Your decision to have your resume professionally prepared tells us and your potential employers something important about you...that you are concerned with the quality of your work and your appearance and that you have invested in yourself to achieve those goals.

Those qualities are important to any employer. This handbook is designed to assist you as you continue on to the next phases of your job search.

The resume we have just prepared is intended to do two things:

• 1) TO BRING YOUR QUALIFICATIONS TO THE ATTENTION OF THE EMPLOYER AND
• 2) TO ENTICE THE EMPLOYER TO INVITE YOU TO AN INTERVIEW.

CAREER LAUNCH RESUMES© has applied the best writing skills and techniques available to provide you with a resume which will achieve these two objectives. Now it's up to you and we would like to offer some suggestions about how to use the resume and to conduct a successful interview.

Treat your job search as a full-time job. You are now a sales representative for a very important commodity - yourself. Approach this new job with the same aggressive resourcefulness you would if you were selling medical supplies or cars or insurance.

You need two things to start: a marketable product (yourself), and a client list (your potential employers). As with any product, you are concerned with quality (aptitude and qualifications) and image (resume, personal appearance, communication skills).

Hidden Job Markets

Nationally acclaimed authorities on career planning have determined a job doesn't usually get advertised until a firm has been unable to find the person they want through internal channels, contacts, friends, referrals, job posting, and anything else the employer can think of to avoid the high cost of hiring by advertising. Fully 80% of the jobs available on any given day do not get advertised. These jobs comprise the hidden job market.

Most companies experience turnover (people who are terminated or quit) at the rate of 20 to 25% per year. When you add in the people who change jobs within a firm, the change rate moves to between 35 and 40%. Add to this the fact that companies tend to expand and you will begin to see very clearly the underlying concept.

With expansion and turnover constant throughout the job world, and with most employers planning for upcoming job changes well in advance, the employment picture is not static, but a dynamic ongoing flow of opportunities, the vast majority of which are never listed or advertised in any way.

Networking

Your very best source of potential employers is through the process of "networking". This includes friends, relatives, colleagues, acquaintances, business associates, anyone you know who may have any contacts within your possible sphere of interest.

Surveys by Harvard University (Mark S. Granovetter) and the U.S. Department of Labor indicate that up to 75% of all jobs are found through personal networking. Here are a few facts about these studies:

• Granovetter's data shows that of the people who found jobs through personal contacts, 44% had new positions created for them. Granovetter concludes: "Personal contacts are of paramount importance in connecting people with jobs. Better jobs are found through contacts, and the best jobs, the ones with the highest pay and prestige and affording the greatest satisfaction to those in them, are most apt to be filled in this way."
  
  
• "Informal" methods of job finding are those whereby the job seekers exercise their own initiative in building on personal contacts and making themselves known to potential employers. They are differentiated from "formal" methods, which rely on standards methods such as advertisements and/or employment agencies.

Unless the fact that you are looking for a position is a sensitive one, DON'T HIDE THE FACT THAT YOU ARE LOOKING FOR WORK! In today's mobile work force, people are frequently "between jobs" and there is no stigma to being unemployed. Don't let embarrassment or a sense of pride become a wall between you and that next job.

Research & Internet

Your next best source of employers is in the public library and in "cyberspace" known as the Internet. By now, you have pretty much decided your career objective and where you want to work. The reference librarian in any good-sized library or a search on a specific topic using Internet search "engines" can show you reference materials and information which will list companies doing business in the area of your choice. Some will even list companies by product or service.

The following list(s) are recommended sources of marketing research materials for your job search campaign:

• Standard Industrial Classification (S.I.C.) Manual (U.S. Gov't. Exec. Ed.
  Classifies and assigns numerical code to industries and lists both manufacturing and non-manufacturing concerns by
  • Title
  • Alphabetically
  • Numerically by their SIC code
    
    
• Dunn and Bradstreet (D & B) Both middle (silver) and million dollar (gold) markets by:
  • Alphabetically - company names, addresses, phone numbers, annual sales, total employees, SIC codes, names and functions of divisions, executives names.
  • Geographically with SIC codes - yellow section
  • SIC number listing - blue section
  • By product classification - pink section
    
    

• Standard and Poors Register of Corporations, Directors and Executives
  • Lists of companies by SIC codes
  • Alphabetically with SIC numbers
  • Alphabetical corporation directory
  • Register of Directors and Executives - Includes names, business and home addresses, schools attended, graduation year, positions held.
  • Geographical Index
    
    

• Thomas's Register (www.thomasregistry.com)
  • Volume 1 thru 6 - Geographical listing of American Manufacturers
  • Volume 7 - Trademark listings, location of a company's plants, capital ratings, corporate officers, subsidiary companies.
    
    
• Klein's Directory of Directors
  • Directory of corporation Directors and Executives
    
    
• Moody's Industrial Manual - 3500 U.S. and foreign corporations
  • Comprehensive source of information on industrial corporations
  • Capital structure tables
  • Financial statements on some companies
  • Statistical record of selected companies
    
    

• Local and State Industrial Directories
  • Directories for telephone companies, chambers of commerce, trade associations, foundations. Especially Note: Los Angeles Chamber of Commerce - Business Directory and Buyers Guide, Los Angeles, Ventura, Orange, Riverside and San Bernardino counties.
    
    

• Newspaper Business and Financial Pages
  
  
• California & Nevada Manufacturers Register and California Services Register
  • Industrial plants listed alphabetically by address and phone.
  • Geographically listed by city and zip codes.
  • Executive names and titles.
  • Products and services listing by SIC codes
  • Number of employees.
    
    
• Best's Flitcraft Compend
  Life insurance company rate book which provides the facts and figures needed to make valid comparisons of policy provisions and costs.
  
  
  
• Commerce Business Daily
  Daily lists of U.S. Government procurement invitations, subcontracting leads, contract awards, sales of surplus property and foreign business opportunities.
  
  
• Commerce Clearing House Federal Tax Guide
  Comprehensive source book for individual and corporate tax problems.
  
  
• Deering's Unified Commercial Code
  Consolidation of laws pertaining to commercial transactions, contracts banking and title documents investment and secured transactions.
  
  
• Directory of American Firms Operating in Foreign Countries
  Arranged in three sections:
  Alphabetical
  Geographical
  Products manufactured, distributed or by services rendered.
  
  
• Editor & Publisher Market Guide
  Uniform tables show the latest census figures for population, income, number of households, income per household, number of farms, value of crops and livestock.
  
  
• Fundscope Mutual Fund Guide
  A monthly published investment guide to more than 450 mutual funds.
  
  
• Job Bank - i.e., The Los Angeles JobBank, Atlanta, Chicago, etc.
  An annual job hunter's guide to different regions throughout the U.S. Provides many listings including typical professional opportunities, educational requirements, principal business activities, addresses, etc.
  
  
• Job Seekers Guide to Private & Public Companies
  Detailed profiles on more than 15,000 U.S. companies, containing information pertinent to job seekers.
  
  
• Merchandiser; Mass Retailers Buyers Directory
  Divided into five (5) sections: 1) product index, 2) manufacturers of equipment and display, 3) manufacturers' representatives, 4) jobbers-wholesales, 5) chain store lists.
  
  
• National Trade and Professional Associations of the U.S. (NTPA)
  It restricts itself to national trade, professional associations and labor unions. The listings are unrivaled repositories of specialized data compiled annually.
  
  
• Official Airline Guide . North American Edition
  A guide to scheduled air carrier services.
  
  
• Standard Directory of Advertisers - Classified Edition
  Guide to 17,000 corporations. Listing agencies that handle the account, account executives, time and amount of appropriation, media used and distribution.
  
  
• Value Line Investment Survey Charts On
  Weekly publication that estimates future growth rates based on patterns of the past five (5), ten (10) and fifteen (15) year trends.
  
  
• Who's Who in Finance and Industry
  Biographical information on key executives of 10,000 firms.
  
  
• Wiesenberger's Investment Companies
  Factual information on mutual funds and other types of investment companies.
  

Learn all you can about each company from the reference materials, such as annual sales, company assets and liabilities, products, markets, etc. You will want to do more research on any company which contacts you for an interview, so this is a good way to learn how.

Take a day or two to do this. Identify as many companies as possible which fit your potential employer profile. It is important to identify the officer who manages your job specialty and address your resume to that person.Only as a last resort do you send your precious resume to the dreaded personnel department. They will listen to a department manager a lot sooner than they will to you.

Computerized Career Matching

Career Launch Resumes© can help you with computerized career matching services. This is an excellent alternative since you have professionally prepared your resume. Career Launch Resumes© can perform a comprehensive job search from over 7 million companies in the United States using a state-of-the-art Dunn & Bradstreet database and SIC codes. You will fill out a simple questionnaire listing your job preferences based on geographical location, type of business, title, unique skills, annual revenues, number of employees, etc. Your questionnaire will be submitted and you will provided a list of companies (typically 100-300 names) will be generated in a report:

CompanyNameAddressCityStateZipPhone #Contact Person

Also, the service will personalize and e-mail your Rèsumès and cover letters to each individual address using the same format your resume was printed on.

Employment Service

Don't overlook the possibility of help through the employment services. The effectiveness of private employment agencies is inconsistent at best, but if you can find one which specializes in your field, at least try them out. Ask your writer for a list of search firms.

Job Workshops

A unique job source exists in metropolitan area and in your state are the State Employment Departments' volunteer job workshops. You will be asked to attend a multi-day (i.e., three (3) day, Tuesday thru Thursday, 8 a.m. - Noon) workshops. Classes will discuss your job search strategy and interviewing techniques, and they are invaluable. Additional emphasis is placed on telephone, job referral, application processing, communications, video interviewing, mock interview with employers, working with special clientele, etc. Members of the job workshops may get first glance at the job orders received by the respective Employment Dept. which fall into the "professional" category.

A sample of workshop locations in Nevada and California and general information numbers are provided through Internet search engines, for instance:

Job Hot Line

A job hotline is available through the Nevada Employment Department For Employment Security which announces current job openings from the previous workday. A job referral number is provided to you (please write it down) so that you can speak with a Nevada Employment Department Job Interviewer. The job hotline number is:

Newspapers

Probably an area that does not need much explanation. Since local, metropolitan and national newspapers contain classified sections for positions wanted, you should attempt to utilize this media if a specific job strikes your fancy. Refer to the section later in this book, titled "Cover Letters", for a few tips on parroting a classified advertisement. On the next page, the following are a few sources to consider:

• The Wall Street Journal
• The National Business Employment Weekly
• The Los Angeles Times
• The New York Times
• Local newspapers (The Las Vegas Review Journal, etc.)
• Specific trade journals and periodicals

Yellow Pages

There is a story of the person who called numerous companies by looking through the yellow page directories. For the sake of this short story, we will name this person, "Ms. Jones". Ms. Jones announced herself to the receptionist by stating, "I have an assignment from my boss to locate the Director of Sales/Marketing". She mentioned that her boss met the person at a previous business meeting. Ms. Jones stated the director was between five-foot eight and six-foot two inches tall with a dark complexion. She asked each receptionist if they knew of such a person. Ms. Jones was hoping that the receptionist would sometimes reply "Oh, Mr. Smith", or alike. This would provide Ms. Jones with a name and telephone number of the Director for future correspondence (i.e., verbal and/or written). She proceeded to call the different directors and try to make a powerful first impression. Ms. Jones would immediately explain how she can increase the director's sales productivity or reduce their labor intensive methods, or alike. By this, Ms. Jones attempted to establish an immediate interest in herself and rapport with the potential hiring manager/decision maker.

Even though this practice is rather assertive and, maybe, a bit more than the average job seeker is willing to do, it demonstrates a method to penetrate the infamous cold market many job candidates confront when they mail out hundreds of "blind" resumes. "Blind" resumes have a tendency to be more impersonal and read with less interest. This is usually because they are employing formal job search methods (i.e., newspapers, employment agencies), therefore their resumes are not initially read by people who will make the ultimate hiring decision. They may often be read by human resource staff, screeners, etc. This action will prolong response and feedback from potential employers in your self marketing campaign. To the contrary, if you receive a "no" verbally from the initial telephone conversation, you avoid wasting days, if not weeks, to get the same "no". In other words, it is inevitable that a typical job seeker will go through approximately ten (10) negative responses to accumulate one (1) positive.

By implementing the above technique, a "warm market" is established and the opportunity to prequalify prospective employers (your clients) occurs. By preceding the resume with a profound first impression, the resume will arrive in a manner that will allow the reader to recall the initial telephone conversation that invited the candidate to mail the resume.

Career Launch Resumes© can place your resume on it's own unique web site. Employers and recruiters are searching worldwide for resumes on the Internet where they can access your resume without costs of printing, faxing and mailing. Also, you can reach thousands of prospective employers fast and easy this way. This is new and exciting method to open more doors of opportunity in your self-marketing campaign.

You have been provided with 25 copies of the resume and any of the "marketing tools" you have selected (cover letter, references, salary history, follow-up letter and personalized stationery). With your list of employers gathered from your research, you are ready to begin an all-out campaign to sell yourself. If an application is mailed with the resume, make a copy of it before sending it and keep it with the rest of your records. In all electronic submissions of your resume, remember to back it up in the mail with an original on customer paper. Why? Because in many cases job seekers lose job opportunities if the e-mailed or scanned version wasn't handled correctly by the prospective employer, or the company's fax machine provided a poor quality of resolution. Plus, backing-up your resume this way works like a follow-up letter, making sure they check their files that they received your resume.

Cover Letters

Your cover letter has been designed to be mailed without further address, however, you may add one if you feel the need. When mailing a resume, always include a cover letter.
A cover letter is sent with a resume, that is just STANDARD PROTOCOL.

Type the name of the officer and the company on the envelope. If you have the large envelopes and they do not fit in your typewriter, use stick-on labels per the accepted format:

Name, Title
Department or Division
COMPANY NAME
Address

If you have identified specific individuals through hidden job market research methods or not, a customized labeling program (letters and envelopes) is available for a personalized mailing campaign. Ask your writer for details.

While ad answering accounts for approximately 25% of outplacement statistics, you are not discouraged from this type of self-marketing, as it can produce startling and outstanding results. Consult with your writer on details how our methods to ad answering (i.e., Parroting an Ad) will help you BEAT THE AD GAME!

Keep an accurate record. Include names and addresses and the date(s) mailed. You'll need it for sending follow-up materials.

References

You will need a reference sheet. This should be used at the conclusion of your interview. If you are impressed with that company and want to leave them with a favorable impression, hand the interviewer your references and invite that person to check your background and credentials. We find this makes an EXCELLENT CLOSE TO AN INTERVIEW.

We define a reference as any person who knows enough about you, or can learn enough about you, to be able to recommend you to a potential employer IF YOU ASK THEM TO. These persons know you and your work and may have already said favorable things about you through - i.e., letter of recommendation, etc. IF YOU WOULD BUT ASK, they would undoubtedly be delighted to refer you to business persons or make an introductory call on your behalf. They may even be willing to hand carry your resume to appropriate personnel in a company so that is given preferred treatment.

References, however, are not only people who have known you for some time. For example, in the course of your job campaign, you will have interviews where you establish rapport with an interviewer who does not make you an employment offer. That person is a prime candidate for becoming involved in your campaign because they identify with you and want to help you reach your objective. GET THEM EXCITED AND INTERESTED IN YOU. Ask for more referrals and report back to them periodically. You will come to realize that there are many people who are pleased to help you, but you must let them know they can help and you MUST ASK for that help.

Three (3) to six (6) names of personal, professional and/or academic contacts is sufficient. It can be your doctor or lawyer. The bottom line is that you are comfortable that your references will talk about you to the potential employer.

Salary History

A salary history is another tool necessary in your self-marketing campaign. Employers often request a salary history with the resume. You may have noticed in the classified ads that many employers are requesting that you include a salary history along with your resume. You will avoid creating a negative impression because you didn't assume the potential employer will request it a second time. To the contrary, be sure not to enclose it if it is not requested. We separate this information from your resume for that reason.

The salary history usually follows the identical format (job by job) as your chronological work experience listed on your resume. It is just becoming A NECESSARY CRITERIA today.

Follow-up Letters

A follow-up letter is vitally important in your job search campaign. If you do not receive a response within a week or 10 days, it's time to send the follow-up letter. Research indicates that approximately 1 IN 300 people actively follows-up after they have mailed out their resumes to prospective employers; obviously, the most successful individuals do follow-up. The idea?is to bring your resume and application to the employer's attention again (using the same paper type, letterhead, etc.), hopefully arousing someone from their state of indifference and inertia.

Personal Stationery

The last tool you will utilize in your self-marketing campaign is personalized stationery. This will allow you the flexibility to design and write your own cover letter for a specific situation, to write that very important thank you letter after a job interview; or to respond to a request for additional information from a prospective employer.

Another story that circulates our industry is of an executive who went through numerous in-person and telephone interviews with a firm. He sent his follow-up and thank you letters, etc. and maintained good contact with the potential employer over an eight (8) week duration. Finally, he used his personal stationery to formulate a brief marketing strategy for the company's main product line and submitted it to the Vice President of Marketing. There is no need to tell you, but that was the straw that broke the camel's back, and he won the job.

Large/Small Envelopes

Matching large envelopes are used to mail out your resume and cover letter because you DO NOT bend or fold your resume package. You want your resume to look new to the potential employer, the same as the day you placed it inside the envelope. Hence, you probably will have the only resume in the stack not folded.

Matching small envelopes are used for your very important follow-up and thank you letters. The matching colors create an excellent and personalized package for your self-marketing campaign.

It is recommended to type your addresses and avoid hand writing for it appears unprofessional. It has been documented that some companies screen resumes by looking for typed or hand written addresses (if hand written they have been "round-filed"). Ask your writer ways he/she can help you with this aspect of your self-marketing campaign. Although small envelopes will fit into a typewriter, the large envelopes may not. Therefore, laser printer labels (clear or white) are an excellent alternative.

This handbook will assume that you already know how to dress and to present yourself. If you have any doubts, read the book "Dress For Success" by John T. Molloy. The intent here is to provide suggestions which will avoid the pitfalls which can unexpectedly arise and ruin an otherwise promising interview and which will give you some ideas about how to respond and interact with the interviewer. Getting you to the interview stage is the purpose of the resume; the interview is your "foot in the door" and your one chance to make that sale.

The Call

Few things are as exciting as the telephone call asking you to come in for an interview. Your advertisement (resume) worked! Someone is interested in buying!

First, remember that you need to accommodate the interviewer. His or her convenience is the first thing to be considered. If you are asked to name a time, pick a day other than Monday or Friday and a time near mid-morning or mid-afternoon. The idea is to stay away from the times of the day which are effected by stress and distractions. Just for your own logistical problem of getting there on time and unruffled, it's best not to set the time too early.

Getting Ready

Prepare! Learn all you can about such things as where you're going, parking situation, transportation, traffic problems, travel time. Know what traffic patterns are like at the time you will be traveling to the interview. Know how much cash you will need for parking or taxi fare or other expenses.

Gather the documents you will need: reference sheet, licenses, samples, portfolio. It's best not to carry them in a large attached case. Use a small, convenient method, such as a binder or folder. Be organized and know where everything is before you go.

Review everything you know about the company and try to learn more. You're not in school now, so use crib notes, cheat sheets or whatever device you can to learn and recall.

Getting There

Use common sense about this. Allow plenty of time. There is nothing worse than being late just because you didn't foresee something. If commuting is a hassle, go the day before and stay overnight somewhere close. The expense might make the difference.

Avoid eating anything which can spill and soil your clothes enroute to the interview. Coffee makes a terrible impact when it's on your lap or your shirt. Don't accept the secretary's offer of coffee. The secretary can ask you even at the last moment. Even if it doesn't, you've encumbered yourself, making yourself vulnerable to awkward moments as you juggle coffee, portfolio and perhaps a raincoat while your possible future boss is extending his hand, waiting.

Being There

Remember, you are the salesperson here. The person across the desk is your client. You are selling something that person is considering buying. You are presumably bound by ethics to make an honest presentation of your product's worth. This is a business meeting, so be business like, warm without being too familiar. "Read" your client, "qualify" him or her as to what kind of response from you will have the desired effect.

Attitude

This is the single most important image you can project. Be interested, be alert, be attentive. Be yourself. A major error is to try to project an image that is not you.

Sell

That's what you're there for. The conversation will offer many opportunities to sell your product. Be alert for them and state them matter-of-factly, in the present tense. Talk about skills you have now, not what you were able to do in the past. Relate job skills to the position under consideration.

Your first question will almost surely be: "Tell me a little bit about yourself." Be ready. The interviewer doesn't want to know where you were born and that you had a rough childhood and that you have a puritan work ethic. The question is intended to elicit a revealing self-portrait of your professional skills and experience as they apply to this position. It may be the most important question of the interview, as it reinforces and/or modifies the first impression you made with your resume. Be concise, be informative, be thorough and be brief. Ask your writer to provide you the instructions to creating your own "Thumbnail Sketch".

What to Avoid

Don't allow a friendly interviewer to draw you into a discussion of personal issues. Politics, past employers, personal and family problems, religion, these kinds of things can create negative impressions in the interviewer quicker than anything; keep your opinions to yourself.

Avoid criticizing past employers, anyone or anything else - even the weather. It reveals a propensity toward an irritating personality fault we all have and creates yet another negative impression. NEVER VOLUNTEER ANY NEGATIVE INFORMATION.

Handling Negatives

We all have something negative in our history, at least something with which a prospective employer may find fault - and a reason not to hire you. An interview is not a time for discussing personal problems or past difficulties. If a problem question arises, hit it, explain it and kill it. Don't let the interviewer pursue negatives. Ask your writer about job interview control techniques featured in the List of Fifty (50) Questions and Answers Peculiar to Most Interviews.

Closing the Interview

Close gracefully. Ask if there are any further questions or anything the employer would like you to do (fill out application, provide further information or materials, etc.). Now is the time to offer the reference sheet; invite the interviewer to consult with your references to verify your qualifications.?Always ask when you should expect to hear from the interviewer. Ask for the interviewer's card and arrange a time for one of you to contact the other.

Don't be afraid to ask for the job. Successful sales people are frequently successful because they simply ask for the sale. Don't forget to thank the interviewer for his/her time.

Send a "thank you" letter to the interviewer the same day. Use your personalized stationery which should match your resume. Recount your qualifications and interest in the position.

Keep your telephone appointment. Don't rely on the interviewer/employer to make the return call; it can be easily overlooked in the pressure of daily business. If you haven't heard by the agreed date, make the call yourself.

Many employers state that they often hire the person who is most persistent. In some professions, it might even reflect favorably to making that call sooner than agreed. It's a judgement call whether that's appropriate.

TELL ME ABOUT YOURSELF?
Be ready. In addition to seeking to establishing an acquaintance, the employer is looking for basic communications skills and linear thinking. Keep it under 2 minutes and begin with your professional career as it applies to this position. Be concise and consecutive. Make points where possible about achievements. ASK YOUR WRITER TO PROVIDE YOU INSTRUCTIONS TO DEVELOP YOUR OWN "THUMBNAIL SKETCH" to help you through this question.

WHY ARE YOU LEAVING YOUR CURRENT POSITION?
DANGER!! Again, avoid criticism or sounding too "opportunistic". Establish your qualities of thoughtfulness, loyalty and responsibility. If your former position is plagued with major business problems, buy-outs or other precarious situations, explain them and your need to be responsible in supporting your family. Mention long personal consideration and reluctance to leave. Try not to get into thwarted ambitions, unless the position is one where that is a plus.

WHAT DO YOU CONSIDER YOUR MOST IMPORTANT ACCOMPLISHMENT?
VERY IMPORTANT. BE READY. Tell a story (under 2 minutes) which illustrates, with details, your personal involvement, hard work, initiative and implementation. It should be an achievement of some importance to your former employer; explain why.

WHY DO YOU BELIEVE YOU ARE QUALIFIED FOR THIS POSITION?
Be specific. Pick 2 or 3 points about the job and your qualifications; discuss them for?a minute or two. Example: mention a technical skill, a management skill and a personal attribute.

WHAT DO YOU LIKE/DISLIKE MOST ABOUT YOUR CURRENT JOB?
Be careful. The interviewer is trying to determine compatibility with open position. Avoid listing grievances, dislikes, negatives. Explore the need for professional growth, seeking challenges or problems to solve.

Try to emphasize what was favorable about the old/present position. If you're leaving because of things like reorganizations, buy-outs, staff reductions or other things beyond your control, express your preference not to leave. Make points on your loyalty and dependability.

HOW DO YOU HANDLE PRESSURE? DEADLINES? SILLY RULES?
If you work well under pressure, say so. Give detailed example of past performance. Frustrations and pressure are a part of the daily routine for most companies; you'll be seen as a problem if you can't illustrate the ability to handle them. Emphasize diplomacy, perseverance, patience and common-sense solutions.

WHAT ARE YOUR MOST IMPORTANT STRENGTHS? WEAKNESSES?
Be prepared with 3 or 4 examples most compatible with the position. Discuss them in detail; don't generalize. "Well-organized", "conscientious and thorough", "technical expertise" or "work best with minimal supervision" are good examples. Illustrate how your defined strengths relate to the position.

We all have weaknesses. Be realistic. Have 1 or 2 ready and turn them into advantages.
"I tend to get caught up in details, but I've learned to tackle those tasks which require a lot of detail work." or "I have trouble saying "no" and tend to take on more than I can handle. I'm learning to be more realistic about what I can take on and do well."

WE NEED SOMEONE TO ............. WHAT HAS BEEN YOUR EXPERIENCE?
HOW WOULD YOU HANDLE IT?
Ask questions. Get details. Break it into sub-parts. Show organization and analytical skills. Deal with sub-parts and summarize the whole. Get enough details and DO NOT ASSUME. You might assume wrong.

HOW WOULD YOU HANDLE A SITUATION WITH TIGHT DEADLINES, INTERRUPTIONS, LOW EMPLOYEE MORALE, INADEQUATE RESOURCES?
Be creative. Show management skills. Illustrate past successes, even if they don't meet all the criteria. Address each issue separately and deftly. Show ability to prioritize: get the little petty jobs out of the way first to clear mind/work area for major task; know what situations are most important to the company operations (clients, emergencies, etc.), which can be postponed, when it is appropriate to call for help, when deadlines are flexible or not.

WHAT ARE YOUR CAREER GOALS? WHAT DO YOU SEE YOURSELF DOING 5 YEARS FROM NOW?
Be realistic, 1 or 2 management jumps in 5 years. If you are headed for senior management, say so without boasting.

There are many others possible, but the idea is to use each question as a vehicle for establishing your own qualifications for the position. Be ready with answers, but don't try to memorize. Think of your experience in a linear sense and select those sections of it which apply.

This is the most sensitive area of negotiations and it may appear in the initial interview. NEVER DISCUSS SALARY BEFORE YOU ARE OFFERED THE JOB! No matter what you say, you'll be wrong: too high and you might eliminate yourself, too low and you'll lose money and be considered not fully aware of the salary range for your profession. You might be perceived as not confident enough in yourself to ask for the higher dollar figure.

You should ask for a 15 to 20% increase in salary whether or not you are changing fields. This will show you are worth it and confident in yourself. You may not get it, but you can start negotiations in a much better position than if you don't state it this way. Remember, you are screening them too. You don't want to be considered by your price tag, but rather, by your merit and qualifications. Hence, very rarely do we find a meaningful offer is made in the first interview. Your objective is to achieve a second interview.

You will very likely be asked: "What kind of salary are you expecting?: Try something like:
"I don't have a particular salary in mind. I'm primarily interested in establishing a long-term career with the company."
or
"Right now I'm willing to accept whatever you pay employees in my position. I'm really more interested in long-term growth."

Though some positions have a salary posted, many do not. The employer has a salary range in mind.

If you feel that the employer is favorably impressed with you, you might ask:
"I don't know what your company policy is, but I feel I would do an outstanding job for you. Do you have a particular salary in mind for this position?"

If the interviewer answers, respond only with a nod. Put on your poker face. Let the interviewer go on to talk about benefits and other relevant items. You now know if the job is worth the effort. Try to determine if you are being offered the job. Play it cool.

If the interviewer offers a salary range, be realistic about placing yourself in it. If you?have a number of years of experience, place yourself at about 60% from the bottom to allow room for growth and not to appear too greedy. Go into salary negotiations with some knowledge of salary ranges in the industry.

Be sure to see the List of "50 Questions and Answers Peculiar to Most Interviews".

You are now ready for your self-marketing job search campaign. Remember, it is competitive out there, so be ready, leave all your personal emotions, etc. behind and make your first impression an everlasting one. GOOD LUCK from CAREER LAUNCH RESUMES©!