“How to Get a Better Job” 9/15/10 [email protected] How to get a better job John Schmitt 9/15/10 [email protected] ....By getting in the mind of your opponent
“How to Get a Better Job” 9/15/10 [email protected]
How to get a better job
John Schmitt9/15/10
....By getting in the mind of your opponent
“How to Get a Better Job” 9/15/10 [email protected]
This is NOT:
How to write a better resume... … which nobody reads
This is:How to get a better jobBy being the needle found in the haystack
Most classes are taught by HR/Managers. They typically won't reveal their playbook.
By understanding the “game” behind the hiring manager & HR, you can win a better job.
Goal
“How to Get a Better Job” 9/15/10 [email protected]
This workshop is designed for people who:
Already know what field/positions they want.
Already are skilled/fit for those positions
Do not already know much about the hiring/screening process from the perspective of the hiring manager
Are going to engage in real dialogOffer up your perspectives to improve the class as we go!
Target Participants
“How to Get a Better Job” 9/15/10 [email protected]
Part 1: “Me” What am I good at? What do I want?
Not covered in this workshopBut, very important
Part 2: “Them”How can you get the job from THEM
Get foundGet through screensGet an offer***The topic of this class***
Getting a better job, in 2 parts
“How to Get a Better Job” 9/15/10 [email protected]
I was surprised...
...By how many of my friends/colleagues...
...Didn't know how the game is really played by hiring managers.
Should you:Spend more time on your resume?Search job postings on-line?
Why this class?
“How to Get a Better Job” 9/15/10 [email protected]
Job opening exists Hiring Manager searches their network Traditional job posting occurs Recruiters/HR/Line managers “search” First Screen Phone Screen On-site Interview Offer
In each step, your goal:… is to get to the next stepDon't over-reach
Outline: The “funnel”
# candidates under
consideration
“How to Get a Better Job” 9/15/10 [email protected]
Don't overshoot. Example: Phone interview:
Goal: In-person interview
In-Person InterviewGoal: To get an offer
Resume:Goal: To get into the funnel. (Get noticed, period. Nothing more.)
Each step's goal is to simply get you to the next step....
“How to Get a Better Job” 9/15/10 [email protected]
Let's start with the network
You already know how important it is, right?
You trust YOUR network for recommendations, right?
OK, then let's move right on to how best to use it!
Network
“How to Get a Better Job” 9/15/10 [email protected]
Before it's even posted:The hiring manager explores his/her network.
“Do you know anybody who's good at X”?Let your network know, “YES”
“Are they available?”Let your network know “YES”
Networks are exhausted first.
Jobs are often filled BEFORE they are even posted publicly.
Jobs Aren't Posted Until Networks are Exhausted.
“How to Get a Better Job” 9/15/10 [email protected]
Raise your hand if you know someone who got a new job in the last year.
Keep it raised if they got it through Monster/Hotjobs/etc. or sending a resume in. (From strangers, no network involved.)
Most jobs are found through networking
You don't get a job by polishing a resume & sending it to 100 places. That usually gets you 1 or zero interviews.
Networking vs. Monster/Etc.
“How to Get a Better Job” 9/15/10 [email protected]
About how many people “know you”? What % do you really like?
It's not just your friends who will help.
Often, a job is found through acquaintances, even people you know, but don't actually like.
Networking: How big is your network?
YouLike
People who know you
“How to Get a Better Job” 9/15/10 [email protected]
Networking is 1:1's NOT Facebook/LinkedIn
Networking:
You don't communicate well on Facebook/Linked in. Everyone shouting to a cloud Few listen
You communicate (/network) best through a series of 1:1's.
I'm talking to YOU. Attention, listening, change.
“How to Get a Better Job” 9/15/10 [email protected]
Borrowed from: http://headrush.typepad.com/creating_passionate_users/2007/03/sxsw_interactiv.html
Facebook wall postsTwitter
“How to Get a Better Job” 9/15/10 [email protected]
Facebook/LinkedIn FaceBook/Linked in are there to:
Remind you who you know, so you can go initiate 1:1 discussions again.
Keep LinkedIn updated thoughRecruiters use it to find peopleIt's your resume.
(Your old resume is not your resume.)Get referrals
Facebook? Keep it cleanNothing is private there.Employers, everyone will find out.
“How to Get a Better Job” 9/15/10 [email protected]
Don't rush it Reconnect with someone in your network
Method: Phone/email/IMGoal: To meet in person to chat (lunch), visit their workplace, etc. (informational interview)Your goal is NOT to get a job offer now!Ask lots of questions. Listen.
Meet in personGoal: To line up introductions to more people, more opportunities.“So, do you know anyone looking for xyz skills?”“So, can you introduce me to xyz?”“So, can I count on you for a good recommendation?”
Building your NetworkProgressing through the funnelEach conversation's goal is to simply get you to the next....
“How to Get a Better Job” 9/15/10 [email protected]
They screen:To find the best “match”
You screen:Weeding out jobs that you don't think are a good fit.
Enough on “Network”Now: Screening:
“How to Get a Better Job” 9/15/10 [email protected]
Their goal: Find the best “match”
You might think:Having MORE
SkillsExperienceHobbies
Makes you a stronger, and more interesting personYou're absolutely right
But, it makes you appear to be not a good fit!
Their Screening
Will they be happy here? Will they be focused?Will they outgrow/leave too soon?
“How to Get a Better Job” 9/15/10 [email protected]
Their goal: Find the best “match”
Look at what they wrote in the job description
Match your fit Point by point
Give examples of “above & beyond”
Only in those areas they care about
Their Screening
Perfect shape!Just a bit strongerBut stronger in just what we wanted!
“How to Get a Better Job” 9/15/10 [email protected]
Would you take a job here?“Bay Area”
Could be 50 miles away#3 in their space
Could be another market loserStartup/Fast Growth
Could be horrible work-life balanceEstablished company
Could be boring, heavily bureaucratic
Early on, for every potential job, there are lots of possible reasons to say “No”
Screening: YoursDon't screen yourself out!
“How to Get a Better Job” 9/15/10 [email protected]
If the job seems “close enough”.... Say emphatically YES until you have an offer.
Don't say “No” until you have an offer to say No to.
You can always say “no” IF you get the offer.
You aren't “wasting your time”. By pursuing a job opportunity further, you're:
Investigating the true nature of the jobPracticing your game.Building up a strong negotiating position
They want you more if you want them.
Screening:Don't reject offers you don't have
“How to Get a Better Job” 9/15/10 [email protected]
Near the end of the process.... The hiring team is very invested in you.
They don't want to have to go back & screen, interview, etc. When they give you an offer, they want to
close.The especially don't want to have to go back to their VP/approvers & ask for another offer, & explain why they couldn't close on the first.
This is your STRONGEST negotiation point ever.
(Save your tough points for here!)
The “funnel” Inverted
Level of investment they
have in YOU
“How to Get a Better Job” 9/15/10 [email protected]
They will get ~100+ applicants/job. They will likely make call-backs, interviews
early. If you're late: They may make a decision
before you even apply.
Even if the decision's not made yet,They may very well be further down the funnelAnd, not looking to “go back up the funnel” if they are happy with who's in the funnel now.
Screening: Be EARLY
“How to Get a Better Job” 9/15/10 [email protected]
Recruiters get paid by the hiring companyThey work for the hiring company, not YOUYeah, they get a %, so they want to get you a high salary. But, they don't care if it's you or another candidate.
SPEED is even more essential: (Math puzzle:)If they move 2x faster, they make 100% more/year.If they move 2x slower, but get 20% more per deal through better negotiation, they'll lose 40% more/year.
Be very responsive. 3 days is far too long.Same day, same hour is preferable.
Recruiters: Who do they work for?
“How to Get a Better Job” 9/15/10 [email protected]
They edit your resume.
Let them.
Make it editable (word doc), not PDF.
Why?
They want to remove your contact info, so companies can't skip the recruiter fee & go straight to you.
They'll customize it, trim it, enhance it specifically to the job role, understanding what the employer really wants. They do this to close the deal faster.
Think, “Stars fitting in small round holes.”
If they get 10 resumes, and 8 are easily editable, and 2 are PDF, they'll just toss the 2 & move on.
Recruiters: Editing Resumes
“How to Get a Better Job” 9/15/10 [email protected]
Answer your cell phoneRecruiters, by far prefer the phone as the initial contact.Recruiters don't want to wait to hear back from someone. (Remember speed?)They also don't know you at all yet.So, they'll need a quick dialog to get to know you & if you're serious.They won't want to look bad to their customer by lining them up with you if you can't talk!
Oh, and provide a phone # that they can reach you.List your cell phone, not home/office.
Recruiters Use Phones
“How to Get a Better Job” 9/15/10 [email protected]
Present yourself wellA good fitResponsiveInterestedConfident
Go after them to get noticed:Email
Only if you have no better channel...
Getting through the screen
“How to Get a Better Job” 9/15/10 [email protected]
1 job opening: 100 people apply. The only thing they see is:
the from+subject line on an email. They do not even open it.
Make sure you say how interested/great you are at that job in the subject line
Ex: “John Schmitt, a good Director of Engineering for XYZ Company?
Drop the “sir/madam/to whom it may concern”.
The first email....
“How to Get a Better Job” 9/15/10 [email protected]
Less is more! Every word you add … dilutes the words you have. They WON'T READ much!
Email Key Points ONLY:You have a desireI researchedI can confidently fill that desire, and it'd be my pleasure. Here's why: (bullets)
I see that you're looking for a good ___engineer___ for __company_name__.(reference a specific job post if applicable)
I read up on your company, and the role. It sounds fun! And, it's the kind of thing I've got experience doing well:
List a few bullets (only those that speak directly to things they said they wanted in their job posting).
The first email...
focus!
“How to Get a Better Job” 9/15/10 [email protected]
If there's ever a question, request, etc.RESPOND FAST.
If they ask for more info from 3 candidates, the first one back automatically “gets points” for:
Getting into the “next round” before it closes on the others.
Showing initiative
Showing speed / responsiveness.
In short, we all want to work with people who are fast to respond.
Respond FAST
“How to Get a Better Job” 9/15/10 [email protected]
Now, let's talk about the interview dance a bit
OK, you've made it through the first screen...
“How to Get a Better Job” 9/15/10 [email protected]
ListenReallyDo you understand? Or interrupt?Are you learning?
Respond to their real concerns Confidence is contagious.
So is the lack of it
Smile
Interview
“How to Get a Better Job” 9/15/10 [email protected]
“Work together” alreadyLook for any opportunity to “work” with the other person. (Solve real problems together, code review, design review, etc)
Use whiteboards! Visuals get over verbal issuesYou're working together already
You want that person, at the end of the interview, to say, “I could see myself enjoying WORKING with this person”.
Interview: Work Together
“How to Get a Better Job” 9/15/10 [email protected]
After every interview (phone or in-person) Follow up! Keep it going Keep their attention Stay engaged
This gives you:A higher chance of getting an offerA higher chance of getting valuable feedback
Follow up:
“How to Get a Better Job” 9/15/10 [email protected]
After every interview (phone or in-person) Follow up! Say:
Thanks!I understand more of what you desireI am even more confident that I can fill that desire, with pleasure.
If possible, “continue working together” Give examples, tips, more info:
Hey, I noticed in your product, xyz.... Have you considered that it might be improved by zyx?
Here's some short work product that I've done, tonight, to prototype/etc related to your company...
Let me introduce you to a possible collaborator to help get the word out about your service....
Follow up: Examples
“How to Get a Better Job” 9/15/10 [email protected]
One time, I was a director, looking to hire a manager....A good candidate came in late in the processWe just made an offer to another candidateBut, he kept following up, asking questions,
staying engaged.It turned out, 2 weeks later, we had another
manager position open up.He was hired for that job instantly.
We didn't even look around
Followup can trump all else!(Anyone from Lyris want to guess who that guy was?)
Follow up: Another Example
“How to Get a Better Job” 9/15/10 [email protected]
You can ask hard questions about “negative” topics:Do they have good work-life balance?
Don't even ask. They won't always be honest and they'll count it against you for asking. Just go visit their office at night/weekend times & see how full the parking lot is.
Does this require more travel than I want?Can I get more vacation time?Are there bad politics there?Is the business viable there?Is the pay good?
Save these hard Q's for the end. It can hurt you asking them too early.You WILL have time to ask at the end.Having an offer puts you in the strongest negotiation position. They've already spent “too much” time and want to close.
Finally: Once you get an offer:
“How to Get a Better Job” 9/15/10 [email protected]
Time permitting (or afterwards, with a partner)
Draft emails, phone calls to: Reconnect with someone in your network. Pick 3 people. Write drafts.
Pick a partner Get feedback from them on how to better focus the message, or improve the approach.
Workshop:
“How to Get a Better Job” 9/15/10 [email protected]
Win by understanding the motivations of the people playing the game
Work your way through the funnelFocused on one step at a timeQuickly
Use & grow your network Learn by practicing & following up, and listening
Wrap-Up:
“How to Get a Better Job” 9/15/10 [email protected]
Whether you need these tips NOW or in the future
I truly wish you all the best!
For more engaged discussion on this or anything else:[email protected]
Oh, and checkout my company & tell your friends & family to get their old photos scanned by us!
http://gophoto.com “We scan. You share”
Thanks!