A Winning Job Search Strategy

OCTOBER 04, 2004 (COMPUTERWORLD) - If you're switching industries or competing with others who have more experience than you, you may feel out of control.

If so, you should consider the example of Jim Mora, the new head football coach hired earlier this year by the Atlanta Falcons. For those not aware, the Falcons are pushing to win the next Super Bowl with Michael Vick as their premier quarterback.

The Falcons had the best head coach opportunity at the time. They could go out and get the most proven and experienced head coach available anywhere -- money was not an issue.

So, what did they do? They hired the 41-year-old defensive coach of the San Francisco 49ers, who had no head coaching experience. Again, the Falcons were not trying to save money. So, how did he get the job?

The Atlanta Journal-Constitution reported on the event. The first day after he was hired, it reported, "San Francisco head coach Dennis Erickson said he wasn't surprised Mora got the Falcons job because he's so engaging and would excel in interviews."

The second day, the newspaper provided a few more details: "Mora helped himself by showing up with a plan. Specifically, he articulated a vision for developing quarterback Michael Vick and reworking a defense that this past season ranked dead last in the NFL. 'I have an extensive background in the 3-4 scheme and 4-3 scheme,' he said. 'Either can be successful as long as the players on that team fit the scheme.' "

He also knew in advance whom he wanted to hire as offensive coordinator.

What do you take away from this? Mora confirmed that to win your next job offer, you should be the most prepared candidate. Let them know what you can do for them instead of what you did for someone else.

Mora also knew what would make him successful in this new role, because he thoroughly prepared himself.

In addition, if you're prepared, then your passion will show through. Based on my experiences, I have learned that the most prepared, passionate and qualified candidate is the one who wins most of the time. I call this being PPQ.

Are you PPQ? What's stopping you? My suggestion is to take PPQ one step further by putting in writing how you can impact a potential employer's business. This is not a resume but a forward-looking document. By putting this in writing, it will force you to be PPQ and hopefully win the job offer.

Congratulations to Mora for being PPQ in his job interview. Now it's up to you to do the same.

Jay Litton is responsible for IT enterprise sales in the Southeast U.S. for Macrovision (and newly acquired InstallShield). Jay shares his 20 years of sales and sales management experiences so all professionals can market themselves better. As creator of the wwWoW! Interview, Jay's goal is to help you generate job offers and promotions. For a free article to help you in your job search, go to www.littongroup.com.

This column is copyrighted by Jay Litton. Permission to reprint is provided by e-mailing Jay at info@littongroup.com and including this paragraph in your reprint.