1. Be very aggressive - You’re competing with many applicants with similar experience. Companies ARE hiring, but only want someone who can take a very complicated sales cycle and build a roadmap to closing deals fast. You need to convey your knowledge of this in your resume and during the interview process.

2. The most successful way to find a job is still networking - Start calling your friends or a few recruiters you can trust. Also ask for "informational interviews" and guidance rather then going for the kill and pushing the resume.

3. Make the resume represent a top candidate, not a “B” player

• Be sure to show your “value add”, clearly and concisely throughout the resume.

• A nice two-page resume is MUCH better then squeezing your whole career onto one page. Reserve the "one-pagers" for college students! Many people leave our major achievements when they cram it all on one page.

• Scan your resume quickly. If you can't pull out your major achievement in seconds, it's too hard to read and might also be too "wordy." Use BOLDFACE and BULLETS to bring the eye to your most important parts of the resume.

4. Go out and get a consulting job in the short-term - Many of our clients will not talk to someone out of work. Make the effort to stay in the market, even if it’s a “commission only” job or small development project.

5. Stay on the offensive, not defensive throughout the recruiting process - Even though you’re out of work, that’s no excuse for loosing control of your search. Be prepared for the interview and ask intelligent questions. Try to keep the whole conversation with you in control. REMEMBER, YOU’RE SELLING AT ALL TIMES!

6. Show your work! - Prepare a spreadsheet of some of the sales you have made during your career. Create a "timeline" showing the name of the company, size of the deal, how you found it and closed it. This material will help to convey to the hiring manager your selling methodology and selling style.

7. WEAR A SUIT!!!!

“Best Practices” series  “Prepping the Candidate”  (March 1999)

• Have candidate use “mini-stories” describing specific situations that quantify experience

• Ask:  “What are you looking for in this position?"

• Ask for evaluation of qualifications at end of interview

• To candidate:  “Your job is to make hiring manager look good”

• Push for next step:  Have candidate ask: “What is the next step?”

• Research company: go to company’s web-site

• Have questions prepared about company, i.e. products services, background, unique traits, differentiations, problems, successes, failures, future, opportunities, threats

• Get a clear understanding of what the employer expectations are for the position

• Ask: “What do you want this person to accomplish?”

• Ask: “How do you measure successful performance?”

• Ask: “What are the criteria used in measuring successful performance?”

• Ask: “What are your priorities?” In the next 30, 60, 90 days? 1^st year?

• Ask: “What do I need to accomplish in the 1^st year to be successful?

• Create Value

• Tell “war stories”

• Mirror the interview with accomplishments that fit situation

• Ask: “Do you have any concerns in me doing this job?”

• People hire who they like

• Qualify the employer’s true needs

• Ask: “What are the company’s goals in 90, 180 days? 1^st year?”

• Provide information on your background and skills that is verifiable

• Ask: “What is the biggest challenge I am going to face in next 90 days?”

• Don’t assume they know everything about you or have read your resume

• Take in support information to prove what you have achieved

• Ask: “What is important to you in this position?” (Direct this ? toward each interviewer)

• Show enthusiasm

• Good eye contact

• Mirror body language

• Have well prepared questions

• Find out what they are looking for and tailor approach

• Follow-up interview with: email, thank you letter, or hand written note

• Show genuine interest: Get employer talking

• Be prepared to answer: “Tell me about yourself” in a one minute summary statement

• Prepare a one minute summary statement that has 3 parts: overall experience, special skills, personal attributes

• You get what you expect:  If you go into interview expecting job offer, you will get it, if you go into interview expecting to qualify job, that’s what you will get

• Main objective: “Sell Yourself”

• Call me within 30 minutes of interview ending

• Carry through with interview professionally even if 5 minutes into it, you realize it’s not a fit

• Never tell an employer you can do something if you haven’t done it in the past and can’t prove performance

• Ask: “Do you have any concerns in me doing this job?”

• Push for next step: Have candidate ask: “What is the next step?