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 ====== Intrapreneurship 101 #1: Adopting an Upwardly Mobile Mindset - Part 1 ======
- Anisa's Note: Starting a business isn't for everyone. Luckily, that isn't the only way to become rich. It's possible to become wealthy as an employee. And sometimes the first step is as simple as adopting the right mindset...
-Mark Ford has therefore created a new series to help you adopt that mindset and achieve that wealth. In this issue he writes about the trigger that doubled his income in a matter of months...and made him a multimillionaire in a few years under the employ of someone else.
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 The common view of 'getting rich' is that it requires something extraordinary...
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 So be careful. And make up your mind that you will have integrity.
+====== Intrapreneurship 101 # 10: How to Get a New and Better Job ======
+A guy I know just lost his job. He came to me for advice on finding a new one. He faces several problems. He's 50 years old and an expert in an industry that is shrinking.
+His initial efforts were completely unproductive - which created an additional problem. He now lacks confidence.
+"I'm afraid I'll end up bagging groceries," he told me. "I've got two kids to put through college and a retirement fund that evaporated when the market crashed."
+He is scared and with good reason. But I told him not to worry about the zero responses he got from sending out 50 resumes. "That's the worst possible way to get a job," I told him.
+Why Sending Out Your Resume Is the Worst Possible Way to Get a Job
+If you have lost a job, fear losing a job, or simply want to get a better one (by transferring, shifting, or being promoted), what I'm about to say will be helpful to you. This is based on my experience both as a job seeker and as a job giver, as well as what I've learned by consulting with a resume writing business and some ideas I've gotten from a very good book on the subject titled Don't Send a Resume, by Jeffrey J. Fox.
+You must either conquer and rule or serve and lose, suffer or triumph, be the anvil or the hammer. - Johann Wolfgang von Goethe (Der Gross-Cophta, 1792)
+Most people end up with jobs that result from a series of half-baked actions and fortunate accidents. Ask a dozen executives to retrace their careers and you'll hear a dozen versions of "this happened" and "that happened" but very few saying "I wanted this so I did that."
+When you try to get a better job by sending out a bunch of resumes to business you barely know, you are doing the equivalent of "cold selling," says Jeffrey Fox.
+"Cold calls have a low success rate. The customer may have absolutely no need for the product, may not even be in the office... The person who receives the resume may have no need for an additional employee, may not even be the hiring person."
+Fox is right. Resumes don't usually work, because they are designed wrong. They are all about you, the job candidate. But the person doing the hiring is not at all interested you. He's interested in his business - the problems and the challenges he faces every day. He's interested in hiring you to help him meet those challenges and solve those problems.
+He doesn't care about - and doesn't have time to consider - your career goals, what you like to do in your spare time, and what organizations you've joined. He'll only even listen to that kind of information if he thinks it will help him out in some way.
+But the more he reads about what you want and what you need, the further away he feels from his own wants and needs.
+That's not what you want to do.
+Let's face it, when it comes to getting a better job, the process is a sales event.
+The product is you. The customer is the business you want to work for. And the process of selling yourself should resemble a sales call, not a celebrity interview.
+How do you sell something?
+You start by doing some background work. You study the potential customer base. You try to understand what they need, what worries and confuses them, and what they problems, hopes, and desires are.
+You become close to your prospects, because you know that when it comes time to sell you are going to have to answer their questions, solve their problems, and convince them that you can help them achieve their dreams.
+In this case, you have to sell your "customer" on the idea that you can make its business better. To do that, you need to figure out how you will improve its profits. And to accomplish that, you need to study it.
+Ask not what a better job can do for you but rather what you can do for your next job.
+When You Want a Better Job, Don't Send Out Resumes. Send Out Sales Letters Instead
+As I just said, resumes don't work because they are all about you. Sales letters work because they are all about the customer (the company you want to work for)
+If getting a better job is your goal, plan accordingly:
+Target a limited number of potential future employers.
+Study them.
+Determine their goals, problems, and challenges.
+Write to the person you'll be working for.
+Convince him you can help him achieve his objectives.
+This advice applies to getting outside jobs as well as better jobs within the company you're now working for. You can even use it to convince your current boss to give you a better job than the one you have now.
+Now you're ready to write your sales letter.
+It is folly for a man to pray to the gods for that which he has the power to obtain for himself. - Epicurus (Vatican Sayings, 3rd century B.C.)
+Your sales letter can be a formal letter, a personal note, an interoffice memo, or even an e-mail. The medium you use is a matter of what's appropriate to the relationship. The fundamental nature of the letter should be the same.
+A good letter:
+Says something good about the company and the person you want to work for
+Lets your prospect know that you know his goals, problems, objectives, etc.
+Makes the claim that you are the person to solve/achieve them
+Proves that you are
+Requests a specific action (asks for an interview)
+If you write the right sales letter, it's OK to send a resume along with it. I'll tell you more about how that resume should be structured next week.
+====== Intrapreneurship 101 # 11: 14 More Tips on How to Sell Yourself to Get a Better Job ======
+In Don't Send a Resume, Jeffrey J. Fox tells the following story:
+Douglas MacArthur, the legendary World War II Army general, was looking to hire a new aide. After a staff review of candidates, MacArthur interview the "short list." One of the potential aides was a young lieutenant. At the beginning of the interview, the general asked the lieutenant, "Did you have any trouble finding the place?"
+"No, sir," answered the lieutenant, who then asked, "Sir, what is your review of the role of the Army in winning the war here in the Pacific?"
+For one hour, interrupted only by the lieutenant's occasional "uh-huh" and "Could you elaborate?", the great general talked. At the end of the "interview", the lieutenant was offered the job. Later, MacArthur told one of his colonels that the young lieutenant was one of the most intelligent officers he had ever met.
+Do more than hear, listen. Do more than listen, understand. - John H. Rhoades
+I had a similar experience in graduate school. I spent a quarter of an hour telling a visiting scholar how much I liked his books and what an important critic he was and asking him fan-club type questions. He later said to the department chairman, "That young man is extremely bright. He's one of your best students, in my view." He formed that opinion without hearing a single thing about me or what I could do and without hearing a single opinion of mine except how much I like him.
+This is important to remember when you are seeking a job. It's useful in any interview but especially so if you get to talk to the person you'll be working for.
+That said, let's get down to business.
+more ways to get a better job - from your current employer or a new one
+Your cover letter should be very personal. It should indicate that you (a) know the company in some detail, (b) like the company, and (c) believe you have something specific and valuable to contribute to it.
+If you include a resume (which is OK to do if you write a good sales letter), make sure it is tailored to the individual company.
+When talking about yourself, don't use self-serving cliches (such as a "passion for customer service") that virtually any job candidate can make. Instead, use facts, incidents, and numbers to reveal your qualities and capabilities.
+When you are talking or writing about your accomplishments, focus on what you have done recently (say, in the last few years).
+If you have no relevant experience, don't try to pretend you do by making a job at Burger King sound like rocket science. Here is where you make for your lack of experience by showing specific knowledge of the company and industry you aim to work for. If you've done your homework well, you will be seen as a blank sheet with great potential (always desirable).
+Don't summarize your career, experience, or skills. State the facts briefly and clearly.
+Don't say what your career objective is. No one cares but you. Your job, as the salesman and the sales product, is to talk about the needs and desires of your prospect, not yourself.
+When you go for an interview, have a specific objective in mind and work hard to achieve it. If you haven't been promised it by the end of the interview, ask for it (nicely).
+A hiring interview is a sales call. Don't talk or tell. Answer, ask, and listen.
+Consider "showing" something - a customer survey, industry data, etc. - that illustrates the work you've already done and helps make the case that you can contribute to the company's success. The tactic of showing is a time-honored stabled of strong salespeople.
+If you interview at a restaurant, don't drink alcohol and/or order something and eat very little of it.
+In your research, discover dress preferences, if any, of the company you're interviewing for. Don't be a rebel. Conform.
+Don't try to befriend your prospective employer. Be friendly instead.
+If you feel you might not get the job you are seeking, suggest that you can do a project for the company on a freelance basis. Perhaps even for free. "That way, you can find out if I can do what I've promised," you can say, "without any risk on your part." This works in selling vacuum cleaners. It should work for you.
+One final word from Jeffery Fox: "If you don't know why the company should hire you, it's a good bet the company won't know either."
+====== Intrapreneurship 101 # 12: Why You Should Be Looking for a Better Job Right Now  ======
+Few of us are entirely happy with our current work - and if we are for a while, eventually some of it, at least, becomes ho-hum.
+There's nothing wrong with wanting a better job, even if (a) you're grateful for the one you've got (which you should be - especially nowadays), (b) you worked long and hard to get it, or (c) you are working for yourself.
+I've been thinking about the advice I've been giving you (about how to get a new job or even a better job), knowing that some of the people who will be reading this are employees of mine or businesses I consult with.
+"Don't encourage our employees to be dissatisfied with their work," a client told me the other day. "And definitely do not tell them how to go about getting a better job."
+I almost fired that client, but I forgave him. He's not a bad guy. He just doesn't get it. He doesn't understand that business works best when all interests are served: those of the employer, the employee, and the customer. The aim of business is not to please the employee, but if the business is a good one and properly run, the proper aim (pleasing the customer) will also please the employee.
+Every man is the architect of his own fortune. - Sallust (speech to Caesar, 1st century B.C.)
+My critic doesn't get it because in his world the employee's desire to have a better job conflicts with his desire to produce good products at affordable prices. He sees the self-improving employee as a threat. He might leave for another job or insist on being paid more. In the former case, the employer ends up with a net loss in production expertise; in the latter case, with higher production costs.
+But that's not the way it works in the real world. In the actual practice of running a business, you discover that the breakthroughs in value - better products at the same or lower prices - come almost always from getting your employees to work harder and smarter.
+I have found that I can get more of that kind of positive action by promoting the idea that employees should seek better jobs. The trick is to get them to seek those better jobs in the confines of my business.
+I acknowledge that times are tough and the future is challenging - but then I challenge my employees to discover ways to sell more product, improve its quality, increase efficiency, and raise the level of customer service. I let them know that as they achieve these goals new opportunities should open up for everyone - new tasks and responsibilities that will mean higher pay and more interesting work for each employee.
+I let my people know that now is not the time to abandon ship and take the risk of a short-lived job with another company. Now is the time for them to leverage the advantages they already have by finding new ways to give our customers a better deal.
+====== Intrapreneurship 101 #13: If You Want that Better Job, Go After It Like You Mean It ======
+If you want to go faster and farther, you should not only be doing good work at your present job but also be actively pursuing a better one.
+This is a process that should be ongoing. It should begin the day you start working on one job and continue until the day you get accepted at the next. If you put that kind of upward pressure on your career trajectory, it's bound to skyrocket.
+Your "better job" may well be with another company - even in another industry - but more often than not, it will be the next best job with your current employer.
+If you prepare yourself for a better job by working harder and smarter, chances are (ironically) you won't have to go out and get one. Your current employer will be happy to keep you and promote you - and he'll meet your growing capabilities with increasing compensation.
+There is one quality more important than "know-how"... This is "know-what" by which we determine not only how to accomplish our purposes, but what our purposes are to be. - Norbert Wiener (The Human Use of Human Beings, 1954)
+But if you do find yourself unemployed, you will have to go after your next job with a target-marketing approach - treating yourself both as a salesperson and as a sales product.
+And you must work - just as hard as you work doing anything that's worthwhile.
+Eight ways to maximize the hours you work to get a job
+You've got to put in at least 50 hours a week in your pursuit of a new job. Here are some suggestions (some from Jeffrey J. Fox's book Don't Send a Resume, some from me) on how to get the most out of that time:
+Work every day getting contacts, appointments, interviews, and commitments. You might even have fun with this system by assigning each event a point value. For example, a lead would be worth one point, an appointment would be two points, an interview would merit three points, and a commitment would give you four points. A good daily goal to aim for would be five points, made up of any combination of these point/event values.
+Maintain your goal and task lists. Most of the tasks on your daily "to-do" list should be aimed at getting a good job. Achieving a daily point goal (see above) would certainly be one of the tasks that would get highlighted.
+Develop criteria for the job you want. These should include location, company size, the type of work involved, flexibility, etc.
+Review newspapers, magazines, online sites, and trade journals - but research only "prospects" that meet your criteria.
+Narrow down each day's possibilities to a handful of genuine opportunities.
+Research each of these opportunities by reading, visiting the business, examining its products, speaking to current employees, going for "informational" interviews, etc.
+Write targeted letters to potential bosses (bypassing their personnel departments).
+Send thank-you notes to all those who respond to you, even if negatively.

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