BobPodgorski !! !R.P.P.Enterprises! · Experiences%!3!(life&and&work)!...

     Bob  Podgorski        R.P.P.  Enterprises  

Like  a  set  of  fingerprints  –        

� Experiences    -­‐  (life  and  work)  � Skills  -­‐  (technical  proficiencies)  � Talents  -­‐  (natural  ability)  � Competencies  -­‐    (strengths  of  particular  note)  � Capabilities  –  (able  but  not  expert)  � Characteristics  –  (individual  approach  to  stimuli)  � Traits  –  (pronounced  characteristics)  � Personality  –  (distinctive  individual  qualities)    

� Examples  � Accomplishments  � Achievements  � Recognition  � References  � Documentation  � Reputation  

AND….    � Do  well  � Add  value  � Bring  to  success  � Contribute  to  goals  and  objectives  � Show  results  � Meet/exceed  expectations  � Assure  outcomes  

   ~    Salesmanship  –  101    ~    To  an  employer….  

� We  are  selling  what  we  do  –    not  just  what  we  are…  

� FEATURES  –  What  it  does  for  the  customer  

We  would  sell  it’s  features  –  

�  Inexpensive  form  of  transportation  � Exercise  option  � Ease  of  operation  � Encourages  outdoor  activity  � Can  be  enjoyed  with  others  � Has  carrying  capacity  � Variable  speeds  � Safety  devices  � Minimal  storage    

�  See  the  product  (image  and  first  impression)  �  Take  in  the  message  (it’s  advantages)  �  Hear  the  endorsements  (what  it  achieves)  �  Feels  a  connection  (need)  with  the  features  �  Sense  the  desirability  � May  feel  it  essential  to  have  (own)  �  Appropriate  to  their  current  life  style    �  Or,  solves  a  problem  they  have  

That  unique  combination  of  things  –  

� Qualities  � Background  /  Work  experiences  (results)  � Knowledge  (education  &  Training)  � Traits  � Skills  /  Competencies/  Capabilities  � Personality  /  Characteristics  

   Mental     Attitudinal     Emotional     social  

Meeting  their  needs    -­‐-­‐-­‐    

“The unique combination of all of these attributes that will give them the best chance for

value added.”

Connecting  on  the  soft  and  hard  characteristics  

� Connecting  with  the  job  requirements  � Job  content  � Company  culture  � Physical  expectations  (energy)  � Emotional  connection  with  surroundings  � Comfort  with  the  hiring  manager/goals  � Confident  and  competitive  

“Mental  characteristics  that  combine  to    Direct  our  thinking  in  a  given  situation.”  

Employers  desire  –    

� Maturity  � Determination  �  Integrity  �  Information  integration  (intelligence)  � Good  judgment  � Resourcefulness  � Sense  of  urgency  

 These  mental  characteristics  assure  that  an  employee  performs  to  an  internal  set  of  perceptions  beneficial  in  the  most  

productive  and  dynamic  of  environments.  

“Attitudinal  Characteristics  are  those  that  combine  to  direct  our  actions  in  a  given  situation.”  

Employers  desire  –  � Authentic  � Open  � Collaborative  � Agreeable  � Conscientious  � Confident  

“Emotional  Characteristics  are  those  that  combine  to  direct  our  feelings  and  response  in  a  given  situation.”    Employers  desire  –  

� Even  temperament  � Contemplative  � Considerate  � Reliable  

“Social  Characteristics  are  those  that  combine  to  direct  our  actions  in  group  situations.”  

 Employers  desire  –    � Engagement  � Fraternal  � Communicative  � Positive  � Respectful  

The  hard  aspects  relate  to  the  work  itself      

� Background  � Knowledge  � Skills  � Competencies  � Abilities  

Relevant  to  the  position  and  situation    Helpful  –    

� Same  industry  � Similar  occupation  

Employer’s  desire  –    � Fundamentals  of  Company’s  charter/mission  � Scope  of  the  business  � Product  similarity  � Customers  � Market  sectors  � Buyer  decision  points    

Employer’s  desire  –      � Current  technology  /fundamental  processes  � Common  interfaces  � Appropriate  application  of  reason  and  tools  � Physical  -­‐Mental  requirements  � Understanding  of  cost/benefit  � Contacts    

Employer’s  desire  –      � Working  with  the  tools  �  Equipment  (Automation)  �  Processes    �  Application  and  use  of  capacity  �  Understanding  –  

   Rules     Limits     Guidelines     Controls     regulations  

Employer’s  desire  –    � Adaptability/flexibility  � Communications  � Complex  analysis  � Problem  solving  � Strong  business  acumen  � Working  with  change  � Listening  � Persuading  

Employer’s  desire  –  (continued)    

� Negotiating  � People  sense  

   Judgment     Dignity     Mentoring     Motivating  

� Credibility  � Measuring  � Planning  integration  /  implementation  

Employer’s  desire  –  (More)    � Strategic  understanding  �  Influencing  � Fostering  innovation  � Creative  thinking  /  ingenuity  � Encouraging  high  performance  � Empowering  others  

“Bringing  together  all  of  the  above  into    a  strong  team  environment.”  

Employer’s  desire  –    

� Help  grow  the  business  through  –     Teaming  with  others     Adding  above  average  value     Breakthrough  suggestions  

�  Stimulate  others  by  example  � Maintain  high  morale  �  Ethical  behavior  �  Strong  customer  focus  

EXPECTATIONS    

� Perceived  norms  � Responsibilities  � Accountabilities  � Goals  /  Targets    � Measures  of  success  

� To  the  job  � To  the  company  � To  the  department  �   to  the  customer  � To  the  processes  � To  the  team  � To  the  goals  –  expected  outcomes  � Show  pattern  of  results  

YUSP  will  –    � Select  from  the  desires  � Have  examples  of  attainment  and  expertise  � Will  show  both  hard  and  soft  skills  � A  combination  will  set  you  apart  � Separate  you  from  the  competition  

AND,  WILL  IDENTIFY  YOU  AS  THE  PRIMARY  CANDIDATE  FOR  THE  POSITION!  

� That  has  indicated  successful  application  � The  ability  to  integrate  ideas  /  new  concepts  � Work  well  with  others  toward  a  goal  � Apply  competencies,  skills,  knowledge  appropriately  � Succeed  and  excel  despite  the  odds  � Work  as  an  individual  contributor  � Think  on  your  feet    

�  In  your  behavior  �  In  situations  �  In  tasks  �  In  projects  �  In  strategic  significance  �  In  customer  satisfaction  �  In  recognition  

SHOW  HOW  YOU  OWN  IT!  

� Select  from  these      � Discuss  these  with  others    � Talk  about  these  in  interviews    

YOUR  QUESTIONS      

 www.RPPEnterprises.com        Bus.  Phone:  847-­‐843-­‐0020      www.LinkedIn.com/pub/bob-­‐podgorski/o/3b3/584        Careerguy1@gmail.com