Your Network Is Fragile: Handle With Care!

I awoke this morning to find an email from my friend and associate, Bill.  He recently accepted a job as a Chief Marketing Officer, (CMO) and will be relocating to the frigid north within the next six weeks.  The CMO position carries a big risk of short tenure/high turnover, so I am sure that Bill received an offer he couldn’t refuse.  He suggested that we get together for a Cigar and Whiskey prior to his relocation.  He also asked about continuing his membership with my networking group as he feels unable to make a meaningful contribution.  Bill’s question is common for people that have landed full-time employment.  I hear it often, especially from Baby Boomers.   I happily accepted his offer with plans to answer his question while indulging our favorite pass-time.

During my 20 years as an Executive Recruiter, I’ve seen a vast number of my peers lose their jobs and high salaries to be thrust into the job market. They weren’t ready to retire, maybe they couldn’t.  They may have had the benefit of an out-placement program, which is a good thing, but often they didn’t.  They got to work on their job search. They updated their resumes, bios, LinkedIn profiles, and other collateral material. They became reacquainted with online tools to research prospective companies and seek opportunities. They may have joined a networking group or two. Some even took to blogging.  

They faithfully executed of their plans, scheduling coffee meeting after coffee meeting and attending networking meetings. Their job search may have lasted six months, nine months, or sometimes over a year. Eventually they reconnected. They found a job that met their requirements and went back to work.  Life was normal again.

They didn’t care for unemployment, so they worked hard to ensure success at their new jobs. They invested extra time and effort on behalf of their employers. Before long, they had little free time available for networking.  That’s where their problems began. As they backed off their networking activities, their networks began stagnating.

But that’s not the end of the story.  Often, I saw those same people starting a new search, sometime within months, often within a year.  It is happening more frequently today. In some respects, a short tenure may be a blessing in disguise. It probably means that one’s network is still intact, available to be resurrected without much effort. That may be something of a paradox.  Unfortunately, the longer one is gainfully employed, the greater the likelihood their network will wither and become unproductive.

Job tenures are getting shorter and shorter, especially for Baby Boomers. The labor market is more volatile and dynamic than ever.  Today, a two-year tenure is the norm for a baby boomer’s next job. In many respects, two years isn’t that long. However, it is long enough to render one’s network so unproductive that significant time and effort is required to re-energize.   The market is dynamic. It continues to change.  Without constant attention the value of your network will become a diminished asset.

My recommendation is to reserve enough time to maintain and enhance your network when you find your next job.  Try to remain active with one or two networking groups to maintain your skills.  Professional Associations rank high with me as they offer professional development as well as networking opportunities.  If possible, seek out leadership roles to further enhance your visibility and resume.  LinkedIn should remain a high priority.  Make sure that your profile is always current, especially your contact information.  Engage with one or two groups, commenting on posts, and consider creating original content for publication.  Finally, be a resource to other job seekers by accepting their meeting requests.  

It’s a bad idea to stop networking after landing your next job!  It is a fundamental mistake I frequently encounter with job seekers.  Your network is a major asset, but it’s fragile.  Handle with care!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

New Year’s Resolutions – Seriously!

It’s that time again. A new year. The hope for new beginnings.  Time to make New Year’s resolutions.  Is this really meant to be a serious activity? I wonder.   Many take it as a joke while others see it as an important opportunity. I suppose it depends on the individual.  The most ubiquitous goals seem to be about our personal health and well-being. Usually, that means losing weight and going to the gym.  As I recall, fitness center memberships always spike at the beginning of the year, then taper off throughout the year.

The genesis of creating New Year’s resolutions goes back, at least 4000 years to the Babylonians.  They celebrated the New Year by pledging loyalty to their King and promises to the gods to repay their debts.  If they faithfully fulfilled their promises, they expected to receive favor from their gods.  The Romans, and Early Christians had similar traditions.  Today, it is largely a secular practice.  Approximately 45% of Americans make New Year’s Resolutions, with an 8% success rate.  

Making New Year’s resolutions is easy! I do it every year. Accomplishing my resolutions, however, requires effort.  I was curious to know how others view New Year’s resolutions, so I polled my colleagues on the subject, which I recapped in the following paragraphs.

Don told me, “The only New Year’s resolution that I’ve ever been able to make and keep (so far) I made 35 years ago, and that was not to ever make another New Year’s resolution. All kidding aside though, as each year passes, I find myself reflecting on who I am, what drives me, and how I can grow a stronger servant spirit to those I interact with. Therefore, I’d say that an ongoing resolution is to strive to be a better person, to realize & attempt to improve on the areas I fall short, and to always remain open to opportunities to utilize my life experience to help others whenever and wherever I can.” 

Sue said, “My POV may be a bit different than others as well.  I tend to take a more philosophical approach vs. the bucket list…So, it’s more of an inventory of “what really matters? and structuring strategies to get there” and the tactical issues tend to fall into place.  With so much (and needed) focus on Leadership qualities and when put into practice the potential positive impact on the lives of others, this approach resonates with me.”

Don and Sue believe in big general goals.  Their interest is focused on affecting the lives of others. They understand the need to create specific tactics to achieve those broader themes.

Mark wrote, “Life is an ever-changing beautiful puzzle. The best way to make your wonderful life puzzle is to visualize your wanted future experiences and share them with others so they can participate and improve them with you. Setting temporary resolutions or goals may be the wrong puzzle pieces to build your better life. See bigger than simple puzzle pieces for your life. At work, setting goals for projects is good. But for life, goals are too small and rigid. Be flexible and evolve your life puzzle picture.”

John told me; “January 1 is the milestone to turn over a new leaf, go forward with that idea that’s been stuck in your head for months, lose the bad habits that are keeping you down.  Don’t listen to the naysayers that don’t believe in resolutions. I say even if it fails, at least you’ve given yourself an opportunity to feel optimistic, good about yourself and belief in your future. And from there, on to the next resolution, do your best to make it stick. Write it down, tell someone, make a daily commitment to remind someone what your goals are. Find daily quotes for encouragement, “even if you don’t feel like it, get up, dress up, show up and never give up”

Mark and John are serious about creating bold Resolutions.

Richard is focused on execution. “Format your New Year’s resolution in terms of a SMART goal. Especially the part about measurable and time bound.  Share it with friends who you will want to know how you’re doing.”

Eric has a tightly focused Resolution.  “As I mentioned, my New Year’s resolution is to focus on effective communications.   As the old saying goes, tis better to remain silent and be thought a fool, then to speak and remove all doubt.”

Personally, I like to fast forward 12 months to visualize where I want to be, then determine how to achieve that result.  For example, I want to become a more effective leader.  I plan to achieve this goal by listening more; to be more positive; and be more supportive in my personal relations.

If you aren’t serious about improving your situation, making New Year’s resolutions is pointless. If you are serious, it means replacing unproductive habits with productive habits.  In other words, creating new habits.  If you are reading this post, I am confident you are serious about action to improve your situation.

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is very important to me so; please leave a comment.

Jim Weber, Managing Partner

Josh Sweeney Presents to BENG Atlanta Chapter

Business Executives Networking Group


Josh Sweeney Presentation on Culture First Hiring

Josh Sweeney is an entrepreneur, business owner and company culture advocate that enjoys finding new and innovative ways help businesses build amazing company cultures. Outside of his time helping other businesses he serves as a board member for the Entrepreneur Organization’s Atlanta Chapter. Specialties Include: Company Culture, Hiring Process and Automation, Operational Enhancements. Linkedin

Josh Sweeney Presentation on Culture First Hiring

Monthly meetings are structured to help each member get the maximum benefit.

BENG Networking Meetings:

  • Are approximately two hours in length.
  • Are typically held monthly.
  • Range from 10 to 30 attendees, but average is 20.
  • A skill building presentation.
  • Allows each attendee 30 seconds to introduce themselves, talk about their background and expertise, and to present their Target Companies and networking needs.
  • Please bring business cards and your marketing plan if you have one.

Networking meetings provide members with an opportunity to sharpen their networking skills, meet peers from various disciplines and share business opportunities and job leads.

To register or for more information:

R.S.V.P required. For more information about The BENG, go to www.thebeng.org.

Josh Sweeney Presentation on Culture First Hiring

Holiday Networking Tips

It is Prime Time! The end of 2022 is upon us, and the celebration is beginning. You may be attending a lot of parties and networking events. In keeping with the season, it makes sense to offer some advice and guidance to ensure you have a productive month.

The Holiday Season is all about bringing people together. It is a time of celebration, reflection, and anticipation for the New Year. It’s a time for networking groups to schedule events to close the year. This month, you can meet people you want to add to your business network or social circle. These events are target-rich environments to identify and connect with influencers. Although each event will have a specific focus, you can exercise some leverage. In other words, social events can generate proper job-search connections, while professional networking events may result in social opportunities.

As you contemplate your calendar for December, begin with a plan. Determine what you want to accomplish this month. If you are between situations or looking to move, you may be looking for people to help you locate your next job. In this case, you should try to attend as many events as possible. Of course, you will necessarily want to prioritize your time for friends and family. Religious activities are an essential consideration. If there is a conflict, all things being equal, opt for the event that best supports your objectives for the month. In some cases, you may be able to attend multiple events, dividing your time between them on the same day.

Set a goal for each party! Begin with the guest list. Who do you want to meet? Plan to meet specific people who may be helpful. Learn who will attend each event and determine who you want to meet. Researching guests is a lot easier today, as more and more event planners are using online applications to manage attendance. Those applications will notify you as others accept the invitation, so you will know who plans to attend. Then, you can cross-reference individuals to their LinkedIn profiles.

Time is short. Be strategic! The objective is to meet influential people, gain their interest, and schedule a follow-on meeting. Make a good impression, so they will want to help you. Leverage your friends, family, and acquaintances to help identify these influencers. Ensure your elevator pitch and appropriate variations are well-honed and committed to memory. Bring business cards to distribute. Make notes on the back of each card you receive to send a personalized message. Remember, ask to schedule a meeting. Additionally, become connected to these folks on LinkedIn. Everyone is a potential lead to a job, so introduce yourself to someone new.

Stay focused on your objective. Your approach will differ depending on whether the event is business-related networking or more of a social event. If the event is for business networking, stay focused on business. If the event is a social gathering, be sociable. As you get to know the other party, there is nothing wrong with learning about their occupation, whether in a social setting or their interests, if at a networking event. Begin with casual conversation. Ask questions, including advice. Listen with interest. Stay away from religion, politics, or other potentially sensitive issues, unless you are talking with like-minded friends or associates

Here are some parting thoughts. Maintain a friendly, positive attitude and smile. You will attract more interesting people. Dress appropriately. You don’t want to stand out negatively. Eventually, most people will migrate in your direction. Don’t overindulge in food or alcohol. Remember to thank the host before leaving, and later, send a thank you note. Enjoy yourself; the Holiday Season can be a lot of fun!

Thank you for visiting my blog.  I hope you enjoyed my point of view and would like to receive regular posts directly to your email inbox. Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read. Your input is important to me, so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

 

Your Elevator Pitch, Part Two

Two weeks ago, I wrote about my preparations for our October monthly Members meeting and my plan for a contest to recognize the best elevator pitch. My objective was two-fold; to support our main speaker and put a spotlight on one of my pet peeves.  I wanted to ensure that it was fun, interesting, and productive for our members.  If they fail to see value in the meeting, attendance will suffer, and our Mission will be compromised. I was also interested in providing an effective introduction to support our speaker, Leslie Kuban, whose presentation was about selling to entrepreneurs.

 

I am pleased to report that the meeting was a great success! The contest for the best elevator pitch was well received and executed. Creating score sheets and ballots prior to the meeting saved time and improved the outcome of the contest.

 

The winner of the contest was Leslie Kuban, the guest speaker.  The attendees noted that her pitch was focused and interesting.  The discussion that followed was energetic, as the room was completely focused on the issue.  They understood the value of her message.  Winning the contest gave Leslie instant credibility in advance of her presentation.

 

At least one member suggested that every meeting should include a contest for the best elevator pitch. That is something to consider. I am pleased that I’m getting through to the folks, but I don’t know that a contest every meeting would have the desired effect. Possibly once a quarter would be a better compromise.

 

Leslie was energized when she began her presentation. Later that afternoon she called me to debrief. I told her I thought she had done an excellent job.  The presentation was well received, and the meeting was one of our best. She was pleased with my assessment and volunteered to participate further with our BENG Chapter.  Also, she indicated an interest in an affiliation with ITB Partners.  A twofer!

 

In the days following our meeting, I received an email from a member who was unable to attend the meeting. She is interested in crafting an effective elevator pitch, sending me a draft for my review and feedback. Frankly, she made an excellent start. The following day I provided her with my thoughts and suggested that we schedule a face-to-face meeting to work on a final product. We agreed to meet for coffee on Halloween.

 

In my earlier post, I discussed the difference between a positioning statement for a resume, and for an elevator pitch. The positioning statement on a resume, or a business plan, should be written in jargon relevant to the reader.   However, jargon for a target audience, may not be relevant for one-on-one personal discourse, especially for someone unfamiliar with your line of work.  An elevator pitch must be easily understood by anyone.

 

An effective elevator pitch goes together with networking activities. It helps recruit evangelists for one’s business, capturing their imagination so that they will spread the word.  As I mentioned in the prior post, a good elevator pitch is memorable, believable, and interesting.  It must make a lasting impression, which means it must make an emotional connection. It is a conversation starter, not the result.

 

As I consider adding value to our meetings, I’ve been giving a lot of thought to the subject matter and the type of presentation that will be best received. In pursuit of this goal, I’ve been spending a lot of time on YouTube, listening to speakers talk about the value of storytelling for more effective presentations. This seems to be the preferred style, for brand building, as well as speeches and business presentations. I like the concept, as stories tend to be more effective especially when they make an emotional connection with the audience.

 

In December I have a speaker scheduled for the Atlanta Chapter of BENG about developing more effective speeches. I am confident that we are on the same wavelength with respect to story-telling, but I plan to have a conversation with him to ensure that we are in sync.

 

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

Effective Networking Requires a Strategy!

Apple gave me a nice gift this week. Yes, I updated my iPhone and iPad to iOS 12 which I think is really cool, but that is only half the gift.  The upgrade helped me finalize the topic for my weekly blog post. Very nice of them I must say. To be honest, Apple gave me the “angle,” or focus on my topic. It’s still good. A good post needs to be a story with an interesting perspective.  The iOS 12 upgrade provided that perspective.
My last two posts spoke about innovative networking ideas so I needed a transition that would add value to that theme.  I had just completed my monthly update for ITB Partners and thought about recapping the productivity apps I had uncovered during the past few months. An article summarizing five productivity applications might be very interesting, I thought. Seriously though, who needs to take that tact when the iOS 12 update provided so many productivity-enhancing features. It did cause me to think about networking strategies, however.
Why talk about networking and productivity, one might ask? Good question! At a fundamental level, our most precious resource is time.  The way we allocate our time, our priorities, determines our ability to achieve our goals and improve our lives. Any tool or process which helps us become more productive is worth consideration.
Whether one is between jobs, actively looking for that next opportunity, or gainfully employed and building a career, nurturing relationships is important.  Networking factors prominently in either situation, albeit, networking strategies may be different. It’s about time. If you are gainfully employed you may limit yourself to a few regular group meetings each month.  They may be industry-specific, and/or occupation-specific, such as professional associations. You might also include a more personal interest group centered around hobbies, sports, or alumni chapters. In the course of regular day-to-day activities, you will meet people who can help you achieve your job goals and broader career interests. Even with these limited options, one must set priorities and budget their time.
If you’re out of work, looking for a job, networking is your job. You must meet people who can connect you to jobs, directly or indirectly. You may be interested in attending group meetings to develop and refine your job search skills. Professional development may take a backseat for a while even though industry organizations and professional associations can offer opportunities. The agenda for the meeting will be your guide to make those decisions.
Effective networking requires a strategy.  That strategy is derived from an overall job search plan. A good job search plan begins with a list of suitable employers to actively solicit.  It follows that an appropriate networking strategy would be to identify employees of those companies, who can connect you with hiring managers.
Internet-based tools should not be considered networking by themselves. LinkedIn and other social media is a great way to connect with people who may be helpful, but it is just a starting point. Your objective is to schedule face-to-face meetings where you can build a relationship by establishing your credibility.  Credibility leads to trust which gives your network confidence to connect you with other helpful people.
I am not a big fan of participating in networking groups specifically oriented to the unemployed. Unless those groups are providing useful job search skills training, networking with other job-seekers can devolve into a pity party. This is not good for one’s psyche. On the other hand, one should seek out groups that include the gainfully employed, who know of job opportunities, and those looking to hire someone with your credentials.
Use your time wisely.  Develop a networking strategy that supports your job search plan.  For one-on-one networking, seek out people connected to companies of interest to you. Remember networking is a two-way street. A ‘pay it forward’ mentality is required.   Finally, remember to thank your networking contact with a follow-up note.  It is a big thing!  If the contact is a coffee drinker, enclose a pre-paid gift card.  It is a little thing that goes a long, long way!

Thank you for visiting our blog.

I hope you enjoyed our point of view and would like to receive regular posts directly to your email inbox.  Toward this end, put your contact information on my mailing list.

Your feedback helps me continue to publish articles that you want to read.  Your input is important to me so; please leave a comment.

Jim Weber, Managing Partner

ITB PARTNERS

Jim.Weber@itbpartners.com

BUILD A TEAM TO MANAGE YOUR CAREER

“No man is an island” John Dunn. 1572 – 1631

Have you every heard an acceptance speech that did not recognize other people who had helped or inspired the honoree? Or, have you ever listened to an honoree who took all of the credit for their accomplishments; someone who failed to recognize that anyone else played even a small part in their success. It is doubtful that you have ever heard this kind of acceptance speech from a truly successful person. Everyone has a circle of friends and associates who can be helpful in their personal and professional lives. Successful people understand this dynamic and build a team to help ensure their success.

If you want to be successful in life you must have a good team as well. Frankly, you have not gotten to this point in your life without having some kind of a support group, your team. Friends and family have been there for you. It is likely that Members of the Clergy have been helping you. Teachers, coaches, and Professors from school have been guiding your development. If you have been a member of a Personal Interest Group, those members have been on your team. Professional Groups and Associations are a natural source for support. Your College Alumni Association may be your most important career resource. You may not have given it much thought, but you have been a part of a team your entire life. Now you must think about managing your team for success.

You already have a team in play. It is probably composed of like-minded people who share a common bond. Hopefully, you have surrounded yourself with people who are looking out for your best interests and want to help you achieve your goals, your team. Throughout your career, you will need to manage your team. It must be maintained and nurtured, to grow. The composition of your team will change over time as your situation and goals change and evolve. Your job is to seek out and recruit people you want on your team, especially mentors. Build and maintain those relationships. As a member of your team, it is also your responsibility to help other team members achieve their goals. Make sure that you know how to help them, and they know how to help you. To build and expand your team you must learn to network, network, and network. You may want to think of yourself as a talent scout.

So, what is a network and what is networking? Think of your Team as a network. Networking then, is the recruiting and selection process required for team building. It is about the pursuit of people you don’t know, but need to know. Suppose you want to do business with XYZ Company, but don’t know anyone at XYZ. Cold calling is always an option, but business works best on a referral basis. We are more willing to talk with and listen to strangers if they have been referred to us by someone we know and trust. In effect, the trust and respect we have for the referring person to a large extent is passed on to the referral. So networking becomes more effective and less time consuming; more efficient.

If you want to get to know someone at XYZ Company, the first thing you will do is canvass your network, your team, to see who knows someone at XYZ. It is very likely that someone in your network has a good contact for you. In fact, it is even more likely that more than one person in your network has good contacts at XYZ.

Why is networking so important? First you must understand that business is a human endeavor. Companies are social institutions at their core. Sure, they exist to deliver a product or service and make a profit; but the institution is still comprised of people helping other people improve their lives. Relationships are vital in business just as they are in ones personal life. If you are to spend eight hours a day at work with other people, then you had better enjoy their company. People tend to work with people they like and trust. If you want to add another person to our network you should look to add someone whose company you enjoy.

Networking is a natural social phenomenon. It is fundamental to social transactions, including business. It is a widely accepted practice among professionals as it taps into the normal ‘give and take’ among peers. It is without a doubt the most effective way to tap the market, increasing your contacts geometrically. In short, networking is what people do. My advice is to network with a purpose. Remember though, networking is a two way street. You must reciprocate with people on your team.

Now you know that you must have a team behind you to help you reach your career goals. And, you understand that networking is an effective way of building and nurturing your team. The next question you should ask is; “who should be on my team?” Good question! The answer depends on what you are trying to achieve. If you know your near term career goals, then you will know the kind of people who will be helpful to achieve those goals. If you know who will be helpful, it is easy to figure out where to find those folks. That may be a good topic for my next article.

Building a successful career requires a support system. This system is actually a group of people, your team, who are interested in you and your success. Building an effective team does not happen by chance. You must be proactive in developing and nurturing your team to optimal effect. Build your career by building an effective team. Ensure that your team knows how to help you.

Validation is a good thing!

Last week I closed the first client for my new service, providing support to professionals looking to start a Consulting Practice or some form of self-employment. I had helped Bill improve his resume and bio last year and made some networking introductions that will prove helpful as he reconnects with the employment market. Now, Bill has asked that I help him develop a Website to feature his consulting practice. This is just the kind of validation I need to build my practice and add a new source of revenue.

Although I helped Bill with his resume, creating a Website is very different. Of course, Bill’s resume and bio will be important elements in establishing his credentials, the website will need to be more strategic in nature. I have an ideal partner to help with the technical side of this effort. Brownell Landrum, owner of CoCreateAWebsite.com will register the domain names for the clients, help them with graphics and formatting, and train the client on the use of their web-mail accounts. She does a great job and is very affordable.

My initial contribution to this process will be to help Bill craft a positioning statement that is clear, concise, and compelling. It must be effortless for the viewer to “get it1” They must be able to read his positioning statement and understand immediately how Bill can be the solution to their problems, or not.

Building and validating a positioning statement is always a good exercise for businesses and the self-employed. Becoming clear about one’s target market; the problems they need to fix, and the methodology one will bring to the solution set creates a foundation that helps to ensure success. This strategic position statement or mission will give the concept a road map to make best use of their resources to build the business. From that statement the Consultant will be able to outline a process to help the prospective customer understand how the work will be accomplished and the anticipated benefit to the prospective client.

Now, for the caveat. Although I am a firm believer in the effectiveness of building a plan and working that plan; I would never underestimate the power of the market to validate business strategy. If you talk with any successful consultant or small business owner they will understand this point immediately. We have all been “mugged by reality” while growing our businesses. Oftentimes the market doesn’t behave the way we expect, notwithstanding our research.

A good example, one that I have seen too frequently, is the fledgling Consultant who starts a business to bring Fortune 500 business planning Skills to small companies. This seems to fail for every one of these people. It isn’t that small businesses don’t need good planning systems, they do; but they usually have more pressing issues, sometimes as fundamental as survival. And generally, funding is tight. If a small business person were to hire a consultant they would be looking for an immediate multiple cash on cash payback. Strategic Planning is by definition a long term proposition. For many small businesses, getting a budget in place is a major accomplishment. Ultimately, the new Consultant will either go back to work for another employer or adapt to the needs of the market. Some focus on providing project support to larger companies or focus on smaller projects with smaller to midsized companies. The point is; to survive, you not only need a plan, you need to know how to adapt if the assumptions underlying your plan are not completely accurate.

The successful business person recognizes the need to build flexibility into their plan. To some degree, every plan should contain an opportunistic element so long as the opportunity is within the Consultant’s skill set and capabilities. In my Executive Search Practice, I am always looking for opportunities to expand my client base by moving into adjacent segments. A good example is in the area of Franchise Development. Although most of my placements have been in the Food and Beverage Arena, not all of them have been, or need to be. I have placed many Franchise Development people for restaurant clients who could be as successful selling other franchise concepts. The same could be said for Marketing Professionals and Advertising Agencies, Finance and Accounting professionals and other professionals to other Service segments.

I am also looking for new customers or segments which can benefit from my skill set. Offering services to people venturing into self-employment may be a viable addition to my practice. My research to date seems to support this need.

So, it is important to be customer-focused in the presentation of one’s positioning statement, but one should not lose sight as to how ones capabilities and services can benefit other customer groups. It is important to know and understand how one’s skill-set can be applied to solve problems for other possible customers. This is my primary objective for Bill; to establish a solid foundation with some flexibility to ensure his success.

Validation is a good thing! More and more candidates are getting it. I am trying to get a handle on this opportunity and generate some traction. But, if I can close one deal with one client in my target market, I am confident there will be others. I will keep you posted.

Do you really want to work here? Show me!

When a number of people tell you the same thing, at different times, unprompted, it might be smart to pause and listen carefully. Well, I had that experience last week while talking with more executives on the topic of getting noticed by hiring managers. My inquiry is pretty straight-forward. What does it take for a job seeker to break through the cluttered competition to make an impact on the hiring manager. Well, what I found may not be new, but the solution has a renewed interest. Now more than ever, hiring managers are keen to determine if the candidate really has a passion for the brand and the job. In other words, how motivated is this candidate to come work for me? Does the candidate just need a job; or does the candidate have a driving passion for this job?

Jim Lyons, a friend and candidate for a few of my search assignments, reminded me that it is important to him to know that the candidate has a serious interest in working for his company. By serious, he meant a passion for the brand and the product or service. One way that Jim judges this passion is by the amount of homework the candidate has done in preparation for the interview. “I want to see that they have reviewed our Annual Reports; 10K and 10Q; Franchise Disclosure Documents, and other information in the public domain. Do they understand our competitive environment? Do they understand our strengths and weaknesses? Do they know our goals and objectives? I want to know that they understand our situation. Does this candidate really want to work here?”

Obviously, one would expect that better preparation by the applicant, results in a better discussion and interview. Properly prepared, candidates are in a better position to ask relevant questions which help them validate their interest in the job. Even better, if the candidate understands the problems facing the company, and is in a position to offer solutions based on their experience, that candidate will rise to the top of the heap. So, preparation results in a better interview. It also sends a strong message to the hiring manager that this person has a high interest level in the company and job.

Later that week, I talked with Keith Lerme, COO for the café division (Starbucks) of Barnes & Noble. He told me that B&A has gone a step further and institutionalized some of Jim’s thoughts into their selection process. He told me that after candidates successfully complete a telephone screening interview they are invited to visit stores in their area and to report their assessment. This is a very revealing exercise which tells Keith a great deal about the viability of the job seeker. The candidates are encouraged to introduce themselves to store employees as job seekers interested in joining the company. They are encouraged to ask any question they deem to be relevant.

Keith said that most applicants prepare a two page summary of their visit. The best candidates make an extra effort. He told me about one lady who not only visited his stores but visited a number of competitors also located in the trade area. This candidate completed a 15 page report that addressed operations, marketing, and even the quality of the real estate. “It was not the kind of report that was appropriate to share with upper management, but it gave me great insight into her capabilities. It was a very good report. I really wanted to hire her, but she accepted another offer.” Clearly, this was a serious professional with a passion for the job.

The message is clear. If you really want to work for the company in question and the job in particular, you must show it! You must show a passion for the job. To sum it up:

  • Know your passion: Understand the kind of job that drives your interest and the environment that fits you best. If you don’t have a passion for the work, you are wasting everyone’s time, especially yours.
  • Be proactive. Use active investigation and analysis to open doors, get interviews, and gain a leg-up on your competition.
  • Do your homework. Don’t stop at the obligatory background investigation; understand the issues driving the company and how the job supports their goals and objectives. Demonstrate that knowledge in a tangible way at every stage of the selection process.
  • Better than just answering questions, demonstrating your work in a relevant context will be impactful and important to the hiring manager. It is so much better if your work is about the brand and job you seek.

Preparation is the key to any successful interview. Demonstrating your passion for the job is crucial. Showing your ability to understand the company’s issues and presenting your solutions will cinch the deal.

You Need a Website!

Last year, in my first column for my Alumni Magazine I wrote about my Top Ten Tips for a successful job search. I suggested that you (job seekers and career minded professionals) think of yourself as a product. Better yet, think of yourself as a brand. I also encouraged you to build a website to help employers find you and learn about your capabilities. Based on recent conversations with newly unemployed executives it is clear that I must give this topic more emphasis. Whenever I ask a candidate if they have their own website, I usually get a blank stare in response. Savvy professionals have their own websites. A career-focused personal website is an excellent way to promote you and your brand, further supporting your job search. If you have your own website presenting your professional credentials you will stand out among the crowd.

The ideal website domain name is your name or some close derivation thereof. Ideally, you want to own your name. Remember, you are a Brand. Your website must be professional, focused on your career accomplishments and your job search goals. Let’s be clear though, I am not talking about Face Book or My Space Accounts. Social media accounts have value, but are better suited to managing your network.

Doing background work for this article I did a simple Google search on the subject of building your own Website. It came as no surprise that there was a huge number of hits. Every ISP that I am familiar with offers the ability to create a personal website, usually at a very modest cost. If you are a subscriber to an internet account, the cost of a website is likely included in your subscription fee. Additionally, there are a number of low cost options for template-driven, do-it-yourself websites which deliver acceptable products at a reasonable cost. Some prominent web hosting services you should consider include GoDaddy; JustHost.com; FatCow; Yahoo; SuperGreen; BlueHost; Hostmonster; PowerWeb; HostGator; and Register.com.

I even have a personal friend who has developed a very creative do-it-yourself website product which I find very compelling. She offers affordable classes called “CoCreateAWebsite” which are a hybrid between doing it yourself and hiring a professional. She does the background and setup work (the hard part!), and you just enter and edit your content. You get a very professional, custom-designed website with a lot of flexibility and functions.

When developing a website to support your job search, there are a few items that must be included. Obviously, you want to display your resume very prominently, with the option to download. This is a common capability which adds value to your website. Other items you may want to consider are articles you have published, a sample of a project you completed, and letters of recommendation. I advise against posting references and their contact information as that is something that can be abused, to your detriment. But it is a good idea to put some quotes from others on your site – perhaps excerpts from your LinkedIn recommendations. Your contact information, especially a cell phone number and hyper link to an email address should be displayed prominently as well.

One of the best resources I can recommend is LinkedIn. The basic service is free, so even if you have your own website, you should still have a LinkedIn account. LinkedIn is the ideal multi-purpose tool for conducting your job search and building your career. LinkedIn gives you the opportunity to display your resume in as much detail as you like. You can also secure and display recommendations from colleagues and past employers. Use its services to the fullest.

Some other features available through LinkedIn include:

  • Links to websites and blogs
  • Participating in interest groups
  • Search functions to find people and companies
  • Search Job postings
  • Networking with colleagues and friends.
  • Search for experts and ideas
  • Explore new opportunities.

To benefit further from the capabilities of LinkedIn, especially the ability to directly contact potential hiring managers, you should consider one of the paid account options. A paid subscription also results in a much more prominent position if someone were to conduct a Google search on your name. Believe me, people will Google your name, so this feature will be very beneficial.

Recently LinkedIn has added the option of uploading files, allowing potential recruiters and hiring managers to download your resume. Please understand that this is acceptable if you are unemployed and actively looking for a job, but you should never make your resume available for download if you are gainfully employed. If you do so while employed, you put your current employment at particular risk.

If you promote your website by adding its address to your resume and in the signature area of your correspondence, you will not only be viewed as a serious professional, you will gain a significant competitive advantage over your peers. More importantly, it will make it easier for interested parties to contact you. This tip alone will help shorten the duration of your job search.



Jim Weber, President

New Century Dynamics Executive Search