1. 1 Job Search Strategy

2. 2 You are the Product  How to sell yourself  Exercise-Your uniqueness Data Mining  Discovering hidden jobs  Exercise-Creating the Needs Contribution statement Creating the Target Company List  Exercise-Job Search Strategy Work Plan

3. 3 Career Resources Job Search Philosophy 1. Know Who You Are 2. Know What You Want 3. Know How to Sell Yourself 4. Know How to Get There 5. Work Hard at It!

4. 4 Know Who You Are The MBTI & The Big Five  Career Leader  Know What You Want Creating the Target Company List  Data Mining and Creating Opportunities  Philosophy in Action One reason Managerial and Career Effectiveness created to share job search skills for life.

5. 5 Philosophy in Action Know How to Sell Yourself Interpersonal Communication  You Are The Product  Delivering the Infomercial  Know How to Get There Structuring Your Job Search  Interviewing Excellence  Negotiating the Offer  Work Hard At It!

6. 6 ABILITIES INTERESTS STRENGTHS Your career development goal is to be paid competitively, to do what you are good at, and to do what you enjoy in an environment where you can be yourself. What is a Strength?

7. 7 ABILITY ANALYSIS Research Interpretation Problem Solving CREATIVITY Artistry Innovation Imagination Synthesis Vision COMMUNICATION Empathy Listening Persuasion Written Presentation Oral Presentation ACTIONS Investigate, observe, study, perceive, measure, test, inspect Explain, understand, portray, advise Trouble-shoot, improve, critique, redirect, redesign Draw, speech, write creatively, sculpt, paint Invent, change, develop, devise, break with convention Visualize, conceptualize Adapt, bring together with imagination Ask what if, why not? Act to find answer, see future clearly Understand needs, feelings, issues and concerns of others Understand the message others are delivering Convince, influence, sell, overcome opposition Write concisely, clearly, effectively to get results Speak concisely, clearly, effectively to get results Skills & Abilities Analysis

8. 8 ACTIONS Decide, judge, select, decide, arbitrate Persist persevere, be tenacious, tie up loose ends Show the way, govern, inspire, motivate Supervise, control, direct Teach, coach, counsel positively, help others grow Forecast, plan long and short term, strategize, set goals Coordinate, organize, develop procedures Build, fabricate, rebuild, assemble Fit, tailor, customize, test Run, maintain, fix Adapt easily to change, be politically aware Take initiative, be among the first to try Work well with a team, be team player when necessary ABILITY MANAGEMENT Decision Making Follow through Leadership Management Mentoring Planning Systematizing MECHANICAL Assembly Installing Operating PERSONAL Flexibility Initiative Team Player Skills & Abilities Analysis

9. 9 Who are you? You are “a product” competing with every other “product” to catch the customer’s eye, get taken off the shelf and be bought. Chances for a sale are high if the product: 1.Makes you feel good or 2.Solves a problem Hiring is like buying a productivity-improving product. You are a product and the employer is the customer. Based on Don’t Send A Resume, Jeffrey J. Fox.

10. 10 Customers buy looks and packaging. Your packaging is how you look, listen, learn, and laugh. The customer will buy you if you : Are genuine Do your homework Are enthusiastic about contributing to the company Show you can solve their problem, or fill their need Fit in the organization’s culture Are affordable Who are you?

11. 11 Marketing Yourself Great marketing companies:  Invest in innovation  Create differentiated products  Tailor the product to fill specific customer needs  Package and promote the products with clarity A hiring manager is your customer, the“buyer of you”. You are the product, your resume is your sales literature. Based on Don’t Send A Resume, Jeffrey J. Fox.

12. 12 Your Personal Brand Based on Don’t Send A Resume, Jeffrey J. Fox. Packages your skills, personality, and unique characteristics, into a powerful identity. Raises you above the crowd of anonymous competitors. Tells potential employers who you are, what you stand for, and why they need you. Once you are clear about YOU, and what YOU really want - you will know the jobs and companies that will be an excellent match for you.

13. 13 Your Personal Brand Based on Don’t Send A Resume, Jeffrey J. Fox. What is unique about you -- strengths, skills, values and passions? Use it to differentiate yourself Develop a vision and purpose for your brand Be true to your essence, know yourself Know your competition and audience Create a brand statement Your brand must evolve

14. 14 Self-Branding Based on Don’t Send A Resume, Jeffrey J. Fox Look at yourself as a marketer. How would you look at a product to make it a winning brand. Don't think of yourself as an employee even if you work for a boss. Think of yourself as working for yourself, marketing your brand, YOU.

15. 15 Self Branding Based on Don’t Send A Resume, Jeffrey J. Fox To sell a product a marketing executive would: 1. Analyze the market for opportunities 2. Examine the competition 3. Examine current market conditions 4. Study assumptions about the future 5. Unearth problems that need to be solved 6. Discover what needs aren't being met

16. 16 Your Product Blueprint  Target an organization  Research that organization  Write an impact letter to get an interview  Treat the interview as a sales call  Pre-call plan the interview  Dollarize your potential value to the organization  Bring something helpful to the company interview  Conduct a needs analysis during the interview Based on Don’t Send A Resume, Jeffrey J. Fox

17. 17 Write an individual resume for each target organization Use the resume as follow-up sales literature Send a thank you note to each interviewer within 24 hours Pre-call plan each and every subsequent interview Based on Don’t Send A Resume, Jeffrey J. Fox. Product Blueprint

18. 18 Human Resources Based on Don’t Send A Resume, Jeffrey J. Fox. Human Resources may be shopping but they aren't buying. Their selection process starts with rejection. Unless you are looking for a job in H.R., don’t start there.

19. 19 Your Marketing Mix Based on Don’t Send A Resume, Jeffrey J. Fox. Techniques used to sell a product can sell you. 1.Advertising - Word of mouth 2.Database Marketing - People file, send articles, e-mails 3.Direct Marketing - Sending targeted letters to hiring managers 4.Lead Generation - Identify a hiring company, get a referral 5.Market Research - Learn everything you can about a target company

20. 20 Your Marketing Mix Based on Don’t Send A Resume, Jeffrey J. Fox. 6. Media Plan - Internet to contact and respond to companies 7. Pricing - Dollarize your value 8. Publicity - Write articles, give talks 9. Selling - You are selling yourself, read about sales 10.Tradeshows - Job fairs are trade shows for hiring employers

21. 21 Dollarize Yourself Calculate in dollars and cents what you are worth to the customer, the employer. If you can increase sales you are worth some of the profit on the sales. If you can reduce waste, you are worth some of the savings. Jobs exist to create value. The purpose of a job is to get and keep customers. Hiring managers try to evaluate each candidate’s potential to create value. Based on Don’t Send A Resume, Jeffrey J. Fox.

22. 22 Write an Impact Letter Cover letters must be red-hot relevant. There is always a job in a company for an impact player who can quickly improve the economics of a company by:  Bringing in new customers  Energizing the work force  Restructuring an under-performing department  Speeding up the innovation process  Solving the late shipment problem  Physically moving the manufacturing facility to a low cost area Based on Don’t Send A Resume, Jeffrey J. Fox.

23. 23 Resources Fox, Jeffrey J. (2001) Don’t Send a Resume. Hyperion, NY, New York.

24. 24 Career Beam Implementation –Target Organization Profile –Getting Organized: Next Steps –Target Organization List –Productivity Chart (optional) –STARS (optional) Complete These Sections