I can't tell
you how many times in the past six months that a newly-minted
Independent Consultant has called me with the following words:
Andrea says, "Look at my Resume! Check it out for me! Something
must be wrong with it - I'm just not getting consulting engagements!
Look - I spend days of calling, calling, calling, getting in to
meet with the CEO; then I sit with him in his office, talk about
my work, present my Resume - and the next call I get is from his
HR department, asking me to come in to schedule my physical for
a permanent job!"
Then she goes
on some more:
I don't want a permanent job with this firm - I want a consulting
engagement. What am I doing wrong?"
is Andrea doing wrong with her Resume, anyway?
she have her Resume printed on really expensive linen foolscap?
- Perhaps have
it hand-lettered by an Irish monk in old Donagal?
- I know! What
about hiring a skywriter to display it 5,000' over the CEO's parking
lot while you are coming back from buying his lunch at Chez le
Or how about
- See - you
have the Resume reduced in size and printed on a piece of really
thin paper - then you fold it up real tight, and stuff it into
an empty walnut shell. Then, you put the walnut shell into an
expensive mahogany box along with a silver nutcracker, gift wrap
it in gold paper, and FedEx it to the CEO, along with a cryptic
note that says:
DEAR MR. JONES:
THEY SAY YOU'RE A TOUGH NUT TO CRACK!
none of these are going to be the solution, and there is
nothing wrong with Andrea's Resume. What's wrong is,
Andrea is using a job-getting tool in a futile attempt to sell a
specialized consulting product!
use a Resume to sell a consulting service! Use a brochure
to sell a consulting product!
you expect! Andrea walks into the Prospect's office with
her Resume, just like all job seekers! Can you blame the CEO for
seeing her as "just another wannabe-employee? Or worse - a
- sit down and pick a menu of the services that you can perform
for a Client.
Next - design a single-fold brochure in three or four colors, that
promotes exactly that service - on a standalone basis.
the words, but have a graphic artist do the layout for you.
Take the layout to the printer and have a couple of thousand printed
(Use the extras for direct mail).
you get an appointment with a CEO - go sell your PRODUCT
using your brochure - instead of selling yourself with a Resume!
- go make money!