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Foot In The Door

Getting

The Interview

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The Facts• Cisco Systems Job page gets 500,000 visits per

month• Microsoft gets more than 12,000 resumes per

month• American Express screens 3,500 resumes monthly• 10,000 Web sites offer job postings. • More than 1.5 million resumes online. • 30 percent of Internet users are looking for a job

online

Match Between Individual and Organization

Organization’s Selectionof DesiredIndividuals

Organization’s EffortsTo Attract Desired

Individuals

Individual’s ChoiceOf An Organization

Individual’s effortTo attract Desired

Organization

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Recruiters are Looking for:

• Person-Job Fit– Do you have the requisite skills to perform the key

functions of the job

– Important during initial screen

• Person-Organization Fit– How well do you fit into the organization’s culture?

– Are your values congruent with organizational values

– Important at final hiring stage.

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Accredit Your Job Worth• Cover Letter

– Summary of Qualifications– Links to Specific Company

• Resume– Functional AND Chronological– Specific, vivid adjectives– Concrete Examples

• Portfolio– Executive Briefings– Code Samples– Planning Documents– Class Report

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Purpose of the ResumeAnd Job Letter

Applicant perspective– To demonstrate you meet or exceed minimum qualifications– To highlight key competencies– To separate your resume from the masses– To get your foot in the door– To demonstrate value-added attributes

• To Sell Your

Personal Brand

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Purpose of the ResumeAnd Job Letter

Employer Perspective– To assess whether candidates possesses

minimum qualifications– To narrow down applicant pool– To identify inconsistencies or

gaps in employment history– To determine if people are

lying about their credentials

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Types of Resumes

•Chronological

•Functional

•Combination

•Electronic

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Chronological• Job by job listing of each job you've held

starting with your most recent job and going backwards.

• Strong work history

• Worked for each employer 2 years or more

• Only a few gaps of only a few months between each job.

• Several years of employment in the field or type of position you seek.

• Positions show job growth.

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Samples: Employment • 1992-1997 Oliver Health Services (Oliver Corporation)

– Generated $5 million in annual revenue for Northwest branch. – Positioned Oliver to win new contracts worth $16 million in

annual revenue. – Sold high tech home health care services including disease

management and early discharge programs, acute and chronic infusion therapies, high risk women and pediatric health programs. Client domain included managed care organizations, hospitals and physicians

Success Award Winner for exceeding performance targets 1996 President's Club Award Winner (Top 20% of sales personnel)

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Functional/Skill-Based• Uses skill headings but does not include a

work history. • A functional/combination resume uses skill

headings but also includes a work history. – Erratic work history.

– Gaps in employment.

– Short work history

– Making a career change and your past work history and job titles don't match your job objective or salary level.

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Samples: Key Competencies

• Medical – 15 years of medical sales experience in the managed care, hospital,

physician group and pharmaceutical markets

• Sales Prospecting .

– Positioned Oliver to win two prestigious contracts worth $16 million in revenue for Northwest branch office.

– Successfully led roll-out of Collastate Homeostatic Sponge and led entire region in total sales ($5.5 million)

• Customer Relations

– Excellent client relations skill leading to broad-based and long term relationships.

– Teamed with physicians to conducted client assessment and follow-up analysis to develop customized stimulators

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ddd1 N. 156th PlaceShoreline, WA 98133

206 440-ddddemail: dddggnm @aol.com

Nancy Larson.

Key Competencies

Office ManagementStrong organizational skills and problem solving abilities with attention to detail. Ability to work independently. Guaranteed follow through. Completes all assigned tasks with a high level of professionalism. Excellent written and verbal communication skills Expertise in publishing newsletters Strong parent-child/ customer service skills. Ability to word process 50 wpmAdvanced computer skills (Word, Excel, PowerPoint, Publisher, Microsoft Office, Win 95, Win98)

Child Care Management

More than 10 years of experience in child care delivery and management.Extensive experience in coordinating and motivating child care providers to achieve excellence in care and service Excellent training and coaching skills for staff as well as children and their parents. Proven track record of managing to budgetSubstantive fund raising experience.

Work Experience

4/2000 to PresentSubstitute Secretary. Shoreline School DistrictDistrict Office, Kellogg Middle School Shorecrest High School. Staff newsletter publication. Sent quick mail. Prepared word documents. Spreadsheets in Excel. Telephone receptionist. Worked front desk assisting parents, teachers and children.. Assisted in preparation of progress reports.

7/98 -3/2000 Home Health Care Provider Full charge care of 102 year old grandmother so she could live and die with dignity. Tasks included bathing, feeding, health care assistance, money management and companionship.

1989-1998 Director, Discovery Bay Daycare, 3434 16th Avenue West, Seattle, WA 98199 Oversaw operation of 18 family company sponsored daycare center. Managed, hired, and directed staff of four daycare providers. Payroll, taxes, accounts payable and receivable. Licensing with DSHS. $175,000 budget. Developed an exceptional music program. Never had a complaint filed with DSHS against center.Managed annual budget of $175,000Achieved 10 straight years of profitability

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EDUCATION UNIVERSITY OF WASHINGTON, Seattle, WAMBA June 2001Designed comprehensive compensation system including job descriptions, job evaluation manual, performance appraisal instrument, a pay structure and an incentive system. Conducted regression analysis, internal and external market analysis, and a benchmarking study.Developed and implemented a marketing plan for a local business as part of the Business and Economic Development Program.Coordinated logistics for a major networking event involving more than 50 companies and 250 guests.

THE PENNSYLVANIA STATE UNIVERSITY, State College, PABS, Management 1985

EXPERIENCE

PLUM CREEK TIMBER CO, INC, Seattle, WAAssistant Director of Compensation and Benefits 2000-01

•Implemented Cash Balance Retirement Plan delivering annual cost savings of $400K.•Implemented Long Term Incentive and Variable Compensation Plan.•Developed an integrated compensation plan for companies' largest merger. •Developed and implemented Stock Option management plan.•Conducted benchmarking study for pay grade validation project.

UNITED STATES NAVYContracting Officer/Logistics Support Officer Mechanicsburg, PA1996-99

•Spearheaded innovative contracting efforts tailored to provide supply chain solutions.•Coordinated complex creative contract delivering cost savings of $10M.•Initiated unique inventory sale and exchange program resulting in cost avoidance of $4M.•Awarded Naval Sea Systems Command Team Logistics Award for most improved Weapon System Team.•Awarded Navy Commendation Medal for superior performance.•Promoted to Lieutenant Commander

Sarah Johnson

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On-Line ResumeOn-Line Resume• Electronic Mail

– Plain Text (.txt) -- ASCII only files– Rich-text (.rtf)– Hypertext (.html)– Compressed files

• Electronic Forms• Personal Web pages• Scannable Resumes• Your own domain name• Personal homepage

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On-Line ResumeOn-Line Resume• E-mail Address

– “WildOne” versus “JaneSmith”– Signature– Easy to spell– Avoid Cutesy

• Your own domain name

• Personal homepage

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Elements Of Your ResumeElements Of Your ResumeElements Of Your ResumeElements Of Your Resume• Heading• Objective (if desired)• Core Competencies• Employment data

– Key functions– Job Skills– Accomplishments/ awards

• Education and Training• Personal Data• Qualification Summary

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The Buzzword Resume• Use the buzzwords to solidify your standing in the

Industry– Developed JIT inventory control system

using A-B-C hierarchical

• Use their buzz words– Terms in advertisements

– Homepage

– Mission Statements

– (e.g. evangelist, guru, independent contributor)

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Individualize ResumeIndividualize Resume• Use a customer driven approach

• Individualized For EACH Company– Insure you have clearly delineated that you

meet the company’s minimum qualification• (e.g. 3 years C++ experience)

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Quantify Accomplishments• Include specific concrete numbers

– Numbers (10% increase, staff of 15)– Dollars ($1 million), – Percentages ( 15% increase, Up 125%)

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Original Job HistoryOriginal Job HistoryExperience• Manager, Freddie’s Readymart, Nanhassett, NY

– Supervised employees, trained cashiers. Responsible for inventory control. (1992)

• Manager, K-Mart Stores, Long Island City, NY– Responsible for camera department, hired employees and

supervised night shift (1991)

• Distribution supervisor, ABC Stores, Ithaca, NY– Oversaw all deliveries to 17 stores. Controlled 7 truck

drivers. Assisted customers ( 1990-1991)

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Experience• Manager, Freddie’s Readymart, Nanhassett, NY

Hiring, firing and staffing authority for 5 full-time and 22 part-time employees. Designed and delivered 8 hour in house training for cashiers. Coordinated inventory control system 10,000 SKU items. Weekly sales of $100,000 in1999.

Accomplishments– Increased customer satisfaction ratings by 3% points in five months.– Reduced shrinkage by 25% in a six month period.– Received commendation for store cleanliness.– Increased weekly sales by 50%

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Two Words Not to Use

Two Words Not to Use

•Entry Level

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Don’t LieDon’t LieLie or Exaggerate• Ward Howell’s executive search firm found that

among executive candidates• 65% lie about their academic credentials• 43% lied about job responsibilities• 42% lied about previous compensation

• University of Pittsburgh found• 29-35% of medical students lied about research,

presentations and articles.

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Cover LetterCover Letter• Proper Business Format

– Crisp and clean, no spelling errors

• Addressed to a specific person

• Original letter with specific reference to the company

• Provides relevant information– Summary of your skills

– Concrete example of value added

• Sells your brand to the reader?– Impress reviewer with applicant’s focus

– Clears up any questions from resume

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Include QuotesInclude QuotesPersonal Statement

– “The secret of success is consistency of purpose”

– “To exist is to change, to change is to mature, to mature is to go on creating oneself endlessly - Henry Bergson

– “We are what we believe we are.”

– “If you win the rat race, you are still a rat.”

Quotes from References– “Tom is the brightest student I have ever known”

– “Ally always completed projects on schedule -- even the toughest ones”

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The Postscript Technique

The Postscript Technique

Highlight a marketable skill by adding a postscript– “P.S. I was the first intern at The Boeing

Corporation to be named employee of the month. And I won it not once but three times. I am looking forward to bringing the same level of commitment to you at High Flyers.com”

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Life Experiences SectionLife Experiences Section• Employers want people who are well rounded and have

diverse interests• People like people who are like themselves.• Conversation starter

Samples– Won Best in Show at the superbowl of dogdom, the Westminster

Dog show with Scottish Terrier Ch. Gaelforce Postscript

– Correspondent for the National Enquirer

– Avid runner. Successfully completed 5 marathons. Improved personal best time each run.

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• Accredit Your Qualifications

• Gives a Competitive Advantage

• Demonstrates Creativity

• A Picture is Worth a Thousand Words

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• CD ROM or disk containing examples of your work

• Business Plan or analysis

• Class Project (e.g. Compensation study, executive briefing

• Computer code,

• Power point presentation

• Product Design

• Web page (make sure it is perfect and links work)

• “Fleshed out” example of your solution to a particular problem

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Appearance Appearance Of ResumeOf Resume

• Are there spelling errors?• Is everything in proper tense?• Is it printed on good quality bond with matching envelope

and cover letter• Is the printing readable?• Does it provide relevant information?• Does it ramble?• Are the entries consistent?• Overall cleanliness, legibility?

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• "Please note that I have a Fortune 500 pedigree."• "Worked in hospital as a candy striper."• "Great eye for derail.”• "Currently unemployed because of self-inflicted toe sprain."• "I have incredibly entertaining hair." • "Education: Some."• "Responsible for all customer complaints."

• "Finished eighth in my class of ten."

• "References: none. I've left a path of destruction behind me."

• "Sex: often. Marital status: often. Children: various."

• "It's best for employers that I not work with people."

• "Wholly responsible for two (2) failed financial institutions."

• "Reason for leaving last job: maturity leave.”

• "Note: Please don't misconstrue my 14 jobs as 'job-hopping'. I have never quit a job."

• "The company made me a scapegoat, just like my three previous employers."

• "I have an excellent track record, although I am not a horse."

Did They Really

Say That?

Did They Really

Say That?