CONTENTS
How to Find What You’re Looking For xii
Acknowledgments • xiii
1. GETTING PERSPECTIVE • 1
You’ve Got a Wonderful Opportunity 1
Coping with Losing Your Job 2
You’ve Got a Lot Going for You 4
Getting Things in Focus 5
How Much of a Factor Is Your Age? 8
Dealing with a Rapidly Changing World 10
Getting What’s Yours 11
2. GETING OFF TO A GOOD START • 13
Why a Good Start Is Important 13
Improving Your Mental Outlook 14
Avoiding Pitfalls 14
Dealing with Your Family 17
Good Counseling Can Be a Great Help 18
Organize to Work Efficiently 19
Record Keeping 20
3. DETERMININGYOUR JOB GOALS • 21
Career Phases 21
The Search Process 23
Job Goals 24
Job Priorities 25
Alternative Career Analysis 35
Alternative Job Analysis 41
4.THE JOB SEARCH FROM THE EMPLOYER’S SIDEOF THE DESK • 45
Acknowledging the Employers’ Problems 45
Understanding the Difficulties in Recruiting 47
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5. IMPROVINGYOUR ATTRACTIVENESS TO EMPLOYERS • 55
Presenting Yourself Favorably 55
Remembering All Your Accomplishments 56
Recognizing Your Major Accomplishments 57
Presenting Your Accomplishments 60
6.MAKINGYOUR RESUME AN EFFECTIVE TOOL • 67
Perspective 67
Types of Resumes 68
Features of Resumes 69
Tips on Writing Resumes 80
Preparing Your Resume 80
Getting Your Resume Effectively Criticized 81
Some Additional Thoughts on Resume Tips 82
Major Resume Problems 84
7. NETWORKING • 87
How Are You Likely to Get Your Job? 87
Enlarging Your List of Contacts 90
Getting Interviews with Contacts 95
Preparing for Networking Interviews 99
Building Rapport in Networking Interviews 100
Being Alert to Hidden Job Possibilities 101
Getting Good Referrals 102
Getting Good Information on Referrals 103
Getting Personally Introduced to Referrals 103
Giving Something Back in Return 104
Getting More Candid Criticism 105
Developing a Continuing Relationship 106
Analyzing Interview Results and Follow-up 108
Conducting Telephone Interviews When Referrals
Won’t See You 108
8. BLIND PROSPECTING • 111
Overview 111
Target Letter Mailings 113
Telephone Prospecting 113
Broadcast Letter 116
Preparation for Blind Prospecting 118
Record Keeping 119
THE EXECUTIVE JOB SEARCH
viii
9.THE VISIBLE MARKET • 121
Executive Recruiters 122
The Internet 123
Answering Ads 124
Job Fairs 127
College Placement Offices 128
Secondary Recruiters 129
When You’re Contacted for an Interview 129
10. “JOB HUNTING IS SELLINGYOURSELF” • 131
Selling Yourself Is a Key 131
Focus on Improving Your Selling Skills 131
Some Selling Techniques 135
Dealing with Rejection 139
11. PREPARING FOR INTERVIEWS • 141
Researching the Company 142
Research on the Interviewer 143
Your References 144
Being Ready for Tough Questions 145
Practicing Listening and Interviewing 148
Learning from Interviews 148
12. IMPROVINGYOUR INTERVIEW EFFECTIVENESS • 149
Perspective 149
The Interview 150
Postinterview Activities 157
Interview Tips 160
13. CONDUCTING AN EFFECTIVE SEARCH • 163
Getting Started 163
Personal Habits 168
Improving Your Productivity 169
Getting Help 174
Checklist for a Dragging Campaign 175
14. EVALUATING OFFERS AND MAKING THE FINAL DECISION • 183
The Process 183
Stalling Offers 184
Getting More Information on the Job and Company 185
Using an Offer to Get Others 186
Negotiating Compensation 187
CONTENTS
ix
Evaluating Offers 190
After the Final Decision 191
15. SHOULDYOU MAKEA JOB CHANGE?
(IFYOU HAVEA CHOICE) • 195
Myths About Changing Jobs 196
Why Are You Frustrated? 197
Your Improvement Program 198
Get Another Job in the Company 206
How to Leave Your Company 207
When an Executive Recruiter Knocks on the Door 209
16.ALTERNATIVE CAREERS • 211
Motivation 212
Realities 212
Research 213
Resources and Services 214
Consulting 215
Temping 218
Buying a Business 219
Starting a Business 224
Making a Transfer to Another Function in Your Company 225
Working for a Nonprofit or Trade Association 226
17.MAKING THE NEW JOB ANDYOUR FUTUREA SUCCESS • 229
Transition 229
Getting Started 234
Plan for the Future 238
Conclusion 240
Send in for Additional Tips • 241
Index • 243
THE EXECUTIVE JOB SEARCH
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