Speaker: Teresa Snelgrove Dr Teresa Snelgrove of Snelgrove Associates and Dr. Frederick Sweeney talks about career management theory and practice: what inputs are needed for critical career decisions and their execution. Join us for some very practical advice on how to manage your own success. More information including webcast: http://www.marsdd.com/Events/Event-Calendar/Ent101/2008/selling-yourself-20080123.html

2. Managing your Career
How to sell yourself and attain your career goals
Prepared for
MaRS Entrepreneurship 101 Lecture Series
January 23rd, 2008 Prepared by
Teresa Snelgrove, Snelgrove Associates
Frédéric Sweeney, SHI Capital
The material contained in this document is strictly confidential and the sole property of SHI Capital Inc and Snelgrove
Associates. Beyond distribution to internal recipients for appraisal, this document may not be reproduced in whole or in
part for any purpose without the express written permission of SHI Capital Inc. or Snelgrove Associates

3. Contents
Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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4. Introduction to Head-Hunters
Professional search firms are contracted by Companies to identify the most
promising candidates for a specific position.
Different types of Search Firms and how they work ?
1. Staffing
2. Contingent
3. Retained
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5. Introduction to Head-Hunters
Professional search firms are contracted by different Companies to identify the
most promising candidates for a specific position.
Snelgrove Associates
Who we are ?
 When it was founded
 Why it was founded, why venture-backed companies ?
 What kind of search do we do ?
How we work ?
 Step by Step description of the search process
 How we get paid ?
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6. Snelgrove Associates
Snelgrove Associate is a leading search firm within the life sciences and IT industry
HOW DO YOU or SHOULD YOU GO THROUGH A
PROFESSIONAL RECRUITNG FIRM?
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7. Taking the Pulse of the Audience
LOOK AROUND! You are surrounded by people at different stages of their career
How many Students who are looking for their first job ?
How many Freshman/Freshwoman in the job market ?
(less than a couple of years)
How many are thinking of making a career move within the
next 2 years ? (internal or external)
How many think they now have the dream job ?
What obstacles are you faced with finding a job ?
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8. Job searching is an excellent opportunity to learn about yourself
Key Issues with Job Search
Knowing what you really want.
Knowing how to get it
Getting people to help you
Differentiating yourself from 1000’s “similar” candidates
Having realistic expectations
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9. Contents
Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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10. How to manage your career efficiently
Efficient career management requires constant attention
COMFORT
ZONE
CONSULTING
STAY PUT INVESTMENT
JOB SEARCH
FIRMS BANKS
AMBITIONS
DUE FINANCIAL
STABILITY
DILIGENCE
AND DREAMS FINANCIAL
INTERNAL NETWORK
INTELLECTUAL
PROMOTION
MANGEMENT POWER
STRATEGY
FEAR ?
INFORMED TRANS-
CONFLICT ?
APPROACH ACTIONAL
Managing Your Career: A Four Step Process
1. Define your product (i.e.: YOU!)
2. Determine your market
3. Make a plan
* Borrowed unabashedly from
4. Use effective marketing channels* William Bridges’ “You & Co.”
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11. STEP 1: Define Yourself
Being self-aware of your true abilities is paramount in identifying key
employment opportunities
Define your product, define yourself
Part I: What value can I add to my future employer or company ?
1. Things I do well
2. Things I like to do
3. Things I can do all day and it doesn’t feel like “work”
4. Things I don’t mind going the “extra mile for”
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12. STEP 1: Define Yourself
A great job is also a job that allows you to learn, grow and one who opens
doors to bigger/greater opportunities
Define your product, define yourself
Part II: What value can my employment bring me ?
1. A “foot-in-the-door”
2. A stepping stone for something greater
3. A great learning experience to broaden my skill set
4. A comfortable place to earn a living
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13. STEP 2: Identify your target jobs
Your qualifications will help you identify the potential employment
opportunities, but DO NOT limit yourself, think outside the box!
Determine your market, your target jobs
Take a long, HARD look at yourself and be realistic
1. The first job is rarely the ideal job
2. Your qualification might not be a perfect fit
3. Break the “lack of experience” vicious circle
4. Do your due diligence
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14. STEP 3: THE PLAN
Cliché ALERT: You only have one chance to make a good impression!
Make a Plan
Create your own “marketing plan”
1. Define your goals
2. Define your target audience
3. Efficiently communicate the value of your product (e.g.: The Elevator Pitch)
4. Become visible to your audience (Networking)
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15. STEP 4: GET OUT THERE !!!
Maximize your exposure by using different and original ways of
communicating your interests and goals
Use Effective Marketing Channels
GET OUT THERE AND NETWORK
1. Industry organizations and contacts
2. Business acquaintances
3. Recruiters
4. Volunteering
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16. The Elevator Pitch: The 2 minutes that can change everything
The Elevator Pitch is the key in order to get a message across in
a clear, short and organized manner
• Who I am
Elevator Pitch • What I do and what I want to do
Not just for the elevator • Why I am so great, my experience
• (Subtle) name dropping
• End with a specific question
 When you introduce yourself
 When you’re speaking on the phone
 When you leave a voice mail
 On your outgoing message
 On your website
 On your business card, email signature
 On any marketing collateral
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17. Take home message
In Summary
Take home message:
 Clarify career objectives
 Keep your CV tweaked
 Maintain industry knowledge
 Network, network, network
 Feel good about your accomplishments
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18. Contents
Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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19. Challenges in finding your first job
Making the jump from a purely academic training to the practical
world of business can be very challenging
How to bridge
the gap between
Science and
Business ?
Learn on your own In Grad. School, you learn how to learn
Get a mentor Learn from experienced individuals
Volunteer Gain invaluable experience
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20. Don’t let the frustrating situations slow you down
Top 5 most frustrating responses
1 You don’t have any experience
2 You don’t have any knowledge on that subject
3 No replies to phone messages and emails
4 Canned responses (e.g.: We’re not hiring, do an MBA, etc….)
5
Who are you ?
How to address these responses
1 Volunteer, be passionate, find “transferable skills”
2 Display that learning is not only easy, but very enjoyable
3 Be “politely persistent”, 3 follow-ups and then let go
4 Get to that person via one of your network, VOILA!
5
Do your homework properly, this one is your fault!
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21. Contents
Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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22. Networking: Breaking the stigma
“Networking” often has a negative connotation
quot;More business decisions occur over lunch and dinner than at any
other time, yet no MBA courses are given on the subject.quot;
-Peter Drucker, Business Management Guru
quot;You can use your business card to get the other person's business
card. As far as I'm concerned, this is the one truly legitimate benefit
of business cards.quot;
-Bob Burg, Author/Motivational Speaker
“The currency of real networking is not greed but generosity.”
-Keith Ferrazzi, Author Never Eat Alone
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23. Manage your Network
As your Network increases, it can become hard to manage:
The key is to prioritize!
The Networking Matrix
Very Precious
Level on Connection
Home Run Mentors Contacts with large networks
Contacts Champions! can be very useful to launch
your career in high gear, be
genuine.
“C-level” Never burn Bridges!
Social Mentors Even if some of your contacts
Networking Friends do not possess an extensive
(LinkedIn) network, they could be great
mentors and advisors.
Degree of Comfort
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24. The Do’s and Don’ts of networking
Do’s Don’ts
1 Use your contacts. quot;So-and-so 1 Don't wait for someone to call you.
suggested I call you.”
2 Avoid sounding like a telemarketer.
2 Ask for referrals to others who
might give you advice. This
helps to develop your
3 Don't let rejections stop you.
network.
4 Don't ask for a job—it frightens
3 Learn to cold call. quot;I'm from X people.
university and I understand
you graduated from there.”
5 Avoid talking about yourself too
much. It’s not all about you, it’s
about the relationship.
Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich, Private and Confidential |24

25. The Do’s and Don’ts of networking
Do’s Don’ts
4 Ask for three things: 6 Never abuse the process. If you
1. Information
sincerely ask for information,
2. Advice
3. Referrals advice and referrals, the
conversation is usually rewarding.
5 Use a low-key approach and
70% to 80% of those you 7 Try your best to talking in person,
contact are likely to help. but email and phone is better than
nothing.
6 Develop electronic networking
skills. Don't stop networking when you
8
get a job. The job you have today
Perfect telephone skills. Don’t may disappear overnight.
7
take more than 10 to 15
minutes. Then follow with a
thank-you letter. Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich
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26. Timeline
Maximize your chance of success by leveraging the kind of
activities you pursue in order to gain experience
1996 2002 2004 2005 2006-2007 2007 2008
First Grad School First MaRS Networking First Job Headhunters
Science Mentor Bus. Mentor Ent101 Volunteering
Seminar
Extracurricular course
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27. Selected Biography
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28. Summary
In Summary
Bridging the gap between Science and Business
 Learn, learn, learn
 Get a mentor
 Don’t be afraid of what you don’t know
 Be passionate, and communicate that passion, go the extra mile
 Okay to be unsure
 Don’t aim for the perfect job
 Aim for the job where you can learn the most
Networking efficiently
 Be genuine, be honest and never burn bridges
 Don’t bend over backwards for anybody
 Be mature, reputation is much easier to loose than to gain
 Think outside the box
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29. Contents
Intro to professional search services
How to sell yourself
Science and Business: the challenges
The importance of Networking
Survey from the trenches
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30. Factors for Success
Factors for Success
12 -- Drive and Passion
7 -- Leadership
6 -- Networking
4 -- Integrity and Fairness
4 -- Luck and Timing
4 -- Intellect
2 -- Taking Risks
2 -- Effective Planning
# of Respondents
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31. Factors Inhibiting Success
Factors Inhibiting Success
12 -- Lack of Belief in Self
8 -- Fear of Risk
5 -- Poor Communication
5 -- Procrastination
4 -- Lack of Passion
4 -- Greed and Ego
3 -- Taking Focus
1 -- Dishonestly
# of Respondents
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32. Interviews with Life Sciences Executives
“[in order to get the job] I termed this “forensic research”, and played off the
readily transferable “research skills” that I had performing scientific research…”
”To this day, the key for me has always been to find ways to migrate and then
differentiate myself from others with similar backgrounds…using education and
work experience.”
-Executive Director, Corporate Development
”Although I was struggling with the fact that I was typecast as a scientist, I
demonstrated that the problem solving skills and thoroughness acquired during my
graduate studies could be applied in solving complex business issues.
-Head of Strategic Planning and Bus. Dev.
“I quickly realized that I acquired numerous transferable skills, although I
struggled with the time pressure of the business world, I was very fortunate to
have great mentors to help me along the way.”
-Vice-President, Life Sciences Investment Firm
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33. Time for questions
THANK YOU!
Questions ?
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34. Contact Information
Do not hesitate to contact us!
Teresa Snelgrove Frédéric D. Sweeney
Snelgrove Associates SHI Capital
121 Richmond St. W. Suite 302 162 Cumberland Street, Suite 310
Toronto, Ontario Toronto, Ontario
M5H 2K1 M5R 3N5
T (416) 359-9212 ext 224 T (416) 236-1054 ext 2205
F (416) 359-9420 F (416) 236-2801
E teresa@snelgroveassociates.com E fsweeney@shicapital.com
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