1. Get me a Job! Jerry Musnitsky

2. Introductions Who are you?Who are you? What do you want?What do you want? Where are you going?Where are you going? Why?Why?

3. What about Me? You want a jobYou want a job –Buy me –Get me –Give me Who cares what you want, I care about what I want!Who cares what you want, I care about what I want!

4. Class Plan Strategic Management (personal)Strategic Management (personal) –Career target –Career path –Costs versus rewards How to ThinkHow to Think –How do you think Personality traitsPersonality traits –How do they think CommunicationCommunication

5. Class Plan ResumesResumes –Purpose –How to think –How to write (US) InterviewInterview –Negotiating DressDress WorkshopWorkshop

6. Your Strategic Plan Success is PredeterminedSuccess is Predetermined –Only strategy creates sustainable advantage Must have the right goalMust have the right goal –Must have a different value proposition –Must be unique –Must make choices –Must be focused on profitability

7. Your strategic plan Must take risksMust take risks Must make decisionsMust make decisions Must have “long zoom”Must have “long zoom” Must have EithicsMust have Eithics –Be open –Be honest –Baseball vs. football (US) Must be a CommunicatorMust be a Communicator

8. Strategy then EngineerEngineer –Build it and they will come. A technical success begets a CEO MarketerMarketer –Don’t care if it works or if it is needed, I can sell it! Sales generators become CEO FinancierFinancier –Don’t; care what you make, leverage company, hedge funds and increase ROI. Bean counter as CEO

9. Strategy now Do everything rightDo everything right –And it still won’t work User will decideUser will decide –No one has decision power –Everyone has veto power Information has valueInformation has value Service has PriceService has Price The world is GlobalThe world is Global

10. Turn the Perspective Total Quality Management (TQM)Total Quality Management (TQM) –Managing Quality or the Quality of Management Just-in-Time or the right time and placeJust-in-Time or the right time and place Better, faster, cheaper or higher valueBetter, faster, cheaper or higher value

11. Turn the perspective Don’t Chase the MoneyDon’t Chase the Money –Do the right things and the money will come Follow the MoneyFollow the Money

12. What kind of People Are you alive?Are you alive? –Motion, reproduction, consumption, growth, stimulus response CHANGECHANGE –You must have the motivation & flexibility to respond to the changing needs of the organiztion

13. Know this Business is PeopleBusiness is People The definition of Management is “getting things done though people”The definition of Management is “getting things done though people”

14. A Leader You must take the personal responsibility to:You must take the personal responsibility to: –Acquire new skills –Develop new talents –Commit to ongoing learning

15. Two sided coin The company must get a person to complete the tasks at hand. The longer it takes & the more training required increases costs!The company must get a person to complete the tasks at hand. The longer it takes & the more training required increases costs!

16. Two sided coin The person must find a company that offers the right fit in personality and careerThe person must find a company that offers the right fit in personality and career

17. Leadership “In the struggle for survival, the fittest win out at the expense of their rivals because they succeed in adapting themselves to their environment.”“In the struggle for survival, the fittest win out at the expense of their rivals because they succeed in adapting themselves to their environment.” –Charles Darwin

18. What should you be The expert (stovepipe approach)The expert (stovepipe approach) Jack of All (Renaissance Man)Jack of All (Renaissance Man) “In a bureaucratic system, useless work drives out useful work” (Milton Friedman)“In a bureaucratic system, useless work drives out useful work” (Milton Friedman) Is a Company a Democracy?Is a Company a Democracy?

19. What are we in Business? ProfitProfit GrowthGrowth Management (President & CEO)Management (President & CEO) EmployeesEmployees Board of DirectorsBoard of Directors CustomersCustomers ShareholdersShareholders CommunityCommunity

20. How do leaders become? RAA - Never 1 without the othersRAA - Never 1 without the others –Responsibility –Authority –Accountability Organization & StructureOrganization & Structure –Matrix CapabilityCapability –Smart Managers? –How did they become Managers?

21. Personal Characteristics Technical ArroganceTechnical Arrogance –I’ve made up my mind, don’t confuse me with facts Marketing ArroganceMarketing Arrogance Financial ArroganceFinancial Arrogance Personal PositionPersonal Position –As long as we die after my retirement

22. Leadership Do things rightDo things right Direct OperationsDirect Operations Enforce policiesEnforce policies Design proceduresDesign procedures Control resultsControl results Foster stabilityFoster stability Do the right things Monitor expectations Communicate values Manage systems Support people Continuous improvement

23. Personal Chart

24. Your Enemies What they look like & Don’t become one!

25. Bureaucrat Job is to help ensure consistency, set limits and reduce risk.Job is to help ensure consistency, set limits and reduce risk. –Slowing progress –Draining talent –Initiating specific prohibitions

26. Bureaucrat Quotes:Quotes: –“That’s not allowed” –“Fill out this form” –“Use this process” –“Propose this next year, you just missed the budget cycle” –Your project will create unacceptable exposures” Unkindness:Unkindness: –Killing the innovation with imaginary downsides Value:Value: –Clearly articulates the status quo that must be addressed

27. Gatekeeper Blocks access to resources, power and decision makers. They can starve innovation, establish unrealistic criteria and set the bar at an unreachable heightBlocks access to resources, power and decision makers. They can starve innovation, establish unrealistic criteria and set the bar at an unreachable height

28. Gatekeeper Quotes:Quotes: –“Has this been approved by X” –“How does this fit our business model” –“This isn’t in the plan” –“What’s the ROI” –“This doesn’t score well” –“No one else has shown success here, sorry” Unkindness:Unkindness: –Frittering away all advantage by stalling Value:Value: –Saving you from embarrassing yourself in front of execs and pointing you to someone who can help

29. Deadbeat Sponsor A champion of innovation must have the attention span greater than a gnat. Real innovations stumble, miss deadlines and fail. Executives who pull resources and don’t return phone calls not only starve innovation but make it unavailable to a real sponsor.A champion of innovation must have the attention span greater than a gnat. Real innovations stumble, miss deadlines and fail. Executives who pull resources and don’t return phone calls not only starve innovation but make it unavailable to a real sponsor.

30. Deadbeat Sponsor Quotes:Quotes: –“Let’s study this some more” –“Everyone is taking a 10% cut” –“We are redirecting operations” Unkindness:Unkindness: –Hollowing out the project, then replacing staff Value:Value: –Leads to exploration of other options including informal routes

31. Wimp Some people on an innovation team are jet propellers and some are anchors. Innovating is a necessarily delicate activity and those who are negative, inept or unreliable jeopardize the whole operation. Grouchy people, on the other hand, are just fine – and don’t argue with me about it!Some people on an innovation team are jet propellers and some are anchors. Innovating is a necessarily delicate activity and those who are negative, inept or unreliable jeopardize the whole operation. Grouchy people, on the other hand, are just fine – and don’t argue with me about it!

32. Wimp QuotesQuotes –“Sorry, I don’t have it” –“I can’t work with X” –“Can we reschedule (again)?” –“Yes (meaning no)” UnkindnessUnkindness –Disrupting and maligning the team ValueValue –These people make you treasure those who have talent, optimism, persistence and commitment

33. Owner Power is more important than success to the Owner. Owner is a “pop-up” enemy, appearing out of nowhere over a entire realm of activity (“I own security.”) The Owner stakes his claim and denies the innovator access to authority, resources and legitimacy. A hostile and often corrupt takeover.Power is more important than success to the Owner. Owner is a “pop-up” enemy, appearing out of nowhere over a entire realm of activity (“I own security.”) The Owner stakes his claim and denies the innovator access to authority, resources and legitimacy. A hostile and often corrupt takeover.

34. Owner Owner quotes:Owner quotes: –“We’re already taking care of this.” “You don’t understand this.” “I’m shutting you down.” Unkindness:Unkindness: –Grabbing your best people Value: Helps you define your position in terms of your market & your benefitsValue: Helps you define your position in terms of your market & your benefits

35. Rival Competitors both inside and outside the company. Pull every trick imaginable (and then some). They co- opt your ideas, slander you and your work, pull rank, use the hierarchy, bureaucrats and gatekeepers against you. The worst change the context – the measurements of success – they spin!Competitors both inside and outside the company. Pull every trick imaginable (and then some). They co- opt your ideas, slander you and your work, pull rank, use the hierarchy, bureaucrats and gatekeepers against you. The worst change the context – the measurements of success – they spin!

36. Rival Rival Quotes:Rival Quotes: –“Mine is better.” “I am better.” “He doesn’t know what he is doing.” Unkindness:Unkindness: –Being right Value:Value: –Creates urgency and forces re-evaluation

37. You Must be persistentMust be persistent Vision, creativity & ImaginationVision, creativity & Imagination Build alliancesBuild alliances Find alternativesFind alternatives Generosity of spiritGenerosity of spirit Openness to ideas of othersOpenness to ideas of others Sense of purposeSense of purpose

38. What are you/they like? PositivePositive –Relational –Curious –Playful –Joyful –Sense of Humor –Spontaneous –Adventurous –Appreciative of self/others –Feels grief/sadness Negative –Defensive –Rebellious –Withdrawn/Stubborn –Shame/Guilt –Anger/Anxiety –Rigid –Fearful/Cautious –Unlovable/Unworthy –Depressed

39. What are you/they like? PositivePositive –Rational –Understanding –Creative –Logical/Synthesiz es –Analyzes –Evaluates Negative –Critical –Rationalize –Judgmental –Defensive –Argumentative –Justifies –Admonishes

40. Character Intuitive, responsive and unconditioned, connectedIntuitive, responsive and unconditioned, connected Wise, ever unfolding and growing, moving toward wholenessWise, ever unfolding and growing, moving toward wholeness Intentional, courageousIntentional, courageous CreativeCreative All-loving, compassionate and forgivingAll-loving, compassionate and forgiving Peaceful, grounded and centeredPeaceful, grounded and centered Aspires to goodness, truth and justiceAspires to goodness, truth and justice Mediator, IntegratorMediator, Integrator Integrity, completely ethical (knows right from wrong)Integrity, completely ethical (knows right from wrong) Source of strengthSource of strength

41. Character Not supportive, uncaringNot supportive, uncaring DutifulDutiful Cold and unaffectionateCold and unaffectionate Neglectful and unreliableNeglectful and unreliable Uncommitted to othersUncommitted to others Little or no display of feelingsLittle or no display of feelings Insensitive/indifferent in relationshipsInsensitive/indifferent in relationships Values things more than peopleValues things more than people Stingy/SelfishStingy/Selfish Disrespectful of othersDisrespectful of others Oblivious to othersOblivious to others Withholds approvalWithholds approval Ignores positive things people doIgnores positive things people do

42. Attitudes I don’t have time for youI don’t have time for you I don’t have enough love to go aroundI don’t have enough love to go around I don’t careI don’t care I am more important than youI am more important than you I can’t handle feelingsI can’t handle feelings I can’t be botheredI can’t be bothered You’re not enoughYou’re not enough Feelings aren’t importantFeelings aren’t important

43. Attitudes If you get in trouble, I won’t love youIf you get in trouble, I won’t love you Don’t touch meDon’t touch me Don’t count on meDon’t count on me Don’t talk to meDon’t talk to me Don’t show loveDon’t show love Children should be seen and not heardChildren should be seen and not heard Don’t tell me your problemsDon’t tell me your problems Don’t expect anything from meDon’t expect anything from me Stay out of sight, be invisibleStay out of sight, be invisible

44. Motivation Personal GreedPersonal Greed –We can lay-off 5,000 people and I get my bonus Company IncentivesCompany Incentives –Risk reduction –Increased profit –Uncertain future Human IncentivesHuman Incentives –Financially rewarding –Technically challenging –Personally controlled (not micro managed)

45. Company’s Composition Diverse set of PeopleDiverse set of People –I would not join a club who would have someone like me as a member –Accept dissenting views –Can create conflict Cookie CutterCookie Cutter –Everyone like me (but not as smart) –Sheep Poor SoulsPoor Souls Brown NosesBrown Noses Yes MenYes Men –Good for the Ego

46. Communication

47. Communication A person’s intelligence is measured by their ability to communicateA person’s intelligence is measured by their ability to communicate

48. Communication We already suffer from too much communicating and not enough communicationWe already suffer from too much communicating and not enough communication

49. Telling a Story Your ability to tell a storyYour ability to tell a story –Comprehensive –Persuasive Tightly focused and targetedTightly focused and targeted

50. Telling a Story It is your responsibility to inform, not theirs to learn!It is your responsibility to inform, not theirs to learn!

51. Telling a story What you say is not necessarily what they heardWhat you say is not necessarily what they heard Understand (and use) spinUnderstand (and use) spin

52. The Resume Get the CallGet the Call –You have 30 seconds!

53. The resume What does the company want?What does the company want? Who is the Company?Who is the Company? –HR –Direct Line supervisor –Division director What do they wantWhat do they want What do they read!What do they read!

54. Resume tips Most candidates think that employers will ask their questions - wrong!Most candidates think that employers will ask their questions - wrong!

55. Resume tips Most employers think that if details on work, responsibilities, performance & achievements are not on the resume, then the candidate did nothing worth mentioning!Most employers think that if details on work, responsibilities, performance & achievements are not on the resume, then the candidate did nothing worth mentioning!

56. Resume tips Personal intervention can eliminate doubts, butPersonal intervention can eliminate doubts, but It is hard for an employer to believe a better person is behind a poor resume!It is hard for an employer to believe a better person is behind a poor resume!

57. Resume tips Candidates feel that the resume is an annoying formality and spend too little time on it.Candidates feel that the resume is an annoying formality and spend too little time on it. Employers feel that the resume is critical and a key part of the screening process.Employers feel that the resume is critical and a key part of the screening process.

58. Resume tips Imagine your readerImagine your reader –Sift through 500 resumes knowing 450 are no good and only 3 will be interviewed. –Knows the job to be filled

59. The job OrganizeOrganize CreateCreate DevelopDevelop ManageManage SuperviseSupervise WriteWrite ReviewReview SurveySurvey CooperateCooperate Market Lead Measure Analyze Sell Produce Arrange Talk/communicate Build

60. The need GrowGrow SustainSustain Increase salesIncrease sales Increase profitIncrease profit Reduce costReduce cost Gain new marketGain new market Gain new customersGain new customers Handle € Understand processes Increase productivity Handle people Handle technology Work in a team Achieve results

61. Resume tips Be specific & be understoodBe specific & be understood Work with computersWork with computers –Doing what? Designing, manufacturing, selling?Designing, manufacturing, selling? For what use or application?For what use or application? Used by whom?Used by whom? B2B, B2C?B2B, B2C? What company, what size, quantities, revenues, etc.?What company, what size, quantities, revenues, etc.?

62. Resume tips Be proudBe proud –State your achievements –Don’t misrepresent –What are your strengths –What did you learn or discover

63. Resume tips Smart people can learn and achieve in many fields.Smart people can learn and achieve in many fields. If you have achieved in one field, then I suspect you can do it again (even in another field).If you have achieved in one field, then I suspect you can do it again (even in another field). I want a smart person. Besides, the job description may change.I want a smart person. Besides, the job description may change.

64. Writing the Resume Good quality white bond paperGood quality white bond paper Use spell check!Use spell check! US or US based/listed companiesUS or US based/listed companies –No picture, birth date, sex, nationality, ethnic origin, etc. Want to know, then ask me at the interview!Want to know, then ask me at the interview!

65. Writing the resume Size & formatSize & format –The person who will make the decision is over 40 and closer to 50 Can’t seeCan’t see Needs clean and organizedNeeds clean and organized Sounds bites followed by detailSounds bites followed by detail

66. Writing the resume Where were youWhere were you –What kind of place was that –What did you do, and why was it special –What did you accomplish –No hobbies (I don’t hire you to play tennis) –Extracurricular activities relevant to your character Olympic gold medalOlympic gold medal

67. Writing the resume EducationEducation –Degree –Year –University (location) –Nothing else (no courses or grades) –Only University level or professional certification!

68. Resume Sample

69. Interviewing

70. Interview The FitThe Fit –The company wants you to answer their questions 1.Do you have the skills they need 2.Will you fit with the company culture

71. The interview I can teach you the tasksI can teach you the tasks Do you have the values?Do you have the values? –Ability –Intelligence –Experience –Energetic –Ambitious –Hard-working –Respectful –Positive –Efficient –TRUSTWORTHY

72. The Interview Never talk money until the offer is in hand!Never talk money until the offer is in hand! This is a two sided coin:This is a two sided coin: –Are you the person the company wants? –Is this the company you want?

73. The interview If the two match, then there is value.If the two match, then there is value. Value can be defined and compensated in many waysValue can be defined and compensated in many ways

74. The interview The quality of a decision is based upon the number of alternativesThe quality of a decision is based upon the number of alternatives –Your job is to find as many alternatives as possible

75. The interview “A negotiator’s capacity to understand the other party’s point of view during a negotiation and thereby to predict the other party’s strategies and tactics” Negotiators with higher perspective- taking ability negotiated contracts of higher value

76. 7 deadly sins 1.Be on time 2.Dress appropriately 3.Make eye contact 4.Don’t yammer 5.Don’t brag 6.Bring extra copies 7.Be HONEST

77. Know this The four crisesThe four crises –The crises of time Handling your schedule with SMS, MMS, e- mail, telephone, travel, meetings, interruptions, etc.Handling your schedule with SMS, MMS, e- mail, telephone, travel, meetings, interruptions, etc. –The crises of talent Great people make a great companyGreat people make a great company There aren’t enough great people to go aroundThere aren’t enough great people to go around –How do you handle the rest

78. Know this The crises of trustThe crises of trust –39% of US employees trusted their leaders. Half of all partnerships fail. How do establish and maintain trust? The crises of TransformationThe crises of Transformation –You can’t anticipate everything but you must be ready for anything. How do you become flexible, reeducate, reorganize, change?

79. The Four Challenges High Velocity SituationsHigh Velocity Situations –Everything is changing quickly DistractionDistraction –SMS, e-mail, Tweet, Meetings, Calls, face-to-face... DispersionDispersion –Your team is all over the world HeterogeneityHeterogeneity –Cross culture, class & discipline

80. The interview look Dress for success

81. Interview look Your clothing is to project an image of professionalismYour clothing is to project an image of professionalism –Subtely add to your appearance –Not distract from your business persona –Mature, stable and team member Always conservativeAlways conservative –Even for a laid back S/W company Dress up (not equal to)Dress up (not equal to)

82. Dress code What industryWhat industry Company’s dress codeCompany’s dress code My positionMy position My activitiesMy activities With whom am I interactingWith whom am I interacting Where is the meetingWhere is the meeting What message do I want to sendWhat message do I want to send

83. Dressing Something you wore before and are comfortable withSomething you wore before and are comfortable with Test run - make sure it is cleanTest run - make sure it is clean Hair and nails (male manicure)Hair and nails (male manicure) Scent should be low keyScent should be low key Blue is the best colorBlue is the best color –Trust, calm, confident –(not black for men)

84. Dressing Polished shoes (men!)Polished shoes (men!) Too much perfume kills the interviewToo much perfume kills the interview Real jewelry ONLY. None is better than fake.Real jewelry ONLY. None is better than fake. No cufflinks, no cloth watch bandsNo cufflinks, no cloth watch bands Conservative tie (4 in hand or half windsor)Conservative tie (4 in hand or half windsor) No dangling or loop earringsNo dangling or loop earrings Well groomed hairWell groomed hair Winter coat & purse are first things to be seenWinter coat & purse are first things to be seen Pen and paperPen and paper Empty pocketsEmpty pockets No gum, candy or cigarettesNo gum, candy or cigarettes

85. Dressing - Men 2 piece suit, navy or grey2 piece suit, navy or grey Dark suit, white long sleeve shirtDark suit, white long sleeve shirt Shine the shoes, match the socksShine the shoes, match the socks New beltNew belt Perfect tiePerfect tie All metal watch or leather bandAll metal watch or leather band Only watch and one (wedding) ringOnly watch and one (wedding) ring Well groomed (short hair, no beard)Well groomed (short hair, no beard)

86. Dress - Women Dark suit - never redDark suit - never red Knee length - never longerKnee length - never longer Always a suit with jacket - never a dressAlways a suit with jacket - never a dress Clear or conservative nail polishClear or conservative nail polish Use makeup sparinglyUse makeup sparingly Low heel pumpsLow heel pumps Hair back (off the face)Hair back (off the face) One ring per handOne ring per hand Silk scarf works wellSilk scarf works well

87. Behaving Stand when others enterStand when others enter Men open jacket to sit, close when standingMen open jacket to sit, close when standing Hats off indoorsHats off indoors Men open doors for womenMen open doors for women Men walk street sideMen walk street side Sit straight, don’t cross your legsSit straight, don’t cross your legs –Women cross their ankles Don’t fold your arms (hands out of pockets, etc.)Don’t fold your arms (hands out of pockets, etc.)