UMC Interview Techniques that Produce Offers 2010 by James Del Monte CPC, CERS JDA Professional Services, Inc.

Agenda Overview of JDA What’s going on in the Market Anatomy Of An Interview Taking Personal Inventory Packaging Your Skills Selling Yourself 101 The Hard Questions How to Work with a Recruiter Questions

“... 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

Leadership Industry/Business Knowledge Networking Opportunities Friendship Value of the Job Ministries

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

Law of Supply and Demand The demand for skilled professionals peaked 4Q07 and bottomed out 3Q09. The current cycle indicates that we are in recovery. In Houston good people are still hard to find. Labor Surplus vs. Skill Shortage Q01 4Q04 4Q99 Demand Peaked Supply Demand 1989 Demand Bottomed 3Q03 Demand Bottomed 4Q07 Demand Peaked Q08 1Q11

Employment Index

Employment Growth IT employment grew by 74,000 or 2%

Education Pays

Market Shift The job market has shifted from a Job Seeker’s Market to an Employers Market - to a Combination Market. – Good People are hard to find. Candidate Position Candidate

Will come from companies with less than 100 employees In Houston there are 87,000 companies and less than 4,000 of them have over 100 employees These companies need the same services as large companies - just not all the time 80% of Job Growth

Interview Structure Tips & Techniques Ask not what your company can do for you but what you can do for your company Prepare  Know Yourself  Why You  Research Meet & Greet Seek to Understand  Identify issues Sell Yourself  Solve the problem Hard Questions  Money Closing  Asking for it

True or False Most interviewers are not professional interviewers and are uncomfortable? Good preparation is key to a successful interview? The best interviewer gets the job? The person with the best skills gets the job? The person that’s the best fit gets the job? It is better to have experience than to know someone?

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

Your biggest asset? = ability to make money – this will take constant training and upgrading – invest both time and money in oneself. You have to INVEST in your biggest asset! Think ROI. #1 Suggestion by IT Executives Learn the business

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

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. Functional – what do you do? Accomplishment – what have you done? Behavioral – tell me about a time?

Research What the company does What issues 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 Firm hand shake Eye contract Note book Questions Accomplishments Examples of work

Seek to Understand 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

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

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

Questions ??????

701 North Post Oak Road Suite 610 Houston, Texas Phone: Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects

Overview What does an agency do?  An agency is paid to find a qualified candidate for a client company’s open position and manage the hiring process.

General Statistics The best recruiter in the industry places 1 in 10 candidates he interviews. The average recruiter in the industry places 1 in 20 candidates he interviews. 100 resumes, processed, 20 brought in to interview = 1 placement

Different Types of Agencies Retained Search  High level – National/International Companies Mid-Tier  Contingent (pay when person found)  Retained (pay up front)  Regional / Local Contract Professional  Accounting, Nursing, Legal, IT, Finance Temporary/Administrative/Light Industrial

Three Types of Roles Full-time  Directly hired by the company Contract  Hired by the agency to work at the company Special Projects  Short term projects ie: build a website

Screen your Agency How long in business? How long as a recruiter? What do they do within the agency? What can you do for me? What are our mutual expectations? What’s the process? Be Selective

Communication Set parameters on frequency once a month Call once a month Be precise in your message if you leave one

Managing Your Search Who have you applied to? Who are your recruiters? Is your resume online? Who has your resume? What steps have you taken? You must keep track of what you have done.

The Process Client company open position Hiring agency to locate qualified candidates Agency starts pre-screening candidates Agency interviews candidates for a match and approval to send to client Agency sends for client review Client agrees to see or not see a candidate Client interview candidate Job offer

Finding Candidates Recruiting! Internal Database Job Boards Referrals Directly applying Trade Groups

Match you to open positions if you are qualified Explain the current market Resume assistance Interview assistance Background screening Education verification Does not charge the candidate What the Agency Will Do

What the Agency Won’t Do Won’t represent if unqualified Will not lie for you Will not find you a job Will not charge you any money

What You need to Do Understand the expectations Be professional Work with the agency’s policies If you don’t understand something, ask Give accurate information Show up for interviews Research where you are interviewing Ask for the job

What You Don’t Need to Do Don’t lie Don’t call every day Don’t not show up Don’t forget the purpose of the interview Don’t forget to ask for the job

Complaints I submitted my resume and never heard anything from you. I interviewed and never heard anything from you. I interviewed at client and never heard anything from you. You never called me and I never interviewed and you didn’t find me a job!

Resumes Make sure resumes reflect skill set of job you are applying for Do not leave any gaps in time Other than your contact information, do not put personal information on your resume – ever No strange fonts, colors, curlicues or the odd random text box

Resumes Chronological Indicate skills used, and where Special projects Professional publications/memberships Professional education, ie. PHR Education If multiple pages, name and contact on each page – in the footer is usually a good place

Positive Signs The stock market has been ticking up. The unemployment numbers have stabilized and are starting to come down. Price of oil is $80. 80% of companies can now replace turnover. New jobs are being created. We live in Houston.

Q & A What would you like to know?

JDA 701 North Post Oak Road Suite 610 Houston, Texas Phone: 713/