10 Things Networkers Did that Impressed Me

December 19, 2013

During the past five years I’ve been fortunate enough to meet with hundreds of job seekers and others interested in networking. I value these interactions, and will almost always accept a networking request.

As I think back on those interactions, though, some individuals I met with were more memorable. I best remember those who did the following things:

  1. They had a purpose for meeting. Knowing why provided purpose and focus for our conversations. Of course, I never expected anyone to develop a detailed, comprehensive agenda before they requested an appointment. Just hearing them say, “I’m in a job search and want to brainstorm ideas” was a great starting point.
  2. They did not do all the talking. Occasionally, I’ve done all the listening, never having the opportunity to add any value to the conversation. In those rare cases, I just assumed the other person needed moral support as they unloaded their burdens in a stream of consciousness.
  3. They did not expect me to do all the talking. I never do well when the onus is left entirely upon me to do all the talking. I’ll do what I can to make a conversation lively, but let’s not forget that one hand clapping makes no sound. Read the rest of this entry »

To Be Findable, Expand Your Digital Footprint

February 1, 2012

Google your name. The search results represent your digital footprint.

Do you like what you see?

Does your online presence help someone understand 1) who you are professionally, 2) who you are personally and 3) how you see the world around you? Does your digital footprint contain enough information for a prospective employer to “know” you before he or she calls you for a first interview?

When you look at your digital footprint, ask yourself how much of it you actually created? How much it was created by others? Do you have control over your personal brand?

You can expand your digital footprint and actually shape your online image by being findable on at least three social media platforms. I recommend LinkedIn, Facebook and a blog as the basics for building your online image. You can then connect your social media platforms by linking them together. For example, you can put a link in your Twitter profile directing people to your blog. Then, in the “About Me” tab of your blog, you can include links to Twitter, Facebook and LinkedIn.

To be findable in a competitive job market, deliberately look for ways to expand your online presence. You really can create and control the size and shape of your digital footprint, so make it impressive.

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These ideas on personal branding were originally presented during two workshops I conducted for the Nonprofit Leadership Alliance. The sessions were attended by current and aspiring nonprofit leaders who came from across the nation for the annual Alliance Management/Leadership Institute, the nation’s largest leadership development and networking symposium for students, faculty and nonprofit professionals. —DH


How to Be Relevant in a Competitive Job Market

January 17, 2012

In a job search, if you are not relevant you are obsolete.

Technology, ideas and even workers lose their relevance when they fail to provide value to the end user.

As a job seeker, you become relevant to prospective employers when you remember it’s all about them, not you. You may be proud of your degree, your experience or your community activities. Potential employers, however, will not share your enthusiasm unless they can somehow see how your credentials will make them more successful in their jobs.

Assume that a potential employer is selfish. He or she is not looking to do you a favor by rescuing you from the vast sea of unemployed swimmers. No, your next employer will only be interested in hiring you if you can contribute to his success.

Being relevant means that your resume, cover letter, LinkedIn profile, interview answers and all communications focus on what you can do for THEM, not what they can do for you. Like it or not, it’s all about them, not you.

Three ways to be more relevant are:

  1. Know your brand. You must thoroughly understand yourself—the “product” you are trying to sell.
  2. Convert features into benefits. Remember, it’s all about them, so phrase everything in the context of why they should care about the information you share.
  3. Focus on your cover letter. This is your “sales brochure” where you talk to potential employers about their world, their success and how you you can help them win.
Remember, you are relevant to a potential employer only when you focus on what they need, not on what you want.

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These ideas on personal branding were originally presented during two workshops I conducted for the Nonprofit Leadership Alliance. The sessions were attended by current and aspiring nonprofit leaders who came from across the nation for the annual Alliance Management/Leadership Institute, the nation’s largest leadership development and networking symposium for students, faculty and nonprofit professionals. —DH

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Marketing OR Communications? If You Had to Choose, Which Would You Pick?

August 8, 2011

For years I have been amused when a nonprofit organization would label one of its key departments “Marketing AND Communications.” To me, that always seemed redundant. After all, you never hear a CFO claim responsibility for the Department of Finance, Accounting and Accounts Payable.

A university president once talked with me about leading his marketing and communications team. When I asked if he would consider shortening the title for simplicity, he emphatically declined. For that and other reasons, neither of us seriously considered forming a working partnership.

Later, when I taught marketing at another university, I spent considerable time talking about the relationship between marketing and communications. I never believed the two terms were synonymous or interchangeable, and I drilled into my students the concept that communications comes at the end of the marketing process.

Five years ago I left my position as Vice President of Marketing at United Way. Although communications was part of my portfolio, it always grated on me when my CEO referred to my department as “marketing and communications.” Although I appreciated his thorough description of my team’s role, I also thought he was being unnecessarily redundant.

Read the rest of this entry »


Career Transition, Blog Posts and a Presidential Hug

July 7, 2011

Three months ago I learned that my job at the American Red Cross would likely be eliminated.

Nationally, the Red Cross has been undergoing a massive, top-to-bottom reorganization that will affect every person affiliated with the organization. The restructuring will reduce expenses and increase revenues, all with a focus on keeping the mission relevant in a rapidly-changing environment. To their credit, our national leaders have openly shared the unfolding changes via e-mails, online videos and frequent conference calls.

Anticipating that my position would be among those eliminated by the end of the summer, I shared the discomforting news with my wife and family. Then, with the clock ticking towards the start of a new fiscal year, I launched an under-the-radar job search. I first revised my resume and LinkedIn profile. With the full understanding and support of my boss, I shifted my networking into a higher gear and sent e-mails to a couple dozen strategically-placed contacts. I was encouraged by their immediate offers to help.

Prior to launching the public phase of my job search, I developed personal business cards, a career-highlights brochure and an assortment of collateral materials to use when the appropriate time came. Read the rest of this entry »


What Do You Do (In Seven Words)?

February 3, 2010

A friend of mine, Mark Whitaker, is an experienced market research professional. His official title is Strategic Research Consultant at The Kansas City Star.

That’s an impressive title, but what does it mean? What does he really do? What impact does he actually make?

In seven words on LinkedIn, Mark summarizes his job as “helping you find the information you need.”

I really like that “job description” for three reasons:

  1. It’s simple. I can understand it without having to translate industry jargon.
  2. It’s differentiating. It really describes what he does, not what his company or co-workers do.
  3. It’s outwardly focused. He describes what he does for others. He focuses on the benefits he provides, not the process involved. Read the rest of this entry »

Effectively Selling Yourself in a Job Search

December 15, 2009

Good sales people know the difference between features and benefits. Often that makes the difference between making a sale or conceding defeat to a competitor.

Likewise, effective job seekers must also know the difference. That knowledge often determines who gets an interview and ultimately who snags the job offer.

Sadly, most job seekers focus only on features when they should be talking about benefits. So what’s the crucial difference?

Features Tell. Features are facts, the list of items on your resume that describe you. They provide basic information — Who you are. Where you’ve worked. Dates you were there. Job titles. Accomplishments. Education. Community involvement.

Benefits Sell. Benefits convert features into relevant information. Benefits describe the value that a potential employer might find in one of your features. A hiring manager is always asking questions such as — So what? How is this relevant? Why should I care? What can you do for me?

Features and benefits are both important. To be effective, though, you must lead with benefits and then follow up with features. Read the rest of this entry »


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