way to offer value is to share information.

• Do this by recommending a good industry-specific article or book.

• On LinkedIn, you can utilize the “ANSWERS” tool to showcase your knowledge, and also give opportunities for others to engage you in dialogue.


3rd Touch: Ask for a Job Referral

• You do not want to spend too much time talking to one specific contact unless he or she seems like a strong lead source.

Example:Hi [name],

I was hoping you could offer me some advice or steer me in the right direction. I am actively looking for a job and you seem to very well-connected in the [blank] industry. Do you know of any companies that could benefit from a [title] professional located within the [blank] area? Or, if you have a contact who may have some more insight into [blank], I would be grateful if you could pass along my information. Any advice you can offer would be greatly appreciated. Please let me know if you have any questions. Thank you for your time.

Sincerely, [your name]


Immeasurable Value of Networking

• Remember: 80% of opportunities are either filled by word of mouth and through referrals or are never posted at all. These jobs are located on the “Hidden Market.”

• To leverage your networking abilities, you must successfully marry both online and offline networking.


Any Questions?


Lunch


Overview

• 21st Century Job Search

• Interview Coaching

• Candidate Placement

• Role Playing

• Summary


21st Century Job Search


Job SearchTechnology and Tools

• Job Boards• Social Networking Sites• Company Websites and Associations• Third Party Recruiters


Job Boards

• Major job boards Monster.com HotJobs.yahoo.com CareerBuilder.com Jobing.com

• Niche job boards– Nursingjobs.com– internjobs.com– jobsinthemoney.com


Where to Start?

• Get your resume out there Use resume distribution sites

• GadBall.com

• Job board aggregators Indeed.com Simplyhired.com Oodle.com


• Utilize “Answers.”• Monitor Status Updates.

Status Updates (1)

Ian Connell is looking for a good Sr. level Accountant with manufacturing experience.

Reply privately - Add comment


• Used by an increasing number of businesses to locate top talent for open positions.


• Has recently experienced rapid growth. Grew by 75% from February ‘09 to March ’09.

• Tip: Follow accounts that blog or “tweet” exclusively on job openings and related issues.

• Gives job seekers the ability to jump on opportunities immediately.


Additional Tools

• Company Web Pages May have job opportunities not located on any other job

board. You should have a set list of at least 20 company web

pages you check on a daily basis. The “early bird” really does get the worm.

• Third Party Recruiters/Staffing Firms Can get your foot in the door at companies that may not

publicly advertise their hiring needs. Since most are contingency based, you must understand

how to work with them.


Applying Online

• Follow directions.• Tailor your application information to the position.

Don’t copy and paste text from your generic resume.• Use keywords, buzzwords, and industry lingo.• Create a skills inventory section if the application

doesn’t require it. You might put this in the Comments Section.

• Include statements in the Comments Section that demonstrate you have researched the company and industry.


Applying Online

• Include numbers and statistics if they are available. • Complete all the fields, even those that aren’t

required.• If the company offers an optional assessment test

online, take it.• Make sure your resume can hold its own in a very

simple format.• If possible, spell check and grammar check your

application before submitting it. • Include a strong objective.

List from www.jobweb.org


Sell Yourself


The Approach

• You must adopt a “sales” mentality.

• The shift to an employers’ market (position scarce market) means you must be aggressive and persistent in your methods to ensure that your application is seriously considered.


The Job Pursuit Process

1. Proactive Marketing/Research

2. Locate the Decision Maker

3. Send an Introductory Email

4. Make a Phone Call

5. Follow Up


ProactiveMarketing and Research

• You must have a strategic plan of attack to anticipate market trends and potential areas of growth for businesses.

• You should begin your sales campaign to market yourself before new opportunities are created.


Research Tools

• Google Alerts Emails you updates of the latest information gathered

from web and news pages based on specific keywords you enter.

Select from a variety of different types of searches: News, Web, Blogs, Comprehensive, and Video.

Set up alerts for 3 different areas. • Keywords related to the top industries of choice.• Names of top 10 companies where you would like to

work.• Names of top 3 positions you are interested in.


Research Tools• Local business journals.• Key things to look out

for: Companies that are

moving to a larger office space.

Companies that have just received a grant or new round of funding.

Companies that are patenting new technology.

Companies that are acquiring new assets and/or other companies.


Research Tools

• Track government spending• Find out which areas are receiving the most

aid: UsaSpending.gov FedSpending.org www.propublica.org/special/the-stimulus-plan-a-

detailed-list-of-spending Recovery.gov Whitehouse.gov


Research Tools

• Management Consultants Can be a great resource for gathering industry

information. They often know about changes in companies prior to

the Human Resources Department of a prospective company.

Be tactful in your approach. Institute of Management Consultants USA:

www.imcusa.org


Locating the Decision Maker


Getting the Name

• Look on company website.• Contact one of the decision

makers whose information is listed on the website.

• Utilize social networking: LinkedIn

• Strategic Network Growth Facebook

• Utilize Co-Worker Search function

• Call in


Referrals Are Best!

• Best way to connect with a hiring manager

• Instantly gives you some level of credibility

• Piggy back off of the relationship that is already developed between the referrer and the referee

• Leverage both your off and on-line networks


Introductory Emails• First form of contact• Lack of response does not mean that they are going

unread• The main purpose of an introductory email is to provide

you with a reason to follow up with a phone call• They should be professional and include the following:

– Why you are contacting them– A brief summary of experience and accomplishments– Your interest in the company– An action item sentence of a specific date and time when you

are going to follow up with them.


The Call


Getting Past the Gatekeeper

• May be either the receptionist or his/her assistant.

• Remember to “Act as if.”

• Speak very assertively and confidently.

• Tip: Use speaker phone.


Getting Past the Gatekeeper

• The person asking the questions is in control of the conversation!

• If you feel the conversation is not going the direction you would like, get it back on track with a well-placed question.

• Call early in the morning before 8am, during the lunch hour, or after 5pm.


The Purpose of the Call

• Your goal should be one of two things:

1) The quick sale

2) To build a relationship


The Quick Sale

• Refers to a situation in which you know for certain that the targeted company is currently in the process of recruiting for a position that is of interest to you.

• The goal of the conversation, ideally, would be to set up an interview time directly with the hiring manager.

• Alternate goal: To peak the hiring manager’s interest in you as a potential candidate and receive a strong referral to the contact in the Human Resources Department.


The Quick Sale

• Introduction Quickly disclose the reason for your call. Tone and pace is very important in this portion of the

call. It is good to repeat the person’s name as a pattern

break and to make sure that you have the person’s attention.


Overcoming Stereotypes

• The decision maker will, in most cases, come to a conclusion and possibly form a negative stereotype about how the conversation is going and will go.

You are going to waste their precious time with a boring conversation that you should really be having with the Human Resources Department.

• In order to overcome these stereotypes you must address them quickly and directly.


Value Proposition Statement

• In a couple of sentences, you must be able to provide a summary of your applicable job experience while simultaneously sparking the hiring manager’s interest.

• Focus on what differentiates you as a candidate and address how those unique qualities translate into added value for the company from day one.

• Note: Before you go into your proposition statement, verify that you are speaking with the right person.


Go for the Close

• Should come directly after the value proposition statement.

• Suggest that you can drop off your resume in person so the decision maker will have it for review.


Building a Relationship

• Refers to a situation in which you have identified through research that a particular organization is going to be growing in the near future and may potentially be hiring.

• Some slight variations from the quick sale approach.


Differences in Relationship Development

Call• Demonstrate your Expertise replaces Value

Proposition Statement.• Goal is to establish yourself as an expert in

your designated field and someone who’s main objective is to grow your professional network.

• Tip: Say that you are gathering information for a project that you are working on.


Differences in Relationship Building Call

• The close in a relationship building call is aimed at setting up a lunch meeting or another phone call during which you can further build rapport.

• The initial conversation is the first step in a long process.

• Tip: When attempting to set up meetings, the more specific you are the better. A rule that is used in sales is that the decision maker will respond within the scope you designate by the question.


Follow Up


Follow Up

• Demonstrate through your follow up actions that you are motivated and proactive.

• Not receiving a call back doesn’t mean there’s no interest.

• Decision makers and hiring managers expect you to follow up.

• Follow up method: Alternate call and email Once a week for three weeks


Any Questions?


Interview Coaching


Interviewing in Today’s Job Market

• Companies seem to be placing more emphasis on the short term.

• What can this employee do for me today?• Due to the candidate-saturated market,

companies are not as focused on training.• How can you affect the bottom line?


Stay Positive

• Remember, the prospective company would not have called you in for an interview in the first place unless your work history and skill set was a potential match for the position.


Understanding the Different

Types of Interviews• General Screening

Interview

• Selection Interview


General Screening Interview

• Typically conducted by an individual from the Human Resources Department.

• The main goal of this interview is to assess whether you meet a certain minimum qualification level for the position.

• Interviewers can only screen you out based on your qualifications. They cannot offer you the position.


Selection Interview

• Typically, this is the second interview in the interview process. It is usually conducted by the hiring manager for the position and your potential future boss.

• The main goal of this interview is to select the best person for the position.

• These interviews are usually more personality and situational based, and are intended to determine what kind of employee you will be.


Research the Company

• Where? Company website Google News Search Search blogs to find out

what current employees are saying about the company


Research the Company• Do you fully understand the company’s industry?• Do you know what the company’s leading products

and/or services are?• Are you familiar with all of the basic company facts:

size, employees, public/private, mission statement, etc.?

• Do you have a general understanding of the company’s structure?

• Do you know if the company is growing?• Do you know the latest news about the company?• Do you know company’s overall reputation?• Do you know the company’s competition?


Review Your Resume

• Know your resume like the back of your hand!

• Be able to account for any gaps in employment.

• Have legitimate reasons for leaving all previous companies.

• Don't discuss negative issues regarding past employment.


Gaps in Employment

• Gaps in employment jump out as red flags to prospective hiring managers.

• Under normal economic conditions, when an individual is out of work for a long period of time, the problem becomes a question of whether the candidate lacks certain skill sets, or has poor presentation and attitude. The gap is no longer explained away by “lack of opportunities.”


Reasons for Leaving

• The past predicts the future!• You must have legitimate reasons for leaving

every place of employment on your resume. • In this candidate-rich environment, you

cannot afford to place any doubt in the hiring manager’s mind about your work ethic or loyalty.


During the Interview


Tell Me About Yourself

• Have a strong “commercial” about yourself memorized and rehearsed so you can deliver it with confidence. Remember to touch on all important aspects of your qualifications in relation to the position you are seeking.


General Interview Tips

• Practice good communication skills. Present yourself in a positive and confident

manner. Offer a good handshake. Speak clearly and effectively. Listen attentively and maintain eye contact.

• Dress appropriately.• Don’t forget your resume.


Interview Tips…Continued

• Be punctual.• Don’t try to fake it.• Never discuss negative issues regarding your

past employment.• When discussing previous job responsibilities

with a potential employer, remember to be targeted and focus on position specific skills and accomplishments.


STRENGTHS

• How can you positively affect their business and bottom line?

• Avoid being vague or unspecific.

• Use solid, tangible examples for each strength.


WEAKNESSES

• You should, once again, avoid generic terms such as: perfectionist.

• Remember no one is perfect.

• Turn your “weakness” statement into a hidden strength.


Common Questions to Be Prepared For

• There aren’t usually that many variations of general behavioral based interview questions.

• As a result, your answers should be fresh in your mind as you go into the interview.

• The candidate who does his homework will usually walk away with the position.


Behavioral Interview Questions

• These questions usually start with phrases such as, “Tell me about a time when….,” or “What would you do if….”

• To answer these types of questions, communicate a story or example from your previous employment that is relatable and had a positive outcome.


Questions to Ask


It’s not what you are selling,

it’s what they are buying!Examples:• What is the most important quality you are

looking for in the ideal candidate for this position?

• What value are you looking for this new employee to add to your company?

• What is the most difficult part of this job?• What do you like most about this company?


Closing the Interview


Closing the Interview

• Always wait for the interviewer to close the interview.

• Demonstrate clear interest in the position.


After the Interview

• Hand write a thank you card and leave it with the receptionist.

• An email also works well: Summarize your skill set and focus once again on

how you are a good fit for the position. Re-address any areas of concern that may have

arisen from the interview.


Any Questions?


Break


Customer Placement


Skill Marketing


The A-Player

• Top 10% of workforce

• Candidates companies want

• Rarely unemployed

• More easily placed

• Stay employed longer and contribute more

“Someone in the top 10% of available talent for the compensation level.” – Topgrading, Brad D. Smart, PhD.


Why Is the A-Player Important Now?

• Businesses are looking to do more with less

• A-Players are 40% more productive

• Their qualifications rise to the top

• They require less coaching


Identifying A-Players

• Quantifiable, tangible, and factual accomplishments

• Their qualifications will have an immediate impact on the company’s bottom-line

• They have unique qualifications that make a strong value proposition


Drawing Out Value

• Ask Customer, “If I presented you to my client and they asked why they should interview and hire you. What three things could I say?”

• How can you quantifiably, tangibly, and factually back those things up?


The Targeted Strategy


Orange CountyGrowth Clusters

• Finance & Accounting Analysts Credit & Collections

• Healthcare Nursing Biotech & Pharmaceuticals

• Information Technology Network Systems Communications


Playing in Your “Sand Box”

• Develop a position pipeline in growth industries and clusters

• Develop a “virtual bench” of A-Players that match that pipeline


Pre-Call Planning


Pre-Call Planning Saves Time

• Before you call a company to interview a customer, take some time to plan.

• Understand the company’s needs.• Understand the company’s motivations.

1) Save Money2) Save Time


1HxP = 3H(s)

• For every 1 hour of planning you save 3 hours.• Case Managers and Business Development

Managers: take an hour a day to plan which job opportunities and which customers you are going to match up, and focus on the most likely opportunities first.

• In avg. 8-hour day, there are 4 blocks of productivity: 8-10am, 10-12pm, 1-3pm, 3-5pm, (mgrs) 5-7pm, 7-9pm.


Making the Match


Matching Job Description

with Customer QualificationsBlack & Decker Staff Accountant

Job Description

• Reconcile and analyze selected general ledger accounts and subsidiary ledgers.

• Inter-company account reconciliations with U.S. and International affiliates.

• Cross-train with other team members to understand key processes including: use of MFG/Pro, Hyperion, Corporate tax reporting, regulatory reporting and reconciliation with affiliates.

• Work with Black & Decker Corporate Finance to understand and record the following types of charges: insurance, taxes, and payroll and legal fees.

• Work with various functional teams to drive process improvements.

CustomerQualifications

• X amount of years exp. as staff accountant doing reconciling and analyzing general and subsidiary ledger accounts (domestic & international) for manufacturing firm.

• Certified in corporate tax reporting and Hyperion.

• Selected numerous times by CFO to participate in corporate task force and project teams to drive process improvements.

• BA in Finance from Wharton School of Business.


Via Telephone

• Introduction and Objective: quickly establish the purpose of the call.

• Value proposition: (candidate’s qualifications) IT’S FREE

• Focus on Next Step: appointment/interview


Via Email

• Introduce yourself and quickly establish the purpose of email.

• Insert value proposition (candidate’s qualifications) and that service is free

• Focus on objective of setting appointment and/or interview


Customer Presentation Scripts

(By Telephone)

“Hi (insert their name), my name is (insert your name), I am calling with the Orange County One Stop Center. We are a public-private agency that connects job seekers with employers, free of charge. I understand you have an open position for (insert position), and I have a candidate with sizzle, sizzle, sizzle. Where are you currently at with that position?

“Great, I would like to set up a time for you to meet with this candidate. Why don’t we first schedule a time for us to meet, and I can set up 2-3 interviews for you while you are here.”


Customer Presentation Scripts

(By Email)

“Hi (Insert their name), my name is (insert your name) and I am with the Orange County One Stop Center. We are a public-private agency that connects job seekers with employers, free of charge. I understand you have an open position for (insert position). I have a candidate with sizzle, sizzle, sizzle.

“We have one of the largest databases and networks of available talent in Orange County, so we can save you considerable time and money you’d otherwise spend on recruitment. I am also interested in learning about other positions you are trying to fill so that we can connect you with our available and pre-screened candidates.”


No More To Do’s

• When calling businesses don’t give them additional to-do items. It slows down the process

• Businesspeople are busier than ever

• Makes the other party (subconsciously) resent you for taking up his or her time


The Key to Every Call

• Keep the introduction short

• State your objective• Offer maximum value

with a value proposition statement

• Suggest next step


Overcoming Objections

• Understand what the objection truly is

• Understand where the objection is coming from

• Agree with the client, don’t cut them off, or say “but”


Overcoming ObjectionsObjection

1) We already filled that position.

2) We don’t use outside recruiters.

3) We are working with another agency.

Rebuttal

1) That’s great. What other positions are you hiring for?

2) That’s exactly why you should work with us. We’re a free candidate-referral service with hundreds of available candidates.

3) That’s exactly why you should work with us. We partner with many of the top staffing firms, referring free candidates to them all the time!


Referrals Makethe World Go ‘Round


Importance of Referrals

• Provides immediate pre-qualification

• Transfers value from the person who gave the referral to the referred

• Lowers the defenses of the client

• Turns cold calls into warm calls


How to Get Referrals

• Deliver unmatched value Under-promise and over-deliver Throw in a little extra

• Ask for these three things:1) Feedback: How did I perform?2) Contract: When can we move forward?3) Referral: Who else should I talk to?

• Call References


Relationship Building &

Management


Work the Circle

• Customers turn into clients

• Clients turn into customers

• Offer every individual the same amount of value


Stay in Contact

• Monitor companies’ hiring patterns using job alerts

• Use social networks and Web2.0 Facebook and Twitter

• Contact to offer value not take value Birthdays Handwritten notes


Role Playing


Summary

• Candidate-Centric Model• Career Mapping and Planning• Personal Branding• Resume Coaching• Networking and Social Networking• Job Search• Interview Coaching• A-Player Placement• Relationship Development


Any Final Questions?

LaunchPad_OC One Stop Staff Training

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Transcript of LaunchPad_OC One Stop Staff Training