Before You Complete Our
Online CHAMP Profile
It is important that you review this section before you complete our Career
History and Marketability Profile (CHAMP).
However, it is vital for another reason. Whether you are a young attorney or a
company president, there is probably much more to your story than meets the eye.
You are "one of a kind" and we want to be sure to present you accordingly.
Our CHAMP profile is a remarkable instrument that will reveal insights about you
which can enable our staff to enhance your marketability and help build your
appeal beyond obvious credentials. Along with information gathered in our
personal discussions and through our marketability evaluation profile, our staff
will then use the information to develop your marketing plan and all written
materials.
Tens of thousands of people have said that completing our profile is extremely
rewarding and insightful. Now, besides your experience, let's first discuss what
else may be marketable about you.
Your Marketability Depends
On Your True Assets and Skills
We can almost guarantee any executive that they cannot identify 50 percent of
their own assets, simply because they're too close to their own situation. As we
surface everything that is marketable about you, we identify 15 to 25
skills—which, if selectively described to employers, can often make the
difference.
Each year, about 10 percent of the clients who come to us have settled for less
in the past, simply because they have never been able to communicate their
strongest assets and skills.
One client was earning a $65,000 base after almost 20 years. Three years later,
she is earning $180,000. Another executive came to us at less than $125,000.
Three years later, he is a CEO at many times that amount. The key in both
situations was that we identified and marketed their true assets.
Now, if you are like most executives, you can increase your chances through a
very simple rule. It has been said time and again by psychologists, motivational
speakers, spiritual leaders and coaches that the most restrictive limits you
face are those you put on yourself. So, if you really want to be a serious
candidate for a better position, don't put any limits on your thinking.
Your Knowledge &
Personality Are Marketable
Do you have knowledge of a job, a product, a process, or a market? It could be
from any source —work, hobbies, alumni relationships, research, consultants,
suppliers or customers—and, it may be marketable.
Personality, of course, is just a word for that mysterious combination of traits
that either attracts us to someone, or, on the other hand, leaves us
unimpressed. More employment decisions are based on personality and chemistry
than any other factor. For example: "He's certainly professional and
quick-thinking. I like him, and better yet, I trust him. He'll get along with
our team and provide leadership. I need to get him into this firm."
The perception of your personality has to do with your interests and enthusiasm.
How many employers hire people primarily because they showed great interest? The
answer is, a lot—even at the highest levels!
Your Leadership Appeal
Is Marketable
If there is one quality you want to communicate, it is leadership ability.
Experts say that leaders possess and communicate real convictions—strong
feelings and principles that have grown with them over time.
Justified or not, leadership is also attributed to those who create an image of
operating at the far edge of the frontier—where new products and solutions are
being planned. We tend to think of leaders as those who have the vision and
talent to develop new things.
Another skill common to most leaders is their ability to recruit or assemble a
team which they subsequently motivate to peak levels of achievement. Other
attributes people ascribe to leaders are that they are creative, intuitive and
passionate, and that they project integrity, trust, and boldness. Image,
attitude, appearance and presence all play a role. Put these traits together,
and they represent most of the criteria that contribute to people being viewed
as charismatic.
Your Versatility and
Transferable Skills Are Key
Identifying transferable skills is critical (for example, analyzing, organizing,
group presentation skills, problem solving and so on). In the current job
market, employers clearly place a premium on men and women who are versatile.
Executives in highest demand are those who can move from project to project,
handling assignments that draw upon different skills.
Naturally, your experience can also be reviewed according to various "functions"
that apply to most businesses, such as sales, production, accounting, marketing
and human resources. All areas in which you have knowledge must be identified.
At the same time, you need to think of your experience in terms of "action
verbs" that describe what you did, and then translate those activities into
achievements, i.e., controlled, wrote, improved, reshaped, created, etc.
The more ways you can describe your experience, the more you will qualify for
jobs in many industries. That's because all organizations are basically involved
in similar functions.
Factors Affecting Marketability ...
As Viewed by Employers and Recruiters
Job hunting is demanding in many respects. Particularly frustrating is the fact
that it is one of the most competitive efforts you will undertake, but you never
get a chance to know who your competition is!
On the other hand, employers and recruiters will be viewing you in terms of your
competition. Their job is to measure how you stack up in terms of key qualities ... how you compare to other qualified candidates.
With this in mind, you need to fully understand the seven categories that
employers and recruiters consider. Once you fully grasp what they are seeking,
you and our staff can make adjustments in how we compensate for any perceived
shortcomings in your marketability.
H3-alpha
Factors Affecting Marketability
The types of organizations where you've worked will have a major bearing on your
marketability. A person with experience in larger organizations is going to be
the most marketable, most of the time. And, the individual with experience in a
number of different types of organizations will be the most marketable, most of
the time.
Those with experience with just one type of company can be successful, but face
a greater challenge if a change in industries is desired. Listed below are
experience factors that recruiters and employers look for.
Experience with national / blue chip firms
Experience with firms from $100M to $1B+
Experience with consulting firms
Experience with market leaders
Experience with public companies
Experience with manufacturing or service firms
Experience with government or non- profits
Experience with firms who were start- ups
Experience with IPOs
Experience in your own business
Experience with any internet firms
Experience with any accounting firms
Experience with growth companies
Experience with high-tech firms
Experience outside of North America
Factors Affecting Marketability
#2—Fields Where You Have Experience
Obviously, employers want to know the functions in which you have firsthand
experience. Professionals who have achievements in a number of areas are
generally considered the most marketable ... most of the time.
As a rule, the more specialized people are ... the greater their job hunting challenge, unless they plan on
staying in their specialty. However, for many, career changes are increasingly
frequent. Listed below are major fields where you might have some marketable
experience and achievements.
Accounting
Administration
Advertising
Distribution
Education
Engineering
Finance
General Mgmt.
Government
HR
Healthcare
IS / IT
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Investments
Financial services
Legal
Marketing
Military
Operations
Purchasing/ buying
R & D
Real Estate
Sales to consumers
Sales to business
Scientific
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Factors Affecting Marketability
#3—Your Marketable Achievements
The areas of achievement recruiters and employers look for are reflective of the
"skill sets" people have, regardless of their industry experience. How
effectively we communicate them in your written materials and verbal exchanges
will determine your ability to change industries.
Clearly, executives and professionals with major achievements in the most number
of areas ... will normally be the most marketable.
Importantly, we will want to make sure you have a short but compelling story for
each major achievement. Those stories should be a significant part of the
communication themes. They must also come across strongly in your resumes.
Listed on the next page are the things that employers, recruiters and VCs most
often look for.
What Employers and Recruiters
Are Usually Looking For
Acquired operations
Been a corporate officer
Been a division officer
Been in top management
Brought in revenues
Built self-sustaining teams
Built strategic alliances
Chaired civic organizations
Chaired multifunctional teams
Designed efficient systems
Directed start-up
Experienced at cost control
Experienced with joint ventures
Formulated action plans
Had P & L responsibility
Had large administrative responsibilities
Had substantial line experience
Handled many projects
Handled strategic planning
Have had substantial staff experience
Improved sales/ profits
Improved productivity
Initiated sweeping changes
Managed large budgets
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Managed large numbers of people
Managed complex operations
Managed rapid growth
Member of key committees
Multi-market experience
Multi-plant experience
Multi-site operation experience
Negotiated major deals
Negotiated mergers & acquisitions
Officer and board member
Opened new plants
Procured major funds, grants
Published author of articles
Published author of book(s)
Re-engineered processes
Reorganized and revitalized
Served on civic boards
Served on corporate boards
Served on nonprofit boards
Simplified complex problems
Started prototype operations
Turned around poor attitudes
Turned around operations
Worked closely with top management
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H3-alpha
Factors Affecting Marketability
As a rule, the more substantial your education, the greater your marketability.
In certain instances, where achievement levels, versatility and status of
previous employers might be equal, then the education level, activities and
associations listed here might be decisive.
If you have a disadvantage here, you will normally require a more aggressive and
finely tuned search ... one precisely designed to help you overcome a lesser
competitive position. If you don't have the right education, it will be a
significant red flag ... unless sufficiently offset by superior well- thought-out
communications.
In these instances, we would need to develop strategies for putting you on an
equal footing. If you compare well on educational factors, you will enjoy an
advantage, but remember that recent important achievements will trump
educational background.
Ph.D
LLB or JD
MBA, MS or MA
College graduate
2-year associate degree
College, no degree
Member, industry assoc's
Industry leader
CPA or securities certified
Have copyrights/ patents
Have medical certification
Professional engineer
H3-alpha
Factors Affecting Marketability
It might be interesting for you to compare your financial situation to others
seeking positions at the same income level. How you stack up could affect your
ability and motivation level in moving ahead aggressively.
As a rule, executives with more financial strength have more power in the
marketplace, since they have the staying power to pursue only the very best
opportunities. As far as your urgency is concerned, expect that executives will
be somewhat less interested if you are not truly urgent.
Your urgency
Is your next move critical?
Are you just exploring and really not urgent?
Do you prefer to move ASAP?
Your financial goals
Are you seeking 10_15% more, or 25%+ more?
Is the right opportunity worth more than money?
Do you require stock options?
Your own financial situation and other
Do you have a clear credit rating?
Is your record clear of bankruptcies?
Are you free of financial strain?
Would you consider work on full commission?
Would you consider work at home?
Factors Affecting Marketability
#6—Phrases That Describe You
These should be a critical part of your communication strategy, e.g., the key
things you communicate about yourself ... in all your job search communications.
They especially need to be apparent in your resumes.
Keep in mind that when
there is more than one strong candidate, hiring decisions will ultimately come
down to the personal qualities listed below ... between some other candidate and
yourself. They tilt things ... either in your favor or against you. You should
think about which phrases others might apply to you.
Phrases That Describe You
Ambitious
Assertive
Attractive
Conceptual
Decisive
Drive out-of-box thinking
Effective troubleshooter
Exceptional listener
Exceptional people skills
Exceptional team player
Excellent executive image
Excellent long-range planner
Excellent recruiter
Excellent w/ technical matters
Excellent trainer
Extremely quick thinker
Flair for putting on events
Good-natured/ personable
Great motivator
Hands on / shirt sleeve
High achiever
Highly competitive
Highly creative
Highly innovative
Highly organized
Highly resourceful
Highly self-motivated
Highly social
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Highly versatile
Instincts for what will sell
Natural leader
Outgoing
Perfectionist
Risk taker, entrepreneurial
Sense of humor
Skilled at government affairs
Skilled negotiator
Sophisticated, cultured
Strong administratively
Strong analytically
Strong at consumer selling
Strong at corporate selling
Strong group communicator
Strong personal presence
Strong verbal communicator
Strong written communicator
Superior writing skills
Tactician / strategic thinker
Very confident
Very dependable, loyal
Very persistent
Very persuasive
Very positive, very upbeat
Visionary
Well-respected, esteemed
Wins cooperation at all levels
Works a 50, 60, or 70-hour+ week
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Factors Affecting Marketability
#7—Your Personal Interests
People with a wide range of interests tend to be somewhat more marketable. A
commonality of interests may sometimes help get you an interview or shift an
interview in your favor. Some popular interests that might have some marketing
value when communicated are:
Hiking/camping
Horses
Hunting
Martial arts
Music or instrument
Nutrition
Photography
Read business pub's
Running/jogging
Scouting
Skiing (snow)
Tennis
Theater
Travel in Africa
Travel in Asia
Travel in Australia
Travel in Central Amer.
Travel in Europe
Travel in Middle East
Travel in So. Amer.
Water sports
Wine collecting
Writing
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Art
Biking
Boating/Sailing
Body building
Car racing
Charitable work
Church affairs
College/Pro baseball
College/Pro basketball
College/Pro football
College/Pro hockey
College/Pro soccer
College/Pro tennis
College support
Community/ civic
Current affairs
Design/ decorating
Family activities
Fine arts
Fishing
Flying
Fund raising
Golf
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Truth, Fiction, and
the Age Barrier
As firms have been re- engineered, many people in their 50s and early 60s have
had jobs eliminated. A look at PepsiCo, Inc. gives a good example of the trend.
A recent annual report listed 36 corporate officers with a median age of 47.
When we encounter situations where age is a problem, we compensate by developing a more aggressive action plan.
The reality is that today, people in their late 40s and 50s are connecting with
fast- growing companies, especially firms in new industries, where experience is
in demand. Last year, we also successfully helped many clients in their early
60s. Success obviously depends on each person's background, but the starting
point is to avoid putting any limits on your thinking.
Just for the record, a common thread bound Commodore Vanderbilt, Socrates,
Pasteur, Voltaire, Newton, Talleyrand, Thomas Jefferson, Galileo, Martha Graham,
Armand Hammer, Grandma Moses, Adolph Zuckor, Coco Chanel, Dr. Benjamin Spock,
Winston Churchill and George Burns. Each made their major accomplishments after
they became "senior citizens." So, again, don't put any limits on your own
thinking!
How JMAC Gets a Reading
on Your Projected Marketability
Each month, more than 10,000 job candidates complete our unique marketability
evaluation profile. They grade themselves on the key assets and skills which are
currently being sought by the country's leading recruiting firms. This includes
everything in the preceding pages.
Through our proprietary software, we are then able to provide a detailed statistical analysis ... one which
compares you to 2,000 other professionals seeking positions within the last
month, in the same income range. This gives us a detailed numerical reading on
just how marketable you are.
How You Can Make the Most of
Our Marketability Evaluation
Our professionals can then suggest strategies and a course of action designed to
further increase your marketability ... and give you a competitive advantage. We
will also be able to make suggestions regarding "how and what" you present about
yourself.
For example, we identify precisely which elements of your experience and
strengths need to be emphasized, those areas where you excel, and others where
you need to communicate differently to compare favorably.
To have a more exact perspective on the report that we make available, you
should revisit the items listed with a check block on the preceding pages . For other professionals and executives currently seeking a similar
income (i.e., $150k_200k) ... our report will indicate the experiences,
achievements and qualities they possess. This will be a very good reading on how
you stack up against real competitors.
The bottom line is that through our marketability evaluation all of your
communications can be adjusted to take into consideration the qualifications of
those you will be competing against. Your resumes, letters and e-mails can be
more persuasive ... and your personal phone presentations, interviews and
negotiations can also be far more effective.
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How Our Clients View the Importance
of Knowing Their Marketability
"You gave me a full marketability evaluation before I engaged your firm, and
the report pulled it together. It made a lot of sense to me. It pinpointed and
clarified what I needed to emphasize in all my communications. One thing, in my
case, was that 38 percent of the executives at my level indicated they had an
M.B.A. degree, which I don't. We were able to raise the bar when it came to
communicating my achievements and skills. When I ran the campaign, I had a lot
of activity, so I assume my lack of an advanced degree never became a barrier."
"My whole purpose in engaging JMAC was to make an industry change
out of retail. The marketability evaluation was exceptionally thorough. It
pinpointed my skills and personal qualities that could be of value to many types
of organizations. We devoted a separate paragraph to them in my resumes, to
ensure that what I could do in other industries came through. Without that
emphasis, I don't think my success in retail would have carried the day."
"Knowing your marketability, and knowing it has valid statistics behind it
that covers all the bases, has to be enlightening for any executive. It was a
valuable part of your service."
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