Getting Your Foot in the Door
When You Don't Have a Leg to Stand On
by Rob Sullivan
Table of Contents
This book is based on the theory that your relationship with a potential
employer is almost exactly the same as the relationship that exists
between products and consumers. There is only one key difference: in the
job search you are both product and salesperson.
The Job Search Process
primary purpose of this chapter is to provide an overview of the job
search process, highlighting the steps people are most likely to miss.
With solid preparation, a willingness to learn from rejection, and
the insight to know how to handle the competition, you can save yourself
from much of the pain I experienced and compete successfully in the job
Finding the Jobs
this chapter, we examine the strategies to identify and gather information
about potential employers. The more you know, the easier it will be to sell
yourself. Conversely, the less you know, the less likely it is that an
employer will add you to the company team.
The Self Assessment
key to a successful job search is effective preparation. Much of your time
should be spent matching your qualifications with the expectations of a
particular employer. In other words, give the company specific reasons to
hire you. You have something to offer. This chapter will help you figure
out what that is.
According to the Oxford English Dictionary, the work resume is
loosely defined as a brief account of one’s educational and professional
experience. Unfortunately, this is the limit of most thinking on the
topic. This chapter proposes an alternative definition and a strategy for
creating resumes that are relevant, interesting, and valuable selling
Most people make the mistake of treating cover letters as afterthoughts.
However, time and again I have seen well-written cover letters lead to
interviews that otherwise would never have happened. This chapter shows
how to craft a cover letter that works in concert with your resume to get
you the interview.
This chapter presents a clear picture of the interview process, starting
with a variety of tips and exercises designed to help you prepare. It also
includes an in-depth examination of my own interviewing methods as well as
other styles you might encounter.
an Interviewer's Questions
To give you a deeper appreciation of the reasons interviewers ask
particular questions, this next section will guide you through one of my
typical interviews one question at a time. Then, we’ll examine a variety
of other questions you might encounter.
Up and Closing the Deal
In this chapter we’ll look at strategies to help you feel more confident
as you build and maintain an ongoing dialogue with the people you meet in
your job search. One of the most difficult aspects of accepting a job
offer is negotiating an acceptable salary and defining your worth, and I
present tools and techniques to do just that.
Your Technique and Yourself
Now that you’ve established a solid foundation of self-awareness and an
extensive inventory of ways to demonstrate your potential, it’s time to
thing about methods for polishing your overall presentation. This chapter
covers a variety of strategies for overcoming nervousness, seeking
constructive criticism, and learning from interviews. We also explore the
importance of recruiting and working with mentors because there is no
better way to accelerate your personal and professional development.