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2019 December Career Management: "Cracking the 21st Century Job Market" Presented by: Lanning Levine

December 5


The key message was to build your brand to differentiate yourself, especially your thirty second commercial and your networking profile. 


All verbal and non-verbal communication must be crisp, concise, and comprehensive – avoid communicating too much information.


It is important to consistently communicate your brand, which includes your thirty second commercial, linked in profile, networking profile, and resume as well as how you tell your story in telephone and in-person interviews. 


Avoid basic mistakes such as not spell checking and grammar checking your documents.


Business cards should contain info about your brand – consider an appropriate icon – maximum three points.


How will people remember you based on your business card? Recommend you state what differentiates you on the reverse side of the business card – what you have done – what is important to your audience?


Resumes should be customized for each opportunity, which includes key words that applicant tracking systems or ATS expect to find when a company is searching for the ideal candidate.  If your resume does not convey the same language as the company then you will probably be screened out.  Remember that your resume is an example of your writing skills – good or bad. 


Does your resume tell your story in the context of what the hiring company needs help solving? – it is not about you! 


How do you get your audience to focus on you not your competition?


Networking profile is not your resume.  It is intended to get your audience to want to learn more about you.

Should only be shared during 1 on 1 meetings when the person asks for it.


2019 November Career Management - Volunteering for Good:  Giving Back During Transition.  Panel moderated by Beth Kurth.


November 6

FEI Panel Shares the Value and Impact of Volunteering for Good

There are many things most of us don’t expect to experience while in transition.  Among those is how you can build new connections, hone your skills and influence your attitudes by volunteering during a career transition. 


“You learn a lot about how other organizations do things,” said Joann Noble noting her volunteer efforts.   Peter Brau added, “You’re trying to help, but you’re the one who gets most of the reward.”


The FEI Boston sponsored panel:  Volunteering for Good:  Giving Back During Transition was moderated by Beth Kurth, Partner at Conway Communications, with panelists Joann Noble, President, BankIQ, Peter Brau, VP Finance at edX, and Paul Ryan, CFO at Interaction Associates. 


Approximately 63 million Americans - 25% of the adult population - volunteer their time, talents and energy to making a difference, according to the Non-Profit Institute.  Reflecting a broad range of experience, the FEI panelists shared stories why you don’t need to devote all of your energy to job search activities and instead can allocate some time to an organization or cause that is of interest. 


Overall the panel’s advice was to embrace volunteer opportunities while keeping priorities in mind.  Below is a summary of what this looks like in practice. 


Expand your network and perspective while balancing other commitments


-          A volunteer position can ‘bridge the gap’ if you’re considering changing industries or want to focus on developing new competencies. 


-          Make sure you strike an appropriate balance of time spent volunteering with time spent on other obligations including professional and personal.  


-          Consider how much bandwidth you can give back after you have landed your new job.   The organizational needs and your availability will evolve.  Always evaluate how you will sustain your volunteer effort. 


-          Be prepared to diplomatically say ‘no’ to a volunteer role.  It’s a two-way street, you don’t want to undersell the organization that is asking for your help.  If you don’t think you have the time, consider introducing the organization to a colleague who may be a better match.



Practice and hone your skills


-          “You will hone your soft skills as you discover how to persuade volunteers to action as opposed to having a formal supervision authority to direct the efforts,” said Paul Ryan.  Expect to learn new skills and new ways to practice your old skills while making an impact. 


-          Appreciate where the volunteer opportunity sits in the organization.  Board commitments are much different than what is expected as an individual contributor.  At the Board level, you will manage disagreements, and have to negotiate situations and do so with a fiduciary responsibility to the organization. 



Do something you enjoy and keep your attitude positive during your transition.


-          Occasionally you may find a job through volunteering, and that is great when it happens. 


-          The enduring value of volunteering is how the experience can refresh your attitude during a job search.  Your energy will show itself during interviews and enrich your discussions at networking events.


-          “It’s all about attitude, its infectious!,” Joann Noble concluded. 


2019 September Executive Event - Navigating the Challenges of the Brewing Industry

September 12

At our first Executive Event of the season, current president Jack Sheehan welcomed our Partners and Members who enjoyed a selection of 20 beers, famous pretzels and the Story of Harpoon from current CFO Warren Dibble. Warren talked about his roughly 30-year career at the Beer company starting as a factory bottler and delivery driver all the way to the C-Suite and BBJ CFO of the year. The former single brand, couple flavor beer company now has 5 brands and dozens of beverage choices from beer to cider.  Warren talked about their move to an ESOP a few years back and the challenges from starting out with only a few dozen competitors to now more than 7,000 labels in the US to compete against.  What an impressive CFO and exciting first program of the year.  See you in October at Microsoft.

2019 September Career Management: "How to be a Better Public Speaker: Practical Tips & Techniques" presented by Marilyn Page

September 4

Yes, speaking skills do matter! Whatever your speaking challenge – a business presentation, a volunteer role or a toast as parent of the bride – the key to success is preparation and practice.


Marilyn Page, Principal, Speaking to Connect, LLC offered these tips and techniques at the September FEI Boston Career Management event:


I. Clarify – consider the audience, the goal of your speech and what you are trying to accomplish.  Are you educating, motivating, sharing new information?


II.  Create  – with those goals in hand, create a three-part speech that includes:


1.    The opening: You do not have to tell a joke! Rather, this is your opportunity to engage the audience.  You may choose to ask a question or provide a statistic.  Importantly, do not use more than 10% of your allotted time for the opening.

2.    The main content of the speech:  Here it’s important not to include everything you know about the topic.  Rather, limit your speech to the 3-5 points you want to make sure the audience does not forget.

3.    The close: It’s very important to plan how you will close your speech.  Don’t be caught with a hurried, “thank you, that’s all I have to say.”  Rather, plan the close as carefully as the opening – give the audience a takeaway from your speech. 


III. Communicate – With your speech written and audience in mind, it’s time to present.  Here’s where ensuring you have time to practice comes into play.  Read your speech aloud (side note: you may choose to use bullets rather than word-for-word speech; everyone is different and best to use the method that suits your comfort level).  Practice the tone, pitch and delivery of your speech.


With proper preparation and practice, anyone can be a strong public speaker.


Special thanks to Dave Stuer, Chair, FEI Boston Career Management, for his creativity and commitment to offering best-in-class programming for FEI members and the broader financial community.  


Note:  Please feel free to connect with speaker Marilyn Page who can be reached at:

Marilyn Page

Speaking to Connect LLC



2019 June Career Management: “How verbal branding creates 'simplicity' to differentiate, create efficiency, and drive continuous improvement” presented by Stephen Melanson

June 4

Stephen began by discussing the importance of having a structured / layered approach to develop and maintain your brand.

-          Verbal brand – 5 seconds to communicate (keep it simple – no more than two concepts) – create curiosity about you.

-          Support verbal brand with three specific points – 30 seconds to communicate – answer curiosity

-          Be consistent with “branding” documents /sources - linked-in / marketing brochure / resume

The most important goal of your verbal brand is to differentiate yourself.  In addition, verbal branding can help unify the team and he recommends using simplicity as a tool.

What is in it for your audience / target – not about you!

He asked what to people say about you?  Do they re-state your brand or their interpretation?

Stephen recommend the following model “TICR”

-          T = Trust

-          IC = influence internal culture

-          R = growth such as “revenue”

You should strive for continuous improvement / self-discovery – create ideas that differentiate

– make something easier

– what’s not done

– what’s has strategic impact

Your brand should not change but your specific points will evolve over time – create connected value!

Am I the same as everyone else – or is my brand unique?


2019 May Career Management: Goal Setting for Success with Accountability, Balance and Gratitude presented by Lisa Sasso

May 7

Lisa began by discussing the importance of defining your career values including

-          Setting better goals

-          Learning more about yourself

-          Accountability

-          Balance

-          Gratitude

She mentioned that only 8% of people who set goals accomplish them.  However, approximately 40% of people who have written goals accomplish them.

Lisa asked the question – is your life aligned with your values such as

-          Trust

-          Family

-          Peace

-          Excellence

Goals should be written down applying the following framework

S – specific

M – measurable

A – achievable / attainable

R – relevant

T – time bound


A – accountable

R – resonate

T – Thrilling

She recommended that everyone perform a personal assessment of the either areas on the wheel of life (i.e., family & friends, health, spirituality, fun, romance, career / life purpose, money, and physical environment).

It is important to connect your values with your goals

She recommended that everyone practice gratitude to feel better about yourself and accomplish an important goal.  What are you grateful for?

What did you accomplish today?

What are you looking forward to accomplishing tomorrow?


2019 April Career Management: LinkedIn Strategy & Use for CFOs In Transition

April 2

Career Management was please to have Matthew Boyle, Partner and Chief Marketing Officer (CMO) of AAFCPAs join us for another insightful presentation and discussion of Social media and how to use it to advance your visibility.  Tip: Having a strong presence shows you are Tech Savvy. 


Matthew kicked things off, by explaining that LinkedIn was the key platform for Business Social Media interaction. That proper use of the tool could improve your visibility and strengthen your credibility with those searching for talent or simple connecting. Tip: Your profile is your first impression.  “It should demonstrate your Value.”


Using his own experience and LinkedIn profile he gave us a tour of his personal page to build awareness of the aspects that can help or hurt your presentation.    Tip: Make your page Precise, Clear and be sure to thoroughly Proof it.  A well written page can help you stand out.


The purpose of LinkedIn is to connect with others and to share.  Successful users work to build connections and to stay visible.   Tip:  Actively seek to make connections and accept connections as others reach out.  While people differ on accepting new unsolicited connections, Matthew has found it to quite beneficial.  


The News Feed holds a prominent place on LinkedIn.  It is where ideas and information are shared via Posts.  Matthew explained that you can increase your visibility by Posting, Sharing Posts and Commenting.  Being in the News Feed makes you visible to people in your network and outside it. Tip: Be mindful that LinkedIn is a business platform and that the Post and Comments should be appropriate for the audience and the image you are cultivating.

Being and active user will grow your number of connections, and this will likely need to more opportunities.

Additional ideas:

1.    Show you are Tech Savvy: If you are using technology; reference it on your LinkedIn Profile and Business Cards

2.   The use of Hashtags # can generate interest.  Users searching on the Hashtag can then see your Posts or Shares.

3.    Recommendations on your LinkedIn can be very powerful.  Don’t be hesitant to ask for them.   The specific recommendation by those that have worked with you can be very meaningful.  When giving Recommendations be mindful that they are permanent.

6.    Commenting on Posts increases your visibility.

7.    A Post doesn’t need to be long or involved.  Some of the most viewed and liked Posts are Photos with a caption.


FEI Career Services would like to thank Matthew for an engaging presentation with many great takeaways.  


2019 March Career Management: Confronting the Elephant in the Room

March 5
Thank you for attending Tuesday's FEI Boston Career Management program where we learned how to tame the elephant in the room!  Special thanks to speakers Art Buckland, Marylou Buyse, Karen Golz and Lanning Levine, as well as moderator Larry Stybel.
Their advice covered strategic and tactical tips, including:
1) Make sure the company is a good fit - is there a diverse workforce or is it GenX-centric?  
2) Make it easy for the employer to hire you - be energetic, wear your Apple watch, reference your outdoor activities or other engaging topics 
3) Consider optimizing your resume so that it is no more than two pages long and make sure to include any recent training such as AI or SEO
Don't forget, in this year's Super Bowl, age and experience were the mighty winners!  


2019 February Career Management: Recruiting Panel

February 5
Larry Kramer moderated a heavy weight panel of contingency and retained search recruiters at the recent Career Management program on Tuesday, February 5th.  Responding to questions from Larry and attendees, John Bresnahan of Robert Half International, Richard Pooley of Heidrick & Struggles, John Gouthro of Addison Group and Paul Brennan of Stone Staffing shared their thoughts through a wide-ranging discussion of topics related to the industry and a job search.
2018 was a busy year and 2019 is shaping up to be similar across a broad range of industries.   
Understanding the role of the recruiter, how they work with candidates and how best candidates can work with them, was central to the discussion.  They view their role as creating the path that enables both clients and candidates to arrive at the best fit.  It is a given the candidate has the technical skills.  The challenge is to differentiate oneself through preparation: knowing what the business requires, honing your message and establishing trust.
Leveraging your network for an introduction to a recruiter is recommended. As “master networkers” the panel emphasized the value of networking, in particular, strategic networking to open doors and move toward your goals.  They appreciate the outreach and recognize value can mutually be exchanged.  
A thoughtful discussion ensued around the topic of “silence” following an interview.  It is an unfortunate reality that people do not want to give bad news, decision makers want to avoid doubt and move on.  
An appreciative audience came away with a better understanding of the recruiter’s value proposition and how best to engage with the firms.


2019 January Career Management: Awareness Unlocks Your Potential

January 8


Kathleen Teehan, VP of Business Development and Client Services for ClearRock, Inc. led an engaged audience through a discussion of “Awareness Unlocks Potential:  Leverage your Head, Heart and Briefcase during the Job Search Process.”

Prior to the event, attendees completed the Predictive Index behavioral assessment. The PI assessment is used by companies to help select employees as well as to strengthen engagement with existing employees. For job candidates, it can be a powerful tool to help ensure that the position and organization aligns with the behaviors they bring. The key behavioral characteristics measured by the PI include:

·       Dominance – drive for ownership and control

·       Extroversion – drive for social interaction

·       Patience – drive for stability

·       Formality – drive for conformity

The results of the assessment were provided to attendees at the beginning of the session and demonstrated participants’ scores (high, low) relative to the norms.

During the evening, Kathleen led the group through a values alignment exercise. In this exercise, participants ranked a list of over 30 values (e.g. achievement, creativity, integrity, etc.) as high, medium, low. They then listed their top five. Much of the remainder of the event was focused on how and what a candidate can ask a prospective employer to determine whether the candidate and organization’s values are aligned. It is critically important during the interview process to be able to ask the “tough questions.” Kathleen did an excellent job guiding us through strategies to ask those questions in an appropriate, constructive manner. For example, a candidate might deal with a sensitive question by asking “what do third parties say about this.”

Too often job candidates accept a position based solely on matching skills with technical requirements. Tonight’s exercise highlighted the importance of getting it right when it comes to matching a candidate’s head, heart and briefcase with the job and the organization. 

2018 December Career Management: Job Search Strategy Panel – Redefining Yourself

December 4


A well-attended audience of 40 FEI members and guests joined with Beth Kurth, Peter Brau, Roseann Colot, Peter Rockett and Todd Spencer in a panel discussion of strategies for job search success.  It was an honest and personal discussion of their efforts, disappointments and successes. 


As moderator, Beth guided the panel through topics of transition and networking strategies, emotional balance, tactics, people who helped and/or did not help, best and worst advice.  There were consistent themes throughout:


·       Stay the course, be resilient.

·       Be visible, network always – you never know when an opportunity might present itself.

·       Timing and luck play a role but you control what you do.

·       Exercise and clear your head, find a way to reduce stress.

·       Volunteer work enhances your productivity; it’s another network, it feels good and pays it forward

·       Keep expectations in check, don’t take things personally.

·       Practice – be on your game, know what your ask is.

·       Have a personal brand that promotes who you are, not a laundry list of what you do.

·       Let age and experience work for you but recognize age may matter.

·       Stay in touch, become “top of mind”.

·       Always be reciprocal with your ask – how can I help you?

·       Everybody likes to be thanked – be appreciative of your support network.


Throughout the discussion, the audience connected with the panel as heads nodded in affirmation –  I’ve been there, I’ve done that or I had not thought of that.  A question and answer session ensued.  The panel remained available for networking and additional conversation.


2018 November Career Management: The Nonprofit World - a Discussion with a Veteran CFO Panel
November 6

Larry Kramer, long-time FEI member and a managing partner of Foundation Management Associates, led a discussion on “A View of The Nonprofit World and Discussion from a Veteran CFO Panel.” The panel consisted of Janice O’Reilly, partner and head of AAFCPA’s Managed Accounting Solutions practice, Tim Barrett, CFO of Pine Street Inn, David Noymer, CFO of Greater Boston Food Bank and Leigh Tucker, Principal at CliftonLarsonAllen. The discussion covered the panel’s perspectives on how they arrived in the sector, skills needed, accounting and operating characteristics of nonprofits and advice for those looking to move from for profit to nonprofit.

Background and Motivation

The panelists’ paths into the sector varied. Janice and Leigh had experience with nonprofits through their previous audit clients and/or board positions. Dave was recruited based upon his transferrable skills as prior CFO for several service companies. Tim had obtained an MBA in Social Entrepreneurship and, after working several years in public companies, was looking for a more highly mission-driven organization.

Advice for Transitioning to a Nonprofit Organization

Do the research. Conduct informational interviews. Understand the culture, challenges and mission. Review public filings such as form 990’s. Educate yourself on the technical terms and accounting rules applicable to nonprofits, particularly with respect to accounting for gifts and grants. Don’t refer to the organization as a “company” in the interview if it is an Institution.

Be realistic. Some organizations may insist that you have prior nonprofit experience. In this case you would need to have either direct experience or possibly experience as a board member or service provider to nonprofits. Others may only require sector (i.e. education, health care, etc.) or functional (strategy, operations, etc.) experience. In this case, be able to demonstrate how your background/skills align with their needs. Don’t assume the job will be “easier” than your previous job as many nonprofits have limited resources. The staffing levels, physical facilities and work pace may surprise you. Make sure the organization’s mission aligns with your personal values.

Governance. Expect more shared responsibility among management and larger boards. Consequently, decisions may take longer. Anticipate extended lead times to complete major initiatives.

Our next event will be a panel discussion on December 4. The topic is “Redefining Yourself; Redirecting Your Career” moderated by Beth Kurth, Partner, Conway Communications. We hope to see you there.

2018 October Career Management:  How Your WHY Affects Your Job and Your Career

October 9, 2018

Brendon Davis, President of the Davis Companies, presented “How Your Why Affects Your Job and Career.” This talk was inspired by a movement started in 2009 by Simon Sinek to help people become more inspired at work and to inspire their colleagues and customers. For over two years Brendon has been talking about how to apply the principles of determining what motivates you to your job search and career.


The underlying theme of Brendon’s presentation was the “if you can identify your WHY statement, you will be better able to connect your core values with those of the company you are targeting,” Similarly, companies make more successful hiring decisions when they can attract employees with the same core values.


Brendan provided a roadmap for achieving this connection that included:

·       Building Your Story

·       Identifying Channels to Share Your Story

·       Ensuring the Target Company is Authentic


Building Your Story – First identify your core values, Then, weave those values into the conversation. This can often be accomplished by establishing “connection points” or personal experiences that resonate with the listener, be it a networking connection or interviewer. Create your WHY statement and incorporate that statement into the resume.


Identifying Channels – Begin with your internal network; family, friends, former co-workers. Develop an effective digital footprint (e.g. LinkedIn) and make sure the core values presented are consistent with your resume.  Proactively identify companies to target and tell your story. Develop an effective interview strategy that includes playing to strengths and being authentic. Do your homework and ask great questions. When sending follow up thank you notes, reference specific topics that were discussed. This will help demonstrate your authenticity.


Ensure the Company is Authentic – Learn how the company engages with its people on the critical matters such as shared responsibility, continuous communication, advancement opportunities and staff development. 


Brendon’s presentation was highly interactive and well-received by the audience. An extended networking session followed the presentation.




Susan Peppercorn, executive transition coach, positive workplace partner, and author “Ditch Your Inner Critic At Work:  Evidence-Based Strategies to Thrive in Your Career” led an interactive discussion about how to stay positive during a job search.


Early in her discussion with the attendees she gave an example of someone who needed to focus on moving forward, shifting from leaving his anger about a job loss to being resilient that would support networking activities in a positive manner as he pursued his next opportunity.


Susan reviewed the following concepts:


·        Understanding and accepting the emotional phases during a job loss

·        Techniques to shorten the phases of transition

·        The importance of being resilient


Understanding and accepting the emotional phases during a job loss


You need to understand and accept that there are numerous emotional phases during a job loss.  It is not uncommon for a person to take one step forward then two steps backward during the emotional phases of a job loss.  In some situations, it can be a challenge to avoid repeating multiple times one for more emotional phases during a job loss.  To shorten the phases of transition, you need to adopt new “habits”.


Techniques to shorten the phases of transition – “Learn” - “Practice” - “Cultivate”


Each of us is unique.  Each of us has different strengths.  To help maintain a positive mindset, it important to focus on what is “right” about you - identify your character strengths.  Then you need to keep in mind that it is human nature to focus on negative events – what is “wrong” about you.  Resist the temptation to focus on negative events.  Instead consider creating one or more new “habits” such as implementing a technique to maintain a positive mindset by writing down each day the three most positive events that occurred that day.  Continuing that theme, you should consider reviewing the list of positive events for the week to build a positive mindset.  After practicing this technique for a few months, it will become natural and eventually a new “habit” that supports a positive mindset.  Regardless of your age, everyone can learn new “habits”.


The importance of being resilient


Each of us experiences success and failure. 

-You need to ask yourself:  What is your approach to “bounce back” quickly (AKA be resilient)?

-Do you focus on facts when assessing a situation related to your job search?  Do you make assumptions, especially negative assumptions when assessing a situation related to your job search? 

-For example, if someone said they would respond to your email, but did not respond or responded late do you make negative assumptions about the reason without knowing the facts? 

-Is the event that occurred the problem or how you interpreted it? Is there another way to look at it?

-How do you improve & experience transition growth (i.e., learn while shifting from “pain” to “growth”)?


Focus on “Who I am and Who I want to be”?  Do you need to “rewire” your brain (i.e., new “habits”)?


Developing a positive resilient mindset will serve you well in your job search!

2018 July Career Management:
“HR: Working With, Through, and Around During Your Job Search”  

Larry Stybel, a licensed doctoral level psychologist and a national expert on leadership, moderated a distinguished panel of senior-level HR professionals. The panel included Al Barese, Lanning Levine and Susan McCuaig.  The session was highly interactive with group exercises and much Q&A. Larry kicked off the discussion by reminding the audience that the program was particularly relevant on three levels; while in transition job seekers must interact with HR, HR may report to them in the new job and Finance works closely with HR in most organizations.

Key takeaways:

Develop a Relationship

HR’s role in filling positions is overwhelmingly one of “deselection” – to reduce the pile of resumes to a very small size. They are likely to focus on what skills are lacking rather than find reasons to advance you to the next stage. Accordingly, the panel uniformly agreed that it is most important to develop a relationship with the HR contact. In cases for which the HR person is at a junior level (and may not fully understand the job requirement), it is very important research the organization thoroughly to “educate” or “mentor” them. This could earn you some points and potentially offset points lost for not being able to “check all of the skills boxes.”


Identify an Advocate

Develop relationships with recruiters (during and between job searches) so that they can learn enough about you to advocate on your behalf when needed. In addition, try to network into the organization to find someone that can be your advocate from within. This needs to be done thoughtfully and tactfully with a view to avoiding the appearance that you are disrespecting HR. One suggestion is to disclose your relationship with the advocate to HR in advance. The relationship with the internal advocate should be more to develop a dialogue (“soft sell”) than to pressure them to endorse you.


Take Control of the Narrative

Consider the universe of potential objections to your candidacy such as too many job changes, lack of industry experience, questions around why you left your last position, etc. Be prepared to address each objection in a pro-active manner such as “I left a large, stable organization to apply my experience in an early stage situation with potential upside - fully aware of the risks.


The next Career Management event is on Wednesday, September 5 “How to Stay Positive During Your Job Search” featuring Susan Peppercorn, Executive Transition Coach, Positive Workplace Partner. We hope to see you there.   




“Consulting as a Career”

Larry Kramer, managing partner of Foundation Management Associates moderated a panel of highly experienced and successful CFO consultants. The panel consisted of Joe Impellizeri (Richwood Associates), Janice O’Reilly (AAFCPA’s), Chris Thomajan (TechCXO) ad Randy Walther (B2B CFO).

The focus of the discussion was in the following areas: How and why each of them made the decision to pursue consulting, market/niche focus, managing personal bandwidth, pricing model and critical success factors. As the panel addressed each of these areas, it became clear that the definition of “CFO Consultant” is quite broad and can include part-time CFO, project manager, business transition expert, trusted advisor and much more. The panelists also stressed that an entrepreneurial mindset and the ability to juggle multiple projects and deliverables are strong predictors of job satisfaction.

While each of the panelists had specific reasons for entering this field, the general themes included financial risk mitigation (diversified portfolio of clients), opportunity to rapidly impact the performance of an organization and intellectual challenge from working in various environments.

Each of the panelists works in multiple industries and brings expertise developed over a long career in multiple organizations. In some cases, their experience was gained within various functional areas (finance, operations, engineering, international). In terms of company size, the target market of the panelists ranged from start-up to $50 -$100 million in revenue.  While some deep subject matter expertise is desirable, it was agreed that their ability to go “a mile wide and an inch deep” was a useful skill and in high demand by clients.

With respect to managing their workloads, the ability to service multiple clients effectively is a function of the scope of each assignment and the availability of other resources (such as employees or subcontractors) to perform some of the required work. Personal preference is also a factor. Some consultants prefer fewer clients that afford deeper engagement with their organization.

In terms of a pricing model, fixed pricing can work but the panelists seemed to generally prefer hourly billing. Under hourly structures, there may be opportunities to flex rates based upon the number of hours per assignment and whether the work is recurring. In some cases, discounted pricing may be offered to “get in the door.” In startup and/or other situations equity compensation may be possible. In certain situations, there may be an opportunity to earn success fees.

Critical Success Factors

·         Provide perceived and measurable value.

·         Ability to have honest, open discussions with clients.

·         Comfortable in a consultative sales role.

·         Strong interpersonal skills.

·         Able to juggle multiple clients.

·         Demonstrate that you can fix the client’s problem. 



Incoming Career Management Committee Chair Dave Stuer called the May meeting to order, welcoming all attendees and sharing news of upcoming events in the FEI calendar.


Dave had the pleasure of introducing our guest speaker and fellow committee member Larry Stybel, a national expert on leadership who discussed " Managing the Journey from Head of Finance to the CEO’s Valued Business Advisor."


Drawing from his real-world experience in retained search, leadership succession/development, and leadership outplacement, Larry shared advice on how CFOs can and should enhance their influence and exposure by not “staying in your lane” and being conscious of how your CEO perceives your value as he/she rates you on the following:


·        What “first impressions” did you leave?

·        How open are you to new ideas?

·        What is your physical proximity in the office?  If you’re not close, you miss out on valuable informal exchanges.

·        Is the CFO typical (stay in your lane) or atypical (navigate outside your lane)?

·        Blurred (functional) Boundaries: Are you comfortable “wearing different hats” (multiple functions), or do you spend most of your time with “the core (finance)?’


After a Q&A with Larry, the attendees took advantage of some time for open networking.


Kristy Gonsalves, Associate Director of FEI sponsor The Siegfried Group, led an interactive discussion on how a “Transformative Mindset” can lead to expanded individual leadership capabilities and accelerate personal and professional growth.


In building the case, Kristy developed the following concepts:


·         Fixed vs. Growth Mindset

·         Mindset Continuum

·         Defining and Developing Grit


Fixed vs. Growth Mindset – Many view intelligence and abilities as fixed.  Others believe that these abilities can be developed (“growth mindset.”)  Research completed by Dr. Carol Dweck of Stanford University and others demonstrates that those with a growth mindset achieve at a higher level over time than those with a fixed mindset. Characteristics of persons with a growth mindset are that they embrace challenges, believe that intelligence and talent can be developed and see failure as a learning opportunity.


Mindset Continuum – Kristy described individuals’ mindset continuum as consisting of four elements; failure (feel sorry for themselves), frustration (don’t know how to help themselves), conventional success (don’t know there is anything better) and transformative (always making themselves better). She also indicated that all of us are operating at 100% of our capacity based on our current mindset.  Shifting our mindset allows us to learn, grow and achieve break-throughs.


Grit – defined partly as courage, backbone, strength of will, determination, tenacity, perseverance, endurance. Kristy provided an exercise to measure each attendee’s level of grit and provided a roadmap for developing it. The roadmap touched on practice (learning from feedback), purpose (an area of interest), hope (embracing failure as a learning opportunity) and time - to devote yourself to practice, purpose and hope. Grit can be a key ingredient in developing the growth mindset.


The following are links to the excellent videos included in Kristy’s presentation.


The Power of Belief - Mindset and Success - Eduardo Briceno


Grit: The Power of Passion and Perseverance - Angela Lee Duckworth




Franchise Opportunities as an Career Alternative

Eric Schechterman presented Franchising 101 to about 30 attendees at the FEI Career Services meeting tonight.  Eric also brought two of his clients, Ben Marshall and Kevin Martin, two franchisees.  Joe Frank of the Committee hosted.


Eric has a very comprehensive presentation that speaks to:

·        Why Business Ownership?

·        Franchise Myths

·        Risks and Rewards

·        How to Simplify Your Search


Some of the myths explored by Eric included:

·        How many franchise concepts registered in the USA: 3100

·        That franchises are expensive: half have an entrance fee of <$250K; Eric explained an approach to funding that is Equity 25%; Debt, e.g SBA loans, 75%. Rates are prime +2.75%

·        Financing can be accomplished using retirement funds


Another topic was how FranNet works with future franchisees

·        Works with franchises that require investment of <$250K

·        Has franchise assessment tools

·        Works hard to match the brand to the buyer


Lastly, we heard from Ben and Kevin who were very open about their experiences.  You can learn more about FranNet at:


Here is a link to our next program at 5:30 pm on Tuesday, April 3, 2018 “Mindset for Career Success” presented by Stephanie Scoleri and Kristy Gonsalves from FEI sponsor Siegfried Group.



Recruiting Panel

Career Services’ was pleased to present the annual Recruiting Panel event on Tuesday night. Larry Kramer, Managing Partner of Foundation Management Associates, LLC moderated the panel, which included Brian Bednarek (Addison Group), John Bresnahan (Robert Half Finance & Accounting), Brian Greene (Fenway Consulting/Search Group) and Richard Pooley (Heidrick & Struggles).

The discussion focused on the general themes of the current market, job search tactics, compensation and developing a relationship with recruiters.

Market - The job market in 2018 remains “Buoyant” across a wide range of industry sectors, with high demand for those offering strong technical skills, particularly as relates to GAAP and SEC reporting requirements.

Tactics - The Recruiters stressed the importance of presenting yourself to align as closely as possible with the specific job requirements, particularly when completing any online applications.  As in the past, Clients have high expectations that the Recruiter will provide candidates that closely match the job specification, including prior industry experience in many cases.  For situations in which candidates are looking to “switch” industries, Recruiters may be facing an uphill battle.  In these cases, candidates should develop their pitch to emphasize the similarities between the functional elements of a prior job and those of the target position.

Compensation – Changes are coming which limit the ability of the Recruiter and Employer to ask about your compensation history.  The compensation process will change, and you are likely to be asked what you are seeking earlier in the process.  When you are asked: be prepared to provide a range.  Additionally, the Recruiters advise looking at the total compensation package (base, bonus, benefits, equity, PTO) when evaluating an offer.

Quick Tips

1)     Take the recruiter’s call when they reach out.  If you help them, they will naturally be inclined to help you.   “Good people know good people.”

2)     If you are interested in changing

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