I recently reconnected with an old friend on Facebook. Her page is simple, clean, to the point. She has just one quote at the top, which inspired me to write this.

“In evaluating people, you look for three qualities: Integrity, Intelligence and Energy. The most important is Integrity. If they don’t have that, the other two qualities, intelligence and energy, are going to kill you.” - Warren Buffett

Being in search and recruiting for nearly 20 years, I evaluate people for my life’s work. We all “read” people in our own way, every day. I think I’ve developed a keen sense of reading between the lines, sniffing out what’s real, and finding the diamonds. Buffet’s quote speaks the simple truth.

The definition of integrity is “adherence to ethical principles; soundness of moral character; honesty.”

Integrity to me means you do what you say you’re going to do. It also means being authentic and consistent. People who have integrity earn respect of both peers and management. They move faster in their careers. It’s the stuff leaders are made of.

What to Look For in a Resume or Online Profile

How to identify integrity? When I read a resume or online profile, I look for two primary factors: 1) Track Record and 2) Performance.

For track record, I’m looking for job stability, promotions, career progression. If a person works one year here, two years there, I want to know the story. Why did you make moves at points in time?

For performance, I look for achievements and accomplishments. I want to see the numbers and how they were achieved. For example, “increased revenues by….” or “streamlined expenses through…” or “drove profitability in…” Education, advanced training and/or certifications tells about a person’s brainpower and drive. As Buffet says, their intelligence and energy.

Together, track record and performance offer insight into a person’s inventiveness, resourcefulness, and ability to overcome obstacles to achieve results. These are the people great companies are made of.

What to Look For in a Phone Conversation

Talking on the phone for 20 years has finely tuned my ears. I find it fascinating to discuss careers – people’s hopes, fears and aspirations.

People who communicate effectively on the phone and can carry a good conversation tells about a person’s confidence and ability to think under pressure. Quickly you can get a sense of someone’s energy, enthusiasm and personality style. I much prefer talking with people who look at the glass half-full with a “can-do” attitude.

In my experience, a person who speaks well on the phone usually presents well in person. If a person has successfully interviewed at prior employers and can articulate what they’ve accomplished and what they want to do now, they are ahead of 90% of the pack.

I’ll ask both HR-oriented and technical questions. Some of the “softer” questions:
- Why are you looking to make a career move? Why now?
- Why did you decide to make moves at points in time?
- Are there any changes in your job or life that you anticipate over the next 90 days?
- And, behavior-based questions. For example, “Tell me about a time when you…” and “If X were to happen, how would you…”

There’s so much material on this subject. Volumes have been written on resume writing, interviewing, evaluation/testing and “How to Win the Job You Want”. I hope I’ve shed some light on what people evaluating others for a job look for.

The two take-aways here:

1) Your resume and online profile together with phone skills usually reflect how you will perform on an interview. If you’re looking for a new job, I’d suggest to sharpen up both.

2) Be a person of integrity. Online and in-person, be consistent and authentic. Do what you say you will do. Because without integrity, intelligence and energy won’t matter.

In future posts, I’ll continue to write about:
- What to Look for After the Phone Conversation
- What to Look for in a Meeting
- Other topics you’d like to know about this?

We’re entering the second decade of the 21st century. The future is here.

If you could create your ideal world, what would that look like? With new online tools today, it’s becoming ever more possible. The creation of your world depends on you – defining what you want and your efforts.

For better or worse, 2009 will go down in the history books as a year of transformation. The very fabric of our lives – careers, relationships, money, healthcare – is being torn up and resewn. At the center are three forces: 1) economic compression 2) the speed of change in technology 3) global communication.

About 14 years ago on December 4, 1995, Business Week ran this story: “The Software Revolution. The Internet changes everything. Coming soon: Cheap, Web-ready mini-programs. No wonder the giants are jumpy.”

Sound familiar? Now the giants are jumpier than ever, because business power is shifting to the people, into the hands of employees and consumers. This affects every industry from training to jobs to pricing to marketing.

Social Media is changing everything again.
SOCIAL: people, relationships, fun. MEDIA: broadcast, exposure, recognized.

Look at the phenomenon of reality TV. People create the content and, in doing so, they determine the success of the show. Big media is dwindling. The rise of people media is coming fast. Case in point: NBC was sold to Comcast. And, Oprah Winfrey is starting her OWN cable network.

Indeed, these are revolutionary times. It’s truly amazing that we can now work and play from any location with mobile computing power and wireless networks, and then broadcast our thoughts about any subject worldwide.

With the right approach and focus, the new world of social media offers unprecedented opportunities, not just for business – but for you.

To see the way forward, one only has to look at Google, the company. Working on a campus. Collaborating in teams. Organizing information. Inventing tech tools. Offering customers global exposure.

Content creation and “the message” reign in the new world.
Everyone can participate with low-cost, content distribution.

How can you harness these new tools? You can create your own content and then spread your message. You are your own media company. To do it effectively, think globally and act locally.

In your world, what are you looking to achieve in 2010? If it’s a new job, finding one is about marketing, advertising and selling yourself. You are the product.

Follow these 12 steps in your 2010 job search:
1.  Define your world. Profession. Geography. People. Take stock of your experience and skill set. Your likes and dislikes.
2.  Research and discover what you want. The Internet is the free world library.
3.  Write your goals. Be specific and realistic. Crystallize in your mind what you want.
4.  Build your digital footprint. Post your professional bio and photo on social media sites starting with LinkedIn, Twitter, Facebook. Interact and share what position you’re seeking.
5.  Network on Social Media sites. Use job search capabilities and broadcast the position you’re seeking.
6.  Turn your online social relationships into phone calls. Proactively contact and talk with others. Let your enthusiasm and expertise shine through.
7.  Track your activities. Always thank people and return the favor whenever possible.
8.  Seek feedback and don’t take drawbacks personally. Fine-tune your approach and move forward.
9.  Build critical mass. 10 new contacts per week, 40 per month, 120 in three months.
10.  For interviews with employers, do your research and prepare for interviews.
11.  Use social media sites and online tools to follow up professionally.
12.  When possible, use the services of a career coach or search consultant who specializes in your field to assist with the interview and job search process.

You are the broadcaster of your job search with your own media network.

The objective in creating your world in 2010 is to create and manage your own brand, “You Inc.” Build mindshare with hiring managers through your online presence and professional follow-up. What do people think of when they think of you? When there is an opening for a position that matches what you’re looking for, will they think of you – and call you?

The mix of Social Media, old-fashioned networking and professional follow-up is the winning combination for a job search today. Once you secure your next job, don’t stop. Many more opportunities abound!

A wise mentor once said to me, “Mike, if you really, really want something and you never, ever give up, you’ll almost always get what you want.” Powerful stuff.

Recently, I wrote about the “#1 Factor of Success” which I believe is Planning. By writing a step-by-step plan (with quantifiable items and timeframes), we put ourselves on the path to achieve our goals. Each year during the Christmas-New Years season, I take time to write my annual business and personal goals for the following year. I also check off my accomplishments for the prior year. Very empowering exercise.

Planning is strategic. It creates the mental framework. To accomplish your goals you have to take action. This is the tactical side. This is the key ingredient for success in your search: Being proactive. Whether it’s a search for a job, a candidate, new clients, even a spouse, you have to be proactive.

What is being proactive? First, you have to be intrinsically motivated. What’s driving you? Do you need a job or new clients to earn money? Do you want a spouse to have a family? Second, you need to know what you want. This is the hardest part for many. Third, and most important, you need to take action (pick up the phone, go to events). It’s ok if you don’t know exactly what you want upfront. You can figure it out as you go forward. Though, the quicker you pinpoint what you want, the faster you’ll get there.

We take action in five main ways:
1) Research (Online/reading).
2) Talking to people (initiating conversations/phone calls).
3) Sending/sharing information (writing/publishing).
4) Going places. (Meetings/events/travel).
5) Follow Up. In different ways to distinguish yourself. (Making yourself memorable).

Being proactive means not waiting for others to take action. You take the first step to research, email, phone, arrange a meeting, put an idea in motion. Being proactive for many is challenging because they don’t want to be rejected. (This is a topic for another article.) Bottom line here: Don’t take rejection personally. It’s the other party’s issue.

Whether you’re looking for a job, new clients or a “significant other”, the saying rings true: “You need to kiss a lot of frogs…” In my experience, there’s no magic bullet. If you know what you want, have lots of proactive activity and stay the course, you will achieve your goals. If it’s a new job you’re seeking, you’ll obtain it by sticking to the plan with targeted proactive activity.

I’ll wrap up with a saying I carry in my wallet. It’s from a fortune cookie, “If you always do what you’ve always done, you’ll always get what you’ve always gotten.” So I say: Be proactive, be positive and go after what you want.

Good news. Economic indicators are pointing up from here. Companies are reporting profits again and the job market will follow. 2010 will be a better year for business and jobs. Last week, I tweeted the 9.4% U.S. unemployment rate will drop to 7.5% in March, then 6% next June. Bold predictions.

Lately, I’ve been thinking about the key factors of success in business, recruiting and job searching. The tools may change (Social Media is changing “the how”) but “the what” (e.g. Covey’s Seven Habits) will stand the test of time.

In my experience, the #1 factor of success – in business and in life – is preparation. Preparation takes thinking, planning and work. If you prepare, you’ll win: a new job, new client business, financial security for you and your family.

Three examples of preparation in business: Job seekers prepare for interviews. Speakers prepare for presentations. Owners prepare for growth. Three examples in life: A couple prepares for a child. A family prepares for a vacation. A person prepares for retirement.

In third party recruiting, people who plan – prepare their daily/weekly activities – out earn those who do not by 35% on average. 35% of $100,000 is $35,000. 35% of $200,000 is $70,000.

Preparing is so important because it lays out a mental framework, a path to achieve goals. It helps to smooth out the inevitable “bumps in the road”.

Many know that planning (business and personal) is a key exercise to achieving goals. Planning involves both short term (action-oriented steps) and long-term (strategic thinking). Do you have 1 year, 5 year, 10 year, 20 year plans? Are they in writing?

7 Steps to Prepare to Win:
1. Discover what you want (the hardest part for many).
2. Envision yourself there (mental preparation).
3. Research and do your homework (learn the details).
4. Write it down (on paper).
5. Get advice from a mentor, coach or field expert (great value here).
6. Vision the day/event in your mind (mental test run).
7. Relax, be yourself and enjoy the experience.

Why preparation is so critical: Winning (achieving the result you want) has all to do with confidence. For example, when you prepare for an interview or a meeting, your confidence level increases with how well you know your subject. It’s similar to knowing the questions on the exam.

Job Seekers – How to Win the Job You Want:
- Discover the position you want.
- Research the companies you want to work for.
- Craft a custom resume.
- Get your resume into the right hands.
- Prepare for a meeting/interview.
- Follow up with decision maker. Follow up, again.
- Prepare for second/third meetings.
- Prepare for a job offer.
- Negotiate the job offer.
- Start your new job in the position and company you want.

Speakers – How to Deliver a Top Presentation:
- Find the organizations you want to speak for.
- Research the events and submit a proposal.
- Ask those attending, what they want to hear/know.
- Prepare all materials; visuals and handouts.
- Practice presentation in your office.
- Arrive at event site early and scope out room.
- Rehearse full presentation on site.
- Morning of – exercise, practice intro, shine shoes.
- Arrive early, talk to people in audience.
- Smile, be upbeat, engage audience. Deliver!

All preparation is a process. Time taken to prepare will be time well spent. You will deliver at a higher quality. Preparation builds confidence. People will gravitate to you because you know yourself and your topic. Prepare to win and you will.