Stable Demand for Sales Jobs

SalesJobs.net, a Beyond.com career community and Web site for job seekers and employers in the sales industry, reveals there is a stable demand for sales jobs providing hope for sales professionals and new college graduates alike in the face of today’s economy.

The recent recession has caused a decline in jobs across a multitude of industries, creating a pool of highly qualified talent not seen in years. Many businesses are taking advantage of these candidates to fill sales positions that offer high-reward and low-risk to the company. This trend has allowed the sales sector to remain strong, experiencing close to a 10% increase in the number of sales jobs posted to SalesJobs.net in January 2009 as compared to December 2008. In Q4 2008, the top positions for sales jobs were Sales Manager (68%), Pharmaceutical Sales Representative (15%) and Cashier (5%), with the top cities for jobs ranked as Houston, New York and Chicago, according to SalesJobs.net. Of the sales jobs posted in Q4 2008, 67% were looking for a candidate with less than one year of experience and 63% required at least a four-year degree. With the increased quantity and quality of competition in the job market, SalesJobs.net reported a 27% increase in sales professionals looking for a job over the past year.

Source: Recruiter Trends

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Hiring Firms Gear Up for Finance Mop Up

The expected clean-up of the U.S. financial sector and an anticipated economic stimulus package has staffing firms preparing to find jobs for everyone from blue-collar workers to highly trained compliance officers.

While most headlines in the past few months have been about companies and industries eliminating jobs and closing factories, once these federal government programs roll out, demand within some sectors is expected to spike!

"Cleaning up the bad loans and reregulating the financial sector is going to be huge," said Brendan Courtney, Vice President of Mergis Group, a unit of staffing company Spherion Corp, which has set up a special group to handle hiring related to the U.S. financial sector bailout. "None of this is going to get done without armies of people."

The U.S. Congress is debating a nearly $900 billion economic stimulus package, including tens of billions of dollars for infrastructure projects to create jobs.

President Barack Obama has also vowed to overhaul the nation's financial regulatory system, which may include stricter rules for hedge funds, credit rating agencies and mortgage brokers, to prevent a repeat of the credit crisis that has plunged the world's largest economy into deep recession.

And U.S. policymakers are considering whether to place toxic or virtually worthless assets left in the wake of the financial crisis into a bank cleanup program that some analysts estimate could cost as much as $4 trillion.

Although the exact form of these programs has yet to be decided, staffing companies say they are preparing to fill a raft of different jobs with accountants, engineers, lawyers, bankers, mortgage specialists and compliance officers.

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Recruiters Can Be Found At......

Recruiters and other HR professionals are appearing on professional and social online network groups.

But before I discuss the main topic permit me to sidetrack a bit in order to set up why I decided to talk about (once again) why you have to cast a wide net in your job search and consider tapping into a social network groups.
 
I read an article today that talked about how online job board postings have dropped by 23% over the past 2 months. The writer cites a report written by a research group who reported the reason in the decline was due to a less in demand for labor. I think that is partly true. However, what was missing in that article is what alternatives are employers taking to fill attrition.

In today's climate employers are charging their HR department to think out of the box to find and implement cost effective or no cost methods to find candidates. Posting jobs on job boards or in newspapers can be very expensive and have an impact on a company's budget. An employer who is watching his/her budget may be apprehensive about vesting thousands of dollars and a year long contract to advertise openings in their company using these venues. Especially when there are other methods to find new talent for their company such as online social network groups.

One site that is attracting and building a membership base of industry Recruiters is Twitter. Twitter currently has more than 140 Recruiters who tweet and follow other's updates. If you are not familiar with Twitter you may assume from reading this is that this social media is exclusive to Recruiters and HR professionals. But it is not. The Twitter base is swelling beyond 100,000 common people. Twitter has been described as walking into a room of conversations and looking for a "hook" to decide if and when to jump in. So, how do you connect with some of these Recruiters?

If you click this link http://twitter.grader.com/search?Term=recruiter you will find the most influential Recruiters on Twitter. You can follow their updates and learn about job openings and hiring events they are working on.

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10 Cities for Growth Opportunity in 2009

If your job search strategy includes opportunities outside your local area check out this list of cities projecting job growth in 2009.

No. 1: Madison, Wis.

Unemployment rate: 3.5%

Madison has several things working in its favor, one being the University of Wisconsin, a major employer. The university's technology arm, the Wisconsin Alumni Research Foundation, supports scientific research at the school and helps drive breakthroughs in health care, biotechnology and medical devices, resulting in strong local businesses in all those fields. Adding to the city's optimistic job outlook is its highly educated workforce and the fact that it's the center of state and county governments--both big employers (city government is a big one too). Add to that an ideal mix of start-ups and medium and large businesses, and you have a city that is not reliant on one main employer.

No. 2: Washington, D.C.

Unemployment rate: 4.2%

That's a rise from 3.2% in October 2007, but still it remains well below the national average. The largest job growth has been in federal and local government. Other major employers include defense contracting, law and education. There are so many schools and colleges that education is the third largest employer, and the area is expected to add 30,000 more education jobs in 2009.

No. 3: Boston, Mass.

Unemployment rate: 4.4%

Boston's unemployment rate has risen almost a full percentage point since October 2007, when it was 3.5%, but things continue to look good on the job front there. All those colleges keep on employing thousands of area residents, and the many hospitals and research institutions make for a strong showing in health care. Not everyone who works at those institutions is a physician or researcher either--finance staff, managers and all kinds of back-office workers are always needed. With so many educated men and women wanting to stick around after graduating, Boston has become a hub for the tech and pharmaceutical industries. The city lost just 900 financial sector jobs in the past year--far fewer than other, harder hit places.

No. 4: Richmond, Va.

Unemployment rate: 4.4%

A year ago, Richmond's unemployment rate was 3.1%. But at 4.4% currently, it's still well below the national average. One reason is its healthy mix of industries and business sizes. The area doesn't rely on one or two huge companies to employ most of its residents. Public accounting, manufacturing and service remain strong fields, and with the nation's capital just three hours away, there are plenty of jobs in government contracting and defense. The military bases in the area contribute to a strong showing in government-related jobs.

No. 5: Milwaukee, Wis.

Unemployment rate: 4.8%

Milwaukee's unemployment rate is barely changed from a year ago, when it was 4.7%. The aging population has helped health care jobs multiply; they've grown by almost 30,000 in the past 12 months. Many health care, energy and environmental companies that were based in Chicago have been moving to Milwaukee for its cheaper expenses. The city is only about an hour from Chicago by train.

No. 6: Pittsburgh, Pa.

Unemployment rate: 5%

This city's unemployment rate has climbed in the past year from 3.9%, with much of that job loss in manufacturing. However, it continues to have several strong industries, particularly education, health care and government. The University of Pittsburgh Medical Center is the city's largest employer, with 40,000 workers. Banking, technology and education also continue to keep the economy and job market lively.

No. 7: Baltimore, Md.

Unemployment rate: 5.1%

Though unemployment in Baltimore jumped from 3.6% the previous year, the jobs in education, professional services and business services have grown. The city's close proximity to Washington, D.C., means there are many government contractors around and many commuters who live in Baltimore but work in the nation's capital.

No. 8: Seattle, Wash.

Unemployment rate: 5.3%

Unemployment here increased from 3.7% in October 2007, but certain sectors have stayed quite strong, including biotech and health care. The area has a large elderly population and several Veterans Administration hospitals that employ considerable numbers. You'll do best looking for a job in Seattle if you're trained in the knowledge economy; the city has very few blue-collar positions to offer.

No. 9: Houston, Texas

Unemployment rate: 5.4%

The unemployment rate has risen from 4% in the past year. However, government jobs, particularly in oil, gas and other types of energy, continue to be strong. The city added 11,100 government jobs just in the last year.

10. Dallas, Texas

Unemployment rate: 5.6%

Dallas enjoys job growth very much like Houston's, concentrated in government positions related to energy. The city also has growing technology and information technology industries that are providing work, and it's home to many companies handling government contracts.

Source: Forbes.com

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I'm Ready for a Career Change

According to the US Department of Labor the average person makes more than three career changes during their working life.

Typically, people will leave one job to accept another job for numerous reasons. Better pay or work environment. A shorter commute or be closer to home. Better work hours or less hours. For whatever reason you decide you are ready for a change you must give it some thought, do your research, and plan.

1. Will I take a pay cut and if so how deep of a cut can I take?
My advice: If you are the bread winner in your household or you support yourself this may be a question that may be at the top of your list. Do some research. Find out what that industry pays.

2. Will the work environment be better or worse than my current situation?
My advice: Talk with other people who are in the industry. Filter out opinions that can be corrected with some extra effort on the part of the employee like "I am unhappy with my boss", "There's alot of drama among the employees", "No one does their share of the work", "I haven't been promoted in 2 years".

3. Is the industry growing, declining or stagnant?
My advice: Despite the fact that companies are laying off there are companies within certain industries that are increasing their workforce in 2009.

4. How marketable am I right now?
My advice: If you are a mid life career changer you bring with that valuable experience and more maturity than someone who is inexperienced. If you spent most of your worklife in one career you may need to re-invent yourself. Read "Resume Tips for Mortgage Industry Career Changers. The tips are applicable to any industry.

5. Will I need to obtain a higher level of education or a certification related to the industry?
My advice: Some job announcements mention desired skills, certifications, or education. Someone who meets all of the requirements and some of the desired skills/experience would be considered as an "ideal candidate". You are in a better position to negotiate your salary when you are included in that mix. If you are working do not quit your job to pursue your degree or a certification. Many schools offer programs for working adult allowing you to work your classes around your schedule. It's easier to get a job when you have a job!

6. When should I make the transition?
My advice: There is no timeline or certain time of the year when you should make your transition. Making a career change takes alot of thought and planning. Take your time and don't make decisions based on emotion. Take a logical approach. >



7. Am I too old to change careers?
My advice: No. See advice for question #4.
Do you have a question about this topic? Ask it here.

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Training Older Workers for Regional Industries

The U.S. Department of Labor announces a $10 million competition to connect workers 55 years and older to career opportunities in local industries. "This $10 million competition will result in opportunities for older Americans who want to receive skills training and extend their participation in the workforce," says Secretary of Labor Elaine L. Chao. This solicitation for grant applications under the President's High Growth Job Training Initiative is open to local workforce investment boards as well as other entities that have the support of the local workforce investment board or that demonstrate how their activities will connect to regional talent and economic development strategies. Awards are expected to range from $750,000 to $1 million. Currently, 12.4% of the U.S. population - or one in every eight persons - is over the age of 65. More than 25% of the working population will reach retirement age by 2010. In the global economy, a region's ability to develop, attract and retain a well educated and skilled workforce is a key factor in maintaining our nation's competitiveness. Successful regions connect workforce skills and lifelong learning to regional economic and talent development strategies. Successful proposals will recognize that older workers can contribute to economic growth and their respective regions' key industries.

To find a workforce investment board in your area Google the terms "workforce investment board (type your state)" (Ex., workforce investment board utah) without quotation marks.

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Resume Tips for Mortgage Industry Career Changers

The loss of a job ranks as one of the most stressful and devastating events in ones life. If you worked in the financial services sector as a loan officers, underwriter, loan processor, closer, appraiser, broker, or real estate agent you may be facing an additional challenges - how to reinvent yourself and re-write your resume. If you are a student of resume writing you know that a well written resume can get you an invite for an interview. So, how do you translate your mortgage experience and skill sets so you are competitive with others outside your industry?

I came across a well written article by Karen Hofferber. She provides helpful resume writing tips for people in the mortgage industry who are considering a career change. I do not think that I could have given any better advice. Here's the article:

"The U.S. housing crisis has led to a mass exodus of mortgage professionals from this industry. With foreclosures and defaults skyrocketing, lending guidelines tightening, and home values plummeting, opportunities for commissions are scarce and layoffs are increasing. It's tough to make a living originating mortgages when lenders and their loan products are dwindling and qualified borrowers are difficult to locate.

If you're a mortgage lending professional and considering a career change, here's some good news: armed with a powerfulcareer change resume, you can successfully break into a new industry. Here's how to make your resume shine:

1. State your goal. Remove guesswork for employers by clearly stating your career goal towards the beginning of your resume. There are several ways you can do this. My favorite is to create a resume title that spells it out succinctly -- such as "Career Goal: Medical/Pharmaceutical Sales." Another option is to write an objective (but make sure that your objective focuses on employers' needs and not just on what you want). A third choice (which I often use in conjunction with a resume title) is to incorporate your goal in a powerful opening profile summarizing your key strengths. (See #3, below.)

2. Emphasize your transferable skills. Loan officers bring a wealth of skills and knowledge to the workplace that are transferable to many industries. Examples include consultative selling, customer needs analysis, risk assessment, relationship building, presentation/communication skills, inside/outside sales, and computer proficiencies. But you have to spell out these transferable skills on your resume -- don't assume that these skills will be considered a "given" by employers outside the mortgage industry. You can incorporate your transferable skills into virtually all areas of the resume, including the qualifications summary, an "Expertise" (or "Key Skills") list, and the "Experience" section.

3. Profile your most marketable strengths. A qualifications summary is a must for career changers. Written as a brief paragraph or a few bulleted statements, it gives you the opportunity to tell employers why they should interview you. For example:
"Multimillion-dollar producer motivated to leverage six-year record of commended sales performance to transition into new product lines and industries. Fast learner of complex products; 'power user' of MS Office; and expert prospector, negotiator, presenter, and closer. Consistently deliver quota-surpassing results, and excel in building rapport and enduring relationships with key accounts."

4. Turn negatives into positives. The ability to survive during tough times is something to tout on your resume. If this is your story, consider adding a bulleted accomplishment or two highlighting this track record. For example:
"Generated steady referral business despite the severe collapse in the industry. Found creative ways to structure deals and meet client needs while adhering to lending guidelines and preserving company profitability."

5. Use comparisons, pipeline metrics, or previous production numbers if your current sales have declined. "What do I use for accomplishments when the mortgage industry has tanked?" is a question that was recently posed to me by a loan officer client. You have several options, and depending on the specifics of your situation, at least one of these should be relevant and applicable. Use comparisons to your peers if this presents you in a favorable light. For example, you may have only closed one deal last month, but if that tied for first place in your office then you can truthfully report that you achieved top ranking despite the industry's decline. Or maybe you've been successful in generating a healthy pipeline even though some of these deals may not survive underwriting. Again, highlight the positive. And even if you haven't received any sales awards this year, include previous honors. (Just remove references to the year that you received these, as in the last example, below.)

I've included a few sample bulleted accomplishment statements below. Not all of these may be applicable to you, but I hope it gives you a jumping-off point to create your own accomplishment statements:

• "Harnessed previously built relationships to continue bringing in deals and closing sales during period when few peers were able to achieve these results."
• "Consistently led the office in sales volume, earning top rankings for production during periods of high growth as well as market decline."
• "Maintained a strong pipeline (with over $4.5M in current pending deals) despite dwindling prospects and product availability."
• "Honored with numerous awards during five-year tenure, including repeated 'Top Sales' distinction for record-breaking production (six months in a row of $1M+ volume)."
  

6. Minimize industry-specific terms. The widespread negative press the mortgage industry has received, including the largely unpopular bailout plan, has the unfortunate residual side-effect of "guilt by association" for hardworking professionals on the front-lines of this industry. Combat this problem by minimizing industry-specific terms on your resume. Now is not the time to be connected to Fannie or Freddie, and any mentions of "sub-prime," "Option ARMs," "Alt-A," and even the term "mortgage" (use euphemisms, like "finance" and "financial services," instead, wherever possible) should be used sparingly on your resume."

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Optimize Your Resume with Keywords

Imagine if there was a way to encode your resume with magical words that would virtually ensure that recruiters and employers would be interested in interviewing you. There is a way. It's called Keyword. So, what are Keywords? Think of keywords as the jargon or "buzzwords" used in a profession or industry. It's how insiders describe themselves and others in their profession.

Keywords are the nouns and noun phrases used by recruiters searching through resume databases and Web job sites for resumes meeting the requirements on job descriptions.

You can optimize your resume by including many of these keywords in your resume. But here's the catch. There's a different set of keywords for every job, and you do not know which ones are used.

Think of the education and experience you have had and the job you want, and brainstorm the nouns and noun phrases that would be used in the description of the requirements of that job. Look through the job postings you find for the skills, experience, professional certifications or organizaitons, etc. That will tell you what keywords will be used. Pay attention to certain words will reappear consistently. Those are your "key" words. Some sites that host the job posting list keywords pertaining to the position. You should also get a copy of the job description for the job you want, and pick out the noun and noun phrases used. As appropriate add those words and phrases to your resume when you apply for that job. Older job seekers should list "computer" or "IT" skills on their resumes if they have these skills, because some employers may make an assumption that older applicants are not as tech savvy as their younger counterparts.

Although many keywords are industry specific certain phrases are important to almost all companies. They include "communication skills," "problem-solving," "team work," "leadership," "resource optimization," "image and reputation management", "trouble shooting", "problem solving".

As important as keywords are for getting noticed, littering your resume with buzzwords that don't accurately reflect your experience may work against you. Don't go overboard!

For a list of action verbs and keywords click here. Be sure to check out Monster's comprehensive list called "The Top Keywords Recruiters Use to Find You".

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America's Best Paying Jobs

High Paying Careers / Occupations

Management Occupations $96,150
Legal Occupations $88,450
Computer and Mathematical Occupations $72,190
Architecture and Engineering Occupations $68,880
Healthcare Practitioner and Technical Occupations $65,020
Business and Financial Operations Occupations $62,410
Life, Physical, and Social Science Occupations $62,020
Arts, Design, Entertainment, Sports, and Media Occupations $48,410
Education, Training, and Library Occupations $46,610
Construction and Extraction Occupations $40,620
Community and Social Services Occupations $40,540
Installation, Maintenance, and Repair Occupations $39,930
Protective Service Occupations $38,750
Sales and Related Occupations $35,240
Production Occupations $31,310
Office and Administrative Support Occupations $31,200
Transportation and Material Moving Occupations $30,680
Healthcare Support Occupations $25,600
Personal Care and Service Occupations $23,980
Building and Grounds Cleaning and Maintenance Occupations $23,560
Farming, Fishing, and Forestry Occupations $22,640
Food Preparation and Serving Related Occupations $19,440

Top 10 Highest Paying Careers

Anesthesiologists $192,780 = 4.6% (% Change)
Surgeons $191,410 = 3.9% (% Change)
Orthodontists $185,340 = 4.8% (% Change)
Obstetricians and Gynecologists $183,600 = 3.1% (% Change)
Oral and Maxillofacial Surgeons $178,440 = 8.3% (% Change)
Prosthodontists $169,360 = 6.6% (% Change)
Internists, General $167,270 = 4.0% (% Change)
Physicians and Surgeons, All Other $155,150 = 9.1% (% Change)
Family and General Practitioners $153,640 = 2.5% (% Change)
Chief Executives $151,370 = 4.7% (% Change)

Would you like to see more salary information? Visit the US Bureau of Labor Statistics.

How would you use ths information in your salary negotiations?

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US Employment will Grow in 2009

Despite the recessionary views of economists, workforce employment will grow in 2009. Job seekers in 2009 will continue to hear a lot of conflicting and sometimes confusing information about the state of the job market and the state of the economy overall.

If you are in the market for a job you need to understand the changes surging through the economy in order to determine which companies to pursue and which to avoid. The U.S. employment market is evolving quickly, and you must be both knowledgeable and nimble in order to position yourself to find promising careers

Schonfield and Associates, an analysis firm, predicts 2009 employment will continue to grow modestly in many industries with productivity, as measured in sales per employee, also continuing to grow.

Many foreign companies will also show employment growth.

Among the twenty largest public corporations, ten of the largest employers will be non-U.S. headquartered firms.

According to Schonfeld & Associates, the largest U.S. based employer will be Wal-Mart Stores with over 2.4 million employees in 2009, up 5.8 percent.

The largest non-U.S. based employer will be Gazprom, Russia’s largest company, with 611,000 employees, an increase of over 10 percent.

The Commercial Banking industry will be the largest employer with 4.4 million employees in over 500 banks, reflecting a 8.8 percent increase.

Variety Stores will be second with 3.7 million employees, up 6.1 percent.

The medical services sector will be a continuing source of employment growth. Home Health Care Services, Skilled Nursing Care Facilities, as well as Offices of Medical Doctors are all growing at over 11 percent.

As in the past, areas of computer software development continue to show workforce growth.

The Prepackaged Software industry, growing at 9 percent, includes over 280 companies employing 674,000 workers.

The future is not as bright, however, for all sectors of the economy.

Employment by Motor Vehicle Manufacturers, Air Courier Services, as well as the large diversified food manufacturers, will experience negative growth.

These predictions come from the 2008 edition ofWorkforce Ratios & Forecasts by Schonfeld & Associates.

The study contains historical employment for 2007, an estimate for 2008, and a forecast of 2009 for over 7,200 individual companies and summaries for over 400 industries.

In an era of downsizing, right-sizing, mergers and acquisitions, the numbers are encouraging for job seekers.

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Job Growth for 2009

Despite the daily news reporting on a downturn economy, the U.S. Department of Labor reports that the nation's total workforce actually increased by 2.2 million workers during the last 19 months.

The most recent report from the US Bureau of Labor Statistics indicates that at the end of October 2008 there were 3.1 million job openings. And although unemployment rose to a 14-year high of 6.7% in November 2008, one notable, unreported fact is that between 4 million and 5 million people have been hired each month during 2008. While the media may report that no company is hiring, the reality is that many companies are. And while many industries have shed jobs during the past 12 months, the education, healthcare, and government sectors have actually created 400,000 new jobs (read my article "Where the jobs are" ). Job seekers have distinct advantages because of the Internet and the job creation initiatives articulated by President-Elect Obama. You should use the Internet to focus your efforts on industries targeted by the presidential initiatives. These industries are likely to include construction, Internet infrastructure, alternative energy, education, and healthcare. President-elect Obama has discussed multiple initiatives to improve the nation's transportation, energy, and communication infrastructures, as well as advance healthcare and education. These initiatives should stimulate job growth.

Here’s more encouraging news. As companies begin to feel the effects of the economic downturn, many are ramping up their workforce planning activities. Workforce planning is the process by which an organisation aligns its workforce requirements to the business strategy using business analytics. The most prevalent concern among employers is the scarcity of critical talent. While they are under enormous pressure to trim down their workforce in preparation for 2009, it’s important to consider the implications their actions will have on their future workforce needs. Some employers reported that they are experiencing challenges retaining critical-skill employees and top performers. Having the right number of people performing in the right roles will be crucial for companies to position themselves strongly for when the economy recovers.

What does all of this inside information mean to you? Do not give up on your job search. There will still be a job market in 2009.

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Salary Negotiation Tips and Techniques

Salary negotiation is something that recruiters and hiring managers are a lot more proficient than the people they hire. In the interest of leveling the playing field, here are insider tips for you to sharpen your salary negotiation skills.

First, you need to do some research. Visit their website - read it, get to know all you can about their industry - past and present (resources are listed further down in this article). Even if your role is a supporting type, every employer wants staff who are interested in making a difference and increase their bottomline. Find areas that you're passionate about, remember these just before your interview to fuel your passion for getting this role. This isn't easy to do when you have many interviews to attend, so be selective about the roles you want to take seriously enough to research. It helps to stick to one industry, especially if you're already familiar with the industry. As always, write your questions down and ask your interviewer or friends who have the inside track.

You should talk to several people who are doing similar work in an area with similar living costs. Get to know people in your target organisation, or better yet - in your target department. Inside information can be the gold dust you need to strike gold. Knowing the right people, winning their trust and asking the right questions can be the key you need to gain the upper hand. This takes time, so start asking your friends who they know.

While much is written about salary negotiations, I would recommend reviewing the following sites.
Vault - this site offers insider salary information on 1,000's of companies
PayScale - real-time salary reports based on your job title, location, education, skills and experience
JobStar - salary trends by industry
CNN Money - has a cost of living calculator you can use to if you are considering relocating

As you map out your strategy consider these salary and non-salary components:
Compensation: signing bonus, performance bonus, profit-sharing, deferred compensation, severance package, stock options.

Relocation Expenses: house-hunting, temporary living allowance, closing costs, travel expenses, spouse job hunting/re-employment expenses

Benefits: vacation days (number, amount paid, timing), personal days, sick days, insurance (medical, dental, vision, life, disability), automobile (or other transportation) allowance, professional training/conference attendance, continuing education (tuition reimbursement), professional memberships, club (country or athletic) memberships, product discounts, clothing allowance, short-term loans

Job-Specific: frequency of performance reviews, job title/role/duties, location/office, telecommuting, work hours and flexibility, starting date, performance standards/goals

Once you know what you should be paid the negotiations begin.

Seen the forms that ask you for your last positions' salary or contract rate? Leave it blank. If they ask for your salary expectation, tell them that you're 'open' or are 'negotiable'. Why? Once you state a salary, this rate will form the ceiling beneath which the negotiation game will be played. Similarly, if you give a salary range, you can guess which end of your range you'll be anchored to.

Let the interviewer be the first person to mention salary. He/she will know the best time in the process to initiate salary discussions and you will know if the time is right when it is mentioned.

The interviewer may try to persuade you to state your salary range early on. Try to avoid this if possible by asking what salary range they are offering instead, or say you will consider any reasonable offer. If you have a fairly good idea of what salary ranges are applicable to your situation, and are pressed into a corner to be specific, go for the top end of the salary range. You can always negotiate down.

Express your passion and interest. Let them know that you are interested. Be sincere about your expression. The danger in purely focusing in on your salary negotiating is that they may not know just how keen you are to join their company. So tell them what you like about their organisation, and let them know that the reason you are negotiating is that you are interested in joining their team. This will increase their interest in you, and may cause them to stop looking for others for the position - thereby increasing your negotiating power.

You don't want to commit yourself or turn down other positions without first knowing exactly what is being offered. So don't make a decision before it's in writing. Remember that just because it's in writing, doesn't mean it's carved in stone. An offer in writing is a starting point for negotiation. Compare their written offer with your meeting notes.

What happens if negotiations break down? What to do if you cannot compromise on the compensation?

Let the interviewers know that although you are disappointed, you are still interested in working for the organisation. Be sure to thank them for their time and interest.
Reemphasize the fact that if future openings occur, you would be interested. Find out if there are, or might be, other openings they could suggest or other persons you could contact. Many times the person selected ends up turning the job down or does not work out.

Keep the communication line open, positive, and professional. This keeps your name in their mind for the next opening or future opportunities. Ask if you could contact them every three or four months to find out about future job openings.

Stay positive. Congratulate yourself. You did get the interview, which means the employer was interested in you. Learn from the experience.
Ask for feedback from the interviewer on what you could improve or do differently.

Please comment on any tips that helped you in your quest to negotiate your salary.

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Leveraging Your Online Social Networks

Facebook has emerged as a household name and now has more than 60 million active users. Facebook is the 4th most trafficked website in the world and the most trafficked social media site in the world. Over 55,000 regional, work related, collegiate, and high school networks. More than half of Facebook users are outside of college.

MySpace is the largest Social Network in North America maintaining a dominant position as a media site primarily aimed at youth. MySpace has more than 110 million monthly active users around the globe.

While online social networks are useful in terms of helping you make connections, developing a great "brand" identity and maintaining a good online reputation is of critical importance. This article will provide strategies for creating online social networking that will help you build your reputation and leverage your contacts.

1. Be Selective. It's not who you know, it is "who knows you back." Connect only with friends and colleagues who will speak favorably of you, and who you will recommend to others.

2. Be Polite and Cautious. If you don't have anything nice to say, don't say it all. Remember that adding comments (lewd and vulgar language) to blogs and uploading risque pictures can leave a permanent trail and written record. Posting information online is like sending a postcard -- anyone can see it, and it could get in the hand of the wrong person. A good takeaway: A recent study by the executive search firm ExecuNet found that 77% of recruiters run searches of candidates on the Web to screen applicants; 35% of these same recruiters say they've eliminated a candidate based on the information they uncovered.

3. Be Vigilant. Many employers search the Web prior to making interview invitations or employment offers (reinforces previous paragraph). Be careful how you share personal information. For example, never Twitter (a free social networking and micro-blogging service that allows it's users to send and read other user's updates by answering a single question, "What are you doing right now?") about a job offer until you've accepted, or Tweet about a resignation. Negative comments can spread like a nasty pandemic. A general rule of thumb: if your mom would be embarrassed, publish under a nickname if you must. Set up a Google News Alert to monitor information about you that is available on the web -- and request removal of negative comments or inaccurate information.

4. Be Transparent. Share information about your career, your interests, and what's important to you. Update your info regularly with care. The more your contacts know of your interests, the more they can be of help to you.

Summary: When looking for a job, especially in these tougher economic times, the trick is to cast as wide a net as possible. Start networking today!

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The Secrets of Successful Networking - Part 1

Looking for a job is a job in itself. We've all heard this. So those on a serious job quest polish their resumes and dutifully distribute them around town.

For many, the concept of networking conjures thoughts of calling up people they know and having lunch or coffee with them and talking about opportunities that may exist in that person's company. Aggressive networking carries this a step further.

First, make a list of people you know who have jobs in your line of work or related to your line of work. Then sit down and call each person on your list and suggest that you meet for a coffee or something equally brief. There are two reasons for this. One, you don't want to take up a lot of the other person's time and two, lunches and dinners get to be expensive if you have many of them to buy.

Take networking seriously. That is, don't spread the meetings with your list of contacts out over a month-long period. Start on a Monday morning and call everyone to book a get-together for later in the week or at the latest, early next week.

When you have the meeting, keep it light. Don't show up with your resume and ask, "Do you know of any jobs?" This is simply a reconnaissance mission. The person you're having coffee with is in the business and knows what's happening. Ask for this information. Try saying something as simple and straightforward as: "You're plugged into what's going on around town. Any suggestions on who I can talk to about what might be coming up in the future?"

By the end of the week, you may have a couple of dozen names of people in the industry. Sit down the next Monday morning and call them. Introduce yourself, explain where you got their names and ask if you can have 15 minutes of their time. Suggest meeting for a coffee near their office. Often, the person will say something like, "Why don't you drop in around 3 p.m. We can talk here in my office."

Schedule your week, filling in time slots to meet people. And again, get three names from each of these people. After a while, you may notice an overlapping of names as your contacts give you names of people you have already contacted.

Don't ask for a job. Just the same as meeting with your acquaintances, keep it light. Say that you're looking for a place in the industry and in the meantime, you're making an all-out effort to keep plugged into what's happening.

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Job Hunting in Times of Uncertainty: Five Overlooked Strategies to Help Make Your Job Search More Productive -- and Successful

In times when the economy falters, when financial markets fall, and when companies of all sizes in many industries announce plans to reduce their workforce, job seekers tend to get a bit concerned about the length and success of the job search they may face. It almost goes without saying that job-hunting in a boom economy is quite different (and much easier) than job hunting in a slumping economy.


Different, yes. Harder and often more time consuming, yes. Impossible, no. Job hunting is an art that simply takes more time and work to perfect in uncertain times than in good times. You will have to work harder and smarter at finding new opportunities, but they are out there, and if you take advantage of these five strategies you will be much better positioned to land a new job.

Utilizing the Power of Networking. What's the most important tool of job-hunting, especially in times of uncertainty? Not a resume nor interviewing skills…but networking. Why networking? Networking is the most effective tool of job-hunting because if you use your network properly, you will hear of multiple job opportunities, often before they are even listed (if they are ever listed).

Some job seekers shy away from networking because they equate networking with taking advantage of people, but if done correctly, networking can be a rewarding experience for all parties involved. Networking is not asking everyone you know for a job. Networking means developing a broad list of contacts -- family, friends, and people you've met through various social and business functions -- and using them to your advantage when you look for a job. People in your network may be able to give you job leads, offer you advice and information about a particular company or industry, and introduce you to others so that you can expand your network.

Now is the time to broaden your network -- even if you are not currently looking for a new job. You never know when you'll need your network, so make every effort to grow it.

Finding Hidden Job Opportunities. In good times job openings are plentiful, but in uncertain times the job openings disappear. Job-seekers are left scrambling for the few “open” jobs. But there are always other job possibilities lurking in the background, and it is up to the persistent job-seeker to find those hidden job opportunities and/or to create new opportunities.

Finding hidden opportunities. Job seekers must take full advantage of their network to uncover as many potential job openings as possible. Hunt down every lead. Consider using cold calling techniques to find other opportunities. Focus more of your time and energy here than trying to respond to every job posting at Monster.com or the other job boards.

Creating new opportunities. As companies downsize and consolidate job functions, many opportunities may arise for a job seeker with the right skills. Determine your most marketable skills, examine the ongoing needs of the employers where you want to work (including your current employer), and develop a proposal showcasing how the employer would benefit from hiring you.

Sharpening the Focus of Your Resume. Decide whether a traditional chronological resume format is better for you or whether you need a functional resume format, or some type of hybrid format.

Consider developing a "qualifications summary" or "key accomplishments" section for your resume. Think of this section as the executive summary of your resume. If the employer reads only this one part of your resume, will it be enough to entice the employer to read the rest of your resume?

Develop multiple resumes, perhaps even customizing each resume you send to the specific job and employer. Also consider multiple resume formats, from the standard formatted paper resume to a scannable text resume and Web-based resume.

Finally, remember that a resume is a living document. You are never "done" with your resume. You should update and edit your resume(s) regularly, adding new accomplishments and skills, sharpening the focus, removing outdated material.

Developing a Dynamic Cover Letter. A cover letter is an integral tool of your job search. Perhaps in the past you have been able to get good jobs with a mediocre cover letter, but in uncertain times, your cover letter becomes the main tool that can determine whether your resume is read and whether you are even considered as a candidate for a position.

How can you improve your cover letter? Let's review the two most important parts of the cover letter: the introductory paragraph and the ending paragraph.

The first paragraph of your cover letter must sell the employer on the benefits/skills/talent you will bring to the job - a mix that no other job seeker has and one that has a clear benefit to the employer. Do not waste this critical opening paragraph.

• Weak opening paragraph: I am writing today to apply for the account manager opening you have posted on your company Website.
• Better opening paragraph: I have increased the size and sales levels of my client base in every position I have held, which in turn has increased the revenues and profits of my employers. I want to bring this same success to the account position you have posted on your Website.

The final paragraph of your cover letter must be proactive. You must ask for the job interview (or a meeting) in this paragraph. You must express your confidence that you are a perfect fit for the job. You must also put the employer on notice that you plan to follow-up within a specified time.

• Weak closing paragraph: I hope you will review my resume, and if you agree with what I have stated here, consider me for the position. I look forward to hearing from you soon.
• Better closing paragraph: I am eager to help advance the success of your company, and I am convinced that we should arrange a time to meet. I will call your office in the next week to schedule an appointment.

Mastering the Art of Follow-Up. In good times, some job seekers may be able to get away with being impolite in not sending thank you letters and being lazy by not following up all leads, but in a tight or uncertain job market, job-seekers must follow-up every job lead, every job application, and every job interview.

Some job seekers may see follow-up as too aggressive, but the cliché about the squeaky wheel getting the grease applies to job seeking. As long as you don't contact the employer too often or act abusive, following up with emails or phone calls is a way to stay at the forefront of the minds of the employers, as well as a way for you to stay on top of the status of the search. Each time you follow-up, your strategy should be to reinforce the perception that you are the ideal candidate for the job; the job seeker with the unique set of skills and experiences required for the job.

Follow-up each cover letter and resume you send with a phone call or email requesting an interview. Follow-up each interview you have with a thank you note or letter to each person who interviewed you. And follow-up your thank you note with a phone call or email to again express your interest and fit with the job and check on the status of the search.

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Where the jobs are

This is a follow up to my previous post, "How to Survive a Layoff". In that post I discussed how to approach your job search after being laid off. Feel free to engage any of those techniques as you explore "Where the Jobs Are".

Here are some questions and answers about who is hiring.

Q: What fields are hiring?
A: Even Friday's (Dec 7th) dismal November jobs report had tiny positive glimmers in the form of fields that are doing a little bit of hiring — mostly in the low thousands, and nowhere near enough to offset the hundreds of thousands of job losses elsewhere. Look to your "Monopoly" board for a couple of the industries that are hiring: railroads and utilities. Others are just as old school, like the logging and mining sector, and food, drink and tobacco manufacturing. The oil business is still adding a few jobs, as is pipeline transportation. General merchandise stores also did some pre-holiday hiring.

Q:Which jobs are considered "recession proof"...jobs that are still expanding in a volatile economy?
A: Accounting. The more companies reorganize, the more accountants they need.
Nursing: One field where there is still a shortage, and openings at most hospitals.
Computer I-T: With companies keeping computers longer, they need people to fix them and update software.
Commission Sales Reps: In a recession, companies are desperate for good salespeople.
Security: You can't have enough security guards these days.
Building maintenance, as companies hold off on new offices.
The US Census Bureau...which is now hiring thousands of workers to prepare for Census 2010.

Q: What industries generally don't shrink when times are bad?
A: Health care and education tend to stay flat during bad times. That's it. This recession has sparked a surge in federal spending — so much so that the government hopes to add about 100,000 jobs this year.

Q: Are there specific jobs, even at companies laying people off, that will continue to be filled?
A: Yes. In the financial services sector, some hiring continues as companies lay off workers who make $350,000 and replace them with workers who make $75,000. Goldman Sachs Group Inc., which cut 10 percent of its staff in the last few months, has been running select help wanted ads for junior positions.

Q: Are some states better off than others?
A: Yes. Even in industries that are shrinking nationally, the reality is rosier in some places than in others. Connecticut, for instance, has seen its financial services workforce shrink only slightly, despite widespread layoffs in New York, thanks to its more stable insurance base. The state's construction industry is also holding up better than construction is nationally. Similarly, Wyoming's energy industry continues to hire.

Job placement firms may be the number one place to turn to right now. Many companies are holding off hiring full-time employees until they see a bottoming of the economic crisis. Accepting a "temp to hire" positon could lead to a full-time position. If companies keep telling you they are under a hiring freeze right now, ask about a "temp to hire" position, where they take you on as a temp with no commitments. Then if the economy starts to look better in 2009, you'll have an edge over outside applicants.

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