When you consider the thousands of mergers and acquisitions in recent years, you realize that a large number of successful managers were once entrepreneurs. Still, some employers may be hesitant to hire someone who has been running his or her own business. The concern is that entrepreneurs are accustomed to having things their own way, may not be good team players, and might have difficulty accepting the limitations of corporate structure.
Also, occasionally a company will state that they are committed to an entrepreneurial style of management, but then back down when they come face-to-face with a real entrepreneur. So this can be a significant liability, but addressed properly it can usually be overcome easily.

Mindset

The first thing to keep in mind is that, with the explosion of highly publicized entrepreneurial successes in the past decade, especially in technology and e-commerce, the entrepreneurial style of management enjoys unprecedented respect in business circles.

At the same time, it is wise to remember that you are used to giving orders and having them followed, but as a job hunter, you are in the role of salesperson of your own talents. It will be to your advantage to come across with some humility, to offset the concerns mentioned. Employers want someone who can make them succeed and "look good," not someone who will outdo or outsmart them, so you'll also need to go easy on what is probably a well-developed critical sense.

On the positive side, remember that with all the wonderful qualities and talents you've developed as an entrepreneur, you are very likely the candidate who will deliver the most value most quickly, once you are hired. By definition you are hard working, highly motivated, action and results oriented, creative, and a natural leader with a sense of vision.

Resume

The summary at the top of your resume should state clearly that you can take responsibility for the success of a project or business operation, but that you are an equally strong team player. If you have had substantial experience as an employee before becoming an entrepreneur, you can also emphasize that in the summary and in the body of the resume.

The resume can also be structured to highlight a number of functions in which you excelled. This makes it easier for the employer to think in terms of where and how you can help, taking the focus away from why you might not fit in.

Interviews / e-mail / Letters

In interviews and correspondence you have the opportunity to address this so that it is neutralized, and in some cases actually make it an asset. You can cite your entrepreneurial experience as the reason why you are no doubt more highly motivated than any other candidate for the position, especially if you have also worked as an employee. Paraphrasing the old cliché about having been rich and poor, you can comment, "I've been an employee and I've been an entrepreneur, and being an employee is better."

You can follow that with some observations based on your own experience, which might relate to many things... the "loneliness at the top," the lack of resources to get things done, the scarcity of time to do the things you do best, or any other comments based on your sincere feelings. As appropriate, you may want to express your respect for professional management practices and human values, to counteract any stereotypical impressions an employer may have about "tough guy" entrepreneurs.

Actions

Examine your experience closely, both as an entrepreneur and an employee, and prepare several action-oriented stories that get across your talents in a variety of functions. Make sure they also illustrate your ability to work as part of a team. Be prepared to give as much evidence as possible in these memorable stories about your ability to manage effectively under a variety of circumstances, and consistently deliver results.

Develop and coach enthusiastic references from people who dealt with you as an entrepreneur outside your organization, e.g., customers, suppliers, sales reps, consultants, etc., who will be happy to attest to your management style, and how well it would fit with a corporation Review your resume with them, and make sure they keep a copy available for reference when and if they are called.

This step will enable you to make the statement in an interview that, "You've heard about Joe Smith from Joe Smith, but you really need to hear it from some of the people who know me best, and I strongly urge you to call them." That will reinforce the notion that you are well-suited for a corporate position.

If you're searching outside your industry, conduct research on any industry and companies you are targeting, using the Internet and/or resources in the Business Reference section of a good library. You might even consider going so far as to write a small article about the major trends in that industry as they affect someone in the general management function.

In this way, you can balance the "entrepreneurial image" not only by emphasizing functional skills and personal traits, but also by showing extensive industry knowledge and a lot of enthusiasm.

© 2010 Robert J. Gerberg    All rights reserved