A ton of quick tips on how to get a better job.

1. How to get a better job
....By getting in the mind of your opponent
John Schmitt
9/15/10
john@gophoto.com
“How to Get a Better Job”
9/15/10
john@gophoto.com

2. Goal
This is NOT:
How to write a better resume...
… which nobody reads
This is:
How to get a better job
By 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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

3. Target Participants
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 dialog
Offer up your perspectives to improve
the class as we go!
“How to Get a Better Job”
9/15/10
john@gophoto.com

4. Getting a better job, in 2 parts
Part 1: “Me”
What am I good at?
What do I want?
Not covered in this workshop
But, very important
Part 2: “Them”
How can you get the job from THEM
Get found
Get through screens
Get an offer
***The topic of this class***
“How to Get a Better Job”
9/15/10
john@gophoto.com

5. Why this class?
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?
“How to Get a Better Job”
9/15/10
john@gophoto.com

6. Outline: The “funnel”
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
# candidates
under
consideration
In each step, your goal:
… is to get to the next step
Don't over-reach
“How to Get a Better Job”
9/15/10
john@gophoto.com

7. Each step's goal is to simply get
you to the next step....
Don't overshoot. Example:
Phone interview:
Goal: In-person interview
In-Person Interview
Goal: To get an offer
Resume:
Goal: To get into the funnel.
(Get noticed, period. Nothing more.)
“How to Get a Better Job”
9/15/10
john@gophoto.com

8. Network
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!
“How to Get a Better Job”
9/15/10
john@gophoto.com

9. Jobs Aren't Posted
Until Networks are Exhausted.
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

10. Networking vs. Monster/Etc.
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

11. Networking: How big is your
network?
About how many people “know you”?
What % do you really like?
People who
know you
You
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

12. 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
john@gophoto.com

13. Facebook wall posts
Twitter
Borrowed from: http://headrush.typepad.com/creating_passionate_users/2007/03/sxsw_interactiv.html
“How to Get a Better Job”
9/15/10
john@gophoto.com

14. 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 though
Recruiters use it to find people
It's your resume.
(Your old resume is not your resume.)
Get referrals
Facebook? Keep it clean
Nothing is private there.
Employers, everyone will find out.
“How to Get a Better Job”
9/15/10
john@gophoto.com

15. Building your Network
Progressing through the funnel
Each conversation's goal is to simply get you to the next....
Don't rush it
Reconnect with someone in your network
Method: Phone/email/IM
Goal: 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 person
Goal: 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?”
“How to Get a Better Job”
9/15/10
john@gophoto.com

16. Enough on “Network”
Now: Screening:
They screen:
To find the best “match”
You screen:
Weeding out jobs that you don't think are a
good fit.
“How to Get a Better Job”
9/15/10
john@gophoto.com

17. Their Screening
Their goal:
Find the best “match”
You might think:
Having MORE
Skills
Experience
Hobbies
Makes you a stronger, and more interesting person
You're absolutely right
But, it makes you appear to be not a good fit!
Will they be happy here?
Will they be focused?
Will they outgrow/leave too soon?
“How to Get a Better Job”
9/15/10
john@gophoto.com

18. Their Screening
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
Perfect shape!
Just a bit stronger
But stronger in just what we
wanted!
“How to Get a Better Job”
9/15/10
john@gophoto.com

19. Screening: Yours
Don't screen yourself out!
Would you take a job here?
“Bay Area”
Could be 50 miles away
#3 in their space
Could be another market loser
Startup/Fast Growth
Could be horrible work-life balance
Established company
Could be boring, heavily bureaucratic
Early on, for every potential job, there are lots of
possible reasons to say “No”
“How to Get a Better Job”
9/15/10
john@gophoto.com

20. Screening:
Don't reject offers you don't have
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 job
Practicing your game.
Building up a strong negotiating position
They want you more if you want them.
“How to Get a Better Job”
9/15/10
john@gophoto.com

21. The “funnel” Inverted
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.
Level of
investment they
have in YOU
This is your STRONGEST negotiation point
ever.
(Save your tough points for here!)
“How to Get a Better Job”
9/15/10
john@gophoto.com

22. Screening: Be EARLY
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
funnel
And, not looking to “go back up the funnel” if
they are happy with who's in the funnel now.
“How to Get a Better Job”
9/15/10
john@gophoto.com

23. Recruiters:
Who do they work for?
Recruiters get paid by the hiring company
They work for the hiring company, not YOU
Yeah, 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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

24. Recruiters: Editing Resumes
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

25. Recruiters Use Phones
Answer your cell phone
Recruiters, 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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

26. Getting through the screen
Present yourself well
A good fit
Responsive
Interested
Confident
Go after them to get noticed:
Email
Only if you have no better channel...
“How to Get a Better Job”
9/15/10
john@gophoto.com

27. The first email....
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”.
“How to Get a Better Job”
9/15/10
john@gophoto.com

28. The first email...
Less is more!
Every word you add
… dilutes the words you have.
They WON'T READ much!
Email Key Points ONLY:
You have a desire
I researched
I can confidently fill that desire, and it'd be my
pleasure. Here's why: (bullets)
focus!
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).
“How to Get a Better Job”
9/15/10
john@gophoto.com

29. Respond FAST
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

30. OK, you've made it through
the first screen...
Now, let's talk about the
interview dance a bit
“How to Get a Better Job”
9/15/10
john@gophoto.com

31. Interview
Listen
Really
Do you understand?
Or interrupt?
Are you learning?
Respond to their real concerns
Confidence is contagious.
So is the lack of it
Smile
“How to Get a Better Job”
9/15/10
john@gophoto.com

32. Interview: Work Together
“Work together” already
Look for any opportunity to “work” with the other
person. (Solve real problems together, code
review, design review, etc)
Use whiteboards!
Visuals get over verbal issues
You'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”.
“How to Get a Better Job”
9/15/10
john@gophoto.com

33. Follow up:
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 offer
A higher chance of getting valuable
feedback
“How to Get a Better Job”
9/15/10
john@gophoto.com

34. Follow up: Examples
After every interview (phone or in-person)
Follow up!
Say:
Thanks!
I understand more of what you desire
I 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....
“How to Get a Better Job”
9/15/10
john@gophoto.com

35. Follow up: Another Example
One time, I was a director, looking to hire a
manager....
A good candidate came in late in the process
We just made an offer to another candidate
But, 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?)
“How to Get a Better Job”
9/15/10
john@gophoto.com

36. Finally: Once you get an offer:
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

37. Workshop:
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.
“How to Get a Better Job”
9/15/10
john@gophoto.com

38. Wrap-Up:
Win by understanding the motivations
of the people playing the game
Work your way through the funnel
Focused on one step at a time
Quickly
Use & grow your network
Learn by practicing & following up, and listening
“How to Get a Better Job”
9/15/10
john@gophoto.com

39. Thanks!
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:
john@gophoto.com
Oh, and checkout my company & tell your friends &
family to get their old photos scanned by us!
http://gophoto.com “We scan. You share”
“How to Get a Better Job”
9/15/10
john@gophoto.com