In this issue...

• The Meeting within the  Meeting

• Because Two Issues are Better than One

• Overcompensated?  Increase your Worth

• Ten Keys to a Dynamite Resume

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The Meeting within the Meeting
(By Jeffrey Bewley)

Having always been fairly academically oriented, I’ve always enjoyed attending professional and technical conferences, such as the annual American Dairy Science Association meetings or regional nutrition conferences. I view them as an opportunity to keep abreast of the latest scientific knowledge and to continue my education. So, I was a bit confused a couple years ago when a colleague and friend of mine told me that when he attended meetings, he was more interested in “the meeting within the meeting” than the technical content of the program. This gentleman has been a successful salesperson and nutritionist for nearly 30 years; thus, I decided it would be in my best interest to understand better what he was referring to. According to my friend, “the meeting within the meeting” refers to everything that occurs outside of the presentation rooms during technical conferences. This may include conversations in the hallway before or after presentations; pre-arranged dinner meetings with customers, suppliers, or colleagues; or even discussions outside of the meeting rooms during presentations.

Being young and naïve, initially I thought this mentor of mine was really missing the point of attending conferences and seminars. However, it only took a couple of meetings for me to recognize that his emphasis on “the meeting within the meeting” was a major contributor to his success as a salesperson and nutritionist. A tremendous amount of business is conducted in this manner. Customers may be more receptive to listening to your ideas when they no longer have “home court advantage,” as they usually do when you call on them at their dairy. Suppliers provide market insights and new information with regard to customer and competitor activity. In addition, they may be helpful with introductions to potential new customers. Conversations with colleagues provide additional market insight and increase and strengthen your professional network. During my time in the industry, I was consistently in awe of how much my co-workers and I accomplished during “the meeting within the meeting.” I am grateful for the lessons I learned from my more experienced colleagues.

Recognizing that many people who read this newsletter are either currently students or early-career animal science professionals, I encourage you to re-think your approach to attending meetings and conferences. The importance of networking, particularly early in your career, can not be underestimated. Whether you are looking for your first job, content with your current job, or looking for a new professional challenge, formal and informal networking will improve your chances for success. I encourage you to seek out opportunities to broaden your professional network.

One particularly effective way to do this is to identify a few professional conferences to attend each year. If you are of an academic mindset, step out of your comfort zone a bit and introduce yourself to people in the hallways, hotel lobbies, and restaurants. Make it a priority to pre-arrange dinner meetings with customers, suppliers, or colleagues. A business professor of mine always suggested that “the best conversations always occur around meals.” If you’re a student, before you attend a conference, print some business cards with your contact information to hand out at the meeting. You can purchase perforated business cards at office supply stores and print these out on your home printer or you can order professionally-produced business cards. These will help people you meet remember you. Jeffrey Gitomer, a sales training guru, suggests that it’s not “who you know” that’s important, but rather “who knows you.”

By no means am I suggesting that you attend conferences without ever listening to a presentation. In the animal sciences, the science behind how we feed, breed, and manage the animals we work with is continuously and rapidly evolving. To be successful, we all must be committed to lifelong learning. That being said, there may be times at conferences when continuing a conversation in the hallway is more beneficial than going back into the meeting room. Your goal should be to establish a reasonable balance between the networking and technical aspects of a meeting. The next time you attend a meeting or conference, don’t forget that the “meeting within the meeting” is just as important as the actual meeting. Attending professional conferences can be beneficial for your career in more ways than one!

(Jeffrey Bewley, 29, is an occasional contributor to the Animal Science Monitor. Jeffrey is currently in the process of starting a Ph.D. program in Dairy Management at Purdue University with Dr. Mike Schutz. His research in this area involves intervention technologies. Look for Jeffrey’s articles in future issues of the ASM.)

You can never have too much of a good thing—at least when that good thing is the Animal Science Monitor. Starting in January, the ASM will be published twice during most months (the exceptions being March, July, August, and December). That means the ASM will be arriving in your in-box 20 times during 2006. We’d like to thank our readers for their feedback, inquiries, and encouragement this past year. You’ve been instrumental in our decision to increase the frequency of our publication. Be sure to watch for our second January issue later this month.

Overcompensated? Increase Your Worth
(By Dan Simmons)

From the Animal Science Monitor mailbag..

Dan:
After scanning your article and evaluating my capabilities, I reached the sad conclusion that I am being MORE than compensated for what I am worth!

Though this may be typical for most administrators, I think it is rare among researchers! You provided no suggestions to solve this problem in your article. What would you suggest?

Name withheld

At ASM, we love hearing from our readers. The above letter is legit, and I am going to respond to it publicly as it makes a good article. Keep those cards and emails coming…

So you think you’re overpaid?

You basically have three choices, which are as follows:


• Tell your boss how you feel and ask for a pay cut. This is NOT recommended, as it will have adverse side effects at work and at home.
• Sit quietly and hope no one else notices that you are over-compensated. This is NOT recommended either, as you will be the first person laid off when the budget gets tight.
• Make yourself worth more. This is definitely the best option. The balance of this article will deal with how to make yourself worth more.

There are many ways to increase your level of worth to an employer. They involve learning more, doing more, and raising your profile. Below are eight specific actions you can take to enhance your worth as an employee.

1. Ask for special projects. First of all, this will show your initiative and that you’re not simply satisfied with maintaining the status quo. Supervisors want employees who volunteer for projects, not scurry in every direction when it’s time to dole out responsibility.

2. Become active in industry associations. This is a great way to not only increase your overall knowledge base, but to also begin networking more effectively with other professionals in your industry. You can learn more, expand your connections, and keep abreast of trends and new ideas.

3. Write for industry publications. This will accomplish two objectives. First, it will raise your profile individually, and second, it will increase your company’s presence in the marketplace. If you’re not a natural writer or find writing to be tedious, enlist the help of a friend or relative who’s talented in this particular area, either for ghostwriting or copyediting tasks.

4. Obtain certifications. These various certifications are offered by a number of industry groups, such as ARPAS. Certification serves to diversify your knowledge and skill set and immediately adds credibility and validation to your worth as an employee.

5. Go back to school. This can be done either locally, at an area college or university, or over the Internet. Before embarking upon this endeavor, though, do your homework (pun intended). Ascertain which extension of your current education will best serve to enhance your career in the short run and the long run.

6. Work harder and SMARTER. Simply put, there is no substitute for hard work, whether that entails arriving early, working through lunch, or staying a few minutes past five o’clock. That being said, working harder at the wrong things is very counter-productive. Make sure you have a well thought out plan in place, one that makes the most sense considering the circumstances, before you go full-bore.

7. At your next evaluation, ask your boss how you can be more valuable to the company. Once again, this will show your initiative, as well as your commitment to the company. Just remember that you’re likely to be given exactly what you ask for—namely a list of things to do in order to make yourself more valuable. You must be prepared to carry them out. The only thing worse than somebody not taking initiative is somebody who pretends to.

8. Identify ways technology can increase your productivity or decrease the company’s expenses. Share these ideas with your supervisor. It’s been said that ideas are the capital of the new economy. If your supervisor knows that you can be counted upon for new ideas, then your stock will rise dramatically.

There may not be too many people who believe that they’re overcompensated for what they do. However, regardless of what situation you may find yourself in, your goal should be to become as valuable as you possibly can to your employer. Even if you’re of the opinion that you’re being adequately compensated, the steps outlined above can help you to advance your career. Remember, your worth is the number-one factor that determines the manner in which you’re compensated, either in your current position or in the bigger opportunity that awaits you just around the corner.

If you have questions regarding this topic or any other relating to career advancement in today’s marketplace, please contact me at dan@consearch.com.

Ten Keys to a Dynamite Resume
(By Don Hunter)

To help you construct a better, more powerful resume, here are 10 overall considerations in regard to your resume’s content and presentation:

1. Position title and job description. Provide your title, plus a detailed explanation of your duties and accomplishments. Since job titles are often misleading or their function may vary from one company to another, your resume should tell the reader exactly what you’ve done.

2. Clarity of dates and place. Document your work history and educational credentials accurately. Don’t leave the reader guessing where and when you were employed or when you earned your degree.

3. Explicitness. Let the reader know the nature, size, and location of your past employers, as well as what their business is.

4. Detail. Specify some of the more technical or involved aspects of your past work or training, especially if you’ve performed tasks of any complexity or significance.

5. Proportion. Give appropriate attention to jobs or educational credentials according to their length or importance to the reader. For example, if you wish to be considered for an engineering position, don’t write one paragraph describing your current engineering job, followed by three paragraphs about your summer job as a lifeguard.

6. Relevancy. Confine your information to that which is job-related or clearly demonstrates a pattern of success. Concentrate only on subject matter that addresses the needs of the employer.
 
7. Length. Fill up only a page or two. If you write more than two pages, it sends a signal to the reader that you can’t organize your thoughts or that you’re trying too hard to make a good impression. If your content is strong, you won’t need more than two pages.

8. Spelling, grammar, and punctuation. Create an error-free document that’s representative of an educated person. If you’re unsure about the correctness of your writing (or if English is your second language), consult a professional writer or editor.

9. Readability, part one. Organize your thoughts in a clear, concise manner. No resume ever won a Nobel Prize for literature. However, a fragmented or long-winded resume will virtually assure you of a place at the back of the line.

10. Readability, part two. Be sure to select a conventional type style, such as Times New Roman or Arial, and choose a neutral background or stationery. If your resume takes too much effort to read, it may end up in the trash, even if you have terrific skills.

Finally, I suggest you write several drafts, and allow yourself time to review your work and proofread for errors. If you have a professional associate whose opinion you trust, by all means, listen to what he or she has to say. A simple critique can make the difference between an interview and a rejection.