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How to Be the Best Salary Negotiator in the Room #3 and #4

3) Take Nothing Personally and Always Remain Professional or Be Filled with Regret – When negotiating a salary, never take anything personally and always keep your calm even if you feel disrespected regarding the offer they give.


Not every hiring manager is effective at salary negotiation.  As a matter of fact, most are on the same level as the job seeker, desperately wanting to come back victorious to their boss.


If you feel that you were lowballed, politely go over what you were expecting and why the offer came in as such.  When treated reasonably, most people react in a reasonable manner.


If they don’t respond reasonably, then you need to get a job at another company, as you don’t want to associate yourself with such people.



4) The More Precise Your Background…the More Negotiation Leverage You May Have – It’s the law of supply and demand.


There may be 12,000 competent sales professionals in Dallas, but how many are absolute experts when it comes to selling, for example, cloud computing services to Fortune 500 firms in the pharmaceutical industry?  If you are unhappy with the offers you are getting, step back and figure out how to separate yourself from the pack.


This may take a little work, but no employer pays heavily for average, even in a great economy.  Remember the following formula:


Expertise = Salary Negotiation Wiggle Room


Average = Consistently Under Compensation During Entire Career Duration



5) Ask Whether Re-negotiation Is Open In 6 months If You Prove Yourself….then


Prove yourself to be the best in the office.  Let’s say that you really want the job and while pay you offered is less than ideal, you can survive.


Politely ask if you could come back to the table in 180 days, as you are willing to prove that you can do what you said you could do during the interview.  Work hard and, in 180 days, if played correctly, you will be leading the aforementioned conversations from here on in.


p.s. It doesn’t hurt to ask for a performance report in 90 and 180 days.  The more cards they show and the harder you work, the more lucrative your paycheck.

How to Be the Best Salary Negotiator in the Room

What Sales Jobs Pay the Most


How to Become Richer Than Your Friend Who Tweets All Day…a look into

How to Become Richer Than Your Friend Who Tweets All Day


A look into how social media has and will continue to negatively affect most young entrepreneurs.


I’m always amazed that interns at my company can do so much with the web, but am even more amazed as to the limitations social media has put on young aspiring entrepreneurs and hindered the necessary fundamentals to start a business.


When Is and When Is Social Media Not Necessary for Young Entrepreneurs? 


If you want to open a B2C (business to consumer) company, than, yes social media is necessary.


However, many B2C models don’t work out.  There is much more of a failure rate in B2C than for companies modeled on a B2B (business to business) model.  The insanely heavy competition is only one of many reasons, but to each their own.  In B2C, social media is necessary, since the “C” element is all on social media.


However, in B2B models, social media is not needed as much.  What is the basis of my argument?


Decision makers of companies are on average much older than even I, thus they find FB confusing, frustrating, or consider it a kid’s game because their teenage daughter plays with it on the car ride to school.


Therefore, no real decision maker has the time to go and look up your FB page.  If it weren’t for my writing, etc., I would not have learned social media either.


Plus, if you’re selling to another business, know that use of social media is looked down upon or considered to be recreation in today’s corporate culture.


As a whole, technology is specifically geared towards those who are the kids of decision makers so they can harass their parents to buy the product, hence the B2C appeal.  Facebook ads are the new obnoxious Saturday morning breakfast cartoon commercials, grown up with the generation that used to pester its parents for the toys advertised during Nicktoons.


When you’re in start-up mode, I recommend that you focus on your website rather than your Twitter profile or Facebook page.  The VPs and higher don’t care how cool a timeline is; they want results.


What are the Main Hindrances of Social Media on the Young Entrepreneur? 


1) The Phone Also Makes Calls – Sales is essential to any healthy business.  This means cold-calling until you get the corporate branding that leads your customers straight to you (it doesn’t work the other way around).


The lack of socialization I’ve seen from younger people due to social media is not staggering because they can still speak, but the ability to persuade and sell comes from practice and most below a certain age don’t have it.   Until your brand is recognized to the point where the customer is beating down your door, you need to be chasing that individual.


Yes, social media is a good tool to find them, especially in B2C, but finding them takes simply a minute.  Selling them and coming across in a professional manner is a whole different story.


The only way that people gave me a chance when starting my business is that I tracked them down, cold-called them and sold them.  I was only able to sell them because they believed in me.  The same method is so rarely used by intelligent people that young entrepreneurs have an even greater advantage over their peers than I did… if they are willing to deal with others.


2) “There” vs. “Their” vs. “?”


Social media’s entire point is to connect people as quickly as possible and make it as seamless as possible for them to connect (the more connections = increased advertising accuracy).  Therefore, you can have an hour-long conversation without writing a sentence longer than any in this article.


Short sentences in and of themselves are great.  It’s the shortened words common to social media that damage young aspiring entrepreneurs’ credibility.


Writing skills are the foundation of effective marketing and those hanging out on FB and texting lack the ability, among other issues, to persuasively write which is necessary to start a company.


Next time you’re on Facebook talking about how cool your business idea is, consider the following:


– Social media has become so popular with the masses because it created an atmosphere where people can connect, express feelings and thoughts, and make friends with fragments and smiley faces, thus decreasing writing and marketing skills.


– It’s not too late, as I was no Hemingway out of college, but the sooner you learn how to write, the sooner your business will get better.


**The rest of this article will be put on Entrepreneur’s Journey will Tweet a link when editors put it up.

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How to Be the Best Salary Negotiator in the Room


Corporate Entrepreneurship for Any Employee


See some of Ken Sundheim and KAS’s media clippings for 2011.


KAS Placement is in need of a marketing intern. Review KAS Placement requirements and job description.


How to Be the Best Salary Negotiator in the Room #1 and #2

1) Less Talk is More

When asked what salary you want, be direct and candid with the individual.
The most successful hires I’ve had internally at my firm, as well as the best placements we’ve made for 3rd party companies, have a very quick negotiation process that ends up ideal for both parties because expectations are set prior to the person interviewing even once with the firm.
Q: What If You Don’t Have a Recruiter to Negotiate for You?

A: Playing cat and mouse over $5,000 shows that you have a lack of understanding of what your time is worth. Make sure the interviewing company is told in a very polite, non aggressive manner (think: you don’t want to waste their time) that you are seeking X dollars if you get the job.
Regardless of whether you’re working with a staffing agency, most of the time, I would recommend not having a recruiter negotiate for you because a lot of them have incentive to inflate your salary needs to a point where you don’t get the offer at all.
Moreover, the best piece of advice I’ve ever received from anybody was from my father.
It was, “Stop talking and just do it.” If you’re going to be successful at a company and you know you can make yourself indispensable to an employer, then your salary, in conjunction with quickly raising, becomes part equity in that company.


2) How to Leverage an Offer From a Competing Firm


Always base the number regarding what you should ask for your next salary based on what the market (in this case, defined as direct competing companies) is offering, but don’t tell them that is where you got the number.
The best companies hate their competitors and sometimes will even take back an offer if they think you are flirting with the enemy.
There are exceptions to this, which I will discuss some other time, but don’t bet that you are one; they are exceptions, not rules, for a reason.

Q: What to Do If The Hiring Person Asks Where You Got That Number From?
A: It’s what you been offered for jobs that you’ve turned down over the past few months and it’s what you need to keep the lifestyle that you want intact so you don’t have to come for a raise every six months.
Try to stay away from pointing fingers at former employers.

How to Be the Best Salary Negotiator in the Room Continued
Tips for Interviewing With Smaller Entrepreneurial Companies
4 Ways to Charm an Interviewer



4 Ways to Charm an Interviewer

If someone were to ask me, “What are some things that interviewers want to see or hear from interviewees?”, then I could probably go on all day.

In the interest of brevity and not overwhelming you, here are four.
1. Passion – Passion cannot be faked. Any good interviewer is not only going to want to see interest in their company, but interest in their industry from this person they are interviewing.
For instance, and this may seem like a no-brainer, if you are interviewing for a sales job at a television network, don’t tell your interviewer about your lifelong ambition to be a news anchor.

You should be there auditioning for an on-air role, in that case, not interviewing for a sales position, and the interviewer is completely without fault not to offer you the job, even if you have great sales credentials.
2. Never Be Complacent – This is a crucial one. You must never be complacent, and never allow yourself to be okay with some negative status quo, even if you feel powerless against it.
A good current example is the unemployment level. It is true that the unemployment rate is sky-high right now, and that a lot of good employees are out of work.

But interviewing and getting a job is a fight; however, the more educated and the more prepared you are, the better you are going to do in battle, so to speak. You can never allow yourself to get complacent or dragged down by external forces (e.g., the unemployment level).

3. Guide Your Interviewer – Your resume should serve as your interviewer’s road map. What you have in a resume is an anticipation of questions that will be asked of you in an interview.
Now, you can’t anticipate all questions, but if you write your resume properly, you can essentially prepare for the questions that are going to be asked of you, and set them up to where you look good.

You don’t always have to tell someone you went to community college if you went on to graduate from a 4-year college, for instance. If you know you are going in to interview at a firm that prizes the cache of higher education, thinking about that fact can help put you one step closer to a successful interview.
4. People Are People – Understand that the person you are interviewing with is only a human being. They’re not perfect, they’re not magical, but a lot of people go in and put interviewers on such a pedestal that they end up getting an offer that’s so bad they’re not treated well once they get the job – if they get the job at all.
You want to analyze how interviewers think, how HR professionals think, and use that analysis to get the job you want, the job you’re passionate about, and not the job you’re willing to settle for.

4 Ways to Charm an Interviewer Ken Sundheim CEO of KAS Placement

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Ken Sundheim runs KAS Placement a sales and marketing retained recruiting firm helping job seekers throughout the United States including retained sales and marketing staffing in New York City.

3 Ways to Make Your Employees Happier After the Recruiting Process

Once you have pieced together how to hire better employees, how do you insure that they are happier and more productive than they would be at any other company?
1. Utilize all a person’s skills.
Many companies come to my recruiting firm saying, “We just want someone to do X, Y, and Z all day.”
However, when you look at an individual, their skill set is usually a lot broader than just cold-calling, CRM system maintenance, and emailing a quote (for example).
Using all of someone’s skills not only increases your firm’s output; it increases that employee’s happiness as well.
2. Make the job description evocative and interesting.
A lot of hiring companies approach KAS with a job description that appears very mundane. The description doesn’t illuminate the facets of the company that make it a uniquely attractive opportunity as an employer.

A job description should take into account why someone would want to work at a company, and what their future is going to be if they work hard there.
3. Compensation balance and forethought is key.
While most ethical employers understand the pitfalls of offering too low a compensation package and job title, not as many consider the risk of overshooting the person’s income and responsibilities.
A new employee who has signed on to a comp level and job title that seem too good to be true to prone to get flustered and nervous, thinking that you expect too much from them.
However, at the same time, if you don’t pay someone well enough, or if you think a commission-only sales package will net you a solid long-term employee, think again. You’re going to be on the hiring circuit for ages.
When it comes to compensation, you want to be somewhere in the middle, but more importantly, you want to work with the applicant.
Employment needs to start out in a happy, effective manner that is conducive to success for both parties. Achieving that balance can be easier than you think if you stick to the basics outlined above.

Video: Ken Sundheim 4 Ways to Charm an Interviewer


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Ken Sundheim KAS Placement CEO

Video How to Train an Interviewer to do What You Want Ken Sundheim KAS Placement





Corporate Entrepreneurship for Any Level of Employee

Key Careers Employees Should Pursue Regardless of Age

Corporate Entrepreneurship for Any Level of Employee

While many feel there is an embarrassment issue with having a “cubicle job,” there is nothing wrong with working in corporate. Moreover, working in a corporate environment does not mean that one cannot be an entrepreneur.

As a matter of fact, corporations have the most money for new ventures and, for the right people, are much more willing to lend than banks. Still, there are very few real corporate entrepreneurs.

Yet there are millions who claim the title mainly due to the fact that they feel inadequate about some facet of the social status that is attached to their job and / or company.

Ken Sundheim KAS Placement CEO


How do we define corporate entrepreneurship?


First, let’s define what corporate entrepreneurship is not:

Corporate entrepreneurship has nothing to do with a person’s title, yet most corporate entrepreneurs carry a high title within their respective companies because their CEO does not want them to leave, thus does everything possible to please them and make their life comfortable within the company.


Here is what corporate entrepreneurship is:


Corporate entrepreneurs are those who have the guts to tell their boss how the company can be improved, have a plan to implement those improvements and who can be savvy enough to get the money and executive backing necessary to implement their vision.

Corporate entrepreneurs learn to use fear as only a driver, not a hindrance to performance, and are not afraid of being told “no” or being fired. Also, corporate entrepreneurs love their company and believe in the product or service it does and can offer.


KAS Career and Entrepreneurship Videos

How to become a true corporate entrepreneur – 4 ways


1. Find the right company.


Corporate entrepreneurs are hunters, therefore they are willing to leave their current position to find one that is fitting enough to allow them to have the freedom they want.


2. Prove yourself prior to asking for anything.


There is nothing better than having an employee who waits to produce prior to asking for something from the CEO or anyone in management. This means that keeping your mouth shut at first is better than reciting Shakespeare.


3. Know what you’re talking about.


Corporate entrepreneurs are experts in their field. Anyone can be a visionary, but without expertise, vision remains nearsighted.


4. Know that you may be fired.


Entrepreneurship is all about embracing failure and learning about oneself. It is no different in corporate and if you’re not willing to put all the chips on the table, you’ll simply remain in the group that wrongfully claims they are corporate entrepreneurs.



How to Charm an Interviewer


What Are the Demands for Candidates Who Want to Get a Job In Social Media?

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Ken Sundheim by Harry Agress

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