Welcome to Change

I just spoke with a client who works for a real estate investment group as its business developer and legal counsel. With this sector’s slow recovery, he’s feeling displaced, nervous and desperate to find financial stability. At 45 with 4 children from 3 to 13, he needs to be in the prime of his earning potential. Yet, he feels like he’s got little to show for over 20 years of impressive work.

Unfortunately he’s in great company, as a vast majority of candidates we speak with are in the same position or feel anxiety about their stability. In an economy that’s shifting faster than we realize, we’re all playing musical chairs. Unless we get moving, find clarity on what we’ve accomplished and what it all means to someone who’d hire us, we will be left standing when the music stops.

Relief came as he reflected on his experience and realized that he’s “in the business of earning sizable revenue from untapped sectors of the real estate market”. Suddenly his anxiety turned to excitement and darkness turned to light. He discovered his WOW and can now articulate it to people he networks with and to potential hiring managers.

Now he has an unfair advantage in the game of musical chairs because he can better align himself to the music of the market and use his speed and agility to find his well deserved spot.

Read more tips & strategies on this and other topics  from the Get What You Set web site.

Is Your Resume a Silent Career Killer?

Spend a few moments taking the following vital signs on your resume:

No response: Does your resume go unanswered when you respond to ads?

Experience: Does it list the functions you performed in your jobs, such as “responsible for …”?

Personality traits: Does it include phrases such as “team player”, “detail oriented” and “effective communicator”?

Aspiration: Does it leave out the specific role you are seeking and how you are positioned to make a meaningful and relevant difference to a prospective employer?

If you answered “yes” to any of these questions, then your resume is in need of an overhaul. To get it on a healthy track and captivate the reader’s imagination, make sure your resume communicates

• The measurable results you achieved by performing your day-to-day functions (or from special projects), and how they impacted various stakeholders and/or the bottom line.
• How your personality traits helped fuel your results (the phrases alone are just generic and used by everyone).
• Your interest in assuming a specific role and your ability to deliver value that goes beyond the scope of management’s expectations.
• An expression of your work ethic, such as how your competitive intensity, disciplined and focused approach, or extraordinary commitment to getting things done was manifested.

Taking the time to invest in the health and vitality of your resume will surely yield better results.

Read more tips on Resume and Pitch Strategies and other topics  on the Get What You Set web site.

The Art of Self-Promotion

Everyone is repulsed by braggarts – people who are shameless self promoters.

The truth is that (thankfully) these people rarely exist in the job search and career transition arena, as I can’t remember the last time I spoke with a candidate whom I felt was arrogant. Sure, people say off-color things when the stakes are high in an interview. But this doesn’t mean they are bragging. Typically, they are nervous and get caught in an awkward moment.

Here’s the formula for broadcasting your skills without being viewed as bragging. Write down and rehearse the 4-5 points that distinguish you from your peers. In other words, what home-runs have you delivered that demonstrate why you are such a strong candidate for a job. Know your messages cold so that in the heat of the moment, they are ready to be launched without a moment of consideration.

Don’t be afraid to speak matter-of-factly about your specific achievements. For example:

• Exceeded management’s expectations by deploying a restructuring initiative that achieved…
• Helped position my previous employer to be more market competitive and provide value-added service to its clients by…
• Received multiple awards for generating year-over-year improvements to…
• Worked with world-class experts in “x’, which provided me with a unique perspective to…

Be proud of who you are and what you have done and deliver your accomplishments in a direct, professional and measured way. Every action creates a reaction, and your role in selling yourself is to activate job opportunities, promotions or advancements. You’ll know if you did this well when a faint smile appears on the listeners face or you sense some other visceral reaction that captures their interest.

Read more tips & strategies on this and other topics  from the Get What You Set web site.

Don’t Stand in the Shadows of Modesty

I recently received a resume from a credit executive whose summary said the following:

Highly skilled, customer-focused Financial Professional with extensive experience in Risk Management and Corporate Banking. Primary skills include portfolio management and transaction origination and execution for large cap global and mid cap corporate clients. Excellent track record of partnering with clients and senior management to develop and implement complex solutions to customer or internal needs. Expertise in financial analysis, risk assessment and mitigation, structuring and documentation negotiation. Strong team player with diverse background that includes the management of diverse portfolios and the implementation of various corporate finance products in multiple geographies.

Let’s examine some of his phrases, which, by the way, I see ALL the time:

“Highly skilled” – duh, I assume this.

“Customer-focused” – would he be in this business if he was not focused on customers?

Where in this summary does he sell me on his professional value; i.e. what is he positioned to CONTRIBUTE to a future employer? Everything presented here are the generic functions that he’s performed over his extensive career. Yet, I have no idea if/when he has been the fuel that propelled a business. And, since he’s a credit executive, what has he done to mitigate risk and add measurable value to key stakeholders?

It would have been more compelling if he said something like this:

Globally astute credit executive whose career has spanned Big 4 auditing, to raising a global lender’s leadership profile, and harvesting opportunities beyond the risk associated with complex loan transactions for one of the world’s top finance companies. Recognized for finding novel business solutions that accelerate transactions while mitigating risk and enabling record levels of revenue growth to be actualized. Positioned to leverage 20 years experience structuring, marketing and protecting the assets that keep companies in business.

By formulating a message that shines a light on your accomplishments you can step out of the shadows that otherwise dim your value.

Read more tips on Resume and Pitch Strategies and other topics  on the Get What You Set web site.

Under-deliver by a Yard or Over-deliver by a Mile

“Increased sales by 10%”.  I often see statements like this on resumes and it drives me crazy.  How and why is this achievement relevant? Sure, any discerning employer wants to see sales growth, but 10% of what? If sales went from $100,000 to $110,000 and the goal was to double revenue for a specific product line, you can see why the lack of information begs the question — was this enough and against what objective?

Similarly, I often see statements like, “Increased revenue by $50,000”. Again, what was the goal or benchmark?  How do I know if this is a significant achievement? This is why it’s critical to qualify and quantify your accomplishments. Anything short of this will make your “results” seem as if you really under-delivered by a yard.

To over-deliver by a mile you need to unambiguously demonstrate the measurable impact you had upon the company or a specific initiative. Management is always looking for results that can be quantified and qualified. Since this seems to be missing from so many resumes, those that follow this rule will certainly gain credibility and attention.

Read more tips on Resume and Pitch Strategies and other topics  on the Get What You Set web site.

Where’s the ROI on My College Education?

News alert. A senior who’s graduating from an Ivy League undergraduate business school just reported to me that unless you’re in the top 10% of the class (as measured by GPA), the pedigree finance firms will not grant you an interview.

So after spending well over $150,000 on her education, and even earning very respectable grades, she’s left to her own devices to find a meaningful job.  What about the school’s Career Services office?  In her words: “Frustrating. I hardly got any personal attention, and was given boilerplate information.  So now I’ll sound just like everyone else out there.”

When I asked her where she wanted to work, she mentioned the top finance firms.  However, she wasn’t granted an interview with any of them through Career Services. I saw on her resume that she didn’t have an objective, as she was instructed not to write one because it was assumed that she was seeking a first year analyst position (ugh, another story).

As I read further, I saw that she was bi-lingual and lived in South America. When asked if she would, by chance, have an interest in Latin American finance, she piped up and exclaimed, “that’s exactly what I want”. Then I asked her why she didn’t express this aspiration on her resume, as it was clear that she had passion for the subject, an on-the-ground understanding of the culture and language, and, duh, a pedigree education. She looked at me and said, “how would I say it?” On one foot, I asked her if this sounded ok:

Seeking an analyst role in Latin American finance to leverage a bi-cultural point of view along with a pedigree finance education. Aspire to provide the analytical scaffolding to actualize opportunities in emerging markets in South America, especially at the intersection where cross border deals meets wise investment decisions.

Her eyes nearly popped out of her head and I sensed a huge weight lifted from her shoulders. “That’s it”, she said, “maybe I should use an objective statement after all, but how do I find such an opportunity?”

That’s the beauty of having clarity.  Once you identify your gifts and you can see how to apply them, the rest is tactical. If she breaks down the financial universe and pinpoints the firms and the executives that concentrate on the specific investments that interest her, then the world starts to shrink. With much less work than it would take to chase opportunities that aren’t ideal for her, she can assemble a customized list of the players in this sector. Then, her go-to-market plan is to sell her passion, education and skills that will surely exceed expectations.

With the right message targeted at the right decision makers, success can be closer than you think. Thus, clarity on your value offering, along with a dose of confidence and tactics, will yield a return on investment that will pay long term dividends.

Read more tips & strategies on this and other topics  from the Get What You Set web site.

Beyond Keywords

All resumes have keywords.  Sure you can use them, but by and large this is not the way to be discovered on the internet job boards.  What’s missing is key accomplishments.

I recently received a resume from a financial analyst that was so dry and insipid that it was like eating 2 week old white bread.  It had all the requisite keywords such as budgeting, forecasting and planning, and it is clear that for the past 3 years he performed these three critical functions in his previous job.

But why is this so tasteless?  Because that’s all it said; and that’s all most resumes say. When I asked this person what made him so good at what he did, he “drew a blank”.  After rephrasing my questions, he finally responded when I asked him to describe his “winning homerun story”.  It turns out that he uncovered a huge financial discrepancy that would have put his company at risk.  With more probing, he said that the team was understaffed and he proactively assumed the extra work load for three months.  In that period he found ways to streamline their systems by deploying a certain technology.

In the end he saved the company the equivalent of a $90,000 salary.  Moreover, his innovations positively impacted other support teams who were able to receive information faster.  This took 45 minutes and we only discussed the homeruns at his most recent job.  More importantly, his whole energy level changed when he was able to confidently express the transformative value that he has delivered.

Having the right keywords will probably get your resume through the first line of computerized screening.  But getting the attention of the humans who screen at the next level requires a more thorough demonstration of how you – and more specifically, your accomplishments – are relevant for a prospective employer.

Read more tips on Resume and Pitch Strategies on the Get What You Set web site.

Applying Sunshine & Oxygen on Career Change

If you want to change your career, you’re in great company as most people make 5-8 significant job/career changes in their working life.  Change is hard, especially when you’re transitioning into another career.  How do you compete with professionals already entrenched in their area of expertise when you’re looking to break into the field?

Ponder this.  If you can convince an employer that your skills, experience, market exposure and personal attributes will more than compensate for lack of specific industry expertise, then you have a better chance of out-selling a seasoned veteran.  Let’s explore something as nebulous as work ethic.  I’d rather hire someone who pours everything they have into everything they do than a tired “expert”.

Having a strong work ethic is a very attractive attribute.  But it’s not enough to say just that because everyone uses this generic term.  What’s more impressive and meaningful is if you can communicate what’s so special about your work ethic and how it manifests in the workplace.  For example, sell an employer on how you have:

• Rapidly ramped up to speed on various projects
• Brought a relentless focus and passion to your work
• Rebounded from failures
• Hurdled over otherwise immovable obstacles
• Stepped out of your comfort zone

In thinking about the value of work ethic, consider this metaphor.  Every large tree has expansive roots that spread out far beneath the surface.  These roots are your attributes that stabilize and nourish your professional essence.  And it is this essence that carries the load, withstands the winds of change and enables you to branch out far beyond your wildest expectations.

The reality in the business world is that here are too few superstars and far too many mediocre employees.  That’s why when someone comes around with a “let’s get-it-done” work ethic, they bring the sunshine and oxygen that companies are so desperate for.

Read more tips & strategies on Career Transitions on the Get What You Set web site.

Magnetize Your Summary & Pitch

As a recruiter I often get very frustrated reading resumes.  This is the summary statement on one that I received from a sales person who I have known for nearly a decade.

To leverage my 15 years of award winning successes as a hunter /developer in the finance industry to a firm who desires a professional with strong ethical business acumen to add maximum value to an increased bottom line.

Why would anyone go out of their way to say that they have “strong ethical business acumen”?  If she didn’t say this, am I to assume that she would have weak, unethical stupidity?  This statement is absurd and meaningless.

If she’s an award winning professional, why doesn’t she tell me about the assets she has used to earn those rewards, such as:

• Her “golden rolodex” and her ability to dial-up key decision makers and influencers who are open to a new company’s solutions
• How she has actualized her talent for adding value while driving record profitability
• Her knowledge of unmet market opportunities

She further states that she can “add maximum value to an increased bottom line”.  How can I believe that this is a credible statement if she doesn’t explain how she maximizes value and increases the bottom line?  Hiring managers want to hear specific accomplishments and deliverables that position you to enrich their enterprise. They want to know that you can solve the problems that keep them up at night.

Otherwise, they’re reading generic words on generic paper and will never find you in their stack of resumes.

Read more tips on Resume and Pitch Strategies on the Get What You Set web site.

Sum Gain Interviewing

I recently interviewed a promising candidate who had the goods: a pedigree education, an impressive track record in sales and an articulate and engaging manner.  What broke down was his hubris.  When asked about his professional and interpersonal challenges, he flatly said that he was at a loss to think of one.  Well, I have yet to find the “perfect” person and I’m sure he wasn’t one.  I then took a very direct approach and informed him that his attitude would not fly with hiring managers.

Many candidates have exceptional abilities and strengths.  But, when hiring managers are looking for a true self-assessment from you, they want honest and forthright answers.  Anything less won’t be believed.

Imagine you’re baking a cake and you inadvertently add a pinch of salt to a large batter of ingredients.  It will hardly be detectable and the end product will be no worse off.  Even if the salt slightly altered the taste, the good flavors would overshadow the bad.

Similarly, the sum gain strategy works in interviewing.  It’s acceptable to describe your challenges or weaknesses.  But just don’t leave it there.  Complete your thought with a description of your strengths that are relevant to the position for which you are applying.  People generally remember the last thing you say.  Thus, whatever weakness you have should ultimately pale in comparison to what you really bring to the table.

So this candidate could have said, “Well, I’m challenged with getting my sales reports in on time, but I’m especially adept at developing relationships that go far beyond the value of the transactions.”

Being refreshingly clean and crisp about both your strengths and challenges will always work to your advantage.

Read more tips and strategies on Interviewing on the Get What You Set web site.