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

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

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

4. 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 …

5. “ 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

6. 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

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

8. 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

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

10. Law of Supply and Demand
4Q07
Demand
Peaked
Demand
4Q99
Demand
Peaked
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

11. Market Shift
The job market has shifted from an Employer’s Market to a Job Seeker’s Market.
Candidate
Position
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.

12. IT Employment Index

13. Demand

14. Supply

15. 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

16. 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

17. 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

18. 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?

19. 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

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

21. 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

22. Types of Interviews Biographical – resume verification.
Functional – what do you do?
Accomplishment – what have you done?
Behavioral – tell me about a time?

23. 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

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

25. 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

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

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

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

29. 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

30. 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

31. 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

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

33. 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

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

35. 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

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