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. 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
Managing your CareerManaging your Career
How to sell yourself and attain your career goalsHow to sell yourself and attain your career goals
Prepared forPrepared for
MaRS Entrepreneurship 101 Lecture SeriesMaRS Entrepreneurship 101 Lecture Series
January 23rd, 2008January 23rd, 2008 Prepared byPrepared by
Teresa SnelgroveTeresa Snelgrove, Snelgrove Associates, Snelgrove Associates
Frédéric SweeneyFrédéric Sweeney, SHI Capital, SHI Capital

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ContentsContents
Intro to professional search servicesIntro 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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Introduction to Head-HuntersIntroduction to Head-Hunters
Professional search firms are contracted by Companies to identify the mostProfessional search firms are contracted by Companies to identify the most
promising candidates for a specific position.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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Introduction to Head-HuntersIntroduction to Head-Hunters
Professional search firms are contracted by different Companies to identify theProfessional search firms are contracted by different Companies to identify the
most promising candidates for a specific position.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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Snelgrove AssociatesSnelgrove Associates
Snelgrove Associate is a leading search firm within the life sciences and IT industrySnelgrove Associate is a leading search firm within the life sciences and IT industry
HOW DO YOUHOW DO YOU oror SHOULD YOUSHOULD YOU GO THROUGH AGO THROUGH A
PROFESSIONAL RECRUITNG FIRM?PROFESSIONAL RECRUITNG FIRM?

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Taking the Pulse of the AudienceTaking the Pulse of the Audience
LOOK AROUND! You are surrounded by people at different stages of their careerLOOK 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 think they now have the dream job ?
What obstacles are you faced with finding a job ?
How many are thinking of making a career move within the
next 2 years ? (internal or external)

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Job searching is an excellent opportunity to learn about yourselfJob searching is an excellent opportunity to learn about yourself
Key Issues with Job SearchKey Issues with Job Search
Knowing what you really want.
Knowing how to get it
Differentiating yourself from 1000’s “similar” candidates
Having realistic expectations
Getting people to help you

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ContentsContents
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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How to manage your career efficientlyHow to manage your career efficiently
Efficient career management requires constant attentionEfficient career management requires constant attention
CONSULTING
FIRMS
INVESTMENT
BANKS
DUE
DILIGENCE
MANGEMENT
STRATEGY
FINANCIAL
NETWORK
POWER
TRANS-
ACTIONAL
INFORMEDINFORMED
APPROACHAPPROACH
STAY PUT JOB SEARCH
STABILITY
INTERNAL
PROMOTION
FEAR ?
FINANCIAL
INTELLECTUAL
CONFLICT ?
COMFORT
ZONE
AMBITIONS
AND DREAMS
INFORMEDINFORMED
APPROACHAPPROACH
Managing Your Career: A Four Step Process
1. Define your product (i.e.: YOU!)
2. Determine your market
3. Make a plan
4. Use effective marketing channels*
* Borrowed unabashedly from* Borrowed unabashedly from
William BridgesWilliam Bridges’’ ““You & Co.You & Co.””

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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”
STEP 1: Define YourselfSTEP 1: Define Yourself
Being self-aware of your true abilities is paramount in identifying keyBeing self-aware of your true abilities is paramount in identifying key
employment opportunitiesemployment opportunities

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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
A great job is also a job that allows you to learn, grow and one who opensA great job is also a job that allows you to learn, grow and one who opens
doors to bigger/greater opportunitiesdoors to bigger/greater opportunities
STEP 1: Define YourselfSTEP 1: Define Yourself

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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
STEP 2: Identify your target jobsSTEP 2: Identify your target jobs
Your qualifications will help you identify the potential employmentYour qualifications will help you identify the potential employment
opportunities, but DO NOT limit yourself, think outside the box!opportunities, but DO NOT limit yourself, think outside the box!

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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)
Cliché ALERTCliché ALERT: You only have one chance to make a good impression!: You only have one chance to make a good impression!
STEP 3: THE PLANSTEP 3: THE PLAN

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Use Effective Marketing Channels
GET OUT THERE AND NETWORK
1. Industry organizations and contacts
2. Business acquaintances
3. Recruiters
4. Volunteering
STEP 4: GET OUT THERE !!!STEP 4: GET OUT THERE !!!
Maximize your exposure by using different and original ways ofMaximize your exposure by using different and original ways of
communicating your interests and goalscommunicating your interests and goals

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The Elevator Pitch is the key in order to get a message across inThe Elevator Pitch is the key in order to get a message across in
a clear, short and organized mannera clear, short and organized manner
Elevator Pitch
Not just for the elevator
 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
• Who I am
• What I do and what I want to do
• Why I am so great, my experience
• (Subtle) name dropping
• End with a specific question
The Elevator Pitch: The 2 minutes that can change everythingThe Elevator Pitch: The 2 minutes that can change everything

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Take home messageTake 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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ContentsContents
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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Challenges in finding your first jobChallenges in finding your first job
Making the jump from a purely academic training to the practicalMaking the jump from a purely academic training to the practical
world of business can be very challengingworld of business can be very challenging
How to bridgeHow to bridge
the gap betweenthe gap between
Science andScience and
Business ?Business ?
Learn on your ownLearn on your own In Grad. School, you learn how to learnIn Grad. School, you learn how to learn
Get a mentorGet a mentor Learn from experienced individualsLearn from experienced individuals
VolunteerVolunteer Gain invaluable experienceGain invaluable experience

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DonDon’’t let the frustrating situations slow you downt let the frustrating situations slow you down
Top 5 most frustrating responses
You don’t have any experience
You don’t have any knowledge on that subject
No replies to phone messages and emails
Canned responses (e.g.: We’re not hiring, do an MBA, etc….)
Who are you ?
1
2
3
4
5
How to address these responses
Volunteer, be passionate, find “transferable skills”
Display that learning is not only easy, but very enjoyable
Be “politely persistent”, 3 follow-ups and then let go
Get to that person via one of your network, VOILA!
Do your homework properly, this one is your fault!
1
2
3
4
5

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ContentsContents
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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Networking: Breaking the stigmaNetworking: Breaking the stigma
““NetworkingNetworking”” often has a negative connotationoften has a negative connotation
"More business decisions occur over lunch and dinner than at any
other time, yet no MBA courses are given on the subject."
-Peter Drucker, Business Management Guru
"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."
-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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Manage your NetworkManage your Network
As your Network increases, it can become hard to manage:As your Network increases, it can become hard to manage:
The key is to prioritize!The key is to prioritize!
LevelonConnection
Degree of Comfort
Home Run
Contacts
Mentors
Champions!
Very PreciousVery Precious
Contacts with large networks
can be very useful to launch
your career in high gear, be
genuine.
“C-level”
Social
Networking
(LinkedIn)
Mentors
Friends
Never burn Bridges!Never burn Bridges!
Even if some of your contacts
do not possess an extensive
network, they could be great
mentors and advisors.
The Networking MatrixThe Networking Matrix

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The DoThe Do’’s and Dons and Don’’ts of networkingts of networking
Do’s Don’ts
Use your contacts. "So-and-so
suggested I call you.”
Ask for referrals to others who
might give you advice. This
helps to develop your
network.
Learn to cold call. "I'm from X
university and I understand
you graduated from there.”
1
2
3
Don't wait for someone to call you.
Avoid sounding like a telemarketer.
Don't let rejections stop you.
Don't ask for a job—it frightens
people.
Avoid talking about yourself too
much. It’s not all about you, it’s
about the relationship.
1
2
3
4
5
Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich,

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The DoThe Do’’s and Dons and Don’’ts of networkingts of networking
Ask for three things:
1. Information
2. Advice
3. Referrals
Use a low-key approach and
70% to 80% of those you
contact are likely to help.
Develop electronic networking
skills.
Perfect telephone skills. Don’t
take more than 10 to 15
minutes. Then follow with a
thank-you letter.
4
5
6
7
Never abuse the process. If you
sincerely ask for information,
advice and referrals, the
conversation is usually rewarding.
Try your best to talking in person,
but email and phone is better than
nothing.
Don't stop networking when you
get a job. The job you have today
may disappear overnight.
6
7
8
Source: Dynamite Networking for Dynamite Jobs
Dr. Ronald L. Krannich
Do’s Don’ts

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TimelineTimeline
1996
First
Science Mentor
2002
Grad School
2005
MaRS
Ent101
2006-2007
Networking
Volunteering
Seminar
Extracurricular course
2007
First Job
2004
First
Bus. Mentor
2008
Headhunters
Maximize your chance of success by leveraging the kind ofMaximize your chance of success by leveraging the kind of
activities you pursue in order to gain experienceactivities you pursue in order to gain experience

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Selected BiographySelected Biography

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SummarySummary
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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ContentsContents
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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Factors for SuccessFactors for Success
Factors for Success
12 -- Drive and Passion
7 -- Leadership
6 -- Networking
4 -- Intellect
4 -- Luck and Timing
2 -- Taking Risks
2 -- Effective Planning
4 -- Integrity and Fairness
# of Respondents

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Factors Inhibiting SuccessFactors Inhibiting Success
Factors Inhibiting Success
12 -- Lack of Belief in Self
8 -- Fear of Risk
5 -- Poor Communication
4 -- Greed and Ego
4 -- Lack of Passion
3 -- Taking Focus
1 -- Dishonestly
5 -- Procrastination
# of Respondents

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Interviews with Life Sciences ExecutivesInterviews 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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Time for questionsTime for questions
THANK YOU!THANK YOU!
Questions ?Questions ?

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Contact InformationContact Information
Teresa SnelgroveTeresa Snelgrove
Snelgrove AssociatesSnelgrove Associates
121 Richmond St. W. Suite 302121 Richmond St. W. Suite 302
Toronto, OntarioToronto, Ontario
M5H 2K1M5H 2K1
T (416) 359-9212 ext 224T (416) 359-9212 ext 224
F (416) 359-9420F (416) 359-9420
E teresa@snelgroveassociates.comE teresa@snelgroveassociates.com
Frédéric D. SweeneyFrédéric D. Sweeney
SHI CapitalSHI Capital
162 Cumberland Street, Suite 310
Toronto, Ontario
M5R 3N5
T (416) 236-1054 ext 2205
F (416) 236-2801
E fsweeney@shicapital.comE fsweeney@shicapital.com
Do not hesitate to contact us!Do not hesitate to contact us!