Agile Houston

Interview Techniques

that Produce Offers

2016

by James Del Monte CPC, CERS

JDA Professional Services, Inc.

Agenda

• Overview of JDA

• State of the Market

• Anatomy Of An Interview

• Taking Personal Inventory

• Packaging Your Skills

• Selling Yourself 101

• The Hard Questions

• Questions

What JDA Does. . .JDA Professional Services, Inc. is a Houston-based IT staffing firm

specializing in the recruitment of strategic-technical to executive-level

professionals. We provide staffing solutions through full-time,

contract, and project-based placements. Since 1981, we have been

helping companies build great IT departments while helping IT

professionals find the right career opportunities.

Full-Time Staffing

Contract /

Temporary

Staffing

Special Projects

StaffingJDA

Value of a Professional Organization

• Leadership

• Industry/Business

Knowledge

• Networking

Opportunities

• Friendship

Interactive

Either Way

“ . . . Almost 100% of a

manager’s success

comes from hiring and

retaining good people.

Good people don’t make

the difference

- they are the

difference“

-- James Del Monte James Del Monte --CERSCERS

Famous Quote

Law of Supply and Demand

The demand for skilled professionals topped out 4Q13. The current cycle

indicates that we are in sharp decline. In Houston good people are still hard to

find.

Labor Surplus vs. Skill Shortage

1984 1995 2Q01 4Q04

4Q99

Demand

Peaked

Supply

Demand

1989

Demand Bottomed3Q03

Demand Bottomed

4Q07

Demand

Peaked

4Q13

Demand

peaked

3Q 09

Demand Bottomed

3Q10 4Q2015

Top Grading - Talent Repositioning

A Players B Players C Players

25% 50% 25%

Down Turn

Skills Upgrade

Unemployment Rates

1.2016

• National – 5.0%

• Texas – 4.6%

• Houston – 4.9% +.6 from 1 year ago

• IT professionals doubled last 12 months

• IT Professionals to 4% up from 2%

• Degreed Professionals 4%

• Job growth Harris county +.8 down from1.9%

Market Shift

The job market is shifting from an Job Seeker’s Market to a Employer Market.

Candidate

Candidate

Candidate

Position

Position

Position

Position

Candidate

2015 – 20xx 2010 – 2014

Results of 2016 JDA Hiring

and Salary Survey

68%

6%

26%

Increase

Decrease

No Change

52%

19%

29%

Projected department

spending, year by year

2016 2014

33%

33%

34%

2015

Does your company anticipate a change in

total IT staffing level?

51%

5%

44%

Increase

Decrease

No Change

47%

7%

46%

29%

16%

55%

39%

7%

54%

2016 2015

2014 2013

2016 IT Hiring Forecast

23%

14%63%

10%

33%57%

Full-Time Contract

Increase Decrease No Change

What do you consider to be the top issue facing your

company's IT department? Year by year.

0 20 40 60

Creating/maintaining a global workforce

BYOD

Utilizing mobile and pad technology

Adapting social media

Cloud technology

IT security

Disaster recovery capabilities

IT service level performance

Increased cost of doing business

Decreased IT budget

Hiring and retaining staff

2016

2015

2014

In your company, what areas are anticipated to have the

largest growth potential over the next few years?

0 10 20 30 40 50 60

Cyber security

Socal media

Business intelligence

Mobile applications

Cloud computing

Change management

Busines process

ERP

Data/database management

Applications development

Internet/intranet development

Helpdesk/end user support

Networking

Does your company plan to increase base salaries for

IT staff in 2016?

59%

41%

0% 10% 20% 30% 40% 50% 60% 70%

Yes

No

By what percentage?

55%

43%

2%

<3% 3-6%

7-10%

Are bonuses included as part of your

company's compensation packages?

79%

21%

0% 20% 40% 60% 80% 100%

Yes

No

If yes, what is the average bonus percentage given

based on salary?

46%

47%

5% 2%

<10%

10-20%

21-30%

>30%

Purpose of Interview

Meet & Greet

• Dress for success

• Good hand shake

• Eye contract

• Note book

• Questions

• Accomplishments

• Examples of work

�Success

–When preparation meets opportunity

Research – Company

• What the company does

• What issues/opportunities they face

• Who is at the company

• What the position is

• What challenges are in the position

• What are the requirements

Know Your Resume

Successful Developer

Skills Executives Look ForPersonal Inventory

• Business/Functional

• Project Management

• Communication -written and oral

• Presentation

• Problem Solving

• Critical Thinking

• Leadership

• Organization Skills

• Time Management

• Attention to Detail

• Learning Ability

• Flexibility

Identify Examples For Each

What Makes a Successful Employee

• Showing up on time – ready to work

• Attitude - positive optimistic

• Aptitude - being able to learn

• Ability - being able to perform

• Doing what it takes

• Plays well with others

A faithful employee is as refreshing as a cool day in the hot summertime. Proverbs 26 13

Why You – Research Self

• List 5 reasons why

someone would hire you

• Give an example of

each

• Why would this matter

to me

Direction of Interview

• Tell me something

about yourself

• Discuss details of

position

• Technical drilling

#1 Question

Tell Me About Yourself

Spin Starts Here

Elevator Speech

Tell me something about yourself?

• 30 second introduction

� 2 line summary of total experience

� 2 lines of career highlights – job focused

� 2 lines of what you want to do next or why you – job focused

Discuss the Position

Seek to Understand - Needs Analysis

• Seek to understand before being understood

• Ask open ended questions

• Identify the issues

• What really needs to get done

• Where does this position fit in organization

• Critical success factors

• Value drivers

• Why is the position open

• How long have you been looking

• When do you want it filled by

Sell Yourself

• What can I do for you

• Solve the problem with

Examples

• Problem - what you did

- result and benefit

Technical Drilling

Hard Questions

• RFL – reason for

leaving/looking

• Money

• What’s in it for me

• Asking for the job

The Money Question

$$ The market sets the price $$

Ask and you

shall receive

Bundle

Total PackageBesides money what is important to you?

• First review and

history for increases

• Promotions and

career path

• First assignment

• Training and

certifications

• Bonuses and

incentives

• Benefit package –

cost and coverage

• Flexibility

• Location

• Telecommuting

• Access to

management

Compensation Package Components• Base salary

• Signing bonus

• Group bonus

• Project bonus

• Hot skill bonus

• Clothing bonus

• Travel bonus

• Early reviews

• Expense account

• Company car

• Stock or stock options

• Retirement plans

• 401k

• Titles

• Office space

• Parking – bus passes van pools

• Flexible scheduling

• Telecommuting

• Equipment

• Training/tuition

• Out of town trips

• Extra/early vacation

• Family days

• Day care

• Do you have any concerns about my back

ground?

• Is there any reason why you won’t be

making me an offer?

• Summary statement

• What is the next step

• I am interested in working for you

• Will you be making me an offer

Moving the Interview Forward

Asking for the job

Follow Up

• Thank You Note� One more chance to highlight why good hire

• Email

Speakers Fee

Return the Favor

Speak for Food

Questions

701 North Post Oak Road

Suite 610

Houston, Texas 77024-3818

Phone: 713-548-5444

www.jdapsi.com

Contract and Full-time Staffing Information Technology Staffing Specialists Consulting and Special Projects