how to market and sell your expertise to a company by heinihm
TRANSCRIPT
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HEINI HULT-MIEKKAVAARA CAREER SERVICES ACADEMIC ARCHITECTS AND ENGINEERS IN FINLAND – TEK
HOW TO MARKET AND SELL YOUR EXPERTISE TO A COMPANY
TAMPERE UNIVERSITY OF TECHNOLOGY 9.12.2014
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ON THE AGENDA
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LET’S GET PHILOSOPHICAL: • REALISE YOUR COMPETENCE • REALISE YOUR CAREER DREAMS • REALISE WHAT EMPLOYERS NEED
LET’S GET PRACTICAL: • HOW TO WRITE A CV AND COVER
LETTER • HOW TO LEAVE DIGITAL FOOTPRINTS
ON THE AGENDA
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GETTING PHILOSOFICAL – YOU NEED TO KNOW WHAT YOU’RE SELLING
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FOCUS YOUR PROFESSIONAL PROFILE!
1. REALISE YOUR
COMPETENCE
2. REALISE YOUR DREAMS
3. REALISE THE NEEDS OF EMPLOYERS
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REALISING YOUR COMPETENCE
• WHAT HAVE I DONE (WORK/STUDIES/HOBBIES)?
• HOW HAVE I DONE THINGS? • WHERE HAVE I DONE THINGS? • WHAT HAVE I ACHIEVED?
à TAKE A CONCRETE TASK/PROJECT AND GO THROUGH IT IN DETAIL
à REPEAT AS MANY TIMES AS NEEDED
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REALISING YOUR COMPETENCE
• WHAT DO I THINK I’M GOOD AT? • WHAT DO OTHERS THINK I’M GOOD AT? • WHAT IS EASY FOR ME? • ASK FOR FEEDBACK!
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REALISING YOUR DREAMS
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SIMPLE QUESTIONS TO ASK YOURSELF
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1. WHAT GIVES ME THE KICKS?
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2. IS THERE SOMETHING IN COMMON WITH THE THINGS THAT GIVE ME THE KICKS?
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3. HOW DO I WANT TO CHANGE THE WORLD?
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REALISING THE NEEDS OF EMPLOYERS
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1. WHAT IS THE COMPANY SAYING ABOUT ITSELF?
2. WHAT ARE PEOPLE/MEDIA SAYING ABOUT THE COMPANY?
3. WHAT IS HAPPENING IN THE WORLD THAT WILL AFFECT THE COMPANY?
REALISING THE NEEDS OF EMPLOYERS
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INFORMATIONAL INTERVIEWS – USE YOUR NETWORKS
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T H E P O W E R O F W E A K L I N K S
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HOW CAN SOMEONE ELSE BENEFIT FROM MY COMPETENCE?
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GETTING PRACTICAL – MY MARKETING TOOLS
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WHY DO I NEED A CV (AND A LINKEDIN PROFILE)?
1. THE BACKBONE OF MY PROFESSIONAL PROFILE 2. MARKETING LETTERS
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LEONARDO DA VINCI HAD THE
WORLD’S FIRST CV IN 1448
LEONARDO’S CORE COMPETENCE: • THROWING ROCKS • DESIGNING LIGHTWEIGHT
BRIDGES • SCULPTURE (DURING
PEACE TIME)
HTTP://THEUNDERCOVERRECRUITER.COM/HISTORY-OF-CV-INFO/
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A CV AND COVER LETTER ARE MEANT TO GET YOU TO JOB INTERVIEWS
• GIVE ENOUGH INFORMATION • DON’T LEAVE OUT ANYTHING
ESSENTIAL • BE FOCUSED AND TARGETED
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FOCUS
• WHAT IS THE MOST IMPORTANT THING I WANT TO SAY IN MY CV AND COVER LETTER?
• WHAT DO I WANT THE
READER TO REMEMBER ABOUT MY CV AND COVER LETTER?
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FOCUS!
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A GOOD JOB APPLICATION DOES THE THINKING FOR THE READER
• NEVER ASSUME THE READER KNOWS EXACTLY WHAT YOU MEAN
• TITLES AND POSITIONS MEAN DIFFERENT THINGS IN DIFFERENT ORGANISATIONS
• SOMETHING MUNDANE TO YOU CAN BE SOMETHING SPECIAL TO SOMEONE ELSE!
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REMEMBER – YOU ARE NOT THERE YET TO ANSWER QUESTIONS OR GIVE MORE INFORMATION
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NO PAIN
NO GAIN
- WRITE A PAIN LETTER
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WHAT DO I HAVE TO OFFER? WHICH ASSETS DO ACADEMIC RESEARCHERS HAVE?
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GOING FROM UNIVERSITY TO A COMPANY
• Find elements in your research work and university/academic surroundings that resonate with business companies – project work – results orientation – seeking funding/applying for grants – virtual teams – global teams and customers
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• Ensure the reader that you can do more than ”just” research; teaching, supervising, managing, leading, product development, projects done in collaboration with companies…
• How do you interact/communicate with others? Do you eg. negotiate with funders, are you leading a research project or do you supervise others’ work? What sort of ”outside” contacts do you have?
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GOING FROM UNIVERSITY TO A COMPANY
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• Be specific with your achievements so that the employer understands that you get things done and would be a good investment for the company.
• Help the reader understand what impact your work has on a larger scale, and how it relates to the big picture in your field.
• Be concrete!
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GOING FROM UNIVERSITY TO A COMPANY
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• Write in a language that even others than fellow researchers understand.
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GOING FROM UNIVERSITY TO A COMPANY
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WORK EXPERIENCE IN A NUTSHELL
MY TASKS AND RESPONSIBILITIES CONCRETELY:
• WHAT I DID • WHAT I ACHIEVED • THE BIG PICTURE
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THE SCALE OF THINGS!
I WROTE FIVE ARTICLES
I ORGANISED 50 WORKSHOPS
THERE WERE 500 PARTICIPANTS
I WAS IN CHARGE OF A BUDGET OF 50 000
THERE ARE 5 M END USERS
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WHAT ABOUT PUBLICATIONS?
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HAVE THEM ON A SEPARATE APPENDIX, DON’T CRAM YOUR CV WITH THEM.
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1. I KNOW WHAT I CAN DO 2. I KNOW WHAT I WANT TO DO 3. I KNOW HOW TO HELP YOU
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THIS WILL IMPRESS ANY EMPLOYER:
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THIS WILL BLOW THE ROOF OFF:
I KNOW WHY I’M APPLYING
FOR THIS JOB
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AND MOST OF ALL – I KNOW WHAT I WANT TO ACHIEVE
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TARGET YOUR JOB SEARCH!
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1. APPLY TO POSITIONS AND COMPANIES THAT REALLY INTEREST YOU
2. TAILOR YOUR CV AND APPLICATION FOR THE POSITION AND COMPANY
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1. THE SPECIFIC POSITION AND TASKS 2. THE ORGANISATION: PRODUCTS, SERVICES, PROCESSES 3. THE BRANCH, ECOSYSTEM à HOW AND WHERE DO I WANT TO MAKE A CHANGE?
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WHAT IS IT ABOUT THE EMPLOYER
THAT INTERESTS ME?
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AT THIS POINT IN TIME - AND IN THE
FUTURE
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MAKE SURE YOUR PROFESSIONAL PROFILE IS FOCUSED AND SHOWS
à IN YOUR CV AND COVER LETTER à ON YOUR DIGITAL FOOTPRINT (IN
SOCIAL MEDIA)
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LEAVE DIGITAL FOOTPRINTS
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330 000 000 FLIES CAN’T BE WRONG
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• TWITTER • SLIDESHARE • STACKOVERFLOW • RESEARCHGATE • GITHUB • SUPERCELL PLAYER COMMUNITY…
WHO DO YOU WANT TO BE ASSOCIATED WITH? WHERE WILL YOU BE FOUND AND YOU WILL FIND OTHERS?
MINGLE WITH THE RIGHT CROWD
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RECRUITING IN SOCIAL MEDIA
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I KNOW WHAT TO SELL AND HOW TO SELL IT WHEN I KNOW:
1. WHAT I CAN DO
2. WHAT I WANT TO DO
3. WHAT THERE IS A NEED FOR
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WWW.TEK.FI/EN/CAREERSERVICES
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WWW.TEK.FI/URAPALVELUT WWW.TEEKKARINTYOKIRJA.FI
THANK YOU!
@heinihm