One of my colleagues forwarded me an interview with Bill Gurley of Benchmark capital. As a former early stage CFO myself, I’m always interested in reading advice on how to pitch to VCs. It is a quick read, just 10 questions. Question #4 piqued my interest so I included it below. Here’s a http://www.ansanelli.com/blog/?p=1118″>link to the full article.

4. On the “qualitative” side of things, what do you look for in a entrepreneur or startup CEO? and what turns you off as well?On:
• Intellect
• Salesmanship without being overly promotional
• Pragmatism
• Resourcefulness
• Confidence
Off:
• Overly promotional
• Doesn’t listen
• Unwilling to focus
• Lack of appreciation for finance/economics.

As I read the responses it struck me that this advice can be applied to job seekers as well as entrepreneurs. Too often candidates and clients forget the salesmanship element. Candidates need to have their own elevator pitch and it should be tailored to the position and/or company that you’re interviewing with. And don’t assume your HR contact or the hiring manager can connect all the dots and understand how your particular skills and experience are perfect for this opportunity. Help paint the picture for them yourself. Be careful not to oversell. I know it’s a tough market right now, but don’t be overly promotional and don’t come across as desperate to get the job, because it often backfires.