MISSO

Interview Techniques that Produce Offers

2012

by James Del Monte CPC, CERSJDA Professional Services, Inc.

MISSO Agenda

• Overview of JDA

• Anatomy Of An Interview

• Taking Personal Inventory

• Packaging Your Skills

• Selling Yourself 101

• The Hard Questions

• Questions

Return the Favor

“ . . . Almost 100% of a manager’s success comes from hiring and retaining good people. Good people don’t make the difference

- they are the difference“

- James Del Monte - - James Del Monte - CERSCERS

What JDA Does. . .JDA Professional Services, Inc. is a Houston-based IT staffing firm specializing in the recruitment of strategic-technical to executive-level professionals. We provide staffing solutions through full-time, contract, and project-based placements. Since 1981, we have been helping companies build great IT departments while helping IT professionals find the right career opportunities.

Full-Time Staffing

Contract /Temporary Staffing

Special Projects Staffing

JDA

• Leadership

• Industry/Business Knowledge

• Networking Opportunities

• Friendship

Value of a Professional Organization

• On going process - not an event

• Stay in touch over the long haul

• Give first before you ask in return

• Add value first

Networking for Success

JDA Leadership Scholarship

• $500

• Board Members

• Short essay >500 words

• Faculty recommendation

Law of Supply and Demand

The demand for skilled professionals bottomed out 3Q09. The current cycle indicates that we are in strong recovery. In

Houston good people are hard to find.

Labor Surplus vs. Skill Shortage

1984 1995 2Q01

4Q04

4Q99

Demand Peaked

Supply

Demand

1989Demand Bottomed

3Q03Demand Bottomed

4Q07

Demand Peaked

12.21.2012

3Q 09Demand

Bottomed

3Q10

Market Shift

The job market has shifted from an Employer’s Market to a Job Seeker’s Market.

Candidate

Candidate

Candidate

Position

Position

Position

Position

Candidate

2008 - 2009 2010 – 2012

Prepare for the Future

“It is better to be prepared for an opportunity and not have one than to have one and not be prepared.”

– Whitney Young JR

Skills CIO’s Look For Personal Inventory

• Business/Functional• Project Management• Communication -

written and oral• Presentation • Problem Solving• Critical Thinking

• Leadership

• Organization Skills

• Time Management

• Attention to Detail

• Learning Ability

• Flexibility

Identify Examples For Each

What Makes a Successful Employee

• Showing up on time – ready to work• Attitude - positive optimistic• Aptitude - being able to learn• Ability - being able to perform• Doing what it takes• Plays well with others

A faithful employee is as refreshing as a cool day in the hot summertime. Proverbs 26 13

Nu-Gen Perception

• Strengths• Connected• Networking with others• Multi-tasking• Team players – collective

action • Structured workers• Complex problem solving• Traditional values• Desire to succeed • Tech savvy • Heroic spirit • Tenacious

• Weaknesses• Catered to • Work habits• Attention span• Immediate gratification• Need for feedback• 80% turn over first year• Grade inflation / abilities • No independent responsibility• Unrealistic expectation • Lack of patience • Inexperience in life skills

Nu-Gen

• 74% of employers say Nu-Gen workers expect to be paid more

• 61% say Nu-Gen workers expect to have flexible schedules

• 56% say Nu-Gen workers expect to be promoted within the year

• 50% say Nu-Gen workers expect to have more vacation or personal time

• 37% say Nu-Gen workers expect to have access to state-of-the-art technology

• Bingham consulting professionals 2008

Strengths & Weaknesses

• List your top three

• Give an example of each

• Why would this matter to me

Product Definition

Tell me something about yourself?

• 30 second introduction

2 line summary of experience

2 lines of career highlights

2 lines of what you want to do next

Types of Interviews

•Biographical – resume verification.http://www.jdapsi.com/Candidate/Articles/Default.php?Article=biographical_interview

•Functional – what do you do?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=interviewing_techniques

•Accomplishment – what have you done?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=5_steps_mastering_accomplishment_interview

•Behavioral – tell me about a time?•http://www.jdapsi.com/Candidate/Articles/Default.php?Article=behavioral_interview

Research

• What the company does

• What issues/opportunities they face

• Who is at the company

• What the position is

• What challenges are in the position

• What are the requirements

Meet & Greet

• Dress for success

• Firm hand shake

• Eye contract

• Note book

• Questions

• Accomplishments

• Examples of work

Seek to UnderstandNeeds Analysis

• Seek to understand before being understood• Ask open ended questions• Identify the issues • What really needs to get done• Where does this position fit in organization • Why is the position open• How long have you been looking• When do you want it filled by

Sell Yourself

• What can I do for you

• Solve the problem with Examples

• Problem - what you did - result and benefit

Hard Questions

• RFL – reason for leaving/looking

• Money

• What’s in it for me

• Asking for the job

The Money Question

$$ The market sets the price $$

Ask and you shall receive

Total Package Besides money what is important to you?

• First review and history for increases

• Promotions and career path

• First assignment • Training and

certifications • Bonuses and

incentives

• Benefit package – cost and coverage

• Flexibility

• Location

• Telecommuting

• Access to management

Compensation Package Components• Base salary• Signing bonus• Group bonus• Project bonus• Hot skill bonus• Clothing bonus• Travel bonus • Early reviews• Expense account• Company car• Stock or stock options• Retirement plans• 401k

• Titles • Office space • Parking – bus passes van

pools • Flexible scheduling• Telecommuting• Equipment• Training/tuition• Out of town trips• Extra/early vacation• Family days• Day care

Asking for the job –closing the deal

• Is there any reason why you won’t be making me an offer

• Summary statement

• What is the next step

• I am interested in working for you

• Will you be making me an offer

Moving the Interview Forward

Follow Up

• Thank You Note One more chance to highlight why good hire

• Email

7 Tips to Success

1. Chose a vocation 2. Learn as much as you can 3. Develop your network4. Keep your mind right5. Show up ready to play6. Use what you have7. Give to othersBonus – keep your name clean

Inspiration

A cheerful heart is good medicine, but a crushed spirit dries up the bones.

-- Proverbs 17:22

Questions

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701 North Post Oak RoadSuite 610

Houston, Texas 77024-3818

Phone: 713-548-5444www.jdapsi.com

Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects