Academy Coaching

To view the webinar, please click here.

To view the webinar, please click here.

Presentation on effectively selling your strengths UM/MSU Career Event: “Job Search 2.0 : Your Future”

Sell Yourself, Not Your Dignity

In a tough job market, approach your job search like an entrepreneur preparing to create a new start-up.

What Does Behaving Like an Entrepreneur Mean?

It means being comfortable in taking an unconventional path, in digging deep to understand opportunities.

It means saying  yes  when others say  no .

It means seeing opportunities where others see loss.

It means being tenacious, passionate, competitive, and innovative.

In a tough market, strong qualifications and accomplishments are necessary, but not sufficient, to find a job

Networking should be the primary focus of everything you do

Sell Yourself by Developing a Positioning Statement

Throughout the last _____ years I have worked primarily in the field of _________________ as a (title)________________providing (functions)____________________________I have specific expertise in (indicate skills, functions, type of activities or processes you have become skilled ___________________________________________________________________I am seeking opportunities to (describe the position or role you want, not title and how you can contribute ___________________________________________

Sell Yourself by

Being Focused and Knowledgeable

Create a target list of companies

• Wish list
• Research specific organizations by industry
• Identify Hiring Managers

(C of I)

• Create an outreach plan
• Maintain accurate records of contacts and follow-up on leads

Resources for researching companies

• Review their website
• Utilize social media websites to identify/talk with current or past employees
• Wetfeet.com
• www.hoovers.com
• Alumni Association

Association www.hoovers.com

Sell Yourself by Leveraging Your Portfolio Tools

Cover letters can open doors when used for:

Responding to an advertised opening

Following up on a personal referral

Introducing yourself to a decision maker

A networking  follow up

Rules of thumb for a well written cover letter:

Customize your message

Highlight and expand on the most relevant facts on your resume

Give a relevant, customized example that is not on your resume

Show that you familiar with the company

Sell Yourself by  Leveraging Your Portfolio Tools

Resume building blocks include:

Contact Information

Summary of key skills

Education

Professional experiences

Affiliations and memberships

Publications and presentations

Honors and awards

Resume guidelines

Be brief

Be specific

Be active

Be selective

Be honest

Sell Yourself by Leveraging Your Portfolio Tools

• Create list of professional references
• Request letters of recommendation

Sell Yourself by Preparing for Common Interview Questions

Educational, volunteer and work history

Qualifications

Career goals, length of commitment to the area or organization

Strengths

Weaknesses

Questions for them

Sell Yourself by Following Up After the Interview:

Make notes on questions you were asked, reflect and respond

Send a personal thank you note  address questions that may have been left unanswered

Follow up with a telephone call to check on the status of the process

Sell Yourself by Negotiating Wisely

Do extensive research, preparation and practice beforehand (wwwsalary.com)

Know exactly what you need and exactly what you want

Establish the real value of an offer

Ask yourself : Is this the right fit?

We have all faced this dilemma at one point or another, and if you are in the midst of a career change you understand firsthand the Catch-22: “You can’t get a job without experience, and you can’t get experience without a job.”

Recent grads at all levels throughout the Academy have always faced this dilemma. In today’s shrinking job market, people with years of experience also struggle with it. Whether they face the reality of a layoff, or merely the threat of one, many experienced professionals are trying to reinvent themselves in order to become marketable in a changed economy.

Whether you’re launching your career or trying to change its course, you can get around this Catch-22 with some creativity and humility.

Here’s how one of my client’s did it:

She was a clinical psychologist in a community mental health center. It was professionally satisfying and financially unrewarding. As her kids began approaching high school and college tuition loomed in the near future she decided it was time to make more money. She wanted to become a development officer raising large sums of money for a cause she was passionate about – child abuse prevention.

Imagine her surprise to learn that she could not find a single organization eager to hire her. Apparently, they couldn’t see that her ability to counsel sexual offenders was a transferable skill!

She came to Academy Coaching and quickly blurted out “I can’t get development experience without getting hired. I couldn’t get hired without development experience”. What to do?

First you have to reinvent the way you market your skills and abilities for the career you want to pursue not the career you have had. Next you need to network effectively. We began by developing a Positioning Statement (commonly known as an elevator speech) about who she was professionally, the industries she’s served and the particular strengths she can bring to her desired new career. It sounded something like this: “I am trained as a clinical psychologist and have over 15 years providing services within high risk populations in the community mental health system. I think my keen awareness of the issues stemming from child abuse/neglect coupled with my ability to quickly develop working relationships with diverse groups of people assessing the various options they have and to envision new opportunities lends itself well to the field of development. In particular, I am seeking opportunities in fund raising and business development that would lend itself well to a future career in development.”

Next it was time to redesign her resume, highlighting her transferrable skills from her career as a counselor to the field of development. From there we were able to craft a savvy cover letter that left the reader with the impression that this was a very experienced and focused individual who understood the world of fundraising and exactly how she could contribute to its success. Finally, it was time to get out there and network, because every occasion whether professional or personal, is an opportunity to connect with others and create potential options for your career.

At a party, she met Professor “X” an Engineer and entrepreneur with a startup company and connections in the world of business development and fundraising. He was trying to market a new product. He had a good idea and no money to hire someone to help him realize it.

She jumped at the opportunity “I’ll do telemarketing cold calls for your new product. But I insist on being paid. The first payment will be a title appropriate to the job I will be doing - say, ‘Business Development Associate.’” The second payment, if I fulfill my end of the deal, will be a good reference and introductions to colleagues who might be able to help me.”

For the next two months, two days a week, she did her best to help Professor “X” get traction for his new service. She made hundreds of calls –each time becoming more skilled and smooth in her sales approach. She’d performed well and got paid, in the form of introductions to some of his business associates. Those introductions, along with a resume that included her new title, eventually led to a job in fundraising.

How can you use such a strategy to get out of the “Catch 22” loop that circumscribes your professional growth?

Look for an individual / company who have some great ideas but not enough manpower to realize them.

Ø Be specific about what value you will provide. She wanted experience in marketing, sales and business development. She could provide a professional approach and proven ability to connect well with people.

Ø Be specific about what value you will receive. For her, appropriate compensation was a title she could add to her resume and introductions and a reference from Professor “X”. Compensation is about value received for value given - and you’re thinking too narrowly if you define value only in monetary terms.

Ø Be specific about time frame. She promised to work two days a week for two months. Be sure that your commitment doesn’t preclude you from actively continuing a job search - or performing well enough to keep your present job.

What? You’re too proud to offer your services at no charge? Consider this, if you choose the right opportunity, you’ll gain industry or functional experience that has immeasurable value - and will ultimately lead to a real paycheck in your desired field.

Negotiating Your Next Job Offer Workshop Follow Up

Here are some take home points from last month’s workshop at Academy Coaching

I. Should I negotiate in this economy? Yes!

Remember,  getting the job offer is not your ultimate goal. Getting a job you love and are fairly compensated for is your ultimate goal.

II. The biggest barrier to effective negotiations? Your own thoughts.

Do you think people will perceive you as a jerk or prima donna for negotiating? Consider these facts;

a. The employer if fully expecting you to negotiate.

b. You can learn to negotiate effectively. Thankfully, negotiation skills are not a genetic disposition that you either have or don’t have. They are a set of skills that you can master!

c. Your negotiating ability is an asset to your potential employer. If you are going to have nay role in securing contracts/vendors/speakers/consultants or in any way simply influence peopleyou will need to be savvy in negotiating. If you can’t negotiate for yourself it seems unlikely you will be able to do so for the organization.

III. Everything is negotiable. Yes everything. That does not mean you should expect to get everything. A wise person identifies what is most and least important before negotiating.

a. Prioritize what you need vs. what you want.

b. Go beyond financial compensation and consider overall “fit” with the position. Consider the responsibilities/people you will work with/the schedule/flex time/ benefits and so forth.

IV. Tips for effective negotiations.

a. Know what you are worth. Gather data on your field/profession/rank/region/institution.

b. Develop a Best Alternative to a Negotiated Agreement “BATNA”

c. Don’t confuse salary with the full compensation package.

d. Identify shared interests and how you can meet their needs. This is paramount.

e. Ask for what you are worth by highlighting what you bring to the table.

f. Handle negotiations with care – build relationships.

V. Know your sources of negotiation power. Yes, you have power!

a. Developing good working relationship(s) with the people you are negotiating with. Keep the conversation open.

b. Knowledge of objective data (salary ranges, cost of living etc.).

c. Ability to invent creative options and carefully craft negotiation(s). What can you give/get?

d. Maintaining a positive and patient attitude. Recognize for everything you ask someone has to likely go to some one else before the decision can be made, these things take time. Consider using this type of statement: “I am honored to receive your offer and inclined to accept. However, I have two areas I would like to further explore in hopes of coming to an agreement. Specifically, (xy). I recognize it may take a few days to get the information/answers you need and I am happy to wait in hopes that we can move forward”.

My upcoming presentation at the Annual Conference of the Michigan ACE Network for Women Leaders in Higher Education in Lansing , Mi June 9^th is Getting into the Academy; Successfully Negotiating an Academic Job Offer will cover practical tips of how to create an offer worth accepting http://ace.cmich.edu/sessions.shtml

You have the best negotiation position before accepting an offer, and vice-versa. That being said, there is negotiation “etiquette” worth following to ensure the process is as productive as the outcome. This blog will run until June 9^th and is intended to focus on the negotiation process by offering a few helpful “principals for negotiation”. Jump in with examples of what has worked for you or questions about how to use these principles.

1) Know what you need for tenure

Come to the discussions with a clear understanding of what you will need to be successful in the field/institution. Talk to your committee chair, talk to several tenured faculty members in your field at institutions consistent with rankings where you see yourself in the future. What did they secure in their offer that enabled them to be productive and successful in achieving tenure? In retrospect, is there anything they wish they would have asked for but didn’t? How might it have made a difference?

2) Couch your requests in “QUALITY OR PRODUCTIVITY” as the rationale of why you need what you are asking for. Deans will respect you even if your requests seem a bit much if the underlying goal is to do a better job and ultimately be successful in that College – which is ultimately what you both want. So talk to your audience in a way that makes them want to listen (e.g., seed grants, RA, computer, and a more manageable initial teaching commitment could significantly enhance productivity; a higher salary, moving expenses, or housing assistance could enable you to focus on your job rather than seek extraneous summer teaching or consulting income).

3) Be informed about the average salary range for your type of academic institution, region of the country, and academic rank and negotiate within this range. Here’s how to find out what a typical assistant professor makes, wherever you are interviewing…. Keep in mind that the “average” assistant professor has been teaching for a few years and that salaries do vary by field.

· Use the National Education Association’s annual faculty salary report, published in the NEA almanac, to find out what the average assistant professor was making a couple of years ago at the institution where you are interviewing.

· Use the Chronicle of Higher Education’s AAUP Faculty Salary Survey to find out what the average assistant professor makes at the institution where you’re interviewing. The survey is based on six years of data from more than 1,400 colleges and universities. Here’s their data for 2006-2007.

4) Communicate clearly – To the right people

Avoid casual conversation about salary or fringe benefits, unless you are talking to the person who will be making the offer (e.g., the dean or department head). One possible exception - often it is appropriate to communicate some of your non-monetary objectives and concerns to your “host” (typically a member of the Search Committee) especially if they involve getting your work done (e.g., space, equipment, research and teaching assistants - but not salary).

5) Keep the conversation going

Negotiating an academic job offer is a process not a onetime conversation. Don’t try and speed it up with confrontational requests or all or nothing demands or tight deadlines (which is tempting when you feel anxious and your juggling multiple different offers and just want to make a decision). Keep talking, use open ended questions (perhaps we might find a creative solution to the teaching load that allows us to both meet the departments short term teaching needs and the long term success of my research agenda?) and the desire to keep talking (I feel optimistic we are moving in the right direction, can we touch base at the end of the week?).