Strategic Career Transition for Executives - Integrating Your Value Proposition.
By Wayne Pagani, MCRS, MCIS, MCCS
Senior Consultant and Strategist, Graham Management Group
Strategy?
Business Strategy is defined by Johnson and Scholes as "The direction and scope of an organisation over the long-term, which achieves advantage for the organisation through its configuration of resources within a challenging environment, to meet the needs of markets and to fulfil stakeholder expectations.”
As an executive, have you ever conducted business without a strategy? Do you deploy your teams and engage in projects without targets or objectives? I would venture to guess you would never approach your business mandate without some form of strategy. In fact, as you read this, it may even appear ludicrous to consider the idea. So, why would your career transition be any different?
From my experience supporting six-figure executives at Graham Management Group, I have found that many executives do not have a well thought-out strategy. Others define their strategy, if they have one, in narrow or limited ways by restricting their activities to job boards, social media, or recruitment agencies.
Strategy helps you, the job seeker, to:
- Build a solid foundation by defining your objective.
- Clarify a target for yourself.
- Take systematic steps to learning as much as you can about your target.
- Prepare a unique set of documents or marketing tools that speak to your target.
- Leverage this foundation building process to position yourself in front of decision makers.
- Utilize the research and information used to covey value confidently, closing the deal.
Value Proposition Theory in Career Transition
Value Proposition is a business principle you can apply to your job search and career. It takes a strategic approach to reach the targets and audiences that will ultimately invite you to join their team. It will facilitate your ability to convey the VALUE you offer to a potential employer.
In business, we recognize that consumers buy because there is something about the product or service they are purchasing that is unique and compelling. You possess a unique set of experiences, qualifications, and personal characteristics that employers seek; it is your job to communicate them clearly. Otherwise, you are doing a disservice to a potential employer who may not understand that what you are offering that can be of value to them. Far too often companies end up hiring the best interviewee and not necessarily the best candidate. The reason: poor, or no, value proposition.
A research study conducted by Graham Management Group in 2007
discovered that an alarming 97% of resumes assessed that year had no
value proposition. A similar study by GMG in 2009 uncovered that 24.1%
struggled with Branding Strategy – Creating a value proposition and
brand identity. See Outlook 2010.
Have you defined your value for the roles you are targeting with the organizations you are targeting? If not, then start by taking a hard look at your target today and follow these steps:
- Define your target clearly. Determine the industry, sector, size, scope, and type of organization you want to approach.
- Know the role you are planning to take and where it fits into the overall corporate structure.
- Prepare a shortlist of possible businesses to target and conduct the necessary due diligence. Perform internet and market research, reach out to personal contacts in your network, complete informational interviews with current executives and employees, and join industry associations.
- Drill your list down to a “Top 10”. Get to know these organizations intimately – their mission, vision, values, products, market, clients, challenges, needs, aspirations, and objectives.
- Identify the experience, qualifications, and competencies you bring to the table that respond to the needs and wants of your target.
- Set yourself apart from the competition by defining the unique characteristics that differentiate you from other candidates for these roles.
- Communicate your unique core value statement to others. Based on your value proposition, deliver this message to your network, your business contacts, and most importantly – your target.
- Devise a plan to build a relationship with people in the organization and the corporation itself.
- Present what you have to offer that is not only of value today – but also in the future. Make yourself the solution to their problems. Help them to discover their need for someone of your calibre.
- Close the deal, by finalizing your acceptance with an organization that is truly the right fit for both parties.
When Value Proposition Theory is developed as the foundation for your
strategy, you are creating a solid foothold that will support the rest
of your career development strategy. Start developing your Value
Proposition today and consider the benefits of hiring a Professional
Career Strategist in order to expedite the process and fast track your
way to achieve your objectives.
Here are some links to more information related to Value Proposition and Career Development Strategy:
Case Study: How Julie’s Value Proposition Landed Her the Job Offer
Value Proposition Theory: Applying a Holistic Approach to Job Search
Executives: Pitch your value proposition and win top opportunities
Wayne Pagani is known for connecting people with people, resources, and opportunities. He is an award-winning, master certified resume, interview, and career strategist. As senior consultant for Graham Management Group, Wayne assists executives, managers, and six-figure professionals. You can contact Wayne and find further information and articles directly at www.GrahamManagement.com.
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