MISSO Interview Techniques that Produce Offers 2013 by James Del Monte CPC, CERS JDA Professional Services, Inc.

MISSO Agenda Overview of JDA Anatomy Of An Interview Taking Personal Inventory Packaging Your Skills Selling Yourself 101 The Hard Questions Questions

Speakers Fee Highly compensated professional speaker – cut my fee to be here

Return the Favor Who remembers this seen Do as a favor for you – at some point in the future I will come to you and ask for this favor to be repaid Your business a introduction or recommendation …

“ . . . Almost 100% of a manager’s success comes from hiring and retaining good people. Good people don’t make the difference - they are the difference“ - James Del Monte - CERS

What JDA Does. . . JDA Professional Services, Inc. is a Houston-based IT staffing firm specializing in the recruitment of strategic-technical to executive-level professionals. We provide staffing solutions through full-time, contract, and project-based placements. Since 1981, we have been helping companies build great IT departments while helping IT professionals find the right career opportunities. Full-Time Staffing Contract / Temporary Staffing Special Projects Staffing JDA

Value of a Professional Organization Leadership Industry/Business Knowledge Networking Opportunities Friendship

Networking for Success On going process - not an event Stay in touch over the long haul Give first before you ask in return Add value first

JDA Leadership Scholarship $500 Board Members / Committee Head Short essay >500 words Faculty recommendation

Law of Supply and Demand 4Q07 Demand Peaked Demand 4Q99 Demand Peaked 12.21.2014 1984 1995 4Q04 2Q01 3Q10 Supply 1989 Demand Bottomed 3Q03 Demand Bottomed 3Q 09 Demand Bottomed The demand for skilled professionals bottomed out 3Q09. The current cycle indicates that we are in strong recovery. In Houston good people are hard to find. Labor Surplus vs. Skill Shortage

Market Shift The job market has shifted from an Employer’s Market to a Job Seeker’s Market. Candidate Position 2008 - 2009 2010 – 2014 The hardest position to get is the first one – this position will also set the trend for your entire career Once you have 2years you become mid market and 60+% of position are in this range.

IT Employment Index

Demand

Supply

Prepare for the Future “It is better to be prepared for an opportunity and not have one than to have one and not be prepared.” – Whitney Young JR

Skills CIO’s Look For Personal Inventory Business/Functional Project Management Communication - written and oral Presentation Problem Solving Critical Thinking Leadership Organization Skills Time Management Attention to Detail Learning Ability Flexibility Identify Examples For Each

What Makes a Successful Employee Showing up on time – ready to work Attitude - positive optimistic Aptitude - being able to learn Ability - being able to perform Doing what it takes Plays well with others A faithful employee is as refreshing as a cool day in the hot summertime. Proverbs 26 13

Nu-Gen Perception Strengths Weaknesses Connected Networking with others Multi-tasking Team players – collective action Structured workers Complex problem solving Traditional values Desire to succeed Tech savvy Heroic spirit Tenacious Weaknesses Catered to Work habits Attention span Immediate gratification Need for feedback 80% turn over first year Grade inflation / abilities No independent responsibility Unrealistic expectation Lack of patience Inexperience in life skills Every generation has its own characteristics – this is the perception of the current Why do we want to know this?

Nu-Gen 74% of employers say Nu-Gen workers expect to be paid more 61% say Nu-Gen workers expect to have flexible schedules 56% say Nu-Gen workers expect to be promoted within the year 50% say Nu-Gen workers expect to have more vacation or personal time 37% say Nu-Gen workers expect to have access to state-of-the-art technology Bingham consulting professionals 2008

Strengths & Weaknesses List your top three Give an example of each Why would this matter to me

Product Definition Tell me something about yourself? 30 second introduction 2 line summary of experience 2 lines of career highlights 2 lines of what you want to do next

Types of Interviews Biographical – resume verification. http://www.jdapsi.com/Candidate/Articles/Default.php?Article=biographical_interview Functional – what do you do? http://www.jdapsi.com/Candidate/Articles/Default.php?Article=interviewing_techniques Accomplishment – what have you done? http://www.jdapsi.com/Candidate/Articles/Default.php?Article=5_steps_mastering_accomplishment_interview Behavioral – tell me about a time? http://www.jdapsi.com/Candidate/Articles/Default.php?Article=behavioral_interview

Research What the company does What issues/opportunities they face Who is at the company What the position is What challenges are in the position What are the requirements

Meet & Greet Dress for success Good hand shake Eye contract Note book Questions Accomplishments Examples of work

Seek to Understand Needs Analysis Seek to understand before being understood Ask open ended questions Identify the issues What really needs to get done Where does this position fit in organization Why is the position open How long have you been looking When do you want it filled by

Sell Yourself What can I do for you Solve the problem with Examples Problem - what you did - result and benefit

Hard Questions RFL – reason for leaving/looking Money What’s in it for me Asking for the job

The Money Question $$ The market sets the price $$ Ask and you shall receive

Total Package Besides money what is important to you? First review and history for increases Promotions and career path First assignment Training and certifications Bonuses and incentives Benefit package – cost and coverage Flexibility Location Telecommuting Access to management

Compensation Package Components Base salary Signing bonus Group bonus Project bonus Hot skill bonus Clothing bonus Travel bonus Early reviews Expense account Company car Stock or stock options Retirement plans 401k Titles Office space Parking – bus passes van pools Flexible scheduling Telecommuting Equipment Training/tuition Out of town trips Extra/early vacation Family days Day care

Moving the Interview Forward Asking for the job –closing the deal Is there any reason why you won’t be making me an offer Summary statement What is the next step I am interested in working for you Will you be making me an offer

Follow Up Thank You Note Email One more chance to highlight why good hire Email

7 Tips to Success Chose a vocation Learn as much as you can Develop your network Keep your mind right Show up ready to play Use what you have Give to others Bonus – keep your name clean

Inspiration A cheerful heart is good medicine, but a crushed spirit dries up the bones. -- Proverbs 17:22

Questions Question – what you like to hear that would make this session of value to you? Or would you just like for me to go through my slide deck? how hard has it been to hire people lately? Who has worked in a staffing firm in the past? Who has had successful relationships with staffing people in the past

www.jdapsi.com 701 North Post Oak Road Suite 610 Houston, Texas 77024-3818 Phone: 713-548-5444 www.jdapsi.com Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects