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FPA resume and professionalism

How to help your resume land in the "yes!" pile.
by

Whitney Cortez

on 7 April 2014

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Transcript of FPA resume and professionalism

No Pile
Time to practice!
b)
c) And try to come up with 2 great bullet points for your most recent experience
a) Partner up
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Rene Birthday
What have you heard, or what do you know about resumes?
R S U
_ _ _ _ _ _
career center
at culverhouse
Resume 101, brought to you by
Career Center at Culverhouse
Advanced Resume
Target the employer
Understanding the Problem
Yes Pile
Target the employer
Candidate A
Candidate B
Candidate C
Candidate A
Candidate B
Candidate C
Misspelled words
Lied on their resume
Why they weren't hired:
B2B Sales has a very High CAC
How to manage B2B sales facing an exponential CAC.
JIVE, BCOV show challenges with this model in Enterprise sales
Understanding The Challenge
Traditionally we lower CAC using inside sales and/or channels
Revenue of a 25,000 software license
Thus you invest to make every interaction with your client [+], such as bringing on success managers creating a significant increase in cost in Y2 and Y3.
Traditional sales approach results in Enterprise buyers requiring a similar effort to earn a significant smaller

revenue.
So SaaS says for you to build a business model based on future returns.
Revenue of a 25,000 SaaS license
Try again next time
Result
NOT HIRED!!!
YOU
PERPETUAL SW LICENSE MODEL
HOSTED (SAAS) SW LICENSE
Great Position
Start with your education, and don't forget study abroad and honors!
New Hires
Poorly written resumes are the easiest to say "no" to.
Result:
i) First year
revenue
as a result of an enterprise wide licenses commitment.
ii) Minus Marketing & Sales
cost,
that have a direct relationship to the revenue both in amount & time.
iii) Allowing sales to build a model that shows
profit
s at the time the investments are made.
VS
But future revenues are not guaranteed, you need to
earn it
and invest even further.
Next Steps
10-15 seconds
The 411: Why do I even need a resume in the first place?
Time
Potential opportunities are worth the
The 411
guess
what?
Question time
The Goals for this program
Advanced Resumes
Put the most relevant information to that employer first
?
Time to
make great points on your resume
How
Great Company
To the attention of HR
123 ABC way
Best City Ever, 123456
So what have you learned?
...and that the Career Center can help you throughout the process!
Resumes are sales documents, to help you get "your foot in the door..."
...also that resumes are a professional representation of your experience.
The most important thing you can do is to start with a great resume!
Annual M&S
Annual M&S
SW License +
1st year M&S
Don't forget to call your Mom!
Help me!
Jive
Spend on M&S
Revenues
Clients
2010
2011
$65M
$46M
676
560
$45M
$29M
Diff
$19M
77
$16M
Year 1 cost of sales!
85%
What an employer is looking for.
What employers often receive from new graduates.
Why
How
To increase your knowledge of resumes
To practice writing good bullet points
To connect you with our office
Make sure you include any relevant skills you have (Computer skills, languages, lab skills, artistic skills etc.)
Then any collegiate activities
How much experience is enough?
Question?
Make sure your heading is clear and makes sense
see how to
Then discuss what you DID in the experience
Working hard and showing up on time don't count
Use STAR Method:
S
ituation,
T
ask,
A
ction and
R
esult
Job description:
And, because these are bullets, they do not have to be complete sentences
But they should make sense.
Format was awful!
Candidate D
Had no idea what they did!
Candidate E
Unprofessional!
Unprofessional
Misspelling
What did you actually do?
Formatting
Never stretch the truth
Use another section to talk about other work experience to show you have transferable skills
Don't bury experience that is critical for the position (technical skills, programs used, etc.)
Dos
Include experiences such as extensive travel and specific classes if you have them
DON'Ts
Don't forget about keywords that an employer is looking for. Use their job description!
Don't submit the same resume twice! No company is looking for the exact same position.
The basic math
A targeted resume + a well written cover letter
~
~
interview
Interview + prepared candidate + right fit for employer = HIRED!
Keep the same heading as your resume
Tailor the cover letter to a person, so they know you wrote it TO them!
The middle sections detail your qualifications and HOW they apply to the position you're applying for.
Provide suggestions for next steps, and thank the person for their time.

Research their organization!
Cover Letters
For the next 5 minutes
Resumes take time, and are living documents that you will change for different jobs...
Here's some examples of what not to do...
Career Center at
Culverhouse
205-348-2691
Whitney Cortez
wmcortez@sa.ua.edu
QUESTIONS?
Jobs and Internships
Campus Leadership
Student Organizations
International Opportunities
Post Graduate Service
Advanced Cover Letters
Start from scratch! The person should know you wrote it for THEM!
Take away all their guesswork. Tell them specifically how the position fits your career or personal aspirations.
Let your personality professionally shine!
Answer phone, greet customers, schedule appointments and make phone calls to remind students of their appointments
Resume point:
Call students to remind them of their appointments resulting in a 15% increase in students utilizing career services.
This focuses the reader on what YOU did and shows action and results.
This tells the reader what a student assistant does.
But first, some tips to help out
Group most relevant experience to the position. This could include research, internships, volunteering, service, or work experience
To see how to present yourself professionally
LinkedIn
Professional profile photo
Experience and education
Following industries, companies and groups
Connect with business contacts, not all your friends
ACTION VERBS
Crafted
Collaborated
Designed
Organized
Forcasted
Planned
Coordinated
Promoted
Analyzed
Emails

EX:

Hey Whitney here is the resume i did.


thanks- john
Mrs. Cortez,
Thank you for meeting with me yesterday afternoon. I have made some changes to my resume, per your suggestions. would you mind looking over it again and letting me know if there is anything else I can do?

Thank you,
John Smith
Bachelor of Science in Commerce and Business Administration
Management & Sales
Class of 2014
When communicating with a potential employer or business professional, remember the basics of grammar.
Air on the side of caution and use a title with their name
DO NOT use any abreevs totes!
Practice doing this with your professors
Appearance
Hygiene
Body language
Handshake
Speech
Attire
Your personal brand is comprised of how you present yourself in person, online and on paper. Being professional in all areas is important, especially when looking for employment.
Resume Building & Professionalism
101
249 Bidgood Hall

Social Media
Facebook
Twitter
Instagram

Business Professional

Business Casual
Full transcript