Manchester
Below you will find an example of your ticket to financial freedom. We know it is difficult to compose, it is supposed to be.
The material will never be finished, you will always be revising it. There is no substitute for hard work. Enjoy the process of getting to know you again.
The Manchester
Instructions:
When preparing this document (CN) please write it in the third person, not the first. Describe the candidate as if you were a recruiter marketing you. After all you know "you" better than anyone else. Please give yourself a good thought out track to run on when you discuss YOU.
We do understand that this exercise is not easy, but many candidates have said it was very worthwhile, especially in the beginning stages or setting. DCG has used the "Special" Three as part of CIP for the last five years. Most recently in the WSJ, and the Atlanta Constitution, the Manchester has been touted as the tool to use to get a new job. Please mimic what you see in the example below in Word Format.
Again, we do understand how difficult this is, it is supposed to be. The more you struggle, the greater the emotional ownership you have the more valuable all of our coaching tools become. There is no shortcut or secret except hard work.
ALL RIGHTS RESERVED
December 04
Subject: Account Executive Summary
Todd Stephens is a candidate for an Account Executive position. His base salary is $95,000** with significant upside earning potential based on performance. Todd also has significant equity opportunity in the form of stock options.
Todd has had a 17-year career in the software industry consistently demonstrating success in both consulting and sales positions. From 1985 through 1992 Todd worked for a series of software companies as training consultant, implementation consultant, project manager, consulting manager, presales consultant, sales executive, and sales manager. Todd received several awards recognizing his top performance at various jobs during these years.
In 1992 Todd joined SAT as a member of the team that brought R/23 to market in the US. After managing the first large R/23 enterprise sale (total contract value of $25m) in the Northeast, Todd built the SAT NE Region from scratch. As Director of the NE Region Todd had P&L responsibility for training, consulting, and sales. In 1996 the NE Region produced revenues of .>$200m.
In 1996 Todd joined RepeatSoft as VP Operations for the Eastern US with P&L responsibility for a 28-state territory. Under Todd’s management revenues grew from $8m - >$80m. Todd was also responsible for developing a new line of business for RepeatSoft (offered by both the direct sales channel and the RepeatSoft reseller channel) consisting of an outsourcing option for deployment of the RepeatSoft ERP and CRM applications.
From 1999 to 2000 Todd was the CEO of MOP, a $10m software development company. Todd successfully transformed MOP’s business from a custom development approach to a packaged software vendor model.
During the period from 2000 to the present Todd has been involved in three start up ventures. The experienced gained by confronting the challenges of under capitalization in a very difficult market for developing companies has been invaluable.
Todd is a great fit for the Account Executive role. He brings a wealth of experience and a demonstrated track record of success. He is highly skilled in managing large enterprise selling situations. Todd understands the IT and application issues that large companies face, and he understands how to build a value proposition that drives benefit for the customer while delivering profitability. His track record demonstrates his ability to call on, and gain the respect of, C-level decision-makers in large complex organizations. His leadership experience will allow Todd to create the relationships and gain the respect of the key personnel resources needed to define, develop, and present your solution and value proposition to your prospects.
Todd is looking for a strong and success-oriented culture where he can utilize the deep experience and skills that he has developed in a winning team environment.
** PLEASE MIMIC WHAT YOU SEE HERE IN WORD FORMAT. (If you are reperesenting yourself in the transition process, the information on your compensation package may or may not be included, as the bases, and AP #'s have dropped significantly during the last year.)
Here is another interesting statement that you might use:
Todd is responsible for developing and implementing the company’s sales strategy and overseeing day-to-day operations of the sales organization. A 17 year veteran of the software and technology industry, he brings laser sharp focus and expertise in successful sales strategy process and execution.
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