Make the Case for Your Business

Earlier this year I was introduced to a candidate interested in joining City National Bank.?This person had solid credentials, but was in a territory that we were not interested in entering.?CNB fosters an entrepreneurial, opportunity driven approach, so our manager was open to consider the opportunity, if the case could be made.?

This banker recognized that a decision to hire would be based on the value he offered – not the other way around. So this person prepared, researched and assembled the information that would help us make an informed and lasting decision. He took ownership and responsibility for the outcome.

A few weeks later we received a thoroughly written white paper that centered on:

·?????Client demographics and segmentation,

·?????A reason to win business,

·?????Core and ancillary product opportunities,

·?????Sales/marketing process and

·?????Forecasting.

?We hired this banker.?He is already ahead of plan.?

This experience was a great lesson and reminder:?

·?????Remember that no company hires based on what they can do for you, but the additive value you bring to them.?

·?????Create a comprehensive and compelling plan that communicates how you can translate the plan to material achievements.?

·?????Be patient – new initiatives may be in the best interest of both parties, but preparing to implement the new addition takes time, budgeting and support from executive management.?

?All of this takes time, so be patient. You want the company to be deliberate in their process.?You are making a career change, so the timing and process is?the best indicator of a thoughtful and committed approach.??