The Perfect Job Seeker

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Step 1: Determine your Major 0(1%-4#2%'(*/%)4#!)+&9*-$#()+#3%.6()/,9#;0(1%-#2!3< >6$#$(,'(?'/(@.+&(&'(:"2$A LIC !0B*5CDEF!;$)'#$(?'/(3$:$%&(.(8.<'#F( E4+-!&*6#'5,!4+(*!-4*!4#64*,-!3'53*5-&+-#'5!'8! !N]!C)*5-#80!"4#34!3'7%+5#*,!+&*!4#&#56!8'&!-4+-!7+2'&`! %*'%$*!#5!0';&!/+3>6&';5)!'&!7+2'&[!A'&!#5. ,-+53*1!#8!0';!"+5-!-'!$#(*!#5!?7+4+1!S*/&+,>+! !a]!b5'"!"4+-!-4*!%$+3*7*5-!&+-*!#,!8'&!-4+-!7+2'&`! +5)!0';!"+5-!-'!/*!+5!'3*+5!*56#5**&!-4+-!7+0! !"#$%&$'$("")$*#+$,&-"./0&-$123&$456./'$70". !^]!b5'"!-4*!+(*&+6*!,+$+&0!8'&!-4+-!7+2'&`! 5'7#3,!"""9347;&+*3'593'7]!+5)!-4*!O&*. +-#(*!O$+,,!F&';%!"""9 !K]!b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cJ!%*&3*5-!'8!+$$!5*"!2'/!3&*+-#'5!#,!/*#56!)'5*!/0!,7+$$!/;,#5*,,*,! >.!)&/$?@@$&681"=&&-A+$B5&-&$*/6-$)"$!"#$5'<&$%/'!)$!'6&-C$%.#$#5&=$)"$5'<&$(/":#5$8"#&!#2'1+$ D)&!#29=2!($#5&-&$-6'11$0"68'!2&-$0'!$%&$)29*0.1#C$%.#$4'/&&/$E&/<20&-$5'-$8./05'-&)$#5&$4'/&&/. D4#8-!)+-+/+,*!4--%<dd"""93+&**&9(-9*);dO+&**&D4#8-dC5)*=94-7$]!-'!4*$%!0';!#)*5-#80!,'7*!'8!-4*,*! &6&/(2!($*/6-+$D#$2-$268"/#'!#$#"$.-&$4'/&&/$E529#$%&0'.-&$#5&$-6'11$*/6-$:211$!"#$0"6&$#"$0'68.-$ -'!&*3&;#-9!:4*0!)'!5'-!4+(*!-4*!-#7*!'&!&*,';&3*,!-'!)*)#3+-*!+!)+0!-'!&*3&;#-!'5!3+7%;,!-'!4#&*!N! '&!a!,-;)*5-,!"4'!7+0!5'-!/*!+(+#$+/$*!8'&!+5'-4*&!M!7'5-4,9!!C5!8+3-1!+/';-!eLL!3'7%+5#*,!4#&*)! +-!$*+,-!N!f+7%$#5!,-;)*5-,!8&'7!aLLJ.aLLg!+5)!+/';-!MLL!'8!-4',*!3'7%+5#*,!4#&*)!'5$0!N!,-;. )*5-9! !"#$%&#'())%*#+,*,-./),#$%&-#0(1%-#2!34#*5,)#$%&#'())%*#'-,(*,#(#'(-,,-#-%(+.(67#8%&#.&9*#5(:,#(# !"#$%&'$%(&)(*)+(',)'&!)-"%&+)'-,")$()'&#."*)$/"#")$/*"")01"#$%(&#)%#)')21#$)'&!)%#)3(1*)4*#$)#$"56

Selecting a Major Directs Your Career Map. Use this GPS to Locate Your Destination. Note: Data compiled from annual post‐graduate report. Approximately 70% of graduates complete the survey. For more complete details visit career.vt.edu College ACIS BIT ECON² FIN HTM MGT MKTG Most Common GEOGRAPHIC Locations NOVA/DC NOVA/DC NOVA/DC NOVA/DC NOVA/DC NOVA/DC NOVA/DC NOVA/DC (Last 5 Years) Richmond Richmond Richmond New York Richmond Tidewater/MD Richmond Richmond Charlotte/Tide/MD/NRV Maryland Charlotte/NRV Richmond Charlotte 26 States Tidewater NRV/Tide/NY/ATL/MD Most Common POSITION Titles Consultant Staff Accountant Analyst Analyst Analyst Manager Human Resources Sales Associate (Last 5 Years) Analyst Auditor Technology Associate Management Trainee Consultant Sales Project Mgr/Mgt Trainee Account Manager Sales/Manager Consultant Consultant Financial Rep Asst/Trainee Consultant Marketing Rep Median SALARY 2009⁵ $46,000 $50,850 $57,500 $57,500 $50,000 $35,000 $42,000 $40,000 # Survey Respondents 723 115 66 12 165 75 128 162 # Graduates 2009 1027 157 87 21 237 111 185 237 % Employed 63 46 80 50 64 69 70 59 % Grad School 10 38 2 25 2 1 8 4 % Still Looking/Part‐Time¹ 27 16 18 25 34 30 22 37 Most Common Company Destinations³ Pricewaterhouse Coopers KPMG Accenture Northrop Grumann Wells Fargo Marriott Lockheed Martin Ferguson (Last 5 Years)⁴ KPMG Deloitte Freddie Mac CSC Pricewaterhouse Coopers Hyatt IBM Cvent Marriott Pricewaterhouse Coopers KPMG Ferguson Navigant Consulting Hilton Hotels Target NVR Deloitte Ernst&Young Deloitte BB&T Virginia Tech Wells Fargo Wells Fargo Accenture Cotton & Co./Baker Tilly Pricewaterhouse Coopers Freddie Mac B.F. Saul Ferguson / US Navy Marriott/Target/Enterprise ¹ At the time student completed the survey, which is distributed at graduation until six months after graduation ²Have graduates in the College of Business and College of Science. ³ The Federal Government and the Commonwealth of Virginia are top employers ‐ if each division is combined. ⁴ 795 firms have hired at least one graduate in the past 5 years ‐ 608 hired just 1, 187 hired 2+, 63 hired 5+ and 41 hired 10+ ⁵ Does not include commission, bonus or merit pay ‐ just base salary. For More Information, Contact: Stuart Mease Director of Undergraduate Career Services Virginia Tech Pamplin College of Business Mobile: 540‐641‐4444 Email: smease@vt.edu Twitter: @stuartmease LinkedIn: linkedin.com/in/stuartmease Blog: www.stuartmease.com

Develop your Step 2: Brand Materials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b**%#56!#-!-'!'5*.%+6*!#,!4*$%8;$! -'!&*3&;#-*&,!/*3+;,*!#-!8'&3*,!0';!-'!3'5)*5,*!0';&!#58'!+5)!4#64$#64-!-4*!7',-!#7%'&-+5-!%+&-,9! B5&/&$'/&$6'!=$-'681&-C$;.-#$*!)$"!&$=".$'/&$0"69"/#'%1&$:2#5$'!)$6")&1$2#+ %"# :4#&)1!"&#-#56!3'(*&!$*--*&,!-'!3'7%$*7*5-!0';&!&*,;7*!#,!+!,-+5)+&)!7+&>*-#56!-''$9! :4*!/*,-!+)(#3*!#,!7+>*!0';&!3'(*&!$*--*&!,-+5)!';-9!:+>*!+!&#,>!+5)!,4'"!-4*!&*+)*&!0';!+&*!5'-! $#>*!+50!'-4*&!3+5)#)+-*9!G'!5'-!"&#-*!-4*!,+7*!/'&#56!#58'&7+-#'5!*(*&0'5*!*$,*!"&#-*,9!h;'-*!+! 8+7';,!%*&,'51!4#64$#64-!%*'%$*!0';!>5'"1!"&#-*!+!%'*79!E4+-*(*&!#-!#,1!/*!;5#Y;*9 &"# A';&-41!3&*+-*!+!%*&,'5+$!/;,#5*,,!3+&)9!:4#,!#,!+!5*3*,,#-0!#5!-4*!/;,#5*,,!"'&$)9!C-!"#$! )*7'5,-&+-*!0';&!>5'"$*)6*!'8!-4*!;5"&#--*5!+5)!;5,%'>*5!+,%*3-,!'8!/;,#5*,,9!V0!)#,-&#/;-#56! 0';&!3+&)!0';!7+0!&*3*#(*!'5*!8&'7!-4*!&*3&;#-*&1!/;-!0';!7+0!4+(*!-'!+,>!8'&!#-9!i#,-+!f&#5-!#,!+! */6$=".$0'!$8/2!#$%.-2!&--$0'/)-$9"/$9/&&+$G1-"C$29$=".$'/&$.-2!($H.#1""3C$=".$0'!$0/&'#&$'$0'/)$ +,!+5!+--+347*5-1!'&!8'&!*7+#$!+))!+!,#65+-;&*9 '"# A#5+$$01!3&*+-*!+!%'&-8'$#'$>%"#5$"!12!&$'!)$"9I2!&A$52(512(5#2!($'11$"9$="./$268"/#'!#$ +33'7%$#,47*5-,9!C-*7,!-'!#53$;)*!+&*!5'-!$#7#-*)!-'<!+3+)*7#3!-&+5,3&#%-,1!$*--*&,!'8!&*3'77*5. )+-#'5,1!&*,;7*1!$#,-#56!'8!&*$*(+5-!%*&,'5+$!3'5-+3-,1!%&'2*3-,d"4#-*!%+%*&,1!*-39!C-!"';$)!+$,'!/*! "#,*!-'!>**%!+!%+%*&!(*&,#'5!#5!+!8'$)*&!+5)!*$*3-&'5#3!(*&,#'5!'5!0';&5+7*93'7!8'&!*+,0! &*8*&*53*!+5)!)#,-&#/;-#'59

Step 3: Perfect Job Seeker Once you have declared a major, clearly articulated your location, industry and company preference and created your branding materials, the next step is to de- !"#$%&%'"()*!"+)'%,&*))*%!-*&-)#.%,&//)'%-0)%1)*2),-%345% Seeker. 6%1)*2),-%345%7))8)*%9:::;<)*2),-=45!))8)*;,4>?% invests time in four areas to maximize opportunities and -4%!<*)&'%,&*))*%*"!8;%7<),"+,&//.@%-0)%!-)<!%"$,/A')% Relationships, Humility, Study and Faith. R*$+-#'5,4#%,!+&*!>#569!Q,-+/$#,4#56!+5)!5;&-;&#56!&*$+-#'5,4#%,!+&*!*,,*5-#+$!-'!-4*!2'/!,*+&34!%&'. 3*,,!+,!;%"+&),!-'!eLj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k!-4*!-#7*!0';!3+5!)*('-*!-'! '$0'/&&/+$D#$2-$%'9I2!($5":$8&"81&$2!<&-#$'11$"9$#5&2/$:"/3'%1&$5"./-$2!#"$"!&$/&<&!.&$-#/&'6$9"/$129&$ %+&*5-,!+-!2'/,!8'&!^L_!0*+&,]!+5)!-4*5!,'7*!;58'&*,**51!;53'5-&'$$+/$*!*(*5-!'33;&,!+5)!-4*!,'$*! #53'7*!,-&*+7!3*+,*,9!:4#,!2'/!,**>*&!4+,!5'-!/**5!+3-#(*$0!5*-"'&>#561!-4*!2'/!$',,!4;7/$*,!-4*71! -4*&*!#,!5'!-4';64-!6#(*5!-'!3'5-#5;#56!*);3+-#'51!'&!+$-*&5+-#(*!&*(*5;*!,-&*+7,!-4&';64!/;,#5*,,! 3&*+-#'59!G#(*&,#80!0';&!"'&>+/$*!4';&,!S?E!-'!7#5#7#l*!-4*!&#,>!'8!+5!*7%$'0*&!$+0#56!0';!'88!"#-4. ';-!+50!/+3>;%!%$+5!$#>*!,'!7+50!%*'%$*!4+(*!*=%*&#*53*)!%*&4+%,!,'7*'5*!0';!>5'"]!);&#56!-4*! F&*+-!R*3*,,#'59!f$+5!+4*+)9!V*!%&'+3-#(*9!O&*+-*!+!$'56.-*&7!+%%&'+34!-'!0';&!3+&**&!/0!/*3'7#56! +!f*&8*3-!m'/!D**>*&9!

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Networking Strategies for today’s “on the go” professional Networking Strategies for today’s “on the go” professional The Networking Golden Rule Getting Started Do unto others, as you would have them do unto you. The theme of this guide is networking morally and Set Networking Goals ethically for the betterment of society. As a result, you Networking is the best way to get any job done. However, if you don’t have a clear vision of what your goal is, then the goal can indirectly help yourself by connecting with other will never be achieved. Therefore, one must set specific, measurable, attainable, realistic and timely networking goals. As people to create mutually beneficial relationships. you read each of these sub-headings, a goal is stated at the end of the section to encourage action. Get your task achieved Networking is not for selfish gain, but for helping and and completed by setting a goal. assisting others. Also, networking is not genetic and is not limited to extroverted “Type A” personalities. Anyone can learn Benefits of Being Connected Pick a Tool to make the most of their human interactions if they genuinely care about other people. This guide will help • Better health, increased wealth, deeper wisdom Many people become successful networkers using note you employ a proven systematic technique to start that • Get a date, find a mate, get a job cards and legal pads. However, software programs can transformation. • Lowered transaction costs through trust help you be more efficient. The key is to find a system that • Access to unique information works for you. Try using one of these tools: The most successful networking organizations are • Access to more opportunities • Enjoyment of human interaction • Franklin Planner • Goldmine the ones that focus on giving and service. Many • Roledex • Outlook organizations have created mottos to act as a vision for GOAL: Write down 2 benefits that you hope to gain • Act! • Palm Address Book their efforts. through networking and visualize the results. GOAL: Pick one tool, learn to use it and stick with it. Organization Motto Business Networks “Giver’s Gain” International (BNI) Discover Discipline Create a Contact List Rotary International “Service above Self” Some people are natural at networking and human The most important thing you can do in networking is to interaction, but anyone can learn these skills through record every person you know and obtain the contact NOKIA “Connecting People” attention, hard work and discipline. information for that person. GOAL: Practice the Golden Rule -- Do unto others, as Ideas to Help Discipline: Sources for Contacts Include: you would have them do unto you • Get an accountability partner. • Family members (immediate and extended) • Take a time management class. • Family friends & neighbors • Automate your tasks with a computer. • Your friends (and your friends’ family) Networking Statistics • Join a networking group. • Coworkers and business contacts • Remember that practice makes permanent. • Members of groups to which you belong • Each person has an average of 200 contacts. • People you meet at networking events Therefore, you could have as many as 40,000 GOAL: Find an accountability partner today to incourage a contacts within one degree of separation (Your 200 commitment to networking. GOAL: Record the names and contact information of at contacts times your contacts’ 200 contacts). least 200 people in your chosen tool. • With each additional contact, you increase your network by as many as 200 people. • By meeting one new person each day, you will add Expanding Your Network 365 people to your network after 1 year and 73,000 indirect contacts. • After 20 years of similar activity, you will have 7,500 Join Groups Groups Strategies contacts and 1.5 million indirect contacts. Just being a member of a group does not mean you will Groups are the hub of social connection. Involvement in Strategy Guide • To put that figure into perspective, one would know expand your network. You must be involved. Obviously, group organizations is key to expanding your network. every employee at the Timex Corporation and unless you have unlimited time, you can not participate in would be indirectly connected with the entire state • Arts Societies • Alumni Associations every group to the fullest extent. Therefore, you have to populations of North and South Dakota. • Hobby Clubs • Local Government Boards be selectively involved. Below are some ideas to make the • Political Parties • Professional Organization most of your group involvement. • Recreational Clubs • Philanthropic Organizations • Social Clubs • Religious Organizations • Focus on groups in which you are interested Systematic Approach • Trade Groups • Attend as many events as possible Getting Started • Be a greeter or serve on the membership committee GOAL: Find and visit 5 groups this month and join 3. • Become an officer in the group • Set Networking Goals • Benefits of Being Connected • Be a speaker at group events • Pick a Tool • Start a new chapter of an established group • Discover Discipline GOAL: Take leadership roles in 2 of 3 groups. Quick Reference • Create a Contact List Expanding your Network Information Interviews • Join Groups The purpose of the information interview is to expand your • Conduct Information Interviews network by identifying people you want to have in your • Group Strategies network. The information interview is designed to obtain Event Strategies • Event Strategies information about a person, his/her company and industry. Develop a strategy when attending network events. • Personal Public Relations Investing in Relationships 1. Write a handwritten note to the person. • Will you focus your efforts on meeting new people or • Reciprocity 2. Tell who you are and why you are writing nurturing existing relationships? • 6 Ways to Make People Like You 3. Request a 10-minute timeframe to ask about their • Will you try and connect people who are in • Communication Methods interests, industry, or company. attendance? • Maslow’s Hierarchy of Needs 4. Ask for a convenient day & time for the interview • Will you try and talk to a few in great detail or many in • Networking Schedule 5. Say when you will follow up -- and do it. a short period of time? • Keep in Touch 6. Prepare for interview by researching the person, firm, • Never eat or drink at these events because you will tie and industry. up your hands, which are needed to shake hands or 7. Be prepared to conduct interview – at any time. record information. 8. Keep notes during the interview and do not go over • Act like you are the host. Have plenty of your own Remember Names 10 minutes. business cards available to give to others. Keep an index card in your pocket and 9. Ask for referrals at the end of conversation. daily record the names of every one you 10. Write a handwritten thank you note. GOAL: Determine your strategy prior to the event, and interact with face to face. always remember names and collect business GOAL: Conduct one information interview each month. cards of all new acquaintances.

Personal Public Relations Sample Networking Schedule Being a prominent figure in any field is a sure way to Date1 Email 2 Notecards3 Phone4 Face2Face5 TOTAL6 Who You Index Networking Total attract others into contacting you. Two ways to increase Contacted7 Cards Events11 Contacts12 your visibility and prominence are to speak and write on topics of interest within your field. 6.04.02 25 5 2 3 35 Athletics8, B-D 284 8 468 Networking Strategies for today’s “on the go” professional in Contacts9 Public Speaking • At your group meetings, introduce your guests 6.11.02 20 2 4 4 30 E-F Contacts 329 7 471 • Join Toastmasters 6.18.02 0 0 0 0 0 Out-of-town 195 4 478 • Write a short speech • Practice, practice, practice 6.25.02 25 3 3 3 35 Academics, G-I 311 9 479 • Find a venue Contacts • Do it! TOTAL 70 10 10 10 100 1119 28 +11 Publishing • Compile a list of publications that would be (Footnotes) interested in your topics (Bacon’s Media Directory). 1 Date - a period of time one day during the week that you set aside for planned networking activities • Phone publications to find out topics of interest. 2 Email - number of emails that you send to contacts during your planned networking activity • Write a one page “query letter” to pitch an idea and 3 Notecards - number of notecards that you send to contacts during your planned networking activity send it to each editor. 4 Phone - number of phone calls that you make to contacts during your planned networking activity • If you get a positive response, write the full article or 5 Face2Face - number of planned network meetings that you have during the prior week or schedule for the coming week work with a freelance writer to complete the article. 6 TOTAL - sum of the 4 different communication methods during the planned networking session • Get more mileage from an article by rewriting it with 7 Who You Contacted - is your bookmark between planned networking sessions a different focus and different examples & quotes for 8 Athletics - is one category in your database of people you contacted during the planned networking session other publications. 9 B-D in Contacts - indicates the last names of people you contacted in your database during planned networking session • Write letters to the editor to get ideas published. 10 Index Card - use an index card to record the name of everyone you interact with face-to-face on a daily basis 11 Networking Events - any event people attend (i.e. meals, committee meetings, social gatherings, sporting events, etc.) GOAL: Write one article or one speech and find a 12 Total Contacts - is the number of contacts in your database that one can chart the increase over time venue. Investing In Relationships Communication Methods Networking Schedule There are four primary communication methods: email, The networking schedule organizes your networking efforts telephone, handwritten notes or letters, and face-to-face during a frequency of time, identifies and measures your Reciprocity interaction. The following diagram shows that email is preferred communication method for network updates, The key to building “Social Capital” through networking the easiest, most time efficient and least expensive form records your total number of planned network updates, is not only to enlarge your network, but also to build of communication. In addition, email is also impersonal records whom and what groups of a network you goodwill by investing your time, energy and resources and the most ineffective. On the other hand, face-to-face contacted, and it quantifies planned networking activity. into the social network that you develop. Social interaction is the most effective and personal, however, networks work best on the principle of General it is also the most difficult and timely communication It is ideal to use a routine day and time to conduct weekly Reciprocity. Most humans are psychologically to conduct. Over time, a networker may identify a networking activities. Sunday afternoon and evenings compelled to repay any kindness that they are shown, preferred communication method with each of his/her typically work well. Ideally, it is best to leave one week so long as there are no strings attached. contacts and record this preference for future use. open per month for travel, sickness, reward, etc. Therefore, an effective networker must monitor the type of • Specific Reciprocity – “You scratch my back, I’ll communication when making contact. Also, this planned networking session is just an addition scratch yours.” – doesn’t work as well as you might to normal, daily activity, and should be used to think. HI Face2Face maintain contact with those individuals that you do not Notecard communicate with on a regular basis. Efficiency • General Reciprocity – “Cast your bread upon the waters…” – is the magic behind networking. Phone Email Face-to-face meetings can not occur during the weekly GOAL: Go commit a random act of kindness. networking session, but can be planned during this time LO HI and occur during the succeeding week. Effectiveness GOAL: Make 100 contact updates each month (above GOAL: Have an equal distribution of communication 6 Ways to Make People Like You normal, daily activity) Strategy Guide methods on a monthly basis with your network and In his classic book, How to Win Friends and Influence identify preferred communication types of each People, Dale Carnegie identified these 6 methods for individual. Maslow’s Hierarchy of Needs winning friends. The key is sincerity. This theory states that all individuals must fill certain basic 1. Be interested in other people. Keep In Touch needs. Understand the needs of those in your network 2. Smile. and invest in those relationships by seeking to fill their 3. Remember names. Keeping in touch is the most difficult and challenging step basic human needs. 4. Be a good listener. in the networking process. As you meet new people, the 5. Talk in terms of other’s interests. best time to establish a long-term relationship is to follow- GOAL: Use networking to fill the love and esteem needs 6. Make the other person feel important. up immediately after the introduction. Keeping in touch of all contacts and assist them in achieving their requires you to be unique and creative in nurturing the lifetime goals. GOAL: Apply these 6 principles to one new person you relationship. The best way to keep in touch is to follow-up Quick Reference meet each month. through a handwritten note on personalized stationary. Make certain your keep-in-touch technique is genuine and appreciated by the recipient. Self- reach your Techniques to Keeping in Touch Actualization ultimate potential • Handwritten thank you notes • Congratulatory note on a promotion/job Esteem recognition Other Reading • Birthday cards and attention • Call when their alma mater wins a big game Harvey McKay. Dig Your Well Before You are Thirsty Love belonging • Send relevant press clippings and acceptance (practical) • Plan travel schedules Wayne Baker. Achieving Success Through Social Capital • Play matchmaker by connecting people Safety secure home and Networking Smart. (good mix between practical • Invite new contacts to attend your groups and environment and academic) Dale Carnegie. How to Win Friends and Influence GOAL: Follow-up with new contacts within one week of Physiological air, water, People. (timeless) introduction. food and sleep Contributors, Stuart Meese This Quick Reference Strategy Guide is a basic outline of networking strategies. Due to its condensed nature, we recommend you use it as a guide but not as an in depth reference. Strategy David Moore Guides and its sponsors disclaim all liability for any damage, howsoever caused, which may result from the application or misapplication of this material. ISBN: x-xxxxxxx-x-x © Strategy Guides, 2002. Version 1.1 12.01.02 For more information: $5.95 www.strategyguides.com or 800-xxx-xxx

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Step 10: Following Up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l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options available at all times. Do not stop prospecting. Do not put all of your eggs in one basket. Tip to Get a Response or to Schedule a Meeting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Step 12: Accepting, Rejecting, Negotiating @';&!%'#5-!'8!3'5-+3-!"#-4!-4*!3'7%+50!0';!#5-*&(#*"*)! :2#5$6'=$!"#$%&$#5&$*!'1$)&02-2"!$6'3&/+$B=820'11=C$2#$2-$#5&$52/2!($6'!'(&/+$O!0"!#/"11'%1&$6'/3&#$02/. 3;7,-+53*,!3+5!)*&+#$!4#&#56!%$+5,!#5!+5!#5,-+5-9!:4*&*!#,!5'-4#56!0';!3+5!)'!+/';-!#-9!:4#56,!34+56*! "#-4#5!-4*!*3'5'7#3!7+&>*-!'8!0';&!%'-*5-#+$!8;-;&*!*7%$'0*&9!D'!0';!7;,-!/*!%+-#*5-9! R*+$#l*!-4+-!0';!+&*!5'-!-4*!'5$0!'5*!/*#56!#5-*&(#*"*)!8'&!-4*!%',#-#'59!!C-!-+>*,!+!$'-!'8!-#7*!+5)! 3''&)#5+-#'5!-'!6*-!3+$*5)+&,1!-&+(*$!%$+5,!+5)!34+56#56!,34*);$*,!-'!3'7*!-'6*-4*&!%*&8*3-$09!H',-! /&0/.2#&/-$'/&$!"#$:"/32!($"!$*112!($"!1=$"!&$/"1&C$%.#$6'!=$/"1&-$-26.1#'!&".-1=$-"$#5&$8/"0&--$0'!$ /*!(*&0!-*)#';,9!P6+#51!4#&#56!7+5+6*&,!+5)!&*3&;#-*&,!4+(*!7+50!)#88*&*5-!-+,>,!-4+-!7+0!/*!7'&*! 268"/#'!#$#5'!$*112!($'!$"8&!$8"-2#2"!$"/$*112!($'$!&:1=$0/&'#&)$8"-2#2"!+$O-2!($#5&$#&05!2a.&-$2!$E#&8$ g!'5!8'$$'"!;%!#,!*,,*5-#+$9!:4*&*!"#$$!7',-!$#>*$0!/*!;5*=%*3-*)!+5)!+">"+&)!-"#,-,!+5)!-;&5,!8&'7! -4#,!%'#5-!8'&"+&)1!2;,-!>5'"!-4+-!#,!%+&-!'8!-4*!%&'3*,,9!S'-!*(*&0!&*3&;#-#56!)*%+&-7*5-!#,!+,!'&6+. 5#l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c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l+-#'5,!"4'!4#&*!7+501!7+50!3'$$*6*!6&+);+-*,!"#$$!5'-!/;)6*9!C-!#,!"4+-! #-!#,9!@';!)'!5'-!"+5-!-'!%;,4!-4*7!-''!7;34!'&!-4*0!"#$$!%;,4!0';!+"+09!:4#,!-+3-#3!"'&>,!/*--*&!"#-4! -6'11&/$*/6-C$-"$=".$6.-#$%&$8'#2&!#++$$ ?53*!0';!+33*%-!-4*!'88*&1!-4*!%&'%*&!*-4#3+$!2'/!,*+&34!*-#Y;*--*!#,!-'!3*+,*!+$$!'-4*&!#5-*&(#*"#56! /0!5'-#80#56!+50!'-4*&!3'7%+5#*,!0';!+&*!+3-#(*$0!%;&,;#569!:4',*!,-;)*5-,!5'-!3'7%$#+5-!"#-4!-4#,! *-#Y;*--*!)+7+6*!-4*#&!'"5!&*%;-+-#'51!-4*#&!,34''$1!70!&*%;-+-#'51!+5)!3+5!+)(*&,*$0!+88*3-!8;-;&*! ,-;)*5-Z,!34+53*,!+-!"'&>#56!8'&!-4+-!3'7%+509

Step 13: Gain Experience through internships, Externships and Volunteering f+#)!#5-*&5,4#%,!+&*!-4*!)*,#&*)!';-3'7*1!/;-! ! E4+-!#,!-4*!5*=-!,-*%[!C8!0';!+&*!,*5#'&!%;-!-4#,! '5$0!JLj!'8!+$$!#5-*&5,4#%,!+&*!%+#)9!@';!7;,-! #58'&7+-#'5!#5-'!+3-#'59!D>#%!-4#,!,*3-#'5!+5)!6'! +,>!0';&,*$81!"4+-!,>#$$,!C!3+5!)'!-4+-!+!3'7%+. -'!-4*!34*3>$#,-9!C8!0';!+&*!+5!;5)*&3$+,,7*51! 50!3+5!7+>*!7'5*0!'88!'8!7*1!/0!%+0#56!7*!+5! /&')$#52-$*!'1$-#&8$%&9"/&$6"<2!($#"$#5&$05&03. 4';&$0!&+-*9!:4#,!#,!"40!'5$0!N!#5!a!#5-*&5,4#%,! $#,-9! +&*!%+#)9 !!! :4*!7*-4'),!+5)!-*345#Y;*,!-'!6*-!8;$$!-#7*! :4*&*8'&*1!('$;5-**&#56!'&!;5%+#)!#5-*&5,4#%,! 2'/,!+&*!-4*!,+7*!8'&!#5-*&5,4#%,9!Q=%*&#*53*!#,! "#$$!/*!)'5*!/0!-4*!'-4*&!4+$89!C-!#,!#7%'&-+5-!-'! -4*!5;7/*&!'5*!8+3-'&!*7%$'0*&,!$''>!8'&!"4*5! 4+(*!,'7*!*=%*&#*53*!'5!0';&!&*,;7*!/*8'&*! ,**>#56!';-!3'$$*6*!,-;)*5-,!k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a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j!'8!#5-*&5,!"#$$!&*3*#(*!,;34!+,!'88*&9!H+50!,-;)*5-,!+33*%-!8;$$.-#7*!2'/,!"#-4!3'7%+5#*,!/*8'&*! -4*0!,-+&-!-4*#&!,*5#'&!0*+&9! A#5+$$01!&*7*7/*&!-4+-!-4*&*!#,!5'!,;34!-4#56!+,!+!/+)!#5-*&5,4#%9!Q+34!*=%*&#*53*!#,!,4'&-!-*&7!+5)! 0';!3+5!)*-*&7#5*!+!3+&**&!%+-4!0';!)'!5'-!"+5-!'&!(+$#)+-*!+!)*,#&*!-4+-!0';!)'!4+(*9!P6+#51!-4*! 7+#5!6'+$!#,!6*--#56!*=%*&#*53*!#5!%&*%+&+-#'5!8'&!6&+);+-#'5!+5)!-4*!8;$$.-#7*!2'/!,*+&34!%&'3*,,9

Step 14: Checklist Moving Forward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