7.1 Job Search Correspondence: The Essential Letters You Will Use to Get Hired

Job related correspondence is often treated like an afterthought, something that should go at the end of the book. In fact, you will be writing to a number of people and for a number of reasons from the start to the end of the job search process.

Many people are intimidated when it comes to sending formal correspondence to potential employers. They know that there is a lot riding on it. The key is to keep the communication short, clear, and focused. It is not that difficult if you know what to include and if you edit and review your letter carefully before sending!

Although not necessarily difficult to prepare, these are some of the most challenging letters you will ever write. We will be looking at some templates or samples you can use.

Today, in most cases you will be communicating by email. Email has changed everything - the U.S. Mail is just not fast enough for job seeking purposes.

The "thank you" note is still sometimes sent by mail and hand written- not always though- it is a judgment call. It depends on what type of job you are applying for and what type of impression you are trying to make. If it is a counseling job for example, you might want to go soft tech. Think about who you are sending your note to, what job you are applying for and what stage of the process you are in. If it is a software developer job you are probably going high tech.

But everything else happens in a heartbeat these days, and hiring decisions are frequently made in a matter of hours. If you are unable to respond to opportunity instantly, you are out of the loop. You need to be able to send a resume and cover letter quickly. You need to send your thank you letters on the day of your interview.

Keep in mind that you may be sending similar correspondence to different people. It is perfectly fine to recycle your letters, after you have downloaded a template and edited it or adjusted it for the next person or next company. But make sure you check it each and every letter carefully: is the date correct? is it addressed to the right person? does it reference anything specific (job title, company name, industry) that does not apply? Check it line by line before you hit send!

Also, if you are copying text from one document to another, or even sometimes just from one email to another, you may need to run it through a generic text editor first. When you cut or copy from here and from there, unwanted formatting may get thrown in, and it may not show up on your screen. If you paste it into Notepad or TextEditor and then copy it from there, you will be sure to get rid of anything strange.

Sometimes the letter you send will simply be an email. In other cases, you will attach your letters as documents to your email. If you are sending something as an attachment, make certain that you have given a brief description or introduction to the attachments in the email message.

Always make sure you have given all of your contact information in every email. You don't want someone having to search for it. Design a signature that includes your name, cell number, and your email address. (Do not include any quotes or "happy face" icons below your signature on job related email).

If you decide to attach your letters as documents instead of as an email I would suggest that you use the same header as you use on your resume with your name, address, phone, and email address. In other words the header of your resume is the letter head of all of your letter documents.

Letters used in job searches include:

Letters of Inquiry
Letters of inquiry are perhaps your first foray into contacting an employer. In this letter you are asking the employer or company representative for information or a chance to meet to gain more information about the company and opportunities for individuals with your qualifications.

A computer-engineering student sent a "letter of inquiry" to a local electronics firm, using the contact section of their web site, requesting a meeting to find out more about the company and to explore opportunities as she was nearing graduation. She had sent a blind email through their web site indicating that she was a student and that she was interested in finding out about the company. A representative from the company immediately responded to her email and invited her to visit and tour the company. At the end of her visit they offered her a job.

Sample #1

Cover Letters
Cover letters are sent to employers along with a resume to explain to an employer why they are receiving your resume. The first paragraph tells the employer which position you are applying for and how you learned of their position. The second paragraph tells the employer about your qualifications. The third paragraph tells the employer what the next step will be.

Cover letters must be absolutely perfect in every way. The formatting is typically business letter style or slightly modified if you do not know the name of the individual doing the hiring. Examples in this section show both types of letters.

Any errors in your letter will automatically eliminate you from consideration for any available positions. You will need to have your cover letter as well as your resume proofed by someone who is ruthless with a red pen.

Cover letters are sometimes formatted directly in email or attached as a document along with your resume, in which case your email is a very short introduction to your cover letter and resume.

Sample #1

Sample #2

Thank You Letters
Thank you letters are one of the best ways to get yourself noticed by an employer. If you are one of the top candidates being considered, you will set yourself apart from the pack by impressing the employer with your thoroughness and thoughtfulness.

Thank you letters are sent immediately after the interview, thanking the employer for the time he/she spent interviewing you. They can also be used to correct a weak answer given in the interview. "I do feel I could have answered the Verilog coding question more effectively. If I had a second chance to answer the question, here is how I would answer it…"

I worked with a young engineering candidate, a number of years ago, who sent a thank you letter to CH2MHill, even after he had been told he was not going to be hired. He indicated in his letter that he was still interested and found the interview process to have been a great learning experience. When the candidate who was hired didn’t work out, he was offered the job!

Sample #1

Sample #2

Recommendation Letters
Recommendation letters are what I call your "walk-on-water" letters. It is a letter that you ask a former employer, a professor, a co-worker, or a co-team member of a project to write for you. The recommendation letter tells the employer that you are an exceptional candidate. You will need to ask someone who you trust will write glowing things about you. (see the section on references)

Recommendation letters are used not only for jobs. These letters are written for candidates for graduate school, law school, and the military as well as for job prospects.

You will need to provide the letter writer with enough information about the job, or other purpose for the letter, so that they are sure to hit the most important points.

Sometimes the individual writing the letter will ask you to write the letter, highlighting your best qualities relative to the job. That means you must construct the letter for yourself. You will need to identify your best qualities, knowledge, and skills relative to the employer's needs.

Sample #1

Sample #2

Follow-Up Letter
A follow-up letter is a letter that you send after an interview, or after an informational interview, or after an offer has been made. This letter is meant to hurry things along but it can't look like you are rushing things. It is your way of showing an employer that you are thoughtful, interested, and following up. It has to capture just the right tone without being pushy. It demonstrates enthusiasm and interest and impresses the hell out of employers! Very few people actually write a follow up letter so it is going to make you stand out from the crowd.

A poorly worded letter can cause irreparable harm so be careful!

Sample #1

Sample #2

Sample #3

Job Offer Acceptance Letters
The job acceptance letter is a letter that you send after you have received an offer of employment, accepting the offer. It states that you are excited about the opportunity and look forward to working with the company who is making the offer.

Sample #1

Dear John Letters
"Dear John" are letters that are sent in the event you have accepted a job and you later receive a superior offer that you just cannot pass up. You accepted the first offer in good faith but the later offer is exactly what you want to do. You will need to gracefully back yourself out of the situation without burning any bridges. With new graduates this happens when the market is heated and multiple offers are received. This situation is described in the salary negotiation section of this book in the article titled "Which Offer Should You Take". I created the "Dear John" letter when a young student came to me with the dilemma. She had accepted an offer from Lockheed Martin and later received an offer from Hewlett Packard that was a better professional and personal move- the HP offer allowed her to stay close to her boyfriend.

Sample #1

Volunteer Letters
Volunteer letters are your most desperate letters. Sometimes you find that a company you really want to work for is just not hiring. It could be that the entire economy has slowed down. Or it could be that you do not have enough to offer an employer when there are a ton of more experienced people on the market.

You need experience; you need mental stimulation; you need to be able to interact with other professionals in your field so that you do not lose your technical edge or your knowledge base. You also need the contact with people who might eventually be able to offer you a job or refer you to a colleague in another company that is hiring.

I have coached a number of people through the process of volunteering to work in a company that had not planned to take anyone on. It is a spark of innovative thinking that is a win-win for everyone. The employer gets a new, enthusiastic team member that does not cost them anything and you get experience and exposure to current issues. You are in the epicenter of where you want to be instead of alone in your room moping.

Sample #1

Sample #2

10.7 Costly Errors That Kill Job Offers

Over the years, I have had an opportunity to observe many people during their job searches. Most people are pretty careful about how they present themselves, but there are some glaring errors that have been deal breakers for even the most talented candidates I have worked with. The owner of a small engineering firm in Auburn called me, after posting a position on the web, to say that he had selected the candidates that he would be interviewing. He was astounded that he had received a number of cover letters that were so poorly written that he will not even consider interviewing the candidates who sent them.

Having errors in your cover letter or on your resume will instantly turn the employer off. The resume and cover letter review is the first screening that an employer does of the potential candidate. Why should they waste any time on someone who cannot get it together on paper? I worked with one job seeker who came to me wondering why he was not having any luck getting an interview. After looking at his resume for about five seconds I noticed he had Microsoft spelled wrong... NEVER SEND ANYTHING WITHOUT PROOFING IT or having someone else proof your work. Often times, we miss our own errors because we see what we expect to see, so solicit the help of someone who writes well.

Stumbling into an interview late is just plain rude and is not going to win you a job. Always plan for unexpected delays and build plenty of time into your schedule. Plan to arrive at your interview thirty minutes to an hour early. Even if there was a traffic jam, it is a lame excuse to present to an employer you have kept waiting. And if the employer is interviewing multiple people on a tight schedule, your interview will be cut short.

Arriving for an interview unprepared is a major mistake. It shows a distinct lack of interest in the job and a basic disrespect for the person interviewing you. Average preparation time for a successful interview is about six hours. Figure you are studying for the ultimate final, the one that makes all of that education pay off. What is involved? Well you need to know yourself thoroughly: list your goals, your greatest strengths, your interests, your related work experience. Do an inventory of who you are. Then do some research on the company. Figure out what technical information you need to study. Study old notes from past training and classes, and find current articles on the company and the industry. Then, put it all together. Why are you qualified for the position and what do you need to share about yourself in the interview to get the job? Assemble a portfolio of your work to share with the interviewer. Hewlett Packard, or example, expects to see samples of your work from your senior project or other significant projects you have worked on.

Rambling on in the interview about irrelevant information is a waste of the interviewer's time. I once worked with a candidate who had just finished his MS in EEE. He was getting interviews but he was not getting any job offers at a time when everyone else was landing the jobs they wanted. I had him come to my office prepared to be interviewed. He came in dressed in his suit, with his resume and his portfolio, and a list of questions he was being asked. I proceeded to interview him. I started our mock interview with "Tell me about yourself." He responded that he had grown up on a farm in Patterson, and his performance went down hill from there. He spoke about his farm and his dog. That is not what the employer wants to hear. The employer wants you to tell him/her who you are relative to the job you are interviewing for. He started again and told me that he had built his first computer in a 4H club and that this experience had propelled him toward his engineering degree and a focus on electronic engineering and computer architecture.

Failure to maintain good grooming and personal appearance. A sloppy appearance in an interview indicates to the employer that you are careless and unprofessional. It is absolutely required that you have a professional looking interview outfit and that you maintain it by having it dry cleaned regularly.

Failure to maintain a positive attitude. This is perhaps the hardest one to remember after you have been rejected by multiple employers. It takes three to six months minimum to find a job. Looking for a job is a full time job! You will have to devote all of your efforts to the goal of getting a job if you expect to get results. You will have to be utterly positive for the entire search. If you walk into an interview with a dejected look, you have blown the interview before you even open your mouth. You must truly believe that you do not qualify to be permanently unemployed and that the perfect job will come along. It will help if you burn off stress with some serious exercise plan that you execute each and every day. And each and every time you walk into an interview, you must say to yourself: "If this job doesn't come through, something better will." And you must believe it!

Sweat the details and get help if you need it!

Next:
10.8 Slobs Don’t Get Jobs!

7.0 Putting it All Together: Your Career Chart

---

First,  let's look at what we've done 
before moving on to Developing a Career Search Strategy!

---

When we looked at  Career Planning Challenges and the tasks that lie ahead,   I said that there were five challenges that you face.  We're almost done with the first three:

• Organization  Getting organized with a career binder:  creating a space for your ideas and inspirations,  developing a success timeline,  setting up a daily to-do list and calendar and creating a place to keep your contact notes and all of the applications and resumes you will send.

• Awareness Becoming aware of who's hiring and how change happens and affects you,  and learning how to research career options.

• Focus Gathering information about yourself through self-assessment.

The last task for the Focus Challenge is pull together all of the information you've obtained from the self-assessments:

• Career Personality Type
  
• Motivated Skills Assessment
  
• Work Values and Priorities
  
• Key Knowledge Areas
  
• Life Interests and Passions
  
• Your Ideal Life/Work Environment
  
• Your Goals and Priorities

Make sure you've done all of the Self-Assessment exercises before you move to the next step!

---

Now,  let's put it all together!

---

To "put it all together,"  you are going to create a statement of purpose,  using the information you gathered in the previous exercises.   Here is the template for this task ...

Career Preference Outline and Summary:      My Career Chart

Download the template as a Word Doc,  or "open" it in you own Google Docs account.

Use the information you gathered during the self assessment to complete your summary statement. 

This is your Statement of Purpose!

Next:
7.1 Job Search Correspondence: The Essential Letters You Will Use to Get Hired

8.0 Introduction: Networking to Your Perfect Job

Networking to Your Perfect Job
The key strategy you are going to employ to find a job is to network and go out and conduct informational interviews.  That is how it works.  This is by far the best way to find out about jobs and to get connected to the job you want!

Yes,  you want to look for jobs that are posted or advertised.  


But you need to know that 80% of the jobs out there are never posted.  Some people call it the "hidden job market."   And the fact is that people who go direct and have a conversation with someone are the ones who find the jobs!

The most important tools you need for finding a job are information and contacts:

• You gather information by using published sources.
  
• You gather more critical and timely information through informational interviews.
• You use your network of contacts to find and get connected with people to interview.
• You get the people you interview to give you more contacts. 

Informational interviewing is a tool used by job seekers to help get inside companies to find out about what really goes on in various fields, and to explore career options and opportunities with the people who really know.

The people you interview are the ones who really know what jobs are available and what the immediate hiring trends are.  They know who you should talk to and where you should look.

The important thing to keep in mind is that if you ask someone if they have a job,  they're probably going to say "no."  That's the end of the conversation.  Their response is usually going to be different if they know that you're just looking for information:  you want to learn from them,  you're not expecting them to give you anything,  all they have to do is share their knowledge and their expertise.

When you ask someone to spend a bit of time speaking with you,  they are also more likely to say "yes" and let you in the door if you can say:  "this is who told me I should speak with you."  It's always easy for someone to blow off a complete stranger.   People are usually going to be more helpful when you can tell them who sent you and how you are connected.

Everyone who takes my career planning class is required to interview someone who is doing something related to their career interests.  Here is how it worked for one of my students:

The student was an intern at a huge federal agency.  For his class assignment,  he decided he would just interview his supervisor.  That was a contact he already had.   His supervisor shared information about his career and all the different assignments he has had over the course of his career.  It was exactly the type of information the student needed to think about his own career options,  the type of information you can't just get out of a book or off the web.  And then,  he told the student that his wife was an engineer in a private consulting firm here in Sacramento.  He said that he would be happy to connect him with her to explore job opportunities in her firm. 

What my student learned is that this is an amazingly interconnected world. When you explore your options with one person, you not only learn about their career path but you also get access to their network.

Informational interviewing can also be used prior to an interview to help you understand the position requirements and the company’s expectations.   When you interview, you won’t know the answers you need to give unless you have gathered that information in advance.  

One way to approach a contact is to say: "I will be interviewing for a position with your organization next week and I want to get as much information about the organization as I can before my actual interview."

If you are just exploring your options, all you have to do is call someone you know who is employed in your field of choice and ask to speak with them about their career.
If you don't know someone, ask everyone you know, family, friends, people you meet, or your professors for a name of a contact  in your field. I have coached a bazillion people through this process. The reality is that "who you know" is what will lead you to a job. The object of the game is to get information and to make connections.

When you call to ask for an appointment, be sure to explain that you are exploring your options and that you are a student, a recent graduate or someone who is thinking about making a career change.

Next, tell them who referred you, and that you just want a 20 minute appointment. Be sure to meet with them on site, not on the phone. You will get so much more information and you will forge a much tighter relationship for future hiring possibilities.  

People are impressed when someone takes the time to come in and ask questions.There are dozens of questions you may want answered, but think about them carefully before you arrive at your interview.

Write your questions down just in case you get nervous,  but try not to act like you are interrogating the person. Even though you will have a list of questions, you want to let the conversation flow. You don’t want it to appear like you are a rigid survey taker with a preset script. Be sensitive to the time constraints of the person you are talking with and remember you asked for just 20 minutes.  

The main questions you want to ask your contact is what they do, what is required to be successful in the field, and what advice they would give to someone considering a career in their field or a job with their company. If you decide that you are interested in their organization, be sure to ask about the best way to get in. You also want to ask if they can recommend other people for you to talk with to gather more information.

Never stop informational interviewing. Find as many people as you can to talk to. Do it formally, do it informally... You will find that it either gets you to a better place or helps you realize you are already where you want to be!

And remember, this is definitely a situation in which you will want to send a thank you note later!

Next:

8.1 Researching Career and Job Options

8.1 Researching Career and Job Options

Before you go out and try to schedule any informational interviews, you need to identify the industries you are going to focus on and develop a list of companies where you might find opportunities. And before you contact anyone, you will need to do some research on the companies and industries you're going to be trying to reach.

We have already talked about using published sources of information to conduct research. We went over this before so you could start getting some ideas about the world-of-work and the range of opportunities. You are going to need to keep doing this again, this time focusing on specific companies and specific jobs.

Your Career Chart is your guide for finding the types of companies you want to reach. As you do research on those companies and the jobs available, you may need to go back and revise your Career Chart. You might also need to revise your Career Chart after you conduct informational interviews and gather information.

Make sure you do your research before you actually go visit anyone.  Yes, you are going to be doing informational interviews in order to gather information,  but your questions will seem smarter and you will seem better prepared to take on a job in the field you are targeting if you already know a fair amount.  You don't want someone you interview to think that you are someone who needs to start at square one!

Next:

8.2 What you will learn from an informational interview

8.2 What you will learn from an informational interview

The informational interview is not a job interview!  You are not asking for a job and you are not expecting to be offered one.  All you are doing is meeting with a professional in your field in an informal way and asking questions about his or her work.

If they think you are there actually looking for a job or expecting one,  they are probably not going to meet with you.  At this point,  they have no reason to offer you an opportunity,  they don't know anything about you.  And you are hardly going to get to meet with anyone if you are only meeting with people who actually have jobs available.

I have already told you that the main questions you want to ask your contact is what they do, what is required to be successful in the field, and what advice they would give to someone considering a career in their field or a job with their company.

This is the information you are trying to gather:

• information about your career field and and about specific jobs
• details about a typical day in your field of interest
• more information about the skills necessary to be successful in a specific career
• the future prospects of a field
• how you fit in with your current level of education and experience

You also want to:

• make contacts for possible job leads and interviews
• develop leads on positions as they become available

If you decide that you are interested in their organization, be sure to ask about the best way to get in. You also want to ask if they can recommend other people for you to talk with to gather more information.

The information you gain from these interviews is like gold!   People who are working in your field will be able to tell you things you just can't find in any published resource.

It is also the case that if they have taken the time to speak with you,  they are going to want to be helpful.  They are going to want to feel like it was worth their time.  They will want to know that they have helped contribute to the success of someone else.

Next: 

8.3 How to find people to interview

8.3 How to find people to interview

Finding people to interview

Tell everyone you come in contact with what you are doing- that you are exploring your options and researching the possibilities. Remember - it's both what you know and who you know. As you firm up your career focus, talk to people: Talk casually with people whenever and wherever you can. Be sure to explain clearly what you are interested in.   I have heard of people getting leads in the strangest places like: hot tubs, riding buses, at Greek food festivals, playing volleyball, and from family members at holiday dinners just by sharing their career interests. "I am exploring careers in financial planning."    After you get a name, call and say:  "I got your name from so and so, and I am exploring my options and so and so said you would be a good person to talk to."

On candidate I worked with was on a golf course waiting with a friend to be pared up with another twosome. (Evidently you have to be a foursome to golf...) He and his friend were pared up with a manager from Chevron who by the end of the golf game offered him a job!  Everyone always asks "what do you do?" You need to be prepared with a great answer:  "I am changing careers (or I have recently graduated) and I am researching careers in finance (or urban planning or whatever you determine the key words that trigger a good response are)."

Ask people you know:  Ask your contacts such as former professors, career coaches, friends, and relatives for the names of anyone they know who is in a company you are interested in or who is in a field you are pursuing. If they don't know any names of people, ask for the names of companies that are engaged in a specific activity that interests you.

Local newspapers:  The local newspapers will frequently have published lists of local companies in various industries. The Business Journal publishes several books of lists for the markets where they publish.  They have lists of everything from hospitals, consulting firms,  accounting firms,  manufacturers,  colleges and universities, private schools, software companies,  to high tech manufacturers,  to engineering firms and everything in between.  This is the best source of company lists I have ever found!

Local university career center:  Talk with the staff at the local university career center about companies that hire in your specific field of interest.  They can give you lists and tons of information about companies.  Some even post the information on their web sites.  This angle might take some resourcefulness on your part, as many university career centers are only open to their alumni and students.  I am a big believer in openness and transparency,  so at CSUS I keep all of my stuff visible on the College of Engineering and Computer Science site.

Contact professional associations for information and contacts.  Join associations associated with your profession and attend conventions for leads and information. You will also find job listings and recruiting ads in professional journals. You will also gain valuable information on trends in your field. What is hot and what is not. Most professional associations have web sites and send monthly journals with fabulous articles and jobs listings for their members.

Alumni club publications:  Use your alumni publication, club, or network to obtain names of individuals who graduated from the same school you graduated from with a similar area of study or career field of interest from whom you might gain information and leads.  Who knows, them might be hiring. Who better to know the quality of your background and education?

Periodicals and Resource Books:  Scan written material such as technical journals, newspapers, magazines, directories for articles on your area of interest, for company names or names of individuals doing things of interest.

Reference Librarians:  Ask your local reference librarian for any other reference sources for local companies in your area of interest.

If all else fails,  walk into the target company,  approach the secretary or receptionist and ask him/her to recommend someone with whom to speak. Make sure to explain that you are only seeking information, (not a job), about this career.  A random entry in the company "contact us" link has also yielded great results. This method has worked quite well for some people.

Whatever you do,  go out there an find people to interview! 

Next:

8.4 How to arrange an Informational Interview

8.4 How to arrange an Informational Interview

How to arrange an Informational Interview

1. Telephone the person you are interested in talking with and request a meeting. 
2. Explain that you are exploring your career options. 
3. Tell them who referred you to them and explain that you really are just seeking advice. 

You absolutely must follow up this phone call with an email confirming your appointment and indicating how much you are looking forward to meeting with them.

Always tell the person that you are seeking to meet with that you need only 20 minutes of his or her time to meet at his or her convenience.  Most people - even the busiest - have 20 minutes to share with a person exploring a career field.  (Your appointment may last longer,  so don't book yourself too tightly.)

Remember these important rules:

If you call or write, be absolutely clear in how you present your request.  You must avoid allowing the person you wish to see, the receptionist or the secretary to assume that you are seeking a job interview. Some individuals have had luck just dropping in and requesting to meet with an individual in a particular department. This is a little dicier than making an appointment.

Don't be late.  Get there on time.  The person you are seeing is doing you a favor.  Be businesslike and dress professionally.  You don't want to dress like you are there for a job interview,  but you want to look nice.  Slobs don't get jobs!

Don't bring a resume!!!   You can send one after your informational interview,  tailored to the needs of the company,   if it seems appropriate.

Prepare your questions beforehand and write them down to take with you.  Ask yourself what you need to know about the occupation, firm or industry.   Do your homework!!!

Next:

8.5   How to approach an informational interview ... questions to ask

8.5 How to approach an informational interview ... questions to ask

The basic approach to an informational interview:

You are in the process of making some decisions about your career, and you want to learn more about the opportunities in a given field for someone with your skills and experience. There is a lot at stake in terms of your future,  so you want the best information you can get.

Be prepared for a response such as:  "I think our human resources people can probably answer your questions."

You may want to respond with: "I'm sure that would be true if I were looking for a job,  but I'd like to talk with you because ________ told me you could give me the best advice and suggested that I would benefit from your experience and insight."

How to start your informational interview and questions you can ask:

1. Start your interview with a brief statement reminding the person you are talking with why you are there,  who referred you,  and what you hope to gain.   Example:  "I am interested in exploring careers in the __________ field.   I am trying to get a better understanding of what a person does in this field and what it takes to be successful in this field and how to get into the field. I was referred by so and so who said you'd be a good person to talk with."
2. What do you do? - Your job title?   Ask for a business card at this point.
3. How did you get involved in this field?
4. What is your background?  -  What other types of backgrounds do people in this field have?
5. What kinds of projects or activities do you work on?
6. What types of skills are needed for this field? What makes someone successful in this field?
7. What is a typical day like?
8. What do you like best about your job?
9. What do you like least about your job?
10. What areas in the field are growing?
11. How is the future of the field changing?
12. How is this field tied to economy? How is it being affected by the current economic climate?
13. What are the entry-level jobs in this field?
14. What is the salary range for entry-level jobs?  Top-level?
15. Is there much upward opportunity or room for career growth?
16. Can you recommend any sources of information for this field - professional associations, publications, or conferences? Who are the other key players in this industry?
17. Are there any drawbacks to a career in this field or in this industry?
18. Can you give me the names of any other people that I might speak with for more information?

There are dozens of questions you may want answered,  so think about them carefully before you arrive at your interview.  Write your questions down just in case you get nervous,  but don't get too rigid or just read them off.  Be sensitive to the time constraints of the person you are talking with and remember you asked for 20 minutes.

Remember,  this should seem like a conversation and not an interrogation.

The key to this whole process is enthusiasm.   If you are truly interested in a topic, that will shine through.   When it does,   the person you are talking with will most likely respond positively.

Next:

8.6 After the informational interview ... tasks and follow-up

8.7 The Biggest Mistakes Job Seekers Make - Fear of Applying

The biggest mistake that unemployed people make is that they hang around with other unemployed people. The second biggest mistake is that they keep their status a secret. It is embarrassing to be unemployed. It is hard to surround yourself with employed people if you spend your day glued to a television set or a computer screen. You will never hear about good job opportunities if you are isolating yourself. If you want to get a job, you need to get out there and meet people and apply! Yes, you will face rejection, but the alternative is just too ugly to contemplate, and furthermore, you don’t qualify to be permanently unemployed... Do you?

Places where you will meet people include: job fairs, professional activities and conferences, and by taking specialized training and classes, even if you have graduated. You will be meeting people and enhancing your chances of finding really great opportunities, as well as improving yourself. You might also meet people in casual situations like at Starbucks, on a soccer field, on a golf course, in a hot tub, on a bus, on light rail, or in a bookstore. Over the years, people have told me that they have made valuable and productive contacts in all of these situations. I have heard about people getting jobs or job leads in some of the most unusual places, but I have never heard of anyone getting a job sitting in a closet.

The reality is that if you want a job you have to put yourself out there! 80% of the jobs that are available at any given time are not posted anywhere. That means that you will need to develop a little 1 minute speech where you will describe yourself, telling people what you are interested in. I know you are shy and you are busy and you have a million excuses for not doing the things that I am telling you to do. Do it anyway!

I have been told by many job seekers that it is helpful when I gave them explicit instructions on what to say when calling an employer. So here it is, explicit instructions on what to say when you meet someone at a conference or in line at Starbucks: "Hi my name is (fill in the blank) and I will graduate with a (BA or BS, or whatever) in (Urban Planning, Marketing, Psychology, Computer Science, Engineering or whatever) ... I am studying (fill in the blank) and I am exploring opportunities in (fill in the blank)".

Scenario 1, At that point they will jump all over you with "well, we are looking for good candidates in your field". Scenario 2, you will start asking questions like: What do you do? What is a typical day? What do you like best about your job? What qualities are required for success in this field/company?

This is not brain surgery. You are trying to make contact and get enough information to figure out where to go with your life. So get out there and just do it! Connect with people. You are not doing yourself any good by sitting on the sidelines with other unemployed people or in the closet hiding.

Next:
8.8 Get Moving - Job Search Quick Organization Plan

8.6 After the informational interview ... tasks and follow-up

Immediately after the interview, document the contact and place the information in your career binder.   Here's the template I showed you when we were talking about your career binder.

Remember what I said before: even if you keep your contact information in a database, you still need to have this information in hardcopy where you have a place where you can quickly take notes. You need to keep everything organized for easy access and review!

Staple the person's business card to the form, and make sure you have written down the names of everyone they referred you to.

Next, "debrief" yourself.  You can do this on the contact form. Make sure you have answered the following questions:

• What did I learn?
• How does what I learned fit with my skills, values and interests?
• What else do I need to know? Who else do I need to talk with?

Then, before the day is out,    send a Thank you note.   It only needs to be a few lines long. Express your appreciation and tell them what you plan to do next.

Finally, review the notes you've taken:  Are there any other action steps to be taken on the basis of the information you obtained?

At the end of each interview, it is time to make certain that you have your next informational interview set up. A really good interview is one that has provided you with names of more people to speak with.

The really best interview is one where you learn that you have found an approachable organization, one that has job opportunities that you can start considering and following up on.

The more of these interviews you do, the more likely it is that you will find a company you want to work for and it will be time to start tailoring your presentation (i.e., your resume) to secure that position.

Next:

8.7 The Biggest Mistakes Job Seekers Make - Fear of Applying

9.2 Resume Samples

• Sample Resume #1 - Project Manager
  
  
• Sample Resume #2 - Electrical Power Engineer
  
  
• Sample Resume #3 - Manufacturing and Development Engineer
  
  
• Sample Resume #4 - Student Intern
  
  
• Sample Resume #5 - Electrical Power Engineer
  
  
• Sample Resume #6 - Entry-Level Position Retail Management
  
  
• Sample Resume #7 - Dietitian Assistant
  
  
• Sample Resume #8 - International Business Administration
  
  
• Sample Resume #9 - Masters Engineering-Electrical & Electronic
  
  
• Sample Resume #10 - Management Info. Science
  
  
• Sample Resume #11 - Mechanical Engineer Technology
  
  
• Sample Resume #12 - Engineering-Electrical & Electronic
  
  
• Sample Resume #13 - Construction Management Engineer
  
  
• Sample Resume #14 - Civil Engineering
  
  
• Sample Resume #15 - Civil Engineering intern
  
  
• Sample Resume #16 - Legal Secretary
  
  
• Sample Resume #17 - Administrative Services
  
  
• Sample Resume #18 - Facilities Manager
  
  
• Sample Resume #19 - Event Planning
  
  
• Sample Resume #20 - Recreation Planning
  

10.0 Interviews - The Essentials of Your Presentation - Part 2

Interviewing effectively is an acquired skill. Very few people are so talented that they can do it well the first time without much preparation. If you really want to be successful in interviewing, I recommend that you start by understanding that there are things you must do before you interview, there are things to expect during an interview, as well as things you must do to follow up after an interview.

Employers are interested in some very specific things. They want to know that you fit their needs on a variety of things. They want to know that you have the right stuff. The things that will either make or break your interview include:

1. Do you have the technical expertise or breadth of knowledge necessary to perform the job? They will most definitely quiz you on your knowledge that fit with the needs of the position you are interviewing for.
   
2. Do you have solid communication skills? Can you communicate effectively with customers, clients, co-workers, other managers and the myriad of government agencies or subcontractors and organizations that interface with their company?
   
3. Do you have good computer skills? Can you create effective, professional documents?
   

Bottom line, can you do the job?

Next:
10.1 What to do before you start Interviewing

10.1 What to do before you start Interviewing

RESEARCH YOURSELF AND THE EMPLOYER - Know yourself thoroughly: your goals, your interests, your values, your strengths and your weaknesses. Employers will be asking you questions on all of these topics to see how well you fit with the position for which they are hiring. Take time and write out lists. Start by listing your long-term and your short-term goals. Where do you want to be in 3 to 5 years? Where do you want to be in 7 to 10 years? What are your interests? What knowledge do you have that you really want to apply? What are your greatest strengths? What are some of your weaknesses, and what are you doing to improve?

Know the employer thoroughly before your interview. Research as much as possible through the web and by visiting the job site and meeting with current employees to gather information about the available positions. You will want to know as much as you can about what specific expertise you will be using so you can go back and study notes from past classes and read current articles on industry related topics. You will want to study as if you are preparing for a final exam. Successful candidates have told me that they spend about 6 hours studying before an interview.

Now put together what you know about yourself and what you have learned about the employer and figure out how you fit the needs of the position and the organization. You will be asked questions like "Why are you interested in this position?" and "Why do you believe you would be successful in this position?"

Interviews are not really a mystery if you understand that employers are looking for a candidate that fits with their organization. They are going to ask you some standard questions. After a few interviews, you will quickly discover that they all ask pretty much the same questions. You can prepare for standard questions by reading a book that I recommend called "Knock 'em Dead" by Martin Yate. It has a great list of questions, and it includes some really good answers so you can see what makes for a good answer.

What happens during the interview

RELAX - Interviews are just like any conversation with a new person. Employers will size you up based on how relaxed you are, if you are dressed professionally, if you know how to shake hands and just how well you handle meeting new people for the first time. Little things like showing up a little early, smiling, being confident and being extremely well prepared make all the difference in the world. I recommend that you show up at least 20 minutes early to use the restroom, do breathing exercises and review your notes, your resume, and your portfolio before your interview.

You can expect that you may be interviewed by several people over the course of the day, so don't double schedule yourself. Share all information with enthusiasm with each person even if you end up saying the same thing seven or eight times.

My absolute best recommendation is to walk into every interview with the following thought on your mind... "If this job doesn't come through, something better will." That gives you confidence even when you have been interviewing for three months and you are just about panicked that you will never get a job. I promise you that you will get a job... Chances are that if you are reading this book you don't qualify to be permanently unemployed! It is just going to require that you find the right company and be extremely well prepared. It will happen.

What to do after an interview

DEBRIEF AND FOLLOW UP - After an interview you will want to sit in your car and scream or disintegrate into a little puddle. Resist the urge... Instead immediately write down everything you remember about the interview. This will help you prepare for your next interview by allowing you to analyze your performance and do better in your next interview or salvage the interview with a plan. What questions were you asked? What did you do well? What did you do poorly? What do you wish you had done or said that you did not?

Next, send a thank you note to each of the persons who interviewed you. Thank them for the time they spent interviewing you and tell them that you appreciated the opportunity to share your interests and career goals. Tell them that you would welcome an opportunity to work in their company and tell them why. If you feel you could have answered a question more effectively, tell them what your answer would be now that you have had time to think. Many people that I have helped over the years have told me that sending a thank you note was the thing that distinguished them from the other candidates and got them the job.

Always follow up after an interview with a phone call in 2 to 3 days. Tell them that you are “checking on the status of your application” and that you are very interested in the job. One employer told me that he waited for candidates to follow up with a phone call and did not hire anyone who did not call. Many people are afraid of being pesky. Very few of the people I work with are pesky. Technical people are much more likely to let the ball drop than to be pesky in this situation.

Luck has nothing to do with interviewing well. Preparation and planning are everything!

Next:
10.2 Typical Questions asked During interviews

10.2 Typical Questions Asked During Interviews

1. Why are you interested in our company?
   
2. What do you know about our company?
   
3. What do you know about the position?
   
4. What makes you qualified for this position?
   
5. What are your long-term goals (i.e. what do you want to accomplish in the next 5-7 years)?
   
6. What are your short-term goals (i.e. what do you want to accomplish in the next 3-5 years)?
   
7. What are your greatest strengths?
   
8. What are your weaknesses?
   
9. How would you describe the ideal boss?
   
10. What tools do you believe you will need to be successful in your career?
    
11. What courses did you enjoy the most during your education? Why?
    
12. What courses did you like the least? Why?
    
13. Be prepared to answer very tough technical questions that relate to your major and the specific employer you are interviewing with.
    
14. What courses gave you the most difficulty? Why?
    
15. Describe your senior/masters project.
    
16. What was the most challenging aspect of your senior/masters project?
    
17. What conflicts arose during the course of your project? How did you resolve the conflicts?
    
18. How would the members of your team describe you?
    
19. Describe any leadership roles you have had during the past 4 years.
    
20. Do you prefer to work in teams or alone?
    
21. Describe your related work experience. What did you learn? Why was it important?
    
22. What is communication and why is it important to your success in a company?
    
23. Do you have anything to add?
    
24. Do you have any questions?
    

Next:
10.3 Quick Guide to Phrases of A Successful Job Interview

10.3 Quick Guide to Phases of A Successful Job Interview

Breaking The Ice Phase
Arrive 30 minutes early! Relax and tell yourself “if this job doesn’t come through, something better will”. When called for your interview, start with a warm, firm handshake and a smile as you introduce yourself. Maintain eye contact when speaking to your host/interviewer. This is a formal interview so don’t be too casual or familiar with the people you meet. Be polite and courteous. Ask for a business card to help you remember their name and functional area.

Sharing General Information Phase
Once you are seated your interview will begin with broad open-ended questions like “Tell me about yourself”; “Why did you choose this field?”; “Why are you interested in our company?”; “Why are you interested in this position?”; “What courses did you enjoy the most?”; “What are your long term/short term goals?”; “Tell me about your work experience.” They will also ask personality trait questions like “What is your greatest strength?” and behavioral questions like “Give an example of how you used this strength to solve a problem in a team project?”; “What is your greatest accomplishment and why?”. Show them your portfolio during this stage if you can work it into an answer.

Technical Questions Phase
This phase is like a final exam. The technical questions you will be asked will stretch your technical expertise to the limit. Be prepared to cover material that relates to the company’s mission, products and industry. This is where your research and course review will pay off. Be prepared to be intensely questioned on the field-specific courses you have taken and anything you have listed on your resume. Spending 6 hours studying before the interview is standard.

Interviewing The Interviewer Phase
This is your opportunity to shine. If you have done your homework you will be able to ask good questions about the company’s position in the industry, training programs, initial project that new college grads work on and anything you can glean from headlines or professional journals. A recent successful candidate with an energy regulatory agency asked questions about a current crisis that was in the news and featured in technical journals. The interviewers were very impressed.

Summary Phase
At this point the interviewer will ask, “Do you have anything to add?” You will want to think back over what you have included thus far and add anything you have not covered yet. It is also your opportunity to summarize your most important points (senior project, pertinent work experience and class experience. Make sure you pop out your portfolio if you have not already done so.

Wrap Up and What’s Next Phase
This is your last shot. Tell them you really want the job. Ask about further steps you should take (completing an application form, sending transcripts, sharing references). Also ask when you can expect to hear from them. Ask for a business card if you have not already gotten one. When leaving shake hands, and thank them for the interview with a big smile. Tape the business card into your note book and debrief. Then send an email thank you note immediately!

Next:
10.4 Asking the Interviewer Questions Gets the Job

10.4 Asking the Interviewer Questions Gets the Job!

Candidates often ask me how to prepare for a job interview. One often- overlooked element of preparation is developing a list of questions you can ask the interviewer. Candidates should have a few well-researched questions ready to ask the interviewer when it gets to that often-awkward "Now, do you have any questions for me?" part of the interview. Employers are always impressed when someone has something really intelligent to ask at that point (something that shows not only that they are interested, but also that they know enough about what the company does to be able to craft a good question).

Every now and then I work with someone who is clueless about their impact on others. This is particularly lethal in an interview situation. I once had reason to call an interviewer at Lawrence Livermore National Labs to find out what one of my students had done wrong in the interview. The student asked me how he could improve his interview skills, since he had received a call indicating that he had been rejected after the interview. He needed feedback from the interviewer. He really felt he had done well in the interview. He thought he had been right on with his answers and that an offer would be forthcoming. I made a call to the interviewer to get some frank information about how the interview had gone. There were a series of small mistakes (things that might have been overlooked for a geek candidate)- somewhat sloppy appearance, a bit of awkwardness but the biggest complaint from the interviewer was that the candidate didn't have any questions when it came to that stage of the interview. Very bad!

Asking questions demonstrates enthusiasm. You need to have questions to ask! It looks like you didn't do your homework or that you are not really interested in the position or the company if you don't have any questions. You have to have a question or two for each and every person who interviews you. In many instances, multiple people will interview you during a visit to a company that is considering you for employment. You can ask the same questions throughout the day to get different people's opinions. Human resources people will interview you early in the process. But as you make your way though the day, you will be interviewed by people you will work with and people you will work for. The manager frequently interviews you last.

When I discussed the feedback I had received with the candidate, he said he had asked questions of almost everyone, but that by the end of the day he felt he had enough information and that he just stopped asking questions of the last person or two. He was also tired. Well that didn't work too well did it? The last interviewers of the day frequently have the most influence. They are frequently the people who are the most powerful. They are also the people who remember best what occurred in the interview because the information is fresh in their minds. They are the last people to speak with you before they meet to decide whether you should be hired or not... And there you are, too tired and too worn out to make a good impression. Really!

Wake up! Make sure you are making a good impression on everyone you talk to throughout the entire interview process. Everyone you meet is important. Everyone who interviews you will weigh in on the decision. Answer the questions of the last interviewer with as much gusto as you showed the first person that interviewed you. If you feel yourself fatiguing during the interview day, hit the bathroom and throw cold water on your face. Say to yourself, "This is it! This is where all of that hard work pays off! I cannot afford to let up now! I have to be fresh and energized. I don't qualify to be permanently unemployed."

You are like a runner, or a swimmer, an Olympic athlete. You have to reach way down within yourself and find that inner strength to do your best for a longer period than you thought possible. You can do it! I know you can! You will be glad you did.

Next:
10.5 Phone Interviews Done Right!

10.5 Phone Interviews Done Right!

Many people struggle with what to do when confronted with an interview on the telephone. Telephone interviews are one of the toughest events a job seeker faces. First of all, the phone call frequently comes unexpectedly or at an inconvenient time. Secondly, you have more difficulty judging the reaction to your comments and answers when you cannot see a person's face. Should you continue? Should you stop? Hard to say. Thirdly, it is harder to establish rapport with someone when you are not in the same room. There are things you can do to make yourself more comfortable and improve your chances of a positive outcome with a telephone interview.

The first rule of telephone interviewing is: get information before giving information. Ask for the name and title of the person calling and what department they are calling from. You will also want to ask what position they will be interviewing you for. I would also suggest that you ask them to describe to you the available position or positions. Get the name and phone number of the person so that if you get disconnected you will be able to call them back. (If you are on your cell phone, it should capture the number but if the number is blocked you may not get the number if you do not ask for it, so always ask).

Rule number two of telephone interviewing is: do not allow yourself to go through an interview if you feel you are not at your very best. It is OK to ask to schedule another time when you are more prepared. Your chances of making a good impression are much better if you are feeling good when you are interviewed. You will want to reschedule for the soonest possible time. Sometimes you may just want to get your thoughts and notes together. You can ask if you can call them back in ten to fifteen minutes.

Picture this. You just got home from a long day of work or if you are a student from classes and working on your senior project. It is 9 PM and you are rung out, dead tired and you haven't had anything to eat since early morning. The phone rings and it turns out to be a manager from a company you met at a job fair. (Since some candidates are hard to reach during the day, managers frequently call late at night to try to catch you). How do you handle it? Do you really want to be interviewed under these circumstances? It is a great company and you would just love to work for them but you don't want to blow it by answering tough questions while you are in a hunger fog. Since you are not at your best, you want to reschedule the phone interview to a time when you can put your best foot forward.

If the call came at a time when you are not too tired or distracted or stressed or disorganized or dripping on the rug because you just stepped out of the shower, the time you spend listening to the information the caller/employer is sharing with you will allow you to get your thoughts and notes together so that when the questions begin, you will know who you are interviewing with and what position you are being interviewed for. You will know what you want to say about your background because you will have information on which to base your comments.

If you are too tired or have had a beer and don't feel you can present well, ask if you can schedule a time when you are fresher and more alert. Get a phone number and an email address. Be sure to establish who is calling whom at the appointed time. Then email a confirmation and tell them you are looking forward to your phone interview. Make sure when you are being interviewed that you find a quiet place and pull yourself together and assemble your notes before the call.

Sometimes it is best to just not answer. Yes, you can just ignore the phone when you might make a less than favorable impression. That is why you pay for a voice message service. Use it!

Remember the career binder with the A to Z index, that you developed to organize your career plan, where you file all of the information on the jobs you are applying for by company name? Now is when it will pay off. Be sure to place the binder by the phone for easy access when the phone call comes in. Have fresh paper and a pen in the binder to take notes while the caller is explaining the available position and giving you his/her contact information. Review anything you have from your previous contacts with the company: review job descriptions; information gathered during your research on the company; the history of your application process including names of the individuals to whom you have sent your resume and transcripts.

Telephone interviews can work out great! Just make sure you are at your best and that you have everything you need at your fingertips when you go through one.

Next:
10.6 Interview and Dining Etiquette: You are being judged!

10.6 Interview and Dining Etiquette: You are being judged

A meal, dinner, lunch or even breakfast might easily be the first stage of your interview. You will need to traverse a minefield of dining mistakes that could cost you the job. Even after you get the job, you will profit or suffer because of your manners. Good manners are always in style. Never forget that!

In life it’s the little things that matter, the little things that make an impression: a smile, a door held open, a thank you note, and nice table manners. These are the things that get noticed and that make you stand out. Or maybe it is the absence of the little things that make an impression. Good manners mean that you have good judgment. That is really important to potential employers.

One candidate that I worked with could have used some help on his table manners. He clearly forgot everything his mother told him. He flew all the way to Detroit, Michigan to interview for a job with GM (at their expense!). His interview started with breakfast at 7 AM along with a group of other new grad candidates from across the country. By 7:30 AM he had blown the entire interview. How could that be? He ordered steak and eggs... because it was on the menu... and he could. (He was thrilled to be able to order such a treat, forgetting that the job interview was the big event he was in Detroit for). Then, when confronted with a dull knife, he proceeded to fork the steak and lift the entire thing to his mouth. (It was a small little steak, he told me later). As he opened his mouth to take a bite, he looked up and saw the entire assemblage around the table open their mouths and stare in horror. He knew immediately it was over. Needless to say, no offer came at the end of the day.

My daughter was recently in a position to give input on who was hired to replace her when she left her internship. Each person let down their guard when they were in the room alone with her after the interview to ask questions, not knowing she would be sharing her impressions of candidates with the employer. The lesson is treat everyone you meet on site at the interview as though they will be part of the decision!

Sometimes when people are nervous they forget the most obvious little things. Good manners are basic common sense. Sometimes we get out of the habit of using our best manners. But manners are essential to your success in life. They are the lubricant that make social interactions run smoothly. The absence of good manners can make an otherwise good situation turn sour.

Here are a few essential etiquette rules to help you in your dining and social interactions:

Before your meal:

• Show up early. Take time to collect yourself in the restroom. Breathe. A relaxed candidate makes a much better impression.
  
• Turn off your cell phone when you enter the building for your interview and keep it off until the interview ends and you are out of the building.
  
• Turn off your cell phone before entering a restaurant if possible, but definitely before you sit down at the dining table. What call or text message is more important than the interview at this moment?
  
• Always hold the door open for the next person. Having a door slam in your face definitely makes an impression...
  
• Always let the woman go through the door first. (This is so rarely done that it really makes you stand out if you are being interviewed by a woman or a man). If you are holding the door, turn around and look to see if there is anyone else behind you before letting it go.
  
• Do not smoke at anytime, before, during, or after your interview. (As a matter of fact, quit smoking now if you do. Some companies screen you out if they detect the smell of tobacco smoke... it will cost them more to insure you).
  
• Do not place your briefcase or purse on the dinner table. Set them on the floor near your chair.
  

Ordering your meal:

• Do not order the most expensive thing on the menu. It shows bad judgment.
  
• Do not order things that are difficult to eat. The barbecue ribs might sound good but they are too much of a challenge to be appropriate in an interview or business lunch.
  
• Do not order any form of alcohol even if invited to do so. This is not the time to let your guard down, get silly, or fall asleep.
  

During your meal:

• Your napkin is not a bib. Do not tuck it into the neck of your shirt. Lay your napkin on your lap as soon as you are seated.
  
• Do not slouch! Sit up straight throughout the meal and keep your elbows off the table.
  
• Wait to eat each course of your meal until everyone at the table is served. It is easy to forget this when you are hungry. Tip: eat an energy bar or some yogurt before you go out to eat. Then you will be able to focus on what is important... making a good impression and getting the job.
  
• Eat slowly, this is not a race. If your food is hot; wait for it to cool; do not blow on it.
  
• Cut things into small, bite size pieces so that in between bites you can join the conversation easily.
  
• Do not split meals with anyone and never eat off of someone else's plate even if they offer. Decline politely. If you do not finish your meal, do not ask for a doggy bag. (You are not your grandmother).
  
• Never, never, never talk with your mouth full. Spraying food bits across the table was funny at age five. It is a deal breaker in an interview.
  
• Do not hover over your food and shovel it in. Sit as erect as possible and bring your fork up to your mouth.
  
• Never lick your fingers - use your napkin!
  
• Do not announce you need to use the restroom; just excuse yourself politely.
  

The importance of being pleasant: You are being judged!

• Do not correct anyone or argue a point at the table. Eating should be relaxing.
  
• Be very polite to the servers. Do not comment if the service is inferior. It is like spitting out of a moving car window... it flys back on you.
  
• Listen to the other people at the table. Do not monopolize the conversation.
  
• Be careful to share only good things. Do not let your guard down for a moment, even when you think you are just talking to the intern ... She probably has a say in who is going to be hired.
  
• Send a thank you note to everyone you meet during your interview visit.
  

In the larger scheme of things, it's the little things that make you stand out, the little things that make an impression. Lets make a good impression!

One more thing. Before you go to any interview, or before you meet any recruiters for a meal, make certain you have read this article: Does the handshake matter? ... yes.

Next:
10.7 Costly Errors That Kill Job Offers

11.0 Salary Negotiations: Getting Paid What You Are Worth

Getting paid what you are worth is essential to your career health! Negotiating is a skill and an art, and you are going to learn how to negotiate for the salary you deserve.

Salary discussions are one of the final steps in the job search process. Until the employer has actually made you an offer, you are not going to ask what a job pays and you are not going to discuss what you want. If the offer is lower than you expected, you need to be prepared to make the next move. It starts with the question: “Is That Salary Negotiable?”

But before you ask that question, you need to do your homework. When it comes to getting paid what you are really worth, you can't just guess. You won't be prepared unless you: first research current salary data, second itemize your assets relative to the particular position, and third compute your worth.

Computing your worth is going to involve some additional calculations. Every job offer brings with it positives and negatives that have to be figured into your ultimate negotiating position and final decision.

After you have determined that a potential employer is open to negotiations, and after you have done your homework, you have to have a negotiating strategy.

We are going to walk through the entire process, step-by-step. And just in case you are feeling intimidated by asking for more or for what you are worth, I'm going to say a few words about why it is so important that you get paid what you should be paid and how society and individuals suffer when employees don't receive fair salaries.

Next:
11.1 Is That Salary Negotiable

11.1 Is That Salary Negotiable?

One of the most frequent requests that I receive from individuals seeking my advice is how to negotiate their salary. The question often comes up during a job search, and later, when individuals want to renegotiate their salary. What you are paid is largely determined by the quality of the information you have regarding your worth to a company, and by your willingness to ask for what you are worth. Being able to demonstrate and document your value is exceedingly important.

In salary negotiations, Rule Number One:  never try to negotiate a salary until you have received an offer of employment. Job applicants are often asked to provide a salary expectation or a salary history. I always advise job seekers not to respond to a verbal inquiry or on an application form. Instead, I recommend that you simply say that your salary demands are negotiable. When pressed I suggest that you indicate that salary is not your primary
concern at this point and explain that you are focusing on the learning experience you will have and the challenges you will face. Indicate that you expect that you and they will reach a reasonable salary agreement after you have had a full understanding of the opportunity the company offers and after they have a complete sense of the skills and experience you bring to the table.

Why wait? Why not just blurt out what you want at the offset? If you quote a salary that is too high, you will bid yourself out of the market. If you quote a salary that is too low, the prospective employer will believe that you do not understand the nature of the position, or that you are not really worth much, or that you are too anxious or too inexperienced for them to bother with. Why should they place a premium value on your expertise if you don't? You are in a much more powerful position when you have an offer in hand - after the employer knows exactly what you bring to the table, and after you know exactly what interesting challenges the job opportunity offers and what it entails.

The personnel folks may push for an answer about what you expect in your first interview, so you will probably need to be creative in fending them off. How should you approach the situation so as to not put the employer off? Tell them that you are flexible and that you really prefer to negotiate your salary after you have a complete understanding of the position. Say something like "At this point I am really more concerned about the learning experience I will have and the type of work I will do. I think we can come to a reasonable agreement about salary after I understand all that this position offers and you have a sense of the talent that I bring with me."

Rule Number Two: do your homework! There are three basic pieces of information that you need to develop before you respond to any questions about salary expectations.

First, you need information on competitive salaries for people already in the labor market who have skills, experience, and training similar to yours. (Salaries differ greatly from city to city, state to state, and country to country. This has to do with the cost of living and the supply and demand for different professionals and specific skills sets).

Second, you need to develop a list of your assets and abilities. This helps you and the employer understand why you are worth what you are asking for. (You should chronicle your accomplishments on paper throughout your career so you will know and be able to share pertinent data when it is time to renegotiate and on what basis.)

Third, you need to do a cost of living survey for the cities where you might be living. I frequently work with candidates who have no idea about the worth of their salary offers in different cities nor the cost of living in various cities. This is really important. Way too often individuals find that they have accepted an offer to move to a higher salaried position only to find that they will be living in a much higher cost living area. They are shocked to discover that they cannot afford the move.

Rule Number Three: have a negotiating strategy. Your decision to negotiate for a higher salary should only be made after you have received an offer and after you have done your research. If you feel your offer is not high enough now is the time to negotiate. Do not accept the job first and then try to get more money. Negotiate before you accept the offer. Timing and information are everything.

From your research, you should know what you are worth, what the market will bear, and the relative strength of your bargaining position.

When an unacceptable offer is made, your response is to ask: "Is that salary negotiable?" Your question is actually a statement ("I want more money"), but don't worry about this minor bit of miscommunication; the people on the other side of the table (or phone) will understand the question as a polite and proper opening move. Unless they tell you that the offer is the best they can do, they are undoubtedly going to counter with: "What did you have in mind?" When you hear that, the negotiations have been opened. You will be expected not only to give a figure of worth that you have arrived at, but you will also have to back it up with facts.

You will have to tell them what you want and why you deserve it. In essence, you have to explain the basis for your request and justify your demand. This is where your research pays off. In addition to the information you have gathered about what you are worth to them you will be expected to identify the element that make you an exceptional candidate.

During your job search you should be applying for multiple positions so that you have some options and hopefully receive multiple offers. This puts you in a much more powerful negotiating position. The easiest way to make your case for more money is by comparing their offer to other higher offers you have received.

When you present your opening salary request, it is usually best to go a little bit high so that you will have room for compromise. Go high, but be sure to keep it reasonable. And remember that you are not just talking about money. You have to evaluate the whole package, including benefits, opportunities, future potential, training, location, and so on. Be sure to have a folder with the salary information and a list of your assets to share with your employer.

Compromise is the key to good negotiations. You are looking for a challenging career with a competitive compensation package. Their interests are the same as yours: they want to pay you what you are worth so that they gain a committed employee. They want someone who is satisfied and who won't waste time and attention thinking about finding a better opportunity or leave when the market improves after they have trained you. To reach this common goal, there has to be flexibility on both sides of the table. Most companies are fairly motivated to negotiate especially if you are in a high demand field. This holds true for experienced as well as inexperienced candidates. The supply of talent worldwide is shrinking.

Next:
11.2 Sources for Researching What you are Worth

11.2 Sources for Researching What you are Worth

Occupational Outlook Handbook

Your market research begins by obtaining a benchmark on what recent college graduates are receiving. There are some fabulous sources for information on competitive salaries for every field imaginable. The web has a ton of sites with great salary information.  The Occupational Outlook Handbook is available online in it's entirety ... use the search box on the left. This resource will give you vital information (including salary data) on numerous occupations including:

• Nature of the Work
  
• Training, Other Qualifications, and Advancement
  
• Employment
  
• Job Outlook
  
• Projections Data
  
• Earnings
  
• OES Data
  
• Related Occupations
  
• Sources of Additional Information
  

Salary.com

Salary.com provides excellent salary and career planning information for the both inexperienced and experienced professionals. Be sure to use the free Salary Wizard. It allows you to collect salary data based not only on job title but also by zip code. The information is organized by discipline and by location. Drill down and be creative in collecting information from this source. Search multiple job titles and be sure to read the job descriptions to be sure that the job title you are using as a benchmark corresponds to the job description for the job you are being considered for.

You will find that there is a fairly wide range of salaries for any given job title. For example when I searched for salaries for city planners in Oakland, CA, salaries ranged from $42,453 to $60,286. Why such a broad range for the same job? Because candidates range pretty broadly in their qualifications and because the potential employers range broadly in their ability to pay. We will get to that when we discuss your assets. It is definitely part of the equation.

Another thing, government typically pays less than private firms, but not always... And if you have a MS degree you will typically start higher on the pay scale and require less experience.

---

Here is the salary data and job info that I found at salary.com searching "city planner":

10th percentile: $42,453
25th percentile: $44,884
75th percentile: $54,209
90th percentile: $60,268
Job Description: Urban Planner

Develops land-use plans for the beneficial development of urban areas. Requires a bachelor's degree in a related field and 2-4 years of experience in the field or in a related area. Familiar with standard concepts, practices, and procedures within a particular field. Relies on judgment and limited experience to plan and accomplish goals. Performs a variety of tasks. Works under general supervision; typically reports to a supervisor or manager. A certain degree of creativity and latitude is required.

Alternate Job Titles: City Planner | City-Planning Engineer | Land Planner | Regional Planner | Town Planner | Urban Planner

---

A young business graduate named Stephanie received an offer of employment from a financial planning company that she believed was low at $40,000. She asked the manager making the offer if it was negotiable. All of the interviews had gone well, they liked her, and they were very motivated to hire her. The manager was intrigued and impressed with her request. He asked her what she felt she was worth and why she felt she was worth it. She said she was looking for $46,000 and gave her justification. She showed him the salary data she had collected during her research and she showed him a list of her assets highlighting her academic and employment achievements as well as her skills that matched the position's requirements. He bumped her salary to $46,000. She made $6000 in just moments by being well prepared and by asking!

National Association of Colleges and Employers

Another one of my favorite sources is the quarterly salary surveys of the National Association of Colleges and Employers (NACE). This organization is one of the best sources for competitive salaries in the US for new college graduates at the bachelors, masters and PhD level. (Experienced workers are often shocked to find that recent graduates are being paid more than those already in the field. This is where you get that information.) Responses are compiled from placement offices across the US and are published four times per year. The data are broken down by degree, major, industry, and job function. Universities that are members of NACE receive copies of the survey that covers all academic majors.

I compile the info from NACE and other sources for technical majors. (You can find salary info for technical majors on the CSUS Engineering and Computer Science Career Services website.

Professional Associations and Organizations

Professional organizations associated with your field are another excellent source of both salary info and career information. For example the National Society for Professional Engineers survey their members and report salary information by education, experience, location, branch of engineering, industry and job function. I found the NSPE salary info at http://www.nspe.org. This organization requires that you pay for the survey. The Occupational Outlook Handbook will give you names of professional organizations in your field under "additional sources of information" under each job category.

Company Web Sites

Company web sites can provide you with information on available positions. Most reputable companies will post salary ranges along with any jobs that they post. They will also post complete job descriptions along with job requirements.

Next:
11.3 What You Bring to the Table