JOB SEARCH GUIDE: STRATEGIES FOR PROFESSIONALS U.S. DEPARTMENT OF LABOR Employment Training Administration 1993 Information for Individuals with Disabilities The United States Employment Service and all other Department of Labor agencies maintain a policy prohibiting discrimination against individuals with disabilities in all publications and materials distributed or made available to the public. The information in this document will be made available to sensory impaired individuals upon request. Please contact: Al Vega Eastern Assessment Research/Development Center c/o New York State Department of Labor 1 Main Street, Room 1012 Brooklyn, New York 11201 (718) 797-7768 The TDD Message Referral phone number is 1-800-326-2577. FOREWORD The United States Employment Service (USES), in its continuing effort to assist individuals in finding satisfying employment, has developed the Job Search Guide: Strategies for Professionals. The Guide provides important job search information including specific steps that job seekers can follow to identify employment opportunities. A job seeker can use the information in this Guide to develop job hunting strategies, learn skills and techniques for successfully completing the applicant screening process (e.g., filling out applications, answering interview questions, completing employment tests), as well as identify other resources that can be helpful in locating employment. ACKNOWLEDGEMENTS The Job Search Guide: Strategies for Professionals was produced by the Assessment Research Development Program in the U.S. Employment Service under the direction of Robert A. Schaerfl, director. The Assessment Research Program is directed by Susan Schlickeisen, chief, Division of Planning and Operations. Coordination and technical supervision for the development of the Job Search Guide was directed by Russell Kile, personnel research psychologist. Grateful acknowledgement is also made for the contribution of additional technical planning and support from Kathleen Wiersema and David Rivkin of the Assessment Research Development Unit. The Eastern Assessment Research Development Center, New York City, served a pivotal role in the planning, collection, preparation and technical review of information for the Guide, as well as its publication. The Arlington Employment Center, Arlington, VA staff reviewed the Guide and gave valuable technical suggestions. Space does not permit a listing of their names, but grateful acknowledgement is also given to those associations, business firms, labor organizations, other federal agencies and individuals whose assistance and cooperation contributed significantly to the development of this publication. TABLE OF CONTENTS Page Introduction . . . . . . . . . . . . . . . . . . . . . . 1 Tips for Using the Guide . . . . . . . . . . . . . . . . 2 1 Handling Your Job Loss . . . . . . . . . . . . . . . 4 2 Managing Your Personal Resources . . . . . . . . . . 12 3 Assessing Your Skills, Experiences and Interests . . 18 4 Researching the Job Market . . . . . . . . . . . . . 26 5 Conducting the Job Search . . . . . . . . . . . . . . 35 6 Networking . . . . . . . . . . . . . . . . . . . . . 44 7 Writing Resumes and Cover Letters . . . . . . . . . . 50 8 Employment Interviewing . . . . . . . . . . . . . . 63 9 Employment Testing . . . . . . . . . . . . . . . . . 77 Staying Employed . . . . . . . . . . . . . . . . . . . . 82 Reviewing What You have Read . . . . . . . . . . . . . . 84 Sources of Additional Information. . . . . . . . . . . . 87 .c1. INTRODUCTION; Looking for a job can be challenging and stimulating, but it can also be frustrating and stressful even during the best economic conditions. In times of economic downturn, this task can become even more difficult because there are more people competing to fill fewer jobs. In order to have a competitive edge when looking for a job, you will need to have your job search skills at their best. Whether you are involuntarily unemployed, changing jobs or looking for your first job, this Guide is designed to help you negotiate the many phases of the job search process. Designed specifically for professionals, managers and executives, the Guide presents an overview of important aspects of the job search, including such topics as handling your job loss, managing personal resources, self-assessment, researching the job market, networking, resume preparation and interviewing. Also included is a detailed list of sources that contain additional information so that you can do more in-depth research on any of the topics you feel you want to explore further. Chapters 1 and 2 provide guidance in dealing with personal, family and financial issues that might come up during your job search. In Chapter 1, you and your family's emotional well- being are discussed. In Chapter 2, steps are presented that you can follow to keep on top of personal financial matters. Chapter 3 helps you take one of the first important steps in your job search - self assessment. In this chapter you can complete interactive exercises to assess your skills, interests and abilities and identify your achievements. This chapter directs you to resources where you can match your particular talents and interests to the world of work. Another important part of your job search is identifying industries and specific jobs that you might be interested in pursuing. Chapter 4 identifies resources to use for targeting your job search toward specific markets. It provides suggestions on how to research the job market and how to find industries with the most opportunities. Chapter 5 helps you narrow your job search even further. It presents both formal and informal methods for collecting information on specific companies that might have the right job for you. Chapters 6, 7 and 8 are designed to get you even closer to your goal of finding a job. Chapter 6 talks in detail about networking, one of the best methods for finding a job. Chapter 7 gives you advice on writing resumes and cover letters, the documents that can really make an impression on employers. As most people know, almost all job screening includes some type of interview. Chapter 8 presents different types of interviews, ways to prepare for an interview and tips on how to conduct yourself during an interview. In Chapter 9, assessment tools used by employers that you may encounter during your search are discussed. Brief descriptions of tests are provided, as well as advice on how to prepare for and take the actual tests. In general, this chapter provides you with information and advice to help you feel more comfortable in testing situations. The last section of the Guide helps you summarize what you learned. It provides ways to double check that you have recognized all the important information the Guide has to offer. This section will help you ensure that you have planned and will conduct a well-thought-out, effective job search. .c1.Tips for Using the Guide; Conducting a job search is a big job. This Guide can provide excellent assistance in developing an effective job search strategy. Here are some general suggestions for using the Guide that might make it easier for you to develop your job search plan. Step 1. Review the entire Guide. Step 2. Find the chapters that really interest you. Remember, the Guide can take you from the start to the finish of your job search. For people who are not familiar with the job search process or who haven't conducted a job search for a long time, it is probably a good idea to follow the Guide carefully from beginning to end. Others, who are more comfortable with the job search, might want to identify areas that are particularly relevant to their search and concentrate on those aspects of the Guide. Step 3. Identify specific tasks that you want to accomplish in the Guide (e.g., identifying job leads, developing a resume, improving interviewing skills). Step 4. Develop a timeline for completing tasks you have identified. Try to assign yourself weekly milestones. This way you will have intermediate goals to achieve on an almost daily basis. Step 5. After completing individual tasks, review what you have done. See how the task contributes to your overall strategy. Share your accomplishments with someone who might be able to give you constructive advice (maybe a family member, friend, or counselor with whom you are working). Step 6. Continue working through the Guide until you feel comfortable with your job search strategy. The Guide has been designed to help you find satisfying employment. It provides a broad range of information that you can use to develop important job search skills and it serves as a reference to ensure that you are conducting an effective state- of-the-art job search. CHAPTER 1. .c1.HANDLING YOUR JOB LOSS; While some people may see a job loss as a challenge which opens up new opportunities, most associate job loss with strong negative emotions. It is important to know that it is natural to have some negative feelings (especially at first) after a job loss, and that most people experience them. Here are some feelings and experiences that you may have after losing your job: -- Loss of professional identity: Professionals identify strongly with their careers. Unemployment can often lead to a loss of self-esteem. Being employed brings respect in the community and in the family. When a job is lost, part of your sense of self may be lost as well. -- Loss of a network: The loss may be worse when your social life has been strongly linked to the job. Many ongoing "work friendships" are suddenly halted. Old friends and colleagues often don't call because they feel awkward or don't know what to say. Many don't want to be reminded of what could happen to them. Also, when work and social activities mix, such as with company picnics and dinner parties, the job loss can be hard for all family members who participated in such activities. -- Emotional unpreparedness: Those who have never been unemployed may not be emotionally prepared for job loss and may be devastated when it happens. It is natural and appropriate to feel this way. You might notice that some people you know don't take their job loss as hard as you have taken it. They might be more prepared for this time of uncertainty. Studies show that those who change jobs frequently, or who are in occupations prone to cyclic unemployment, suffer far less emotional impact after job loss than those who have been steadily employed and who are unprepared for cutbacks. The Guide is designed to help you get over your loss and move forward with your quest for employment. As you work through the Guide, your negative feelings should begin to be replaced with positive emotions as you complete steps and accomplish goals toward finding satisfying employment. Adjusting One can start adjusting to job loss by using a little psychology. There have been a lot of studies done on how to deal with loss. Psychologists have found that people often have an easier time dealing with loss if they know what feelings they might experience during the "grieving process." Grief doesn't usually overwhelm us all at once; it usually is experienced in stages. The stages of loss or grief may include: áShock--you may not be fully aware of what has happened. áDenial usually comes next--you cannot believe that the loss is true. áRelief then enters the picture for some, and you feel a burden has lifted and opportunity awaits. áAnger often follows--you blame (often without reason) those you think might be responsible, including yourself. áDepression may set in some time later, when you realize the reality of the loss. áAcceptance is the final stage of the process--you come to terms with the loss and get the energy and desire to move beyond it. The "acceptance" stage is the best place to be when starting a job search, but you might not have the luxury of waiting until this point to begin your search. It is helpful to monitor your reactions and control any adverse emotions. While you may well experience the stages of grief outlined above, they may not necessarily be in the order mentioned. If you experience strong negative emotions during these stages, you may need a break from your job search until you reach the acceptance stage. Most people can function in the earlier stages, as long as they remain aware of their feelings and are able to keep these emotions from affecting their activities. For example, if you're still in your "angry" stage, it's important to understand that expressing your anger during a job interview could be self-defeating. [SIDEBAR] People have always believed that finishing college would guarantee a good job and a solid future. Graduates looking for work in a tight labor market may experience just the opposite-- you may have difficulty finding a professional job, and the competition may be stiff, as more experienced, out-of-work professionals are vying for the same jobs. Rejection in the job search process can prove very frustrating. Whether you were laid off from your last job or recently graduated college, being unemployed and looking for work may prove emotionally difficult. You may experience periods of stress, depression or erosion of self-esteem along the way. Below are some tips you might want to follow during the job search process to keep yourself emotionally healthy and motivated to look for work. Keep Healthy Your body will be stressed to the limit as the challenges ahead test your strength and endurance. It is important to keep healthy and in shape. Try to: áEat properly. Eating right can help you stay fit and healthy. How you look and your sense of self-esteem can be affected by your eating habits. It is very easy to snack on junk food when you're home all day. Take time to plan your meals and snacks so they are well-balanced and nutritious. Eating properly will help you keep the good attitude you need during your job search. áExercise. Include some form of exercise as part of your daily activities. Regular exercise reduces stress and depression and prevents a sense of lethargy. It can really help you get through those tough days. áAllow Time For Fun. When you're planning your time, be sure to build fun and relaxation into your plans. You are allowed to enjoy life even if you are unemployed. Keep a list of activities or tasks that you want to accomplish such as volunteer work, repairs around the house, or hobbies. When free time develops, you can refer to the list and have lots of things to do. Family Issues Unemployment is a stressful time for the entire family. Your family may experience adverse reactions to your job loss. For them, your unemployment means the loss of income and the fear of an uncertain future. They are also worried about your happiness. Here are some ways you can interact with your family to get through this tough time: áDo not attempt to "shoulder" your problems alone. Try to be open with family members even though it is hard. Discussions about your job search and the feelings you have allow your family to work as a group and support one another. á Talk to your family. Let them know your plans and activities. Share with them how you will be spending your time. Discuss what additional family responsibilities you can take on when your job search day is complete. Add these new responsibilities to your schedule. áListen to your family. Find out their concerns and their suggestions. Perhaps there are ways they can assist you. áBuild family spirit. You will need a great deal of support from your family in the months ahead, but they will also need yours. á Seek outside help. Join a family support group. Many community centers, mental health agencies and colleges have support groups for the unemployed and their families. These groups can provide a place to let off steam and share frustrations. They can also be a place to get ideas on how to survive this difficult period. More information about support groups is presented later in this chapter. Helping Children Children may be deeply affected by a parent's unemployment. It is important for them to know what has happened and how it will affect the family. However, try not to overburden them with the responsibility of too many of the emotional or financial details. áKeep an open dialogue with your children. Letting them know what is really going on is vital. Children have a way of imagining the worst when they write their own "scripts," so the facts can actually be far less devastating than what they envision. áMake sure your children know it's not anybody's fault. Children may not understand about job loss and immediately think that you did something wrong to cause it. Or, they may feel that somehow they are responsible or financially burdensome. They need reassurance in these matters, regardless of their age. áChildren need to feel they are helping. They want to help and having them do something like taking a cut in allowance, deferring expensive purchases, or getting an after-school job can make them feel as if they are part of the team. Some experts suggest that it can be useful to alert the school counselor to your unemployment so that they can watch the children for problems at school before the problems become serious. Coping with Stress Stress inevitably will be part of the job search process. Here are some coping mechanisms that can help you deal with stress. áWrite down what seems to be causing the stress. Identify the "stressors," then think of possible ways to handle each one. Can some demands be altered, lessened or postponed? Can you live with any of them just as they are? Are there some that you might be able to deal with more effectively? á Set priorities. Deal with the most pressing needs or changes first. You cannot handle everything at once. á Establish a workable schedule. When you set a schedule for yourself, make sure it is one which can be achieved. As you perform your tasks, you will feel a sense of control and a sense of accomplishment. á Reduce stress. Learn relaxation techniques, or other stress-reduction techniques. This can be as simple as sitting in a chair, closing your eyes, taking a deep breath and breathing out slowly while imagining all the tension going out with your breath. There are a number of other methods, including listening to relaxation tapes, which may help you cope with stress more effectively. Check the additional source material at the end of this Guide for books which offer instruction on these techniques. (Many of these are available at your public library.) áAvoid isolation. Keep in touch with your friends, even former co-workers, if you can do that comfortably. Unemployed individuals often feel a sense of isolation and loneliness. See your friends; talk with them; socialize with them. You are the same person you were before unemployment. The same goes for the activities that you may have enjoyed in the past. Evaluate them. Which can you afford to continue? If you find that your old hobbies or activities can't be part of your new budget scheme, perhaps you can substitute new activities that are less costly. á Join a support group. No matter how understanding or caring your family or friends might be, they may not be able to understand all that you're going through and you might be able to find help and understanding at a job-seeking support group. These groups consist of people who are going through the same experiences and emotions you are. Many groups also share tips on job opportunities, as well as feedback on ways to deal more effectively in the job search process. The National Business Employment Weekly, available at major newsstands, lists support groups throughout the country. Local churches, YMCA's, YWCA's and libraries often list (or even facilitate) support groups. A list of self-help clearinghouses (some of which cover the unemployed) is available from the National Self-Help Clearinghouse, 25 West 43rd St., Room 620, New York, NY 10036. The cost is $1, plus a self-addressed, stamped envelope. Forty Plus is a national non profit organization and is an excellent source of information about clubs around the country and on issues concerning older employees and the job search process. The address is 15 Park Row, New York, NY 10038. Their telephone number is (212) 233-6086. Keeping Your Spirits Up Here are some ways you can build your self-esteem and avoid depression: á List your positives. Make a list of your positive qualities and your successes. This list is always easier to make when you are feeling good about yourself. Perhaps you can enlist the assistance of a close friend or caring relative, or wait for a sunnier moment. á Replay your positives. Once you have made this list, replay the positives in your mind frequently. Associate the replay with an activity you do often; for example, you might review the list in your mind every time you go to the refrigerator! á Use the list before performing difficult tasks. Review the list when you are feeling down or to give you energy before you attempt some difficult task. á Recall successes. Take time every day to recall a success. á Use realistic standards. Avoid the trap of evaluating yourself using impossible standards that come from others. You are in a particular phase of your life; don't dwell on what you think society regards as success. Remind yourself that success will again be yours. á Know your strengths and weaknesses. Know your strengths. What things are you good at? What skills do you have? Do you need to learn new skills? Everyone has limitations. What are yours? Are there certain job duties that are just not right for you and that you might want to avoid? Balance your limitations against your strong skills so that you don't let the negatives eat at your self-esteem. Incorporate this knowledge into your planning. á Picture success. Practice visualizing positive results or outcomes and view them in your mind before the event. Play out the scene in your imagination and picture yourself successful in whatever you're about to attempt. á Build success. Make a "to do" list. Include small, achievable tasks. Divide the tasks on your list and make a list for every day so you will have some "successes" daily. á Surround yourself with positive people. Socialize with family and friends who are supportive. You want to be around people who will "pick you up," not "knock you down." You know who your fans are. Try to find time to be around them. It can really make you feel good. á Volunteer. Give something of yourself to others through volunteer work. It will help you to feel more worthwhile, and may actually give you new skills. You can expect to have negative emotions periodically during a long job search. But a positive mental attitude is essential in bringing the job search process to a satisfactory conclusion. A New Beginning Are you very depressed? As hard as it is to be out of work, it also can be a new beginning. A new direction may emerge which will change your life in positive ways. This may be a good time to re-evaluate your attitudes and outlook. á Live in the present. The past is over and you cannot change it. Learn from your mistakes and use that knowledge to plan for the future--then let the past go. Don't dwell on it or relive it over and over. Don't be overpowered by guilt. á Take responsibility for yourself. Try not to complain or blame others. Save your energy for activities that result in positive experiences. áLearn to accept what you cannot change. However, realize that in most situations, you do have some control. Your reactions and your behavior are in your control and will often influence the outcome of events. á Keep the job search under your own command. This will give you a sense of control and prevent passivity from setting in. Enlist everyone's aid in your job search, but make sure you do most of the work. á Talk things out with confidants. Admit how you feel. For example, if you realize you're angry, find a positive way to vent it, perhaps through exercise. á Face your fears, and try to pinpoint them. "Naming the enemy" is the best strategy for relieving the vague feeling of anxiety. By facing what you actually fear you can see how realistic your fears are. á Think creatively, stay flexible, take risks and don't be afraid of failure. Try not to take rejection personally. Think of it as information that will help you later in your search. Take criticism as a way to learn more about yourself. Keep plugging away at the job search despite those inevitable setbacks. Most important, forget magic--what lies ahead is hard work! Professional Help? If your depression won't go away, or leads you to self- destructive behaviors such as abuse of alcohol/drugs, you may wish to consider asking a professional for help. Many people who have never sought professional assistance before find that in a time of crisis it really helps to have someone to listen and who can give needed aid. Consult your local mental health clinics, social services agencies or professional counselors for help for yourself and family members who are affected by your unemployment. Some assistance may be covered by your health insurance or, if you do not have insurance, counseling is often available on a "sliding scale" fee based on income. CHAPTER 2. .c1.MANAGING YOUR PERSONAL RESOURCES; Whether you are unemployed, working or in school during your job search, your search will be more productive if it is well- planned. Start by making a list of the things you have to do. Deciding on career goals, updating your resume, doing library research, making phone calls and arranging interviews are just some of the things you can do to start getting organized. Cross items off the list as they are completed to give yourself a sense of accomplishment. Keep a Schedule If you are employed or in school, set aside a specific portion of your day for job-hunting; don't just squeeze it in. On the other hand, don't risk losing a job or flunking a course needed to graduate because of your job search. á Set aside specific times for writing your resume, making phones calls, answering ads and doing research. áUse a calendar, planner (either electronic or paper) or your personal computer to keep track of your time and make notes. áCheck your calendar/planner every day - don't rely on your memory. á Set up a work space. Have a phone nearby. Keep a typewriter or computer, stationery, envelopes, stamps, copies of your resume and phone directories handy. Choose a quiet space where you will be free of interruptions. Maintain a Routine If you're unemployed, job hunting is your new, full-time job. Resist the temptation to sleep late or watch television all day. Plan to spend 30-40 hours per week on your job search. Your period of unemployment will be shorter if you make a concerted effort to find a new job. áGet up in the morning and eat during the day at the same times as you did when you were working. áKeep up with your exercise routine (or start one). Sample Schedule _ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ_ _WEDNESDAY _ _JULY 6 _ _ _ _8:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _9:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _10:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _11:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _12:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _1:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _2:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _3:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _4:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _5:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _6:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _7:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _8:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _9:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _10:00_ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ__ _ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ_ Stay on Top of Finances Being unemployed probably means a substantially reduced personal income. Careful planning and money management will help you cope with changes in your financial situation. Some important things to do right away are: áApply for benefits. Apply for unemployment benefits as soon as possible, even if you're not sure you are eligible. If you do qualify, you can include the amount of your benefits in your monthly budget. Depending on how long you have worked, you can collect benefits for up to 26 weeks. In times of high unemployment, benefits may be available for a longer period. Contact your state Labor Department or Employment Security Agency for further information. Their addresses and telephone numbers are listed at the end of this Guide. áRegister with your local consumer credit counseling organization. In some locations, you can register with a consumer credit counseling organization that can provide economic planning assistance and help you get a handle on your finances. áExamine your income and expenses. Take a complete accounting of your income and expenses. Use the chart below as a guide: _________________________________________________________________ _______ _ YOUR MONTHLY INCOME-EXPENSE CHART _ _ _ _ INCOME EXPENSES _ _ _ _ Unemployment Benefits $_____ Mortgage/Rent $_____ _ _ Spouse's Income _____ Utilities: Electric _____ _ _ Severance pay _____ Gas/Fuel oil _____ _ _ Interest/Dividends _____ Water _____ _ _ Other Income _____ Telephone _____ _ _ Food _____ _ _ TOTAL $______ Car payment/expenses _____ _ _ Other loan payments _____ _ _ Insurance premiums _____ _ _ Medical expenses _____ _ _ Tuition _____ _ _ Clothing _____ _ _ Entertainment _____ _ _ Taxes _____ _ _ Job hunting costs _____ _ _ Other monthly expenses _____ _ _ _ _ TOTAL $______ _ _ _ _________________________________________________________________ _______ If you're like a lot of people, your expenses exceed your income. You may have to dip into your assets, trim expenses, or both to make up the difference. áReview your assets. Make a list of all your assets and their current value: _________________________________________________________________ ASSETS Value Liquid assets _ Checking/Savings accounts $_____ _ Money market funds _____ _ Pension/Annuities/IRAs _____ _ Cash value of life insurance _____ Securities _ Stocks/Bonds/Mutual funds _____ _ Government securities _____ Personal property _ Car(s)/Boat _____ _ Furniture/Appliances _____ _ Art/Antiques/Collectibles _____ _ Jewelry/Clothing _ Real estate _ Home _____ _ Other properties _____ _ _ Other assets _____ _ TOTAL ASSETS $______ _________________________________________________________________ _ Based on the your Monthly Income-Expense chart see if it will be neecessary for you to tap into your liquid assets. Review your Assests chart to see if you have enough to supplement your income for six months? nine months? a year? When you have made this determination you will know how much time you have to look for the job of your choice. Reassess your finances periodically. If your assets are being depleted and your ideal job has not yet come along, you may have to re-evaluate your career goals, consider relocating or take a "fill-in" job. Being a consultant might be an option for you. You might explore temporary jobs that are "typically" easier to obtain to make money to help tide you over. á Reduce expenses. In general, your strategy for controlling expenses can center on determining what costs you must incur to keep you and your family going and which are for conveniences or luxury items that you can reduce or do without. If you need to limit expenses, try some of the suggestions below: -- Reduce credit card purchases. Try to pay for things in cash to save on interest charges and prevent overspending. -- Notify your bank or mortgage holder if you expect to have difficulty making mortgage or loan payments. They may be willing to renegotiate or arrange a better payment schedule. -- Consider cashing in some "luxury" assets you may not really need. For example, sell a car or boat you rarely use. This will not only generate cash but will save you money on insurance and maintenance costs. -- Comparison shop for home/auto/life and other insurance to make sure you have the best coverage at the lowest premium. -- Repair rather than replace major appliances. -- Keep your car well-maintained to avoid costly repairs. -- Cut down on utility expenses by washing full loads of clothes and dishes and by adjusting the thermostat and turning off lights and appliances that aren't being used. -- Reduce food costs by shopping for specials, using coupons and cutting down on eating out. -- Enlist the cooperation of your spouse and children to help limit other family expenses. áReview your tax deductions. Some job hunting expenses may be tax deductible as a "miscellaneous deduction" on your federal income tax return. According to the IRS, "You may be able to deduct certain expenses you have in looking for a new job in your present occupation, even if you do not get a new job. You cannot deduct your expenses if you are looking for a job in a new occupation ...." If you're eligible, some of the expenses that you may be able to deduct are employment agency fees, resume expenses and some transportation expenses. If you locate work in another city and you must relocate, some moving expenses are tax deductible on your federal tax return, Schedule A. Keep records and receipts for all these expenses. Contact an accountant or the IRS for more information. áReview your health coverage. Although the cost of medical insurance is constantly increasing, it is still less expensive than becoming ill without insurance. There are several ways to obtain medical coverage for you and your family if you're out of work: -- You can probably maintain coverage at your own expense, under the COBRA law if you worked for an employer that provided medical coverage and had 20 or more employees. Check with your former employer. To continue your health coverage under this law, you must tell your former employer within 60 days of leaving the job. -- If you're married and your spouse works, check to see whether you can be covered under his/her health insurance plan. -- Contact any professional organizations you belong to; they may provide group coverage for their members. Speak to an insurance broker, if necessary, to arrange for health coverage on your own or join a local Health Maintenance Organization (HMO). -- Practice preventive medicine. The best way to save money on medical bills is to stay healthy. Try not to ignore minor ills. If they persist, phone or visit your doctor. It will be less costly to treat them before they become more serious. -- Investigate local clinics. If you find that your health resources are being depleted, investigate local clinics that provide services based on a sliding scale. These clinics often provide quality health care at affordable prices. CHAPTER 3. .c1.ASSESSING YOUR SKILLS, EXPERIENCES AND INTERESTS; A successful job search starts with thorough preparation and planning. This is true whether you are beginning your career, seeking re-employment or considering a more satisfying occupation. An important step in this process is to assess your personal characteristics; take a good look at who you are and what you have done. This will require time and effort, but the time you invest will be worthwhile. Self-assessment can help you to decide on a realistic job objective. The information you discover will also be helpful when writing your resume, completing job applications and preparing for job interviews. Assessing Personal Information The self-assessment work sheets on the next few pages are provided to help you inventory your skills, knowledge, abilities, interests, accomplishments, values and personal traits as they have been demonstrated in your day-to-day activities at work, school, home and in the community. Make sure you include all your talents. Sometimes people take their biggest positives for granted. Have someone who knows you well review your worksheets to ensure you include all your positives. When completing this work sheet think about "transferables." These are skills and abilities that you can take with you to a new job. They are characteristics you have in which your new employer will be particularly interested. Remember, the employer is going to be looking for how you can benefit his or her organization. Use the following form to summarize your accomplishments, abilities and personal characteristics. _______________________________________________________________ Work Experience. (Use a sheet like this for each position you have held, including military service.) Company: ____________________________________________________ Address: ____________________________________________________ Supervisor's Name and Title: ________________________________ Dates of Employment: ________________________________________ Position(s)/Title(s)/Military Rank:__________________________ Duties and responsibilities: ____________________________________________________________ ____________________________________________________________ ____________________________________________________________ Accomplishments (including awards or commendations): _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ Skills, Knowledge and Abilities Used (Make sure you include "transferables"): ____________________________________________________________ ____________________________________________________________ Duties Liked and Disliked: _________________________________ ____________________________________________________________ ____________________________________________________________ Reason for Leaving: ________________________________________ _________________________________________________________________ _________________________________________________________________ Education and Training School, College Dates of Degree or University Enrollment Major Certificate Date G.P.A. _______________________________________________________________ _______________________________________________________________ Career-Related Courses: _______________________________________ _______________________________________________________________ _______________________________________________________________ Scholastic Honors, Awards and Scholarships: ___________________ _______________________________________________________________ College Extracurricular Activities: ___________________________ _______________________________________________________________ Other Training: (Include courses sponsored by the military, employers or professional associations, etc.) _______________________________________________________________ _______________________________________________________________ Courses, Activities Liked and Disliked: _______________________ _______________________________________________________________ _______________________________________________________________ Skills, Knowledge and Abilities Learned: ______________________ _______________________________________________________________ _______________________________________________________________ Professional Licenses: ________________________________________ _______________________________________________________________ Personal Characteristics: (e.g., organizational ability, study habits, social skills, like to work alone or on a team, like or dislike public speaking, detail work.) ______________________________________________________________ _______________________________________________________________ _______________________________________________________________ Personal Activities Professional: (association memberships, positions held, committees served on, activities, honors, publications, patents, etc.) _________________________________________________________ _______________________________________________________________ Community: (civic, cultural, religious, political organization memberships, offices or positions held, activities, etc.) _______________________________________________________________ _______________________________________________________________ Other: (hobbies, recreational activities and other personal abilities and accomplishments)_______________________________ _______________________________________________________________ _________________________________________________________________ Overall Assessment Take a look at all the work sheets you have completed: Work Experience, Education and Personal Activities. Considering all you have done, list your strengths and positive attributes in each of the areas below. Skills, Knowledge and Abilities: ______________________________ _______________________________________________________________ _______________________________________________________________ Accomplishments:_______________________________________________ _______________________________________________________________ _______________________________________________________________ Personal Characteristics: _____________________________________ _______________________________________________________________ _______________________________________________________________ Activities Performed Well: ____________________________________ _______________________________________________________________ _______________________________________________________________ Activities Liked: _____________________________________________ _______________________________________________________________ _______________________________________________________________ ________________________________________________________________ Career Possibilities to Explore Review your Overall Assessment Sheet. Do the strengths and positive attributes listed suggest possible careers for you? Your choice of a career does not have to be limited to the ones in which you have the most direct education, experience or training. Ask yourself: áDo I want to remain in that field? áWould the strengths I have listed serve in a related field of work? áWould I consider returning to school to learn new job skills which are in demand? áAs a recent college graduate, could I translate my strengths into a career? áIs self-employment a possibility? In answering these questions, carefully consider personal circumstances, your lifestyle, health, family circumstances and financial needs. Keep these factors in mind when making career plans. Considering everything you know about yourself, try to think of some career possibilities that you could do well and would enjoy. List these career possibilities below: 1. ____________________________________________________________ 2. ____________________________________________________________ 3. ____________________________________________________________ 4. ____________________________________________________________ 5. ____________________________________________________________ You may obtain additional information about careers from a number of useful publications. Three examples, published by the Department of Labor, are listed below: -- Guide for Occupational Exploration (GOE). The GOE lists more than 12,000 occupations and organizes them into a structure developed specifically for career guidance. It provides a wealth of information on how to relate your background to jobs and where to obtain additional information. -- Occupational Outlook Handbook (OOH). Designed for career guidance, it presents useful information, including requirements and duties, for a wide variety of jobs. The OOH is described in more detail in Chapter 4 of this Guide, Researching the Job Market. -- Dictionary of Occupational Titles (DOT). The DOT is the most comprehensive listing of job descriptions that exists. It describes over 12,000 occupations and is used by all State Employment Service offices to match people's qualifications to job openings. These books are available at your local Employment Service office and at many libraries and college career centers. If you are considering self-employment or buying a franchise, the U.S. Small Business Administration (SBA) offers loans, training and planning, as well as many useful publications. There are SBA offices in every state. Their toll-free number is 1-800-U ASK SBA. In addition, their Service Corps of Retired Executives (SCORE) provides free training and counseling on how to set up and run a small business. Professional Assistance If you would like additional help in planning your career, you may want to turn to public or private career counseling services which are useful for career exploration. They may help to develop comprehensive career plans. You will find them listed in your local telephone directory. These organizations use a variety of tests and instruments to assess your skills, abilities, interests and personality. Types of organizations where you can seek assistance include: áState Employment Service offices. These offices are located throughout the country. In most states, these offices provide career counseling services to those who are deciding on a career or thinking about changing careers. Many of these offices also provide interactive computer systems which contain job information. These services are free. áLocal schools, community colleges and libraries. These organizations often have career counseling centers which have computerized job and career information systems. Sometimes they offer short courses on conducting a job search and offer counseling at no charge. áCollege/university guidance centers. If you are graduating from a college or university, consider the services offered by your college guidance center. College guidance centers sometimes offer their services to the public for a fee. áNon-profit organizations. Such organizations like the YMCA provide career counseling, although fees may be charged on a sliding scale. Check local social service agencies, community vocational services or religious organizations such as Catholic Social Services. áPrivately run firms. These firms provide counseling services useful in helping you decide on possible careers. However, they can be expensive and quality varies; before you select one, check with the Better Business Bureau or with friends who have used these services. CHAPTER 4. .c1.RESEARCHING THE JOB MARKET; This chapter identifies some sources which can help you research the job market for career fields that might be of interest to you. It can also help you identify companies that might have careers that require your unique skills and abilities. By completing this chapter you will better be able to answer questions such as: -- How does the job market look for the career I have in mind? -- What are my chances for finding a position in that field? -- Should I consider relocating? Employment prospects depend on what kind of work you want to do and where you want to do it. Careful research can help. What is the Job Market? The growth rate for jobs that require higher-than-average levels of education and training is expected to outstrip the growth of jobs in general. However, it is also predicted that many companies will be downsizing and many of the positions eliminated will be in middle management. In general, growth in service-producing industries is expected to be much greater than growth in industries which produce goods. In manufacturing firms, however, employment in professional occupations is expected to grow slightly. What size companies provide you with the best chance of being hired? Surprisingly, it has been estimated that two-thirds of all jobs are in smaller companies - those with 25 or fewer employees. Many of the publications mentioned later in this chapter tend to concentrate on larger companies. It is also important to use the informal direct employer contact techniques discussed later in this chapter to locate smaller businesses. General Occupational Information When deciding where to concentrate your job search efforts, it is useful to have data on industries which offer the best overall employment prospects. If you have worked before, you are probably most familiar with one or two industries. Even if the outlook for these industries is poor, you may well be able to find work if you make a concerted effort, as replacement workers are often needed. You probably will want to explore industries with better prospects as well. If you are a first-time job seeker, there may be a number of different areas of work open to you and it would certainly pay to concentrate on those with the highest potential. Resources on the General Labor Market Publications. There are a large number of government and private publications which offer a wealth of information on outlooks, salaries and growth trends for jobs and industries. Most of these publications are for sale to individuals, and some of them are quite affordable. All of the publications, however, are available as reference books in the public library and in many college and university libraries. Most large cities have branches of the public library that specialize in providing job information. These special libraries can be invaluable sources of labor market information. While in the library, don't rule out the librarian as a source of expert information. Below are some examples of publications which are good sources of labor market information: -- Occupational Outlook Handbook. Published by the U.S. Department of Labor's Bureau of Labor Statistics. Gives the outlook for hundreds of jobs. Also describes working conditions, duties, qualifications and advancement potential. Particularly valuable to new job seekers. -- Occupational Outlook Quarterly. Published by the U.S. Department of Labor. Gives an overview of the outlook for different sectors of the economy and individual occupations. Often contains articles focusing on selected job areas. -- Projections 2000. Detailed projections of the U.S. economy and Labor Force by the Department of Labor's Bureau of Labor Statistics. -- State and Metropolitan Area Data Book. Published by the U.S. Department of Commerce. Compiles statistical data from many public and private agencies. Includes unemployment rates, rate of employment growth and population growth for every state. Also presents a vast amount of data on employment and income for metropolitan areas across the country. -- White Collar Pay: Private Goods-Producing Industries. Produced by the U.S. Department of Labor's Bureau of Labor Statistics. Good source of salary information for white collar jobs. -- 1991 AMS Office, Professional and Data Processing Salaries Report. (Administrative Management Society, Wash. DC). Salary distributions for 40 different occupations, many of which are professional. Subdivided by company size, type of business, region of the country and by 41 different metropolitan areas. -- American Salaries and Wages Survey. (Gale Research, Detroit, MI). Detailed information on salaries and wages for thousands of jobs. Data is subdivided geographically. Also gives cost-of-living data for selected areas, which is very helpful in determining what the salary differences really mean. Provides information on numbers employed in each occupation, along with projected changes. -- American Almanac of Jobs and Salaries. (Avon Books, NY). Information on wages for specific occupations and job groups, many of which are professional and white collar. Also presents trends in employment and wages. Governmental Agencies. In addition to publications, there are several agencies which provide expert labor market information to the public without charge. -- Bureau of Labor Statistics. The U.S. Department of Labor's Bureau of Labor Statistics maintains eight regional offices around the country. Any of these offices may be contacted by phone during business hours to obtain labor market information for the area. The New York regional office also provides 24-hour access to recorded information covering such diverse topics as national and local employment statistics, wage information and how to get recent Bureau publications. The telephone numbers of the Bureau of Labor Statistics regional offices are: Boston (617) 565-2327 New York (212) 337-2400 Philadelphia (215) 596-1154 Atlanta (404) 347-4416 Chicago (312) 353-1880 Dallas (214) 767-6970 Kansas City (816) 426-2481 San Francisco (415) 744-6600 -- State Occupational Information Coordinating Committee. Each state maintains a State Occupational Information Coordinating Committee (SOICC), which helps the public locate labor market and career information and projections. The addresses and phone numbers for the SOICC's are listed in the Occupational Outlook Handbook or can be obtained from the National Occupational Information Coordinating Committee at (202) 653-5665. Sources of Information on Specific Companies After you have a good idea of the industries, fields of work and geographical areas where you want to concentrate your job search, the next step is to locate companies that might employ people in your field. Publications. There are a large number of publications that contain lists of companies by industry, location, size and other defining characteristics. Some of these are intended specifically to help job seekers, while others are designed for different purposes. Regardless of the original intent, many of these publications can be used to find companies that might have potential for you. A few of them are discussed below. -- The Job Bank Series. (Bob Adams Inc., Holbrook, MA). A series of books aimed primarily at job-seeking professionals, each covers a different large city or metropolitan area. Each book also gives an introductory economic outlook for the covered area, followed by a listing of the area's major companies. Common positions within the company are listed. General tips and advice on job hunting also are provided. -- The Job Hunter's Guide to 100 Great American Cities. (Brattle Communications, Latham NY). Rather than concentrating on a particular locale, this guide gives the principal-area employers for 100 of America's largest cities. -- Macrae's State Industrial Directories. (New York, NY). Published for 15 Northeastern states. Similar volumes are produced for other parts of the country by other publishers. Each book lists thousands of companies, concentrating almost exclusively on those that produce products, rather than services. They include a large number of small firms, in addition to the larger ones listed in many other guides. -- National Business Telephone Directory. (Gale Research, Detroit, MI). An alphabetical listing of companies across the United States, with their addresses and phone numbers. It includes many smaller firms (20 employees minimum). -- Thomas Register. (New York, NY). Lists more than 100,000 companies across the country. Contains listings by company name, type of product made and brand name of product produced. Catalogs provided by many of the companies also are included. -- America's Fastest Growing Employers. (Bob Adams Inc., Holbrook, MA). Lists more than 700 of the fastest growing companies in the country. Also gives many tips on job hunting. -- The Hidden Job Market: A Guide to America's 2000 Little- Known Fastest Growing High-Tech Companies. (Peterson's Guides, Princeton, NJ). Concentrates on high-tech companies with good growth potential. -- Dun & Bradstreet Million Dollar Directory. (Parsippany, NJ). 180,000 of the largest companies in the country. Gives the type of business, number of employees and sales volume for each. It also lists the company's top executives. An abbreviated version of this publication also exists, which gives this information for the top 50,000 companies. -- Standard & Poor's Register of Corporations, Directors and Executives. (New York, NY). Information similar to that in Dun and Bradstreet's directory. Also contains a listing of the parent companies of subsidiaries and the interlocking affiliations of directors. -- The Career Guide - Dun's Employment Opportunities Directory. (Parsippany, NJ). Aimed specifically at the professional job seeker. Lists more than 5,000 major U.S. companies which plan to recruit in the coming year. Unlike the other directories from Standard and Poor and Dun and Bradstreet, this guide lists personnel directors and gives information about firms' career opportunities and benefits packages. Also gives a state-by-state list of headhunters and tips on interviewing and resume writing. There are many directories which give information about firms in a particular industry. A few samples are listed below: áThe Blue Book of Building and Construction áDirectory of Advertising Agencies áDirectory of Computer Dealers á McFadden American Bank Directory American Business Information Inc. of Omaha, NE, publishes business directories for many different industries. They can be reached by phone at (402) 593-4600. The Chamber of Commerce and local business associations may also publish directories listing companies within a specific geographical area. These are available in libraries or by writing to the individual associations. Professional and Trade Associations. These associations constitute another excellent avenue for getting information about where your kind of work might be found. These associations: áHelp you identify areas where growth is occurring. áProvide the names of firms which might employ people in a specific type of work. áCan identify the best information sources for developments within the field. á Can provide more information on small-irm leads than directories. áPublish newsletters which provide information on companies needing increased staff in the near future. Some publications which list trade and professional associations are: áEncyclopedia of Associations. (Gale Research, Detroit, MI) A listing of more than 22,000 professional, trade and other non- profit organizations in the United States. áCareer Guide to Professional Associations. (Garrett Park Press, Garrett Park, MD) Describes more than 2,500 professional associations. The information is more specifically oriented to the job seeker than is the Encyclopedia of Associations. A word of caution--because this guide has not been updated since 1980, some of the information may not be current. Newspapers. Newspapers not only contain want ads, but also much other useful employment information. Articles about new or expanding companies can be valuable leads for new job possibilities. If relocating is a possibility, look at newspapers from other areas. They can serve as a source of job leads as well as indicate some idea of the job market. The major out-of-town newspapers are sold in most large cities and also are available in many public libraries. Some newspapers, such as The New York Times, The Chicago Tribune and The Financial Times are national in scope. The National Business Employment Weekly, published by The Wall Street Journal, contains much information of interest to professional job seekers. Networking. Networking is another excellent way of gathering information about a particular field. It is one of the best ways of discovering the existence of smaller companies which often are not listed in directories. Chapter 6 on networking is devoted to tips and techniques on this subject. Sources of International Labor Market Information In an increasingly global economy, overseas employment is becoming a realistic alternative for many people. You may seek out overseas employment because you prefer exotic work locations or you may consider foreign employment only after having difficulty finding work in the U.S. In either case, looking for a job in the international labor market may open up new possibilities for employment. Networking. This is one of the best ways to get information about overseas work. Talk to anyone you know who has worked in the country in which you are interested. Another excellent method to find overseas opportunities is to look up companies which are either owned by a foreign parent firm or which have foreign branches. There is a good chance you can find someone within the company who can advise you on the possibilities of foreign employment or at least refer you to the right authority. The company may even have an opening for you in a foreign location. Newspapers. Newspapers from foreign countries are available in most large cities. They carry want ads, but since citizenship and work requirements vary from country to country, many of the jobs may not be available to foreigners. A call or visit to the consul of the country in question may help you get some of this information. Many U.S. newspapers also carry ads for jobs overseas. Directories and newsletters. These sources list specific job openings in overseas firms, but be aware that by the time you reply to the opening it is likely to be filled. International agencies. These agencies maintain lists of consultants who are available to work overseas. Some agencies you might want to register with are: áWorld Bank áU.S. Aid for International Development (USAID) áUnited Nations Development Program áUnited National Industrial Development Organization (UNIDO) The U.S. Government. The federal government also has many jobs overseas. Don't overlook civil service announcements as a source of overseas employment. Federal Career Opportunities is available at most public libraries and the publication Federal News Digest is available through subscription. State employment agencies offer computerized searches for federal job openings. The Peace Corps. This is another source of jobs overseas. Wages are low, living conditions may be less than optimal, but if you are interested in helping people, the Peace Corps may be a possibility. Books and periodicals. These sources can provide useful information to the international job seeker. Some of these are listed below: áHow to Get a Job in Europe - The Insider's Guide. (Surrey Books, Chicago, IL). Gives country-by-country listings of newspapers, business directories, regulations, organizations for further information and other useful information. áHow to Get a Job in the Pacific Rim. (Surrey Books, Chicago, IL). Information similar to above, but for countries bordering the Pacific Ocean. áInternational Careers. (Bob Adams Inc., Holbrook, MA). Information on finding work overseas. Covers government, private corporations and non-profit groups. áPassport to Overseas Employment - 100,000 Job Opportunities Abroad. (Prentice-Hall, Old Tappan, NJ). Information on overseas careers, study programs and volunteer programs. áInternational Employment Hotline. (Oakton, VA). Names and addresses of governmental and non-governmental organizations hiring for overseas work. áPrincipal International Businesses. (Dun and Bradstreet, Parsippany, NJ). An international version of the Dun & Bradstreet Million Dollar Directory. While not aimed at the job seeker, it provides information on more than 55,000 companies in 143 different countries. áKey British Enterprises. (Dun and Bradstreet, Parsippany, NJ). Detailed information on the 50,000 British companies which together employ more than a third of the British workforce. áEncyclopedia of Associations - International Organizations. (Gale Research, Detroit, MI). A listing of over 11,000 non- profit organizations in 180 countries. Includes trade, business and commercial associations, and associations of labor unions. áDirectory of European Industrial and Trade Associations. (CBD Research, Kent, England). Industrial and trade associations of Europe. Gives the principal trade and activities in which each engages. áDirectory of European Professional and Learned Societies. (CBD Research, Kent, England). Similar in format to Industrial and Trade Associations above, but deals strictly with learned and professional societies. Researching the international job market can give you many clues about the careers, locations and companies which look promising for overseas employment. Before you commit to an overseas job, however, carefully consider personal and family issues which might impede a full adjustment to your host country. Many companies expect at least a two-year commitment to an overseas job. Lack of foresight regarding cross cultural adjustment could make it a very difficult two years. CHAPTER 5. .c1.CONDUCTING THE JOB SEARCH; When you have decided the type of job for which you are best qualified, where you want to work and which companies are likely to employ workers in your field, it is time to develop an effective strategy to find that job. People who develop an organized job search will probably have an easier time finding employment. This chapter will help you identify both formal and informal sources for locating job openings. It can even help you create a job opening where none currently exists. How Do People Find Jobs? The chart below shows the effectiveness of various job search methods based on the results of a United States Department of Labor study. Informal 63% Want Ads 14% Employment Agencies 12% Hiring Halls, Civil Service, etc., 11% According to studies, a vast majority of jobs (about two-thirds) are obtained using two "informal" methods: personal contacts (networking) and direct employer contacts. Only one-third of available openings are obtained using "formal" methods like want ads, employment agencies, hiring halls, and civil service tests. Most job seekers probably spend too much of their time using formal methods, not realizing there are alternative methods. Today's job seekers must develop their own contacts to find jobs. You must carry out an active, as opposed to a passive, job search. It is not enough to respond to leads from want ads or employment agencies. Carrying out an active search allows you to control the job search process and opens up many more job opportunities. Tapping the Hidden Job Market Most job openings are part of the "hidden job market." The hidden job market consists of openings that are not yet advertised: jobs resulting from recent retirements, firings, company expansions and anticipated future openings, along with jobs which do not currently exist, but which are created for individual job seekers. Most jobs never make it as far as want ads or employment agencies; they are filled by people using direct contact methods. Employers usually use formal methods only when jobs are not filled through informal means. In order to tap the hidden job market, a job seeker should spend most of his/her search time using informal methods. Most jobs are found through personal contacts or direct contacts with employers. The following sections describe how to begin using informal methods to tap the hidden job market. Selecting Target Companies The first step is to compile a list of "target" companies--firms where you might like to work. The companies on the list may come from many sources. These include: á Information obtained by researching the job market á Personal knowledge about a company á Information obtained through networking As you learn more about these firms the list may change; some firms may be removed and others added. Once you have decided on a small list of target companies upon which to concentrate, you are ready to get to work. If there are too many firms on your list, start with a few of them. You might begin with companies: áAbout which you already know the most áAbout which you can readily get information áWhere you have a contact áWhere you would especially like to work Researching Your Target Companies Find out as much as you can about each of your target companies. The information you will need includes answers to the following: áWhat are the company's products or services? áWhat is the company's status in the industry? Is the company large or small, growing or downsizing? áWhat can you learn about the job you want (the job duties, salary, benefits, work environment)? áWhat is the public image of the firm and what type of person "fits in?" áWhat are some of the firm's current problems? áWhich people have the power to hire you? Sources of Information about Your Target Companies -- Directories and publications. Some examples are: á The Job Bank Series á Thomas Register á The Career Guide - Dun's Employment Opportunities Directory These, along with other publications, were described in more detail in Chapter 4, Researching the Job Market. -- Newspapers, business periodicals, trade and professional journals. Review these sources for articles mentioning your target companies. Don't neglect specialty newspapers such as The Wall Street Journal. Look for information on new products, expansions, consolidations, relocations, promotions, articles by executives in the companies, annual company earnings and current problems. Check back issues of newspapers for old want ads. They can provide important information on job duties, salary and benefits. There may even be a want ad for a job in which you are interested. Perhaps the job was never filled or the person previously hired has already moved on. -- The companies themselves. Call the human resources or public relations department of the firm. Get brochures, an annual report, descriptions of relevant jobs and anything else that describes the company. -- Informational interview. Meet with someone from the firm to get more detailed information about the company itself and possibly a job lead. Informational interviews are discussed in Chapter 6, Networking. -- Professional and trade associations. Most industries have their own trade associations. These associations may hold regular meetings and publish periodicals, both of which are good sources of inside information about member companies. Many professionals belong to one or more professional associations. If you never joined yours, or your membership has expired, this might be a good time to get active. These organizations often have a membership directory, which is an excellent source of names for networking. Professional groups usually have regular meetings where job openings may be posted. The association may also keep a resume bank or provide placement assistance to members. If your group does not have such services, suggest that they start one, and offer to help get it off the ground. That way you will be the first to hear of any interesting jobs. Making Company Contacts -- If you want to be considered for a high level job in a company, contact the CEO or senior vice president. -- If you have an area of expertise, contact the division manager of the department in your special area. -- At smaller companies, contact the vice president or manager. Three methods commonly used to contact employers are: mail, phone and an "in-person" visit. (Each of these are discussed in detail later in this chapter.) The method that will work best for you with a particular company depends on the information you uncovered during your research and how comfortable you are using the different contact methods. Before using any of these methods, be sure to get the name, with the correct spelling and pronunciation, and the title of the person you are planning to contact. If you were referred or obtained the information about whom to contact from someone you know, be sure to ask that person for permission to use their name. It always helps to say, "Mary Smith suggested I contact you ...." Mail Contacts. Mail campaigns are conducted by sending resumes or letters to your target companies. If you send a resume, you may want to customize it for each company you contact. Always compose an individualized cover letter. (See Chapter 7 on resume writing and cover letters.) Send your resume or letter to the person in the company who has the authority to hire you. If you do not get a response within a week, try to call the person. Phone Contacts. Prepare carefully before you make the call. Prepare a script; write down everything you want to say in words that reflect the way you speak. Below is a suggested sequence: 1. Introduce yourself. Tell the person what you do and how you can help the company. 2. Discuss your accomplishments. For example, you can mention how you helped your company; how you increased productivity that led to greater profits. 3. State the reason for the phone call (to set up a meeting). Here is a sample script: "Good morning, Ms. Jones. My name is Martin Doe. I am an experienced marketing manager and would appreciate a few minutes of your time. I have read a great deal about your company and I have some ideas that can help your company get a larger share of the market. In my last job, I was able to use my abilities to obtain several new major accounts. Could we meet to discuss my ideas in more detail?" Keep it brief. Your goal is to obtain an interview, even if there is no job opening. You are hoping that your knowledge of the firm and how you can assist them will convince the employer that they need you. Anticipate objections and prepare responses in advance. Some objections and possible responses are listed below: Employer: "I'm too busy to speak to you." Response: "I understand that you have a very busy schedule. When would be the best time to contact you?" If the employer won't give you a specific time, ask if you can send your resume so that he or she can look at it when they have a free moment. Employer: "You have to speak to someone in the human resources department." Response: "That is fine. Whom should I ask for and is there a specific position that I should mention?" Employer: "I don't need anyone with your skills right now." Response: "Perhaps I can send you a resume so you can keep me in mind for future openings. Do you know anyone else that may be able to use my abilities right now?" Practice the script so that it sounds spontaneous and unrehearsed. If you are nervous about calling, role play with a friend. You can also gain experience by making some of the first calls to companies that are low on your priority list. Don't feel that you have to stick to the script. Regardless of how much you prepare, you will probably have to adapt your responses to what is being said by the employer. Talking to the Secretary. When you call an employer, you will probably speak first with a secretary. It is useful to establish rapport. The secretary is your link to the employer and may even have information about the company and job openings. If the employer isn't available, ask if there's a more convenient time to call back. Always be polite if the secretary will not put your call through. You might try calling again when the secretary might be out, perhaps after regular business hours or during lunch time. In-Person Visit. Unannounced visits are not for the faint of heart. If you can be assertive and don't mind speaking to strangers, try it. Dress appropriately and be prepared for a job interview. Do all your research so that you know who you have to see. Getting to see someone may be somewhat easier in a smaller company where the atmosphere is usually more informal and the person you want to see may be more accessible. If the person is busy, ask if you may wait. If this is not acceptable, leave a resume and call back in a few days to follow up. Utilizing Formal Methods Although the majority of people find jobs through informal methods, formal methods are still very important and should also be a part of your job search. Want Ads. Be familiar with the newspapers in cities where you want to work. Find out which sections carry the want ads and on what days they appear. Be sure to check all sections which may have want ads. -- The National Business Employment Weekly has a compilation of the previous week's want ads from the regional editions of The Wall Street Journal, plus its own want ads. -- National Ad Search is a weekly tabloid that has a compilation of want ads from 75 key newspapers across the U.S. Want ads also may appear in professional and trade publications. Using A Computer. Adnet Online is a computer network which allows you to use a modem to browse through want ads for professional positions. It carries ads placed by companies throughout the United States and also has some international listings. The ads are updated twice a week so the listings are quite current. Adnet has 1,500 to 2,000 positions offered at any one time. You can access it by subscribing to any of the following electronic information services: -- America Online (800) 827-6364 -- Bix (800) 695-4775 -- CompuServe (800) 848-8990 -- Genie (800) 638-9636 -- PC-Link (800) 827-8532 -- Promenade (800) 827-5938 -- Prodigy (800) 776-0840 Genie also has a function called Dr. Job. Dr. Job answers individual questions about career and employment issues through Genie's electronic mail. Selected questions and answers also are published in a Dr. Job bulletin board. Private Employment Agencies. Private employment agencies have job openings from many companies. They handle a large variety of jobs at various levels and will keep your resume on file for future use if there are no current openings. There is a fee for their services if they find you a job. You should find out whether you or the employer will be responsible for paying the fee. Get recommendations to find reliable agencies. Private employment agencies should not be confused with executive search firms. Executive Search Firms (Head-Hunters). Executive search firms are hired and paid by employers to recruit for higher-level jobs. They fall into two categories: retainer and contingency. áRetainer firms are hired by individual employers to recruit for a specific position within the company. They often are consulted to help develop the candidate profile used as the basis for the search. Retainer firms work with the highest level professional jobs and are paid a retainer fee for the search even if they are unsuccessful in filling the position. They usually work with fewer employers than contingency firms. áContingency firms work for several employers to recruit for various mid-level professional jobs. They are paid a fee only if they successfully fill a position. Executive search firms are useful only to job seekers who have the experience profile that their clients desire. They prefer people who are currently employed but will consider you if you lost your job through no fault of you own. Contact some search firms which specialize in your industry. You will probably receive a better reception from contingency firms. When you call, state your experience succinctly. If they are interested, they may ask you to send a resume or come in for an interview. During an interview, conduct yourself as you would with a prospective employer. Public Employment Agencies. All states have a Department of Labor or a Bureau of Employment Security with offices located in major cities. They list job openings from many employers, including professional jobs. Many offer workshops in resume writing, job search skills and interviewing techniques. These offices may also provide career counseling. In addition, they offer a computerized job bank which lists openings from around the country. All services are free. College Placement Offices. Most colleges have placement offices with job listings. They know the companies that recruit on campus and can usually arrange for on-campus interviews. Contact the placement office early in the school year. Alumni Associations. Many colleges and universities offer placement services to alumni. You can develop your own leads from the membership list of the alumni association. Old schoolmates can be good sources of job leads. Job Fairs. A number of employers in a particular field will sometimes hold a job fair. These fairs may give you the opportunity to find out what jobs are available in the companies for which you would like to work. Even if there is no appropriate job opening, job fairs give you the opportunity to gather important information about the participating companies, to inquire about future job openings for which you qualify, and to get the name and number of a company representative for later follow-up. Record Keeping Keep a record of all your contacts. Use whatever method you find most convenient. A suggested format is illustrated in Chapter 6, Networking. Your record should include the name, address and telephone number of the company, the name of the person contacted, whether you called, visited or sent a resume, what your next step is, when you should take it and any other relevant information. Use Multiple Methods A thorough job search will use numerous methods simultaneously to uncover as many job leads as possible. One thing is true for all the approaches discussed here--the more you know about the firm and how your skills and abilities can be utilized productively in the company's operations, the better your chances for success. CHAPTER 6. .c1.NETWORKING; Networking is the process of contacting people who can either give you information about potential job openings or introduce you to others who have this information. The ultimate goal of networking is to meet the person who has the authority to hire you for the job you want. Why Networking? As stated in the previous chapter, most jobs are never advertised in the newspaper or listed with employment agencies. Research indicates that one of the most effective ways of finding out about jobs is by getting leads from people you know, that is, by networking. Even if most of the people you meet through networking don't know of a job for you, talking to them about your job search can help you clarify your job goals and hone your interviewing skills. The people in your network can also give you emotional support, offer feedback on your resume and provide you with information about new careers or companies. Who is in Your Network? Anyone you know who might have information about a job opening, or who knows someone who might have a lead about a job opening, is in your network: Parents & parents' friends Clergy Children, spouse & their friends Social acquaintances Aunts, uncles & cousins People at your health club In-laws & former in-laws Local elected officials Friends & neighbors Your doctor, accountant, Professional colleagues lawyer, dentist, banker, Present & former co-workers barber/hairdresser, dry Ex-college roommates & alumni cleaner, shoemaker, etc. Former professors Tell all of them that you're unemployed and looking for a job. Give them a brief review of your background. Be specific about what you're after. For example, say, "I'm looking for a job as a compensation analyst with a medium-sized firm," or "I'm a chemical engineer and I'd like to work in Saudi Arabia for awhile," rather than "I work in human resources" or "Do you know of any jobs?" Most people will be happy to help you if they can. If they don't know of any jobs at the moment, ask them to keep you in mind. Most importantly, ask them if they know two or three other people you can contact. Then contact those people and so on. Whenever you meet someone new, exchange business cards. Even if you're unemployed, have some cards printed; it is not very costly. Be sure to include your telephone number and profession. For example: _ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ _ _ _ _ _ Celia Smith _ _ System Analyst _ _ _ _ (313) 555-2222 _ _ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ Let people know how much you appreciate their help by sending a thank-you note or by letting them know the results of the information they gave you. Offer to help them in return. How Can You Expand Your Network? Become active in a professional or trade association. Their meetings or other events are good opportunities for you to network with people in your field. Get involved with a civic, social or religious organization. As you meet new people in the organization, you can network with them and work on a worthwhile project at the same time. Follow-Up Networking Leads. After your initial networking efforts and research, you will probably have a long list of new people to contact. The next step is to meet with them to introduce yourself and get more information or job leads. If you happen to encounter someone on your list, you might be able to set up a meeting for a later date. However, most meetings are arranged by phone or mail. Networking by Phone. Most people you call will be happy to help you, but they may not have much time, so it's important to make your point directly and succinctly. As was described in chapter 5 in the section on contacting the employer by phone, write out a script ahead of time, but try to memorize rather than read it. Calling someone you don't know can be extremely stressful. If you are uncomfortable doing this, practice with a friend and get feedback on your presentation. When you're well prepared, these calls will be easier than you anticipated. You have nothing to lose by calling--if you don't make the call, you'll never find out if there was good information or a job lead at the other end. If you do call, you may be successful. At the very worst you'll feel a bit uncomfortable. Each call you make will make the next call easier and will prepare you for the more daunting task of calling an employer to ask for a job interview. Use the sample below as a guide for making a networking phone call: "Hello, Mr. Wise, my name is Bill Wynn. Martha Pabon suggested I speak to you about a career change I'm considering. I was a financial analyst with Mammoth Bank for seven years. Since their merger, I've been exploring other options in finance and accounting. I'd like to meet with you next week for about 20 to 30 minutes to get any advice you have to offer. Would Tuesday morning be convenient?" Networking by Mail. If you have many people to contact or are seeking a job in a distant city or overseas, developing a networking letter may be a good idea. The letter should be on your personal letterhead and include your telephone number. Like your phone calls, your letter should be brief and to the point. It is not a good idea to enclose your resume at this time as you are not applying for a specific job opening. As with your phone calls, your mailing should be targeted, based on your networking and research, to those people or companies who would be most likely to have the jobs or the information you seek. Here is a sample of a networking letter written by someone who has not looked for a job in a long time and is seeking information about the employment outlook in his field. He has been referred by someone he has met by networking. A similar letter could also be sent without using a referral: ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ ÑÑÑ 1234 Oak Drive Albany, NY 12345 January 15, 1993 Ms. Marva Talent The Art Workshop 1515 Willow Street Buffalo, NY 14299 Dear Ms. Talent: Mark Painter of All Right Advertising suggested I contact you for advice about my career plans. I have worked as a designer for eight years at the Darling Clothing Company, which is going out of business shortly. As I have not had to look for a job recently, I would appreciate any information you can give me about the employment outlook for designers in the Buffalo area. Could we arrange a brief meeting in the near future? I will call you early next week to set up an appointment. Sincerely, Raymond Best (716) 999-2222 ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ ÑÑ The sample below is a networking letter written by someone who wants to change careers and who is trying to establish a network in a new occupation: ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ ÑÑ 9876 Elm Street Detroit, MI 55555 June 11, 1993 Mr. Barry Bucks President Professional Fund Raisers of America 1000 Main Street Chicago, Illinois 33333 Dear Mr. Bucks: I have recently become a member of PFA and wanted to introduce myself to you. After 20 successful years as a stockbroker, I am considering a career change. I have done a great deal of fund raising for my alma mater, Topnotch University, as well as for various local charities. I believe that my selling ability along with my interest in fund raising point toward a career as a professional fund raiser. Before I proceed any further, I would like to meet with you to get your opinion about the advisability of such a career move. I will call you next Thursday to arrange an appointment with you. Sincerely, Maria Candu (312) 899-1111 ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ ÑÑ The most important part of your networking letter is follow-up. If you say you will call someone next Thursday, be sure to call! How to Keep Track of Your Networking Efforts Keep a record of all the contacts you make, what the result was and any follow-up that is needed. This will help you organize your time and monitor your progress. Use the form as a guide. You may also want to keep a card file for each person or company contacted. Job Contact Record Name Company/ Affiliation Phone Number Source of referral Date of Contact Result Follow-up Nancy Vega Ace Employment Agency 558-7555 Dentist- she's his wife 9/15-phone Appt. 9/16, 10 am Martha Pabon Lee Financial 877-1000 Uncle Jack's accountant " " Suggested I call Arthur Wise 923- 4444 Call 9/23 to let her know results Arthur Wise Fin'l Planners, Inc. 923-4444 Martha Pabon " " Info. Inter. 9/23 10 am Angela Jones U of M Placement Office 610 423-2020 U of M Alumni News " by mail Call 9/30 if no word Informational Interviewing When you meet with the people you've contacted by phone or letter, you are going to interview them. The informational interview consists of talking with people to get information about their occupation, company or industry. It is not a job interview, although it may lead to a job offer. Informational interviewing is most useful if you are looking for your first job or want to change occupations. It also can be helpful to find out which companies are hiring and to ferret out hidden jobs in companies where you'd like to work. It is less stressful than a job interview and a good way to practice for them. However, if your only reason for visiting the company is to pursue a job lead, don't disguise your purpose by saying you want "information." If you know the job you want and the companies that have these jobs, skip informational interviews and try to arrange a job interview. When interviewing for information, try to speak to the person who would have the power to hire you if there were an opening, or to someone who is doing the kind of work that you think you'd like to perform. CHAPTER 7. .c1.WRITING RESUMES AND COVER LETTERS; Resumes The resume is often the first contact a potential employer has with a job seeker. To be useful, it must make a good impression immediately. The current practice by corporate personnel is to give each resume a quick glance (10-20 seconds), discard those that appear disorganized or too wordy and file the rest. On the average, only one or two out of 100 resumes mailed will result in an interview. But employers still ask for resumes and a good resume continues to provide a competitive edge in the majority of professional, administrative and managerial occupations. What Does a Resume Accomplish? A resume tells the prospective employer what you have accomplished in the past and what you can do for their company now. The resume's primary function is to sell your talents and skills to an employer--clearly, forcefully and quickly. In a sense, you are selling yourself and the resume is your advertisement. It serves as your advance contact to awaken an employer's interest and to generate an interview. When is a Resume Used? -- Mass mailing campaigns. Resumes frequently have been used by job seekers to contact each and every potential employer in an industry or selected area. You may not know if the company has a job opening, but you want them to know that you are available and that your experience and talents can be an asset to the firm. Mass mailings of this kind can be very expensive and the odds of promoting an opening are slim. You can improve your chances of getting interviews by composing specific resumes for different companies. One suggestion is to sort your targeted companies into groups with similar characteristics, and write a resume highlighting your appropriate strengths for each group. -- Responding to a want ad. The most effective resumes are tailored for a particular employer. If the job requirements listed are vague or unclear, call the employer for more information. Try to get a clear picture of the job duties, education and experience requirements. It's a good idea to list your questions in advance. Find out at the outset to whom you are speaking. Also try to find out the name and title of the individual who will review your resume. If you are speaking to someone in authority and the call is going well, try to schedule an interview. Remember to thank your information giver. -- Interviewing. The resume operates as a script for both you and the employer. When you compose your resume, keep in mind that it gives you the chance to choose those topics you wish to discuss during the interview. Be prepared to expand on all the accomplishments you listed. A rehearsal with friends and honest critics will help. What to Include on Your Resume Be prepared to spend some time and effort in writing an effective resume. You will need two types of information: 1. About Yourself. You need a clear picture of your job talents, work history, education and career goals. (Look over the list you completed in Chapter 3 on self-assessment.) It may be helpful to refer to the United States Employment Service's Dictionary of Occupational Titles (DOT) for short--which containes generalized job descriptions of all the jobs you held or those you wish to pursue in the future. 2. About the Job. Gather as much specific information as possible about the position for which you are applying. Your resume should show that your skills, education, achievements, work experience and past job achievements are related to the position requirements. The DOT may prove helpful here as well. Where to Get Additional Help? There are many sources of information on how to write the best resume: -- Books. There are as many variations in resume styles and formats as there are books on the market. Most books describe these variations in great detail and provide numerous examples. Some are specific to particular industries or to specific groups of job seekers. Some of the books are listed later in the Guide. Check your local library or bookstore for them. -- Computer programs. There are several software programs that can inventory personal attributes and job history and format a resume in the style of your choice. Check software listings at bookstores and computer stores. -- Workshops. Many workshops run by public and non-profit agencies will help you write a resume. So will private, fee- charging firms. After completing this chapter, you might want to refer to one of these additional sources to ensure that you write the best possible resume. Types of Resumes All of the resume styles described in books and computer programs are based on variations and combinations of two formats: reverse chronological and functional. The key to writing an effective resume is choosing the right style for you--one that emphasizes your strengths and de-emphasizes your weaknesses. Whichever resume style you choose, make sure to include examples of results that you produced that benefitted your previous employer(s). Employers want to see measurable achievements. They want to know they are going to hire someone who can contribute to their organization's bottom line. Making Yourself More Marketable -- Transferring Skills People who have held or who are seeking middle management positions will be facing increased competition. To help prepare for this increased challenge, it is important to emphasize transferable skills. When you are thinking about your past work history (especially your most recent positions), think about skills and responsibilities you had that you could perform on other jobs in different industries. For example, if you are in a sales or marketing position within the insurance industry, think about how you could applying those skills to the health care industry. The same is true for your accounting, computer, management, communication and analytical skills. To get a better idea of transferrable skills, it might be helpful to look in the Occupational Outlook Handbook and the Dictionary of Occupational Titles. Both publications contain job descriptions which include lists of skills. By emphasizing transferable skills you will open up your potential job market. The Reverse Chronological Resume This format lists the jobs you've had by dates of employment, starting with your most recent job. The usual arrangement is: dates of employment, job title, name and address of company, a brief description of the duties performed, skills used and major ways you have benefitted the company. Make sure you include all transferable skills. This format stresses what you accomplished in each of the positions you held. Use if: -- You have progressed up a clearly defined career ladder and are looking for career advancement. -- You have recent experience in the field you are seeking. -- You have a continuous work history in your field. Do not use if: -- You have had many different types of jobs. -- You have changed jobs frequently. -- You are trying to switch fields. -- You are just starting out. The Functional Resume This format emphasizes your skills and accomplishments as they relate to the job for which you're applying. Like other resume formats you should include all transferable skills. A functional resume presents a profile of your experience based on professional strengths or skill groupings. Your employment history usually follows, but in less detail than in a chronological resume. Use if: -- You have worked for only one employer, but have performed a wide variety of jobs. -- You are applying for a job that is different from your present or most recent job. -- You have little or no job experience; for example, you have recently graduated from school. Emphasize activities that demonstrate qualities such as leadership and organizational skills, at work or in organizations such as clubs or fraternities. -- You have gaps in your work history. -- You are re-entering the job market after several years of freelancing, consulting, homemaking or unemployment. Do not use if: -- Your work history is stable and continuous, because employers sometimes assume that a functional resume hides a spotty, unstable work history. Whichever resume format you use, keep in mind that the more unusual the appearance, the more likely it is to distract the employer from your accomplishments. Sample Reverse Chronological Resume Robin Redding 947 Cherry Street Middleville, OH 01234 (513) 987-6543 SUMMARY: Sales/Marketing professional with 12 years progressively responsible experience with multi-outlet retailers. Demonstrated ability to motivate sales force and increase sales. Skilled in developing advertising campaigns and sales promotions. EXPERIENCE: Since 1990 Assistant to the Marketing Director, Colonial Kitchens, Inc., Columbus, OH. o Supervised a staff of 10, covering operations in three states. o Introduced new marketing techniques and set-up training program for key staff to implement new procedures. o Developed promotional campaign, including yearly contest for naming new product styles. o Developed successful advertising campaign using radio and print media. o Increased sales an average of 30% in all market territory. 1984-90 Sales Director, Pots and Pans, Inc., Memphis, TN. o Supervised sales staff in 15 outlets statewide. o Increased sales by 22%, profits by 9%. o Developed training programs and yearly goals for outlet managers. o Promoted good will by representing firm at community events, Chamber of Commerce, and charitable associations. 1980-84 Sales Manager, Nickel and Dime's Department Store, Kile, OH. o Managed Hardware and Kitchenware Departments, supervised 13 sales personnel. o Ensured suitable display of merchandise on selling floor. o Analyzed trends and ensured availability of best selling items o Controlled inventory for two departments. o Directed changeover from manual to computer billing and inventory control. EDUCATION: Bachelor of Arts, Marketing, Ohio State University, OH. REFERENCES:Available upon request. _________________________________________________________________ Tips for preparing a Reverse Chronological resume. -- List your most recent jobs first. Give dates for each job. -- Briefly describe the main duties you performed and your accomplishments in each job. -- Emphasize duties performed and past accomplishments that are important for the job you currently seek. Sample Functional Resume Robin Redding 947 Cherry Street Middleville, OH 01234 (513) 987-6543 OBJECTIVE: Sales/Marketing Director in the Retail Trade Industry EXPERIENCE: SALES: o Increased sales by 22% using innovative techniques. o Developed training programs and yearly goals for sales managers in 15 outlet operations. o Promoted good will by representing firm at community events, Chamber of Commerce, and charitable associations. o Ensured suitable display of merchandise on selling floor. o Directed changeover from manual to computer billing and inventory control. MARKETING: o Increased sales an average of 30% in market territory. o Supervised a staff of 10, covering operations in three states. o Introduced new marketing techniques and set-up training program for key staff to implement new procedures. o Developed promotional campaign, including yearly contest for naming new product styles. o Developed successful advertising campaign using radio and print media. WORK HISTORY: 1990-Present Assistant to the Marketing Director, Colonial Kitchens, Inc., Columbus, OH. 1984-90 Sales Director, Pots and Pans, Inc., Memphis, TN. 1980-84 Sales Manager, Nickel and Dime's Department Store, Kile, OH. EDUCATION: Bachelor of Arts, Marketing, Ohio State University, OH. REFERENCES: Available upon request. _________________________________________________________________ Tips for preparing a Functional resume. -- Study the duties for the job you are seeking. Identify a few general skills that are important to the job. -- Review your background and experience list from Chapter 3. Find talents and accomplishments that demonstrate your ability to perform the job skills. -- List your talents and accomplishments under the job skills to which they are related. General Guide to an Effective Resume The following suggestions apply to any type of resume. The order below is recommended, but you can be flexible: Format Heading: Your name, address and phone number should be prominently displayed at the top of the page. Summary or Objective: If you use a summary, highlight your experience and accomplishments in two or three sentences. Clearly communicate the type of job you want and what you can offer to an employer. If you prefer to state an objective, make it broad enough to embrace closely related jobs, but not so broad that you appear lacking in focus or willing to take anything. This should be done in one sentence. Whether you choose a summary or an objective, indicate level, function and industry for the position you are seeking. Be concise but general. Use your cover letter to make your summary or objective specific to a particular employer. Experience: Indicate your major responsibilities. Emphasize accomplishments and measurable benefits to your former employer: situations improved, savings/earnings, new concepts adopted by firm. Achievements should be consistent with career direction, with a concentration on recent successes. Skills: List special skills such as word processing or an ability to operate special equipment. Education: Start with the most advanced degree and give name and location of the institution, major and minor fields, and all career-oriented scholarships and academic awards. Include career related extra-curricular activities, workshops and seminars. Licenses, Certifications, Publications: Include only those that are career-related, without elaboration. Additional Personal Data: Include only if career-related, such as memberships in associations. Content DO: -- Be positive. -- Identify your relevant accomplishments. They should be quantitatively stated where appropriate. Describe how they benefitted the employer. -- Have friends who know your professional accomplishments comment on your resume and suggest items you may have forgotten or perhaps dismissed as unimportant. -- Be specific. Choose words carefully, make every word count and eliminate unnecessary words. -- Use concise sentences. Use bullet entries for a clean, easy-to-read look. -- Use action verbs (see list). DON'T: -- Don't devote space to items not directly related to the job you are seeking, such as hobbies, personal data such as height, weight and marital status or descriptions of former career jobs. -- Don't use more than a few lines to describe your accomplishments. Keep it short. A one- or two-page resume is best. However, if you have a long work history, your resume might be longer. -- Don't explain employment gaps. -- Don't include references. However, a separate list of references should be prepared ahead of time and should be available for distribution to employers on request, especially at the interview. Individuals and firms listed as a reference should be informed that a contact may be made on your behalf. On your resume, your last section might read "REFERENCES: Available upon request." -- Don't include salary requirements. Appearance: DO: -- Type or word-process your resume or have it professionally printed. If you use a computer printer, make sure the print is "letter quality." Use 8 1/2" x 11" quality white or cream paper. If you can, use 20 lb. weight, 100% cotton bond paper. -- Use wide margins. Single space within sections; double space between sections. -- Center or left-justify and capitalize all headings. -- Make sure your resume "looks good" - neat, readable, symmetrical and visually balanced. Stay away from needless, attention-getting visual effects. -- Proofread your resume carefully and then have someone else proofread it. Be sure your spelling, grammar and punctuation are flawless. -- Inspect your resume for clarity. Smudges and marks are unacceptable. DON'T: -- Use abbreviations, except for names of states. Action Verbs Action verbs give your resume power and direction. All skill statements that begin with an action verb help demonstrate to the potential employer responsibilities and initiatives you undertook on prior jobs. Below are some action verbs for the different types of tasks you performed. Management Technical Creative Financial conducted analyzed conceptualized administered coordinated assembled created analyzed developed built designed balanced directed consulted fashioned budgeted established designed illustrated calculated evaluated examined initiated contracted facilitated identified invented forecast formulated interpreted originated marketed guided operated performed planned improved overhauled projected presided remodeled recommended scheduled repaired supervised researched trained revised Communication Helping Research Clerical Sales addressed advised assessed revised consolidated clarified arranged designed collected distributed conferred coached evaluated catalogued expedited drafted counseled identified classified generated explained diagnosed inspected compiled increased formulated facilitated researched clarified marketed motivated instructed summarized indexed obtained negotiated oriented organized penetrated persuaded represented prepared promoted presented processed recruited promoted simplified stimulated translated systemized wrote Cover Letter Each time you mail your resume always include a cover letter stating your interest in the firm. The letter, however, should not duplicate resume information. It should briefly highlight the skills or positions you held previously that are appropriate to the position you seek. It also can be used to add additional information that you think is important to the employer. Your cover letter should: -- Describe how your skills and abilities will benefit the company. -- Provoke the employer to read your resume. -- Request a job interview. Below is an example cover letter: ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ 947 Cherry Street Middleville, Ohio 01234 October 1, 1993 Mr. Alfred Newman, President Alnew Consolidated Stores, Inc. 1 Newman Place New City, OK 03033 Dear Mr. Newman: I am interested in the position of national sales director which you recently advertised in the Retail Sales and Marketing newsletter. I am very familiar with your company's innovative marketing techniques as well as your enlightened policy in promoting and selling environmentally sound merchandise nationwide. I have been active for some time now in environmental protection projects, both as a representative of my current employer and on my own. I recently successfully introduced a new line of kitchen products that exceeds federal standards, is environmentally safe and is selling well. The enclosed resume outlines my experience and skills in both sales and marketing in the retail field. I would like to meet with you to discuss how my skills would benefit Alnew Consolidated Stores. I may be reached at (513) 987-6543. Thank you for your time and consideration. Sincerely, Robin Redding ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ Tips on preparing a cover letter: -- Write an individualized cover letter for each job employer. -- Address the letter to the person you want to contact, preferably the one doing the hiring. -- Type letters on quality 8 1/2" x 11" paper. -- Use correct grammar, spelling and punctuation. -- Convey personal warmth and enthusiasm. -- Keep your letter short and to the point. Elements of a Cover Letter -- Opening. Explain why you are writing. State the position you are seeking and the source of the job opening (e.g., newspaper ad, professional organization, colleague). -- Main body. Highlight your job qualifications and link them to the firm's needs. Show that you know something about the firm and are interested in the firm's products or services. Explain why you chose this company; for example, you know someone who works there, you use their products or you heard about their good reputation. -- Closing. Request an interview. Suggest a specific date and time. For example: "I'll try to contact you on Monday morning to see when you might be able to meet with me." -- Be sure to include your name, address and telephone number. -- Thank the employer for his or her time and effort. Follow-Up Keep a tickler file of the resumes you send out and follow up with a phone call. Surveys have shown that only two percent of resumes mailed to employers result in an interview. If you follow up with a phone call, the success rate jumps to 20 percent. CHAPTER 8. .c1.EMPLOYMENT INTERVIEWING; In a labor market where there are many qualified candidates competing for the same position, how you do on the interview can often determine whether you get the job. Types of Interviews There are several different types of interviews which you may encounter. You probably won't know in advance which type you will be facing. Below are some descriptions of the different types of interviews and what you can expect in each of them. áScreening Interview. A preliminary interview either in person or by phone, in which a company representative determines whether you have the basic qualifications to warrant a subsequent interview. áStructured Interview. In a structured interview, the interviewer explores certain predetermined areas using questions which have been written in advance. The interviewer has a written description of the experience, skills and personality traits of an "ideal" candidate. Your experience and skills are compared to specific job tasks. This type of interview is very common and most traditional interviews are based on this format. áUnstructured Interview. Although the interviewer is given a written description of the "ideal" candidate, in the unstructured interview the interviewer is not given instructions on what specific areas to cover. áMultiple Interviews. Multiple interviews are commonly used with professional jobs. This approach involves a series of interviews in which you meet individually with various representatives of the organization. In the initial interview, the representative usually attempts to get basic information on your skills and abilities. In subsequent interviews, the focus is on how you would perform the job in relation to the company's goals and objectives. After the interviews are completed, the interviewers meet and pool their information about your qualifications for the job. A variation on this approach involves a series of interviews in which unsuitable candidates are screened out at each succeeding level. áStress Interview. The interviewer intentionally attempts to upset you to see how you react under pressure. You may be asked questions that make you uncomfortable or you may be interrupted when you are speaking. Although it is uncommon for an entire interview to be conducted under stress conditions, it is common for the interviewer to incorporate stress questions as a part of a traditional interview. (Examples of common stress questions are given later in this chapter.) áTargeted Interview. Although similar to the structured interview, the areas covered are much more limited. Key qualifications for success on the job are identified and relevant questions are prepared in advance. áSituational Interview. Situations are set up which simulate common problems you may encounter on the job. Your responses to these situations are measured against pre-determined standards. This approach is often used as one part of a traditional interview rather than as an entire interview format. áGroup Interview. You may be interviewed by two or more company representatives simultaneously. Sometimes, one of the interviewers is designated to ask "stress" questions to see how you respond under pressure. A variation on this format is for two or more company representatives to interview a group of candidates at the same time. The interview strategies discussed below can be used effectively in any type of interview you may encounter. Before the Interview Prepare in advance. The better prepared you are, the less anxious you will be and the greater your chances for success. -- Role Play. Find someone to role play the interview with you. This person should be someone with whom you feel comfortable and with whom you can discuss your weaknesses freely. The person should be objective and knowledgeable, perhaps a business associate. -- Use a mirror or video camera when you role play to see what kind of image you project. Assess your interviewing skills. -- What are your strengths and weaknesses? Work on correcting your weaknesses, such as speaking rapidly, talking too loudly or softly and nervous habits such as shaking hands or inappropriate facial expressions. -- Learn the questions that are commonly asked and prepare answers to them. Examples of commonly asked interview questions are provided later in this chapter. Career centers and libraries often have books which include interview questions. Practice giving answers which are brief but thorough. -- Decide what questions you would like to ask and practice politely interjecting them at different points in the interview. Evaluate your strengths. -- Evaluate your skills, abilities and education as they relate to the type of job you are seeking. -- Practice tailoring your answers to show how you meet the company's needs, if you have details about the specific job before the interview. Assess your overall appearance. -- Find out what clothing is appropriate for your industry. Although some industries such as fashion and advertising are more stylish, acceptable attire for most industries is conservative. -- Have several sets of appropriate clothing available since you may have several interviews over a few days. -- Your clothes should be clean and pressed and your shoes polished. -- Make sure your hair is neat, your nails clean and you are generally well-groomed. Research the company. The more you know about the company and the job you are applying for, the better you will do on the interview. Get as much information as you can before the interview. (See Chapter 4, Researching the Job Market.) Have extra copies of your resume available to take on the interview. The interviewer may ask you for extra copies. Make sure you bring along the same version of your resume that you originally sent the company. You can also refer to your resume to complete applications that ask for job history information (e.g., dates of employment, names of former employers and their telephone numbers, job responsibilities and accomplishments.) Arrive early at the interview. Plan to arrive 10 to 15 minutes early. Give yourself time to find a restroom so you can check your appearance. It's important to make a good impression from the moment you enter the reception area. Greet the receptionist cordially and try to appear confident. You never know what influence the receptionist has with your interviewer. With a little small talk, you may get some helpful information about the interviewer and the job opening. If you are asked to fill out an application while you're waiting, be sure to fill it out completely. During the Interview The job interview is usually a two-way discussion between you and a prospective employer. The interviewer is attempting to determine whether you have what the company needs, and you are attempting to determine if you would accept the job if offered. Both of you will be trying to get as much information as possible in order to make those decisions. The interview that you are most likely to face is a structured interview with a traditional format. It usually consists of three phases. The introductory phase covers the greeting, small talk and an overview of which areas will be discussed during the interview. The middle phase is a question-and-answer period. The interviewer asks most of the questions, but you are given an opportunity to ask questions as well. The closing phase gives you an opportunity to ask any final questions you might have, cover any important points that haven't been discussed, and get information about the next step in the process. Introductory Phase. This phase is very important. You want to make a good first impression and, if possible, get additional information you need about the job and the company. -- Make a good impression. You only have a few seconds to create a positive first impression which can influence the rest of the interview and even determine whether you get the job. The interviewer's first impression of you is based mainly on non- verbal clues. The interviewer is assessing your overall appearance and demeanor. When greeting the interviewer, be certain your handshake is firm and that you make eye contact. Wait for the interviewer to signal you before you sit down. Once seated, your body language is very important in conveying a positive impression. Find a comfortable position so that you don't appear tense. Lean forward slightly and maintain eye contact with the interviewer. This posture shows that you are interested in what is being said. Smile naturally at appropriate times. Show that you are open and receptive by keeping your arms and legs uncrossed. Avoid keeping your briefcase or your handbag on your lap. Pace your movements so that they are not too fast or too slow. Try to appear relaxed and confident. -- Get the information you need. If you weren't able to get complete information about the job and the company in advance, you should try to get it as early as possible in the interview. Be sure to prepare your questions in advance. Knowing the following things will allow you to present those strengths and abilities that the employer wants. -- Why does the company need someone in this position? -- Exactly what would they expect of you? -- Are they looking for traditional or innovative solutions to problems? When to ask questions. The problem with a traditional interview structure is that your chance to ask questions occurs late in the interview. How can you get the information you need early in the process without making the interviewer feel that you are taking control? Deciding exactly when to ask your questions is the tricky part. Timing is everything. You may have to make a decision based on intuition and your first impressions of the interviewer. Does the interviewer seem comfortable or nervous, soft spoken or forceful, formal or casual? These signals will help you to judge the best time to ask your questions. The sooner you ask the questions, the less likely you are to disrupt the interviewer's agenda. However, if you ask questions too early, the interviewer may feel you are trying to control the interview. Try asking questions right after the greeting and small talk. Since most interviewers like to set the tone of the interview and maintain initial control, always phrase your questions in a way that leaves control with the interviewer. Perhaps say, "Would you mind telling me a little more about the job so that I can focus on the information that would be most important to the company?" If there is no job opening but you are trying to develop one or you need more information about the company, try saying, "Could you tell me a little more about where the company is going so I can focus in those areas of my background that are most relevant?" You may want to wait until the interviewer has given an overview of what will be discussed. This overview may answer some of your questions or may provide some details that you can use to ask additional questions. Once the middle phase of the interview has begun, you may find it more difficult to ask questions. Middle Phase. During this phase of the interview, you will be asked many questions about your work experience, skills, education, activities and interests. You are being assessed on how you will perform the job in relation to the company objectives. All your responses should be concise. Use specific examples to illustrate your point whenever possible. Although your responses should be prepared in advance so that they are well-phrased and effective, be sure they do not sound rehearsed. Remember that your responses must always be adapted to the present interview. Incorporate any information you obtained earlier in the interview with the responses you had prepared in advance and then answer in a way that is appropriate to the question. Below are frequently asked questions and some suggested responses: "Tell me about yourself." Briefly describe your experience and background. If you are unsure what information the interviewer is seeking, say, "Are there any areas in particular you'd like to know about?" "What is your weakest point?" (A stress question) Mention something that is actually a strength. Some examples are: "I'm something of a perfectionist." "I'm a stickler for punctuality." "I'm tenacious." Give a specific situation from your previous job to illustrate your point. "What is your strongest point?" "I work well under pressure." "I am organized and manage my time well." If you have just graduated from college you might say, "I am eager to learn, and I don't have to unlearn old techniques." Give a specific example to illustrate your point. "What do you hope to be doing five years from now?" "I hope I will still be working here and have increased my level of responsibility based on my performance and abilities." "Why have you been out of work for so long?" (A stress question) "I spent some time re-evaluating my past experience and the current job market to see what direction I wanted to take." "I had some offers but I'm not just looking for another job; I'm looking for a career." "What do you know about our company? Why do you want to work here?" This is where your research on the company will come in handy. "You are a small/large firm and a leading force in the local/national economy." "Your company is a leader in your field and growing." "Your company has a superior product/service." You might try to get the interviewer to give you additional information about the company by saying that you are very interested in learning more about the company objectives. This will help you to focus your response on relevant areas. "What is your greatest accomplishment?" Give a specific illustration from your previous or current job where you saved the company money or helped increase their profits. If you have just graduated from college, try to find some accomplishment from your school work, part-time jobs or extra-curricular activities. "Why should we hire you?" (A stress question) Highlight your background based on the company's current needs. Recap your qualifications keeping the interviewer's job description in mind. If you don't have much experience, talk about how your education and training prepared you for this job. "Why do you want to make a change now?" "I want to develop my potential." "The opportunities in my present company are limited." "Tell me about a problem you had in your last job and how you resolved it." The employer wants to assess your analytical skills and see if you are a team player. Select a problem from your last job and explain how you solved it. Some Questions You Should Ask. -- "What are the company's current challenges?" -- "Could you give me a more detailed job description?" -- "Why is this position open?" -- "Are there opportunities for advancement?" -- "To whom would I report?" Closing Phase. During the closing phase of an interview, you will be asked whether you have any other questions. Ask any relevant question that has not yet been answered. Highlight any of your strengths that have not been discussed. If another interview is to be scheduled, get the necessary information. If this is the final interview, find out when the decision is to be made and when you can call. Thank the interviewer by name and say goodbye. Do: -- Be sincere and direct -- Be attentive and polite -- Ask relevant questions -- Answer questions concisely -- Use specific examples to illustrate points Don't: -- Smoke -- Try to control the entire interview -- Bring up salary, benefits or working hours -- Be too serious -- Let your depression or discouragement show -- Make negative comments about anyone or anything, including former employers -- Look at your watch -- Take extensive notes Illegal Questions During an interview, you may be asked some questions that are considered illegal. It is illegal for an interviewer to ask you questions related to sex, age, race, religion, national origin or marital status, or to delve into your personal life for information that is not job-related. What can you do if you are asked an illegal question? Take a moment to evaluate the situation. Ask yourself questions like: á How uncomfortable has this question made you feel? á Does the interviewer seem unaware that the question is illegal? á Is this interviewer going to be your boss? Then respond in a way that is comfortable for you. If you decide to answer the question, be succinct and try to move the conversation back to an examination of your skills and abilities as quickly as possible. For example, if asked about your age, you might reply, "I'm in my forties, and I have a wealth of experience that would be an asset to your company." If you are not sure whether you want to answer the question, first ask for a clarification of how this question relates to your qualifications for the job. You may decide to answer if there is a reasonable explanation. If you feel there is no justification for the question, you might say that you do not see the relationship between the question and your qualifications for the job and you prefer not to answer it. After the Interview You are not finished yet. It is important to assess the interview shortly after it is concluded. Following your interview you should: á Write down the name and title (be sure the spelling is correct) of the interviewer. á Review what the job entails and record what the next step will be. á Note your reactions to the interview; include what went well and what went poorly. á Assess what you learned from the experience and how you can improve your performance in future interviews. Make sure you send a thank-you note within 24 hours. Your thank- you note should: á Be hand-written only if you have a very good handwriting. Most people type the thank-you note. á Be on good quality white or cream colored paper. á Be simple and brief. á Express your appreciation for the interviewer's time. á Show enthusiasm for the job. á Get across that you want the job and can do it. Here is a sample letter: ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ July 20, 1993 Dear Mr. Adams: I really appreciated your taking the time to meet with me this afternoon. I believe that my experience in dealing with new products would fit right in with your marketing plan. I am very interested in working for your company. As we agreed, you will hear from me next Thursday. Sincerely, Gail Strong ÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑÑ Everyone knows that a thank-you letter should be sent after an interview, but very few people actually send one. Make sure you are one of those few. It could give you the edge. Phone Follow-up. If you were not told during the interview when a hiring decision will be made, call after one week. At that time, if you learn that the decision has not been made, find out whether you are still under consideration for the job. Ask if there are any other questions the interviewer might have about your qualifications and offer to come in for another interview if necessary. Reiterate that you are very interested in the job. If you learn that you did not get the job, try to find out why. You might also inquire whether the interviewer can think of anyone else who might be able to use someone with your abilities, either in another department or at another company. If you are offered the job, you have to decide whether you want it. (See "Negotiating Your Compensation Package" later in this chapter.) If you are not sure, thank the employer and ask for several days to think about it. Ask any other questions you might need answered to help you with the decision. If you know you want the job and have all the information you need, accept the job with thanks and get the details on when you start. Ask whether the employer will be sending a letter of confirmation, as it is best to have the offer in writing. Who Gets Hired? In the final analysis, the employer will hire someone who has the abilities and talents which fulfill their needs. It is up to you to demonstrate at the interview that you are the person they want. Negotiating Your Compensation Package. Do not discuss your specific compensation package, especially salary, with the employer until you have been offered the job and you think it is an offer you should seriously consider. During salary negotiations, you are not only talking about your monetary salary but your entire compensation package. This includes vacation time, sick leave, health insurance, tuition reimbursement, and other benefits the company may offer. Your base salary and performance base raises are probably the most negotiable parts of your compensation package. However, many companies do have a cafeteria approach to benefits where you select from a number of benefit options based on a total monetary cost. In other words, the company will spend a certain amount of money on each employee for benefits, and employees have some flexibility on which benefit options they select. For example, employees with children might select child care reimbursement benefit, while employees interested in going back to school might choose tuition reimbursement. When negotiating your compensation package, it is important to keep in mind the total package. Make sure you consider all benefits the company has to offer, not just salary. Before you begin negotiating your compensation, decide which benefits are most important to you so you are ready to talk to the employer. Salary Negotiations. Like other parts of the job search process the key to salary negotiations is preparation. It is very important for you to do your research before you begin salary negotiations. In order to determine the salary you are willing to accept, investigate the salary range someone with your skills and experience can expect to receive. How do you find salary information? ¡ The Library. Your local library should have a number of references to use to find out the salary ranges for the occupation which you are considering. Some reference books include: -- State and Metropolitan Area Data Book. Published by the U.S. Department of Commerce. Compiles statistical data from many public and private agencies. Includes unemployment rates, rate of employment growth and population growth for every state. Also presents a vast amount of data on employment and income for metropolitan areas across the country. -- White Collar Pay: Private Goods-Producing Industries. Produced by the U.S. Department of Labor's Bureau of Labor Statistics. Good source of salary information for white collar jobs. -- 1991 AMS Office, Professional and Data Processing Salaries Report. (Administrative Management Society, Wash. D.C.) Salary distributions for 40 different occupations, many of which are professional. Subdivided by company size, type of business, region of the country and by 41 different metropolitan areas. -- American Salaries and Wages Survey. (Gale Research, Detroit) Detailed information on salaries and wages for thousands of jobs. Data is subdivided geographically. Also gives cost-of-living data for selected areas, which is very helpful in determining what the salary differences really mean. Provides information on numbers employed in each occupation, along with projected changes. -- American Almanac of Jobs and Salaries. (Avon Books, NY) Information on wages for specific occupations and job groups, many of which are professional and white collar. Also presents trends in employment and wages. Ask the reference librarian for assistance in locating other salary information resources. ¡ Professional associations. National and regional professional associations frequently conduct salary surveys. They ask people in the "profession" what compensation they are receiving. Contact your professional association and ask if they can provide you with salary information. ¡ Your network. Talk to colleagues in your professional network. Although people frequently don't want to tell you what they personally are making, usually they are willing to talk about salary ranges. Ask colleagues, based on their experience, what salary range you might expect for the position. ¡ Job search centers. These centers (which can be found in schools, libraries, community centers, or as part of federal, state or local government programs) frequently keep salary information on hand. ¡ Your past experience. If you are applying for a job in a field in which you have experience, you probably have a good idea of what someone with your skills and abilities should be paid. Also, think about your past salary. Unless the job you are applying for requires dramatically different responsibility then your former position, your previous salary is definitely a starting point for salary negotiation. The Negotiation Meeting Once you have a good feeling for the type of salary and benefits you are willing to accept, it's time to negotiate with the company. Don't sell yourself short during these negotiations. Usually, when a company is ready to make you an offer they have invested a lot of time and money in their search for a qualified employee. You don't want to be overly aggressive with the employer but you do want to receive a fair compensation package. If the employer makes you an offer that does not seem equitable, discuss your concerns with the employer. Present your concerns about the benefits package in a constructive, non-threatening manner. Focus on the reasons why you have concerns, as opposed to making general statements about "what you deserve." For example, it won't be productive to simply state that "I must have more money." It would be more productive to explain that the company's offer is less than you were making previously and you would like them to match your previous salary. In most situations employers do have some flexibility in what they can offer an applicant. They might be able to offer you more money or compensate you with additional benefits (e.g., more vacation leave). Some companies can offer a signing bonus to compensate for other "weaknesses" in their compensation package. When you are considering the offer, make sure you are taking into account the entire benefits package. Sometimes excellent benefits can compensate for a lower salary. If you really want the job, but the offer still seems low after negotiations, see if the employer will consider a salary review three to six months from your starting date. Also, usually you don't have to make a decision about the offer immediately. Ask the employer for a couple of days so you can carefully consider the position and the offer. If you do come to an agreement with the employer, find out when you can expect to receive the offer in writing. It is very important to get the official offer documented. An official letter usually means that the "higher ups" at the company have approved your offer. CHAPTER 9. .c1.EMPLOYMENT TESTING; Some employers use tests or other assessment tools as part of their screening process. In most instances, these instruments are given as part of the prescreening process, but sometimes they are given after hire. Below is a listing and a brief description of the types of assessment tools that employers may use. Ability Tests Ability tests are designed to predict future success, both in job training and job performance. Employers use these tests to obtain an indication of your potential to learn and perform particular job responsibilities. Although ability tests are seldom used for job applicants who are professionally trained or hold advance degrees, you may encounter them as part of the screening process. Some employers administer ability tests after hiring an applicant to determine specific placement within the company. Two classes of ability tests that employers administer are: ¡ General Ability Tests - measure general abilities such as verbal, mathematical and reasoning skills. These are skills that contribute to success in many different types of jobs. For example, many professional jobs require you to read and comprehend written material, so the employer might administer a verbal ability test. ¡ Specific Ability Tests - measure more narrowly defined abilities directly related to specific areas of job performance. For example, you might be asked to take a mechanical ability test if you are applying for an engineering position or a job with an architectural firm. For a position that requires working with electronic equipment, you might be asked to take an electronic ability test. Usually, both classes of ability tests are timed and in a multiple choice format. You probably took similar types of tests in high school or when applying for college. You can't study for ability tests, but you might familiarize yourself with the testing process by taking tests from textbooks or test preparation books. Work within time limits to get comfortable with the testing process. Skills Testing Skills tests can measure specifically what you know about and can perform in a particular job. These tests are designed to test your mastery of tasks. Employers administer skills tests when they are interested in filling a position with an applicant who can "hit the ground running" and perform the tasks of the job as soon as he or she starts. These tests are more often administered to applicants applying for non-managerial positions, as opposed to managerial, professional positions. Skills tests can be in a written or work sample format. If the test is in a written format, you may be asked specific questions about particular job tasks. For example, if you are taking a skills test for tax accountants, you may be asked to answer questions about filling out tax forms. Or if you were applying for a personnel position, you might be asked questions about conducting an interview. If the test is in a job sample format, you will actually perform portions of the job. For example, if you were applying for the tax accountant position, you would actually complete a tax form. If you were applying for the personnel position, you would actually conduct the interview. You can prepare for skills tests by "studying up" and practicing skills that you think are important to the job for which you are applying. For example, if you took courses in college that apply to the job, you might want to reread some of your notes or review text books. Or you might want to review projects that you completed on a former job that related directly to the new position. Assessment Centers If you are being considered for a professional or managerial position, your potential employer might send you through an assessment center. In most assessment centers, you are asked to complete several standardized exercises that are designed to simulate job situations. These exercises are aimed at measuring higher level management, problem-solving and decision-making skills. Examples of assessment center exercises include: ¡ In-basket test. You are asked to sit at a desk and sort through materials left in an in-basket. Based on the information presented, you might be asked to prioritize work responsibilities, make recommendations for a plan of action, or solve a specific problem. You can be asked to provide a written response to the in-basket exercise or to present a verbal response. ¡ Leaderless group discussion. You and a group of applicants are asked to solve a problem. Your performance is being evaluated based on the behaviors you exhibit during the ensuing discussion to solve the problem. The employer might be trying to evaluate your leadership abilities, that is, looking at whether or not you take a lead role in the discussion. They might also try to evaluate if you are a good team player and seem to interact well with other group members. ¡ Role-play exercise. You are asked to meet with a "mock employee" and help that employee solve a particular problem. The employee is usually played by an assessment center facilitator trained to act out and provide information about a problem he or she is having at work. Before you meet with the employee, you are given background information about the problem. Examples of situations you might be asked to deal with are tardiness, missed deadlines or a problem related to a particular work project. Your performance can be judged on behaviors demonstrated, advice given, or in general how well you helped the employee solve the problem. Assessment centers are expensive to set up so they are mainly used by larger public and private sector companies which can afford them. However, in recent years, assessment centers have gained in popularity. Many private consulting firms have been set up to design assessment center exercises. So, even if you are applying to a smaller company, you might be asked to participate in assessment center-type exercises. Personality and Interest Inventories Some employers administer personality and interest inventories to job applicants. Employers administer these types of measures because they are looking for applicants with particular interests or personality traits and because they have found that employees with these characteristics are successful on the job. Unlike ability tests, personality and interest inventories attempt to assess non-cognitive, underlying characteristics of individuals. These inventories can help an employer evaluate your motives, needs, values, goals or dispositions. Personality inventories, such as the California Psychological Inventory and the Hogan Personality Inventory, can be used to assess such characteristics as self confidence, sociability and flexibility. Interest inventories, such as the Strong-Campbell Vocational Interest Blank or Holland's Self-Directed Search, can be used to help assess whether you are creative, social, enterprising or investigative. Unlike many other types of tests used for personnel selection, there are no right or wrong answers to personality and interest inventories. You are asked to answer questions about things you like or do not like to do. For example, you might be asked about what type of activities you like to do in your spare time or if you prefer working with groups of people rather than by yourself. Employers can use personality and interest inventories to assess your creativity, leadership abilities or level of self-esteem. When completing a personality or interest inventory, you might notice that some of the questions seem similar or are just being asked in a different a way. Repeated or rephrased questions are included to make sure that you are answering questions truthfully and are not "faking." Honesty or Integrity Tests Employee theft is an increasing concern among many organizations. In today's competitive marketplace employers do not want to worry about employees who are dishonest and might be prone to theft. Employers are particularly concerned about hiring "honest" employees when their job responsibilities include handling cash or merchandise. To help ensure they hire honest employees, employers administer integrity tests. Usually, there are two types of questions asked on these tests. The first type asks about illegal or dishonest behaviors you may have exhibited in the past. For example, you might be asked if you have ever walked out of a restaurant without paying the bill. The second type asks about your attitudes toward dishonest behavior. For example, you could be asked about your views on punishing shoplifters. On an integrity test, you also might be asked questions about past involvement with drugs or alcohol. Like personality and interest inventories, questions are sometimes repeated on integrity tests to check for "faking." Also, studies have shown that on many integrity tests, it is difficult to "cheat"; in other words, it is difficult for the applicant to figure out which is the "right" answer. Like all selection instruments, the best way to respond to questions is in a truthful, professional manner. Medical Examinations Medical exams are given to determine whether you have a physical condition which would prevent you from performing the job. It is illegal to give a pre-employment physical exam or to ask about disabilities on the application. Physical exams, however, may be given after a job offer has been made. The Americans with Disabilities Act (ADA) gives the disabled rights that prevent them from being unjustly rejected for a job. If you have a disability or medical condition which you think may pose barriers to your being hired, your state Vocational Rehabilitation Agency can offer assistance. Drug Tests Drug tests indicate the presence of illegal drugs. An increasing number of companies are using drug tests to screen candidates for all job categories, including managers and professionals. You should be aware that some medications, and even some foods, can produce a positive reading even though you have used no illegal drugs. It is important to inform the employer of any such medications you have taken recently. Also be aware that drug tests may not be completely accurate. If you are told that your sample indicated drug use but you know you haven't used any illegal substances, ask if there is a formal appeals process. Tell them that you would like to take the test again. Perhaps you can ask if there is another, more sophisticated test you can take. Some General Tips for Test Taking -- Make sure to bring eyeglasses, hearing aid and anything else you might need. -- Get a good night's sleep. -- If you're sick, call and reschedule the test. -- Get to the test site early. -- Tell the administrator if you have any physical difficulties which might impair your test performance. -- If you don't understand the test instructions, ask for assistance before the test begins. -- Don't linger over difficult questions. Work as quickly as you can without making mistakes. -- Find out if guessing is penalized. If there is no penalty, guess when you don't know the answer to a question. -- Ask about the retesting policy. There is a possibility you can retake the test if you feel you did not do well. .c1.STAYING EMPLOYED; So, you've found a job. Congratulations! Here are a few tips which will help you keep a job and protect you from future unemployment. áDo an excellent job in the position you have. áSet aside time each week to do things related to managing your career. áStay current in your chosen field by spending time reading and studying. áPosition yourself to accept more responsibilities. áGet to know your boss. It is your responsibility to manage your relationship. -- Build on your boss' strengths. -- Find out your boss' and the company's goals. -- Find out early what is expected of you. -- Discover your boss' tolerance of opposition and criticism. -- Respect your boss' time. -- Learn when your boss is most approachable. -- Use tact, assertiveness and common sense. Overcome inhibitions and take initiative. Remain non-threatening. -- Find out whether your boss takes risks. -- Learn how receptive he or she is to new ideas. á Evaluate yourself. Do you: Solve problems before they reach your boss' desk? Act independently? Take initiative? Handle crisis and make tough decisions? Have perspective and vision, understand the long-range goals of the company? How have you helped to reach those goals? Know that good mistakes come from exploring new territory? Ready to take new responsibilities? Look to the needs of the company, not just yours? Maintain regular contact with your boss? Now that you have successfully negotiated the job search process, do not let your skills go unused. Continue to research the job market in your chosen area and make contacts with potential employers. You will always have opportunities to consider. If your supervisor discovers that you are exploring other possibilities and if you are doing a good job for your present company, he or she will know you are an excellent employee and that you have a chance to stay or leave. á Remember, promotions are not given to reward past efforts but to solve tomorrow's problems. Be sure that your responsibility increases stay ahead of your salary increases. .c1.REVIEWING WHAT YOU'VE READ; The review questions are designed to ensure that you have covered the important areas of the job search. As you look over the questions below, decide whether you have covered the area to your satisfaction. If not, you may want to go back to review the appropriate chapters in the Guide. HANDLING YOUR JOB LOSS (Chapter 1) Have you accepted the loss of your job and begun to take control of your life? Are you keeping yourself fit for the job search process ahead by taking such steps as avoiding isolation, joining a support group and incorporating any necessary attitude adjustments? Are you following the recommended steps to handle stress and keep your self-esteem high? MANAGING YOUR PERSONAL RESOURCES (Chapter 2) Are you making a schedule for your job search activities and sticking to it? Have you made a realistic financial plan to provide you and your family with sufficient income while job hunting? Have you taken steps to ensure that you have health insurance? ASSESSING YOUR SKILLS, EXPERIENCE AND INTERESTS (Chapter 3) Have you done a thorough self-assessment of your skills, knowledge, abilities, interests, values and personal traits? Have you considered how personal and family considerations would affect your choice of a career? Are you able to think of some possible careers that you could do well and would like? RESEARCHING THE JOB MARKET (Chapter 4) Have you identified the geographical areas and industries where your kind of work is likely to be found? Have you considered the possibility of relocating? Have you identified companies that have your kind of work locally? nationally? overseas? CONDUCTING THE JOB SEARCH (Chapter 5) Have you narrowed down the list of companies to a manageable number in order to concentrate your job search efforts? Have you used all your resources, including the library and networking, to acquire the information you need about the companies you've targeted? Have you planned an effective campaign (mail, phone or in person) to identify and develop job openings? NETWORKING (Chapter 6) Have you contacted everyone you know to tell them you're looking for a job? Have you overlooked anyone? Are you keeping track of all your networking contacts and following up on job leads obtained from them? Have you made an effort to expand your network by meeting or contacting new people? WRITING RESUMES AND COVER LETTERS (Chapter 7) Have you decided whether the functional or reverse chronological resume is best for you? Have you thoroughly inventoried your skills and accomplishments to determine which ones to emphasize in your resume? Have you proofread your resume carefully for spelling, grammar and punctuation? EMPLOYMENT INTERVIEWING (Chapter 8) Have you prepared in advance so that you know what the employer wants and how your skills and abilities fit in with the company objectives? Have you practiced your interviewing techniques so that you can present yourself to your best advantage to the employer? Are you evaluating each interview afterward so that you can learn from the experience? Are you prepared to negotiate a salary? EMPLOYMENT TESTING (Chapter 9) Are you aware of the different types of tests employers may ask you to take? Do you know how to prepare for the different types of tests which you may encounter? .c1.SOURCES OF ADDITIONAL INFORMATION; Career Planning Bureau of Labor Statistics, Occupational Outlook Handbook. Supt. of Documents, U.S. Govt. Printing Office. Guide for Occupational Exploration. Supt. of Documents, U.S. Govt. Printing Office. Lombardo, Joseph and Lombardo, Amy, The Job Belt: The Fifty Best Places in America for High-Quality Employment -- Today and in the Future. Penguin Books, 1986. New York State Department of Labor, College Knowledge & Jobs. 1991. Savage, K. and Dorgan, C., Professional Careers Sourcebook, an Informational Guide for Career Planning. Gale Research, 1989. Emotional Benson, Herbert and Klipper, Miriam Z., The Relaxation Response. Avon, 1976. Branden, Nathaniel, How to Raise Your Self-Esteem. Bantam, 1988. Burns, David D., Feeling Good Handbook. NAL-Dutton, 1990. Charlesworth, Edward A. and Nathan, Ronald G, Stress Management -A Comprehensive Guide to Wellness. Ballantine Books, 1984. Ellis, Albert and Harper, Robert A., A New Guide to Rational Living. Wilshire Book Co., 1975. Hanson, Peter, G., Stress for Success: Dr. Peter Hanson's Prescription for Making Stress Work for You. Doubleday, 1989. Sarnoff, Dorothy, Never Be Nervous Again. Ivy Books, 1989. Satir, Virginia, Self-Esteem. Celestial Arts, 1975. General Beatty, Richard H., The Complete Job Search Book. Wiley, 1988. Bolles, Richard N., How to Create Your Ideal Job or Next Career. Ten Speed Press, 1989. Bolles, Richard N., The Three Boxes of Life and How to Get Out of Them. Ten Speed Press, 1991. Bolles, Richard N., What Color Is Your Parachute?, A Practical Manual for Job-Hunters & Career-Changers. Ten Speed Press, 1992. Danna, Jo, Starting Over: You in the New Workplace. Palomino Press, 1990. Directory of Executive Recruiters 1992. Kennedy, 1991. Farr, Michael J., Gaither, Richard R. and Pickrell, Michael, The Work Book, Getting the Job You Want. Glencoe Publishing, 1987. Farr, Michael J., The Very Quick Job Search: Get a Good Job in Less Time. JIST Works, 1991. Figler, Howard E., The Complete Job Search Handbook: All the Skills You Need to Get Any Job, and Have a Good Time Doing It. H. Holt, 1988. Half, Robert, How to Get a Better Job in This Crazy World. Crown, 1990. Jackson, Tom, Guerrilla Tactics in the New Job Market. Bantam, 1991. The Job Bank Guide to Employment Services. Bob Adams, 1991. Lathrop, Richard, Who's Hiring Who. Ten Speed Press, 1989. LeCompte, Michelle, Job Hunters Sourcebook: Where to Find Employment Leads and Other Job Search Sources. Gale Research, 1991. Leeds, Dorothy, Marketing Yourself: The Ultimate Job Seeker's Guide. Harper Collins, 1991. Levering, Robert, Moskowitz, Milton, and Katz, Michael, The 100 Best Companies to Work for in America. NAL, 1992. Petras, Kathryn Ross, The Only Job Hunting Guide You'll Ever Need. Posideon Press, 1989. Stoodley, Martha, Information Interviewing: What It Is and How to Use It in Your Career. Garrett Park Press, 1990. U.S. Office of Personnel Management, Career America. Supt. of Documents, U.S. Govt. Printing Office. Wegmann, Robert and Chapman, Robert, The Right Place at the Right Time: Finding a Job in the 1990's. Ten Speed Press, 1990. Wegmann, Robert, Chapman, Robert, and Johnson, Miriam, Work in the New Economy: Careers and Job Seeking into the 21st Century. JIST Works, 1989. Job Search Manual. White Ridgely Associates, Baltimore, MD. 1992. Interview Beatty, Richard H., The Five Minute Interview. Wiley, 1986. Caple, John, The Ultimate Interview: How to Get It, Get Ready, and Get the Job You Want. Doubleday, 1991. Hellman, Paul, Ready, Aim, You're Hired!: How to Job-Interview Successfully Anytime, Anywhere With Anyone. AMACOM, 1986. Medley, H. Anthony, Sweaty Palms Revised: The Neglected Art of Being Interviewed. Ten Speed Press, 1991. Yate, Martin John., Knock'em Dead: With Great Answers to Tough Interview Questions. Bob Adams, 1992. Yeager, Neil and Hough, Lee, Power Interviewing: Job Winning Tactics From Fortune 500 Recruiters. Wiley, 1990. International Kocher, Eric, International Jobs: Where They Are, How to Get Them: A Handbook for Over 500 Career Opportunities Around the World. Addison-Wesley, 1989. Krannich, Ronald L. and Krannich, Caryl Rae, The Complete Guide to International Jobs and Careers: Your Passport to a World of Exciting and Exotic Employment. Impact Publications, 1990. Resumes Cohen, Hiyaguha, The No Pain Resume Workbook. Business One Irwin, 1992. Jackson, Tom, The Perfect Resume. Doubleday, 1990. Karson, Allan, Ready, Aim, Hired: Developing Your Brand Name Resume. Business One Irwin, 1991. Krannich, Ronald L. and Krannich, Carol Rae, Dynamite Cover Letters. Impact Publications, 1992. Krannich, Ronald L. and Krannich, Carol Rae, Dynamite Resumes. Impact Publications, 1992. Parker, Yana, The Damn Good Resume Guide. Ten Speed Press, 1989. Yate, Martin John, Resumes That Knock'em Dead. Bob Adams, 1988. Salary Negotiation Dawson, Roger, You Can Get Anything You Want. Simon and Schuster, 1987. Korda, Michael, Success! Ballentine Books, 1978. Tarrant, John, Perks and Parachutes. The Stone Song Press, 1985. Testing National Academy of Sciences, Fairness in Employment Testing. National Academy Press. Special Interest Disabled Workers Bolles, Richard N., Job-Hunting Tips for the So-Called Handicapped or People Who Have Disabilities. Ten Speed Press, 1991. Klein, Karen and Hope, Carla Derrick, Bouncing Back From Injury: How to Take Charge of Your Recuperation. Prima Publishing and Communications, 1988. Lewis, Adele and Marks, Edith, Job Hunting for the Disabled. Barron, 1983. McCarthy, Henry (ed), Complete Guide to Employing Persons with Disabilities. Human Resource Center: Alberson, NY. National Rehabilitation Information Center, 8455 Colesville Road, Suite 935, Silver Spring, Maryland 20910-3319. (800) 346-2742; TDD 301-588-9284. High-Tech Careers Collard, Betsy A., The High-Tech Career Book. Crisp Publications, 1991. Moore, David J., Job Search for Technical Professionals. Wiley, 1991. The Hidden Job Market: A Job Seekers Guide to America's 2000 Little Known, Fastest Growing High-Tech Companies. Peterson's Guides, 1991. MBA's Holton, Ed, The MBA's Guide to Career Planning. Peterson's Guides 1989. Minorities Johnson, Willis L.,(ed). Directory of Special Programs for Minority Group Members: Career Information Services, Employment Skills Banks, Financial Aid Sources. Garrett Park Press, 1990. Non-Profit McAdam, Terry W., Doing Well by Doing Good: The First Complete Guide to Careers in the Non-Profit Sector. The Taft Group, 1986. Smith, Devon C., Great Careers: The Fourth of July Guide to Careers, Internships and Volunteer Opportunities in the Nonprofit Sector. Garrett Park Press, 1990. Older Workers Bird, Caroline, Second Careers: New Ways to Work After 50. Little Brown & Co., 1992. Birsner, E. Patricia, The 40+ Job Hunting Guide (Official Handbook of the 40+ Club). Facts on File, 1990. Morgan, John S., Getting a Job After 50. Petrocelli Books, 1990. Ray, Samuel, Job Hunting After 50: Strategies for Success. Wiley, 1991. Women Chastain, Sherry, Winning the Salary Game: Salary Negotiations for Women. Wiley, 1980. Koltnow, Emily and Dumas, Lynne S., Congratulations! You've Been Fired: Sound Advice for Women Who've Been Terminated, Pink Slipped, Downsized, or Otherwise Unemployed. Fawcett Columbine, 1990. STATE EMPLOYMENT SERVICE OFFICES ALABAMA Employment Service Department of Industrial Relations 649 Monroe Street, Room 204 Montgomery, Alabama 36130 (205) 261-5364 ALASKA Employment Security Division Department of Labor P.O. Box 3-7000 Juneau, Alaska 99802 (907) 465-2712 ARIZONA Department of Economic Security P.O. Box 730A 1717 West Jefferson Phoenix, Arizona 85005 (602) 542-4016 ARKANSAS Employment Security Division P.O. Box 2981 Little Rock, Arkansas 72203 (501) 371-1683 CALIFORNIA Employment Development Division 800 Capitol Mall Sacramento, California 94280 (916) 322-7318 COLORADO Department of Labor & Employment 251 East 12 th Avenue Denver, Colorado 80203 (303) 866-6180 CONNECTICUT State Labor Department 200 Folly Brook Boulevard Wethersfield, Connecticut 06109 (203) 566-8818 DELAWARE Employment and Training Div. Department of Labor P.O. Box 9029 Newark, Delaware 19711 (302) 368-6911 DISTRICT OF COLUMBIA Department of Employment Services 500 C Street, N.W., Room 137 Washington, D.C. 20001 (202) 639-1115 FLORIDA Dept. of Labor & Employment Security 1320 Executive Center Circle 300 Atkins Building Tallahassee, Florida 32301 (904) 488-7228 GEORGIA Georgia Department of Labor 148 International Boulevard, N.E. Room 400 Atlanta, Georgia 30303 (404) 656-0380 HAWAII Department of Labor and Industrial Relations 1347 Kapiolani Blvd. Honolulu, Hawaii 96814 (808) 5486468 IDAHO Department of Employment 317 Main Street Boise, Idaho 83735 (208) 334-3977 ILLINOIS Department of Employment Security 401 S. State St. Chicago, Illinois 60605 (312) 793-6829 INDIANA Department of Employment & Training Services 10 North Senate Avenue Indianapolis, Indiana 46204 (317) 232-7680 IOWA Department of Employment Services 1000 East Grand Avenue Des Moines, Iowa 50319 (515) 281-5134 KANSAS Department of Human Resources 401 Topeka Avenue Topeka, Kansas 66603 (913) 296-5317 KENTUCKY Department for Employment Services 275 E. Main Street Frankfort, Kentucky 40621 (502) 564-5331 LOUISIANA Office of Employment Security P.O. Box 94094 Baton Rouge, Louisiana 70804 (504) 342-3016 MAINE Bureau of Employment Security P.O. Box 309 Augusta, Maine 04330 (207) 289-3431 MARYLAND Dept. of Economic and Employment Development 1100 North Eutaw Street Baltimore, Maryland 21201 (410) 383-5353 MASSACHUSETTS Dept. of Employment & Training 19 Staniford Street Boston, Massachusetts 02114 (617) 727-6801 MICHIGAN Michigan Employment Security Commission 7310 Woodward Avenue Detroit, Michigan 48202 (313) 876-5309 MINNESOTA Department of Jobs & Training 150 East Kellogg St. Paul, Minnesota 55101 (612) 296-3627 MISSISSIPPI Employment Service Commission P.O. Box 1699 Jackson, Mississippi 39205 (601) 354-8711 MISSOURI Division of Employment Security Commission P.O. Box 59 Jefferson City, Missouri 65104 (314) 751-3790 MONTANA Department of Labor & Industry P.O. Box 1728 Helena, Montana 59624 (406) 444-4524 NEBRASKA Department of Labor 550 South 16th Street Lincoln, Nebraska 68509 (402) 475-8451 NEVADA Employment Security Department 500 East Third Street Carson City, Nevada 89713 (702) 885-4510 NEW HAMPSHIRE Department of Employment Security 32 South Main Street Concord, New Hampshire 03301 (603) 224-3311 NEW JERSEY New Jersey Department of Labor CN 058 Trenton, New Jersey 08625 (609) 292-2400 NEW MEXICO New Mexico Department of Labor P.O. Box 1928 Albuquerque, New Mexico 87103 (305) 841-8437 NEW YORK New York State Department of Labor Building 12g State Office Building Campus Albany, New York 12240 (518) 457-2512 NORTH CAROLINA Employment Security Commission of North Carolina P.O. Box 25903 Raleigh, North Carolina 27611 (919) 733-7522 NORTH DAKOTA Employment & Training Division P.O. Box 1537 Bismarck, North Dakota 58502 (701) 224-2842 OHIO Bureau of Employment Services 145 South Front Street Columbus, Ohio 43216 (614) 466-2421 OKLAHOMA Employment Security Commission 2401 North Lincoln 215 Will Rogers Memorial Office Bldg Oklahoma City, Oklahoma 73105 (405) 521-3652 OREGON Employment Division 875 Union Street, N.E. Salem, Oregon 97311 (503) 378-3212 PENNSYLVANIA Employment Security & Job Trng. Department of Labor & Industry 7th & Forster Streets Harrisburg, Pennsylvania 17121 (717) 787-3354 PUERTO RICO Bureau of Employment Security 505 Munoz Rivera Avenue Hato Rey, Puerto Rico 00918 (809) 754-5326 RHODE ISLAND Department of Employment Security 24 Mason Street Providence, Rhode Island 02903 (401) 277-3722 SOUTH CAROLINA Employment Security Commission P.O. Box 995 Columbia, South Carolina 29202 (803) 737-2400 SOUTH DAKOTA South Dakota Department of Labor 700 Governors Drive Pierre, South Dakota 57501 (605) 773-3101 TENNESSEE Department of Employment Security 503 Cordell Hull Building Nashville, Tennessee 37219 (615) 741-0922 TEXAS Texas Employment Commission 12th & Trinity, 504BT Austin, Texas 78778 (512) 463-2820 UTAH Dept. of Employment Security 174 Social Hall Avenue Salt Lake City, Utah 84147 (801) 533-2201 VERMONT Department of Employment & Training P.O. Box 488 Montpelier, Vermont 05602 (802) 786-7097 VIRGINIA Virginia Employment Commission P.O. Box 1258 Richmond, Virginia 23211 (804) 786-7097 VIRGIN ISLANDS Department of Labor P.O. Box 1090 Charlotte Amalie, Virgin Islands 00801 (809) 776-3700 WASHINGTON Employment Security Department 212 Maple Park Olympia, Washington 98504 (206) 753-0747 WEST VIRGINIA Dept. of Employment Security 112 California Avenue Charleston, West Virginia 25305 (304) 348-9180 WISCONSIN Department of Industry, Labor and Human Relations P.O. Box 7946 Madison, Wisconsin 53707 (608) 266-8561 WYOMING Employment Security Commission P.O. Box 2760 Casper, Wyoming 82602 (307) 235-3611