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Accelerating Your Career Trajectory
     RIMS Atlanta Breakfast Meeting
              July 13, 2010

                   Presented by:
               Marty Murphy, CPCU
       Senior Partner, Exceleration Partners
         Principal, MEMurphy Consulting



                                           MEMurphy
                                                                consulting
                                               professional/career coaching-
                                                         training
Today’s Agenda
• Talk about the general employment
  environment.
• Keys to accelerating your career.
• Review your career tool-kit.
• Debrief the ChangeGrid.



                                  MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
General Economic Observations
•   Economy.
•   Delays in retirement.
•   Still a lack of qualified candidates.
•   Competition for most qualified candidates.
•   Decrease in company loyalty.
•   Post recession job movers.


                                      MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
New Landscape
• No More Job For Life.
• Career Security vs. Job Security.
• Strategic Contribution vs. Tactical Production.
• Required Soft Skills vs. Hard Skills.
• Work Life vs. Personal Life.
• It is estimated that younger workers will have 10-
  14 jobs by age 38.
• Advent of Portfolio Careers.
• Buyers and a Sellers Career Market.
                                        MEMurphy
                                                          consulting
                                         professional/career coaching-
                                                   training
4 Generations In The Workforce


          GenXers – 40%        Millennials – 10%



                               Traditionalists – 5%


          Baby Boomers – 45%




                                  MEMurphy
                                                    consulting
                                   professional/career coaching-
                                             training
The Boss—The #1 Reason For Turnover




                          MEMurphy
                                            consulting
                           professional/career coaching-
                                     training
The Underlying Questions
 Can you do the job?


 Will you do the job?


 Do we like you?


                          MEMurphy
                                            consulting
                           professional/career coaching-
                                     training
Why People Advance In Their Career


  You                                Survey
  ____       PERFORMANCE               ____
  ____          IMAGE                  ____
  ____        EXPOSURE                 ____
  100%                                100%




                           MEMurphy
                                             consulting
                            professional/career coaching-
                                      training
Why People Advance In Their Career


  You                                Survey
  85+%       PERFORMANCE               10%
  10%           IMAGE                  30%
  5%          EXPOSURE                 60%
  100%                                100%




                           MEMurphy
                                             consulting
                            professional/career coaching-
                                      training
A Good Way To Accelerate
– Embrace change & learn to love the unexpected.
– Continually learn.
– Be visible.
– Have a formal plan.




                                     MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
Embrace Change and Learn to LOVE
        the Unexpected!

 • 3-Key Attributes:
   – Resiliency
   – Agility
   – Attitude

   MANAGE WHAT YOU CAN MANAGE!

                            MEMurphy
                                              consulting
                             professional/career coaching-
                                       training
Resilience
• Must have to survive a leadership role.
• More critical than technical knowledge.
• Tips:
  – Learn from those that are naturally resilient.
  – Learn from past experience.
  – Understand yourself.
  – Connect with those that can help.
  – Take care of self.
                                          MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
Agility
• Be focused.
   – Seek info, understand what you can control, plan tasks in
     detail, ask questions for clarification
• Be flexible.
   – Adapt, take risks, update skills, be innovative
• Be facilitative.
   – Help others, be positive, collaborate to accomplish goals,
     focus on benefit of change, suggest improvements
• Be fast.
                                                  MEMurphy
                                                                    consulting
                                                   professional/career coaching-
                                                             training
Attitude
• Live in the now.
• Don’t be weighed down by past failures or
  successes.
• Put your arms around the day.
• Encourage yourself.
• Utilize your talents.
• Be your own destiny.

                                   MEMurphy
                                                     consulting
                                    professional/career coaching-
                                              training
Continual Learning
• Breadth vs. depth
• Ability to transition into new roles
• Challenging assignments outside of “comfort
  zone”
• Good relationships
• Failures and successes
• Gaining new skills — not overusing old ones
• Ongoing education
• Knowing the business
                                      MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
70:20:10 Learning Rule
• 70% of learning take place on the job, through
  solving problems and through special
  assignments and other day-to-day activities.
• 20% occurs through drawing on the
  knowledge of others in the workplace,
  informal learning, coaching, and mentoring.
• 10% Occurs through formal learning—
  classroom, workshops, e-learning
                                     MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
The Steps To Success
                                                  Job 8

                                                Job 7

                                        Job 6

                                Job 5

                        Job 4

                Job 3

        Job 2

Job 1           Job 1a          Job 1b          Job 1c




                                                 MEMurphy
                                                                   consulting
                                                  professional/career coaching-
                                                            training
Job Life-Cycle

                  Satisfied With        Dissatisfied
                  Job                   With Job
Good At Job       In a job you like     Mastered the job,
                  and have some         but not satisfied
                  mastery of
                       Phase II             Phase III


Not Good At Job   Like the job, but     Lost interest in
                  still have loads to   job, failed to keep
                  learn                 skills updated
                                              Phase IV
                       Phase I
                                                 MEMurphy
                                                                   consulting
                                                  professional/career coaching-
                                                            training
“Invisibility is Worse than Failure.”

                   ~ Keith Ferrazzi, author, Never Eat Alone




   Many times it is not what you know, but
   whom you know.
   They need to know what you know—You
   need to know what they know!
                                             MEMurphy
                                                                consulting
                                               professional/career coaching-
                                                         training
How Are Jobs Filled?

                        Hidden Job Market

           Hidden Job   Positions filled by:
             Market      Networking
              75%
                         Internal hires
Public Job               Search firms
 Market
(Advertised)
   25%




                                     MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
Your Brand
– Distinguish you from others
– Make others aware of your character, strengths
  and personality
– Become the message that is conjured up when
  someone thinks of you
– Influence the decisions, attitudes and actions of
  others
– Increase confidence, presence and visibility
– Be authentic.
                                        MEMurphy
                                                          consulting
                                         professional/career coaching-
                                                   training
30-Second Commercial

• Script your 30-Second
  Commercial.
• Tailor it for every audience
  you may encounter.
• Have you prepared an
  introduction for yourself
  that leaves your contact
  with the right message?
                                 MEMurphy
                                                   consulting
                                  professional/career coaching-
                                            training
The Power of Social Media

     •   Linkedin
     •   Facebook
     •   Twitter
     •   Plaxo
     •   Naymz


                     MEMurphy
                                       consulting
                      professional/career coaching-
                                training
Linkedin




           MEMurphy
                             consulting
            professional/career coaching-
                      training
Linkedin




           MEMurphy
                             consulting
            professional/career coaching-
                      training
The Career Trajectory Pyramid
               IDEAL
              CAREER
             FOCUSED
            ACTIVITIES/
            DIRECTION
        WELL DEVELOPED TOOL
                KIT


        PERSONAL AWARENESS


                              MEMurphy
                                                consulting
                               professional/career coaching-
                                         training
Biggest Stumbling Blocks

• No focus. (Remember, you will not
  take just any job!)
• Being ‗passive‖ instead of ―proactive‖.
• Clear goals and objectives. (Written)
• Holding one-self accountable to daily,
  weekly, monthly metrics.


                              MEMurphy
                                                consulting
                               professional/career coaching-
                                         training
How Many Have Written Career
          Plan?
                    Personal
                   Awareness




      Focused                    Well
     Activities/               Developed
     Direction                  Tool Kit

                                       MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
The Power Of Planning
Yale Study: 1953-73               Harvard Study: 1979-89
•<3% of students set goals        •13% had undocumented goals
•97% did not have goals           •3% documented their goals

•After 20 years those same 3%     •10 years later:
were worth more than all of the    --The 13% made double the
97% COMBINED                      income
                                   --The 3% made 10 times more
                                  than the 97% COMBINED




                                                  MEMurphy
                                                                    consulting
                                                   professional/career coaching-
                                                             training
Have A Plan:
     How Many Have WRITTEN Goals and Action Plans?

• Make them SMART.
  – Specific
  – Measurable goals
  – Achievable
  – Realistic
  – Time Bound
• Support with well thought-out action plans.

                                          MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
Personal Awareness

• Formal Assessments
• Personal Reflection
   – Activities/Skills you like/dislike
   – Personal priorities
   – Dreams
   – Work environments
   – Preferred locations

                                          MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
Tool Kit: Resume
•   Always have a resume ready.
•   Be prepared to “interview” on the spot.
•   Conduct informal job searches.
•   Schedule regular check-ups.
    – Monthly
    – Annually



                                      MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
Common Resumes
• Chronological
   – List employment and accomplishments
     in reverse chronological order.
   – Great format if staying in similar field.
   – Most widely accepted.
• Functional
   – Lists 4-5 high-level competencies (P&L,
     Training and Development, Financial
     Analysis, etc.)
   – Great if switching focus of career.
                                     MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
Resume Basics
Atlanta, GA
                                   Sample Candidate, CPA
                                      sample@mindspring.com                            (770) 111-1111
                                                                                                         •Heading
                                             SUMMARY
                                                                                                         •Summary
Results-oriented financial professional with over 25 years of combined Big 4 public accounting and
internal audit experience in diverse industries including hospitality and financial services. Proven
                                                                                                             •Personal Brand
track record demonstrating leadership in identifying areas of revenue enhancement and cost
reduction for private and public companies with revenues up to $2 billion. Expertise in:                     •Quickly Shows Who You Are
       Enterprise Risk
        Management
                                         Franchise and Contract
                                          Audits
                                                                             Corporate Ethics
                                                                              Programs                       •3-5 Sentences
                                                                        
                                                                                                             •Bullet-pointed High Level
        System Implementation             Sarbanes-Oxley                      Due Diligence



ABC Enterprises, Inc.
                            PROFESSIONAL ACCOMPLISHMENTS
                                                                                         1995-2009           Competencies
Atlanta, GA
International restaurant franchising company with revenues of $600 million, 10,000 employees, and
4,000 restaurants. Current brands include Popeyes Louisiana Kitchen. Company formerly owned                       •What are co‘s looking for?
Church‘s Chicken, Cinnabon, Chesapeake Bagel Bakery and Seattle‘s Best Coffee companies.

Vice President, Internal Audit
                                                                                                         •Experience
Managed the internal audit function for the corporation. Performed risk assessment; staff recruiting,
training, and development; and execution of annual audit plan including audits of corporate functions,
domestic and international franchisees, company managed operations, vendors and information
                                                                                                             •Most current, most relevant.
systems.
                                                                                                             •Small blurb about company and job
   Identified over $12 million in revenue enhancements and cost savings opportunities for the


    company.
    Established the audit risk assessment process which provided for the development of adequate
                                                                                                             duties
                                                                                                             •Dates must match.
    and consistent audit planning.
   Led organization in documenting and testing internal controls to comply with Sarbanes-Oxley
    regulations, which resulted in improved controls throughout the organization.
   Designed and implemented an Enterprise Risk Management process for the company including
    soliciting the involvement of senior management, creating a risk inventory, documenting risk         •Accomplishments
    mitigation procedures and establishing a process to ensure the ongoing monitoring of risks and


    the effectiveness of mitigation efforts as a basis for senior management decision-making.
    Established and help administer Corporate Compliance Program including hotline, incident
                                                                                                             •Situation
                                                                                                             •Action
    reporting and resolution process, and ethics policy.
   Performed due diligence work on acquisition targets resulting in significant reduction in purchase
    prices.
   Established the audit process for newly acquired brands for both international and domestic
    operations resulting in the identification of risks and control gaps which improved controls and         •Results
    reduced the risk to AFC once addressed.
   Designed and maintained the Audit Committee annual calendar to ensure all required
    communications and duties were covered to fulfill the committee charter.
                                                                                                                  •Quantify if possible
   Awarded the AFC Spirit Award as a result of audit team development and exceptional leadership.                        MEMurphy
                                                                                                                                             consulting
                                                                                                                            professional/career coaching-
                                                                                                                                      training
Resume Basics
Sample Candidate, CPA                                                                   Page Two

First Financial Management Corporation, (now First Data Corporation)                     1993-1995

                                                                                                       •Education
Atlanta, GA
$2 billion Fortune 500 information services company.

Assistant Vice President, Financial Audit
Managed audits of company services including: merchant and consumer payment services involving         •Additional Credentials
                                                                                                       •Professional Affiliations
credit and debit cards, checks and non-bank money transfers; debt collection and accounts receivable
management; data imaging and database management; healthcare claims processing and integrated
management and cost containment services; and development and marketing of data
communications and information processing systems. Specialized in audits of newly acquired
companies.                                                                                             •Technical Skills
Holiday Inn Worldwide, (now InterContinental Hotels Group)
Atlanta, GA and Memphis, TN
                                                                                         1985-1993     •What about:
Senior Manager, Internal Audit Department                                                                  •Personal information?
                                                                                                           •References?
Managed audits for a hospitality company with responsibilities including developing and monitoring
department budget of over $800,000; coordinating and participating in corporate, vendor systems and
domestic and international hotel audits; and staff recruiting, training and development.

   Implemented audit and training programs for acquired brands resulting in significant improvement
    in internal controls.
   Designed and executed audits of marketing programs and advertising agencies resulting in over
    $1 million in cost savings to the company.
   Trusted by system franchisees to perform audits of system marketing funds on their behalf which
    improved the relationship between the company and its independent franchise owners.

First Tennessee Bank                                                                     1984-1985
Memphis, TN
Senior Internal Auditor

Arthur Young & Company, (now Ernst & Young, LLC)                                         1982-1984
Dallas, TX
Advanced Staff Auditor

                                            EDUCATION

BBA, Accounting, Southern Methodist University, Dallas, TX, 1982

                                 PROFESSIONAL AFFILIATIONS

Board of Governors, Atlanta Chapter of the Institute of Internal Auditors
Georgia Society of Certified Public Accountants                                                                      MEMurphy
                                                                                                                                       consulting
                                                                                                                      professional/career coaching-
                                                                                                                                training
Resume Tips
– Clean format
– Spell-check / Edit / Watch grammar
– Use key words
– Avoid dates in education???
– Length – 2 pages max
– Bullets for accomplishments
– Refrain from “corporate speak”
– Customized for specific positions
– No lies or misrepresentations!       MEMurphy
                                                         consulting
                                        professional/career coaching-
                                                  training
The Truth Behind Interviews
 Interviews are subjective.
 Interviewers choose the qualified person he/she likes
  best.
 Making a connection with the interviewer is vital.
 Body language and tone of voice play a key role.




                                           MEMurphy
                                                             consulting
                                            professional/career coaching-
                                                      training
Interview Formats
 Electronic (series of emails)
 Telephone
 Face-to-Face
    One-on-One (meet with only one employee)
    Round Robin (series of interviews)
    Panel/Tag Team (simultaneously interviewed by multiple
     professionals)


                                               MEMurphy
                                                                 consulting
                                                professional/career coaching-
                                                          training
12 X 12 X 12 Rule
• First impression, 12 feet away

• Second impression, 12 inches away

• Third impression, first 12 words spoken



                                      MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
Interview Styles
 Directed: Very structured, often uses a list of questions to
  gain key information
 Non-directed: Conversational, allows you to more openly
  discuss your qualifications and sell yourself
 Behavioral: Designed to uncover what you have done; past
  predicates the future
 Situational: Uses hypothetical situations based on
  challenging, real-life, job-related circumstances; intentions
  can predict future behavior


                                                   MEMurphy
                                                                     consulting
                                                    professional/career coaching-
                                                              training
Pre-Interview Strategies
          Research organization,
           position, current industry
           events, interviewer.
          Create a list of questions to
           ask about the company or
           position.
          Think of questions the
           interviewer might ask;
           formulate a story/answer in
           response.
          Practice!        MEMurphy
                                              consulting
                             professional/career coaching-
                                       training
Content Theory
• Answer the Question
• Justify the Answer—With Accomplishments
• Restate the Original Answer




                                 MEMurphy
                                                   consulting
                                  professional/career coaching-
                                            training
Negative Questions
• Inappropriate questions
• Your liability questions—know them
  – Rephrase
  – Answer
  – Redirect




                                   MEMurphy
                                                        consulting
                                       professional/career coaching-
                                                 training
Body Language
 Psychological signals people give off with their bodies.
 65 percent of all information in English speech.
 90 percent of all emotional information.
 Be conscious of your body language during an interview.
 Don't let your awareness become obsessive or distracting.




                                                     MEMurphy
                                                                       consulting
                                                      professional/career coaching-
                                                                training
Body Language Tips
 Control any nervous hand
  habits.
 Maintain a pleasant expression;
  smile or laugh when
  appropriate.
 Maintain eye contact.
 Shake like you mean it.
 Sit attentively.
 Use your hands as "artful
  persuaders."
                                    MEMurphy
                                                      consulting
                                     professional/career coaching-
                                               training
Voice

   The tone and formality
    of your voice speak
    louder than your
    words.
   Speak confidently.
   Modify your voice to
    compliment the
    interviewer’s.
                MEMurphy
                                  consulting
                 professional/career coaching-
                           training
Interview Tips
– Be prepared.
– Know “your story”.
– Confidently articulate your skills and
  accomplishments as they relate.
– Don’t badmouth anyone or any
  company.
– Have question—you are interviewing
  too.
– Practice, practice, practice.
– Thank everyone.
                                       MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
ChangeGrid
• People pay attention to where they find their
  tension.
• Helps measure your “productive tension”.
• The Career Grid measures 22 key “career
  moving” activities and where you may be in
  terms of taking action.
• Picture of where you are at that moment in
  time.
                                     MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
Your Results

Challenge
Scale:
Effortless (0) to
Impossible (12)

Ability Scale:
Clueless (0) to
Expert (12)
                              Source: T. Napier, Change Works
                                    MEMurphy
                                                       consulting
                                      professional/career coaching-
                                                training
What the grid means.
Stress: Tension is too high to be
productive. May be in a panic.
Power Stress: Strong sense of urgency,
not panic. Ready to take action
Power: Tension is moderate. Resources
and emotions are in balance. In control.
Power Apathy: Tension is low. Feels
improvements can be made but not too
troubled. Strong comfort zone.
Apathy: Little/no tension. May have
mastery but no meaningful challenge.
Feel that the situation may be OK as is.
                                           Source: T. Napier, Change Works
                                                    MEMurphy
                                                                       consulting
                                                      professional/career coaching-
                                                                training
Job Life-Cycle

                  Satisfied With        Dissatisfied
                  Job                   With Job
Good At Job       In a job you like     Mastered the job,
                  and have some         but not satisfied
                  mastery of
                       Phase II             Phase III


Not Good At Job   Like the job, but     Lost interest in
                  still have loads to   job, failed to keep
                  learn                 skills updated
                                              Phase IV
                       Phase I
                                                 MEMurphy
                                                                   consulting
                                                  professional/career coaching-
                                                            training
Monthly Career Checklist
• Update your resume.
  – Have your current job responsibilities broadened?
  – Have you attended a new class or seminar?
  – Have you received an honor or award?
  – Have you joined a new association or group?




                                        MEMurphy
                                                          consulting
                                         professional/career coaching-
                                                   training
Monthly Career Checklist
• Re-evaluate your goals.
  – Have you accomplished any goals since last
    month? If so, check them off your list and add a
    new goal in its place.
  – Have any of your goals changed due to new
    requirements or developments in your field?
  – Has anything happened at work or in your
    personal life that may cause you to rethink your
    career direction?
                                         MEMurphy
                                                           consulting
                                          professional/career coaching-
                                                    training
Monthly Career Checklist
• Add new accomplishments to your success
  stories journal.
  – Writing down your achievements will allow you to
    describe them in more detail.
  – This record will jog your memory before an
    interview, allowing you to more clearly
    demonstrate how you can add value.


                                        MEMurphy
                                                          consulting
                                         professional/career coaching-
                                                   training
Monthly Career Checklist
• Review your networking list.
  – Have you made new contacts since last month?
  – Did a contact share some interesting news with
    you?
  – Is there anyone on your networking list that you
    haven’t had contact with in the past 90 days?
  – Are your online profiles up-to-date?


                                         MEMurphy
                                                           consulting
                                          professional/career coaching-
                                                    training
Monthly Career Checklist
• Conduct a quick job search.
  – Scan the help-wanted ads to get a complete
    picture of the marketplace and the current salary
    for your role.
  – Visit your ideal organization’s website and review
    their job ads.
  – Is there a new reason to set up some networking
    meetings?

                                          MEMurphy
                                                            consulting
                                           professional/career coaching-
                                                     training
Annual Career Checklist
• Do a full-fledged personal assessment.
• Realign personal goals as appropriate.




                                    MEMurphy
                                                      consulting
                                     professional/career coaching-
                                               training
In Closing
• The work environment has changed, now
  more than ever, you need to take control.
• Always be prepared—on paper, on the phone,
  or in person.
• Be honest with yourself on where you want to
  go and create plans to get there.
• Move yourself into ‘POWER” and make it
  happen!
                                   MEMurphy
                                                     consulting
                                    professional/career coaching-
                                              training
Thank You!
        Marty Murphy, CPCU
Senior Partner, Exceleration Partners
    marty@excelerationpartners.com
     www.excelerationpartners.com


  Principal, MEMurphy Consulting
    marty@memurphyconsulting.com
     www.memurphyconsulting.com

           MEMurphy
                             consulting
            professional/career coaching-
                       training

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Accelerating Your Career Trajectory

  • 1. Accelerating Your Career Trajectory RIMS Atlanta Breakfast Meeting July 13, 2010 Presented by: Marty Murphy, CPCU Senior Partner, Exceleration Partners Principal, MEMurphy Consulting MEMurphy consulting professional/career coaching- training
  • 2. Today’s Agenda • Talk about the general employment environment. • Keys to accelerating your career. • Review your career tool-kit. • Debrief the ChangeGrid. MEMurphy consulting professional/career coaching- training
  • 3. General Economic Observations • Economy. • Delays in retirement. • Still a lack of qualified candidates. • Competition for most qualified candidates. • Decrease in company loyalty. • Post recession job movers. MEMurphy consulting professional/career coaching- training
  • 4. New Landscape • No More Job For Life. • Career Security vs. Job Security. • Strategic Contribution vs. Tactical Production. • Required Soft Skills vs. Hard Skills. • Work Life vs. Personal Life. • It is estimated that younger workers will have 10- 14 jobs by age 38. • Advent of Portfolio Careers. • Buyers and a Sellers Career Market. MEMurphy consulting professional/career coaching- training
  • 5. 4 Generations In The Workforce GenXers – 40% Millennials – 10% Traditionalists – 5% Baby Boomers – 45% MEMurphy consulting professional/career coaching- training
  • 6. The Boss—The #1 Reason For Turnover MEMurphy consulting professional/career coaching- training
  • 7. The Underlying Questions  Can you do the job?  Will you do the job?  Do we like you? MEMurphy consulting professional/career coaching- training
  • 8. Why People Advance In Their Career You Survey ____ PERFORMANCE ____ ____ IMAGE ____ ____ EXPOSURE ____ 100% 100% MEMurphy consulting professional/career coaching- training
  • 9. Why People Advance In Their Career You Survey 85+% PERFORMANCE 10% 10% IMAGE 30% 5% EXPOSURE 60% 100% 100% MEMurphy consulting professional/career coaching- training
  • 10. A Good Way To Accelerate – Embrace change & learn to love the unexpected. – Continually learn. – Be visible. – Have a formal plan. MEMurphy consulting professional/career coaching- training
  • 11. Embrace Change and Learn to LOVE the Unexpected! • 3-Key Attributes: – Resiliency – Agility – Attitude MANAGE WHAT YOU CAN MANAGE! MEMurphy consulting professional/career coaching- training
  • 12. Resilience • Must have to survive a leadership role. • More critical than technical knowledge. • Tips: – Learn from those that are naturally resilient. – Learn from past experience. – Understand yourself. – Connect with those that can help. – Take care of self. MEMurphy consulting professional/career coaching- training
  • 13. Agility • Be focused. – Seek info, understand what you can control, plan tasks in detail, ask questions for clarification • Be flexible. – Adapt, take risks, update skills, be innovative • Be facilitative. – Help others, be positive, collaborate to accomplish goals, focus on benefit of change, suggest improvements • Be fast. MEMurphy consulting professional/career coaching- training
  • 14. Attitude • Live in the now. • Don’t be weighed down by past failures or successes. • Put your arms around the day. • Encourage yourself. • Utilize your talents. • Be your own destiny. MEMurphy consulting professional/career coaching- training
  • 15. Continual Learning • Breadth vs. depth • Ability to transition into new roles • Challenging assignments outside of “comfort zone” • Good relationships • Failures and successes • Gaining new skills — not overusing old ones • Ongoing education • Knowing the business MEMurphy consulting professional/career coaching- training
  • 16. 70:20:10 Learning Rule • 70% of learning take place on the job, through solving problems and through special assignments and other day-to-day activities. • 20% occurs through drawing on the knowledge of others in the workplace, informal learning, coaching, and mentoring. • 10% Occurs through formal learning— classroom, workshops, e-learning MEMurphy consulting professional/career coaching- training
  • 17. The Steps To Success Job 8 Job 7 Job 6 Job 5 Job 4 Job 3 Job 2 Job 1 Job 1a Job 1b Job 1c MEMurphy consulting professional/career coaching- training
  • 18. Job Life-Cycle Satisfied With Dissatisfied Job With Job Good At Job In a job you like Mastered the job, and have some but not satisfied mastery of Phase II Phase III Not Good At Job Like the job, but Lost interest in still have loads to job, failed to keep learn skills updated Phase IV Phase I MEMurphy consulting professional/career coaching- training
  • 19. “Invisibility is Worse than Failure.” ~ Keith Ferrazzi, author, Never Eat Alone Many times it is not what you know, but whom you know. They need to know what you know—You need to know what they know! MEMurphy consulting professional/career coaching- training
  • 20. How Are Jobs Filled? Hidden Job Market Hidden Job Positions filled by: Market  Networking 75%  Internal hires Public Job  Search firms Market (Advertised) 25% MEMurphy consulting professional/career coaching- training
  • 21. Your Brand – Distinguish you from others – Make others aware of your character, strengths and personality – Become the message that is conjured up when someone thinks of you – Influence the decisions, attitudes and actions of others – Increase confidence, presence and visibility – Be authentic. MEMurphy consulting professional/career coaching- training
  • 22. 30-Second Commercial • Script your 30-Second Commercial. • Tailor it for every audience you may encounter. • Have you prepared an introduction for yourself that leaves your contact with the right message? MEMurphy consulting professional/career coaching- training
  • 23. The Power of Social Media • Linkedin • Facebook • Twitter • Plaxo • Naymz MEMurphy consulting professional/career coaching- training
  • 24. Linkedin MEMurphy consulting professional/career coaching- training
  • 25. Linkedin MEMurphy consulting professional/career coaching- training
  • 26. The Career Trajectory Pyramid IDEAL CAREER FOCUSED ACTIVITIES/ DIRECTION WELL DEVELOPED TOOL KIT PERSONAL AWARENESS MEMurphy consulting professional/career coaching- training
  • 27. Biggest Stumbling Blocks • No focus. (Remember, you will not take just any job!) • Being ‗passive‖ instead of ―proactive‖. • Clear goals and objectives. (Written) • Holding one-self accountable to daily, weekly, monthly metrics. MEMurphy consulting professional/career coaching- training
  • 28. How Many Have Written Career Plan? Personal Awareness Focused Well Activities/ Developed Direction Tool Kit MEMurphy consulting professional/career coaching- training
  • 29. The Power Of Planning Yale Study: 1953-73 Harvard Study: 1979-89 •<3% of students set goals •13% had undocumented goals •97% did not have goals •3% documented their goals •After 20 years those same 3% •10 years later: were worth more than all of the --The 13% made double the 97% COMBINED income --The 3% made 10 times more than the 97% COMBINED MEMurphy consulting professional/career coaching- training
  • 30. Have A Plan: How Many Have WRITTEN Goals and Action Plans? • Make them SMART. – Specific – Measurable goals – Achievable – Realistic – Time Bound • Support with well thought-out action plans. MEMurphy consulting professional/career coaching- training
  • 31. Personal Awareness • Formal Assessments • Personal Reflection – Activities/Skills you like/dislike – Personal priorities – Dreams – Work environments – Preferred locations MEMurphy consulting professional/career coaching- training
  • 32. Tool Kit: Resume • Always have a resume ready. • Be prepared to “interview” on the spot. • Conduct informal job searches. • Schedule regular check-ups. – Monthly – Annually MEMurphy consulting professional/career coaching- training
  • 33. Common Resumes • Chronological – List employment and accomplishments in reverse chronological order. – Great format if staying in similar field. – Most widely accepted. • Functional – Lists 4-5 high-level competencies (P&L, Training and Development, Financial Analysis, etc.) – Great if switching focus of career. MEMurphy consulting professional/career coaching- training
  • 34. Resume Basics Atlanta, GA Sample Candidate, CPA sample@mindspring.com (770) 111-1111 •Heading SUMMARY •Summary Results-oriented financial professional with over 25 years of combined Big 4 public accounting and internal audit experience in diverse industries including hospitality and financial services. Proven •Personal Brand track record demonstrating leadership in identifying areas of revenue enhancement and cost reduction for private and public companies with revenues up to $2 billion. Expertise in: •Quickly Shows Who You Are  Enterprise Risk Management  Franchise and Contract Audits  Corporate Ethics Programs •3-5 Sentences    •Bullet-pointed High Level System Implementation Sarbanes-Oxley Due Diligence ABC Enterprises, Inc. PROFESSIONAL ACCOMPLISHMENTS 1995-2009 Competencies Atlanta, GA International restaurant franchising company with revenues of $600 million, 10,000 employees, and 4,000 restaurants. Current brands include Popeyes Louisiana Kitchen. Company formerly owned •What are co‘s looking for? Church‘s Chicken, Cinnabon, Chesapeake Bagel Bakery and Seattle‘s Best Coffee companies. Vice President, Internal Audit •Experience Managed the internal audit function for the corporation. Performed risk assessment; staff recruiting, training, and development; and execution of annual audit plan including audits of corporate functions, domestic and international franchisees, company managed operations, vendors and information •Most current, most relevant. systems. •Small blurb about company and job  Identified over $12 million in revenue enhancements and cost savings opportunities for the  company. Established the audit risk assessment process which provided for the development of adequate duties •Dates must match. and consistent audit planning.  Led organization in documenting and testing internal controls to comply with Sarbanes-Oxley regulations, which resulted in improved controls throughout the organization.  Designed and implemented an Enterprise Risk Management process for the company including soliciting the involvement of senior management, creating a risk inventory, documenting risk •Accomplishments mitigation procedures and establishing a process to ensure the ongoing monitoring of risks and  the effectiveness of mitigation efforts as a basis for senior management decision-making. Established and help administer Corporate Compliance Program including hotline, incident •Situation •Action reporting and resolution process, and ethics policy.  Performed due diligence work on acquisition targets resulting in significant reduction in purchase prices.  Established the audit process for newly acquired brands for both international and domestic operations resulting in the identification of risks and control gaps which improved controls and •Results reduced the risk to AFC once addressed.  Designed and maintained the Audit Committee annual calendar to ensure all required communications and duties were covered to fulfill the committee charter. •Quantify if possible  Awarded the AFC Spirit Award as a result of audit team development and exceptional leadership. MEMurphy consulting professional/career coaching- training
  • 35. Resume Basics Sample Candidate, CPA Page Two First Financial Management Corporation, (now First Data Corporation) 1993-1995 •Education Atlanta, GA $2 billion Fortune 500 information services company. Assistant Vice President, Financial Audit Managed audits of company services including: merchant and consumer payment services involving •Additional Credentials •Professional Affiliations credit and debit cards, checks and non-bank money transfers; debt collection and accounts receivable management; data imaging and database management; healthcare claims processing and integrated management and cost containment services; and development and marketing of data communications and information processing systems. Specialized in audits of newly acquired companies. •Technical Skills Holiday Inn Worldwide, (now InterContinental Hotels Group) Atlanta, GA and Memphis, TN 1985-1993 •What about: Senior Manager, Internal Audit Department •Personal information? •References? Managed audits for a hospitality company with responsibilities including developing and monitoring department budget of over $800,000; coordinating and participating in corporate, vendor systems and domestic and international hotel audits; and staff recruiting, training and development.  Implemented audit and training programs for acquired brands resulting in significant improvement in internal controls.  Designed and executed audits of marketing programs and advertising agencies resulting in over $1 million in cost savings to the company.  Trusted by system franchisees to perform audits of system marketing funds on their behalf which improved the relationship between the company and its independent franchise owners. First Tennessee Bank 1984-1985 Memphis, TN Senior Internal Auditor Arthur Young & Company, (now Ernst & Young, LLC) 1982-1984 Dallas, TX Advanced Staff Auditor EDUCATION BBA, Accounting, Southern Methodist University, Dallas, TX, 1982 PROFESSIONAL AFFILIATIONS Board of Governors, Atlanta Chapter of the Institute of Internal Auditors Georgia Society of Certified Public Accountants MEMurphy consulting professional/career coaching- training
  • 36. Resume Tips – Clean format – Spell-check / Edit / Watch grammar – Use key words – Avoid dates in education??? – Length – 2 pages max – Bullets for accomplishments – Refrain from “corporate speak” – Customized for specific positions – No lies or misrepresentations! MEMurphy consulting professional/career coaching- training
  • 37. The Truth Behind Interviews  Interviews are subjective.  Interviewers choose the qualified person he/she likes best.  Making a connection with the interviewer is vital.  Body language and tone of voice play a key role. MEMurphy consulting professional/career coaching- training
  • 38. Interview Formats  Electronic (series of emails)  Telephone  Face-to-Face  One-on-One (meet with only one employee)  Round Robin (series of interviews)  Panel/Tag Team (simultaneously interviewed by multiple professionals) MEMurphy consulting professional/career coaching- training
  • 39. 12 X 12 X 12 Rule • First impression, 12 feet away • Second impression, 12 inches away • Third impression, first 12 words spoken MEMurphy consulting professional/career coaching- training
  • 40. Interview Styles  Directed: Very structured, often uses a list of questions to gain key information  Non-directed: Conversational, allows you to more openly discuss your qualifications and sell yourself  Behavioral: Designed to uncover what you have done; past predicates the future  Situational: Uses hypothetical situations based on challenging, real-life, job-related circumstances; intentions can predict future behavior MEMurphy consulting professional/career coaching- training
  • 41. Pre-Interview Strategies  Research organization, position, current industry events, interviewer.  Create a list of questions to ask about the company or position.  Think of questions the interviewer might ask; formulate a story/answer in response.  Practice! MEMurphy consulting professional/career coaching- training
  • 42. Content Theory • Answer the Question • Justify the Answer—With Accomplishments • Restate the Original Answer MEMurphy consulting professional/career coaching- training
  • 43. Negative Questions • Inappropriate questions • Your liability questions—know them – Rephrase – Answer – Redirect MEMurphy consulting professional/career coaching- training
  • 44. Body Language  Psychological signals people give off with their bodies.  65 percent of all information in English speech.  90 percent of all emotional information.  Be conscious of your body language during an interview.  Don't let your awareness become obsessive or distracting. MEMurphy consulting professional/career coaching- training
  • 45. Body Language Tips  Control any nervous hand habits.  Maintain a pleasant expression; smile or laugh when appropriate.  Maintain eye contact.  Shake like you mean it.  Sit attentively.  Use your hands as "artful persuaders." MEMurphy consulting professional/career coaching- training
  • 46. Voice  The tone and formality of your voice speak louder than your words.  Speak confidently.  Modify your voice to compliment the interviewer’s. MEMurphy consulting professional/career coaching- training
  • 47. Interview Tips – Be prepared. – Know “your story”. – Confidently articulate your skills and accomplishments as they relate. – Don’t badmouth anyone or any company. – Have question—you are interviewing too. – Practice, practice, practice. – Thank everyone. MEMurphy consulting professional/career coaching- training
  • 48. ChangeGrid • People pay attention to where they find their tension. • Helps measure your “productive tension”. • The Career Grid measures 22 key “career moving” activities and where you may be in terms of taking action. • Picture of where you are at that moment in time. MEMurphy consulting professional/career coaching- training
  • 49. Your Results Challenge Scale: Effortless (0) to Impossible (12) Ability Scale: Clueless (0) to Expert (12) Source: T. Napier, Change Works MEMurphy consulting professional/career coaching- training
  • 50. What the grid means. Stress: Tension is too high to be productive. May be in a panic. Power Stress: Strong sense of urgency, not panic. Ready to take action Power: Tension is moderate. Resources and emotions are in balance. In control. Power Apathy: Tension is low. Feels improvements can be made but not too troubled. Strong comfort zone. Apathy: Little/no tension. May have mastery but no meaningful challenge. Feel that the situation may be OK as is. Source: T. Napier, Change Works MEMurphy consulting professional/career coaching- training
  • 51. Job Life-Cycle Satisfied With Dissatisfied Job With Job Good At Job In a job you like Mastered the job, and have some but not satisfied mastery of Phase II Phase III Not Good At Job Like the job, but Lost interest in still have loads to job, failed to keep learn skills updated Phase IV Phase I MEMurphy consulting professional/career coaching- training
  • 52. Monthly Career Checklist • Update your resume. – Have your current job responsibilities broadened? – Have you attended a new class or seminar? – Have you received an honor or award? – Have you joined a new association or group? MEMurphy consulting professional/career coaching- training
  • 53. Monthly Career Checklist • Re-evaluate your goals. – Have you accomplished any goals since last month? If so, check them off your list and add a new goal in its place. – Have any of your goals changed due to new requirements or developments in your field? – Has anything happened at work or in your personal life that may cause you to rethink your career direction? MEMurphy consulting professional/career coaching- training
  • 54. Monthly Career Checklist • Add new accomplishments to your success stories journal. – Writing down your achievements will allow you to describe them in more detail. – This record will jog your memory before an interview, allowing you to more clearly demonstrate how you can add value. MEMurphy consulting professional/career coaching- training
  • 55. Monthly Career Checklist • Review your networking list. – Have you made new contacts since last month? – Did a contact share some interesting news with you? – Is there anyone on your networking list that you haven’t had contact with in the past 90 days? – Are your online profiles up-to-date? MEMurphy consulting professional/career coaching- training
  • 56. Monthly Career Checklist • Conduct a quick job search. – Scan the help-wanted ads to get a complete picture of the marketplace and the current salary for your role. – Visit your ideal organization’s website and review their job ads. – Is there a new reason to set up some networking meetings? MEMurphy consulting professional/career coaching- training
  • 57. Annual Career Checklist • Do a full-fledged personal assessment. • Realign personal goals as appropriate. MEMurphy consulting professional/career coaching- training
  • 58. In Closing • The work environment has changed, now more than ever, you need to take control. • Always be prepared—on paper, on the phone, or in person. • Be honest with yourself on where you want to go and create plans to get there. • Move yourself into ‘POWER” and make it happen! MEMurphy consulting professional/career coaching- training
  • 59. Thank You! Marty Murphy, CPCU Senior Partner, Exceleration Partners marty@excelerationpartners.com www.excelerationpartners.com Principal, MEMurphy Consulting marty@memurphyconsulting.com www.memurphyconsulting.com MEMurphy consulting professional/career coaching- training