Lassiter Consulting

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1 Lassiter Consulting

2 Before we start Check with your group from last time. How did they do on their deliverables? What about you?

3 Road Maps ROADMAP #3: LinkedIn Refinements to your LinkedIn profile, adding keywords Pgs 75 76, , The New Job Security Continue adding LinkedIn connections Join a group(s) ROADMAP #4: Job Creation How do you stay on top of needs in companies of interest? Two trends hitting your profession? Your industry? Implications for you? What type of work could you create? Next steps? The New Job Security, pgs GROUP WORK Envision the future: what are needs/trends that are hitting your industry and what is of interest to you? What do you commit to your group to have done by our next meeting, March 2? REPUTATION, pgs

4 Thurs, Jan 15, :00 8:30pm HBS Cumnock 220 Strategies + Messaging Program overview, first objectives, product marketing. Key words, resumes, elevator stories Meeting with your group. Tues, Feb 10 6:00 8:30pm Mon, March 2 6:00 8:30pm HBS Cumnock 220 HBS Cumnock 103 LinkedIn + Job Creation Profiles that attract inquiries Creating work you love to lessen the competition. Reputation management (NJS, ) Meeting with your group. Networks + Negotiating Networks that welcome your calls. Negotiating, setting up success. Negotiating groups Open networking.

5 Networking A barter system based on exchanging mutually valuable information

6 With whom do you want to network? Random people: Ask your business question Focused targets: Use your Hit List

7 Your Elevator Story I have over years of experience What I particularly enjoy doing is (3 bullets ) Two results Your business question

8 What s your business question? Which companies should be thinking differently about getting your deliveries to you now? When you re buying things online, whose websites make you decide that it isn t worth the effort? Whose customers aren t sticky enough and have little customer loyalty?

9 No Network Before its Time Contacts Bridge Already know

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11 Structure of the Network Low Range High Range employer professional association employer community professional association school family ion. you you

12 The Strength of Weak Networks

13 What can you do to help your network?? Today. pg

14 Sustainable Networks Substance without relationships is academic. Relationships without substance is superficial networking. Philip Lader, former Ambassador to the Court of St. James

15 Roadmap What are 2 business questions that lead your listener in the right direction? Get companies on a Hit List and keep growing/refining it. Pg Pgs (Sustainable Networks) Which categories should be in your network? What can you do to be of help to them? pg ?

16 Why negotiate? Arranging for or bringing about a settlement of terms You have to negotiate. Difference between negotiating with a boss and with a car salesperson. It s not about you. Lassiter Consulting 2015 all rights

17 Pre work: 5 Necessary Numbers Lowest and highest numbers Your market value Compensation trends Insider information BATNA Lassiter Consulting 2015 all rights

18 Pre work: 5 Necessary Numbers Lowest and highest numbers Your walk away number The highest you ve ever made, base and overall comp. Broad band it. Lassiter Consulting 2015 all rights

19 Pre work: 5 Necessary Numbers Your market value: Colleagues, going rate Websites, job boards Search firms Publicly held companies: edgar.shtml Interviewing Etc. (pgs ) Lassiter Consulting 2015 all rights

20 Pre work: 5 Necessary Numbers Compensation trends salary, variable, equity, perqs, retirement, measures Lassiter Consulting 2015 all rights

21 Pre work: 5 Necessary Numbers Insider information social media, former employees, SEC database, competitive info, etc. Lassiter Consulting 2015 all rights

22 Pre work: 5 Necessary Numbers BATNA Best Alternative to a Negotiated Agreement (Fisher/ Ury) If you have not thought carefully about what you will do if you fail to reach agreement, you re operating with your eyes closed. Lassiter Consulting 2015 all rights

23 Timing Jack Benny timing He who mentions numbers first (if you break ice first) Lassiter Consulting 2015 all rights

24 3 essential phrases Flexibility Can you see your way clear to Is that in your ball park? Lassiter Consulting 2015 all rights

25 Putting it together 1. The question 2. It depends OR good 3. Range Lassiter Consulting 2015 all rights

26 Poll You ve just been quoted a salary range for a job. What did they just share with you? The range, duh. The portion of the range that corresponds to your experience and previous salary The bottom quartile The portion of the range that reflects their interest in you. Lassiter Consulting 2015 all rights

27 Putting it together, part 2 4. Exceed range in broad band. Ask question. 5. Benefits 6. Close Lassiter Consulting 2015 all rights

28 In your current company Star file Set up and track your metrics Anticipate, step forward Find the $ Lassiter Consulting 2015 all rights

29 YOUR 5 NUMBERS Lowest and highest numbers Your market value Compensation trends Insider information BATNA Roadmap Tracking your success Pgs , The New Job Security ( Negotiate in Round Rooms ) Keep a group going

30 Group Agenda Groups of 3: Boss, Candidate, Observer Boss and Candidate have separate, private, instruction sheets. Observer has no info: totally neutral. This is for an offer for a marketing job. The industry isn t specified. If the employer and candidate want to agree on an industry or another function, fine. Do so quickly. 2 min for planning 8 min for negotiation 5 min for feedback from observer then discussion. Ask observer what he/she would have done? Back for final wrap up of class then open networking to decide on best ways to KEEP THE MOMENTUM GOING.

31 Lassiter Consulting

32 Plan B If amount still not right, tools in your tool kit: Amount of time Additional job responsibilities Earlier review date Lassiter Consulting 2011 all rights