Managing Your Career: How to sell yourself and attain your career goals


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Part of the CIBC Presents Entrepreneurship 101 lecture series.
Speakers: Teresa Snelgrove, Boyden Global Executive Search Inc.
Frédéric Sweeney, VenGrowth Private Equity Partners Inc

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Managing Your Career: How to sell yourself and attain your career goals

  1. 1. 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
  2. 2. Private and Confidential | 2
  3. 3. 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
  4. 4. 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
  5. 5. Different types of Search Firms and how they work ? •  Staffing Robert Half and Associates •  Contingent •  Retained Private and Confidential | 5
  6. 6. 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. Private and Confidential | 6
  7. 7. Private and Confidential | 7
  8. 8.   Intro to professional search services   How to sell yourself   Science and Business: the challenges   The importance of Networking   Survey from the trenches Private and Confidential |8
  10. 10. 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 Private and Confidential | 10
  11. 11. 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 Private and Confidential | 11
  12. 12. 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 Private and Confidential | 12
  13. 13. In Summary Take home message:   Clarify career objectives   Keep your CV tweaked   Maintain industry knowledge   Network, network, network   Feel good about your accomplishments Private and Confidential | 13
  14. 14.   Intro to professional search services   How to sell yourself   Science and Business: the challenges   The importance of Networking   Survey from the trenches Private and Confidential | 14
  15. 15. Private and Confidential | 15
  16. 16. 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! Private and Confidential | 16
  17. 17.   Intro to professional search services   How to sell yourself   Science and Business: the challenges   The importance of Networking   Survey from the trenches Private and Confidential | 17
  18. 18. 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 Private and Confidential | 18
  19. 19. Level on Connection Home Run Mentors Contacts Champions! “C-level” Social Mentors Networking Friends (LinkedIn) Degree of Comfort Private and Confidential | 20
  20. 20. 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
  21. 21. 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 8 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 Private and Confidential | 22
  22. 22. 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 Private and Confidential | 19
  23. 23. 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 Private and Confidential | 23
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  25. 25.   Intro to professional search services   How to sell yourself   Science and Business: the challenges   The importance of Networking   Survey from the trenches Private and Confidential | 25
  26. 26. 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 Private and Confidential | 26
  27. 27. 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 Private and Confidential | 27
  28. 28. “[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 Private and Confidential | 28
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