Career Diversity

Opportunities with Forte Foundation

Are you pursuing your undergraduate degree, but aren’t quite sure what you want to do with it once you graduate? We invite you to explore the world of business and all that it has to offer. Learn more about how to transition into a career in business by listening to one of our upcoming or recently recorded webinars:

RECENTLY RECORDED WEBINARS

College Webinar: Engineering to Business
Successful women in business with engineering majors discuss their career path and how they leveraged their college experience and made the transition into business. Engineering to Business is part of Forté’s College Webinar series. The College Webinar series is sponsored by BlackRock Investments. Listen to the recorded version: http://virtualcampus.fortefoundation.org/ondemand

College Webinar: Liberal Arts to Business
Successful women in business with liberal arts majors discuss their career path and how they leveraged their college experience and made the transition into business. Liberal Arts to Business is part of Forté’s College Webinar series. The College Webinar series is sponsored by BlackRock Investments. Listen to the recorded version: http://virtualcampus.fortefoundation.org/ondemand

UPCOMING ONLINE WEBINARS

Industry Introduction to Financial Services December 10, 5:00 - 6:00 pm EST
Learn about careers in asset management and private wealth management from representatives at Forté sponsor companies including BlackRock and Morgan Stanley. www.fortefoundation.org/online

“Doing Good” in Business January 26, 6:00 - 7:00 pm EST
Women often tell us they want to “do well by doing good” in their career. Listen to this panel of women leaders from Goldman, Sachs & Co., Eli Lilly and Company and Citi to learn a variety of ways to give back through your career. www.fortefoundation.org/online

By: GottaMentor.com





QUESTION
Can you give me an example of a time when you failed?

Weak Answer
During my internship last summer, my manager asked me to analyze the attractiveness of launching a new sales channel for our product line that would complement our existing sales efforts, and then present it to the functional heads of our group. I gathered all the data I could internally and externally as quickly as I could to meet an aggressive timeline my manager gave me. I did a thorough analysis of the profitability of our current sales channels and the potential incremental revenues, costs and implementation issues associated with the new venture. When I presented what was a really rigorous analysis and set of recommendations, the sales director (who was not my manager) challenged every assumption I made, hammered me for not understanding the people issues well enough, and turned what should have been a big win for me into an unexpected setback. I kept hoping that my manager would come to my defense in the meeting, especially after she gave me such a short timeframe to finish the work, but she never did.

Strong Answer

I should have foreseen that presenting data showing that the sales director could be managing his existing channels more profitably could create problems that even my boss might not be able to solve during the meeting. I should have found the time to pre-wire the sales director and position my recommendations in a way that would have gotten his support in the meeting. I learned that no matter how sound your analysis may be, what is often as important are the qualitative people issues that are critical to getting support for your recommendations.

Commentary
There are four keys to answering questions about failures, setbacks or weaknesses:

1. Provide legitimate examples of failures, rather than veiled attempts at communicating how good you are (e.g. The classic “I am a perfectionist” answer to the question “what are your weaknesses?”) The examples you use should clearly communicate that you did something that contributed directly to the failure and were accountable for it, rather than leave doubt as to whose fault it was.

2. Communicate what you learned from the situation and how you will handle it differently going forward

3. Communicate why it is relevant - how learning that lesson has made you a better person/ professional.

4. Include just the right level of detail about the example so the audience understands the situation clearly but does not get distracted by too many details. Do not waste time sharing all the details about what happened, as what really matters is what you learned from it.

1. Have a compelling reason for why you want to be there, as in “why did you decide to join the firm?”


2. Know what it is that uniquely qualifies you for the position so that you can answer the how, as in “how did you actually get a job here?”


3. Be able to explain what ties together past and current experiences in a way that is compelling and makes sense — what is the glue that holds your story together?

1. Think relevant, not recent. There’s no rule that says you must talk about your resume in reverse chronological order. Mike was a marketing executive who took a sales position abroad for two years. Yet when he returned to marketing, he kept introducing himself as a someone who had just made a career switch, always leading off with an anecdote about his short stint in sales. Instead, Mike should have started with the fact that he was a seasoned marketing professional who had taken a sabbatical but was now back where he belonged — putting his marketing prowess to work and thinking about what drives consumer spending habits.


2. Focus on skills-based versus situation or industry-based qualifications. You don’t have to have a background in finance to be good at finance. Alex was a chemist and researcher who had gone back to business school to get her MBA. She decided she wanted to work in corporate finance for a large pharmaceutical company but she was afraid no one would take her seriously given her background. When I pressed Alex to explain to me why she chose finance, she exclaimed, “That’s the way my brain works.” Her thinking was methodical, mathematical and formulaic — all of which translated to someone who was a natural fit within a corporate finance department. Instead of focusing on the fact that her background was in academia, Alex could emphasize to colleagues and clients that she was a numbers person at her core.


3. Connect the dots — what ties it all together? If you are a chemist turned finance professional or a marketing executive with experience in international sales, you should find a way to bring together the richness of your experiences and show how each one complements the other. For me, personally, I had a significant hurdle to clear with clients as a former Peace Corps volunteer turned investment banker. I explained away the dichotomy of the two by emphasizing to others that I was big picture thinker by nature and a numbers person by training. Banking was a perfect combination of the two — I liked looking at client’s challenges and issues from 30,000 feet and then digging down into the details to come up with creative financing solutions. Whether the client was the mayor of my Peace Corps town in Chile or the CEO of a healthcare company, I could start at a high level and drill down quickly and effectively.

1. Send "TOUs" or thinking of yous. Share articles of interest or relevant news stories. Keep your mentor's projects and areas of influence on your radar so that you can weigh in periodically on thought-provoking topics. You can even set up Google alerts on her key clients to make sure you're the first to see breaking news — then pass it along and make sure she's "in the know" too.
   


2. Provide insight into the rank and file of your organization. By definition, you are more junior (in terms of age or experience) than your mentor. Senior leaders often feel out of touch with the cubicle culture and lack meaningful interaction with the front lines of their organization. You may be able to share reactions of your peers to a new corporate policy or change in organizational structure. Giving your mentor feedback or insight into employee morale is a great way to give back.
   


3. Help with extra-curricular activities. Perhaps your mentor does a lot of college recruiting for the firm or runs a leadership development program for women. Why not offer to accompany her on a recruiting trip, sift through resumes in advance or bring her ideas of guest speakers for the leadership program?
   


4. Buy 'em lunch. At the very least, if you really struggle to find ways to add value, take your mentor to lunch or dinner. Even if your mentor tries to foot the bill, be firm and generous in your offer. Let your mentor know that you appreciate his help and it's your pleasure to be able to return the favor in some small way. A nice glass of wine or good steak goes a long way toward building good will.

*An event for seniors interested in full-time opportunities*

Date & Time: Thursday, October 22, 2009, 8:00 am – 4:00 pm
Venue: Goldman Sachs New York Campus

The following Goldman Sachs divisions are sponsoring the event, where you will have the opportunity to learn about them and our full-time opportunities:

• Operations
• Global Compliance
• Technology
• Legal and Internal Audit
• Finance
• Human Capital Management
• Services

Application Instructions: To attend the event and apply for a full-time position, please submit an online application at gs.com/careers to job code “DivWomenFT2010”.

The application deadline is Friday, October 9,2009. Selected candidates will be notified by Thursday, October 15, 2009, and more details willbe provided. Those selected to attend the event will receive interviews the day after the conference on Friday, October 23, 2009.

A needs-based scholarship?
Absolutely.

We award them
to the people
we need.

J.P. Morgan Launching Leaders Undergraduate Scholarship
Apply by October 15, 2009

Roles in Investment Banking, Sales & Trading, Research and IB Risk
To build on our exceptional global reputation as a banking and business innovator, we’re
recruiting more top Black, Hispanic and Native American students. The J.P. Morgan Launching
Leaders Undergraduate Scholarship gives talented students the chance to launch their
careers in our investment bank with prestigious internships in our New York offices and
scholarships of up to $15,000 – money that goes directly to you.* This opportunity is open
to sophomores with any major who are interested in financial services. Find out more
and how to apply on our website. This is where you need to be.
* Amount varies. Visit our website for more details.

Click here to launch your career!

Great on the Job takes it one step further. I use TOUs, or thinking of yous, to encourage people to reach out to others in their network. TOUs are short emails and whereas an IOU makes you indebted to someone, TOUs instead create goodwill. Thinking of yous are inherently generous and the goal is to maintain relevance with someone by sharing information or passing along well wishes, with the side benefit of keeping someone on your radar or staying on theirs.

So what should the subject of these TOUs be?

Here are five foolproof ways to ping someone this summer with a TOU:

(1) Pass along an article of interest: Julie, I read this article in the Boston Globe today and I thought of you and wanted to pass it along. This sounds like its right in the sweet spot of what your team is working on. Hope all is well. Best, Erica. [* extra credit for highlighting or bold facing the relevant paragraph or sections of the article]

(2) Congratulate someone on good news: Adam, I spoke with Aaron last week and he mentioned your promotion / new baby / move to Chicago. Congratulations, I’m very happy for you. Once you get settled in, let’s schedule coffee to catch up and see how things are going. Fondly, Kevin

(3) Share a job lead: Cynthia, I wanted to reach out let you know that L&M is looking for a new property manager. If you know anyone who might be interested, please feel free to forward along to colleagues or friends. Warm Regards, Casey

(4) Acknowledge a sport fan’s win: Nathan, congrats! I watched the game last night and saw that the Buckeyes pulled it off at the last minute, enjoy your bragging rights today. Roger

(5) Reference a run-in with a mutual friend: Elise, Eric and I saw Katherine today and she’s just come back from L.A. and sends her regards. Let’s try to all get together soon. Jodi

Recession survival guide: Harsh welcome to real world

By Mary Ellen Podmolik

CHICAGO - The Class of 2009 may be cursing the economy, but they can't let it distract them from their job search

Suzanne Block isn't basking in the insulating embrace of college as she waits the eight weeks until her May 9 graduation from Lake Forest College.

When she's not in class or studying, she's scanning online job sites, sending out resumes and cold-calling potential employers, anything that might get the frustrated 21year-old a job.

"Damn me for being born in '87," said the English and communications major. "This is just a nightmare. There could not be a worse time to be looking for a job."

After college seniors enjoy their last spring break this month, they'll return to campus for the final weeks of academia before they enter a recession-weary real world with an 8.1 percent unemployment rate. The first job search is always daunting but particularly so for the estimated 1.5 million-strong Class of 2009.

In August, employers surveyed by the National Association of Colleges and Employers said they planned to increase hiring of college graduates by 6 percent over last year. By October, the revised projection was a 1.3 percent increase in hiring. Then the hiring expectations were flat. Last month's updated survey showed a staggering change of heart, with employers reporting they planned to hire nearly 22 percent fewer college graduates than they did from the Class of 2008.

Some seniors do have jobs waiting for them; others accepted offers in the fall, only to have them rescinded. Some are hoping to wait out the recession by heading to graduate school - a questionable strategy if it's not for the right reasons - or are looking at service programs that are inundated with applications. And others are career guidance office regulars looking for assistance.

However, there are worries on college campuses that many seniors either are throwing up their arms and giving up or are so focused on their last semester and confident in their abilities they wrongly figure they'll easily land a job after graduation.

"The marketplace is going to continue to get worse," said Phil Gardner, director of Michigan State University's Collegiate Employment Research Institute. "You have to be resilient. It's not all going to work out the way you want it to. You're going to be underemployed and not valued as much as you think. But you want to position yourself and keep your sights on where you want to go."

In other words, don't let a bad economy distract you from a good job search that needs to start now. The workplace may not need as many college graduates as it once did, but the need for the qualities they bring remains, career counselors say.

"There's something great about a fresh college graduate," said Gillian Steele, managing director of DePaul University's career center. "They're up to date with the latest stuff, they're full of energy. They come moldable and they come with a more reasonable cost as well."

And despite the headlines, there are jobs to be filled.

"There's a mind-set that there aren't jobs," said Lois Meerdink, director of business career services at the University of Illinois at Urbana- Champaign. "There are, but there are fewer positions, so (students) have to work much harder and outwork their competition." Here's how:

- Use the services of college career centers, which continue to hear from employers that want to visit campus to meet students regardless of whether they have immediate job openings. Career offices also are adding programs to help students deal with today's economic realities.

For instance, DePaul for the first time is putting on a special career fair after graduation for non-traditional employers, service organizations and temporary help firms.

- Broaden your search parameters. Look beyond the big firms to smaller employers. Look at other industries where your knowledge base could be applied. Expand your search geographically and realize that while it may be your dream to work in the Loop and live near Wrigley Field, that dream may have to be placed on the back burner for a few years.

Jennifer Waxler, a finance major at U. of I., envisioned a career in corporate finance, banking or consulting and even had a few second interviews. But as the larger banks' hiring plans have been scuttled, she's now looking at smaller banks. After graduation, she may move back to her family's Palatine home and try to find a job as a bank teller, to get her foot in the door somewhere.

"Once I have a job, I'll appreciate it more," Waxler said. "I'll have worked hard to get it. I never thought the economy would affect me so directly. I thought by going to college and getting a degree in business from the U. of I., I'd be set."

- Take every opportunity to make a connection, whether it's by meeting the parents of a friend or by doing an information interview with a company that you're interested in but has no openings.

"If someone says they have a hiring freeze, I (tell students), 'Forget that,' " DePaul's Steele said. "Stay connected. A hiring freeze can come off as soon as it comes on. If you're the one who's stayed in touch, you've got a huge advantage over someone else. It's positioning yourself without doing the big sales job."

Andreas Gloor, a Benedictine University senior who'll receive finance and accounting degrees in May, has sought out the wisdom of recruiters on and off campus, talked with teachers, gone on informational interviews and even had a human-resources professor and her class critique his rsum.

"I am talking to anyone that will listen," said Gloor, who thinks he ultimately will wind up attending graduate school at DePaul in the fall.

- Consider service organizations as a way to develop skills and expand your network of potential contacts. But be aware the paying jobs can be just as tough to get as those with a traditional employer.

Applications for the Peace Corps are up 16 percent this year, compared with 2008. Meanwhile, Teach for America, a program that places teachers in inner-city schools for two years, has received a record 35,000-plus applications, a 42 percent gain over last year. Last year, of the then-record 25,000 applications, 3,700 received teaching positions.

Jackson Froliklong, 21, a Northwestern University senior, is among the lucky ones accepted by Teach for America, and he knows it. The Cleveland native, who's receiving degrees in social policy and political science, applied to the program in early fall and was accepted in November. He'll start teaching in a Chicago public school in August.

"I found out right as the bottom was falling out, right after Lehman (Brothers) collapsed," he said. "I was fortunate to lock something up before things turned sour."

- Be ready to move to Plan B: doing something else. Experts say the worst strategy is to try to wait out the recession, because that shows a lack of energy and interest in your career.

This may be, career counselors say, the only time when you can get away with working a minimum-wage job that has little to do with your degree.

Why? Because everyone knows what the economy is like, and managers want to know that graduates are doing something with their time rather than work on their tans or Xbox acumen.

- Take responsibility for yourself and realize the skills you're learning from the job search process itself.

"Our culture of excess created this generation," said Lindsey Pollak, author of "Getting From College to Career: 90 Things to Do Before You Join the Real World." "You hear the terms 'entitled' and 'coddled.' The economy is going to slap that out of them pretty quick. If this economy teaches them to be humbled and hardworking, it's teaching them what their parents and professors can't."

LOFT Opportunities

LOFT offers unique opportunities to members seeking to start their professional career and get ahead. The following are current openings. In order to apply, please follow the instructions listed on each link. Must be a LOFT member to apply. 2009 INTERNSHIPS The Hershey Company One of the largest North American manufacturers offers students the opportunity to explore careers in food technology, information technology,voice and data networking technologies and more. For details about The Hershey Company's internship positions, see the document below. Hormel Foods Corporation Hormel Foods Corporation is a Fortune 500 multinational manufacturer and marketer of consumer-branded food products, many of which are among the best known and trusted in the food industry. Interns will gain real world experience by performing the duties of their full-time counterparts. For details about Hormel Foods Internship positions, see the document below. Summer Associates Program Chase Card Services Summer Associates Program is an internship program with two tracks: Marketing and Analytics. The goal is to recruit, retain and develop a diverse group of high caliber resources for junior level roles. The Summer Associates Program will run June 1 - August 7 in Wilmington, DE and will include challenging work assignments, training, networking events and community involvement. For more information, see the document posted below as "Summer Associates Program". John F. Kennedy Center for the Performing Arts Fall 2009 Internship: Washington, DC To be posted at a later time. FELLOWSHIPS LOFT Fellows ExxonMobil looks to nurture motivated sophomores, juniors and seniors across the country, with a passion for Engineering and Science. LOFT Fellows is an opportunity for selected students to be exposed to a top quality company by participating in their world class mentoring program. Each student will be paired up with one of ExxonMobil engineers/scientists to learn how their knowledge is applied in a corporate setting. Open to students pursuing majors in: Environmental Engineering, Mechanical Engineering, Computer Engineering, Electrical Engineering, Chemical Engineering, Civil Engineering, Petroleum Engineering, Materials Engineering, Industrial Engineering, Physics, Mathematics, Chemistry, Geology, Material Sciences. Interested candidates must send their application and additional documents to loft@hispanicheritage.org by March 16. See application below.

This event is an expenses-paid visit to our global headquarters in New York that gives students the opportunity to get an inside look at our Investment Bank. They will have the opportunity to explore the world of Investment Banking, Sales & Trading and Research through job-shadows, hands-on training sessions and networking with our top people.

The event is open to top Black, Hispanic and Native American freshmen from any major. Students will need a genuine and deep-rooted interest in investment banking, sales, trading or research, plus a minimum 3.5 GPA. Please view the attached flyer and share with students who may be interested.

Applications are due March 15, 2009. For more information on how to apply, students should visit the Launching Leaders Experience page on jpmorgan.com/launchingleaders

“Hi, my name is Tom Matthews. Bob Smith suggested we meet. Is there any time in the
next six weeks we could get together for lunch?”
“Can we have lunch, just to get to know each other better?”
You have no idea how much busy entrepreneurs hate to hear these words. Despite
knowing that the meeting almost certainly is a waste of time, common courtesy to the
caller and “Bob Smith” means the entrepreneur has little choice but to squeeze something
else into his eighty hour work week, meaning that work, family or charitable duties must
suffer.

Finally, it’s the day of the meeting. Thankfully, the entrepreneur’s assistant has managed
to convert the lunch to a short meeting.
“Nice to meet you.”
“Nice to meet you.”
“So how do you know Bob?”
“We met a few weeks ago, and your name came up.”
Another ten minutes are wasted on empty pleasantries, like the weather and the latest
sports scores. Finally the moment comes.
“So what can I do to help?”
“Well, I’m not sure. I’m just trying to network with as many people as possible. I’m
thinking about changing careers.” (Heavy sigh from the entrepreneur.)
“So what kind of job would interest you?”
“Well, I’m not sure. Something that’s really exciting and pays well. I’m really open to
anything.” (Another heavy sigh.)

Then, if you are really unlucky, the guest begins to recount, in agonizing detail, his life
story. This takes another fifteen minutes. Time moves slowly. Very slowly. Finally, the
meeting is over. Another half hour wasted.
What’s wrong with this picture?
So what went wrong? Is the entrepreneur unsociable? Selfish? No, not at all. Even the
most charitable person wants to know – what’s in it for me? Even if “what’s in it for me”
is the joy of helping someone else.

Basically, as an entrepreneur with a family and obligations to my community and church,
every minute of every day is already taken. That means there’s an opportunity cost for
every new task accepted. If you waste my time because you haven’t thought about your
own goals, you are telling me that, at best, you are naïve; at worst, self absorbed. Not
exactly the best first impression.

It is a waste of time to use personal interviews to learn about an industry or decide what
you should do with your life. A stranger or casual acquaintance doesn’t know you well
enough to give you personal career advice and general career advice isn’t very valuable.
If you want to learn more about an industry, it’s more efficient and effective to read about
the industry first and then interview front line workers—not bother a CEO with general
questions.

Save interviews and interactions with busy entrepreneurs until you know exactly what
you need. Someone who can help you naturally becomes your mentor, so make it as easy
as possible for them to help by having a specific request.

But, But, But……
“But don’t entrepreneurs want to make new friends?” Sure, but at their own choosing,
not as a social obligation because it’s rude to refuse to see you. Sometimes random
meetings do lead to long lasting friendships, but the odds are against it.

“But I just need someone to listen to me.” Sorry, that’s not an entrepreneur’s
responsibility. That’s the job of a spouse, friend or counselor.

“But I need to learn more about your industry.” Fine. Read a book. I’ll even send you a
list of books by e-mail. Surf the internet. Talk to salespeople and operators. I can’t tell
you enough about my industry in thirty minutes to do you much good. You need to do
hours and hours of reading to even scratch the surface.

“But I’d like to meet influential people.” So would I. That doesn’t mean they want to
meet me.

“But I’m really talented and wonderful.” I’m sure you are. Now do something to prove
it. Like doing your homework before you burden busy people with meaningless
interviews.

It’s Not about You
“Can you introduce me to Michael Dell? I’d like to ask him some questions about the
computer industry.”

Amazingly enough, just last year an incoming student made this request. He never
stopped to ask whether Michael Dell would have any interest in meeting him. Or what
Michael would have to push aside to make time for such a meeting. He never stopped to
consider how much personal capital it would take me to set up such a meeting or what the
cost would be to me if he wasted Michael’s time.

The first rule of “networking”—by the way, I hate that word – is that you must put
yourself in the shoes of the other person. Why would they want to meet you? How can
they help with the least possible expenditure of time or effort? How can you make such
an encounter enjoyable for the other person?

If you cannot recast your idea of networking: “Here’s what I need;” into one of humble
service: “I’ve got something to give to the world, and with just a little help from you I
can make my dream a reality;” you shouldn’t expect to get far. Bottom line: You cannot
expect the world to revolve around you and what you need.

Some Suggestions
The suggestions below will help you get the most out of personal interviews:

1. Do your personal soul searching and industry homework first.
Take a personal inventory. Take aptitude tests. Ask those who know you well what
you do better than most. Do whatever it takes to narrow your search to a few
industries. Read about these industries and the leading companies and people.
Personal interviews with teachers, entrepreneurs and executives should not be used to
narrow your search or learn about jobs or industries. A stranger or casual acquaintance
doesn’t know you well enough to map out your career. This is a very inefficient use of
a busy person’s time.

2. Be specific about what you need. Make sure the other person understands how a
little effort on their part can make a big difference in your life.

Be clear about what you want. People are more likely to help you if they understand
what you need, why it matters and how they can help with a minimum of time and
effort. If you can’t explain this in a few sentences, you don’t need a meeting.

3. Always put yourself in the other person’s shoes.
Whenever you contact anyone, stop and put yourself in their shoes. Why would they
want to talk with you? How can you make it easy on them? How can you demonstrate
that talking with you would be entertaining or educational? At the very least, be
humble and appreciative.

4. Make it easy.
Never ask for a lunch if a short meeting will do. Never ask for a meeting if a phone call
will suffice. Never ask for a phone call if an e-mail will get the job done.

5. Don’t pester.
If the other person isn’t interested, back off. Ask if there’s someone else they suggest
you could talk with or something they suggest you read. Perseverance is a great
character trait if you are pursuing a worthy goal, but an empty meeting is not a worthy
goal.

6. Start at the bottom.
Once you have narrowed the list of industries, make your first contacts with people who
are helping serve real customers. Look for people who have recently joined the
company. These are the people who can tell you the most about what your experience
will be like with a company or within an industry. You can learn about an industry’s
history by reading biographies of industry pioneers.

7. Show up prepared.
If you do need a phone call or meeting, be prepared. Make sure you have read all the
important books about the industry and the biographies about its pioneers in advance.
Thoroughly research the company and the individual with whom you meet.

8. Send a list of questions in advance.
A short list of questions help set the agenda and show that you’ve done your
homework. Sending your questions in advance makes the most of a short meeting.

9. Ask questions.
Your goal in a face to face meeting is to establish a relationship. Use your time in a
personal interview to learn about the other person. How did they get to where they are
today? What mistakes have they made? What do they cherish or regret? Once you
understand the other person, and they believe you are sincere and dedicated to their
industry, and perhaps following in their same path, they are more likely to see you as a
younger version of themselves and are more likely to want to help.

10. Give something unexpected in return.
What can you give in return? Does the entrepreneur have a favorite charity where you
can volunteer? Is there some other way you can give them an unexpected gift? Will
you at least pledge to help someone like yourself in the future? Being willing to give
of yourself without being asked is a sign of maturity and character.

Busy entrepreneurs make up to several million dollars each year. That means an hour
of his or her time is worth a thousand dollars or so, and a marginal hour of time is
worth much more. At an MBA salary, an hour of your time is worth $50 or so,
meaning that you should be willing to volunteer ten hours of your time in return for a
half hour meeting. Sound too expensive? Then you really don’t need the meeting.

11. Be nice to the gatekeepers too.
Remember, executive assistants run most companies. They can be your most valuable
source of information about a company or an entrepreneur. See them as a resource, not
a barrier.

12. Follow up
Always, always, always write a handwritten thank you note. Let the entrepreneur
know how their advice or recommendation helped. Show them your gratitude by
offering something unexpected.

Summary
Entrepreneurs are busy. Every moment of their time already is committed. People who
use social contrivances or relationships to gain access for meaningless meetings take time away from more important tasks.

If you want to learn about an industry, read books or surf the internet for information.
Interview line personnel who have more time and can give you a perspective on what
working in an industry at an entry level is like. Save face to face meetings with
entrepreneurs for that rare moment when there is something specific they can do, at a
very low cost in time and effort, that will make a big difference to your life.
Valuing time like this may seem crass, but the economics are revealing.

Above all, remember that it’s not about you. People will help you if they sense that you
are on an important mission to help others and have the character and drive to make a
difference. You can demonstrate this by doing your homework up front, and always
putting yourself in the shoes of the other person.

The Master of Art in Management program is designed specifically for liberal arts majors only. The MA degree program is a 10 month intense study of the basic functional areas of business. After graduation and working for approximately two years, all MA graduates are eligible to apply to Wake Forest as part of the MA/MBA joint degree program and get the MBA in one year. The new Dean, Steve Reinemund, has created a new scholarship for diverse students pursuing the MA degree called the Corporate Fellowship.


The Corporate Fellowship provides full tuition and a $21,000 stipend to cover living expenses. Additionally, each Corporate Fellow will participate in a practicum. The practicum has two components, educational and professional development. Each student will be assigned a mentor that is a high level executive with their sponsor corporation. The mentor will oversee an educational project covering 4 of the functional areas of business using their own corporation as the subject. The student will visit the corporation 3 - 4 times during the program to present his/her results of their research project. Additionally, the "professional development" component of the fellowship provides career coaching and leadership development for the students.

The goal for the corporation is to be able to groom and hopefully, hire a top candidate from a diverse background for their organization. Of course, there is no obligation that the students accept any offer of employment. Still, the student benefits, even if they are not ultimately hired by their sponsor corporation in that they have the MA degree and the type of experience that will make them more marketable.

Contact Debra Jessup at 336.399.5403 or debra.jessup@mba.wfu.edu.

By PHYLLIS KORKKI

Q. You are getting ready to apply for a job electronically, and your résumé is ready to go. Do you need to prepare a cover letter? Are they necessary in this day and age?

A. Cover letters are still necessary, and in a competitive market they can give you a serious edge if they are written and presented effectively.

Cover letters are a graceful way to introduce yourself, to convey your personality and to impress a hiring manager with your experience and your writing skills, said Katy Piotrowski, an author of career books and a career counselor based in Fort Collins, Colo. You can also tailor them to a specific company in ways that you cannot with a résumé.

Ms. Piotrowski recently had a job opening at her small company, Career Solutions Group, and she was dismayed when about a quarter of the 200 applicants did not send cover letters. Most were within five years of graduating from college, she said, reflecting a more informal mind-set among younger people.

Q. How should your cover letter be organized, how long should it be, and what should it say?

A. First, do your best to find the decision maker’s name, and use it in the salutation. If you are applying to a blind ad, say “Dear Sir or Madam” or “To the Hiring Manager.” Ms. Piotrowski said she received cover letters that had no salutation at all or began with “Hey there” — not a strong start. If you want to be on the safe side, use a colon after the salutation, although some people now feel it is permissible to use a comma in an e-mail message.

Your cover letter should be short — generally no longer than three or four paragraphs, said Debra Wheatman, a career expert at Vault, a jobs Web site.

In your first paragraph, explain why you are writing — it may be that you are answering an ad, that you were referred to the company through networking, or that you learned that the company is expanding, said Wendy S. Enelow, author of “Cover Letter Magic” and a professional résumé writer in Virginia.

In the middle paragraphs, explain why you are good candidate, and show that you are knowledgeable about the company. Then convey a clear story about your career, and highlight specific past achievements. This can either be done as a narrative or in bullet points, Ms. Enelow said.

You can also highlight qualities you possess that may not fit the confines of a résumé, Ms. Wheatman said.

She once worked in human resources at Martha Stewart Living, and recalls reviewing applications for a chef in a test kitchen. One woman had a career in manufacturing, but her cover letter described how she had grown up in a family that was passionate about cooking and where she had frequently made meals from scratch. The woman got the job despite her peripheral work experience.

Finish your letter by indicating that you will follow up in the near future (and make good on that promise). Sign off with a “Sincerely,” “Cordially,” “Thank you for your consideration” or similar closer, followed by your name and, if you like, your e-mail address.

Q. Where should your cover letter appear, in an e-mail or in an attachment?

A. You can include your letter in the actual text of your e-mail message or place it above your résumé in an attachment. If you put it in a separate attachment from your résumé, you run the risk that a harried hiring manager will not click on it at all. If you place it in the text of your e-mail message, it should generally be shorter than if you use an attachment, Ms. Enelow said.

Then, if you really want to make an impression, make a hard copy of your cover letter and résumé and send it to the hiring manager by regular mail. Attach a handwritten note that says, “Second submission; I’m very interested,” Ms. Piotrowski said. “I’ve had clients double their rate of interviews simply from doing that,” she said.

Ms. Enelow calls this “double-hitting,” and says she has seen it work remarkably well. She said a senior-level client of hers got an interview and was hired because the hard copy of his cover letter and résumé reached the company president, whereas his electronic application was rejected by someone in human resources because it did not meet certain rigid criteria.

Q. What are some common mistakes in cover letters?

A. A cover letter with typos, misspellings and poor sentence structure may take you out of the running for a job. If you cannot afford to pay someone to review your cover letter and résumé, enlist a friend or a family member with good language skills to do it instead.

Another misguided thing people do is to make the cover letter all about them: “I did this, I’m looking for, I want to ... I, I, I.” Structure your letter so that it stresses the company and what you can do to help it reach its goals, Ms. Piotrowski and others said.

Another danger is including too much information — for example, very specific salary or geographic requirements, Ms. Enelow said. It is also unwise to point out that you do not meet all the criteria in the job description, she said. You can deal with that later, if you get an interview.

Hiring managers are looking for ways to exclude you as they narrow down their applications, she said. Do not give them that ammunition.