INSEAD Library

Includes index

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Rites of Passage at $100,000 to $1 Million+ Your Insider's Lifetime Guide to Executive Job-Changing and Faster Career Progress Contents Chapter 1 The Internet Beckons! Take Charge of Your Career. Want to move up? Find a new job? Attract the top headhunters? Manage your career from college to retirement for maximum rewards and satisfaction? You can do it...using the latest tools. 1 2 Five Main Ways to Go There were four. The Internet makes five. 3 Personal Contacts: Pursuing the People You Know How to tap your most valuable resource...people who already respect you. Here's the right approach to take. And the psychology behind it. Online help to find the contacts you've lost. 18 4 Networking: Pursuing the People You Don't Know For unlimited power, plug into other people's contacts. But be realistic. Look behind the scenes. Meet Axel Bludgeon. Is there an online forum for you? 5 Executive Recruiters: Two Types, Depending on How They're Paid Different payment creates different motives and methods. And your self-interest usually doesn't line up with either type. 13 38 62 6 Contingency Recruiters: Look Out for Yourself Paid only if you're hired, the contingency recruiter will help early in your career...and may hinder later. Price-tagging, racing, "free speech," and more. Online hazards. 7 Retainer Recruiters: Look Out for Yourself It's great to be "found" by the retainer recruiters. But they have to block far more opportunities than they can show you. Five-bullet Russian Roulette. The ideal recruiter relationship. 101 8 How to Handle Recruiters...When You Contact Them Take the initiative. But beware of the too-helpful recruiter. Use clout to reach retainer recruiters. How to win their respect. The "pseudo-review of searches-in-progress." 9 How to Handle the Recruiter Who Calls You Smoke out the employer relationship. We'll take phone calls that show you how. Latest developments in the business of recruiting... and their meaning to you. 134 10 Doing Business with the Recruiter...on the Phone, and in His or Her Office Discover wrong responsibility, location, and money during the initial phone call. The recruiter will reveal more...and rate you higher...if you refuse to be manipulated. Also, advice on meeting the recruiter. 159 11 Being Where You Can't Be...and Selling When You're Not There Direct mail--like the Internet--can take you thousands of places to find the rare few where you're needed. You're the sort of product direct mail can sell. And no, it won't make you any less attractive to employers or recruiters. 181 86 117 12 Your Personal Sales Representative Your resume is your sales-rep-on-paper. Make it persuasive enough for direct mail...the toughest challenge of all. Avoid the brevity trap and topical format. How to polish every aspect. 193 13 Orbiting Your Spy-in-the-Sky Satellite (Snail Mail Survives.) Direct mail looks everywhere at once. Here's how to compile your list and write a cover letter that stands out from the crowd. Also, how to keep your employer from finding out...and how to overcome severe handicaps. 227 14 You've Got Exciting Online Tools for Job-Changing and Career Management. Don't Be Afraid to Use Them. Using the Internet, you can change jobs and manage your career more efficiently than ever before in the history of the world. Every dimension of opportunity and danger is examined. Tools are spread out for your use. A special Web site expands and implements this book. Here's your compass for cyberspace. 279 15 References, the E-Mail / Fax / Snail Mail Trade-Off, Newspaper Ads, Barbed-Wire, Busy Signals, Trick-or-Treat Letters, Getting Personal, and "Search," "Selection," and "The Hidden Job Market" Several important topics that don't require full chapters. Much entrenched dogma on these subjects needs rethinking. 331 16 The Interview...Making a Sales Call, and Demonstrating the Product Interviewing is tough. You're the salesperson and the product. Sell too hard, and the buyer won't like the merchandise. Here are the wrong answers to avoid, and the right things to do. 356 17 Negotiating Your Employment Contract...Getting Plenty and Making Sure Get the right deal, and nail it down. Use a Compensation Summary to prompt an attractive offer. And get protection in writing...easy when you know how. Pitfalls and buzzwords. 385 18 Consulting...Find Your Ideal Job by Not Looking for It. Want to be your own boss? Consider the quickest cheapest, easiest route to independence. It can generate outstanding job leads and leave ordinary networking far behind. 19 Rites of Passage: What, When, and Whether Are you: Happily employed? Secretly unhappy? Unemployed? Get Online! Solve current problems. Be findable on the Internet when opportunity knocks. Enjoy a steady flow of attractive opportunities throughout your career. 433 20 Expand Your Career by Expanding Yourself Prominence and friendships can foster your progress and enrich your life. How to increase your contacts...and keep them polished. The Internet's short cut for staying in touch. 417 467 Appendix I Behind the Scenes with the Retainer Executive Recruiter Keep yourself in mind, as you see what happens to all the executives involved in a search, whether they realize they're involved or not. Online--but secretly--our winner scores an almost unimaginable career breakthrough. Here's how. Appendix II Outstanding Retainer Executive Recruiters An array of the leading retainer firms, arranged so you can conveniently get in touch with them. Names, Internet and postal addresses, and phone and fax numbers. Index (Including Index to Outstanding Recruiters) About the Author Other Books by John Lucht 487 580 630 643 644