CAREERS / BUSINESS ADVICE

YOU CAN GET A GREAT JOB WITHOUT A RESUME

EVEN START A BUSINESS WITH LITTLE OR NO MONEY

From, “How to Find Opportunities and Cash in on Them” by Jack Edward Olson

DECIDE exactly what you would like to do. What do you enjoy? What would you like from your job? What are your interests—Travel, Variety, Fishing, Flowers? Ask yourself, “How can I make a career out of some of the things I enjoy?” (Chapters 8, 9 and 10) Write down your answers.

Here is the key question: “Who would benefit from my success if I do this?” Could it enhance the sales of something else? Select a few businesses that would benefit and you would like to work for. Remember, the best person for a job may be the one who is enthusiastic and willing to try, rather than the most qualified. Here’s a tip: Figure out how you can make your new position news-worthy.(Chapter 3)

GET INFORMATION .. Know, as accurately as possible, costs, market size and demand. Find out who else is doing it and get together with that person or company representative. Tell them of your desire to know more. Ask what challenges and competition they face. Secure literature from them and their competitors. Head for the library for statistical information on that field and associated fields. Your quest is to discover the kind of information that will make you unusually knowledgeable about your chosen field. Get information about machinery, processes and supporting functions. (Chapter 15)

MAKE YOURSELF MEMORABLE Arrange information in short interesting bits that can be presented as hand-out sheets. Include your name and the source of information. Give these to people you want to remember you.. Memorize interesting short stories, quotations, and clever things from biographies and trade journals that support your ideas and will dress up your conversation. (Chapter 12)

KNOW YOUR PROSPECTS: Gain a vision of how great they could become. Get a copy of their Company history and credo—their philosophy for the treatment of customers, investors and employees. If time permits, go to the Secretary of State’s office and get copies of their Corporate Charters. Offering memorandums, and stockholders reports are great sources. And don’t forget the personal interests of your contact. Common ground is an excellent way of avoiding tension and building trust. (Chapter 15)

PREPARE TO PARTICIPATE: Develop a couple of ideas that compliment the prospects vision: how to market their business or products to new areas, profitable uses for their facilities, or reduction of waste in the industry. Then, when you meet you will be viewed as participating in their business and they will be participating in your ideas. Chapters 12, 14, 15 and 16)

TARGET: Determine who in the company would be most interested in your findings and ideas. This may the director of marketing, manufacturing manager, or the president. Generally, the higher up the ladder of command, the better audience you will receive and the better the reception for your ideas and findings. (Chapter 3 , 10 and 12}

ARRANGE A FIRST MEETING: The objective of this meeting is to rekindle your contact’s excitement about his business or department. Every businessman has ideas he would love to pursue. Be ready to listen, keeping in mind that your roll is consultative. You will present a couple of hand-outs and ask about the companies plans. It will be helpful to have their literature with you. Your knowledge of the business will automatically set the conversation on a high level. From that meeting you will have information that will help you to fold your ideas into theirs. Set a time limit and stick to it. Leave while interest is high. (Chapter 12)

REFINE: Improve your ideas: how, who and when will they be implemented. If you get into a discussion of how to do what you propose, you’ll be glad you prepared. Anticipate and prepare for objections before they arise. You must be the expert on what you propose (Chapter 16)

ARRANGE A SECOND MEETING: Preferably within ten days of the first. If you have presented something of value at the first meeting and left early, they will be happy to see you again, and they may call other people into your meeting. This time you will present your ideas and more information. (Chapter 12)

ACCEPT: If, during that meeting, they ask what your are presently doing, and would you like to join the company, stop your presentation instantly. Either accept or ask what they have in mind.. Or, they may ask why you are presenting all this information. Be strait forward and say, I would like to participate in what you are doing on some level. Continue with your presentation only if asked. (Chapter 18)

You have put the ball in their court. At this point an offer may be made or they will decide to take some time to discuss you. If they ask for a resume, present a list of accomplishments. Actually, at this point I have never been asked for a resume. They are more likely to ask for a proposal. Don’t be surprised if they offer to set you up in a business to provide what you offer. That happens quite frequently. (Chapter 18)

FOLLOW UP: if necessary with a short call or a thank-you card. Perhaps a lunch or breakfast invitation will be appropriate. (Chapter 12)