Read an Excerpt
202 Great Resumes
By JAY A. BLOCK, MICHAEL BETRUS
The McGraw-Hill Companies, Inc.Copyright © 2004Jay A. Block and Michael Betrus
All rights reserved.
Why This Book Is Unique ...
Our business was booming in the 1990s. Companies were growing like crazy, hiring employees at every level. Unemployment was under 4%, and starting salaries were skyrocketing, especially in the technology sector. With all that hiring activity, there was a big need for services like ours to help people conduct an effective transition from one career choice to another.
The days of very low unemployment have passed, at least for now. The stock market has been crushed, and it may take another decade to reach the levels we saw in 2000. Fortune magazine even ran a cover story (June 2003) on white-collar layoffs. It's tough out there, and the competition for jobs is even tougher. That is why we are focusing this book on spinning your accomplishments to meet the needs of the hiring company.
Higher Unemployment + Contracting Workforce = MORE COMPETITION
This guide offers a new approach to resume writing and lists steps to take to ensure that your profile is reviewed by both decision makers and hiring managers. It is unique in the following ways:
How to research a company to uncover its needs. Nearly all resume books focus all their effort on developing a resume that illustrates the career background of the candidate. Great. The shortfall here is that too little time is spent understanding the needs of the target company, and then structuring your story (of which your resume is only a part) around that. Job searching today is analagous to sales: You must understand the needs of the hiring company (the buyer) in order to get hired (make the sale).
How-to section showing how to "spin" your resume to match the requirements of the target company. Danielle Sabian worked in various marketing and sales capacities for 12 years. She decided to test the employment waters and see if she could better her current position as a creative director for a Big Five advertising agency. She had one resume and circulated it to several other firms and companies that could use an experienced marketing or sales director or vice president. One resume! A true professional with terrific credentials for marketing consumer products had only one resume to use to market herself for a myriad of sales and marketing positions. Do you see the flaw? Danielle should have had several resumes, each with a factual but different emphasis. We developed six "boilerplate" resumes: one for agency marketing, one for in-house marketing, one for agency sales, one for sales management, one for agency VP positions, and one for client VP positions.
How to get in the door, network, and get yourself exposed to the hiring managers. Anyone in sales will tell you that the toughest part of sales is prospecting. Once you get in front of the decision maker, it's generally downhill from there—and fun. The toughest part of job searching is getting in front of the hiring manager. We will share some tactical actions you can take to help you get in front of the decision makers and influencers at the company you are targeting.
Create and articulate your value to the hiring managers and spin the right message, depending on whom in the target company you are meeting. Statements versus value statements. A resume focused on the candidate includes statements about the candidate. These statements may or may not be relevant to the hiring manager or the person reviewing the resume. A resume with statements that are tailored to match the accomplishments of the candidate with the needs of the target company provides value. Value statements will get you through the screening process and in front of the hiring manager.
Includes thousands of keywords and action verbs to help you write a resume. Resumes today frequently are sorted electronically, searched by keywords. Keywords are industry-specific or discipline specific terms that help define and distinguish your qualifications from those of other candidates. Examples of keywords can be found in Chapter 8.
How to overcome obstacles such as being laid off, taking a leave of absence, and being demoted. Are you feeling that you have a personal situation that might hinder your marketability? Were you laid off, did you take time off to be with your family, were you fired, are you under-employed? There are many things you can do to position yourself better. Chapter 9 details many of these challenges and shows how to overcome them.
Street-smart tips to help you job search, negotiate your salary, work through the Internet, interview, and much more. Our books have always included street-smart tips to get you hired. In fact, those tips are among the most popular elements of our past books. This book contains street-smart tips on interviewing, writing letters, writing resumes, using the Internet, working with recruiters, getting started, and networking.
THE HIRING COMPANY WANTS TO HIRE YOU
It is time-consuming and expensive to hire new employees. The quicker the search for a new candidate is ended, the happier everyone is. Your number one objective is to make the hiring decision easier for the company. Position yourself as the best candidate and things will fall into place for you and the company.CHAPTER 2
Creating a Solutions-Based Resume
Joe Pascual is a 36-year-old sales manager. He has worked in the telecommunications industry for his entire 14-year career. He began as a sales representative, moved to marketing, moved back to sales, became a general manager, and even started up new operations for one of the largest telecommunications companies in the world.
In 2003 Joe decided to look for a new position. He had rock-solid credentials and experience and plenty of references. He began circulating his resume and applied online and directly to a few companies that posted director-level opportunities.
After three months of doing this he had made no real progress. There was no follow-up, but in the worst telecommunications market in recent history, he felt fortunate to have his current position. He did not have high expectations.
One night he was scanning Monster.com and saw a terrific opportunity. It was a regional director of sales position for one of the few really stable telecommunications companies left. The job posting included the following job description:
This Regional Sales Director position will be responsible for launching and operating a profitable sales territory that satisfies [hiring company's] customer requirements & meets the territory's revenue objectives. You will manage five acquisition & retention focused sales branches selling local, long- distance, and Internet services to businesses. This position requires the candidate to have successful sales management experience, verifiable, and experience starting up new sales operations. This position will also be responsible for the selection, training and development of a professional sales staff.
Joe posted his resume for the position. The name of the company was provided in the posting. He also began networking to try to find out whom he could meet at the hiring company. It was a great opportunity, and he needed to put his best foot forward. Following is the resume he posted for the position:
He never heard anything. After about five days and not wanting too much time to pass, he called and asked for help with his resume and cover letters.
After examining his resume and the advertisement, we saw no apparent connection between his experience as depicted on his resume and what the company was trying to hire. He sent his generic resume to the
Excerpted from 202 Great Resumes by JAY A. BLOCK. Copyright © 2004 by Jay A. Block and Michael Betrus. Excerpted by permission of The McGraw-Hill Companies, Inc..
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.