Presented by Don Weintraub

ExecuNet Managing Director

Career Strategy Group

You need a Job Search Strategy and Plan (both Push and Pull) that includes the following to “GET IN THE DOOR”:

1. A compelling Personal Brand and Personal Value Proposition (Must be able to clearly communicate both.)

2. A World-Class, Accomplishment-Focused Resume to capture a reader’s/interviewers’ attention in 10 seconds or less.

2a. Additional Collateral to use when interviewing/networking.

3. Networking—Particularly with “Key Connectors.”

4. Attracting and Engaging Recruiters and Hiring Managers.

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And to “STAY IN THE RUNNING” requires:

5. Becoming Highly Skilled at Interviewing, Advancing, Negotiating and Onboarding.

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The “Job Search Process” is a Marketing and Sales Process with one winner and lots of second place finishers.

Our research tells us that to be considered/to make the short list, you must first capture a resume/profile reader’s attention in 10 seconds or less.

To capture the resume/profile screener’s attention requires a short, impactful, eye-catching Personal Brand Statement and a compelling Personal Value Proposition (plus some other stuff.)

Most job candidates are unclear about what makes them unique and therefore, can not articulate a compelling Personal Value Proposition.

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If a recruiter called you this afternoon, how would you answer: “What makes you stand out from your competition?” or “If we hired you, what unique value will you bring to this role that others can’t?” ◦ Most ExecuNet Members I speak with would answer that they’re strategic; effective

team leaders; who help to grow companies; and deliver impressive results.

◦ If that’s the case for so many of you, do these factors really distinguish you from your competition or do you need to be thinking differently?

◦ And to make matters worse, most of what you share when I ask doesn’t even appear in your collateral—at least not as effectively as you verbalize it.

In truth, over 80% of the executives with whom I’ve spoken need help defining their personal brand and/or value in writing and verbally—but aren’t aware before our conversation.

So here come some thoughts to help guide your thinking—

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Finding a new job is a “competition” that usually has just one winner. You need to market and sell yourself if you want to be the last candidate standing. SO, figure out:

◦ What you’re counting on to win?

◦ How you’ll stand out from your competition?

◦ What you’ll bring to this job that others can’t or can’t as well as you?

And make sure:

◦ It’s more about who YOU are than just your previous jobs (that info should already be in your resume.)

◦ If you don’t know your Personal Brand and Unique Value Proposition, that you get help figuring it out. Otherwise, how can you possibly write an effective resume, network or interview?

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John Smith… SOLUTION-FOCUSED TRANSFORMATIONAL LEADER

Mary White… BUILDING ENDURING CUSTOMER PARTNERSHIPS AND LOYALTY

Carla Gray… CONFRONTING BUSINESS CHALLENGES OTHERS WON’T

Don Weintraub… DELIVERING CONSTRUCTIVE CANDOR

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Global, Innovative and Tenacious Marketing and Business Development Executive with a talent for assessing market needs building trust and delivering innovative solutions. Leverage marketing, sales, engineering and emotional intelligence expertise to effectively partner with engineers, marketers, customers, and C-level executives. Triathlete, long-distance cyclist and continuous learner who energizes teams and fosters a culture of commitment.

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Innovative, Collaborative Consumer Products Finance Leader, Business Partner and Trusted Advisor with an impeccable track record for transforming worldwide accounting and finance operations to achieve company goals, strategy and P&L. A West Point trained leader with a reputation for being results-focused and decisive under pressure. Extensive experience across start-ups, turnarounds, M&A and high-growth operations. A student of Renaissance Art, a collector of rare maps and an avid baseball fan—go Cubbies!

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To effectively compete in today’s highly competitive job market, you need a world-class:

◦ Resume

◦ Interview “Leave Behind” (ValuGraphic)

◦ Networking “Handout” (Networking ValuGraphic)

◦ LinkedIn Profile

◦ ExecuNet Profile

◦ Set of Cover Letters

◦ Set of Outreach Email Correspondence

◦ And in some cases, a one-page Bio

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In our annual research, resume readers (Recruiters and Hiring Managers) tell us they’re initially looking for four pieces of information—an Executive Summary— (placed above your Experience Section):

1. Your name, an “Executive Brand Statement” and how to contact you

2. A “Value Proposition” that describes your uniqueness and what you’ll bring to your next role (think of it as a “Brand Promise”)

3. Four or five accomplishments with metrics (proof that you’ve delivered this before)

4. Twenty+ competencies/key words

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Accomplishments with Metrics Examples Reduced breakeven level by 26% and grew market share from

8% to 15% in 18 months.

Within two years, converted automotive aftermarket supply company with 20+ years of losses into a company with a 10% profit margin.

Reduced overall pricing risks by over 90% by improving areas

of unit cost analysis.

Returned a $300M healthcare and liability claim management business to profitability.

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Example 1 • Strategic Analysis • Strategic Planning • New Business Development • Sales | Marketing • Client Relations • Training | Mentoring • Crisis Management • Program Management • Vendor Management • New Product Development • Major Account Management • Mergers | Acquisitions | M&A

Example 2 • Global Leadership • Profit | Loss | P&L • Budget | Budgeting • Cross-Functional Teams • Team Leadership • Board-level Presentations • Strategic Planning • Lean | Six Sigma • Public Relationships | PR • Mentoring • HR Management • Global | International

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The top summary section of your resume should be like the inside jacket cover of a book or the coming attractions for a movie.

The “Professional Experience Section” is your actual story at work. It should include the following information for each job:

• Company name, what the company does and dates of employment

• Your title and responsibilities (with dates for each role)

• What was going on in this company that got you hired

• What you did to address the needs you encountered

• What you accomplished (with metrics) during your time in this role/company (your legacy)

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DON’S PHONE CO. – The world’s first truly global communications solutions provider, with the most complete end-to-end portfolio of solutions and services in the industry.

REGIONAL SALES VICE PRESIDENT, Exeter, KS 2009 – Present

Don’s Phone Company’s Spirit account had been in decline for several years, and the company was seeking to reverse this negative revenue trend.

Selected to lead Spirit turnaround due to prior success winning new business and growing sales

with existing customers. Managed account executives and technical resources focused on selling a broad telecommunications portfolio to Spirit. Developed pricing and negotiating strategies for large and complex business deals addressing customer's business imperatives.

• Captured $140M in revenues in the face of account’s declining budget by penetrating new technology areas and offering new products and services.

• Reduced budget 45% and raised efficiencies 25% in part by altering Wired Switching Account strategy. Created a plan to cut switches 50% and costs $300M.

• Revamped a 20-market transport solution business model that yielded $11M in initial and $50M projected annual operating savings.

• Mentored team on selling turnkey services and increased sales 15%.

• Enhanced forecast accuracy 60% by simplifying process.

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The interviewer has your résumé before you arrive. What will you use during the interview and/or leave behind after the interview?

If you go to a conference or networking event or to meet for

coffee with a recruiter or former colleague and you ask them to help with your search, what collateral will you leave with them?

Will this collateral help them to remember specifically what you’re looking for?

Different situations call for different collateral to address

different marketplace/individual needs and expectations. A resume is no longer enough!

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You want to “be memorable” during networking opportunities. In group networking situations, you need to stand out and provide information for others to share on your behalf. To do so effectively, you should:

• Include a picture to make it easy for others to remember you.

• Distinguish your brand. Tell your story to stand out from other participants.

• Deliver a “wow factor” when someone asks you for collateral.

• Appeal to visual learners.

Remember, advancing in a search/getting a new job requires that you continue marketing yourself until you’ve accepted a written job offer.

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At the salary level of most ExecuNet members, less than 12% of all available jobs are publically posted. If your search is largely based on using job boards, you’ve diminished your chances of finding a new job by plus or minus 90%.

You need an effective Pull Strategy to be found. This requires “key word optimization” on sites like ExecuNet and LinkedIn in both your resume and profiles.

In addition, your web-presence on ExecuNet, LinkedIn, Google, personal web sites, etc. must communicate a consistent image and message with your resume. Have you assessed your online image?

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You need to be comfortable Networking:

• With people you know and those you don’t

• One-on-one and in groups

• Face-to-face, by phone or virtually

You need to have a 30-60 second “Networking Pitch” (based on your unique Value Proposition) with which you’re comfortable and fluent.

You need a “leave behind” that will help you to standout and to be remembered specifically for the next role you’re seeking.

The more “Key Connectors” you have, the easier your search will be.

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It’s not like it was 20, 10 or even 5 years ago when recruiters returned calls and were happy to chat with you.

Recruiters focus on filling jobs - not collecting resumes and candidates or helping callers—especially strangers.

Sharing poor collateral guarantees a “no response.”

Being “hard/impossible-to-find online” guarantees fewer, if any, unsolicited calls about open jobs. ◦ Are you easily found for the job you’re seeking?

◦ Do you even know?

◦ And if you’re not easily found, do you know how to fix it?

The best way to get the attention of a recruiter or hiring manager is through a personal introduction.

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Interviewing

• There’s a “Before, During and After” to interviewing.

Advancing

• Like in a selling situation, your goal is to advance, make it to the “finals” and be the last candidate standing.

Negotiating

• There’s always room to negotiate.

• If you don’t ask for it now, you’re unlikely to get it later.

Onboarding

• Spend your first few weeks behaving like a consultant. Gather data, learn the company’s “get ahead norms/sacred cows” and determine who you can trust. Then discuss your plans for change.

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More often than not, you become your own worst enemy. Finding a new job is hard enough. Don’t make it worse for yourself by assuming:

• You’re too old and no one’s ever going to hire you.

• Your old resume, updated with your latest job, will work in this job market.

• That if you get in the door, you will get the job. You need to plan for and practice interviewing to defeat your formidable competition.

• All you need to do is apply to postings and you’ll have a job in no time.

• All you need to do is tell your network you’re available and they’ll remember to help—weeks or months later.

• You can search a couple of hours a week and find a job in no time.

• You don’t need professional help/coaching in this process. Since it’s unlikely that you’re an expert in finding unpublished jobs, writing resumes, LinkedIn’s algorism or engaging recruiters, find someone who is… and get help.

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If you’re currently earning approximately $156K a year, each additional week of unemployment is costing you $3,000. At $208K, it’s $4,000 per week…

Reducing your “Time-to-Reemployment” by a week or two or ten is like adding real money to your newly negotiated package.

It’s in that spirit that ExecuNet offers these Master Classes and an array of fee-based Career Collateral and Coaching Services. For inquiries - http://www.execunet.com/events?id=10481

I hope your time was well spent. Please fill out the evaluation and best of luck with your search and Happy New Year.

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