Part of the CIBC Presents Entrepreneurship 101 lecture series.
Speakers: Teresa Snelgrove, Boyden Global Executive Search Inc.
Frédéric Sweeney, VenGrowth Private Equity Partners Inc
More information and video: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/selling-yourself-12102008.html
Managing Your Career: How to sell yourself and attain your career goals
1.
2. The material contained in this document is strictly confidential and the sole property of VenGrowth and Boyden. Beyond
distribution to internal recipients for appraisal, this document may not be reproduced in whole or in part for any purpose
without the express written permission of VenGrowth or Boyden
4. How many Students who are looking for their first job ?
How many Freshman/Freshwoman in the job market ?
(less than a couple of years)
How many are thinking of making a career move within the
next 2 years ? (internal or external)
How many think they now have the dream job ?
What obstacles are you faced with finding a job ?
Private and Confidential |3
5. Job Search Obstacles
Knowing what you really want.
Knowing how to get it
Getting people to help you
Differentiating yourself from 1000’s of “similar” candidates
Having realistic expectations
Private and Confidential | 4
6. Different types of Search Firms and how they work ?
• Staffing Robert Half and Associates
• Contingent
• Retained
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7. Boyden
Who Boyden is?
How retained search works?
Step by Step description of the search process
Who pays?
How can I get my foot in the door?
It’s all about relationships.
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9. Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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10. COMFORT
ZONE
CONSULTING
STAY PUT INVESTMENT
JOB SEARCH
FIRMS BANKS
AMBITIONS
DUE FINANCIAL
STABILITY
DILIGENCE
AND DREAMS FINANCIAL
INTERNAL NETWORK
MANGEMENT INTELLECTUAL
POWER
PROMOTION
STRATEGY
FEAR ? INFORMED TRANS -
CONFLICT ?
ACTIONAL
APPROACH
The Career Dilemma
should I stay or should I go?
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11. Managing Your Career: A Four Step Process
Define your product (i.e.: YOU!)
• What value can I add to my future employer or company
• What value can my employment bring me?
Determine your market
Take a long, HARD look at yourself and be realistic
• The first job is rarely the ideal job
• Your qualifications might not be a perfect fit but don’t let that stop you
• Break the “lack of experience” vicious cycle
• Do your due diligence
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12. Managing Your Career: A Four Step Process
Create your own “marketing plan”
• Define your goals
• Define your target audience
• Efficiently communicate the value of your product (e.g.: The Elevator Pitch)
• Become visible to your audience (Networking)
GET OUT THERE AND NETWORK
• Industry organizations and contacts
• Business acquaintances
• Recruiters
• Volunteering
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13. Elevator Pitch
Not just for the elevator • Who I am
• What I do and what I want to do
• Why I am so great, my experience
• (Subtle) name dropping
• End with a specific question
When you introduce yourself
When you’re speaking on the phone
When you leave a voice mail
In an interview - obviously
On any marketing collateral
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14. In Summary
Take home message:
Clarify career objectives
Keep your CV tweaked
Maintain industry knowledge
Network, network, network
Feel good about your accomplishments
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15. Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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17. Top 5 most frustrating responses
1 You don’t have any experience
2 You don’t have any knowledge on that subject
3 No replies to phone messages and emails
4 Canned responses (e.g.: We’re not hiring, do an MBA, etc….)
5 Who are you ?
How to address these responses
1 Volunteer, be passionate, find “transferable skills”
2 Display that learning is not only easy, but very enjoyable
3 Be “politely persistent”, 3 follow-ups and then let go
4 Get to that person via one of your network
5 Do your homework properly, this one is your fault!
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18. Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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19. quot;More business decisions occur over lunch and dinner than at any
other time, yet no MBA courses are given on the subject.quot;
-Peter Drucker, Business Management Guru
quot;You can use your business card to get the other person's business
card. As far as I'm concerned, this is the one truly legitimate benefit
of business cards.quot;
-Bob Burg, Author/Motivational Speaker
“The currency of real networking is not greed but generosity.”
-Keith Ferrazzi, Author Never Eat Alone
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20. Level on Connection
Home Run Mentors
Contacts Champions!
“C-level”
Social Mentors
Networking Friends
(LinkedIn)
Degree of Comfort
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21. Do’s Don’ts
1 Use your contacts. quot;So-and-so 1 Don't wait for someone to call you.
suggested I call you.”
2 Avoid sounding like a telemarketer.
2 Ask for referrals to others who
might give you advice. This
helps to develop your network.
3 Don't let rejections stop you.
Learn to cold call. quot;I'm from X
4 Don't ask for a job—it frightens
3 university and I understand people.
you graduated from there.”
5 Avoid talking about yourself too
much. It’s not all about you, it’s
about the relationship.
Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich, Private and Confidential | 21
22. Do’s Don’ts
4 Ask for three things: 6 Never abuse the process. If you
1. Information
sincerely ask for information,
2. Advice
3. Referrals advice and referrals, the
conversation is usually rewarding.
5 Use a low-key approach and
70% to 80% of those you 7 Try your best to talking in person,
contact are likely to help. but email and phone is better than
nothing.
6 Develop electronic networking
skills. Don't stop networking when you
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get a job. The job you have today
Perfect telephone skills. Don’t may disappear overnight.
7
take more than 10 to 15
minutes. Then follow with a
thank-you letter. Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich
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23. 1996 2002 2004 2005 2006-2007 2007 2008
First Grad School First MaRS Networking First Job Headhunters
Science Mentor Bus. Mentor Ent101 Volunteering Part-time 3 Jobs offers
Seminar Competitive Scenario
Extracurricular course
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24. In Summary
Bridging the gap between Science and Business
Learn, learn, learn
Get a mentor
Don’t be afraid of what you don’t know
Be passionate, and communicate that passion, go the extra mile
Okay to be unsure
Don’t aim for the perfect job
Aim for the job where you can learn the most
Networking efficiently
Be genuine, be honest and never burn bridges
Don’t bend over backwards for anybody
Be mature, reputation is much easier to loose than to gain
Think outside the box
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26. Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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27. Factors for Success
12 -- Drive and Passion
7 -- Leadership
6 -- Networking
4 -- Integrity and Fairness
4 -- Luck and Timing
4 -- Intellect
2 -- Taking Risks
2 -- Effective Planning
# of Respondents
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28. Factors Inhibiting Success
12 -- Lack of Belief in Self
8 -- Fear of Risk
5 -- Poor Communication
5 -- Procrastination
4 -- Lack of Passion
4 -- Greed and Ego
3 -- Taking Focus
1 -- Dishonestly
# of Respondents
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29. “[in order to get the job] I termed this “forensic research”, and played off the
readily transferable “research skills” that I had performing scientific research…”
”To this day, the key for me has always been to find ways to migrate and then
differentiate myself from others with similar backgrounds…using education and
work experience.”
-Executive Director, Corporate Development
”Although I was struggling with the fact that I was typecast as a scientist, I
demonstrated that the problem solving skills and thoroughness acquired during my
graduate studies could be applied in solving complex business issues.
-Head of Strategic Planning and Bus. Dev.
“I quickly realized that I acquired numerous transferable skills, although I struggled
with the time pressure of the business world, I was very fortunate to have great
mentors to help me along the way.”
-Vice-President, Life Sciences Investment Firm
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