Career Articles

Develop Your Value Proposition - Think Like an Employer

By Lynda Reeves, BA, CRS, ACS

So, you’re sitting down to draft your résumé. Or perhaps, you’re rehearsing what to say in an impending interview. Instead of wondering how you will express what you want and what you know how to do really well, try to imagine what a future employer needs from you.

Nowadays, you must have a Value Proposition. This means, you need to understand and to be able to clearly articulate what skills, experience, or potential you have to offer. These values should reflect those of the organization you are targeting. To get a fit, you must look like you fit.

In your résumé and in your interview, you should provide authentic examples of things you have done and describe how your actions helped, were acknowledged, or led to significant savings. If you think accomplishments are big-ticket items, which only upper managers and executives can reflect upon, you are very wrong. No matter what role you hold, you have bragging rights. For example, the secretary who regularly takes initiative in providing the “little extras” that make impromptu meetings flow smoothly should discuss this. And, the waiter who is constantly requested by name from his repeat customers should be proudly articulating his value for the next employer.

Developing your Value Proposition

There are three broad categories, which make up your Value Proposition: Buying Motivators, Supporting Qualifications, and Added Value.

Assuming that you have done your research and thoroughly understand the philosophy of the company as well as the criteria for the job in question, it’s time to picture yourself in the employer or interviewer’s role. If you were that person, what do you think the best candidate would be like? The answers to that lead to “why someone would want to hire you” and are referred to as the Buying Motivators.

Buying Motivators are the measurable proven results that you know you can deliver to a company or a department. These may be process improvements that helped save money; suggestions that led to reduced errors; or a simple observation that solved a problem. Such examples can tell a future employer a lot about what they can expect from you.

Your Supporting Qualifications are the skills, stature, and other elements that showcase your areas of expertise. These, together with your background with respect to your education, experience, relevant credentials, and accomplishments will add to your credibility.

Every person has the third element: Added Value. No matter who you are or what you have done in your life, you bring something unique to the table. However, you need to know which elements to feature in your resume or interview. Focus on your individuality, personality, and special skills. You may want to highlight how well you deal with crises, with irate customers, with simultaneous urgent demands, or with detailed analysis. These are the supplementary value features which further set you apart from the rest of the candidates.

Still unsure how best to describe your Value Proposition? Remember that there are many career professionals who can support you in whatever task is ahead. Whether it is for resume writing, interview coaching, or career counselling, you can find the perfect collaborator in your quest. Your consultant can give you exceptional feedback on how well you have anticipated the needs of your target employer and whether you can present yourself confidently in a way that reflects that thorough understanding of your Value Proposition.

Lynda Reeves is Principal of Added Value Resumes. She provides writing expertise and support for resume, career, and business plan creation.