Aerospace to High Technology:
Harry, a 41 year old British
engineer, had been employed
with a British aircraft manufacturer in a sales support role in very
large dollar sales. Harry wished to find employment with a Canadian firm
in the manufacturing sector. After comprehensive analysis of his
strengths and ambitions with Ken, and a decision to remain in the Ottawa
area near his fiancée’s family, Harry decided to target the High
Technology sector. After a two month campaign Harry found a position as
Proposals Manager for a large Canadian Technology firm. His compensation
negotiations resulted in an $80K package, about 30% over the original
offer. This enabled him to get married and pursue a challenging and
Selling Temporary Buildings to Selling
Software Development Services:
Jacques, a 26 year old graduate of the Algonquin College
had been working as a salesman for a vendor of temporary buildings.
Although he loved sales, he found his income, averaging in the high
twenties, to be disappointing, and was attracted by the opportunities
and compensation presented by the high tech. sector.
Ken advised him that without any
technical depth he would be unlikely to find a position selling hardware
or software products. Ken suggested that he would be much more likely to
find employment selling contract technical support services since a
technical background is secondary to sales skills in this area. Ken
further suggested that he could improve his chances considerably if he
targeted smaller local firms who still had senior technical staff
looking after marketing and sales and were at the stage where they
should consider a professional salesperson. This involved identifying
and contacting such firms with a view to creating a full time sales
position where none existed before.
After approaching only four firms with
this profile Jacques' proposal resulted in a position with a firm that
fit the profile. In his first year Jacques' income exceeded $60K and he
tells us that his new employers are as thrilled with him as he is with
Legal Firm to Public Sector:
a 30 year old Lawyer,
explained that she took a hard look around her employer's office. Seeing
the types of work senior legal staff were dealing with decided "If
that's what's waiting for me at the end of this track, then I want off
of this train".
Kathy felt strongly that she wanted to
do something that would have "real social impact". She thought that
likely she could realize her ambition writing social policy in the
Public Sector. Ken explained that this would be a very tough market to
penetrate given the cutbacks in the federal government. However if she
was prepared to stay focused and work hard it was possible.
After a lengthy campaign (about
fourteen weeks) Kathy landed a position as senior policy advisor dealing
with biotechnology issues and their impact on the public.
When asked what she felt was the most
important thing she had gotten from the program Kathy replied, "I will
never again fear being out of work. I now know how to find the right job
in the toughest market".