
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:  

Shock--you may not be fully aware of what has happened.  

Denial usually comes next--you cannot believe that the loss is 
true.  

Relief then enters the picture for some, and you feel a burden 
has lifted and opportunity awaits.  

Anger often follows--you blame (often without reason) those you 
think might be responsible, including yourself.  

Depression may set in some time later, when you realize the 
reality of the loss.  

Acceptance 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:

Eat 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.  

Exercise.  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.

Allow 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:

Do 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.

            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.

Listen to your family.  Find out their concerns and their 
suggestions.  Perhaps there are ways they can assist you. 
Build family spirit.  You will need a great deal of support from 
your family in the months ahead, but they will also need yours.

            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. 
Keep 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.

Make 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.  

Children 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. 

Write 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?

        Set priorities.  Deal with the most pressing needs or 
changes first.  You cannot handle everything at once.

        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.

        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.)

Avoid 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.

        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:

        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.  

        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!

        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.  

        Recall successes.  Take time every day to recall a 
success.

        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.

        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.

        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.

        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.
        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.

        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.

        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.

        Take responsibility for yourself.  Try not to complain 
or blame others.  Save your energy for activities that result in 
positive experiences.

Learn 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.

        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.  

        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.
 
        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.

        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.

        Set aside specific times for writing your resume, making 
phones calls, answering ads and doing research.

Use a calendar, planner (either electronic or paper) or your 
personal computer to keep track of your time and make notes. 
Check your calendar/planner every day - don't rely on your 
memory.

        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.

Get up in the morning and eat during the day at the same times 
as you did when you were working. 

Keep up with your exercise routine (or start one).



Sample Schedule



                 __
                _WEDNESDAY                 _
                _JULY 6                    _
                _                          _
                _8:00___ 
                _9:00___ 
                _10:00___
                _11:00___
                _12:00___
                _1:00___
                _2:00___
                _3:00___
                _4:00___ 
                _5:00___ 
                _6:00___
                _7:00___      
                _8:00___
                _9:00___
                _10:00___
                __


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:

Apply 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.

Register 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.

Examine 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.


Review 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.

        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.


Review 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.


Review 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:

Do I want to remain in that field?

Would the strengths I have listed serve in a related field of 
work?

Would I consider returning to school to learn new job skills 
which are in demand?

As a recent college graduate, could I translate my strengths 
into a career?

Is 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:

State 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.  

Local 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.

College/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.

Non-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.

Privately 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:

The Blue Book of Building and Construction

Directory of Advertising Agencies

Directory of Computer Dealers
        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:

Help you identify areas where growth is occurring.

Provide the names of firms which might employ people in a 
specific type of work.

Can identify the best information sources for developments 
within the field.

         Can provide more information on small-irm leads than 
directories.  

Publish newsletters which provide information on companies 
needing increased staff in the near future.  

Some publications which list trade and professional associations 
are:

Encyclopedia of Associations.  (Gale Research, Detroit, MI) A 
listing of more than 22,000 professional, trade and other non-
profit organizations in the United States.  

Career 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:

World Bank
U.S. Aid for International Development (USAID)
United Nations Development Program
United 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:

How 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.

How to Get a Job in the Pacific Rim.  (Surrey Books, Chicago, 
IL).  Information similar to above, but for countries bordering 
the Pacific Ocean.

International Careers.  (Bob Adams Inc., Holbrook, MA). 
Information on finding work overseas.  Covers government, private 
corporations and non-profit groups.

Passport to Overseas Employment - 100,000 Job Opportunities 
Abroad.  (Prentice-Hall, Old Tappan, NJ).  Information on 
overseas careers, study programs and volunteer programs. 

International Employment Hotline.  (Oakton, VA).  Names and 
addresses of governmental and non-governmental organizations 
hiring for overseas work. 

Principal 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.

Key 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. 

Encyclopedia 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.

Directory 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.

Directory 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: 

        Information obtained by researching the job market

        Personal knowledge about a company 

        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:

About which you already know the most

About which you can readily get information

Where you have a contact

Where 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:

What are the company's products or services?

What is the company's status in the industry?  Is the company 
large or small, growing or downsizing?

What can you learn about the job you want (the job duties, 
salary, benefits, work environment)?

What is the public image of the firm and what type of person 
"fits in?"

What are some of the firm's current problems?

Which people have the power to hire you?


Sources of Information about Your Target Companies

--    Directories and publications.  Some examples are:

            The Job Bank Series

            Thomas Register

            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.  

Retainer 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.

Contingency 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:
                  
          _
          _                               _
          _                               _
          _         Celia Smith           _
          _        System Analyst         _
          _                               _
          _              (313) 555-2222   _
          _


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:




                                 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                     
                                                                   
                                                                   
                                                                   



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: 


       

                                    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               
                                                                   
                                                                   
       
                                       
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:
                                                                                     

                                                               
                                      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  
                                                          
      

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.  

Screening 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.

Structured 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. 
 
Unstructured 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.

Multiple 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.

Stress 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.)

Targeted 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.

Situational 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. 

Group 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:  

        How uncomfortable has this question made you feel?

        Does the interviewer seem unaware that the question is 
illegal?  

        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:

        Write down the name and title (be sure the spelling is 
correct) of the interviewer.  

        Review what the job entails and record what the next 
step will be.

        Note your reactions to the interview; include what went 
well and what went poorly.  

        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:

        Be hand-written only if you have a very good 
handwriting. Most people type the thank-you note.

        Be on good quality white or cream colored paper.  

        Be simple and brief.  

        Express your appreciation for the interviewer's time.

        Show enthusiasm for the job.

        Get across that you want the job and can do it. 


Here is a sample letter:


                                                       
                           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                 
                                                       
                                                       
                                                       




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.  

Do an excellent job in the position you have.  

Set aside time each week to do things related to managing your 
career.  

Stay current in your chosen field by spending time reading and 
studying.  

Position yourself to accept more responsibilities.

Get 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.


  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.  

  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


