HOW TO GET RIGHT…WHEN YOU’VE BEEN DOWNSIZED

ISM DINNER MEETING11 JUNE 2009

CROWNE PLAZA, ADDISON

2

Summary• Center led/macro is impacting all of us-regardless of..• CULTURE FIT – 90% of senior procurement jobs• Glass MUST BE half full! - SELL Features/mission• NETWORKING – MANY DEFINITIONS – DO IT• Job myths are exactly that – myths!• 6-9 month journey – busy hands are happy hands• EMBRACE Change… or dogs/squirrels

THANKS

what’s a simple way to describe the job search/hire process?

A) how many in transition last 6 years?

B) let’s look at some data …half full is best

c) welcome colleagues - we need each other..D) good or bad: hr wouldn’t take my calls 5 times

Statistically, there is a great job for you..NOW….

There is a buyer; WHO IS IT?

THERE IS A SELLER; WHO IS IT?

WHO HAS THE POWER?

THE BUYER HAS NEEDS THE SELLER HAS FEATURES

TASK IS TO TURN YOUR FEATURESINTO BENEFITS TO MEET THE BUYERS

NEEDS.

IE SCRATCH THE ITCH BUYING TRANSACTION!!!!!!

6

NEED HAMMER, CLAW,THAT’S THE NEED

7

Today’s your lucky day!I am hammer and claw..

….Along with 5-100 other candidates

How does the buyer Differentiate?

8Culture! How do you fit in?

9

Transition, right size, downsize, sacked, whacked…. A rose by any other name

Leggett & Platt

Change we can count on – how’s that feel?50 decentral, 7yr 2yrs unemployt

11

12

13

Performance Indicator

OurPosition

TypicalPurchasing

Organization

World Class Purchasing

Organization

FTE’s 510 300 150Total Cost of Procurement

(as % of Spend)??? 1.03% 0.72%

Suppliers 65,000 24,500 5,400

PO’s 495,000 76,400 53,000

Days Payables was 17 vs peer companies of 42 !Payables was decentralized at 280 locations – Sally/Jerry did them/84 legP Card usage was zero

L&P Procurement Organization ModelL&P Procurement Organization Model

15

ChangeIs

Scary!

Job Search Myth #1

No one is hiring in this market. Beware of blanket statements starting with “no

one” or “everyone,” red flags go up. There is opportunity in any market – it just may be harder to find it sometimes. Think about the current events and what opportunities they could be creating.

25 CPO / Sr procurement slots right now: Revenue-Expense=Profit

BEST SUPPLY CHAIN PEOPLE

• Supply chain people today really understand the whole order to remittance cycle and are conversant in product planning and development, and manufacturing, as well as sourcing, procurement, distribution and logistics.

• They are also well versed in finance and understand the balance sheet as well as income statement.

• They think a lot about cash, working capital and return on assets.

• The good ones are strategic without abandoning their attention to detail.

• It probably goes without saying that they have a global perspective and always think about total cost when evaluating new suppliers.

• They also need to be very process oriented, and, in manufacturing companies, must have a feel for lean manufacturing and being a change agent.

We’re not purchasing, Dorothy

18

70 %Senior supply leaders, CPO’s come from outside procurement..why?

Job Search Myth #2

When times are tough, take the first job offer you get. Taking a job in which one is underemployed, dislikes the work, or otherwise is far afield from ideal, just to get a paycheck coming in, can have far-reaching implications. Often people compromise out of fear or lack of clarity regarding what is really ideal for them. Knowing what your ideal job is and it becomes easier to find. BUSY HANDS

HOW CAN WE RELATE TO THIS SITUATION? NEED TO KNOW CULTURE..MY PET SHARK, JUST ATE 5 OTHERS AND FULL, ETC

22

I LIVE ON A FARM, TRACTORS, OVERALLS, TICS, MANURE, SQUIRRELS

23

24

26

• Thank you for your time

• Safe journey home

HOW WOULD YOU DESCRIBE IN A PICTURE THE

SQUIRRELS FEELING?

A CULTURE IS AT WORK

SCREAM!!!

textOperations folks, suppliers, financial officers, terms extension, bloodsuckers

WHAT’S THE POINT

THERE IS A CULTURE IN THE COMPANYWHERE YOU ARE, WHERE YOU ARE INTERVIEWING

#1 ATTRIBUTE OF SUCCESS IS….

Job Search Myth #3

If you haven’t heard back from an employer to whom you applied, you can assume the job has been filled.. Job seekers should make a follow-up phone call. Just doing that follow-up call can keep the candidate in front of the employer and give them preferred consideration!

4 MONTHS – YOU KEPT IN TOUCH!!

Job Search Myth #4

You should not apply for a job if you don’t have all of the listed qualifications. Employers rarely find absolutely everything they are looking for in a candidate. Most hiring managers rely somewhat on gut instinct about someone, knowing that if they have found a good worker, they can train them in many of the specifics of a job.

33

YOU HAVE SKILLS, EXPERIENCE, EDUCATION, PERSONALITY OF GREAT VALUE

The Resume

What it IS…

- A door opener- An interest builder- A marketing tool- A statement of competency

The Summary

• What kind of work you want• Years of experience• Function, industry• An overview of your strengths• Some skill sets• Some personal traits

Job Search Myth #5

You should not contact a company about working for them if they are not advertising open positions. Many job seekers are still unaware that 85 percent of the jobs filled each and every year are never advertised anywhere…this is called the “hidden job market.” Especially in a climate of mergers, layoffs and downsizings.

90 Second IntroductionEducation What you wantCareer history What you needMost recent Why you left What you’re targeting

PAST PRESENT FUTURE Q

As you may be aware, ____ recently underwent a major downsizing, and my position was eliminated.

End with a question

TELL ME ABOUT YOUR ETHICS?

• DESCRIBE YOURSELF IN ONE SENTENCE

Our Ethics Statement

• DO NOT STEAL• DO NOT LIE• DO NOT DECEIVE ONE ANOTHER

• Will not take any commodity cost increase – that’s your problem!• Do the right thing.• Everybody does it - situational ethics.• I want our suppliers to feel pain!• He brings in donuts every Friday.

39

Networking

Why is Networking important to you?

Because 60-70% of all jobs are found through Networking*

The Networking Image

YOU

PRIMARY CONTACTS

SECONDARY CONTACTS

DECISION MAKERS

1

6

36

216

Networking Is ...

• An essential part of your job search process! • Building a structure to get you through the door• Getting people to know

– who you are– what you are looking for– how they can help you

• Depends on building relationships• Talking, listening, and observing • Seeking support and help

Types Of Interviews• Screening• Sequential• Behavioral• Panel or Team• Decision Maker• Stamp of Approval• Stress• Telephone• Lunch

47

Mutual Goals

Interviewer

Looks for fitYour credentialsSells the company and the job

You

Look for fitSell your credentialsLearn about the company, job

50

Vision not complete, get traction, shrubsDecking, cover, too soon.

Top 10 Reasons Your Job Search Isn’t Working

1. You aren’t networking2. You’re skipping the cover letter online3. Your cover letter is generic4. You’re procrastinating5. You’re searching for jobs only on the Internet6. You’re not doing your research7. You’re blanketing the market with your résumé8. You’re not following up9. You have too many distractions10. You don’t ask for the job

53

YOU HAVE SKILLS, EXPERIENCE, EDUCATION, PERSONALITY OF GREAT VALUE

GO FOR IT. GOD BLESS.

54

Summary• Center led/macro is impacting all of us-regardless of..• CULTURE FIT – 90% of senior procurement jobs• Glass MUST BE half full! - SELL Features/mission• NETWORKING – MANY DEFINITIONS – DO IT• Job myths are exactly that – myths!• 6-9 month journey – busy hands are happy hands• EMBRACE Change… or dogs/squirrels

THANKS

55

• Thank you for your time

• Safe journey.