Created from materials provided to the Students Network by E-SPAN. Not for redistribution. The Students Network operates the Students Forums on CompuServe. ============================================ NETWORKING: Using Your Contacts to Find Job Leads Ever talk to your boss from 10 years ago? Your co-workers from your last job? The neighbor you met last summer at the block party? The new coach at the tennis club? Your hair dresser? The list goes on and on. These individuals and many more are your single best source of employment contact in today's job market. Long gone are the days when you were able to pick up the newspaper, select 10 good advertisements, mail resumes and get 5 offers. Today, in order to job search effectively, you must be aggressive, visible and determined. Often individuals out of work for whatever reason (e.g., downsizing, company acquisition, company relocation), are embarrassed to let others know that they are in the job market. It's not their fault...times are difficult. However, we have all been brought up in a society where our self-esteem is directly related to our professional lives. We lose our jobs and we feel inadequate, no matter the reason. It's often difficult to put these feelings aside, realize that downsizings and other negative activity in the job market is directly effecting thousands of individuals, and appreciate the critical impact and success of networking to identify job opportunities. The opportunities are there, the only problem is that they are no longer listed in the newspaper or through professional recruiters. It's time to speak up. Developing your network of contacts is no mystery. It's hard work and constant communication. Each and every person you come in contact with, from the gentleman you meet in line at the post office to the manager of your favorite restaurant, can be an excellent source of employment contact. It's often amazing what other people know about job opportunities. And the only way you are going to find out about this information is to speak up and let people know you are in the job market. Believe me, they won't think it is your fault. They'll be sympathetic and often remarkably helpful. Have you thought about the fact that... Commercial Real Estate Agents are aware of new companies moving into the area, companies moving into larger facilities and new leases that have been signed. Bankers are aware of new companies in the area, new contracts that have been awarded, new products that are ready to hit the market and so much more? Restaurant managers know all about their regular customers-their jobs, their successes at work, their travel to develop new clients, new sales they have won, and the scuttlebutt about company acquisitions and mergers? Professional Association meetings and conferences are one of the single most effective methods to job search? Join your industry's professional associations and you'll walk into a room filled with indiviuals, all of whom are potential contacts for job search leads. This can be an extremely effective method to rapidly expand your network of contacts. Civic Associations and Community Groups are also an excellent source of networking contacts. Again, a room full of individuals, all potential sources of job information, at your immediate disposal. How much easier can it be? Equally important is your ability to network yourself into a company. If you know that you are interested in working for the ABC Company, call the company and establish communication with an individual at the firm--the human resource director, the sales and marketing manager, their purchasing director or the receptionist. Anyone will do. In fact, I recommend that at this initial stage you bypass the human resource department. These individuals are often overwhelmed with potential candidates and you just become one of the maddening crowd. But how many times has someone really worked to establish a relationship with the receptionist, the warehouse manager or the engineer? Call these individuals, tell them that your have heard about the ABC Company and that you wanted to find out some information about the firm directly from an individual who is employed there. Ask about their job, their responsibilities and their successes. People love to talk about themselves and share their ideas. Once you've established the contact, now you have an entry in the door. Informational interviews can also be a great source of networking. Call a company and tell them you are exploring opportunities with numerous firms in the area and would like to get some information about their company. Ask for 10-15 minutes (in person) to discuss the operations, successes and long-range goals of the company. Don't ask for a job interview, just ask for information--information about opportunities with other companies that they may be aware of. You will be amazed at the results. Most important, use your job interviews to develop leads. Hopefully, each interview will reap an offer. But, let's be realistic. In today's job market that is often not the case. I recommend that when you leave each interview you take with you the name of 3-5 companies to add to your network. When the interview is winding down, tell the interviewer you are interested in employment with his/her company (if this is the case), but would they know of anyone else that may be interested in a candidate with your qualifications. To support your networking campaign, develop a network contact lead tracking system (I recommend 3x5 index cards). Each and every time you get a lead, complete a card with full name, company, address, telephone and fax. Mail your resume, mark the mailing date on the card, and place it into a tickler file for follow-up in one week. And, make that follow-up call. It is a proven fact that: INDIVIDUALS WHO FOLLOW UP ONCE THEY HAVE MAILED A RESUME WILL BE MORE SUCCESSFUL IN THEIR JOB SEARCH CAMPAIGN. Networking is the key to success in today's job market. Set goals for yourself - 5 new contacts per week, 10 new contacts, whatever is most realistic for you. If you establish only 3 new contacts per week, and get 3 more from each of those individuals, before long you will have a wealth of networking and contact information leading you successfully to your next position. --------------------------------------------- RESUME RULES & REGULATIONS: How To Win The Game So, you want a job? Let's just suppose... I've run an advertisement for a computer programmer, a systems analyst, a chemical engineer or a Chief Information Officer. And now, only one week later, I have 429 resumes on my desk and at least 100 phone messages from interested applicants. It would be easier to just do the job myself (if I knew how!) than to try to work my way through this task. So, I spend the next week sifting through resumes that all say the same thing. Programmers tell me they write code, systems analyst tell me they design new systems and applications, chemical engineers write that they develop process for chemical manufacture, and CIOs tell me that direct the corporate information management organization. I KNOW THESE THINGS! That's what the job is. Looking at what I think is resume #388, something is different! This resume "says" something. It highlights projects, achievements, special task forces, and a host of other interesting and distinctive activities. I want to meet this applicant! Now, is that applicant you? It certainly can be if you learn the tricks and techniques to effectively market yourself through your resume. STRATEGY: The Sales & Marketing Game The resume is a great tool. There are really no rules, no definitive procedures that dictate how you prepare your resume. The choice is yours. The opportunity is there to sell your achievements creatively and aggressively, to effectively position yourself above the competing applicants, and get in the door for an interview. Just remember, the purpose of your resume is to get interviews. Resumes don't get jobs. Let's suppose you designed an innovative new product line. You're ready to begin selling this product, so you develop marketing plans, sales literature and other campaigns that highlight the features and benefits of the product. In essence, what makes it so great. Well, the concept is the same when you prepare your resume -- highlight the features and the benefits. Yes, of course, you need to include the "typical" resume information -- professional work experience, educational background, teaching experience, technical qualifications and professional affiliations. Equally important is the emphasis you place on selling your career success -- special projects, new systems development, productivity improvements, quality improvements, reduction in operating expenses, and more. The list goes on. A few examples may include: * Directed the development and implementation of a new corporate Information Management Systems to replace obsolete technology. Managed project from initial conceptualization and systems specification through the entire programming, configuration planning, installation and technical training cycle. * Redesigned internal project scheduling procedures and reduced net days per project by 32. * Redesigned engineering processes and expedited daily production by 18%. * Identified cost overrides in contracting data processing fees, renegotiated vendor agreements, and saved over $2.3 million annually. * Wrote and implemented a series of customized programs (e.g., accounting, inventory control, purchasing, order entry) to support UNIX-based operations for a multi-million dollar global distributor. By including this type of specific information, you are "teasing" the prospective employer. It is important that you provide detailed information to substantiate not only your qualifications but also your ability to contribute to the corporation and effectuate positive change. In today's economy, everyone is suffering -- from the large corporate giants of yesterday to the small, high-tech companies. Money is tight, competition is fierce and economics are forcing massive change. Companies need expertise and the ability to produce. Your job is to use your resume as an effective sales tool that will demonstrate your knowledge, achievements and capabilities. As your prospective employer, "tell" not only what you have done, but tell me how well. Be careful, however, about "overkill." Achievements must also be within the realm of reality (and documentable)! FORMAT: Capture Attention & Win A recommended format for high-tech resumes for engineering, data processing and other technical and management personnel, is as follows: Technical Qualifications * Brief, hard-hitting summary of your significant technical, and if appropriate, management qualifications. Also include any professional credentials or certifications, along with your technical proficiencies (e.g., equipment, computer hardware, programming languages, network protocols, operating systems, electronic test instrumentation). The summary can be presented either in a paragragh form or as a bulleted listing. For example: "PC SPECIALIST offers strong background in customized software applications, systems/needs evaluation, user training and systems support services. Seeking a technical services position offering opportunities for career training and enhancement." * Comprehensive knowledge of government regulations and industrial hygiene standards. * Substantial experience in project planning, implementation and management. * Ability to independently manage government affairs. * Solid field and site investigation skills. * Strong planning, analytical, writing and negotiation skills. * Proven record of achievement in responding to/managing environmental clean-up programs. Professional Experience * Include job titles, employers, locations and dates of employment in addition to a short, yet comprehensive summary of responsibilities with special emphasis on project highlights and achievements. Professional Activities * Broad category to include teaching experience, research projects, public speaking/presentations, writing experience, conference attendance and any other activities related to your career. Education * Include college degrees, attendance at college courses, seminars, workshops, conferences and any other professional development activities. Be sure to include distinguished academic achievements. College activities may or may not be appropiate based largely upon dates of graduation and amount of professional experience. Professional Affiliations * Include membership in professional association and societies, and of course, any specific leadership roles. Please note that this is a recommended format that may not be appropriate to your particular circumstance. Remember, there are no rules to resume writing. Prepare a resume that will sell your talents, technical qualifications, career history and achievements. VISUAL PRESENTATION: The "Make It Look Good" Game Yes, visual presentation matters! In order to sell yourself as a professional, you must "look" like a professional. With the advent of word processing, desktop publishing and laser printers, there is no excuse for a non-professional presentation. A few helpful hints: * Use bold and italics to highlight specific items on your resume. * Right hand justify the text for a "clearer" appearance. * Use high-quality paper (24 lb., 25% cotton). Ivory, light blue and light gray are distinctive and attractive, yet conservative. * Use matching stationary and envelopes for your cover letters. * Proofread and double proofread. Errors are unacceptable. * Leave lots of white space. Readability is as important as content. If no one reads the resume, it doesn't matter what you've said or how well you've said it. * Stay away from long paragraphs of more than 6-7 sentences. Break paragraphs with blank lines in between and/or use bullets to enhance reading ease. The one verses two page dilemma is a constant point of concern. Years ago, the "Resume God" said "Let your resume be one page." And it was law. But times have changed, the competition is fierce, and you must make every attempt to aggressively "sell" your qualifications. If two pages is required, so be it. You will find that your response to your job search campaign will be directly dependent upon how well you've marketed your qualifications and achievement; not on number of pages. --------------------------------------------- JOB INTERVIEWS: (More often referred to as "How Much Stress Can You Manage"?) We all know that the high point of any job search marketing campaign is the job interview. Yet, we all know what a stressful situation this can be. Will you say the right thing? Will the interviewer like you and be impressed? Will you look appropriate? Will the interviewer like you and be impressed with your qualifications? Will you trip over your own two feet walking in the door? RELAX! Take a deep breath, remind yourself of your career success to date and appreciate the fact that you are a talented individual. The interview just doesn't go one way. Although the interviewer is evaluating you and your credentials to join his/her company, you are also interviewing to determine if you like the company and feel as though it would be a good fit. All too often job search candidates lose sight of the fact that they are as much the interviewer as the interviewee. Now, onto the specifics for interviewing success. There are three critical ground rules for job interviews. You must: 1) Respond to the objectives of both you and the interviewer. Not one or the other. 2) Listen intently to the interviewer. 3) Retain control throughout the interview. Job interviews can be a trap. Your objective is to get a job; the interviewer's objective is to solve a problem (namely, find a qualified candidate). Immediately, there is a complete diversity of objectives. You must transition yourself across that boundary and demonstrate to the interviewer that you understand and can solve their problem. In order to achieve this objective, you must not only tell your interviewer your qualifications, but outline how they directly relate to the company at hand and the company's specific needs. Don't say: "I increased sales revenues by 45% for the ABC Company." Do Say: "I understand you need to expand your sales activity within the physician market. I was successful in doing just that with the ABC Company where, through my personal client development activities, I increased sales by 45%. As such, I have an extensive network of contacts throughout the marketplace that I'm sure will also be quite beneficial to your company." Remember, the only purpose of the first job interview is to get the second interview. That's it! Guidelines for the second interview include: 1) Punctuality. Don't arrive on time, arrive early. No matter how sympathetic your interviewer may be to the fact that there was an accident on the highway, it is virtually impossible to overcome a negative first impression. 2) Dress and presentation. Dress conservatively--you can't lose. You can establish your uniqueness through conversation, demeanor and your response to interview questions. 3) Listen. Don't just hear what your interviewer is saying, listen to what they are saying. Then, when the time arrives to answer questions, you'll understand the specific needs and objectives of the interviewer and the company. As such, you can frame your answers to directly respond to identified needs. Remember, it's at the second (and subsequent) interviews that you will attempt to "close" the sale. It's at that time that questions will be more specific, you will have the opportunity to speak with numerous individuals throughout the company, and you will be given the chance to ask your questions. Let the interview process proceed at the normal pace. Don't rush it along. Being overly anxious doesn't always work. Essential to any successful job interview are the following characteristics: Substitute strengths for weaknesses. Don't tell your interviewer you have no experience with a specific accounting software program. Instead, tell them that your experience with accounting software includes Accpac, Lotus, and One Write, each of which you were easily able to learn and attained quick proficiency. Transition the negative into a positive. Attitude and demeanor matter as much as your response to questions. Be professional and focused, yet friendly and personable. Remember, you need to fit into the workplace. No one wants to hire an individual with no personality, no matter the qualifications. Be brief, but thorough in your communication style. Long-winded, endless responses to questions are not the answer. You'll lose the interest of the interviewer and can get "lost" in your response. Be enthusiastic. People love to hire individuals excited about their company. Be professional, yet demonstrate your interest and energy. In each and every interview situation, there are common questions that will be asked. Don't wait until the interview to decide your response. Be prepared and think through your answers before you arrive. Some of these questions include: 1) Tell me about yourself. 2) What are your salary expectations? 3) How did you like your last job and why did you leave? 4) How did you get along with your former boss? 5) If you had the last 10 years of your life to live over again, what would you do differently? 6) What are your career goals for the next 5 years? 7) What are your strengths? What are your weaknesses? 8) Aren't you a little young for this position? 9) What is your personal life situation? 10) If we make an offer, how long do you plan to stay with the company? 11) How do you work with others? 12) What is your ideal position and career path? 13) Is there anything you would like to say to close the interview? Remember, listening, confidence and quality of presentation are the keys to successful interviewing