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MISSO Interview Techniques that Produce Offers 2013 by James Del Monte CPC, CERS JDA 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 Speakers Fee 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 - CERS 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 JDA Special Projects Staffing Value of a Professional Organization • Leadership • Industry/Business Knowledge • Networking Opportunities • Friendship Networking for Success • On going process - not an event • Stay in touch over the long haul • Give first before you ask in return • Add value first JDA Leadership Scholarship • $500 • Board Members / Committee Head • Short essay >500 words • Faculty recommendation Law of Supply and Demand Demand 1984 Supply 1995 1989 Demand Bottomed 4Q99 4Q07 Demand Peaked Demand Peaked 2Q01 12.21. 2014 4Q04 3Q03 Demand Bottomed 3Q10 3Q 09 Demand Bottomed 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 Market Shift 2008 - 2009 2010 – 2014 Candidate Candidate Candidate Position Position Candidate Position Position The job market has shifted from an Employer’s Market to a Job Seeker’s Market. IT Employment Index Demand Supply MIS MAJORS Bauer College of Business University of Houston MIS Declared Majors 1996-2012 900 800 700 500 400 MIS MAJORS 300 200 100 0 s96 f96 s97 f97 s98 f98 s99 f99 s00 (est) f00 s01 f01 s02 f02 s03 f03 s04 f04 s05 f05 s06 f06 s07 f07 s08 f08 s09 f09 s10 f10 s11 f11 s12 f12 MIS Majors 600 Semester Year 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 • Weaknesses • • • • • • • • • • • • • • • • • • • • • • 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 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 Good hand shake Eye contract Note book Questions Accomplishments Examples of work Seek to Understand Needs 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 Moving the Interview Forward 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 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 network 4. Keep your mind right 5. Show up ready to play 6. Use what you have 7. Give to others Bonus – keep your name clean Inspiration A cheerful heart is good medicine, but a crushed spirit dries up the bones. -- Proverbs 17:22 Questions 701 North Post Oak Road Suite 610 Houston, Texas 77024-3818 Phone: 713-548-5444 www.jdapsi.com Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects