Today, I would like to share with you something I tell every one of our clients when we work with them; it is imperative, if you are actually going to win the job -- especially if you are to get a job created for you -- that your next employer perceives you as not just a winning candidate, but actually an investment that will pay off big time.
You need to think in terms of being an investment, and not a candidate. When it comes to an investment of any kind, both personal and business (like human capital or capital equipment), what are the factors to consider?
FIRST, RETURN ON INVESTMENT
If a company is going to make an investment, whether that be in equipment or human capital (YOU), they need to have to be completely convinced that you will pay for yourself quickly and in several different ways.
So express HOW you will make them money or save them money - in big numbers - in your resumes and cover letters, along with your LinkedIn profile, as those are your "marketing materials" in your career search. You don't necessarily have to use dollar amounts, as you can pay for yourself in process improvements that improve quality, the customer experience, decreased delivery time, etc.
Then, how will you express the different ways you'll pay for yourself in your next position? This will be by using compelling stories in your interviews -- stories with quantifiable results, if possible. If quantifiables aren't available, at least give the qualitative contributions you've given to companies in the past (making them safer and more secure or mitigating risk, or attracting and retaining the top talent in your industry, for example).
SECOND, CONSIDER THE RISK THE COMPANY IS TAKING
Anytime you or a company makes an investment, there is always an inherent risk associated with spending money. Therefore, what can you do minimize a business' risk when investing in you? In other words, you have to build a very solid perception with the key decision maker that you are a safe bet to hire.
My best recommendation on how to do that is to give the ultimate decision maker (and any other key players) a "been there, done that" feeling about your abilities, experience and potential. In other words, after asking them questions to get to their biggest pain points and aspirations, convey stories that show that you've "been there and done that" several times before in similar situations, so solving their specific problems and taking them to where they want to be is something you could easily do for them, their team and their company.
In the longer video below, I talk about the nuances of positioning yourself as an investment, instead of just a qualified candidate. I welcome your comments or questions below. Plus, I always love to hear about your success in using my strategies in your own career search!