Every week, NETSHARE hosts Ask the Coach, a phone-in coaching session with leading career management experts. Here is an excerpt from the most recent session with Peter Engler, president of the Engler Career Group.
This week’s coach, Peter Engler, works with candidates of all ages, from students fresh out of college to seasoned executives with decades of experience. When you reach the stature of an executive – typically age 40 or older – you should look for work, not necessarily a job. Remember what your overriding value is and sell it for consulting work. Once you adopt this mindset, every interview is a business development meeting; a peer-to-peer discussion where you will be more comfortable and better able to sell you expertise.
So, a caller raised the logical question about job versus career. What’s the difference?
Peter expanded on this notion by explaining it’s about looking for work that you can get passionate about. Consider that after a certain age, you will most likely be interviewed by someone younger, who will be intimidated by your experience. This is going to make it harder to get hired, especially since most companies are looking for executive experts with a well-defined set of specific experience. It’s better to lead the discussion to the pain the company is feeling, and how you can address it. Stay focused, and discuss the problem in depth to determine if the company is a good fit. If you can, present your value proposition in a way that is non-threatening.
Using this approach, you can determine if there is a job for you or a potential consulting opportunity. It’s best to get to “No” as quickly as you can. This takes a lot of stress off the situation and helps you determine if there is a contract possibility, even if there isn’t a full-time job.
Another question was asked about compensation. In the current economic climate, the rules have changed. If you want to know more, be sure to sign up for this month’s Experts Connection teleseminar. Negotiating Executive Compensation: new Economy, New Rules,” with Nicola James. This will give you the tips you need to negotiate executive salary in the current climate. As Peter notes, the rules are different for every company but don’t devalue yourself. The value of your expertise should be high, and if you can’t sell it for the salary you want, consider renting it for a more lucrative consulting fee.
