Adam came to us to help him transition out of a highly volatile Solar market. He led a sales and marketing effort in a situation where the industry was in turmoil, there were cash constraints, Federal funding was questionable, and new investor dollars were required (but not available) to support business expansion. Adam really liked the space he was in, but was seeking something with more stability, like his previous 20 years with a Fortune 100 company.
The biggest challenge for Adam was controlling an interview without being “controlling.” As a sales professional, his tendency was to push for a close rather than listen to the need and share a solution from his past experience by way of a S.H.A.R.E.© story. He took maximum value away from his “Phoenix Experience” and changed his approach to conversations with potential employers. It did not take long for him to start getting the kind of inquiries that peaked his interest. And, as so often happens with our clients, he had more than one company interested at the same time. Therefore the discussions with his coach were often about judging the essential elements of each role, getting insights from his coach that Adam was not seeing for himself.
Adam ended up with two offers. He and his coach evaluated them, broke them down into asset / liability reviews, and determined how to add additional value to them, and exclude the one with the least benefit. Based on these discussions, he accepted a very solid offer from XXXX. His excellent base and bonus structure was also packaged with a long-term cash-based incentive program designed to retain top executive talent.