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career
forward
The tools you need to start moving


                                 
2 | career forward




   CONTENTS                                	         introduction P/3


                                           01	Networking opens doors                    P/4



                                           02	Understanding the recruiter relationship                    P/6



                                           03	Impress with your résumé                  P/8



                                           04	Have them at “hello”              P/16



                                           05	Nailing the interview              P/19



                                           06	Following up             P/28



                                           07	 The professional exit             P/31



                                           08	 The counter-offer dilemma                  P/35



                                           09	Where Kelly comes in®
                                                                                 P/37




                                                                                                                                                                                 


HOME         CONTENTS   INTRODUCTION   01              02              03                04           05            06             07               08              09
                                       Networking      Understanding   Impress with      Have them    Nailing the   Following up   The professional The             Where Kelly
                                       opens doors     the recruiter   your résumé       at “hello”   interview                    exit             counter-offer   comes in
                                                       relationship                                                                                 dilemma
3 | career forward




   introduction                            You’re ready to move forward. You have the
                                           skills, the experience, and the drive to take
                                           that next step in your career. All you need now
                                           is the right opportunity.
                                           So now what?
                                           This guide will provide you with what you need—from effective networking to closing the deal on
                                           a job offer.

                                           The fine print:
                                           Some of the suggestions here may seem obvious, but résumé and job-search mistakes can happen at
                                           all professional levels. Taking the time to review this guide will help you avoid blunders and make your
                                           search a success.




                                                                                                                                                                                  


HOME         CONTENTS   INTRODUCTION   01             02              03             04              05             06              07               08              09
                                       Networking     Understanding   Impress with   Have them       Nailing the    Following up    The professional The             Where Kelly
                                       opens doors    the recruiter   your résumé    at “hello”      interview                      exit             counter-offer   comes in
                                                      relationship                                                                                   dilemma
4 | career forward




  01
   networking                              Who you know matters, and so does
   opens doors                             having a strong professional network—
                                           because your contacts may lead to more
                                           options and opportunities.
                                           Consider the following when networking.




                                                                                                                                                                            


HOME         CONTENTS   INTRODUCTION   01            02              03             04           05            06             07               08              09
                                       Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                       opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                     relationship                                                                              dilemma
5 | career forward




  01
   networking                              •	Explore every angle. People have         •	 e genuine. Mention the names
                                                                                         B                                             •	OMG! Don’t 4get 2 B professional!
                                             different styles of networking. Use         of people who referred you. Take               Avoid using texting lingo, slang,
   opens doors                               what’s best for you, but get out            the time to get to know your new               symbols, and abbreviations in your
                                             of your comfort zone, too. Don’t            contact’s background, knowledge, and           online communication with contacts.
                                             be afraid to reach out to circles of        expertise. Showing interest in others          Write as if you are speaking to
                                             friends, colleagues, social networks,       will make them interested in you.              the person face-to-face. This is a
                                             and professional organizations alike.                                                      simple and effective way to convey
                                                                                       •	Share the wealth. Networking isn’t            professionalism.
                                           •	Plan ahead. Don’t waste your contact’s     always about finding a job. Look at
                                             valuable time. If you are serious about     initial conversations with contacts as        •	Follow-up. It’s your responsibility to
                                             a career change, make your intentions       an opportunity to share ideas and              follow up on leads. Should anything
                                             known early on. Telling your contact        information—and consider that your             turn into a new job, remember to
                                             that you are just “thinking” about          expertise could possibly help them,            send your contact a thank you note.
                                             a change might not be enough to             too.                                           It’s a professional courtesy that may
                                             motivate them to help you.                                                                 help you even more down the road.
                                                                                       •	Get social. Social networking is a
                                           •	 ring your A-game. Make sure your
                                             B                                           major force among professionals.
                                             career portfolio is up to date. That        Join the networks that are most
                                             includes your most recent résumé,           relevant to you, develop a strong
                                             online career profiles, talking points,     profile that highlights your skills
                                             and contact information.                    and experience, and include a
                                                                                         professional photo. Regularly monitor
                                                                                         your profiles and reply promptly
                                                                                         when someone reaches out to you.
                                                                                                                                                                                        


HOME         CONTENTS   INTRODUCTION   01              02               03             04              05               06                07               08              09
                                       Networking      Understanding    Impress with   Have them       Nailing the      Following up      The professional The             Where Kelly
                                       opens doors     the recruiter    your résumé    at “hello”      interview                          exit             counter-offer   comes in
                                                       relationship                                                                                        dilemma
6 | career forward




  02
   Understanding We often hear advice on how to deal with
   the recruiter potential employers, but we rarely hear about
   relationship  how to effectively work with our job search
                 advocate—the recruiter.
                                           The following guidelines will help you make
                                           the most of the relationship.




                                                                                                                                                                            


HOME         CONTENTS   INTRODUCTION   01            02              03             04           05            06             07               08              09
                                       Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                       opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                     relationship                                                                              dilemma
7 | career forward




  02
   Understanding                           •	Start out on the right foot. Sell
                                             yourself to a recruiter during the first
                                                                                        •	Know that recruiters have the
                                                                                          inside track on openings. Your
                                                                                                                                       •	Follow-up and keep in touch.
                                                                                                                                        Share your interview experience with
   the recruiter                             meeting just like you would in an            recruiter may have a job for you              the recruiter. Keeping the lines of
                                             interview. The recruiter needs to feel       that you can’t find anywhere else.            communication open helps maintain
   relationship                              good about representing you.                 Submitting your résumé through a              a positive relationship with your
                                                                                          recruiter sometimes is the only way           recruiter.
                                           •	Be honest. Tell the truth about your        to get your foot in the door, putting
                                             career goals, personal needs, and            you far ahead of the competition.            •	Referrals. Tell your recruiter about
                                             salary requirements so your recruiter                                                      other people you know who may be
                                             can take this critical information and     •	Communicate. If you get your                 a good fit for a job. Again, you’re
                                             present you in the best possible             own interview with a company, let             building a valuable relationship with
                                             light. Tell them if you’re working with      your recruiter know. It will heighten         your recruiter while helping others in
                                             another recruiter simultaneously. A          urgency for the recruiter to call a few       their job search.
                                             knowledgeable recruiter knows it’s           competing companies, which could
                                             realistic for a candidate to work with       spur urgency for those companies
                                             more than one representative.                to interview you as soon as possible.
                                                                                          In the process you might also get a
                                           •	Have patience. It takes time for a          valuable scoop on fair compensation,
                                             recruiter to deliver the best results.       which your recruiter can leverage as
                                             Even if the perfect job isn’t available      they continue to search out the best
                                             right away, trust your recruiter to be       opportunities.
                                             the first to know when an opportunity
                                             is right.


                                                                                                                                                                                         


HOME         CONTENTS   INTRODUCTION   01                02              03             04             05               06                07               08               09
                                       Networking        Understanding   Impress with   Have them      Nailing the      Following up      The professional The              Where Kelly
                                       opens doors       the recruiter   your résumé    at “hello”     interview                          exit             counter-offer    comes in
                                                         relationship                                                                                      dilemma
8 | career forward




  03
   impress with                            Your résumé makes an impression that can
   your résumé                             determine whether or not you will be invited
                                           for an interview. Your goal is to craft a powerful
                                           document that shows off your accomplishments,
                                           experience, skills, and strengths.




                                                                                                                                                                            


HOME         CONTENTS   INTRODUCTION   01            02              03             04           05            06             07               08              09
                                       Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                       opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                     relationship                                                                              dilemma
9 | career forward




  03
   impress with                            •	Position yourself. Including an           •	Describe companies. Unless the              •	Use action words. Action words/
                                             “objective” on your résumé is an             company is very well-known, include           verbs (e.g., developed, designed,
   your résumé                               outdated format. Companies want              a description with size, industry,            championed, initiated, established,
                                             to know what you can do for them,            location, and any other notables.             executed, managed, organized)
                                             not the other way around. Begin              Never include negative information            promote a powerful individual.
                                             your résumé instead with a strong            or your reason for leaving a former           Omit personal pronouns.
                                             positioning statement that describes         employer.                                     Replace “I accomplished” with
                                             what you have to offer. Example:                                                           “Accomplished…”
                                             “Highly accomplished marketing             •	Showcase accomplishments with
                                             executive with more than 10 years            the use of bullet points while also          •	 ake it easy on the eye. Keep
                                                                                                                                         M
                                             experience developing multi-million          succinctly summarizing your daily             it clean, simple, and professional.
                                             dollar product lines.”                       tasks. Keep descriptions short and            Avoid multiple fonts, font sizes, and
                                                                                          streamlined. Avoid company lingo or           complicated formatting. Limit it to two
                                           •	Organize with simple categories:            acronyms.                                     pages, using white or off-white paper.
                                             Professional Experience, Education,
                                             Certifications, Associations.              •	Show measurable results. “Increased         •	Proofread. Read your résumé and
                                                                                          yearly profits” is vague. “Developed          then read it again. Have a trusted
                                           •	Be relevant. List your experience           new direct mail campaign resulting            friend review it for mistakes. A
                                             and dates of employment in reverse           in more than $4 million in yearly             misspelled word can ruin your
                                             chronological order, and then only           sales,” is specific and demonstrates a        chances for an interview.
                                             for the past 10 years unless you feel        measured result of your abilities.
                                             that certain experience prior to that                                                     •	Be truthful. False or misstated
                                             is critical in helping you get a new                                                       information can take you out of the
                                             position.                                                                                  running.

                                                                                                                                                                                         


HOME         CONTENTS   INTRODUCTION   01                02              03             04              05              06                07               08               09
                                       Networking        Understanding   Impress with   Have them       Nailing the     Following up      The professional The              Where Kelly
                                       opens doors       the recruiter   your résumé    at “hello”      interview                         exit             counter-offer    comes in
                                                         relationship                                                                                      dilemma
10 | career forward




  03
   impress with                             •	List education, certifications,          •	Include keywords in electronic
                                              and associations last. These are            version. Your résumé may be placed
   your résumé                                important, but not more than direct         in keyword-searchable databases that
                                              experience. Leave out anything              use software to search for specific
                                              personal such as hobbies or awards          keywords that relate to job activities.
                                              that have no professional relevance.        Always include keywords related
                                                                                          to the specific industry. Use words
                                            •	Create an electronic version.              repeatedly mentioned in the job title
                                              Employers may need your résumé in           and description.
                                              several different formats. Although
                                              most accept MS WORD or PDF
                                              versions, it’s good practice to have a
                                              plain text (TXT or RTF file) version on
                                              hand for job posting purposes.




                                                                                                                                                                                     


HOME         CONTENTS    INTRODUCTION   01              02              03              04              05              06             07               08              09
                                        Networking      Understanding   Impress with    Have them       Nailing the     Following up   The professional The             Where Kelly
                                        opens doors     the recruiter   your résumé     at “hello”      interview                      exit             counter-offer   comes in
                                                        relationship                                                                                    dilemma
11 | career forward




  03
   impress with
                                            Special circumstances/types of résumés
                                            If you are a recent college graduate           If you are changing careers:                     Listing your GPA:
                                            with little experience:                        •	 onsider using a functional résumé,
                                                                                             C                                              •	 cademic accomplishments become
                                                                                                                                              A
   your résumé                              •	 ighlight skills and experience that
                                              H                                              which allows you to highlight                   less significant as work history
                                              are important to the job you are               transferable skills.                            develops, so don’t include your GPA if
                                              applying for, i.e. classes, volunteer                                                          you’ve been working for a few years.
                                              efforts, internships, professional           If you have gaps in your work history:           •	 n exception: If you are a recent
                                                                                                                                              A
                                              organizations, etc.                          •	 se your cover letter to explain
                                                                                             U                                               graduate with a high GPA or degree
                                            •	 ry a functional résumé rather than a
                                              T                                              how you’ve kept your skills up-to-              from a distinguished university, list
                                              chronological one, listing your skills         date through temporary/contract                 this information near the top of your
                                              and accomplishments first and putting          assignments, volunteer work,                    résumé.
                                              less emphasis on your previous                 professional development courses, etc.
                                              positions and dates of employment.
                                                                                           If you’ve had several temporary/
                                              Rather than having a section called
                                                                                           contract positions:
                                              “Work experience,” consider using
                                                                                           •	 ist temporary/contract positions in
                                                                                             L
                                              functional sections that highlight skills.
                                                                                             reverse chronological order, just as
                                              Example: “Research experience,”
                                                                                             you would full-time positions.
                                              “Network installation skills,” or
                                                                                           •	f you worked with a staffing
                                                                                             I
                                              “Project management skills.” Then list
                                                                                             company, use its name as your
                                              a brief work history near the end of
                                                                                             employer, grouping all of your
                                              the document.
                                                                                             assignments together.




                                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01              02               03                04              05                06                07               08              09
                                        Networking      Understanding    Impress with      Have them       Nailing the       Following up      The professional The             Where Kelly
                                        opens doors     the recruiter    your résumé       at “hello”      interview                           exit             counter-offer   comes in
                                                        relationship                                                                                            dilemma
12 | career forward




                                            sample résumé one: chronological P/1




  03
   impress with
                                               Summary of Qualifications			
                                                                                            Alicia Wilson
                                                                                           515 Main Street
                                                                                       East Lansing, MI 48823
                                                                                        Phone: (517) 555-4444
                                                                                    E-mail: awilson@hotmail.com


                                               Experienced management professional specializing in financial analysis, planning, and budgeting.
                                               Demonstrated expertise in and dedication to developing innovative process improvements that positively


   your résumé
                                               affect company profitability with a consistent and documented record of creating positive organizational
                                               enhancements.

                                               Representative Accomplishments
                                                 •	 Deep knowledge of asset management/wealth-development built through six years of business experience
                                                 •	 Created and implemented strategic planning and analysis process resulting in more than 200
                                                    enhancements to client organization
                                                 •	 Reduced labor costs by average of $500 per month by cutting two days off monthly close schedule
                                                 •	 Commended by CFO for developing model for long-term forecast of accounts payable payments to
                                                    determine cash requirements and timing of bank borrowing

                                               Professional Experience				
                                               Wilson Reilly Management – A Fortune 500 Investment and Consulting Firm
                                               Finance and Administration Director	                                                       2005 – Present
                                               Directed accounting, finance, and operations for the North American consumer division. Major
                                               accomplishments include:
                                                 •	 Drove improvement in operating profits for division resulting in $80 million increase over the course of
                                                    three years
                                                 •	 Led $30 million acquisition of new operating unit resulting in a 25% increase in market penetration
                                                 •	 Implemented financial controls and managed $1.5 million budget
                                                 •	 Drove implementation of the CST.2 Active Accounting System throughout branch offices resulting in
                                                    increased efficiency and a $1 million YOY reduction in expenses
                                                 •	 Reduced monthly receivable write-offs by $556,000 by developing and implementing restricted credit
                                                    policies for the lowest margin customers
                                                 •	 Designed executive management, financial, and operational reporting for more than 100 branches

                                               Portfolio Planning, Inc. – A Publicly Held Capital Management Company
                                               Senior Financial Manager	                                                                  2002 – 2005
                                               Co-managed $5 – 10 million in domestic equities for private individuals. Selected securities, valued
                                               portfolios, traded equities, and built personal customer relationships. Developed valuation models and
                                               analytical framework for the equity management service. Major accomplishments include:
                                                 •	 Allocated and oversaw $50 million in corporate cash for a large public company – helped to build and
                                                    maintain the relationship for more than 3 years
                                                 •	 Secured new client relationships that resulted in $3.5 million in new business



                                                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01                02                   03                   04                   05                   06               07               08              09
                                        Networking        Understanding        Impress with         Have them            Nailing the          Following up     The professional The             Where Kelly
                                        opens doors       the recruiter        your résumé          at “hello”           interview                             exit             counter-offer   comes in
                                                          relationship                                                                                                          dilemma
13 | career forward




                                            sample résumé one: chronological P/2




  03
   impress with
                                                 •	 Analyzed more than a hundred companies across various industries using traditional financial statement
                                                    analysis, qualitative analysis, break-up, and comparative valuation methods
                                                 •	 Won contract offering investment services through 14 branches of a local bank
                                                 •	 Developed a rapidly growing brokerage clientele of 275 accounts – products included mutual funds, stocks,
                                                    bonds, individual and company retirement plans, insurance, and annuities
                                                 •	 Managed team of seven Financial Managers

                                               Interactive Investing, Inc. – Management Consulting and Registered Commodity Trading Firm
                                               Senior Financial Analyst	                                                                 1999 – 2002
                                               Financial Analyst	                                                                        1998 – 1999

   your résumé                                 Provided customized analysis, software, charting, and data for Fortune 500 clients. Major accomplishments
                                               include:
                                                 •	 Expanded proprietary database to include numerous unique data sets, particularly in the cash commodity
                                                    markets
                                                 •	 Created twenty new and innovative products to meet specific customer needs
                                                 •	 User liaison for billing system in place in 40 offices throughout US. New system showed decrease in overdue
                                                    accounts resulting in 34% more billable revenue each month

                                               Education			
                                               Master of Business Administration in Finance 	 2004
                                               Michigan State University, Lansing, Michigan			

                                               Bachelors of Business Administration in Finance	1998
                                               University of Detroit Mercy, Detroit, Michigan

                                               Affiliations  Memberships				
                                               Board of Directors – Abacus Education Foundation
                                                 •	 Responsible for organizing and managing monthly and yearly financial records

                                               Fundraising Committee Chair – Midwest Entrepreneurial Foundation
                                                 •	 Raised donation in excess of $75,000
                                                 •	 Organized and managed fundraising efforts




                                                                                                                                                                                                                


HOME         CONTENTS    INTRODUCTION   01                02                    03                    04                    05                    06              07               08              09
                                        Networking        Understanding         Impress with          Have them             Nailing the           Following up    The professional The             Where Kelly
                                        opens doors       the recruiter         your résumé           at “hello”            interview                             exit             counter-offer   comes in
                                                          relationship                                                                                                             dilemma
14 | career forward




                                            sample résumé two: functional P/1




  03
   impress with
                                               QUALIFICATIONS	
                                               	
                                               	
                                               	
                                                                                 JASON MOORE
                                                                    5432 Kingsfield Drive, Indianapolis, IN 46268
                                                                      Home: 317-871-1436 Cell: 317-871-4829
                                                                            jason_moore@jobsearch.com

                                                                 •	 Executive-level, strategic marketing, and product development
                                                                 	 professional in the financial services industry
                                                                 •	 Advanced strategic marketing and promotions
                                                                 •	 Extensive direct-to-consumer and business-to-business experience
                                               	                 •	 PL management
   your résumé                                 	
                                               	
                                                                 •	 Online and traditional product development
                                                                 •	 Budget administration
                                               	                 •	 Recognized leadership and teambuilding

                                               EXPERIENCE	       Strategic Marketing
                                               	                 Significant accomplishments include:
                                               	                 •	  enerated $41 million in annual organic growth with $500,000
                                                                    G
                                                                    marketing investment through client focused lead generation,
                                                                    advertising, and promotion efforts
                                               	                 •	  evelopment and execution of vertical industry strategy resulting in
                                                                    D
                                                                    annual division revenue increases of 38%
                                               	                 •	  ncreased depth of online product offerings, resulting in new account
                                                                    I
                                                                    growth averaging 37% per year
                                               	                 •	  ed expansion efforts by identifying and capitalizing profitable
                                                                    L
                                                                    markets– increased branch coverage by 25%
                                               	                 •	  ed insurance investment group through intensive overhaul of sales
                                                                    L
                                                                    and marketing approach that increased penetration into personal
                                                                    investing by 20% and division revenue by 23% in 2007
                                               	                 •	  mproved online lead generation activity by 9,500 active leads each
                                                                    I
                                                                    month
                                               	                 •	  ork directly with CEO to develop strategic marketing plan and
                                                                    W
                                                                    determine corporate direction
                                               	                 •	  everaged CRM data to develop models to identify customers at
                                                                    L
                                                                    greatest risk of decline, developed and implemented strategies to help
                                                                    retain key customers, resulting in consistent double-digit year over
                                                                    year growth for this segment

                                               	                 New Product Development
                                               	                 Significant accomplishments include:
                                               	                 •	  ew product development resulting in more than $200 million in
                                                                    N
                                                                    additional yearly revenue
                                               	                 •	 Developed premium account product for high-volume clients, which
                                                                    
                                                                    increased account penetration by 46% in the financial services market


                                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01            02               03                 04                 05                 06             07               08              09
                                        Networking    Understanding    Impress with       Have them          Nailing the        Following up   The professional The             Where Kelly
                                        opens doors   the recruiter    your résumé        at “hello”         interview                         exit             counter-offer   comes in
                                                      relationship                                                                                              dilemma
15 | career forward




                                            sample résumé two: functional P/2




  03
   impress with
                                               	


                                               	

                                               	

                                               	
                                                                 •	  eveloped and introduced specialty product for the business-to-
                                                                    D
                                                                    business market which drove an additional contribution of $80 million
                                                                    in the first year
                                                                 •	  nhanced existing offline products for the consumer market,
                                                                    E
                                                                    improving margin by 24%
                                                                 •	  ntroduced more than 50 enhancements to existing online product
                                                                    I
                                                                    resulting in 200% more repeat visitors to consumer web site
                                                                 •	  stablished formalized product life cycle management approach,
                                                                    E
                                                                    resulting in 10% year over year growth in niche markets

   your résumé
                                               	                 •	  enerated comprehensive product plans to address challenges and
                                                                    G
                                                                    exploit opportunities identified in product review

                                               	                 Leadership and Talent Management
                                               	                 Significant accomplishments include:
                                               	                 •	  ead cross-functional teams responsible for new product
                                                                    L
                                                                    development, product management, marketing, and promotions
                                               	                 •	  otivated teams to regularly exceed targets and financial forecasts
                                                                    M
                                               	                 •	  uilt national team of 30 marketing professionals that drove sales
                                                                    B
                                                                    growth an average of 34% at the branch level
                                               	                 •	  dentified and promoted key performers within the organization
                                                                    I
                                               	                 •	  etained marketing team at 95% over a five-year period
                                                                    R

                                               EMPLOYERS	        Interactive Investing, Inc., Indianapolis, IN
                                               	                 A publicly held Fortune 500 investment firm with 200 locations
                                               worldwide
                                               	                 Vice President of Marketing	                           2005 to Present

                                               	                 Up Close and Personal Inc., Ann Arbor, MI
                                               	                 A national financial planning agency with more than 100 locations
                                               nationwide
                                               	                 Director of Product Development and Marketing	         2001 to 2005

                                               	                 Lime Green Investments, Ann Arbor, MI
                                               	                 A boutique financial planning agency specializing in environmentally
                                               	                 responsible investments
                                               	                 Marketing Manager	                                      1999 to 2001
                                               	                 Associate Marketing Manager	                            1996 to 1999

                                               EDUCATION	        Master of Business Administration
                                               	                 University of Michigan

                                               	                 Bachelor of Business Administration in Accounting
                                               	                 Central Michigan University




                                                                                                                                                                                                


HOME         CONTENTS    INTRODUCTION   01              02              03                  04                 05                  06             07               08              09
                                        Networking      Understanding   Impress with        Have them          Nailing the         Following up   The professional The             Where Kelly
                                        opens doors     the recruiter   your résumé         at “hello”         interview                          exit             counter-offer   comes in
                                                        relationship                                                                                               dilemma
16 | career forward




  04
   Have them at                             The cover letter provides an additional
   “hello”                                  opportunity to market yourself. It can establish
                                            you as a potential candidate and set you apart
                                            from other applicants.
                                            Use the following template to help you write
                                            an effective cover letter intro, main body,
                                            and closing.




                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01            02              03             04           05            06             07               08              09
                                        Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                        opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                      relationship                                                                              dilemma
17 | career forward




  04
                                            cover letter format:
                                            Your name
                                            Mailing address
                                            City, State, and ZIP Code
                                            Telephone number(s)
                                            E-mail address
   Have them at                             Today’s date
   “hello”                                  Addressee’s name
                                            Professional title
                                            Organization name
                                            Mailing address
                                            City, State, and ZIP Code

                                            Dear Mr. (or Ms.) last name,

                                            Begin your letter with a statement that establishes a connection with your reader, a probing question,
                                            or a notable quote. Briefly say what job you are applying for.

                                            The body of your letter should be one to two short paragraphs that make relevant points about your
                                            qualifications. Do not summarize your résumé! Choose some qualifications that really target the
                                            position you are interested in, but fight the tendency to oversell at this point.

                                            Your closing paragraph should initiate action by explaining what you will do next (e.g., call the
                                            employer) or instigate the reader to contact you to set up an interview. Always close by showing
                                            appreciation.

                                            Sincerely yours,

                                            Your signature (handwritten)
                                            Your name (typed)

                                            Enclosure: Résumé


                                                                                                                                                                                


HOME         CONTENTS    INTRODUCTION   01             02               03             04           05             06             07               08              09
                                        Networking     Understanding    Impress with   Have them    Nailing the    Following up   The professional The             Where Kelly
                                        opens doors    the recruiter    your résumé    at “hello”   interview                     exit             counter-offer   comes in
                                                       relationship                                                                                dilemma
18 | career forward




                                            sample cover letter




  04
   Have them at
                                                      August 24, 2008



                                                      Kyle Curtin

   “hello”
                                                      Brown Cow Interactive
                                                      478 Woodward Ave.
                                                      Birmingham, MI 45990

                                                      Dear Mr. Curtin:

                                                      I read with interest your requirements for an Account Supervisor. I am interested in working for a
                                                      dynamic and fast growing interactive marketing firm such as yours and have noted your progress
                                                      since your company started in 2001.

                                                      In my position at EastWay Advertising, I was responsible for managing more than $17 million
                                                      in national advertising revenue along with developing and executing new online and offline
                                                      initiatives designed to motivate consumer purchases and increase revenue. As the lead member of
                                                      the account team, I was responsible for moving overall client retention from 76% to 92%, as well as
                                                      growing several key verticals. I believe I can bring a high level of expertise and experience to your
                                                      organization while making an immediate impact.

                                                      The attached résumé briefly outlines my experience and accomplishments. If it appears that my
                                                      qualifications meet your current needs, I would be happy to further discuss my background in a
                                                      meeting with you. I will be contacting you the week of September 1 to follow up and schedule a
                                                      personal interview.

                                                      Sincerely yours,




                                                      Lesley Smith

                                                      Enclosure: Résumé




                                                                                                                                                                                                              


HOME         CONTENTS    INTRODUCTION   01                 02                   03                    04                    05                   06             07               08              09
                                        Networking         Understanding        Impress with          Have them             Nailing the          Following up   The professional The             Where Kelly
                                        opens doors        the recruiter        your résumé           at “hello”            interview                           exit             counter-offer   comes in
                                                           relationship                                                                                                          dilemma
19 | career forward




  05
   Nailing the                              No matter how impressive your résumé,
   interview                                a great interview can always increase your
                                            odds of landing the job.
                                            The following are key elements of a
                                            great interview.




                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01            02              03             04           05            06             07               08              09
                                        Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                        opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                      relationship                                                                              dilemma
20 | career forward




  05
   Nailing the
                                           Know yourself inside and out
                                            •	Know how your skill set relates to
                                              the position. An interviewer wants
                                                                                       •	Give examples. Be prepared to
                                                                                         discuss specific situations where
   interview                                  to see how your experience will            your contributions made a real
                                              translate into their environment. Be       impact. Think of a time when your
                                              prepared to give examples.                 contribution made a real difference.

                                            •	 lay to your strengths. Identify
                                              P                                        •	Expand on your résumé. Use the
                                              areas where you think you will be          interview to expand upon your
                                              able to offer value.                       accomplishments or offer up new
                                                                                         ones not highlighted on the résumé.
                                            •	 on’t ignore your shortcomings.
                                              D
                                              If you have a weakness, turn it into     •	Know what you want. Talk about
                                              an advantage by describing it as an        your career goals, both long- and
                                              opportunity to improve your current        short-term. Your interviewer wants to
                                              skill set. Describe a situation in         know you’re career-minded, not just
                                              which you overcame this weakness           looking for a job.
                                              in the past.




                                                                                                                                                                                   


HOME         CONTENTS    INTRODUCTION   01              02              03             04             05              06             07               08              09
                                        Networking      Understanding   Impress with   Have them      Nailing the     Following up   The professional The             Where Kelly
                                        opens doors     the recruiter   your résumé    at “hello”     interview                      exit             counter-offer   comes in
                                                        relationship                                                                                  dilemma
21 | career forward




  05
   Nailing the
                                           Do your homework
                                            •	Research the company, industry,
                                              and position you’re applying for.
                                                                                       •	Match yourself to the opportunity.
                                                                                         The question on every interviewer’s
   interview                                  This shows that you’re prepared            mind is, “What can you do for us?”
                                              and serious about getting the job.         Give specific examples of how you
                                              There are many resources for you           will contribute positively to the
                                              to do your research. Check out your        company’s mission, business goals,
                                              local library or do an online search.      and job objectives.
                                              A company’s website will often
                                              have information on the history          •	Understand the organizational
                                              of the organization as well as the         structure and where the position
                                              vision, mission, and business goals.       fits in. This will help you form more
                                              If the company is publicly traded,         relevant questions about your career
                                              annual reports and 10-Ks are an            path and demonstrate your interest
                                              excellent source to get an overview        in the job.
                                              of products, services, and financial
                                                                                       •	Know the company’s competition,
                                              statements.
                                                                                         and ask how the company differs. This
                                                                                         demonstrates you already know who
                                                                                         you’ll be competing against if hired.

                                                                                       •	Make your interest known. Tell the
                                                                                         interviewer specifically about why
                                                                                         this particular position, company, and
                                                                                         industry appeals to you.

                                                                                                                                                                                    


HOME         CONTENTS    INTRODUCTION   01              02              03             04              05              06             07               08              09
                                        Networking      Understanding   Impress with   Have them       Nailing the     Following up   The professional The             Where Kelly
                                        opens doors     the recruiter   your résumé    at “hello”      interview                      exit             counter-offer   comes in
                                                        relationship                                                                                   dilemma
22 | career forward




  05
   Nailing the
                                            All the right questions
                                            The interviewer will ask work- and
                                            behavior-based questions about
                                                                                       Below are some sample work-related questions:


   interview                                your past employment, your current         •	 hat are your long-term/short-term career goals?
                                                                                         W
                                            position and responsibilities, and your    •	 hat are the most important qualities you look for in a company, position, and
                                                                                         W
                                            long-term career goals. Focus on             manager? Why are they important?
                                            your professional accomplishments,
                                                                                       •	 hy are you seeking a change in employment?
                                                                                         W
                                            and make your answers concise but
                                                                                       •	 hat would be your next position if you stayed with your current employer?
                                                                                         W
                                            informative. Don’t go off on tangents
                                            or talk about your personal life.          •	 escribe one of your greatest accomplishments in a previous position.
                                                                                         D

                                                                                       •	 o you prefer a slow- or fast-paced environment?
                                                                                         D

                                                                                       •	 ould you rather be part of a group or lead it?
                                                                                         W

                                                                                       •	 ow do you work under pressure?
                                                                                         H

                                                                                       •	 ow would co-workers describe your strengths and weaknesses?
                                                                                         H

                                                                                       •	 hat professional skills are you currently working to improve?
                                                                                         W

                                                                                       •	 escribe how others perceive you as a manager.
                                                                                         D

                                                                                       •	 escribe how you meet deadlines and goals.
                                                                                         D

                                                                                       •	 hat are the keys to successful business relationships?
                                                                                         W

                                                                                       •	 hat was the biggest challenge in a previous position?
                                                                                         W

                                                                                       •	 hat is missing from your current employer?
                                                                                         W



                                                                                                                                                                                   


HOME         CONTENTS    INTRODUCTION   01             02               03             04             05             06              07               08              09
                                        Networking     Understanding    Impress with   Have them      Nailing the    Following up    The professional The             Where Kelly
                                        opens doors    the recruiter    your résumé    at “hello”     interview                      exit             counter-offer   comes in
                                                       relationship                                                                                   dilemma
23 | career forward




  05
   Nailing the
                                           Behavior-based questions
                                            Employers frequently use behavior-
                                            based interviewing techniques to
                                                                                         elow are some sample behavior-based questions:
                                                                                        B


   interview                                gauge an employee’s past behavior           •	 ell me about a situation where you had to make a quick decision.
                                                                                          T
                                            and future performance. An interviewer      •	 escribe how you led a cross-functional team. What were the results?
                                                                                          D
                                            isn’t always looking for a success story.
                                                                                        •	 escribe a situation with a difficult customer and the outcome.
                                                                                          D
                                            If you’re asked about a situation that
                                                                                        •	 ell me about the best decision you made.
                                                                                          T
                                            went wrong, describe how you dealt
                                            with it, what you learned, and what         •	 ow do you make sure you understand your customer’s needs?
                                                                                          H
                                            steps you took to create a positive         •	 ell me about a time when you went the extra mile to support your team and
                                                                                          T
                                            outcome.                                      how you did it.

                                                                                        •	 escribe a time when you were involved in a stressful situation but still got the
                                                                                          D
                                                                                          job done.

                                                                                        •	 ell me about a time when you had to deal with a conflict with a team member.
                                                                                          T

                                                                                        •	 ell me about a time when you had to show leadership among your peers/team.
                                                                                          T




                                                                                                                                                                                     


HOME         CONTENTS    INTRODUCTION   01             02               03              04             05              06              07               08              09
                                        Networking     Understanding    Impress with    Have them      Nailing the     Following up    The professional The             Where Kelly
                                        opens doors    the recruiter    your résumé     at “hello”     interview                       exit             counter-offer   comes in
                                                       relationship                                                                                     dilemma
24 | career forward




  05
   Nailing the
                                            Questions for the employer
                                            It’s just as important to ask as it is
                                            to answer during a job interview. By
                                                                                         Company-focused:

                                                                                         •	 ow would you describe the culture?
                                                                                           H
   interview                                asking informed questions, you show
                                                                                         •	 here do you see the company among the competition?
                                                                                           W
                                            the interviewer that you have a strong,
                                            proactive interest in the company and        •	 hat’s the management style?
                                                                                           W
                                            position. Following are some of the          •	 ho thrives in this type of work environment?
                                                                                           W
                                            questions you could ask:
                                                                                         •	 hat makes you want to work here?
                                                                                           W

                                                                                         •	 hat are the pros and cons of the company?
                                                                                           W

                                                                                         Department-focused:

                                                                                         •	 here does this position fit in the organizational structure?
                                                                                           W

                                                                                         •	 hat concerns are currently facing this department?
                                                                                           W

                                                                                         •	 ho would I be interacting with most in this position, and what are those
                                                                                           W
                                                                                           individuals like?

                                                                                         •	 hat is the culture of the department, and what types of personalities work
                                                                                           W
                                                                                           well within it?

                                                                                         •	 ow do your direct reports perceive your management style?
                                                                                           H




                                                                                                                                                                                       


HOME         CONTENTS    INTRODUCTION   01              02                03             04              05             06               07               08              09
                                        Networking      Understanding     Impress with   Have them       Nailing the    Following up     The professional The             Where Kelly
                                        opens doors     the recruiter     your résumé    at “hello”      interview                       exit             counter-offer   comes in
                                                        relationship                                                                                      dilemma
25 | career forward




  05
   Nailing the                                                                       Position-focused:

                                                                                     •	 escribe a typical day.
                                                                                       D
   interview                                                                         •	 hat characteristics would the ideal candidate for this position possess?
                                                                                       W

                                                                                     •	 ow is performance measured?
                                                                                       H

                                                                                     •	 hat are the goals for this position?
                                                                                       W

                                                                                     •	 ow important does management consider this position? Where does it fit in
                                                                                       H
                                                                                       the priorities set for the organization as a whole?

                                                                                     •	 ho has been the best at this position and why?
                                                                                       W

                                                                                     •	 hat areas of my background can I further clarify for you?
                                                                                       W

                                                                                     •	 ow do you feel my experience and personality would fit in this position?
                                                                                       H

                                                                                     •	 hat’s the next step?
                                                                                       W




                                                                                                                                                                                  


HOME         CONTENTS    INTRODUCTION   01            02              03             04              05             06              07               08              09
                                        Networking    Understanding   Impress with   Have them       Nailing the    Following up    The professional The             Where Kelly
                                        opens doors   the recruiter   your résumé    at “hello”      interview                      exit             counter-offer   comes in
                                                      relationship                                                                                   dilemma
26 | career forward




  05
   Nailing the
                                            Coming to a close
                                            The last impression you make is just as
                                            important as the first. The end of the
                                                                                        The nitty-gritty
                                                                                        Certain aspects of an interview may have less to do with your qualifications, but
                                                                                        still speak volumes to the kind of employee you will be. Consider the following
   interview                                interview is your final chance to let the   tips to make a good impression from start to finish:
                                            employer know why you’re the best
                                            person for the job. Tell them you feel      Interview etiquette:
                                            positive about the position and working     •	Don’t be late. Factor in extra time for traffic and parking, and try to arrive
                                            for their company. Finally, thank them        about 10 minutes early.
                                            for their time and ask about next steps,    •	Don’t use your cell phone. Turn it off or leave it in your car.
                                            when you can expect to hear back, and       •	 reat everyone you meet as if they were the interviewer. It shows your ability
                                                                                          T
                                            who to contact to get updated on the          to respect everyone at the company.
                                            interviewing process.                       •	 on’t be fooled by a casual setting. You’re always interviewing, no matter who
                                                                                          D
                                                                                          you’re talking to or where you are. Don’t ever drop your professional guard!
                                                                                        •	Save the money conversation for later. Bringing up money sends the wrong
                                                                                          impression about what you’re after. Wait to discuss salary and benefits until the
                                                                                          employer brings it up.
                                                                                        •	 oward the end, reiterate your interest in the position, and ask about next steps.
                                                                                          T
                                                                                        •	Say thank you. Show your appreciation for the opportunity and tell the
                                                                                          interviewer you look forward to speaking to them again soon.

                                                                                        Verbal communication:
                                                                                        •	 orrectly pronounce the names of all interviewers. Try to nail down difficult
                                                                                          C
                                                                                          names before the interview, or ask for clarification at the beginning.
                                                                                        •	 isten carefully and allow the interviewer to finish before responding. Don’t be
                                                                                          L
                                                                                          afraid to ask for clarification if you don’t understand a question.
                                                                                                                                                                                         


HOME         CONTENTS    INTRODUCTION   01              02              03              04              05              06              07               08                 09
                                        Networking      Understanding   Impress with    Have them       Nailing the     Following up    The professional The                Where Kelly
                                        opens doors     the recruiter   your résumé     at “hello”      interview                       exit             counter-offer      comes in
                                                        relationship                                                                                     dilemma
27 | career forward




  05
   Nailing the                                                                       •	 espond concisely. Don’t ramble.
                                                                                       R
                                                                                     •	 ay attention to the non-verbal cues of your interviewer like body language
                                                                                       P
   interview                                                                           and expressions so your responses do not make you seem overbearing or
                                                                                       overconfident—but don’t be tentative when sharing your skills and abilities.
                                                                                     •	 void inappropriate language. Cursing or the use of slang can end an
                                                                                       A
                                                                                       interview quickly.
                                                                                     •	 on’t talk negatively about your previous employers or coworkers. It makes
                                                                                       D
                                                                                       you seem like a complainer, not a doer.


                                                                                     Non-verbal communication:
                                                                                     •	 ress the part. Professional dress is always appropriate, whether it’s a large
                                                                                       D
                                                                                       corporation or a casual online agency. Keep accessories, makeup, and cologne
                                                                                       to a minimum.
                                                                                     •	 ive a firm handshake. It shows self-confidence.
                                                                                       G
                                                                                     •	 aintain eye contact. If you don’t, you’ll appear insecure.
                                                                                       M
                                                                                     •	 se positive vocal qualities and facial expressions. Keep your voice strong,
                                                                                       U
                                                                                       steady, and confident and your facial expressions calm and composed.
                                                                                     •	 void overconfidence. Maintain a careful balance between self-confidence and
                                                                                       A
                                                                                       respect. Interviewers are looking for a team player, not a cocky self-promoter.




                                                                                                                                                                                  


HOME         CONTENTS    INTRODUCTION   01            02              03             04             05              06              07               08              09
                                        Networking    Understanding   Impress with   Have them      Nailing the     Following up    The professional The             Where Kelly
                                        opens doors   the recruiter   your résumé    at “hello”     interview                       exit             counter-offer   comes in
                                                      relationship                                                                                   dilemma
28 | career forward




  06
   following up                             Your work isn’t done when the interview ends.
                                            Take the following actions within a day to
                                            establish yourself as a frontrunner.




                                                                                                                                                                             


HOME         CONTENTS    INTRODUCTION   01            02              03             04           05            06             07               08              09
                                        Networking    Understanding   Impress with   Have them    Nailing the   Following up   The professional The             Where Kelly
                                        opens doors   the recruiter   your résumé    at “hello”   interview                    exit             counter-offer   comes in
                                                      relationship                                                                              dilemma
Career guide
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Career guide
Career guide
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Career guide

  • 1. career forward The tools you need to start moving 
  • 2. 2 | career forward CONTENTS introduction P/3 01 Networking opens doors P/4 02 Understanding the recruiter relationship P/6 03 Impress with your résumé P/8 04 Have them at “hello” P/16 05 Nailing the interview P/19 06 Following up P/28 07 The professional exit P/31 08 The counter-offer dilemma P/35 09 Where Kelly comes in® P/37   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 3. 3 | career forward introduction You’re ready to move forward. You have the skills, the experience, and the drive to take that next step in your career. All you need now is the right opportunity. So now what? This guide will provide you with what you need—from effective networking to closing the deal on a job offer. The fine print: Some of the suggestions here may seem obvious, but résumé and job-search mistakes can happen at all professional levels. Taking the time to review this guide will help you avoid blunders and make your search a success.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 4. 4 | career forward 01 networking Who you know matters, and so does opens doors having a strong professional network— because your contacts may lead to more options and opportunities. Consider the following when networking.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 5. 5 | career forward 01 networking • Explore every angle. People have • e genuine. Mention the names B • OMG! Don’t 4get 2 B professional! different styles of networking. Use of people who referred you. Take Avoid using texting lingo, slang, opens doors what’s best for you, but get out the time to get to know your new symbols, and abbreviations in your of your comfort zone, too. Don’t contact’s background, knowledge, and online communication with contacts. be afraid to reach out to circles of expertise. Showing interest in others Write as if you are speaking to friends, colleagues, social networks, will make them interested in you. the person face-to-face. This is a and professional organizations alike. simple and effective way to convey • Share the wealth. Networking isn’t professionalism. • Plan ahead. Don’t waste your contact’s always about finding a job. Look at valuable time. If you are serious about initial conversations with contacts as • Follow-up. It’s your responsibility to a career change, make your intentions an opportunity to share ideas and follow up on leads. Should anything known early on. Telling your contact information—and consider that your turn into a new job, remember to that you are just “thinking” about expertise could possibly help them, send your contact a thank you note. a change might not be enough to too. It’s a professional courtesy that may motivate them to help you. help you even more down the road. • Get social. Social networking is a • ring your A-game. Make sure your B major force among professionals. career portfolio is up to date. That Join the networks that are most includes your most recent résumé, relevant to you, develop a strong online career profiles, talking points, profile that highlights your skills and contact information. and experience, and include a professional photo. Regularly monitor your profiles and reply promptly when someone reaches out to you.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 6. 6 | career forward 02 Understanding We often hear advice on how to deal with the recruiter potential employers, but we rarely hear about relationship how to effectively work with our job search advocate—the recruiter. The following guidelines will help you make the most of the relationship.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 7. 7 | career forward 02 Understanding • Start out on the right foot. Sell yourself to a recruiter during the first • Know that recruiters have the inside track on openings. Your • Follow-up and keep in touch. Share your interview experience with the recruiter meeting just like you would in an recruiter may have a job for you the recruiter. Keeping the lines of interview. The recruiter needs to feel that you can’t find anywhere else. communication open helps maintain relationship good about representing you. Submitting your résumé through a a positive relationship with your recruiter sometimes is the only way recruiter. • Be honest. Tell the truth about your to get your foot in the door, putting career goals, personal needs, and you far ahead of the competition. • Referrals. Tell your recruiter about salary requirements so your recruiter other people you know who may be can take this critical information and • Communicate. If you get your a good fit for a job. Again, you’re present you in the best possible own interview with a company, let building a valuable relationship with light. Tell them if you’re working with your recruiter know. It will heighten your recruiter while helping others in another recruiter simultaneously. A urgency for the recruiter to call a few their job search. knowledgeable recruiter knows it’s competing companies, which could realistic for a candidate to work with spur urgency for those companies more than one representative. to interview you as soon as possible. In the process you might also get a • Have patience. It takes time for a valuable scoop on fair compensation, recruiter to deliver the best results. which your recruiter can leverage as Even if the perfect job isn’t available they continue to search out the best right away, trust your recruiter to be opportunities. the first to know when an opportunity is right.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 8. 8 | career forward 03 impress with Your résumé makes an impression that can your résumé determine whether or not you will be invited for an interview. Your goal is to craft a powerful document that shows off your accomplishments, experience, skills, and strengths.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 9. 9 | career forward 03 impress with • Position yourself. Including an • Describe companies. Unless the • Use action words. Action words/ “objective” on your résumé is an company is very well-known, include verbs (e.g., developed, designed, your résumé outdated format. Companies want a description with size, industry, championed, initiated, established, to know what you can do for them, location, and any other notables. executed, managed, organized) not the other way around. Begin Never include negative information promote a powerful individual. your résumé instead with a strong or your reason for leaving a former Omit personal pronouns. positioning statement that describes employer. Replace “I accomplished” with what you have to offer. Example: “Accomplished…” “Highly accomplished marketing • Showcase accomplishments with executive with more than 10 years the use of bullet points while also • ake it easy on the eye. Keep M experience developing multi-million succinctly summarizing your daily it clean, simple, and professional. dollar product lines.” tasks. Keep descriptions short and Avoid multiple fonts, font sizes, and streamlined. Avoid company lingo or complicated formatting. Limit it to two • Organize with simple categories: acronyms. pages, using white or off-white paper. Professional Experience, Education, Certifications, Associations. • Show measurable results. “Increased • Proofread. Read your résumé and yearly profits” is vague. “Developed then read it again. Have a trusted • Be relevant. List your experience new direct mail campaign resulting friend review it for mistakes. A and dates of employment in reverse in more than $4 million in yearly misspelled word can ruin your chronological order, and then only sales,” is specific and demonstrates a chances for an interview. for the past 10 years unless you feel measured result of your abilities. that certain experience prior to that • Be truthful. False or misstated is critical in helping you get a new information can take you out of the position. running.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 10. 10 | career forward 03 impress with • List education, certifications, • Include keywords in electronic and associations last. These are version. Your résumé may be placed your résumé important, but not more than direct in keyword-searchable databases that experience. Leave out anything use software to search for specific personal such as hobbies or awards keywords that relate to job activities. that have no professional relevance. Always include keywords related to the specific industry. Use words • Create an electronic version. repeatedly mentioned in the job title Employers may need your résumé in and description. several different formats. Although most accept MS WORD or PDF versions, it’s good practice to have a plain text (TXT or RTF file) version on hand for job posting purposes.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 11. 11 | career forward 03 impress with Special circumstances/types of résumés If you are a recent college graduate If you are changing careers: Listing your GPA: with little experience: • onsider using a functional résumé, C • cademic accomplishments become A your résumé • ighlight skills and experience that H which allows you to highlight less significant as work history are important to the job you are transferable skills. develops, so don’t include your GPA if applying for, i.e. classes, volunteer you’ve been working for a few years. efforts, internships, professional If you have gaps in your work history: • n exception: If you are a recent A organizations, etc. • se your cover letter to explain U graduate with a high GPA or degree • ry a functional résumé rather than a T how you’ve kept your skills up-to- from a distinguished university, list chronological one, listing your skills date through temporary/contract this information near the top of your and accomplishments first and putting assignments, volunteer work, résumé. less emphasis on your previous professional development courses, etc. positions and dates of employment. If you’ve had several temporary/ Rather than having a section called contract positions: “Work experience,” consider using • ist temporary/contract positions in L functional sections that highlight skills. reverse chronological order, just as Example: “Research experience,” you would full-time positions. “Network installation skills,” or • f you worked with a staffing I “Project management skills.” Then list company, use its name as your a brief work history near the end of employer, grouping all of your the document. assignments together.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 12. 12 | career forward sample résumé one: chronological P/1 03 impress with Summary of Qualifications Alicia Wilson 515 Main Street East Lansing, MI 48823 Phone: (517) 555-4444 E-mail: awilson@hotmail.com Experienced management professional specializing in financial analysis, planning, and budgeting. Demonstrated expertise in and dedication to developing innovative process improvements that positively your résumé affect company profitability with a consistent and documented record of creating positive organizational enhancements. Representative Accomplishments • Deep knowledge of asset management/wealth-development built through six years of business experience • Created and implemented strategic planning and analysis process resulting in more than 200 enhancements to client organization • Reduced labor costs by average of $500 per month by cutting two days off monthly close schedule • Commended by CFO for developing model for long-term forecast of accounts payable payments to determine cash requirements and timing of bank borrowing Professional Experience Wilson Reilly Management – A Fortune 500 Investment and Consulting Firm Finance and Administration Director 2005 – Present Directed accounting, finance, and operations for the North American consumer division. Major accomplishments include: • Drove improvement in operating profits for division resulting in $80 million increase over the course of three years • Led $30 million acquisition of new operating unit resulting in a 25% increase in market penetration • Implemented financial controls and managed $1.5 million budget • Drove implementation of the CST.2 Active Accounting System throughout branch offices resulting in increased efficiency and a $1 million YOY reduction in expenses • Reduced monthly receivable write-offs by $556,000 by developing and implementing restricted credit policies for the lowest margin customers • Designed executive management, financial, and operational reporting for more than 100 branches Portfolio Planning, Inc. – A Publicly Held Capital Management Company Senior Financial Manager 2002 – 2005 Co-managed $5 – 10 million in domestic equities for private individuals. Selected securities, valued portfolios, traded equities, and built personal customer relationships. Developed valuation models and analytical framework for the equity management service. Major accomplishments include: • Allocated and oversaw $50 million in corporate cash for a large public company – helped to build and maintain the relationship for more than 3 years • Secured new client relationships that resulted in $3.5 million in new business   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 13. 13 | career forward sample résumé one: chronological P/2 03 impress with • Analyzed more than a hundred companies across various industries using traditional financial statement analysis, qualitative analysis, break-up, and comparative valuation methods • Won contract offering investment services through 14 branches of a local bank • Developed a rapidly growing brokerage clientele of 275 accounts – products included mutual funds, stocks, bonds, individual and company retirement plans, insurance, and annuities • Managed team of seven Financial Managers Interactive Investing, Inc. – Management Consulting and Registered Commodity Trading Firm Senior Financial Analyst 1999 – 2002 Financial Analyst 1998 – 1999 your résumé Provided customized analysis, software, charting, and data for Fortune 500 clients. Major accomplishments include: • Expanded proprietary database to include numerous unique data sets, particularly in the cash commodity markets • Created twenty new and innovative products to meet specific customer needs • User liaison for billing system in place in 40 offices throughout US. New system showed decrease in overdue accounts resulting in 34% more billable revenue each month Education Master of Business Administration in Finance 2004 Michigan State University, Lansing, Michigan Bachelors of Business Administration in Finance 1998 University of Detroit Mercy, Detroit, Michigan Affiliations Memberships Board of Directors – Abacus Education Foundation • Responsible for organizing and managing monthly and yearly financial records Fundraising Committee Chair – Midwest Entrepreneurial Foundation • Raised donation in excess of $75,000 • Organized and managed fundraising efforts   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 14. 14 | career forward sample résumé two: functional P/1 03 impress with QUALIFICATIONS JASON MOORE 5432 Kingsfield Drive, Indianapolis, IN 46268 Home: 317-871-1436 Cell: 317-871-4829 jason_moore@jobsearch.com • Executive-level, strategic marketing, and product development professional in the financial services industry • Advanced strategic marketing and promotions • Extensive direct-to-consumer and business-to-business experience • PL management your résumé • Online and traditional product development • Budget administration • Recognized leadership and teambuilding EXPERIENCE Strategic Marketing Significant accomplishments include: • enerated $41 million in annual organic growth with $500,000 G marketing investment through client focused lead generation, advertising, and promotion efforts • evelopment and execution of vertical industry strategy resulting in D annual division revenue increases of 38% • ncreased depth of online product offerings, resulting in new account I growth averaging 37% per year • ed expansion efforts by identifying and capitalizing profitable L markets– increased branch coverage by 25% • ed insurance investment group through intensive overhaul of sales L and marketing approach that increased penetration into personal investing by 20% and division revenue by 23% in 2007 • mproved online lead generation activity by 9,500 active leads each I month • ork directly with CEO to develop strategic marketing plan and W determine corporate direction • everaged CRM data to develop models to identify customers at L greatest risk of decline, developed and implemented strategies to help retain key customers, resulting in consistent double-digit year over year growth for this segment New Product Development Significant accomplishments include: • ew product development resulting in more than $200 million in N additional yearly revenue • Developed premium account product for high-volume clients, which increased account penetration by 46% in the financial services market   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 15. 15 | career forward sample résumé two: functional P/2 03 impress with • eveloped and introduced specialty product for the business-to- D business market which drove an additional contribution of $80 million in the first year • nhanced existing offline products for the consumer market, E improving margin by 24% • ntroduced more than 50 enhancements to existing online product I resulting in 200% more repeat visitors to consumer web site • stablished formalized product life cycle management approach, E resulting in 10% year over year growth in niche markets your résumé • enerated comprehensive product plans to address challenges and G exploit opportunities identified in product review Leadership and Talent Management Significant accomplishments include: • ead cross-functional teams responsible for new product L development, product management, marketing, and promotions • otivated teams to regularly exceed targets and financial forecasts M • uilt national team of 30 marketing professionals that drove sales B growth an average of 34% at the branch level • dentified and promoted key performers within the organization I • etained marketing team at 95% over a five-year period R EMPLOYERS Interactive Investing, Inc., Indianapolis, IN A publicly held Fortune 500 investment firm with 200 locations worldwide Vice President of Marketing 2005 to Present Up Close and Personal Inc., Ann Arbor, MI A national financial planning agency with more than 100 locations nationwide Director of Product Development and Marketing 2001 to 2005 Lime Green Investments, Ann Arbor, MI A boutique financial planning agency specializing in environmentally responsible investments Marketing Manager 1999 to 2001 Associate Marketing Manager 1996 to 1999 EDUCATION Master of Business Administration University of Michigan Bachelor of Business Administration in Accounting Central Michigan University   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 16. 16 | career forward 04 Have them at The cover letter provides an additional “hello” opportunity to market yourself. It can establish you as a potential candidate and set you apart from other applicants. Use the following template to help you write an effective cover letter intro, main body, and closing.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 17. 17 | career forward 04 cover letter format: Your name Mailing address City, State, and ZIP Code Telephone number(s) E-mail address Have them at Today’s date “hello” Addressee’s name Professional title Organization name Mailing address City, State, and ZIP Code Dear Mr. (or Ms.) last name, Begin your letter with a statement that establishes a connection with your reader, a probing question, or a notable quote. Briefly say what job you are applying for. The body of your letter should be one to two short paragraphs that make relevant points about your qualifications. Do not summarize your résumé! Choose some qualifications that really target the position you are interested in, but fight the tendency to oversell at this point. Your closing paragraph should initiate action by explaining what you will do next (e.g., call the employer) or instigate the reader to contact you to set up an interview. Always close by showing appreciation. Sincerely yours, Your signature (handwritten) Your name (typed) Enclosure: Résumé   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 18. 18 | career forward sample cover letter 04 Have them at August 24, 2008 Kyle Curtin “hello” Brown Cow Interactive 478 Woodward Ave. Birmingham, MI 45990 Dear Mr. Curtin: I read with interest your requirements for an Account Supervisor. I am interested in working for a dynamic and fast growing interactive marketing firm such as yours and have noted your progress since your company started in 2001. In my position at EastWay Advertising, I was responsible for managing more than $17 million in national advertising revenue along with developing and executing new online and offline initiatives designed to motivate consumer purchases and increase revenue. As the lead member of the account team, I was responsible for moving overall client retention from 76% to 92%, as well as growing several key verticals. I believe I can bring a high level of expertise and experience to your organization while making an immediate impact. The attached résumé briefly outlines my experience and accomplishments. If it appears that my qualifications meet your current needs, I would be happy to further discuss my background in a meeting with you. I will be contacting you the week of September 1 to follow up and schedule a personal interview. Sincerely yours, Lesley Smith Enclosure: Résumé   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 19. 19 | career forward 05 Nailing the No matter how impressive your résumé, interview a great interview can always increase your odds of landing the job. The following are key elements of a great interview.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 20. 20 | career forward 05 Nailing the Know yourself inside and out • Know how your skill set relates to the position. An interviewer wants • Give examples. Be prepared to discuss specific situations where interview to see how your experience will your contributions made a real translate into their environment. Be impact. Think of a time when your prepared to give examples. contribution made a real difference. • lay to your strengths. Identify P • Expand on your résumé. Use the areas where you think you will be interview to expand upon your able to offer value. accomplishments or offer up new ones not highlighted on the résumé. • on’t ignore your shortcomings. D If you have a weakness, turn it into • Know what you want. Talk about an advantage by describing it as an your career goals, both long- and opportunity to improve your current short-term. Your interviewer wants to skill set. Describe a situation in know you’re career-minded, not just which you overcame this weakness looking for a job. in the past.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 21. 21 | career forward 05 Nailing the Do your homework • Research the company, industry, and position you’re applying for. • Match yourself to the opportunity. The question on every interviewer’s interview This shows that you’re prepared mind is, “What can you do for us?” and serious about getting the job. Give specific examples of how you There are many resources for you will contribute positively to the to do your research. Check out your company’s mission, business goals, local library or do an online search. and job objectives. A company’s website will often have information on the history • Understand the organizational of the organization as well as the structure and where the position vision, mission, and business goals. fits in. This will help you form more If the company is publicly traded, relevant questions about your career annual reports and 10-Ks are an path and demonstrate your interest excellent source to get an overview in the job. of products, services, and financial • Know the company’s competition, statements. and ask how the company differs. This demonstrates you already know who you’ll be competing against if hired. • Make your interest known. Tell the interviewer specifically about why this particular position, company, and industry appeals to you.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 22. 22 | career forward 05 Nailing the All the right questions The interviewer will ask work- and behavior-based questions about Below are some sample work-related questions: interview your past employment, your current • hat are your long-term/short-term career goals? W position and responsibilities, and your • hat are the most important qualities you look for in a company, position, and W long-term career goals. Focus on manager? Why are they important? your professional accomplishments, • hy are you seeking a change in employment? W and make your answers concise but • hat would be your next position if you stayed with your current employer? W informative. Don’t go off on tangents or talk about your personal life. • escribe one of your greatest accomplishments in a previous position. D • o you prefer a slow- or fast-paced environment? D • ould you rather be part of a group or lead it? W • ow do you work under pressure? H • ow would co-workers describe your strengths and weaknesses? H • hat professional skills are you currently working to improve? W • escribe how others perceive you as a manager. D • escribe how you meet deadlines and goals. D • hat are the keys to successful business relationships? W • hat was the biggest challenge in a previous position? W • hat is missing from your current employer? W   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 23. 23 | career forward 05 Nailing the Behavior-based questions Employers frequently use behavior- based interviewing techniques to elow are some sample behavior-based questions: B interview gauge an employee’s past behavior • ell me about a situation where you had to make a quick decision. T and future performance. An interviewer • escribe how you led a cross-functional team. What were the results? D isn’t always looking for a success story. • escribe a situation with a difficult customer and the outcome. D If you’re asked about a situation that • ell me about the best decision you made. T went wrong, describe how you dealt with it, what you learned, and what • ow do you make sure you understand your customer’s needs? H steps you took to create a positive • ell me about a time when you went the extra mile to support your team and T outcome. how you did it. • escribe a time when you were involved in a stressful situation but still got the D job done. • ell me about a time when you had to deal with a conflict with a team member. T • ell me about a time when you had to show leadership among your peers/team. T   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 24. 24 | career forward 05 Nailing the Questions for the employer It’s just as important to ask as it is to answer during a job interview. By Company-focused: • ow would you describe the culture? H interview asking informed questions, you show • here do you see the company among the competition? W the interviewer that you have a strong, proactive interest in the company and • hat’s the management style? W position. Following are some of the • ho thrives in this type of work environment? W questions you could ask: • hat makes you want to work here? W • hat are the pros and cons of the company? W Department-focused: • here does this position fit in the organizational structure? W • hat concerns are currently facing this department? W • ho would I be interacting with most in this position, and what are those W individuals like? • hat is the culture of the department, and what types of personalities work W well within it? • ow do your direct reports perceive your management style? H   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 25. 25 | career forward 05 Nailing the Position-focused: • escribe a typical day. D interview • hat characteristics would the ideal candidate for this position possess? W • ow is performance measured? H • hat are the goals for this position? W • ow important does management consider this position? Where does it fit in H the priorities set for the organization as a whole? • ho has been the best at this position and why? W • hat areas of my background can I further clarify for you? W • ow do you feel my experience and personality would fit in this position? H • hat’s the next step? W   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 26. 26 | career forward 05 Nailing the Coming to a close The last impression you make is just as important as the first. The end of the The nitty-gritty Certain aspects of an interview may have less to do with your qualifications, but still speak volumes to the kind of employee you will be. Consider the following interview interview is your final chance to let the tips to make a good impression from start to finish: employer know why you’re the best person for the job. Tell them you feel Interview etiquette: positive about the position and working • Don’t be late. Factor in extra time for traffic and parking, and try to arrive for their company. Finally, thank them about 10 minutes early. for their time and ask about next steps, • Don’t use your cell phone. Turn it off or leave it in your car. when you can expect to hear back, and • reat everyone you meet as if they were the interviewer. It shows your ability T who to contact to get updated on the to respect everyone at the company. interviewing process. • on’t be fooled by a casual setting. You’re always interviewing, no matter who D you’re talking to or where you are. Don’t ever drop your professional guard! • Save the money conversation for later. Bringing up money sends the wrong impression about what you’re after. Wait to discuss salary and benefits until the employer brings it up. • oward the end, reiterate your interest in the position, and ask about next steps. T • Say thank you. Show your appreciation for the opportunity and tell the interviewer you look forward to speaking to them again soon. Verbal communication: • orrectly pronounce the names of all interviewers. Try to nail down difficult C names before the interview, or ask for clarification at the beginning. • isten carefully and allow the interviewer to finish before responding. Don’t be L afraid to ask for clarification if you don’t understand a question.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 27. 27 | career forward 05 Nailing the • espond concisely. Don’t ramble. R • ay attention to the non-verbal cues of your interviewer like body language P interview and expressions so your responses do not make you seem overbearing or overconfident—but don’t be tentative when sharing your skills and abilities. • void inappropriate language. Cursing or the use of slang can end an A interview quickly. • on’t talk negatively about your previous employers or coworkers. It makes D you seem like a complainer, not a doer. Non-verbal communication: • ress the part. Professional dress is always appropriate, whether it’s a large D corporation or a casual online agency. Keep accessories, makeup, and cologne to a minimum. • ive a firm handshake. It shows self-confidence. G • aintain eye contact. If you don’t, you’ll appear insecure. M • se positive vocal qualities and facial expressions. Keep your voice strong, U steady, and confident and your facial expressions calm and composed. • void overconfidence. Maintain a careful balance between self-confidence and A respect. Interviewers are looking for a team player, not a cocky self-promoter.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma
  • 28. 28 | career forward 06 following up Your work isn’t done when the interview ends. Take the following actions within a day to establish yourself as a frontrunner.   HOME CONTENTS INTRODUCTION 01 02 03 04 05 06 07 08 09 Networking Understanding Impress with Have them Nailing the Following up The professional The Where Kelly opens doors the recruiter your résumé at “hello” interview exit counter-offer comes in relationship dilemma