Piloting Your Career

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Piloting your career to land the right job

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© 2013/14 Copyright D. POROT. Not to be reproduced without written permission Email: [email protected] C81980 AJ EU Piloting your career.doc Consult and print (free of charge) some of our « Beep Beep Books ». Each one of them

addresses a hot issue that you may run into when you look for a job.

You’ll find them on the welcome page of our site (www.porot.com) on the right hand side. This site is offered in both English and French.

Site:

www.porot.com

This book belongs to: _____________________________________________________________

Piloting your

career

to land the right

job

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WHO ARE WE?

BACKGROUND INFORMATION

Daniel POROT is one of Europe’s leading pioneers in Career Design and Job Hunting with more than 40 years of

experience.

He graduated from INSEAD in 1966 with an MBA in business. He started his career with EXXON and AMOCO, prior to launching his own business in 1971.

Daniel and his team of trainers have run workshops, seminars and conferences in 60 different countries throughout the world, teaching over 90 different nationalities. To date, more than 115’000 participants have attended these workshops. Daniel co-taught with Richard N. BOLLES (author of “What Color is Your Parachute?” at Dick’s annual summer two-week workshop for over 20 years.

ACHIEVEMENTS

• Has trained, with his staff, over 115’000 people.

• Has personally trained over 25’000 people - including over 1’000 trainers.

• Has enabled over 2’000’000 people to be trained by other career professionals using his training materials. • Has initiated and set up "Job Clubs" throughout Europe.

• Has carried out special studies/surveys on more than 500’000 hard core unemployed individuals. • Has conducted needs assessment for various governments.

TYPE OF CUSTOMERS

• Multinational corporations.

• Universities / MBAs: AESE, AUDENCIA, CARLSON, CASS, CHEUNG KONG GSB, COLUMBIA, CRANFIELD, ENPC,

ESADE, ESSEC, FISHER, GEORGETOWN, GRENOBLE, HEC, HKUST, IE, IEBS, IESE, IESEG, IMD, INPC, INSEAD, IPADE, JUDGE, KAUST, KELLOGG, LBS, MBL, MBS, NUS, OLIN, POLYTECHNIQUE, ROTMAN, SDA BOCONNI, ST GALL, STANFORD, SMU UNIVERSITY, TRIUM, URASA IAL, WASHINGTON STATE, WHARTON…

• Official state placement government agencies. • Non-profit organizations.

• Spiritual and religious organizations.

PUBLICATIONS

Daniel is the author of:

• 22 books (3 European best sellers – 1 US best seller). • 14 audio cassettes.

• 15 card sorting games.

• “What - Where - How” test instrument and 25-page Trainer’s Manual. • Career column in the WALL STREET JOURNAL EUROPE for 4 years. Five of his books have been published for the American/English market:

• "The PIE Method for Career Success", published by JIST - 720 North Park Avenue, Indianapolis, IN 46202.

• “The 101 Toughest Interview Questions”, published by Ten Speed Press - P.O.Box 7123, Berkeley, CA 94707.

• “101 Salary Secrets – How to Negotiate Like a Pro”, published by Ten Speed Press – P.O. Box 7123, Berkeley, CA

94707.

• “Winning Letters that Overcome Barriers to Employment”, Published by Impact Publications – 9104 Manassas Drive,

Suite N, Manassas Park VA 2001-5211

• “Best Answers to 202 Job Interview Questions”, Published by Impact Publications – 9104 Manassas Drive, Suite N,

Manassas Park VA 2001-5211Book

WEBSITE

Daniel has put many of his training materials on his website, available for free.

Visit: www.porot.com

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Piloting your career to land the right job

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Publications of Daniel Porot

These books can be ordered at:

• JIST: www.jist.com/shop/web

• TEN SPEED PRESS: http://www.tenspeed.com/books/

• IMPACT: www.impactpublications.com

• Our office by email at [email protected]

101 salary secrets:

how to negotiate like a pro

Best answers to 202 job interview questions

Winning letters that overcome barriers to employment

The 101 toughest interview questions and answers that win the job !

The PIE method for career success

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8 INTERNSHIP / PROJECT / SPECIAL CONTRACT / MISSION ... 70

8.1 Objectives ... 70

8.2 Pros and cons, of an intern, for a company ... 70

8.3 Best way to identify, negotiate and deliver ... 70

8.4 Strategy: Back planning and Front planning ... 71

8.5 Progress report ... 72

9 LEARNINGS ... 73

10 EVALUATION ... 75

10.1 Detailed ... 75

10.2 Flash ... 76

Beep Beep Books

Find here below a list of our “Beep Beep Books” (all of them are free of charge and to be found on our site www.porot.com, on the welcome page on the right hand sight)

• 22 avenues - Flash recommendations

• 5 persons to approach in the hidden market

• 6 ways to approach the hidden market

• Alumni: Best ways to approach, use and handle them

• Campus forums milk rounds

• Choosing and working with a mentor

• Criteria to define my fulfilling/dream job

• Family Business Issues : Q & A

• Goals of an internship: Recommendations to achieve them

• Headhunters Key issues

• Key influencers for choosing your job: Plus and Minus

• Making a radical career change while limiting your risks

• Own company

• PIE : Moving from the I phase to the E phase

• Post mortem detailed recommendations

• Postmortem exercise on Job Hunting

• Re-Negotiating With Your Previous or Current Employer

• Webinar Job search strategy

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1 EXPECTATIONS

Please list all what you want to learn from this seminar (include details points, as well as strategic ones). N° Item W W H 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Total

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2.1 What – Where – How

How Job hunting What Self assessment Where Targets Transferable Skills/Talents Function or Title or Activity (Tasks) Fields of interest Field or Industry or Sector (Yellow pages) Interview Job mix Job !!!! People Working conditions

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2.2 My ideal job (fulfilling and/or dream)

My 5 preferred skills My 5 preferred fields

1 1

2 2

3 3

4 4

5 5

My 5 preferred people environments My 5 preferred working conditions

1 1

2 2

3 3

4 4

5 5

• Proceed to our site: “www.porot.com” • Click on the module: “Self-assessment”

• On the top bar click on: “Self-assessment”

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© 2013/14 Copyright D. POROT. Not to be reproduced without written permission Email: [email protected] C81980 AJ EU Piloting your career.doc 2.3 The 3 Dimensions of Career design and Job hunting

1. Self Assessment

3. Methodology

3.1 Avenue

3.2 Person

3.3 Tools

3.4 Pitch

CV _________ _________

2 2. Market

3.5 Timing

Target

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Get a job Get a 1st interview Get a 2nd interview Get a 3rd interview

JOB

INFO

info info info

Get a job

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A. Analyze

…your skills

…their needs

M. Match

…your skills

…with their needs

I. Investigate

...together the best agreement

MISSION

(Unlimited Time Frame Contract) (Limited Time

Frame Contract) U.T.F.C

L.T.F.C

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2.6 Interviewer’s and candidate’s strategies in the recruiting process

Interviewer

*

Evaluation

**

Usual numbers

Candidate

*

Evaluation

**

Usual numbers

257** 30** 7** 3** 1** Adopt a no risk strategy: not being screened out. Adopt a risk strategy: being selected. Screening out process on files thru binary criteria i.e.:

o age o nationality o sex o degree o …/… 257** 25%

*

Social Networks (SN MKT) 30** 7** 3** _1** Selection of potential candidates’ files using 3 to 10 criteria. Receiving application files from candidates.

Screening out process thru: o phone interviews o tests o …../… Screening out process thru: Interviews (Group or Face to face). Ads (Open MKT) 15%

*

Unsol. approach (Hidden MKT) 60%

*

Selection of THE best candidate thru: Interviews (Face to face). 25%

*

Social Networks (SN MKT) Ads (Open MKT) 15%

*

Unsol. approach 60%

*

In your application letter, make sure to address (with tangible proofs and/or achievements) each one of the candidate’s characteristics mentioned in the ad.

Do not try to be the best. Just make sure not to be screened out (i.e: be a good N°2). Social network choose to load

your PROFILE rather than your CV. Make sure to provide only information relevant to the job you are looking for.

Be THE best. Take risks. Ask for the job.

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2.7 Telephone interviewing

Warm your voice !

Pitches + Props

Display, spread, and post:

o your pitch

o the documents of your portfolio (props such as: pictures, graphs…)

Decision tree

Design a decision tree to anticipate all potential alternatives

Goal of the call

Jot down the goal of this tel call: getting a face to face interview

4 large sheets from a paper board (newsprint)

Polish your welcome message on your cell phone

Do not use your phone loudspeaker:

It may bother your counterpart and make them feel sceptical

Take time to get set (the time you would have needed to go to a face to face interview)

Avoid calling from your bathroom Kids should NOT pick up the phone

Turn off your cell phone No Kids !

No Pets ! Close &

lock your door

Hold your phone in your left hand, if you are right handed (so that you can hold your pen in your right hand) or better, use earphones

Dress as if you were in a face-to-face interview

Look at you in a mirror and smile. They can hear your smile on the phone

Have a paper pad and your calendar handy

Hold a pen in your right hand (if your are rand handed)

Have 1 or 2 supporters next to you

Stay still. Do not walk up and down (they may hear your steps and your voice may fluctuate) Stand up and do not sit (your voice willsound Opening statement • Thank you!

• How much time do we have?

• Since time isshort, may I ask you a question? START Aaaaaaaaaaaaa aaaaaaaaaaa Bbbbbbbbbbbbb bbbbbbbbbbb Ccccccccccccccc ccccccccccc Ddddddddddddd dddddddddddddd

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2.8 Quantifying your time to secure a job PLANNING

Number of units

Time required Months

Per unit Total

Minutes Minutes Hours Hours

WHAT 9 Skills identification 10 10 100 1.7 x x x Fields of interests 10 10 100 1.7 x x x People environment 5 10 50 0.8 x x x Working conditions 5 10 50 0.8 x x x Paragraphs (achievements) 15 15 225 3.8 x x x WHERE 49

Defining 4 job targets 4 60 240 4.0 x x

Validating targets (PIE interviews)

20 120 2400 40.0 x x x x

Thank you notes 20 15 300 5.0 x x x x

HOW 137

Mock interviews 3 240 720 12.0 x x x x x

Résumés 6 120 720 12.0 x x x

Answering ads 40 30 1200 20.0 x x x x x x

Making unsolicited approaches 40 30 1200 20.0 x x x x

Head hunters/Interim 20 30 600 10.0 x x x x

Gathering information 40 30 1200 20.0 x x x x x x

Interviews preparation 10 60 600 10.0 x x x x x

Interviews for hire 10 180 1800 30.0 x x x x

Follow up letters 10 15 150 2.5 x x x x

OTHERS 19

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2.9 Plan B: What to do when everything fails

Apply for position which is one level below your previous one. Identify key taks of your target job through the PIE. Apply to suppliers companies who work with your target company. Find real openings and target specifically. Ask people who know you what they think you would be best at.

Be less restrictive (e.g. Geographical, salary etc.). Attend conferences/trade fairs, which support industry of interest. Broaden your search area/field and location. Attend professional seminars/training courses.

Identify plan B careers and companies. Get known through publications, seminars etc.

Be persistent. Identify your dream job and go for it. Join a social club, a class for your favourite hobby, a place of worship to meet more contacts. Have confidence, reflect, pray. Interview as many people as possible. Make yourself visible (publish article, start self research, join professional organisation…). Keep

fit.

Join a non-profit organisation for some time. Re contact old job contacts with new angle.

Keep yourself active. Look for position, which is "transitional" between current job and ideal job Try networking/PIE method.

Marry €, £, $. Make a smaller – more logical career step/change. Use previous employers, clients, competitors … Open your own business. Narrow down to what you exactly want. Use your network.

Put structure back into process, e.g. time table. Seek feedback on failed application and (re)apply to competitors. Take a break, a vacation . Select companies you are less interested in.

WHAT: SELF ASSESSMENT WHERE: JOB TARGETS HOW: GETTING INTERVIEWS AND OFFERS Skills/Talents People environment Validation Open market

Definition of

job targets Documents Interview Fields of interests Working conditions Network Hidden market

Acquire new skills and develop yourself (volunteering). Be more targeted with CV and cover letter. Ask leading questions. Ask 10 friends what position they think you would be good at and anyone they could recommend to talk

to.

Create a portfolio (send a copy of a piece of work you did in the past). Learn to ask intelligent questions during interviews.

Ask 10 people what they think you are good at. Make description of your achievements and skills simpler. Say that you like the job. Contact people you've interviewed with, to get more feedback. Select information which is not detrimental to you. Show enthusiasm. Cut your salary expectations. Send a "gimmick" résumé (e.g. with video or CD). Talk less. Draw a network map. Stop using a résumé. Use examples. Figure out what you major skills are.

Find out the reasons why you failed, re- analyse your search. Send false unsolicited applications. Identify more opportunities than those already tried. Set a daily quota of ads. Identify your strong sides from former colleagues. Write to line managers and not HR. Re-analyse yourself and skills, strengths and weaknesses.

Rethink – how much you know yourself. Approach with an innovative consulting idea.

Rethink what you love – bookstore section, magazines, books of interest, etc. Ask potential companies for a tour … (get additional information). Study 50 ads and gather skills required. Hand out letters to everyone or tell everyone.

Take time off to remind yourself what you enjoyed and apply. Offer services for free for 3 months (consulting, unpaid internship). Talk to people who are already where you want to be. Offer to carry out a project (for free)

Understand why turned down - if skills-based - find ways to develop skills. Raise an issue that you know how to solve to a company . Use career counsellor or career consultant. Write letter to employer fixing problems/giving important ideas.

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3 THE PAST: VALUING YOUR PAST EXPERIENCES

3.1 Discover your skills

3.1.1 First exercise: Past professional activity

• Rope # 1: What did you do in the professional field, which you really enjoyed? What sort of mission, project or task was it?

• Rope # 2: How did you carry it out? Please state the steps (3 to 7) which you followed. 1) 2) 3) 4) 5) 6) 7)

• Rope # 3: Of these steps, which is the one you liked best? The one in which you committed yourself the most? Which really turned you on?

• Rope # 4: Which are the 3 skills/talents (expressed by verbs) you used during this step?

1)

2)

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© 2013/14 Copyright D. POROT. Not to be reproduced without written permission Email: [email protected] C81980 AJ EU Piloting your career.doc 3.1.2 Second exercise: Extra curricula/non professional activity

• Rope # 1: What did you do in the non-professional field, which you really enjoyed? What sort of mission, project or task was it?

1)

2)

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3.1.3 Third exercise: Professional or nonprofessional activity

• Rope # 1: What did you do in the professional or non professional field, which you really enjoyed? What sort of mission, project or task was it?

1)

2)

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© 2013/14 Copyright D. POROT. Not to be reproduced without written permission Email: [email protected] C81980 AJ EU Piloting your career.doc 3.1.4 Fourth exercise: Odd activity (school, college, internship, trip, misbehavior)

• Rope # 1: What did you do in this odd field, which you really enjoyed? What sort of mission, project or task was it?

1)

2)

3)

• Proceed to our site: “www.porot.com”

• Click on the module: “Self-assessment”

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© 2013/14 Copyright D. POROT. Not to be reproduced without written permission Email: [email protected] C81980 AJ EU Piloting your career.doc 3.2 Identify your ideal People and Working conditions

3.2.1 People

1. FAULTS 2. ANTONYMS

(opposites, positives, qualities) Ex: Slow Dirty hair Energetic Nice appearance 1. 1. 2. 2. 3. 3. 4. 4. 5. 5. 6. 6. 7. 7. 8. 8. 9. 9. 10. 10. 11. 11. 12. 12. 13. 13. 14. 14. 15. 15. 16. 16. 17. 17. 18. 18. 19. 19. 20. 20.

• Proceed to our site: “www.porot.com” • Click on the module: “Self-assessment” • On the top bar click on: “Self-assessment” • On the down menu click on: “Personality Traits”

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3.2.2 Working conditions

List a minimum of 8, a maximum of 20 working conditions that you like and need to have so as to thrive in a job. The aim is to come up with 20 positive working conditions.

Ex: Work in day light (rather than artificial light)

Have well defined objectives

1) _________________________________________________________________ 2) _________________________________________________________________ 3) _________________________________________________________________ 4) _________________________________________________________________ 5) _________________________________________________________________ 6) _________________________________________________________________ 7) _________________________________________________________________ 8) _________________________________________________________________ 9) _________________________________________________________________ 10) ________________________________________________________________ 11) ________________________________________________________________ 12) ________________________________________________________________ 13) ________________________________________________________________ 14) ________________________________________________________________ 15) ________________________________________________________________ 16) ________________________________________________________________ 17) ________________________________________________________________ 18) ________________________________________________________________ 19) ________________________________________________________________ 20) ________________________________________________________________

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People (positive-qualities) Working conditions (ideal)

1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 2 3 4 5 6 7 8 2 3 4 5 6 7 8 2 2 2 2 2 2 2 2 2 2 2 2 2 2 3 4 5 6 7 8 3 4 5 6 7 8 3 3 3 3 3 3 3 3 3 3 3 3 4 5 6 7 8 4 5 6 7 8 4 4 4 4 4 4 4 4 4 4 5 6 7 8 5 6 7 8 5 5 5 5 5 5 5 5 6 7 8 6 7 8 6 6 6 6 6 6 7 8 7 8 7 7 7 7 8 8 8 8 Circled 28 Circled 28

Number 1 2 3 4 5 6 7 8 Total Number 1 2 3 4 5 6 7 8 Total

Final rank Final rank

1) ______________________ 5) ___________________ 1) _____________________ 5) ____________________ 2) ______________________ 6) ___________________ 2) _____________________ 6) ____________________ 3) _____________________ 7) ___________________ 3) _____________________ 7) ____________________ 4) _____________________ 8) ___________________ 4) _____________________ 8)____________________

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3.3 Edit past achievements 1st EDITION

Questions

Answers

1 Theme of an achievement/task/mission/issue that you have carried out and enjoyed.

2 In which organization? (company, club, …) Where was it? (place, town, …)

3 What was your title/job/responsibilities?

4

Did you do it by yourself or in a group? If in group, with whom?

Cf Alone/in a group

5

Could you mention one thing which made your achievement/task/mission/issue difficult?

Cf Difficult condition

6

How did you overcome the difficulty?

Cf Mystery

7

Could you give me a proof/tangible result proving you really did it?

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Result I managed to... When I completed my task/mission __________________ (Preceding page)

(Box 7) _______________________________________________________________

Difficult condition It was difficult since _____________________________________________

(Preceding page)

(Box 5) _______________________________________________________________

Alone/in a group I was _________________________________________________________

(Preceding page)

(Box 4) _______________________________________________________________

Mystery To achieve this task/mission I ______________________________________

(Preceding page)

(Box 6) _______________________________________________________________

Bridge I did it in an organization, which like yours ___________________________ _______________________________________________________________

KEY MESSAGE

Jot down what you want to be remembered by your counterpart.

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Midwife game

1st EDITION

Questions

Answers

1 Theme of an achievement/task/mission/issue that you have carried out and enjoyed.

2 In which organization? (company, club, …) Where was it? (place, town, …)

3 What was your title/job/responsibilities?

4

Did you do it by yourself or in a group? If in group, with whom?

Cf Alone/in a group

5

Could you mention one thing which made your achievement/task/mission/issue difficult?

Cf Difficult condition

6

How did you overcome the difficulty?

Cf Mystery

7

Could you give me a proof/tangible result proving you really did it?

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Result I managed to...When I completed my task/mission_________________

(Preceding page)

(Box 7) _______________________________________________________________

Difficult condition It was difficult since _____________________________________________

(Preceding page)

(Box 5) _______________________________________________________________

Alone/ In a group I was

...

_______________________________________________________

(Preceding page)

(Box 4) _______________________________________________________________

Mystery To achieve this task/mission

I

_____________________________________

(Preceding page)

(Box 6) _______________________________________________________________

Bridge I did it in an organization, which like yours ___________________________ _______________________________________________________________

KEY MESSAGE

Jot down what you want to be remembered by your counterpart.

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3.4 Develop write flash achievements

3.4.1 Ways to value

Increase Duplicate / Systemize

Decrease Get a distinction

Suppress / Eradicate / Eliminate Create / Invent / Conceptualize

Avoid / Bypass Maintain

• On the roll down menu click on: “Paragraphs”

• Proceed to “Paragraph examples” and select on the right hand side “Choose a

Increase of gains Avoidance of errors

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Action

Increase Decrease Suppress Avoid Duplicate Get a

distinction

Create Maintain

Amplify Collapse Abolish Evade Clone Be awarded Build Continue Augment Cut Destroy Get around Copy Be chosen Conceive Keep up Boost Diminish Do away

with

Keep away from

Multiply Be credited Construct Preserve Build up Drop off Eliminate Prevent Repeat Be granted Design Retain Enhance Fall Eradicate Stay away

from

Replicate Be picked out Establish Enlarge Reduce Exterminate Reproduce Be

recognized

Generate

Expand Shrink Get rid of Initiate

Grow Remove Invent

Improve Wipe out Originate

Intensify Produce

Raise Set up

Rise Start

Spread Strengthen

# Action Key word Achievement 1. Increase 2. Decrease 3. Suppress 4. Avoid 5. Duplicate 6. Get a distinction 7. Create 8. Maintain 1. Increase Sales/Reve nue /Market Share

Steady increase (+ 15%/year) in sales in a market during a continuous recession (- 5%/year).

2. Decrease Invoicing time

Reduction of invoicing time by 15%, by reorganizing the document flow.

3. Suppress Documents /Mail

Removal of customer follow-up by mail (gain of 60,000 €£$ per year) through the introduction of email (5 working days saved per month).

4. Avoid Misappropri ation

Avoidance of 75% in diversion of goods, by the installation of a scanner at the exit gate of the warehouse.

5. Duplicate Budgets Systematization of our budget process in 17 counties (full stream in less than a year).

6. Get a

distinction

Proposals Proposal of a tool for creating text crowned as "Tool of the Year" by our professional association.

7. Create Correspond ence (Standard)

Setting up of 358 letter templates within 12 weeks (to address 70% coverage of the company's correspondence).

8. Maintain Budgets Maintenance of yearly cost budgets at the same level, with a growth of 25% in sales, through a better-cost allocation.

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3.4.3 Matrix to quantify your achievements (Key words)

Absenteeism (Rate) Management tools Telephone calls (Number of) Accidents (Number of) Markets / Market Segments (Number of) Thanks / Congratulations

Accidents (Rate) Measurement tools Theft / Piracy

Accounting procedures / control / recrut / control Media (ranking) Tours / Visits (Number of) Archaic methods Meetings (duration) Training / Seminars (Number of) Attendance (Decrease) Meetings / Sessions / Visits (Number of) Training modules

Billing (time) Misappropriation Transportation costs

Breakdowns / Failures Mission / Contract Unproductive time / Time lost

Budgets Models / Prototypes Unsold products

Business Meals Mission / Contract Visits

Campaign / press Models / Prototypes Visits (Unnecessary)

Claims (Number of) Notoriety Waste (Rate of)

Classification Nuisances

Collection / Debt recovery (time of) Obsolete products Commands (Cancellation) Organization

Communication (Breaks) Paper used (Volume of)

Competition Penetration rate

Computerization People trained (Number of)

Concepts Personnel turnover

Conflicts Planning mishaps

Contacts (Number of) Premiums Contracts (Number of) Prescription rate Correspondence (Standard) Presentations / Demos Costs / Fees Press (quotations) / (articles) Customers' / Clients' / Members' list Procedures (Standardization of) Customers / orders (Loss of) Processing (Time)

Delay (Penalties) Production capacity

Delays Productivity

Density Products (Declining)

Department / subsidiaries / branches Products (Returns / Refusals) Distributors (Number of) Products / Services

Documents / Mail Products on inventory (Number of) Efficiency Profitability / Net / Gross Profit / Cash Flow Employees (Number of) Project

Entities / Subsidiaries / Branches Promotional actions / Exhibitions Errors / Mistakes Promotions

Exhibition stand Proposals

Experimental operation Prospection (Untargeted) Failures Purchase prices (Increase of)

Feedback Ratings / Rankings

Files (Number of) Rebates / Discounts granted to customers Financial provisions Receivable (Accounts)

Flyers / Newsletters / Alerts Reception capacity

Frauds Recruitment / Hiring

Hackings Reporting time

Hazards / Risks Reports / Correspondence (Number of)

Image Resistance to change

Information / training sessions Retention / Loyalty rate Insurance premiums (Increase of) Risks

Inventories Sales / Revenue / Market Share Inventory breaks Satisfaction rate

Investments (Unprofitable) Security procedures

IT system Selling price

Job descriptions (Implementation) Service (New)

Jobs Services

Jobs (Unproductive) Subcontractors / Suppliers (Number of)

Liabilities Success rate

Litigations (Number of) Surface Loading / Unloading Surface used

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Check either the « Modify » box and include your recommendations or the « Good » box.

Modify Recommendation Good

1

Tangible/quantified results are mentioned

2

Achievement described makes sense/is easily _{understandable}

3

Only one idea is developed

4

There is some mystery and the reader wants to know _{more (teaser/mystery)}

5

Some key issues are addressed: Where, Why, _{When…but not How!}

6

Sentences are short (12 to 15 words)

7

Vocabulary used is the one of the recipient

8

Sentences and words used are positive

9

Text runs between 3 to 5 typed lines

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4 THE FUTURE: TARGET JOBS

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4.2.1 Grid: Expertise vs Enthusiasm

Enter in each of the 4 boxes below, the subjects/topics/fields of interests/specific knowledge/work content skills/nouns that you have identified.

Use "enthusiasm" as a first key, then "expertise" as a second key.

If, for some subjects you cannot make up your mind, move on to the next subject, and then – when you have finished -- come back to the subjects you were undecided about; by that time, you'll likely be able to make a decision.

+

ENTHUSIASM HIGH

+

ENTHUSIASM OK

+

EXPERTISE HIGH

+

EXPERTISE OK

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4.2.2 Fields of interests into “Yellow pages” headings

Report your preferred “Fields of interest” in the left hand side column. Then, translate or express them in “Yellow pages” language. (i.e. using the kind of wording used in the yellow pages or any type of professional guide).

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2

3

4

5

4.2.3 Combining your fields: Crossroads of your interests

Here is an example of someone who is interested in 5 fields: finance, automobile, food, tourism, and architecture.

She has listed each field twice:

• at the top of the columns (A, B, C,...);

• and at the side of the rows (1, 2, 3,...).

In each of the boxes (A1, B3, C2...), she has listed the overlapping fields which result from combining the columns and rows.

For instance, if you combine tourism and architecture (D1) you get at least 5 specific fields: Office of Tourism, Urban Tourism, Promotion of Historic Buildings, Monument Preservation, and

Publication of Tourist Guides.

A B C D E A R C H IT E C T U R E

FINANCE AUTOMOBILE FOOD TOURISM ARCHITECTURE

•Real Estate Insurance •Mortgages •Real Estate Promotion •Safe Manufacturing •Constructing Banks •Financing Tourism •Projects •Body Shops •Car Design •Automobile Equipment •Design Parking Garages and Lots

•Construction of Factories •Specializing in Food •Modeling of Kitchens •Designing Restaurants •Office of Tourism •Urban Tourism •Promotion of Historic Buildings •Monument Preservation •Publication of Tourist Guides T O U R IS M •Financing Tourism Projects

•Internal Auditor for Hotel •Automobile Clubs (AAA,...) •Car Rental •Organize Driving Tours •Urban Parking •Exhibition Shows for Automobiles

•Import and Export of Exotic Products •Exotic Restaurants •Publishing of Restaurant Guides •Aviation Specializing in Tourism •Food Logistics F O O D •Restaurant Entrepreneur •Purchasing for Hospital Cafeteria •Food Broker •Meal Delivery to Homes •Catering Service A U T O M O B IL E •Automobile Leasing •Car Distribution •Sponsoring of Car Races •Automobile Insurance F IN A N C E

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4.3 Discover and finalize your job targets

4.3.1 Thirty target jobs (fields and titles) – Using paper and pencil

1. Enter: On the lines very specific fields;

In the column’s heads very generic titles.

Titles/Activities

Fields/Industries

( ) ( ) ( ) ( ) ( ) ( ) ( ) ( ) ( )

2. Fill out each box ( , , ) with:

• Yes = Very attracted;

• (Yes) = Ok;

• No = Non-qualified (needs degree/certificate);

• X = Does not exist;

• No/Yes = Very attracted on a medium term basis.

3. Break the « Yes » ties (so as to keep only 4 « Yes ») by allocating:

***

(best choice),

**

(second best),

*

(third best).

• Proceed to our site: “www.porot.com” • Click on the module: “Targets”

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4.3.2 Five target jobs: final choice

TYPE OF JOB

DESCRIPTION

WHERE TO BE FOUND

(MARKET) (SUGGESTED % OF EFFORTS) Open market (Answering ads) Hidden market (Unsolicited approach Social networks market (LinkedIn, Twitter, Xing, Viadeo…) Plan B job Survival job

Job you would accept in case:

• everything fails

• or you need to wait 3 to 6 months for a dream job

50% 50% 0%

Copy-Paste job

Last job, or before last job you had (and wish to move out from) and where you could be

immediately operational

15% 60% 25%

Independent / Consultant or

Contract work

Activity where you would:

• be on your own

• be immediately operational

• bill 80 to 130 days of fees per year

0% 60% 40%

Fulfilling / Dream job Existing or non-existing (in that case to be created for / by you)

Job where you have:

• a very strong interest for the field

• enthusiasm (and expertise) for the skills / talents needed to do the job

• relative skills / talents that represent a very strong “Plus” since they are rare in this field

5% 75% 20%

Fulfilling / Dream job Existing or non-existing in that case to be created for / by you)

Job where you have:

• a very strong interest for the field

• enthusiasm and (expertise) for the skills / talents needed to do the job

• relative skills / talents that represent a very strong "Plus" since they are rare in this field

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TYPE OF JOB TITLE / FUNCTION / ACTIVITY FIELD / INDUSTRY / DOMAIN

Plan B job

Copy-Paste job

Independent / Consultant or Contract work

At the end of my contract with you:

• You will have...

• You will be in a position to...

• You will know...

• You will be able to … Fulfilling / Dream job

Existing or non-existing (in that case to be created for / by you)

Fulfilling / Dream job

Existing or non-existing (in that case to be created for / by you)

• Proceed to our site: “www.porot.com”

• Click on the module: “Targets”

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4.4.1 PIE method: PIE ... Ctogram

• Proceed to our site: “www.porot.com” • Click on the module: “Network”

• On the top bar click on: “Network”

• On the down menu click on: “Front/back Test”

P: Pleasure

I: Information E: Employment

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4.4.2 PIE: Goals of each question

N Picto Question Goal

1 How did you get this job?

• Discover 1001 ways to get into this job.

• Gain self-confidence.

• Discuss the diversity of avenues which can be used to reach your dream job.

2 What do you like best in your job?

• Check if you would really like this job.

• Verify what about the job really attracts you.

3 What do you like least in your job?

• Check if you can deal with the difficulties of the job.

• Identify the difficulties and evaluate how they would impact you.

4

What are the key

tasks/issues/priorities/challenges one has to carry out in this job?

• Prepare E (Employment) phase

• Select “sales pitch”

• Fine tune target.

• Discover and confirm the key tasks/missions/priorities of the job. 5 What skills/talents/traits/qualifications/degree s does one need to have to carry out these tasks?

• Inventory your skills.

• Value relevant past experiences.

• Discover relative skills

• Measure the gap (if any) between your profile (skills) and the profile needed for the job.

6 Could you give me 3 names of people

doing this job who like it?

• Start networking to increase your number of leads.

• Secure informational interviews.

• Avoid cold calls and rejection.

• Get names of people you can approach on a “warm

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• Goal: getting acquainted with a method at no risks.

• Persons met: people practicing a leisure/nonprofessional activity of interest to you (music,

literature, sport, travel …).

• Time invested: ½ to 1 day.

• How: alone or (better) with a partner.

Questions Answers

?

How did you get this job?

+

What do you like best in your job?

What do you like least in your job?

Could you give me 3 names of people doing this job who like it?

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4.4.4 PIE …..form (I Phase)

• Goal: gathering information on a job that interests you.

• Persons met: people doing this job (at the level at which you want to operate).Preferably

in companies where you do not want to work or cannot work (outside your geographical territory).

• Time invested: 1 to 3 days (1.7 persons per half day) over a period of 1 week to 4 weeks. • How: alone or (better) with a partner.

?

How did you get this job?

+

What do you like best in your job?

What do you like least in your job?

What are the key

tasks/issues/priorities/challenges one has to carry out in this job?

What skills/talents/traits/qualifications/degre es does one need to have to carry out these tasks?

Could you give me 3 names of people doing this job who like it?

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• Goal: getting a firm job offer.

• Persons met: the right person (either your future line manager/boss, or the Number 1, or a

major shareholder of a small/medium size company, or an internal or external ambassador).

• Time invested: ½ to 1 day. • How: alone.

What are the key

tasks/issues/priorities/challenges one has to carry out in this job?

What skills/talents/traits/qualifications/degre es does one need to have to carry out these tasks?

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5 THE PRESENT: JOB HUNTING

5.1 Enhance your visibility

5.1.1 Things to do to make yourself visible

Use 2 distinct strategies to make yourself visible.

• An ongoing strategy whereby you communicate on a regular basis about your

achievements. Choose the best channel(s) to broadcast information [no more than 2 to 3). Make sure you communicate without flooding others with information about you.

• A spot strategy which you use to reach the right person for a specific job that you have identified and which turns you on. This person, by whom you want to be noticed and appreciated, could be one of the following :

o your boss if she/he is an empowering person ;

o the person for whom you would like to work in your next job;

o somebody who has vision and appreciate the real value of your skills and

potential. Some kind of “Ambassador” who can transfer the information which you want to communicate to the right person. Let them know your goal and those of your achievements which are relevant for the job you're

considering/contemplating.

5.1.2 Avoid most common mistakes people make

These are the 7 most common mistakes people make when implementing a visibility strategy.

• Choose the wrong time to communicate.

• Do not adjust/fine tune their pitch [contents and style] to the personality of their counterpart.

• Use a style which is not spontaneous and authentic.

• Say things which hamper their colleagues.

• Sell and push too strongly/heavily.

• Are not convinced of the message they can play and committed to the project they pursue.

• Believe that things are always obvious and do not need to be demonstrated.

5.1.3 Being visible on the social networks

Include:

• Select 15 to 50 ads.

• Copy and paste “Tasks” and “Profiles” on a Word processing document.

• Copy and paste all “Tasks”, then all “Profiles” and all “Tasks” and “Profiles” on Wordle.net. Process your text.

• Select 5 to 12 key words and attach quantified results to each of those key words.

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No Item A Choice (Yes / No) Please check 3 to 5 B Number of times (units) per month / year C Time per unit D Total time per year E Total time per month (div. D by 12)

1 Announcements in the press (Organizing) 2 Breakfasts (Organizing/Attending)

3 Exhibitions/Symposiums/Meetings (Visiting)

4 Networks (Feeding/Nurturing/Keeping alive)

5 Paper/Article in the press (Publishing a) 6 Personal advisor (Acting as a)

7 Professional committees/projects (Participating to)

8 Resource centers/places (Visiting) 9 Resource person (Being a)

10 Roundtable (Participating to a) 11 Expert responsibilities (Accepting) 12 Social networks

13 Survey (Conducting a)

14 Website (Updating your personal)/Blog 15 Workshops/seminars (Running/Teaching)

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5.2 Answer an ad on the open market # 1 # 3 # 2 # 4 # 5 # 7 # 6 TRADITIONAL

POINT BY POINT UP-GRADING

MIRROR ANSWER PASTING

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Open market: ways to answer an ad (end)

** * ** * ** *

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5.3 Approach an organization on the hidden market

5.3.1 Ways to approach the hidden market

BROADCAST LETTER Open market Hidden market (P.A.) Spontaneous approach JOB DESCRIPTION A.D. TRADITIONAL MENU GRAPHS PROOF TELEPHONE KNOCK-KNOCK #1 #3 #2 #4 #5 #6 #7

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Read more details on our site: www.porot.com, on the welcome page (right hand side) under the heading “Beep Beep Books” : PIE : Moving from the I phase to the E phase

5.3.3 Five persons to approach on the hidden market

No 1 Major shareholder

(Medium size cy)

Line Mger (Boss)

Ambassador Vision person

(External or Internal)

A “Vision person”:

• can be found in 60 to 80% of companies;

• is difficult to identify;

• has a paradox attitude: may be difficult to approach but, at the same time, loves meeting new people and loves being approached (because few ever try);

• is attracted by new odd / unusual profiles (hence people who make radical career changes).

Read more details on our site: www.porot.com, on the welcome page (right hand side) under the heading “Beep Beep Books” - 5 persons to approach in the hidden market

5.3.4 Six ways to approach the hidden market

• Approach # 1: Knock knock

• Approach # 2: Meeting by accident

• Approach # 3: Telephone call

• Approach # 4: Letter

• Approach # 5: E-mail

• Approach # 6: Personal assistant by phone then email to them and PDF

Read more details on our site: www.porot.com, on the welcome page (right hand side) under the heading “Beep Beep Books” - 6 ways to approach the hidden market

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5.3.5 Mailing: principles

• Individual work.

« Here are the 5 reasons why I throw away, look at and throw away, read and throw away some of the letters, flyers, brochures, magazines … I find in my mail box ».

1. 4.

2. 5.

3.

• Small group work.

Agree on the 3 key most important/most frequent reasons. 1.

2.

3.

• Plenary session.

Rank the 3 key reasons (1 = most important, 2 = second most important, 3 = third most important).

Your choice Expert’s choice

Reason Rank Rank Reason

D 1

O 2

R 3

• Proceed to our site: “www.porot.com” • Click on the module: “Hidden market”

• On the top bar click on: “Hidden market” 15%

50% 35%

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Me Me Me Me You We You Me We

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5.3.7 “YOU-WE-ME” letter/email

YOU Under “Heading ABC” your site reads:

“Blaaaaaaaa blaaaaaaaaa blaaaaaa blaaaaaaaaa blaaaaaaaaa blaaaaaa blaaaaaaaaaaaaaa blaaaaaaaaa blaaaaaa blaaaaaaaaa “.

This is the reason why I have decided to write to you.

ME In this context, here are 3 projects I carried out:

• Blaaaaaaaaaa blaaaaaaaaaa 17 % blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa

blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa blaaaaaaaa;

• Bloooooooooo bloooooooooo 2nd rank bloooooooo bloooooooo

bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo bloooooooo;

• Bluuuuuuuu bluuuuuuuu less than 6 months bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu

bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu bluuuuuuuu.

WE I remain at your disposal for any additional information you may require. or

(((I’ll take the initiative to call your assistant for a meeting))).

Best regards.

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Check either the « Modify » box and include your recommendations or the « Good » box.

Modify Recommendations Good

1

The sender’s address is complete. It includes: first name, last name, address, zip code, town, telephone, fax, e-mail”.

2

The recipient’s/addressee’s, title (Ms, Mr…), first name, last name, as well as the company’s name and address are correct.

3

The opening of your letter (first paragraph) is excellent/good (not “Me-Me-Me, not a beggar style, no trivialities).

4

The lay out/is attractive/pleasant: wide margins, compact paragraphs, short sentences, and standard fonts.

5

The overall tone is attractive and positive (no “if “, no negative statements…) and the sender is not perceived as a “job beggar”.

6

The vocabulary used is positive (no negative words, no “suicidal words”). It is adapted to the targeted field.

7

There is no typical “Job hunter/beggar” _{vocabulary or expression.}

8

The letter includes 1 to 3

paragraphs/achievements which correspond to/match company’s issues/problems.

9

Paragraphs are specific and include _{quantified/tangible results or information.}

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5.4 Produce an efficient resume / cv

5.4.1 Matrix

1

2

3

The different topics items covered by a résumé are: I include this topic

Yes No Yes No

3.1 Nonprofessional activities 3.6 Education 3.2 Acquired knowledge 3.7 Self judgment 3.3 Cultural background 3.8 Foreign languages 3.4 I.D. 3.9 Professional objective(s) 3.5 Professional experience 3.10 References

• This module can be found on our site: www.porot.com under “Create your résumé”. • Click on the module: “Create your résumé”

• On the top bar click on: “Resume”

• On the down menu click on: “My resumes” My target (the job I’m looking for)

Title __________________________ Field __________________________ The 2 reasons/goals why I may have to use a résumé are:

1.1

____________________________________________________________________________ 1.2

The 2 major difficulties I may run into if I use my résumé are: (for they may be highlighted by my résumé)

2.1

____________________________________________________________________________ 2.2

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5

6

7 8

9 10

The types of résumés that I will choose among all the potential alternatives are:

1st choice 2nd choice

Reasons Reasons

1 ______________________________ 1 _____________________________ 2 ______________________________ 2 _____________________________

The length of my résumé will be: Reasons

1 page 1 ______________________________ 2 pages I enclose my picture: Yes No Reasons • _______________________________ • _______________________________ I include my certificates: Yes No Reasons • ______________________________ • ______________________________ Other remarks

The key idea/message conveyed by my résumé is...

When my reader will put down my résumé this is what he/she will remember:

_____________________________________________________________________________ _____________________________________________________________________________

My 3 strong points are:

• _______________________________

My 3 weak points are:

• ______________________________

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11 Style/Layout/Presentation

Paper

• Nature Classic Cotton ____________

• Color White Colored. Wich one? ____________

• Weight Standard (80 gr/m2) Heavy. Weight? _____ gr/m2

Envelope

Frames Yes Bold No Special

Regular

Alignment To the right To the left Both sides Center

Margin

Key info.

___ inches on the left ___ inches on the right 15 words/line - 60 characters/line

Bold Italic Underlined Nothing

Titles

Interlign

Bold Italic Underlined Block letters

Font

Font

Sérif Sans-sérif Other Font style: ____________________________________________________ Size

Titles 12 14 16 18 ____

Text 6 8 10 12 ____

Large Medium Small

Piloting Your Career

Piloting your career to land the right job

Site:

www.porot.com

Piloting your

career

to land the right

job

Piloting your career to land the right job

Publications of Daniel Porot

TABLE OF CONTENTS

Piloting your career to land the right job

Beep Beep Books

Piloting your career to land the right job

Piloting your career to land the right job

1. Self Assessment

3. Methodology

3.1 Avenue

3.2 Person

3.3 Tools

3.4 Pitch

2 2. Market

3.5 Timing

Target

JOB

INFO

Piloting your career to land the right job

A.

Analyze

…your skills

…their needs

M.

Match

…your skills

…with their needs

I.

Investigate

...together the best agreement

Interviewer

*

**

Candidate

*

**

*

*

*

*

*

*

Piloting your career to land the right job

4 large sheets from a paper board (newsprint)

Piloting your career to land the right job

Piloting your career to land the right job

Piloting your career to land the right job

Piloting your career to land the right job

Piloting your career to land the right job

Questions

Answers

Piloting your career to land the right job

Questions

Answers

Piloting your career to land the right job

...

I

Piloting your career to land the right job

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