This document outlines a career funnel process for managing job opportunities. It describes researching potential companies and roles, qualifying opportunities, and going to market through outreach, interviews, and opportunity management. The goal is to move opportunities through stages from suspect to prospect to pre-qualify to qualify to interviews and offers. Metrics are tracked on opportunities, connections, conversations, meetings and outcomes at each stage of the funnel.

1. Your Career Funnel

2. Your Career Funnel
Ensuring success in your job hunt.

3. What’s the point of the funnel?
How do you manage opportunities?
Predictable Revenue

4. Research

6. Suspect
Prospect
Pre-qualify
Qualify
Segment

7. Research: Suspect
Define and Collect — Personal Vision
• Mission
• Vision
• Values

8. Define and Collect
! ! Prospect: Who is the target company?
Ideal Company Profile.
Research: Prospect

9. ! ! ! The Lean Canvas
Research: Pre-qualify

10. Research: Pre-qualify

11. Research: Pre-qualify

12. Research: Qualify

13. ! ! Based on need!
Opening vs. no opening
Research: Segment

14. Go to Market

16. Outreach
Opportunities
Interview

17. Go to Market: Outreach
Elevator — Overview of you.!
USP — Differentiator (as in, what makes you
unique?)!
UVP — What can you do for them?

18. Go to Market: Outreach
90 Day Strategic Plan: Set goals.!
Outreach Strategy!
Channels: LinkedIn, cold emails, blogs, etc.
Contacts: Hiring managers, champions, recruiters,
referrals.

19. Go to Market: Opportunity Management
Opportunity Management Cycle!
Attempted
Connected
Qualified conversation
Qualify in and qualify out
SPIN Selling technique to uncover explicit needs

20. Go to Market: Opportunity Management
SPIN Selling

21. Go to Market: Opportunity Management
Strategic Account Coverage!
! Economic - budget authority.
User - hiring manager.
Technical - HR/recruiter, SME, domain expertise.
Champion - your advocate(s).

22. Go to Market: Opportunity Management
Opportunity Management Cycle!
Attempted
Connected
Qualified conversation
Interview: Knock ‘Em Dead!

23. Go to Market: Opportunity Management
Total Attempts Connected Qualified Conv. Meeting Interviews Offers
#
Opportunity Management Metrics

24. Go to Market: Interviews
Do your research.!
Know your audience(s).
Practice.!
Uncover their explicit needs.!
Demonstrate your UVP.!
Follow up —> Create a Call to Action.

25. End Result
Total Opportunities
Attempts
Connections
Qualified Convo.
Meetings
Offers
Interviews
40
25
20
15
10
3
5

26. Total Opportunities
Attempts
Connections
Qualified Convo.
Meetings
Offers
Interviews
End Result: Your Turn!

27. Make sure you have an accountability buddy!

31. You win!