INSEAD Library

Includes index

Digitized

CONTENTS The Executive Job Search The Executive Job Search Preface xi How to Find What You're Looking For xii Acknowledgments xiii 1. GETTING PERSPECTIVE 1 You've Got a Wonderfid Opportunity Coping with Losing Your Job You've Got a Lot Going for You Getting Things in Focus How Much of a Factor Is Your Age? Dealing with a Rapidly Changing World Getting What's Yours 1 2 4 5 8 10 11 2. GETING TO A GOOD OFF START 13 Why a Good Start Is Important Improving Your Mental Outlook Avoiding Pitfalls Dealing with Your Family Good Counseling Can Be a Great Help Organize to Work Efficiently Record Keeping 13 14 14 17 18 19 20 3. DETERMINING JOBGOALS 2 1 YOUR Career Phases The Search Process Job Goals Job Priorities Alternative Career Analysis Alternative Job Analysis Acknowledging the Employers' Problems Understanding the Difficulties in Recruiting vii 21 23 24 25 35 41 4. THEJOBSEARCH FROM THE EMPLOYER'S OF THE DESK 45 SIDE 45 47 THE EXECUTIVE JOB S E A R C H 5. IMPROVING ATTRACTIVENESS YOUR TO EMPLOYERS 55 Presenting Yourself Favorably Remembering All Your Accomplishments Recognizing Your Major Accomplishments Presenting Your Accomplishments 6. MAKING YOURRESUME EFFECTIVE AN TOOL 67 Perspective Types of Resumes Features of Resumes Tips on Writing Resumes Preparing Your Resume Getting Your Resume Effectively Criticized Some Additional Thoughts on Resume Tips Major Resume Problems 7. NETWORKING 87 How Are You Likely to Get Your Job? Enlarging Your List of Contacts Getting Interviews with Contacts Preparing for Networking Interviews Building Rapport in Networking Interviews Being Alert to Hidden Job Possibilities Getting Good Referrals Getting Good Information on Referrals Getting Personally Introduced to Referrals Giving Something Back in Return Getting More Candid Criticism Developing a Continuing Relationship Analyzing Interview Results and Follow-up Conducting Telephone Interviews When Referrals Won't See You 8. BLIND PROSPECTING 1 11 Overview Target Letter Mailings Telephone Prospecting Broadcast Letter Preparation for Blind Prospecting Record Keeping viii 9. THE VISIBLE MARKET121 Executive Recruiters The Internet Answering Ads Job Fairs College Placement Offices Secondary Recruiters When You're Contacted for an Interview 122 123 124 127 128 129 129 131 131 135 139 142 143 144 145 148 148 149 150 10. L L J HUNTING SELLING o~ IS YOURSELF* 131 Selling Yourself Is a Key Focus on Improving Your Selling Skills Some Selling Techniques Dealing with Rejection 1 1. PREPARING INTERVIEWS FOR 141 Researching the Company Research on the Interviewer Your References Being Ready for Tough Questions Practicing Listening and Interviewing Learning from Interviews 12. IMPROVING INTERVIEW YOUR EFFECTIVENESS 149 Perspective The Interview Postinterview Activities Interview Tips 157 160 13. CONDUCTING AN EFFECTIVE SEARCH163 Getting Started Personal Habits Improving Your Productivity Getting Help Checklist for a Dragging Campaign 163 168 169 174 175 14. EVALUATING OFFERS MAKING FINAL AND THE DECISION183 The Process 183 Stalling Offers 184 Getting More Information on the Job and Company 185 186 Using an Offer to Get Others Negotiating Compensation 187 T H E EXECUTIVE JOB SEARCH Evaluating Offers Afier the Final Decision 15. SHOULD MAKE JOBCHANGE? YOU A (IFYou HAVE CHOICE)195 A Myths About Changing Jobs Why Are You Frustrated? Your lmprovement Program Get Another Job in the Company How to Leave Your Company When an Executive Recruiter Knocks on the Door 16. ALTERNATIVE CAREERS 1 21 Motivation Realities Research Resources and Services Consulting Temping Buying a Business Starting a Business Making a Transfer to Another Function in Your Company Working for a Nonprofit or Trade Association 196 197 198 206 207 209 17. MAKING NEW AND YOUR THE JOB FUTURESUCCESS A 229 Transition 229 Getting Started 234 Plan for the Future 238 Conclusion 240 Send in for Additional Tips 241 Index 243