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Stateof cto career_2002

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Stateof cto career_2002

  1. 1. HEIDRICK & STRUGGLES INTERNATIONALHEIDRICK & STRUGGLES INTERNATIONAL Overview for the Washington Area CTO Roundtable “The CTO Career: State of the Union” Fairfax, Virginia January 18, 2002
  2. 2. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L AgendaAgenda  Heidrick & Struggles Overview  CTO/CIO Market Update  Top CTO/CIO Characteristics  Conducting a Job Search  Resume and Interview Tips  Negotiating your Worth  Working with Search Firms Heidrick & Struggles Overview
  3. 3. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Heidrick & Struggles InternationalHeidrick & Struggles International  More than 8,000 searches a year worldwide  Nearly 70% of revenues derived from C-level searches (CEO, COO, CFO, CTO/CIO, etc.)  Pioneered industry and functional specialization  7 Industry Practices  4 Functional Practices  5 Focus Practices  41 Specialty-Practices Heidrick & Struggles Overview
  4. 4. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L CTO/CIO PracticeCTO/CIO Practice  Established in 1995 as the CIO practice  Over 50 partners and 25 associates around the world  In 2000, completed more than 300 assignments  Since 1999, companies hiring both CIOs and CTOs Heidrick & Struggles Overview
  5. 5. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L CTO/CIO Market TrendsCTO/CIO Market Trends  Demand for top CTO/CIOs still relatively strong  Overall market is soft  Pendulum has swung to supply-side  CIO reporting relationships changing  CTO title and role becoming more commonplace  CTO roles all over the map Heidrick & Struggles Observations
  6. 6. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L CTO/CIO TrendsCTO/CIO Trends Heidrick & Struggles Observations External-Facing Technologist Visionary and Operations Manager Infrastructure Manager Big Thinker BusinessChange High Low High Information as % of Products/Services CTO Models for Organizational Needs “Source: Tom Berray, Heidrick & Struggles © 2001”
  7. 7. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L CTO/CIO CompensationCTO/CIO Compensation  Cash is King, but Equity is not dead  Compensation for top positions still strong  Significant signing bonuses reserved for marquee candidates and companies  Employment contracts harder to negotiate Heidrick & Struggles Observations
  8. 8. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Top CTO/CIO CharacteristicsTop CTO/CIO Characteristics  Demonstrated overall leadership  General business skills and savvy  Proven ability to use technology to enhance the business  Specific industry experience  Strong communication/relationship skills  Proven ability to manage a complex technology environment Heidrick & Struggles Observations
  9. 9. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Initiating the Job SearchInitiating the Job Search  What is your highest and best use?  What are your core competencies and key skills?  Understand potential issues against you and your strategies for handling.  What do you really want to do? What will you realistically be hired for? Target positions and skill gaps.  Create an action plan – what companies and positions will you target? Heidrick & Struggles Observations
  10. 10. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Core CompetenciesCore Competencies  Broad Leadership  Functional & Technical Know How  Setting Standards and Getting Results  Thinking and Planning  Managing Direct Reports  Managing Self Heidrick & Struggles Observations
  11. 11. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Potential Issues Against YouPotential Issues Against You Heidrick & Struggles Observations Out of unsuccessful company Too many jobs recently Too few companies Out of military, gov’t, or not-for-profit Away from workforce too long Reference Problems: Fair or not Tagged to another person Lack of college degree Too experienced Hunger and drive level?
  12. 12. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Resume TipsResume Tips  Length is less important than format  Key things to include:  Company, position(s), date(s) of employment  Key responsibilities  Significant achievements with business metrics  Education, degrees, dates  Highlight those critical few achievements  Don’t lie about your education or other achievements Heidrick & Struggles Observations
  13. 13. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Interviewing SuggestionsInterviewing Suggestions Heidrick & Struggles Observations Do’s Know company & issues Anticipate questions, rehearse your answers Tell your story as it relates to the company and opportunity Be polite to EVERYONE Don’ts Drop names or speak negatively about others Generalize about your achievements Be modest OR lie Assume the interviewer knows how to interview
  14. 14. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Negotiating Your Worth TipsNegotiating Your Worth Tips  Do your homework on the company’s policies and practices.  Focus on the important issues  Evaluate the entire package  Elements of the Deal  Base salary  Bonus (short and long-term)  Sign-on bonus  Options (including RSUs) Heidrick & Struggles Observations  Relocation  Loans  Termination  Benefits
  15. 15. H E I D R I CK & S T R U G G L E S I N T E R N A T I O N A L Working with Search FirmsWorking with Search Firms  Establish relationships with 2-3 firms and get your resume in their database  Return calls and give help whenever you are called  Be a good source  Keep in touch once a year or when you make a career change  Hire a firm when you are conducting an important search and you want to ensure you have a top performer Heidrick & Struggles Observations
  16. 16. Tom Berray CTO/CIO Practice 1750 Tysons Boulevard, Suite 300 McLean, VA 22102 (703) 748-8286 tberray@heidrick.com

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