1. CAREER RESOURCE MANUAL
A RESOURCE OF COUNSEL, ACCOUNTABILITY, AND ENCOURAGEMENT FOR
PEOPLE IN CAREER TRANSITION
www.nextstepctg.com
WRITTEN BY: ERIC GARVANNE, JR.

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PREFACE
Having been through several career transitions and business start-ups personally, I understand
that periods of unemployment can be extremely challenging. But through faith in God and
perseverance, I’ve witnessed personal growth as a result of each transition. So, I wrote this manual
and created a website in hopes of helping others who are facing similar challenges in their lives.
I encourage you to remember that regardless of where you find yourself now, it’s only temporary
as long as you continue to press forward. For God has a plan for your future (Jeremiah 29:11-14).
If you would like to find out more about the group, please contact us at one of the links below.
Stay encouraged,
Eric Garvanne, Jr.
Website: www.nextstepctg.com
Twitter: @nextstepctg
All Scripture passages (unless otherwise noted) are taken from the New International
Version (NIV) Bible.
Please feel free to share this manual with anyone who may benefit from the resources inside.
Revised March 12, 2013

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TABLE OF CONTENTS
PREFACE------------------------------------------------------------------------------------2
INTRODUCTION ------------------------------------------------------------------------4
The Manual’s Purpose ............................................................................................. 4
The Cards You’ve Been Dealt................................................................................ 4
Get Your Mind Right............................................................................................... 5
SPIRITUAL TRANSITION -------------------------------------------------------------7
Put God First ............................................................................................................ 7
Time for Meditation................................................................................................. 7
Scriptures & Quotes of Encouragement............................................................... 8
Daily Affirmations..................................................................................................13
PERSONAL TRANSITION----------------------------------------------------------- 15
The CEO of You, Inc............................................................................................15
Take A Self-Inventory ...........................................................................................15
Manage Your Time.................................................................................................16
Accountability Goals..............................................................................................17
Revolutionize Your Competitive Edge...............................................................20
PROFESSIONAL TRANSITION---------------------------------------------------- 22
Know What You Want..........................................................................................22
Networking..............................................................................................................22
90-Second Introduction.........................................................................................24
Resumes...................................................................................................................25
Personal Marketing Plan........................................................................................29
Interviewing.............................................................................................................30
Negotiating..............................................................................................................35
Online Resources....................................................................................................36

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INTRODUCTION
The Manual’s Purpose
The purpose of the Next Step Career Resource Manual is to help people in career transition take The
Next Step forward each day. Regardless of how you arrived at your current location, the past is
what happened, the present is where you are, and the future awaits you.
As God spoke to the prophet Jeremiah (29:11): “For I know the plans I have for you…plans to prosper
you and not to harm you, plans to give you hope and a future”. So make the best of a challenging situation
by focusing each day on moving towards whatever God has next in store for you.
The Next Step Career Resource Manual is divided into three main sections: 1) Spiritual Transition;
2) Personal Transition; and 3) Professional Transition.
The Spiritual Transition section is focused on helping you seek God’s direction, clarity, and
encouragement. The Personal Transition section offers several tools to help you look inward, as
you push yourself forward each day. Finally, the Professional Transition section provides
numerous resources to assist you in searching for the next career opportunity.
The Cards You’ve Been Dealt
Let’s put all of the cards on the table. You lost your job. You’ve been laid off. Your position was
cut. You were forced to close your small business because it could no longer sustain itself. You
finally got to the point where you were so drained at your former company that you decided to
search for a more fulfilling career.
And here you are – unemployed (or underemployed) – in the transition period between where
you were and where you’re going. The first days of this journey can be a mind-numbing
experience. And you may be asking yourself two questions: “Why did this happen to me?” and
“What’s next?”
First, let me assure you that you’re not alone. There are countless people in this country who are
in similar situations. And many of them are facing even more dire circumstances than you are
right now. So make sure you maintain the right perspective.
Second, if you’ve made your former job title (or employer) the source of your self-image, then it’s
time to detox—immediately! Your last job, and the job before that, and the job before that, were

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not your identity. Your employment, even if it was a business that you built, is simply a part of
who you are, what you do, and what you have to offer the world. Now that you’re no longer
employed, don’t fall into the self-defeating trap of defining yourself by your former paycheck, job
title, or the square footage of your pervious office. You’re much more than any of those things.
Finally, don’t waste time looking in the rearview mirror. It’s time to focus on what’s ahead. Living
in what “was”, rather than working towards the possibilities of what “could be”, won’t get you
very far. Wallowing in self-pity, self-doubt, anger, and feelings of failure will weigh you down like
a ton of bricks. True, we all go through moments when our emotions get the best of us. But don’t
stay there too long. You have to pick yourself up and move forward with life.
Get Your Mind Right
Before moving to the first section, I want to share a few tips that may help during the first days of
your career transition.
1) Take A Breath
 Don’t rush to send out resumes, update your LinkedIn profile, or let the world
know that you’re now on the market. Take the first 2-3 days of your
unemployment to focus on yourself and get some perspective. After sacrificing so
much time and talent for your previous employer, you deserve (and need) to take
a breath for your own good.
2) Start Processing
 Do something that helps you start processing what happened. Find an outlet that
will provide a source of encouragement as you begin to work through emotions
of loss, anger, and/or uncertainty. For example: build something, take long walks,
clean or reorganize your home office, or attend some of your child’s school
activities.
3) Inform Your Support System
 Get your support system in place. Don’t isolate yourself, thinking that you can
handle it on your own. And don’t feel shame in being unemployed. Tell your
spouse, your close friends, and immediate family members what happened and
how you’re feeling. This support network will be crucial as you maneuver
through the highs and lows that you may confront along the way. (But don’t
share this information with too many people before you’re prepared to move
ahead).

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4) Take Inventory of Yourself
 If you don’t know what type of job you want next, then take a self-inventory of
your goals, your accomplishments, and your talents/gifts. There are numerous
free assessments online (see the “Online Resources” section).
 Also, think about the things that have brought a sense of fulfillment and purpose
to your life, even when you weren’t getting paid for it. Is there something in that
worth pursuing? Or are you seeking to continue in your current profession but
simply need to find another company to work for? What are you really after?
5) Prepare Your Finances
 Though you may find a job within the first couple weeks, make your financial
plans based on the worst case scenario. Think about how long the “worst case”
search might take and use it to inform your financial planning.
 Don’t guess. Do the math. Make a realistic budget and determine how you’re
spending money. See where you can cut back and avoid major purchases. It may
also be worth considering taking a part-time or freelance job. However, don’t
completely cut everything. Keep some balance in your budget so you can still
treat yourself, occasionally.
6) Check Your Attitude
 Never underestimate the power of a positive attitude. Regardless of how bad
things may appear on the surface, remember that God has the power to move
mountains and provide for all of your needs. Therefore, instead of looking at
your career transition as a problem, change your attitude and see it as an
opportunity to move your life forward.

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SPIRITUALTRANSITION
The Spiritual Transition section is focused on helping you seek God’s direction, clarity, and
encouragement during a potentially emotional and confusing time.
Put God First
If you tell God to “move over” and let you drive, then where exactly are you headed?
One reason you want to put God first is that He knows what you need more than you know what
you need. Another reason is that God’s not simply the source of financial provision. God is also
the source of true contentment, comfort, wisdom, and guidance, regardless of what’s going on
around you.
Here are two Scripture passages that shed some light on this fact:
 Matthew 6:31-34: “So do not worry, saying, ‘What shall we eat?’ or ‘What shall
we drink?’ or ‘What shall we wear?’ For the pagans run after all these things, and
your heavenly Father knows that you need them. But seek first his kingdom and
his righteousness, and all these things will be given to you as well. Therefore do
not worry about tomorrow, for tomorrow will worry about itself. Each day has
enough trouble of its own.”
 Philippians 4:11-13, 19: “I am not saying this because I am in need, for I have
learned to be content whatever the circumstances. I know what it is to be in need,
and I know what it is to have plenty. I have learned the secret of being content in
any and every situation, whether well fed or hungry, whether living in plenty or in
want. I can do everything through him who gives me strength…And my God
will meet all your needs according to his glorious riches in Christ Jesus.”
Seek God first in everything during your career transition. This unexpected detour just may be the
big opportunity you never saw coming.
Time for Meditation
Start each day with God. Take at least 15 minutes in the morning to focus on prayer and silent
mediation. This is your daily devotional time.
Find a quiet place in the house, turn off your phone, and take a few moments to focus and
“quiet” yourself. Get rid of the distractions weighing on your mind. Take several deep breaths.

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Stop worrying about things you can’t control. Then, have a talk with (not at) God. And make sure
that you’re also taking time to LISTEN.
Scriptures & Quotes of Encouragement
Below are a few Scripture passages and inspirational quotes that may provide encouragement and
strength during your transitional period. You may want to take one set and simply focus on it for
an entire week, and then add another set each week. Or you could read through them all at once.
Do what works best for you.
SET #1
Scripture
“Be still, and know that I am God…” ~Psalm 46:10a
Quote
“It’s not what you look at that matters, it’s what you see.” ~Henry David Thoreau
SET #2
Scripture
“Commit your way to the Lord; trust in him and he will do this: He will make your righteousness
shine like the dawn, the justice of your cause like the noonday sun. Be still before the Lord and
wait patiently for him…” ~Psalm 37:5-7a
Quote
“Great minds have purposes; little minds have wishes. Little minds are subdued by misfortunes;
great minds rise above them.” ~Washington Irving

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SET #3
Scripture
“He who dwells in the shelter of the Most High will rest in the shadow of the Almighty. I will say
of the Lord, ‘He is my refuge and my fortress, my God, in whom I trust’.” ~Psalm 91:1-2
Quote
“Human beings, by changing the inner attitudes of their minds, can change the outer aspects of
their lives.” ~William James
SET #4
Scripture
“You, O Lord, keep my lamp burning; my God turns my darkness into light.” ~Psalm 18:28
Quote
“You must never confuse faith that you will prevail in the end – which you can never afford to
lose – with the discipline to confront the most brutal facts of your current reality, whatever they
might be.” ~Admiral Jim Stockdale
SET #5
Scripture
“There is a time for everything, and a season for every activity under heaven…” ~Ecclesiastes 3:1
Quote
“One secret of success in life is for a man to be ready for his opportunity when it comes.”
~Benjamin Disraeli

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SET #6
Scripture
“Two are better than one, because they have a good return for their work: If one falls down, his
friend can help him up. But pity the man who falls and has no one to help him up!” ~Ecclesiastes
4:9-10
Quote
“Associate yourself with people of good quality, for it is better to be alone than in bad company.”
~Booker T. Washington
SET #7
Scripture
“I will lead the blind by ways they have not known, along unfamiliar paths I will guide them; I will
turn the darkness into light before them and make the rough places smooth. These are the things
I will do; I will not forsake them.” ~Isaiah 42:16
Quote
“Rather than wishing for change, you first must be prepared to change.” ~Catherine Pulsifer
SET #8
Scripture
“…But I press on to take hold of that for which Christ Jesus took hold of me. Brothers, I do not
consider myself yet to have taken hold of it. But one thing I do: Forgetting what is behind and
straining toward what is ahead, I press on toward the goal to win the prize for which God has
called me heavenward in Christ Jesus.” ~Philippians 3:12b-14
Quote
“The prize will not be sent to you. You have to win it.” ~Ralph Waldo Emerson

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SET #9
Scripture
“Do you not know that in a race all the runners run, but only one gets the prize? Run in such a
way as to get the prize.” ~1 Corinthians 9:24
Quote
“An ounce of practice is worth more than tons of preaching.” ~Mahatma Gandhi
SET #10
Scripture
“Do not be anxious about anything, but in everything, by prayer and petition, with thanksgiving,
present your requests to God. And the peace of God, which transcends all understanding, will
guard your hearts and your minds in Christ Jesus.” ~Philippians 4:6-7
Quote
“Peace is costly but it is worth the expense.” ~African Proverb
SET #11
Scripture
“Therefore, my dear brothers, stand firm. Let nothing move you. Always give yourselves fully to
the work of the Lord, because you know that your labor in the Lord is not in vain.”
~1 Corinthians 15:58
Quote
“Your actions express your priorities.” ~Mahatma Gandhi

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SET #12
Scripture
“But when he asks, he must believe and not doubt, because he who doubts is like a wave of the
sea, blown and tossed by the wind. That man should not think he will receive anything from the
Lord…” ~James 1:6-7a
Quote
“There are only two options regarding commitment. You’re either in or out. There’s no such
thing as a life in-between.” ~Pat Riley
SET #13
Scripture
“The sluggard craves and gets nothing, but the desires of the diligent are fully satisfied.”
~Proverbs 13:4
Quote
“You can’t just dream your way to success.” ~Jack LaLanne
SET #14
Scripture
“Many are the plans in a man’s heart, but it is the Lord’s purpose that prevails.” ~Proverbs 19:21
Quote
“Don’t ask yourself what the world needs; ask yourself what makes you come alive, and then go
do it. Because what the world needs is people who have come alive.” ~Howard Thurman

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SET #15
Scripture
“‘For I know the plans I have for you,’ declares the Lord, ‘plans to prosper you and not to harm
you, plans to give you hope and a future.’” ~Jeremiah 29:11
Quote
“Be yourself; everyone else is already taken.” ~Oscar Wilde
SET #16
Scripture
“Let love and faithfulness never leave you; bind them around your neck, write them on the tablet
of your heart. Then you will win favor and a good name in the sight of God and man.”
~Proverbs 3:3-4
Quote
“Your brand is what people say about you when you’re not in the room.” ~Jeff Bezos
Daily Affirmations
What tapes are you playing in your head? “Tapes” refer to the messages that you repeat over and
over in your mind. These tapes become the programming that you carry out each day, usually
subconsciously. They’re the thoughts, which become your words, which become your actions,
which become your character.
If the tapes playing in your head are full of negative, self-defeating messages, then guess where life
is going to direct you? When you hear a negative tape, destroy it and replace it with a self-fulfilling,
positive tape. One person calls it “turning your inner-critic into your inner-coach”.
Consider these Scripture passages:
 Romans 12:2: “Do not conform any longer to the pattern of this world, but be
transformed by the renewing of your mind. Then you will be able to test and
approve what God’s will is – his good, pleasing and perfect will.”

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 Philippians 4:8-9: “Finally, brothers, whatever is true, whatever is noble,
whatever is right, whatever is pure, whatever is lovely, whatever is admirable – if
anything is excellent or praiseworthy – think about such things…And the God of
peace will be with you.”
Your thoughts are extremely powerful. One way to change the tapes you’re playing is to write
(and speak) a list of positive affirmations. For example:
 “I’m successful.”
 “I can achieve anything I set my mind to accomplish.”
 “I can do everything through Christ who gives me strength.” (Philippians 3:19)
 “My God will meet all my needs according to His glorious riches in Christ Jesus.”
(Philippians 4:19)
 “I’m moving on to a better situation in my life, my career, my finances, and my
relationships.”
 “God is my ultimate source of provision, and His provision is limitless.”
 “I speak and act with confidence, boldness, clarity, discernment, and wisdom.”
 “I’m valuable.”
 “I’m the CEO of my life, and God is my Chairman.”
 “I’m living out my dreams and my life’s purpose, each day.”
 “I have a valuable and trusted support network.”
Affirm the areas of your life that need to be re-programmed with life-fulfilling messages. Every
day, say them verbally to yourself. You may even want to add your affirmations to your daily
devotional time.
The more you work on changing your tapes, the more you’ll catch yourself when the negative
messages try to sneak in and take over. You’ll have a better attitude and feel more encouraged
about your future. Remember, when you change the inner attitudes of your mind, you can change
the outer aspects of your life (William James).

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PERSONALTRANSITION
The Personal Transition Section contains several tools to help with the process of building a
better “You”, while also preparing you for your next career opportunity.
The CEO of You, Inc.
You’ve been working to move forward from past events and strengthening your spiritual
foundation. Now it’s time to ask: “How do I see my future?”
Push yourself to look inward and gain clarity about what you want to do next. This is a prime
opportunity to develop a deeper understanding of: 1) Who you truly are; 2) What you want out of
life; and 3) How you plan to achieve it.
Consider thinking of yourself as the Chief Executive Officer (CEO) of “You, Incorporated”.
Take the helm of the “corporation” that God created when he formed you (Jeremiah 1:5).
If you’ve given others the authority to shape your self-image, to control your identity, to market
your corporate brand, to limit your expectations of success, or to make cutbacks to your dreams,
then this is the moment for you to take back control of You, Inc. With God as Chairman, it’s
time to focus on building the best You possible.
But don’t fool yourself. It will require hard work and committed investment on your part. That’s
one reason why establishing personal goals and holding yourself accountable are so crucial.
In addition, you will have to trust God faithfully, while maintaining a realistic picture of You,
Inc.’s performance. But, if you’re willing to take the reins and move forward in building You,
there’s no limit to what you can achieve.
Take A Self-Inventory
Take some time each day to think about your future. You may want to add this process to your
daily devotional time.
Explore your strengths, preferences, passions, hidden opportunities, personal and career
accomplishments, etc. You can take a self-assessment or self-inventory test to find the types of
jobs that would best suit you. Talk with people you trust to give honest feedback on what they see
in you.
Here are few questions that you can ask yourself:

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 What kind of work do I want to do?
 Should I consider changing careers?
 What are some alternatives?
 What did I love to do as a kid?
 What was my best day, and what was I doing?
 What would I love to do if I weren’t being paid?
 Are there hidden opportunities that I’ve overlooked in the past?
 How would my script read if I were its author – no limitations?
 Do I need more training? Do I need to return to school?
 Is this the right time to branch out and do something different?
 Should I explore starting my own company?
 Are there volunteer or apprenticeship opportunities that could improve my
options?
 How much do I need to earn, realistically?
 Do I need to look for part-time, temporary, or freelancing work to help with my
finances?
 What would I be willing to sacrifice in order to pursue a fulfilling career?
The crucial part of making your self-evaluation a meaningful experience is to be honest with
yourself.
Manage Your Time
Make no mistake, looking for your next career opportunity (or starting your own company) is a
full-time job. Therefore, establish a consistent daily schedule of your activities. For example:
 Set the alarm clock, and commit yourself to getting up every morning as if you
were going to work

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 Establish a set number of hours to work on your job search (or your company’s
business development projects)
 Set aside time to maintain a professional appearance and attitude
 Set aside time to spend with your spouse (and children), regardless of how
stressed you may feel
 Set aside time to think and evaluate where you are: emotionally, physically, and
spiritually
 Make time for regular exercise (Get a gym membership)
As the CEO of You, Inc., “time” is a priceless commodity that you can’t afford to take for
granted. Keep in mind that once time is spent, you can never get it back.
Accountability Goals
Without goals you won’t accomplish anything significant. And without holding yourself
accountable you’re simply wasting your time. Former NFL player and coach Herm Edwards once
said: “A goal without a plan is a wish.”
Even if you have an accountability partner, you need to make sure that you’re not shifting your
responsibilities, failures, or successes onto someone else. This is not the time for excuses – it’s
time for taking ownership of your life and your actions.
Here’s a tool that can help with goal setting and personal accountability:
 At the start of each week, make a list of what you plan to accomplish during the next
7 days. These are your Accountability Goals. (Avoid listing all of your tasks for the
week. You can do that separately).
 Your weekly goals should consist of 5-7 primary objectives that you want to focus on
accomplishing during the week. But don’t make the list too long or overwhelming. If
you set unrealistic goals, you’ll end up discouraging yourself from the start.
 Include on your list at least 1 goal from each of the following 3 categories:
 Spiritual: A goal focused on your spiritual improvement
 Examples: Memorizing a new Scripture passage; Silent meditation for 15
minutes, 3 days during the week; Waking up 20 minutes earlier than
normal to spend quiet time with God

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 Personal: A goal focused on your personal improvement
 Examples: Attending your child’s soccer game; Calling a loved one that
you haven’t spoken to in a long time; Making amends with a former
friend or family member that you’ve avoided talking to for years;
Exercising at the gym 3 days during the week
 Professional: A goal focused on your professional improvement
 Examples: Creating your Linked-In profile; Attending a career
networking event; Drafting your personal marketing plan; Filing your
incorporation paperwork
 Be sure to make your accountability goals quantifiable. In other words, they need to be
measurable and specific rather than abstract or vague.
 At the end of the week, take a look at your accountability goals and determine which ones
you successfully completed.
 For the goals that weren’t achieved, it’s important to be honest with yourself as to why
you didn’t succeed at them. Was it something you failed to follow through on? Was it
something out of your control that derailed your success? Was it necessary to push the
goal on to the following week? Was the goal deemed unnecessary?
 After taking a moment to evaluate the past week, move forward by writing the upcoming
week’s accountability goals.
This process will not only help you stay focused, but it will also give you a sense of
accomplishment. You’ll feel more successful when you can physically see the goals that you’ve set
and achieved for yourself during your transition period.
On the next page is a sample Accountability Chart, which you can copy and complete each
week.

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MY WEEKLY ACCOUNTABILITY GOALS
Week of: ____________________
Accountability Goal Achieved?
Notes:

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Revolutionize Your Competitive Edge
The concept “Revolutionizing Your Competitive Edge” is based on a presentation by Jim
Villwock of Job Doctors, International. It demonstrates the importance of competing effectively
in the current job market.
A vital step in making your competitive edge effective is to know what you want to do before you
create or revise your resume and publically advertise your career search. In addition, it’s important
to understand what makes you uniquely competitive, compared to the person next to you.
Villwock designed a simple equation to summarize his theory:
R+R=S (Results + Relationships = Success)
On the next page is a chart based on the Competitive Edge concept.

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PROFESSIONALTRANSITION
The Professional Transition section provides numerous resources to assist you in searching for
your next career opportunity.
Know What You Want
Now that you’ve been processing what’s happened and developing a deeper understanding of
where you want this career transition to take you, it’s time to move forward toward your next
opportunity.
Included in the final section of the Career Resource Manual are tips on everything from job
searching, to resume writing, to interviewing and negotiation job offers. There are also website
links to resources that can further help you during this phase of the journey.
Networking
Networking is the most effective method of gathering the information and contacts that will
move your career forward. In fact, research shows that 7 out of 10 positions are filled through
personal contacts.
Many people, however, fear the term “networking” because of the misconception that only
extroverts and charismatic people can do it well. But the truth is that networking is simple and can
be done by anyone.
Networking is basically reaching out to people and building relationships. It neither requires you
to know scores of people, nor does it mean that you only talk to “important” people. Networking
is about understanding “relationship networks” and talking to the people that you already know,
while getting them to introduce you to the people they know. Most of us do that in our everyday
lives without even thinking about it.
Here are a few places to network:
 Church
 Civic associations
 Clubs
 Volunteer activities

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 Sports activities for you or your child
 Career networking events
 Parties or social events
 Continuing education classes
 Internet, especially social media (LinkedIn, Facebook, Twitter, etc.)
Furthermore, networking with people who are actually working in careers of personal interest can
provide valuable information, such as:
 The best industries to pursue
 Where to direct your job search
 The inside story on what it takes to be successful in that career
 The good and bad aspects of various job titles within that career
 Validation of your career choice
 Salary ranges for that career
 Interview questions to expect from an employer (or to ask an employer)
 How to prepare for interviews and negotiate a salary
Social Media
An important aspect of networking is building your social media presence. If you don’t already
have a LinkedIn account, you need to create one today. Establishing a Facebook and Twitter
account is also valuable in networking. If you have a website, be sure to use it to your advantage,
as well.
Today, employers, and people who can you move your career search forward, are more likely to
check your online profile as part of their evaluation of you. So make sure that your online profile
– including personal social media sites – are professional and convey the message that you want to
send to a potential employer (or to a business lead, if you are starting a company).
Anyone can network successfully. The important thing is that you prepare, plan, and invest time
into the process. Know what you want to achieve before you officially start networking or
attending networking events. Know what You, Inc. has to offer. Know how to concisely and

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clearly convey the brand message of You, Inc. Know why You, Inc. deserves the listener’s
attention.
90-Second Introduction
The 90-second introduction, or “elevator pitch”, is a central part of networking. This brief
statement conveys to the listener a concise, clear, and specific understanding of who you are, what
you want, and how they can help.
Here is a 90-Second Introduction sample format:
1) Brief Career Summary
 Present a concise snapshot of your recent career history, the work problems you can
solve, areas of expertise, career successes, etc. Allow the listener to ask you questions
on anything they find interesting.
 Example: “The past 10 years of my career has been focused on sales, primarily in the commercial
real estate market. Most recently, I was a Senior Commercial Broker at Rand Properties in New
Haven, Ohio.”
2) Explain Your Transition
 Explain why you’re presently looking for work (or why you are starting your
business). Be brief and focused in conveying this message.
 Example: “As you may know, Rand Properties recently underwent a major restructuring, which
resulted in my position being eliminated.”
3) The Future
 Talk about what you want to do next—your NEXT STEP. Mention the target
industry, target position, or role you’re seeking. Mention names of companies in
which you’re interested.
 Example: “Currently, I’m looking for account management positions in the real estate market and
financial services industry. My target companies include Lenox Global, Market Industries, and
Makeshift Properties.”
4) Close with A Question
 The closer promotes a 2-way conversation and keeps the discussion moving forward.

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 Example: “What recommendations to you have?” or “Since you’re familiar with the industry, in
what other areas do you think there might be opportunities for someone with my experience?” or
“How did you get started into your particular industry?”
Don’t give too much information up-front, and always keep the door open for the listener to ask
you to elaborate further. Also, remain flexible. Customize your introduction to the setting and the
needs of the listener.
Finally, practice, practice, practice! Your introduction needs to sound like normal conversation
rather than something rehearsed. Also, keep in mind that people are more willing to help when
they’re given specific information and don’t feel like their time is being wasted.
Your 90-second Introduction is an opportunity to talk about yourself in a way that’s powerful and
meaningful. It’s your chance to set yourself apart from the crowd and covey what makes you
unique.
Resumes
The main purpose of your resume is to sell your qualifications. It’s a marketing tool that sells You,
Inc. But remember that most employers won’t buy anything you’re selling until they’ve first
checked you out online, especially on LinkedIn.
Research shows that 90% of all employers use social media to evaluate potential hires. So make
sure that your credentials online match what you’ve written on your resume and that your online
image matches what you want to convey to the employer.
When creating or updating your resume, be sure to keep your target market/industry in mind.
Also, as you look at your resume, ask yourself: “Would I interview this person?” If you wouldn’t hire
you, then why expect someone who has never met you to offer you a position?
Below are the essential parts of a resume:
 Heading
 Name, address (city, state), phone, email address, LinkedIn address
 Professional Objective or Summary
 A statement of what you want to do (if you’re just entering the job market);
or a concise summary of your qualifications and experience (if you’ve been in
the job market for a while)

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 Include a bulleted list of several “experience” keywords related to the target
job (Examples: Research & Development, Social Media Marketing,
Improving Client Satisfaction)
 Education
 Name, location, and major areas of study
 Employment History
 Company name, length of employment, and job titles (The “year” begin –
end dates of employment are specific enough; you don’t need to specify
months)
 Add volunteer work, internships, apprenticeships, etc., especially if you have
sizeable gaps in employment history
 Accomplishment Statements
 Statements that show your achievements to an organization; don’t simply list
your job duties (see below for more details on writing “PAR” statements)
 Professional Development and Training
 Skills you’ve acquired, such as project management certifications, software
training, CPR training, foreign languages
 Memberships
 Memberships and/or offices held in professional, volunteer, or civic
organizations that support your career objective
 Other Categories
 This could include awards, honors, and activities related to your career
objective
Accomplishment Statements (PARs)
Here are some pointers for writing Accomplishment Statements for your resume. It’s based on a
formula called PAR: Identify the Problem, Action, and Result.
1) Write a concise statement of the Problem/Performance objective
 P – School staff did not have health insurance coverage

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2) Using the strongest Action verb, describe what you did to solve the problem or meet the
performance objective
 A – Researched insurance companies and other schools to get ideas, compare prices
and coverage, and evaluate quality of service
3) State the Result of your action, using numbers to show specific amounts (%, $, #)
 R – Implemented 100% health insurance coverage for school’s staff of 30
4) Using about 25 words, rephrase the PAR into a single sentence
 PAR – Researched, budgeted, and recommended health insurance options, which led
to the implementation of 100% coverage for the school’s staff of 30.
Below are a few additional tips on preparing your resume:
Resume Tips
 Avoid using “I” statements
 Use the present tense for current jobs, and past tense for all previous jobs and
accomplishment statements
 Use a direct and active writing style
 Use short phrases and keep paragraphs under six lines
 Use key words that are appropriate for your target job
 Keep your resume to 1 or 2 pages
 Include your name, phone number, and a page number on the second page
 If your resume is 2 pages, make sure all key selling points appear on the first page
 Make sure the resume is easy to read and scan
 Don’t use odd-sized paper, fancy font, or colored paper
 Pick a format and stick with it throughout the resume
 Have headings and initial phrases that support your main message
 Devote more space to recent job and work experiences

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 Make sure that job descriptions or a sentence related to a job on the first page doesn’t
run over to the 2nd
page
 A computer scanner, not a human, will probably be the first to read your resume, so
use keywords throughout your resume that relate to the particular job position in
which you’re applying (The position’s job description should help)
Resume Dos and Don’ts
 Don’t include salary history or salary requirements (Delay revealing this information
as long as possible)
 Don’t include anything that will raise doubts about your skills or cause you to be
screened out
 Don’t list references (Reserve them for the interview or later)
 Don’t include personal information, such as age, weight, political affiliation, marital
status, financial status, etc.
 Don’t leave gaps between employment dates
 Don’t exaggerate or misrepresent yourself
 Don’t include a picture of yourself
 Don’t use words like fired, let go, or hated (Alternative wording: looking for other
opportunities, laid off, or downsized)
 Do describe accomplishments, supported with specific results
 Do proofread, then proofread again, then have someone else proofread
 Do utilize the space on the paper, leaving enough “white space” so it doesn’t appear
cluttered
 Do tailor your resume for the position in which you’re applying
 Do be honest
 Do be able to back-up anything that you put on your resume

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Cover Letters
Never send a resume to a potential employer or recruiter without a professional cover letter. Even
if you’re sending a resume electronically, there will likely be a place for you to either copy and
paste your letter on the application or send it as an attachment.
The letter provides an opportunity to explain aspects of your resume and direct attention to your
qualifications that relate to the position. The letter also underscores how your skills,
accomplishments, and career goals make you an exceptional candidate. The letter will help set you
apart from other applicants.
Cover Letter Tips
 Start with a brief and specific statement that describes who you are and what you
want
 Don’t just restate the accomplishments from your resume. You want to stimulate
interest for the reader to move on to your resume
 Use the next few sentences to sell yourself, highlighting your strengths and
achievements (You may choose to use bullets for this section)
 Conclude with an action statement, such as saying that you will call in a few days to
answer further questions about your skills
 Don’t say more than you have to
Excluding your online profile and any prior personal interaction, your resume and cover letter will
be the first impression that a potential employer has of you. So make sure that you spend quality
time making it the best representation of You, Inc. possible.
Personal Marketing Plan
A personal marketing plan is a 2-page document that helps you: 1) get clear on the focus of your
career pursuits; 2) identify your unique selling proposition and differentiators; and 3) facilitate
networking. In short, it’s a plan that lays out how you will launch your brand into the workplace.
Your marketing plan should answer these two questions:
1) “Who am I?” (What is my unique value?)
2) “What do I want?” (Who would find value in me?)

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If you’re unclear on who you are and what you have to offer, then your transition can take longer,
be more stressful, and meander off-course. However, if you’re clear on these two points, your
transition will be more direct, focused, and rewarding.
A marketing plan can contain these sections:
 Personal information: Name, address, phone, email address, LinkedIn address
(You can use the same heading as your resume)
 Target Functions: Three main job titles you’re pursuing (Examples: Marketing
Manager, Operations Manager, Senior Financial Analyst, etc.)
 Areas of Expertise: Three of your major skills areas, followed by a list of your skills
within those areas (Examples: Project Management, Operations Management,
Information Systems, etc.)
 Profile: Several statements from your resume’s work history (accomplishment
statements), educational achievements, and certifications or awards
 Employer History: The employers that are included on your resume
 Personal Vision Statement: A few statements detailing what you want from your
next position and company (Examples: Location, Salary, Company size,
Telecommuting options, Benefits, etc.)
 Target Companies/Organizations: The companies that you’re targeting
Your Personal Vision Statement and Target Companies/Organizations should be on page 2 of
your marketing plan and should not be shared with the general public. This information is for you
and those helping in your career search. However, the information on page 1 can be handed out
to potential employers, networking groups, etc.
Interviewing
The most important thing to remember about the interview is that you’re selling your brand, your
company – You, Inc. – to a potential buyer. You’re demonstrating why you’re the right candidate
for the job.
Therefore, it’s important that you prepare in advance for the interview. Research the company
thoroughly. The more you know the better. For instance:
 What’s their history
 How big is the company

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 What are their needs
 What all do they produce
 What markets are they competing in
 What’s their corporate structure and culture
 What were the highlights of their Annual Report from last year
 Do they have a Facebook and/or Twitter account (If so, what are they saying on it)
 Has the company recently undergone a transition
 Has the company been in the news for anything lately
The more information you know prior to the interview, the better presentation you will make on
the employer. The employer wants to know that you’ve invested time to study their company. It
also gives you a boost in asking questions about the company during the interview.
Let’s talk about the types of interviews you can expect. There are 5 main types:
1) Screening Interview
 Often, a company will perform an initial interview to determine whether or not you
should be considered further for the job. It’s typically in the form of a brief telephone
interview. Regardless, treat it like an actual interview. Your goal is to make it to the
next round of interviewing.
2) Behavior-based Interview
 This style of interviewing typically occurs after you’ve passed the screening interview
and the employer wants to meet in-person. The purpose is mainly to rate your job (or
technical) skills and performance skills. They also want to get a feel for how you
respond to various situations.
3) Panel or Group Interview
 These interviews are meetings with more than one person at the same time. This will
require you to think even more quickly about how to respond to various questions as
they’re thrown at you. You will also need to approach the interview as more of a
“presentation”, one where you have to make a connection with each person in the
room.

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4) Case Interview
 In a case interview, you’ll be presented with a business dilemma, maybe given some
facts, and asked an open-ended question. You could be asked to analyze the situation,
identify key business issues, and discuss how you would address the problems
involved.
5) Telephone or Video Interview
 Increasingly, companies are performing telephone and video interviews as a way to
cut costs and save time. These interviews may be part of the initial screening or the
final selection process. Regardless, they’re just as important as a face-to-face
interview, and they can sometimes occur when you least expect them.
 You want to be sure that you’re prepared for the interview and not distracted. If you
receive an unscheduled call and aren’t totally prepared (or it’s not a convenient time),
then explain that this is not the most opportune time and ask to reschedule the call.
 Here are a few telephone tips:
 Control who answers your telephone and how it’s answered
 Use an answering machine or service to screen your calls
 If you use an answering machine or service, the greeting should be in your
own voice
 Have your resume and notes readily available
 Eliminate background noise (music, tv, barking dogs, etc.)
 Stay calm and smile (It will relax you)
 Stand-up or sit in a chair, as if you’re in a face-to-face interview (It will help
with your speech and professionalism)
 Get the name and telephone number of the interviewer at the start of the
interview, in case you’re disconnected
Being prepared for the interview involves knowing what questions you may be asked before the
interview takes place. Here are some examples:
 Tell me about yourself?
 Tell me about your last job?

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 Where do you see yourself in your career over the next 5 years? 10 years?
 Why are you leaving (or did you leave) your most recent company?
 What size budget have you been responsible for managing?
 What kind of person is (was) your immediate supervisor?
 What is your current compensation? (Delay this conversation as long as possible)
 How would you describe your leadership style?
 What are your strengths? What are your weaknesses?
 What formal education or training have you had?
 What prepares you to do this job?
 What do you know about this company, and where did you find this information?
Preparing for your interview also requires that you’re ready to ask the right types of questions.
Good questions will leave a strong impression on the interviewer. In addition, your questions will
help you better understand the culture, job dynamics, and whether the company (or job) is a good
fit for you.
These are several questions you may want to ask during the interview (depending on the
type/level of the position):
 What are the major responsibilities of this position?
 Beyond the job description, what are your expectations?
 What situations need immediate attention?
 Does the company provide training programs?
 What is the budget and how is it managed?
 What interdepartmental or corporate support is available to accomplish the
department’s goals?
 Whom would I be supervising?
 What would be the extent of my authority to carry out the responsibilities of this
position?
 Are the departmental policies and procedures documented?

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 How is performance measured against the goals of the department?
 How often is performance reviewed in this position?
 What’s the most important contribution you would expect of me during the first 6
months?
 How would you describe the culture of the organization?
 How would you describe the company’s management style?
 What has been the turnover rate of the department?
 Why is this position open?
Thank-you Notes
When you’re in the interview, make sure to ask for the interviewer’s business card. If you have a
group interview, ask for each person’s card. Within 24 hours of the interview, follow-up with a
thank-you note or email to each person.
Be brief and to-the-point. Include your name, the position you interviewed for, and the date you
interviewed. This simple act will help you stand out from the crowd.
Now, here are a few reasons why people don’t get hired:
 Poor personal appearance
 Overly aggressive
 Inability to express information clearly
 Lack of interest or enthusiasm
 Nervousness, lack of confidence and poise
 Emphasis on money
 Lack of tact and courtesy
 Negative attitude about past employers
 No eye contact with the interviewer(s)

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 Sloppy or incomplete application
 No sense of humor
 Late for the interview
 Failure to express appreciation for the interviewer’s time
 Vague responses to questions
 No follow-up with a thank-you note or phone call
Finally, remember that your interview actually begins when you pull into the company’s parking
lot on the day of the interview. You’re being evaluated by everyone from the administrative
assistant, to the co-workers in the hall, to the attendant that stamps your parking pass. After you
leave the building, a good interviewer is going to ask for their impressions of you. So always be
professional.
Negotiating
We’ve stated several times throughout this manual that you want to delay discussions of
compensation as long as possible. Why? Because it improves your negotiating power with the
employer.
Once the employer has made a decision that you’re the right candidate for the job, it’s easier to get
more of what you want. If you’re forced to answer questions about money early in the process,
then give a pay range rather than a specific amount. Here’s an example of what you can say if
pushed early in the processes:
 “Based on the job duties that you’ve described, my research on industry salaries for similar positions,
and the cost of living in this area, my pay range is $75,000 - $85,000. However, salary is only part
of what I use to determine the total compensation package that I’m seeking. I’m flexible on salary
based on other compensation items, such as health coverage, vacation time, 401k plans, and travel
allowances. Also, I need to gain a better understanding of what my actual job responsibilities will be
once hired before I can give you good answer.”
Determine what you want to negotiate before you interview. Part of your research should include
salary ranges for your target career, as well as cost of living for the job’s location.
Furthermore, don’t think of compensation as simply money. Salary is just one part of your
compensation package. In addition to salary, other parts to be considered when negotiating may
include:

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 Location
 Relocation expenses
 Job title
 Start date
 Bonuses
 Stock options
 Vacation and paid holidays
 Telecommuting options
 Travel and expenses
 Company car or travel allowance
 Medical and dental benefits coverage
 Paid life, disability, or other insurance coverage
 Dues and memberships
 Parking or public transportation allowance
You may end up receiving more in the form of non-salary benefits than you would if you had
asked only for more money.
In addition, you may need to ask yourself if the proposed salary is worth working for a company
(or in a position) that doesn’t fit you, or your plans.
Online Resources
In this final section, I want to share a few online resources that may be of help with your career
transition.
U.S. Department of Labor (Job Termination/Reemployment)
 http://www.dol.gov/dol/topic/termination/index.htm
 http://www.careeronestop.org/reemployment/

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Georgia Department of Labor
 http://www.dol.state.ga.us/js/
Career Assessment/Skills Inventory
 http://myskillsmyfuture.org/
 http://www.careerpath.com/
 http://www.onetonline.org/
 http://my.monster.com/Career-Management/Landing.aspx
Resumes & Cover Letters
 http://www.dol.state.ga.us/js/resume_writing.htm
 http://www.scrippscollege.edu/students/career/resume/index.php
Personal Marketing Plan
 http://blog.brandyourself.com/career/job-search-career/personal-marketing-plan/
Interviewing
 http://hbr.org/web/management-tip/tips-on-interviews
 http://www.salary.com/5-ways-to-demonstrate-value-during-job-interviews/
Negotiating & Salary
 http://www.salary.com/everything-is-negotiable-learn-the-power-factors/
 http://www.salary.com/category/salary/negotiation/
 http://career-advice.monster.com/salary-benefits/negotiation-tips/salary-
negotiation-tips-pro-con/article.aspx
 http://www.salary.com/category/salary/
 http://swz.salary.com/jobassessor/layoutscripts/joel_jobcriteria.aspx
Small Business/Entrepreneurship
 http://www.sba.gov/
 http://www.sba.gov/content/score