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Landing Your Next
Opportunity
The Art of getting a job, thriving in it & getting
to where you want professionally
Naeem Zafar
Chairman: OPEN SV Board
VP Oracle
Founder Startup-Advisor.com
University of California Berkeley
www.NaeemZafar.com
Twitter: @naeem 1naeem@startup-advisor.com
Personal Background
• Faculty at Univ of Calif Berkeley
• Founder www.Startup-Advisor.com
• Co-founder & CEO of Bitzer Mobile, Inc. Sold to Oracle
• CEO of three companies (semiconductor & software)
• Experience at one large multinational & 6 startups
• One IPO (Initial Public Offering)
• Wrote six eBooks on entrepreneurship
• Raised over $70M in multiple ways (VC, asset sale, debt, angel)
• Traveled to 76 countries, lived in 3
• Brown University ‘81, Univ of Minnesota MSEE
• Charter member of TiE Silicon Valley & OPEN
• Ex-President of OPEN Silicon Valley
• Advised or mentors over 700 entrepreneurs
naeem@startup-advisor.com 2
www.startup-advisor.com
All rights reserved © Naeem Zafar
3
www.FiveMountainPress.com
Landing an Opportunity
• Getting a job
• Thriving at your job
• Curating your career
naeem@startup-advisor.com 4
Lucky?
“The more prepared I am,
the luckier I get!”
naeem@startup-advisor.com 5
Getting a Job
or an internship
naeem@startup-advisor.com 6
Landing an Opportunity
• Clarity of mind
• Resume
• Approaching a job
• The interview
• Negotiation
• Follow-up
naeem@startup-advisor.com 7
Clarity of Mind
• What job will make you fulfilled?
– Money
– Experience
– Network
– Life outside work
• Where does this job you next?
naeem@startup-advisor.com 8
How do you prepare to be an
astronaut?
The Resume
• 80% of the effort goes into top 4 Inches
– Objective
– Relevant background
– Experience
– Academics
naeem@startup-advisor.com 9
Make it relevant to the job
Match the company culture
The Approach
• Getting F2F
• Understand their needs – do your homework
– Ex-employees
– LinkedIn
• Compelling emails
– Subject line
– First 2 lines
naeem@startup-advisor.com 10
Approaching an Opportunity
naeem@startup-advisor.com 11
• Systematic Approach
• Spreadsheet to contact people who have favorable
impression of you
– ~50 names
– 3 week interval to contact
– Change method of approach
• Keep track of each application
– When, who
• Learn the culture of the company first!
The Interview
• Greeting
– Handshake
– Eye contact, smile
• Make it a conversation
• What questions to ask
– How do you make decisions?
– What is company’s strategy?
naeem@startup-advisor.com 12
The Negotiation
• Money is not the only factor
• Culture-match
– Cell phone policy
– Work from home policy
– Having fun at the job
• Your manager
– Is she on a fast track?
naeem@startup-advisor.com 13
Will Your Work Look like This?
Naeem Zafar (c) all rights reserved 14
Or Like This???
Naeem Zafar (c) all rights reserved 15
Make People Want to Stay at Work!
Naeem Zafar (c) all rights reserved 16
Is your Work Fun?
Naeem Zafar (c) all rights reserved 17
Have-Fun-at-Work Culture
Naeem Zafar (c) all rights reserved 18
Creative Use of Space
Naeem Zafar (c) all rights reserved 19
Color Makes a Difference
Naeem Zafar (c) all rights reserved 20
More Colors at Work
Naeem Zafar (c) all rights reserved 21
Play Ground for Engineers
Naeem Zafar (c) all rights reserved 22
The Follow-Up
• Write a compelling follow-up email
– Stand out from others who they met
– Summarize conversation and your ability to
contribute
naeem@startup-advisor.com 23
Thriving at Your Job
naeem@startup-advisor.com 24
Relating to Your Manager
• Your only job is to make your boss look good
• Pick a boss with upward momentum
• Ask “what can I do to make your life easier?”
naeem@startup-advisor.com 25
Networking Skills
naeem@startup-advisor.com 26
Why People Network
• People do business with you because
they like you
• Find co-founders, advisors, mentors
• Be known
naeem@startup-advisor.com 27
Networking in Real World
• How do you know you are
networking at a party or professional
gathering
• What is equivalent to hello in US?
naeem@startup-advisor.com 28
Get to Know Others
• Carry your business card
–Have a single tag line that defines your
–Where should people put you in their brain
–Always carry a pen
• Ask people about themselves
–People love to talk about themselves
naeem@startup-advisor.com 29
Focused Networking
• Focus on your audience
–Devote 2-5 minutes just on one person
• Do not look over their shoulder
–They can tell!
naeem@startup-advisor.com 30
What to Do
• Ask them about their work, their interests
• Deliver your 3 key lines
– Positioning tag
– Your “ask”
– Your follow up angle
• Write something on the back of their business
card that is not about what is on the front of
their card
naeem@startup-advisor.com 31
When Are You Done Networking?
• Collect at least five business cards before you
are allowed to leave the party
– This will force you to have a few conversations
naeem@startup-advisor.com 32
What to Do After?
• You have only done 50% of the work of
networking
• Send an email to that person within 3 weeks
– The email is NOT about you or any business
• Then send a LinkedIn request within 1 week
naeem@startup-advisor.com 33
Building Networked Relationship
• Networking takes effort
• You have to make several
“emotional deposits” into
your account before you
can make a withdrawal
naeem@startup-advisor.com 34
Curating Your Career
naeem@startup-advisor.com 35
Skills Needed To Accelerate
• Communication skills
• Selling skills
• Political skills
• A mentor
naeem@startup-advisor.com 36
Communications Skills
naeem@startup-advisor.com 37
• Essential to your professional success
–& personal relationship success as well
• Learning to present well will help
throughout your career
• Be open!
– & true
Forms of Communication
• Presentation
• Emails
• Meetings
• Phone calls
naeem@startup-advisor.com 38
You Are The Message!
• It is not about PowerPoint
• You are the message
• Use aids only as needed
• Have your message ready & crisp
• Clarity must exist in your mind
39naeem@startup-advisor.com
Say it with Conviction
naeem@startup-advisor.com 40
Most Important Aspect
Clarity
• Clarity of thought: you need fewer words to
express it if you are clear yourself!
naeem@startup-advisor.com 41
Favorite Quote
Perfection is not when
there is nothing left to
add, but when there is
nothing left to take out!
naeem@startup-advisor.com 42
Pitching
• Explain yourself in first minute (slide zero™)
• Explain the relevance of what you do
• Don’t dive into details until you get signal!
• Listen for audience reaction …
naeem@startup-advisor.com 43
Simplify Slides
• Unclutter your slides
• Minimize font, style, emphasis overload
– These detract from your message
• All articles can & should be deleted
• Use “builds” only with busy slides
naeem@startup-advisor.com 44
One Main Point Per Slide
• Do not read your slides
• Supplement wordings on the slides with
words coming out of your mouth
• No more than one (or two) messages per
slide
naeem@startup-advisor.com 45
Most Important Slide
• What is the most important slide in your
presentation?
• Why?
naeem@startup-advisor.com 46
Emotionally Engage!
• Be attentive, energetic, in front!
• Know your message!
– Do not read your own slides
• Engage with audience
• Uses pauses effectively
naeem@startup-advisor.com 47
Emails
• Pay attention to title of email
– Will it grab attention, will they open it
• State purpose
– Need an action, need approval, FYI
• Then provide supporting material
• Salutation sets the right tone
• Pay attention to cc list
– The curse of reply all!
naeem@startup-advisor.com 48
Email Communication
• Use email to deliver good news, ask questions,
summarize
• Never deliver bad news on email
• Keep it succinct (1-2 iPhone screens)
• Carefully examine title, recipients on each
reply
naeem@startup-advisor.com 49
Selling Skills
naeem@startup-advisor.com 50
• Sales is noble
• Most people hate selling
• Selling is considered “deceitful”
• Good selling never is
You Are Always Selling!
• Selling your idea
• Selling a “job offer”
• Selling an idea for vacation to friends
• Selling a trip to dentist to your parent
naeem@startup-advisor.com 51
Selling is Not What You Think!
• American hate to be sold!
• But Americans love to buy!
naeem@startup-advisor.com 52
Demystify Selling
• Selling is not “tricking” them to buy
• Is not “coercing” them to buy
• Just lay out the facts and educate them
• Let the customer come to conclusion
they want to select your option once
they feel educated
–Be their advisor- earn their trust!
naeem@startup-advisor.com 53
naeem@startup-advisor.com 54
The B2B Sales Process
1. Create a comfortable environment by
asking permission to ask questions
2. Ask questions to understand their pain
3. Shut up and listen to answers, take notes
4. Explain how your product or service fills
their needs – but only if it does
Sales Different from Marketing?
• Sales is “listening”
• It is putting your knowledge to solve
other’s problem
naeem@startup-advisor.com 55
naeem@startup-advisor.com 56
Sales 101
• Tell prospects about benefits of your
offering
• Ask if any of these resonate with them
• If not, then ask what would
• Then listen as they just told you how to
sell to them
The Next Chess Move
• Clarity on a career plan
• Seek advisors & mentors
• Always be learning
• Have executive demeanor
• Act like you are in the next job!
naeem@startup-advisor.com 57
Common Mistakes
• Not taking career seriously
• Not managing your career
• Not willing to put in the extra time
• Flying without a map, or any instruments
• Chasing the “titles”
• Not nourishing your mind!
• Not investing in developing new skills
naeem@startup-advisor.com 58
Summary
• Learning how to think clearly & present in a
way that people will “get it” is probably THE
most important business skill
• Make emotional deposits before attempting
withdrawal
• Hearing is voluntary, listening is not!
nzafar@gmail.com
naeem@startup-advisor.com 59
www.startup-advisor.com
All rights reserved © Naeem Zafar
60
www.FiveMountainPress.com

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Landing your next opportunity getting a job & thriving in it

  • 1. Landing Your Next Opportunity The Art of getting a job, thriving in it & getting to where you want professionally Naeem Zafar Chairman: OPEN SV Board VP Oracle Founder Startup-Advisor.com University of California Berkeley www.NaeemZafar.com Twitter: @naeem 1naeem@startup-advisor.com
  • 2. Personal Background • Faculty at Univ of Calif Berkeley • Founder www.Startup-Advisor.com • Co-founder & CEO of Bitzer Mobile, Inc. Sold to Oracle • CEO of three companies (semiconductor & software) • Experience at one large multinational & 6 startups • One IPO (Initial Public Offering) • Wrote six eBooks on entrepreneurship • Raised over $70M in multiple ways (VC, asset sale, debt, angel) • Traveled to 76 countries, lived in 3 • Brown University ‘81, Univ of Minnesota MSEE • Charter member of TiE Silicon Valley & OPEN • Ex-President of OPEN Silicon Valley • Advised or mentors over 700 entrepreneurs naeem@startup-advisor.com 2
  • 3. www.startup-advisor.com All rights reserved © Naeem Zafar 3 www.FiveMountainPress.com
  • 4. Landing an Opportunity • Getting a job • Thriving at your job • Curating your career naeem@startup-advisor.com 4
  • 5. Lucky? “The more prepared I am, the luckier I get!” naeem@startup-advisor.com 5
  • 6. Getting a Job or an internship naeem@startup-advisor.com 6
  • 7. Landing an Opportunity • Clarity of mind • Resume • Approaching a job • The interview • Negotiation • Follow-up naeem@startup-advisor.com 7
  • 8. Clarity of Mind • What job will make you fulfilled? – Money – Experience – Network – Life outside work • Where does this job you next? naeem@startup-advisor.com 8 How do you prepare to be an astronaut?
  • 9. The Resume • 80% of the effort goes into top 4 Inches – Objective – Relevant background – Experience – Academics naeem@startup-advisor.com 9 Make it relevant to the job Match the company culture
  • 10. The Approach • Getting F2F • Understand their needs – do your homework – Ex-employees – LinkedIn • Compelling emails – Subject line – First 2 lines naeem@startup-advisor.com 10
  • 11. Approaching an Opportunity naeem@startup-advisor.com 11 • Systematic Approach • Spreadsheet to contact people who have favorable impression of you – ~50 names – 3 week interval to contact – Change method of approach • Keep track of each application – When, who • Learn the culture of the company first!
  • 12. The Interview • Greeting – Handshake – Eye contact, smile • Make it a conversation • What questions to ask – How do you make decisions? – What is company’s strategy? naeem@startup-advisor.com 12
  • 13. The Negotiation • Money is not the only factor • Culture-match – Cell phone policy – Work from home policy – Having fun at the job • Your manager – Is she on a fast track? naeem@startup-advisor.com 13
  • 14. Will Your Work Look like This? Naeem Zafar (c) all rights reserved 14
  • 15. Or Like This??? Naeem Zafar (c) all rights reserved 15
  • 16. Make People Want to Stay at Work! Naeem Zafar (c) all rights reserved 16
  • 17. Is your Work Fun? Naeem Zafar (c) all rights reserved 17
  • 18. Have-Fun-at-Work Culture Naeem Zafar (c) all rights reserved 18
  • 19. Creative Use of Space Naeem Zafar (c) all rights reserved 19
  • 20. Color Makes a Difference Naeem Zafar (c) all rights reserved 20
  • 21. More Colors at Work Naeem Zafar (c) all rights reserved 21
  • 22. Play Ground for Engineers Naeem Zafar (c) all rights reserved 22
  • 23. The Follow-Up • Write a compelling follow-up email – Stand out from others who they met – Summarize conversation and your ability to contribute naeem@startup-advisor.com 23
  • 24. Thriving at Your Job naeem@startup-advisor.com 24
  • 25. Relating to Your Manager • Your only job is to make your boss look good • Pick a boss with upward momentum • Ask “what can I do to make your life easier?” naeem@startup-advisor.com 25
  • 27. Why People Network • People do business with you because they like you • Find co-founders, advisors, mentors • Be known naeem@startup-advisor.com 27
  • 28. Networking in Real World • How do you know you are networking at a party or professional gathering • What is equivalent to hello in US? naeem@startup-advisor.com 28
  • 29. Get to Know Others • Carry your business card –Have a single tag line that defines your –Where should people put you in their brain –Always carry a pen • Ask people about themselves –People love to talk about themselves naeem@startup-advisor.com 29
  • 30. Focused Networking • Focus on your audience –Devote 2-5 minutes just on one person • Do not look over their shoulder –They can tell! naeem@startup-advisor.com 30
  • 31. What to Do • Ask them about their work, their interests • Deliver your 3 key lines – Positioning tag – Your “ask” – Your follow up angle • Write something on the back of their business card that is not about what is on the front of their card naeem@startup-advisor.com 31
  • 32. When Are You Done Networking? • Collect at least five business cards before you are allowed to leave the party – This will force you to have a few conversations naeem@startup-advisor.com 32
  • 33. What to Do After? • You have only done 50% of the work of networking • Send an email to that person within 3 weeks – The email is NOT about you or any business • Then send a LinkedIn request within 1 week naeem@startup-advisor.com 33
  • 34. Building Networked Relationship • Networking takes effort • You have to make several “emotional deposits” into your account before you can make a withdrawal naeem@startup-advisor.com 34
  • 36. Skills Needed To Accelerate • Communication skills • Selling skills • Political skills • A mentor naeem@startup-advisor.com 36
  • 37. Communications Skills naeem@startup-advisor.com 37 • Essential to your professional success –& personal relationship success as well • Learning to present well will help throughout your career • Be open! – & true
  • 38. Forms of Communication • Presentation • Emails • Meetings • Phone calls naeem@startup-advisor.com 38
  • 39. You Are The Message! • It is not about PowerPoint • You are the message • Use aids only as needed • Have your message ready & crisp • Clarity must exist in your mind 39naeem@startup-advisor.com
  • 40. Say it with Conviction naeem@startup-advisor.com 40
  • 41. Most Important Aspect Clarity • Clarity of thought: you need fewer words to express it if you are clear yourself! naeem@startup-advisor.com 41
  • 42. Favorite Quote Perfection is not when there is nothing left to add, but when there is nothing left to take out! naeem@startup-advisor.com 42
  • 43. Pitching • Explain yourself in first minute (slide zero™) • Explain the relevance of what you do • Don’t dive into details until you get signal! • Listen for audience reaction … naeem@startup-advisor.com 43
  • 44. Simplify Slides • Unclutter your slides • Minimize font, style, emphasis overload – These detract from your message • All articles can & should be deleted • Use “builds” only with busy slides naeem@startup-advisor.com 44
  • 45. One Main Point Per Slide • Do not read your slides • Supplement wordings on the slides with words coming out of your mouth • No more than one (or two) messages per slide naeem@startup-advisor.com 45
  • 46. Most Important Slide • What is the most important slide in your presentation? • Why? naeem@startup-advisor.com 46
  • 47. Emotionally Engage! • Be attentive, energetic, in front! • Know your message! – Do not read your own slides • Engage with audience • Uses pauses effectively naeem@startup-advisor.com 47
  • 48. Emails • Pay attention to title of email – Will it grab attention, will they open it • State purpose – Need an action, need approval, FYI • Then provide supporting material • Salutation sets the right tone • Pay attention to cc list – The curse of reply all! naeem@startup-advisor.com 48
  • 49. Email Communication • Use email to deliver good news, ask questions, summarize • Never deliver bad news on email • Keep it succinct (1-2 iPhone screens) • Carefully examine title, recipients on each reply naeem@startup-advisor.com 49
  • 50. Selling Skills naeem@startup-advisor.com 50 • Sales is noble • Most people hate selling • Selling is considered “deceitful” • Good selling never is
  • 51. You Are Always Selling! • Selling your idea • Selling a “job offer” • Selling an idea for vacation to friends • Selling a trip to dentist to your parent naeem@startup-advisor.com 51
  • 52. Selling is Not What You Think! • American hate to be sold! • But Americans love to buy! naeem@startup-advisor.com 52
  • 53. Demystify Selling • Selling is not “tricking” them to buy • Is not “coercing” them to buy • Just lay out the facts and educate them • Let the customer come to conclusion they want to select your option once they feel educated –Be their advisor- earn their trust! naeem@startup-advisor.com 53
  • 54. naeem@startup-advisor.com 54 The B2B Sales Process 1. Create a comfortable environment by asking permission to ask questions 2. Ask questions to understand their pain 3. Shut up and listen to answers, take notes 4. Explain how your product or service fills their needs – but only if it does
  • 55. Sales Different from Marketing? • Sales is “listening” • It is putting your knowledge to solve other’s problem naeem@startup-advisor.com 55
  • 56. naeem@startup-advisor.com 56 Sales 101 • Tell prospects about benefits of your offering • Ask if any of these resonate with them • If not, then ask what would • Then listen as they just told you how to sell to them
  • 57. The Next Chess Move • Clarity on a career plan • Seek advisors & mentors • Always be learning • Have executive demeanor • Act like you are in the next job! naeem@startup-advisor.com 57
  • 58. Common Mistakes • Not taking career seriously • Not managing your career • Not willing to put in the extra time • Flying without a map, or any instruments • Chasing the “titles” • Not nourishing your mind! • Not investing in developing new skills naeem@startup-advisor.com 58
  • 59. Summary • Learning how to think clearly & present in a way that people will “get it” is probably THE most important business skill • Make emotional deposits before attempting withdrawal • Hearing is voluntary, listening is not! nzafar@gmail.com naeem@startup-advisor.com 59
  • 60. www.startup-advisor.com All rights reserved © Naeem Zafar 60 www.FiveMountainPress.com