Landing your next opportunity getting a job & thriving in it

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Presentation on tips and tricks on getting a job and curating a career. How to get ahead by Naeem Zafar (from OPEN Forum 2014 in Silicon Valley). 30 years of experience in interviewing and hiring talent.

Published in: Career, Business

Landing your next opportunity getting a job & thriving in it

  1. 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. 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. 3. www.startup-advisor.com All rights reserved © Naeem Zafar 3 www.FiveMountainPress.com
  4. 4. Landing an Opportunity • Getting a job • Thriving at your job • Curating your career naeem@startup-advisor.com 4
  5. 5. Lucky? “The more prepared I am, the luckier I get!” naeem@startup-advisor.com 5
  6. 6. Getting a Job or an internship naeem@startup-advisor.com 6
  7. 7. Landing an Opportunity • Clarity of mind • Resume • Approaching a job • The interview • Negotiation • Follow-up naeem@startup-advisor.com 7
  8. 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. 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. 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. 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. 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. 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. 14. Will Your Work Look like This? Naeem Zafar (c) all rights reserved 14
  15. 15. Or Like This??? Naeem Zafar (c) all rights reserved 15
  16. 16. Make People Want to Stay at Work! Naeem Zafar (c) all rights reserved 16
  17. 17. Is your Work Fun? Naeem Zafar (c) all rights reserved 17
  18. 18. Have-Fun-at-Work Culture Naeem Zafar (c) all rights reserved 18
  19. 19. Creative Use of Space Naeem Zafar (c) all rights reserved 19
  20. 20. Color Makes a Difference Naeem Zafar (c) all rights reserved 20
  21. 21. More Colors at Work Naeem Zafar (c) all rights reserved 21
  22. 22. Play Ground for Engineers Naeem Zafar (c) all rights reserved 22
  23. 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. 24. Thriving at Your Job naeem@startup-advisor.com 24
  25. 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
  26. 26. Networking Skills naeem@startup-advisor.com 26
  27. 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. 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. 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. 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. 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. 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. 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. 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
  35. 35. Curating Your Career naeem@startup-advisor.com 35
  36. 36. Skills Needed To Accelerate • Communication skills • Selling skills • Political skills • A mentor naeem@startup-advisor.com 36
  37. 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. 38. Forms of Communication • Presentation • Emails • Meetings • Phone calls naeem@startup-advisor.com 38
  39. 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. 40. Say it with Conviction naeem@startup-advisor.com 40
  41. 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. 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. 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. 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. 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. 46. Most Important Slide • What is the most important slide in your presentation? • Why? naeem@startup-advisor.com 46
  47. 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. 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. 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. 50. Selling Skills naeem@startup-advisor.com 50 • Sales is noble • Most people hate selling • Selling is considered “deceitful” • Good selling never is
  51. 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. 52. Selling is Not What You Think! • American hate to be sold! • But Americans love to buy! naeem@startup-advisor.com 52
  53. 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. 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. 55. Sales Different from Marketing? • Sales is “listening” • It is putting your knowledge to solve other’s problem naeem@startup-advisor.com 55
  56. 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. 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. 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. 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. 60. www.startup-advisor.com All rights reserved © Naeem Zafar 60 www.FiveMountainPress.com

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