Comments (0) There is more than enough advice about how to be a good executive and lots of critique on bad ones. But there is scarce little advice on how to transition from manager to executive. It’s a big leap and not necessarily a natural one. Most career advice focuses on how to do the job, not how to get the promotion.
THE ELEVATOR PITCH–Is Yours Working?Your brand [Elevator Pitch] is the promise you make to a prospective employer. Shivonne Byrne, Microsoft Branding Executive.
Do people respond to it with questions about your work, your success or processes? Do they want to learn more? Do they invite you to talk about your credentials? Do they offer to introduce you to others? Do they show interest so you can invite them to meet at a future date? Do they ask for your business card?
Simply stated, the Elevator Pitch is a powerful tool to gain the attention of a person who will offer leads, an opportunity and introductions to people who can provide them. The whole idea of the elevator pitch is to communicate very quickly why they want to learn more.
The tactic you use is to relate what you do to what they do. Understand your client. If, for example, you are talking to a financial person and you are an IT professional, you probably don’t want to stress the latest technologies you implemented in record time. You do want to stress how what you did affected the bottom line or the impact your work had on the stock or upcoming IPO.
Critical to this conversation is your own understanding of what you do.
Your pitch becomes the basis for your resume and all your outreach. It is the fulcrum of all your communications and the trigger that creates conversations, generates interviews and signals to contacts why they want to help you.
This is your opportunity to convey your passion for what you do and the importance of the outcomes. Need more reasons to create a great Elevator pitch? Think about all those social networking events where you just didn’t know how to start a conversation, or worse, stammered when someone asked, “what do you do?” Your elevator pitch at the ready, you can respond with confidence.
An article worth reading: Good Advice for an Elevator Pitch. For a tutorial on elevator pitches download Elevator Pitch Essentials from Chris O’leary. His guide is free and endorsed by Guy Kawasaki. Of course, I would be remiss if I did not suggest you should purchase my book, Job Search Debugged, to get the full range of elevator pitch uses.
OK, that’s the theory of the Elevator pitch, here’s reality. In all my years in recruiting and coaching I’ve rarely found anyone who has their pitch down cold. It is difficult to see our own image. Often, the pitch is lukewarm and the words just stumble out because the job seeker isn’t comfortable with it. Or worse, it sounds canned and doesn’t change with the audience.
Tip: Say your elevator pitch to a twelve year old. If they can tell you what you do, you have a good pitch. If not, keep working until yours is clear and simple. Crafting your pitch isn’t the time to show you are the smartest person in the room; it is the time to say something so interesting, the listener asks questions.
Job Seekers must accept employer behavior has evolved and learn how to use digital job search methods to land their jobs. Effective use of LinkedIn, blogs and search engine alerts combined with excellent use of job search engines gets you a faster outcome.
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The Jump from Director to Vice President
The biggest leap you will make in your career is from Director to Vice President. One reason it is so difficult to get a VP level job is a Vice President is commonly an officer of the company: An executive of a company who shares legal liability for his/her company’s actions.
The Board and “C” level employees are certain to vet a prospective Vice President very carefully because it is extremely costly to remove a VP once in place. Firing a Vice President creates bad publicity and can affect the stock price, not to mention the disruption of running the business.
More commonly, currently in place Directors are promoted to Vice President because they have proven they can stand up to the challenge and the scrutiny of the Board. They have proven themselves in a manner no outside candidate can.
To get to a VP level job from outside the company a candidate must be so outstanding they can be compared favorably with the Director in place. This takes excellent credentials, notable references and usually, a referral to the company by a respected Board member.
Unless the company is very small or a start up, hiring from outside the company can place the company in jeopardy as the heir apparent Director may feel passed over. When applying for any job as a Vice President it is strategically imperative to assess the Corporate politics of being hired in over the Director.
Since the role of a Vice President is to create and communicate strategy and corporate mission, cooperation from the tacticians is necessary. So, tread lightly upon accepting a job where there is a subordinate Director in place.
You know the majority of management positions are filled through referrals and you want people to recognize and remember you when they are chartered with finding top management. Invest in your occupational future now. Get to the right people and engage in a highly targeted job search when the time comes, make time now and change your lifestyle. Learn business networking beyond the typical social networking opportunities
Focus on Your Golf game. Join the most prestigious country club you can afford and spend time there. Consider the expense of membership an investment in your career. Bring your significant other, be part of the community. Participate in planning and organizing for hosted competitions. No need to debate the stereotypes of executives and golf. Just accept that many highly placed notables play golf. There is instant rapport and kinship among members and as long as folks know what you do when you don’t play golf, they will remember you the next time a position opens. Don’t solicit job leads. You will quickly become persona non grata at the clubhouse.
Do meet people at the nineteenth hole and encourage conversations. Don’t over indulge. Remember, you are conducting a “pre-interview.” Come prepared with interesting topics beyond, “How about those Seahawks.” Listen well, ask appropriate questions and leave them laughing. Keep business cards available but don’t push them. If you meet someone you like and want to know better, follow up in a week or so for lunch.
Volunteerism is so important to corporate America that each year many companies furlough chosen executives to work full time on behalf of various charities. Red Cross, United Way, American Cancer Society to name a few have a corporate presence and encourage senior executives to participate in outreach. Google 200 largest charities to discover who best suits your geographic needs and temperament. Get involved. Get known for something outside your profession and people from your profession will take notice.
It is easier to get known to Board Members or “C” level executives when the purpose is to discuss giving. Remember, you are building a Rolodex for the future, so don’t lose focus on the charitable mission.
Every city with cultural venues needs locals to support their fund raising activities. Many of the Museum and Symphony organizations are run by wealthy volunteers; volunteers with spouses and connections who can help in your quest. Don’t be shy about encouraging your significant other to join you as you spend quality time working the upcoming auction or black and white ball. The camaraderie built pursuing a shared mission often results in long term associations.
Wrestle some free time from your schedule to work with a children’s organization or sports team. Not only will you enjoy it, you may find kindred spirits who can introduce you to their network. All outreach is good outreach.
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