Business in general was hard hit in 2008 Government and

3 R’s the private sector Reduce are exploring every Rework Recycle avenue available to continue services, provide employment Vol. XLII CITY OF INDUSTRY, CALIFORNIA No. 2 February 2009 and pay the bills. With the start of a new year the Industry Manufacturers Council has decided to plan Pacific Palms Staff Treats IMC Save The Date! a lunch that will not address any of these issues currently making the news headlines, Staff to Lakers Game Career Fair or being featured on evening TV. But instead On January 9, Bob Nelson (General group picture was taken outside the Staples share with our audience an afternoon of Manager of Pacific Palms Conference Center. The Lakers beat the Indiana Pacers Tuesday, enjoyment. Enjoy a beverage, network Resort) and some members of his staff 121-119 on a last second shot by Kobe with business associates and community treated the IMC personnel to dinner and Bryant, everyone had a great time. April 21st members and leave the luncheon in a better an exciting night at the Lakers game. The frame of mind. The IMC and City of Industry is proud For that reason the IMC is not going to sponsor the 9th annual City of Industry to disseminate information about the Career Fair and JobSeek publication in program, but instead will guarantee that partnership with the San Gabriel Valley when you leave the event, you will be in Newspaper Group to help businesses better spirits. recruit San Gabriel Valley’s best career Great care has been taken in candidates to the City of Industry. planning this program, maintaining the Participating exhibitors will receive standards and tradition that the IMC has exposure in JobSeek, a four-color career established. guide publication that will be part of Sunday’s circulation on April 19th. A booth and signage at the Career Fair, which will be held at the Industry Expo Center, YWCA Women on Tuesday, April 21st, as well as internet exposure, free parking and lunch. of Achievement Your message will be delivered to over 425,530 readers in the San Gabriel Awards Valley newspaper group’s three daily Staff members from the IMC and Pacific Palms. (l to r) Marlo Fleming, Connie Brenner, newspapers – the San Gabriel Valley Carol Nelson, Don Sachs, Hope Millan, Joanne Breslin, Ron Whittimore, Luncheon Rita Cruz, Cynthia Ordyke, and Bob Nelson. Tribune, Pasadena Star-News, and 2.8 million online viewers. Once again it is time to nominate that Look for an upcoming mailer on deserving, outstanding woman that has how to register for this exciting opportunity touched your life in a meaningful way Did You Know? or contact Shannon Zamora, San or has contributed to the improvement Golden State Foods (GSF), located • 13 million toys (for Happy Meals) are Gabriel Valley Tribune, (626) 962- in the community where you live or at 21489 Baker Parkway in the City shipped weekly (making GSF the largest 8811, ext. 2573 or Shannon.Zamora@ work. Recognition for outstanding of Industry is the largest of the GSF toy distributor in the world) inlandnewspapers.com accomplishments will never be more Distribution Centers. The City of Industry • Drivers drive 100,000 miles on appreciated than at the YWCA’s 25th Annual GSF is a full service distribution center for deliveries per week Women of Achievement Celebration over 1000 McDonald’s, providing them Being a good corporate citizen concerned Luncheon on June 5, 2009, taking place everything from cash register receipt paper about the environment, GSF is currently Tips for Staying at the Pacific Palms Conference Resort. to beef patties. The goods are shipped investigating the use of recycling the Make sure you do not miss this excellent all over Southern California and to over cooking oil used to cook French fries and Healthy at Work opportunity to recognize and admire those 25 countries in the Pacific Rim. Here blend it with the diesel fuel used in their Staying healthy at work isn’t always outstanding women who have helped is just of few of the amazing facts about trucks (I wonder if it is called McFuel?). easy. With all your coworkers sneezing contribute to the betterment of your world. weekly shipments that are delivered from There is nothing small about the GSF and sniffing around you, it may seem For nomination forms please call the the 270,000 sq. ft. facility: Distribution Center in the City of Industry. impossible. Find out how to stay healthy at YWCA office, (626) 960-2995, or check • 1.6 million pounds of French fries Next time you buy a Happy Meal or work with these tips. their web site at www.ywcasgv.org. shipped weekly Chicken McNuggets or a Big Mac, the 1. Wash your hands. Often. • 276,000 pounds of cheese shipped chances are its ingredients came from the This means every time you use the weekly (8 to 9 million slices) Golden State Foods Distribution Center in restroom, before you eat, after you sneeze • 900,000 pounds of beef shipped weekly the City of Industry. or cough and any other time your hands feel Write Winning dirty. Also, keep a bottle of hand sanitizer at your desk, for when you can’t get to a sink. Thank-You Visibility vs. Self-Promotion 2. Keep your workspace clean. Clean your phone, computer keyboard Letters To get ahead, you’ve got to keep to the overarching goals of the organization. and anything else that you use frequently. the spotlight on your projects and Contribute to the Core Even if you are the only user, germs can Writing powerful thank-you letters is accomplishments. But how does an Look for ways to contribute that lie at the live on these objects. not just a formality. Thank-you letters are effective, ambitious manager walk that core of the company’s growth rather than 3. Eat balanced meals every day - marketing tools that can have tremendous fine line between gaining visibility and the edge. All companies have hot projects including breakfast! value in moving your candidacy forward appearing to be a shameless self-promoter? and new directions. Many people are tempted to skip and positioning you above the competition. The best managers focus on departmental Stay aware of these and tie your work into breakfast because it takes too long to eat in Although much of what you include in accomplishments, not themselves. one of these areas whenever possible. the morning or in an (misguided) effort to your thank-you letter may have already How managers gain visibility makes all Talk Up Your Team lose weight. It has been proven that people been communicated during your interview, the difference between being seen as a Take every opportunity to point out who eat breakfast are healthier and more there is nothing more effective than the limelight grabber or a positive contributor the good work of members of your staff. likely to remain at a healthy weight. written word to etch those thoughts into Continued on page 2 Continued on page 3 Continued on page 4 PAGE TWO FEBRUARY 2009 —INDUSTRY NEWS

CITY OF INDUSTRY NEWS Here & There…By the Staff Published monthly by the Industry Manufacturers Council and the City of Industry. At nearly $14 trillion, the U. S. economy Coal is likely to be a big winner City of Industry City Council Dave perez, Mayor dwarfs every other. It’s three times as large under the Obama administration. Look JOHN P. FERRERO JEFF PARRIOTT as the economy of Japan, which ranks for Congress to provide several billion ROY HABER III TIM SPOHN second. GDPs for China, ranked third, and dollars in investments to develop ways to Germany, in fourth place, each run in the transform coal into a fuel for autos, trucks City Manager neighborhood of $3.5 trillion a year. and aircraft, with reduced levels of carbon KEVIN RADECKI And it’s tops not just overall, but in both dioxide emissions. It’ll be part of the big INDUSTRY MANUFACTURERS COUNCIL services and industrial output. In 2005, push to develop alternative energy sources. Officers and Directors U. S. manufacturing output topped $1.7 Within 20 years or so, plants in the U. S. kenneth bryan, President trillion. In comparison, Japan cranked out will make up to 3 million barrels a day of CARL BENNITT, Vice President RON CIPRIANI, Director $950 billion in manufactured goods, and chemically equivalent gas and diesel fuel. TRUDY MARINO, Secretary/Treasurer LAURIE MARSHALL, Director China, about $780 billion. Since then, That’s enough to meet 15% of usage at JOHN BYERS, Director KENT VALLEY, Director the U. S. has doubtless lost some of its current levels and would temper oil prices. edge, but it still solidly leads. Particularly … Industry manufacturers council strong competitors include health Roads and bridges will receive the lion’s Donald Sachs, Executive Director CONNIE BRENNER, Admin. Assist. care and communications equipment, share of infrastructure spending. But Ron Whittemore, Assist. Exec. Dir. JOANNE BRESLIN, Project Coord. hope millan, Assoc. Director ERIN BROWNING, Contrib. Ed. pharmaceuticals, aerospace, oil and gas there’ll be plenty for waterways and ports equipment and industrial machinery. over the next several years, as the Obama City of Industry News, C/O Industry Manufacturers Council … administration and Congress launch a 15651 Stafford Street, City of Industry, CA 91744 Although the quality of U. S. research major modernization program. Telephone: (626) 968-3737 • Fax: (626) 330-5060 leads the world, the gap is narrowing. Four A new water network will be aimed at www.cityofindustry.org governments spend a bigger share of their getting firms to rely less on roads. The Readers are encouraged to submit comments, story ideas and news items. GDP on R&D: Israel, Japan, Finland Transportation Department will designate Layout and design prepared by Marrs Printing. and South Korea. Others, including coastal areas, rivers and lakes as corridors India, Taiwan, Singapore and Brazil, are and channel money into dredging and determined to buff up their research muscle. repairing locks and dams. Shipping via Network Your Way to Success China plans to raise its spending from 1.4% water will reduce highway congestion, save Any expert will tell you that networking Jersey. “They may be using you to advance of GDP to 2.5% by 2020. Current U. S. fuel and reduce greenhouse gas emissions. is one of the best ways to advance your an issue.” Sinclair uses an example spending equals 2.6% of GDP. It’ll also save firms money when fees career, and it’s also a good source of support of a young college grad who joined About two-thirds of U. S. scientific on carbon emissions become a reality. A for everyday job concerns. Employers, an in-company women’s network. research is privately funded, however. barge tow holds 1050 truckloads and uses especially those with good diversity However, rather than advancing the Together, public and private U. S. research only 25% as much fuel as driving does. programs, also recognize the value of members’ cause, this network was more makes up 30% of the world total. … networking, and there are official -- as well interested in taking on management. Look for the U.S. to retain command of Slow global growth will take a big toll as unofficial -- networks for virtually every “This woman was viewed by management the field in several key areas: Biotechnology on the 240,000 U. S. small exporters. Their group. as a troublemaker,” Sinclair says. Once and health sciences plus green technology. foreign orders are drying up more quickly than “A lot of people of color find these you’ve taken a job, carefully find the But China is coming fast in nanotechnology, those of bigger firms, and they have less clout networks especially important,” says networks that will be most beneficial to and Taiwan, Japan and South Korea are than multinationals in fending off resurgent Cornelia Gamlem, president of the GEMS you and your career. also spending big on it. Public subsidies protectionism. Firms dealing in high-tech and Group, a human resources consulting firm If at First You Don’t Succeed, Try Again will give the European Union the edge in telecom goods are among the most vulnerable. in Herndon, Virginia. “They can be a kind Unfortunately, there isn’t always an space launches, flight gear and airplane Smalls are also being particularly hard hit by of balance in understanding whether a obvious network to join. For instance, if construction. Computer chips keep moving the sharp drop-off in trade financing, need situation is unique or if it’s something you’re an African American woman in a to Asia and its huge demand. for insurance against nonpayment by foreign other people have gone through as well. sea of white colleagues, it may not be … customers or political risk. [Networks] can help people avoid that easy to align yourself with others in the One area where the U. S. is getting … feeling of being isolated and overcome company. See if there’s a local professional left in the dust: Public education. Over The Air Resource Board is churning problems all on their own.” organization with African American the last century, U. S. workers were the out rules, many taking effect in 2009. But remember that how you network is members. Or seek out people in your world’s best educated. That’s no longer Greenhouse gas emissions: Many industries just as important as whether you network. community. Don’t just limit yourself to the case. Over the past three decades or will have to disclose them in the coming year, Here are some rules to network by: racial or gender categories. so, South Korea, Japan, Norway, Canada, including electricity generating facilities, Get an Early Start Cast a Wide Net Switzerland and others have overtaken the power marketers, electricity retail providers, The sooner you start creating a network, “Look for support wherever you find U. S. in the portion of people who entire the oil refineries, hydrogen plants, cogeneration the faster you’ll progress in your career. it,” Sinclair says. “Networking really workforce with a high school diploma or facilities, cement plants, food processors, oil Many professional societies have student works best when the group’s common its equivalent. New Zealand, Hungary and and gas producers, mineral processors and chapters in colleges and universities. interest isn’t just race or gender, but the other countries are on the verge of doing so. glass container makers. The requirement Making connections early will give you a success of each member in the group.” In math, science and literacy, foreign doesn’t cover cars, trucks, etc. head start on your job search. Keep your Establishing a broad network enables you students are outpacing Americans. The U. … eyes open for networking opportunities as to turn to different groups, depending on S. falls in the middle or bottom of the pack Net retail store closures this year will be soon as you’ve landed a job. your professional challenges. “Without a in the three continuing studies that compare about twice the usual percentage…around Look Before You Leap broad-based network, there’s no one to turn young people’s academic achievement in 4% of total stores, or roughly 40,000 of “Be careful of whom you ally yourself to in a time of crisis,” Sinclair says. “The a variety of countries, though one recent them. After a dismal holiday season …the with,” warns Mary Jane Sinclair, president broader you cast your net, the broader your report showed significant gains in U. S. first in decades with sales that were lower of MJS Associates in Morristown, New catch will be.” math scores since 2003. than a year earlier…and with prospects of … another lousy year ahead, at least a 150,000 Diesel trucks and buses: Hundreds of existing stores will be shuttered in 2009. At thousands of vehicles need retrofits or must the same time, fewer than usual new stores Visibility vs…Cont. be replaced in the next few years to capture will open…only about 110,000. Focus on your staff’s accomplishments -- can be measured in ways that are easily pollutants belched into the air. Affected are Hardest hit: Specialty apparel sellers not yourself. This speaks of the overall communicated. Further, make sure you are on-road heavy-duty diesel trucks weighing and regional department stores. Both are functioning of your department rather than measuring the aspects of your work that more than 14,000 pounds, yard trucks with struggling to stand out from a crowd of any one superstar, while demonstrating matter most to your organization. off-road certified engines and all diesel- others selling similar wares. your leadership and managerial talent. Compare Yourself to the Competition fueled shuttle vehicles. The rules even One sector likely to weather the storm in Keep the Focus on Accomplishments Know where you stand in comparison include out-of-state trucks and buses that fairly good shape: Grocery stores. They’ll Let your department’s work take to others in your industry. When describing operate in California. Trucks in big fleets see a modest increase in sales…about 2%, center stage by describing successes and your department’s work, be prepared to must filter out soot by 2011 and nitrogen not accounting for inflation…as customers addressing problem areas. Be honest about cite examples of where you are ahead oxide by 2013. Smaller fleets of one to three focus on necessities, cutting expenses and the areas of both achievement and difficulty of the curve. vehicles must start meeting the standards eating more meals at home. in your department. by 2013. Exempt: Vehicles operating fewer … Make Your Progress and Success than 1000 miles and under 100 hours/year. Hydroelectric power is getting renewed Measurable … life. Electricity produced by dams on rivers Set realistic, achievable goals that Continued on page 4 FEBRUARY 2009 —INDUSTRY NEWS PAGE THREE Reducing Gas Chick-fil-A’s Improve Your Writing Skills As more business communications Write to the Point. Consumption Closed-on- are conducted through email, instant Tips for Better Business Writing messaging, PowerPoint presentations and Writing instructors and authors of the and Costs Sunday Policy other written forms, writing ability can help College Board report agree: Good writing today’s professionals set themselves apart. is a skill developed and honed over years, Saving energy is a good way to lower The ability to write clearly in reports or not with quick fixes. Even so, these tips can operating costs. Last month we listed a white papers is necessary to advance. help improve your writing: few ways to reduce electrical energy usage. “Rightly or wrongly, people judge Determine Your Writing’s Objective or Here are some helpful hints to help your their colleagues based on their writing Goal: Are you seeking a consensus on a business reduce its natural gas usage and ability,” says R. Craig Hogan, director of project plan? Asking a client to clarify a costs. the Business Writing Center and author concern? Knowing your goal will help Space Heating of Explicit Business Writing. “Those who you determine how to approach a piece of • Perform Regular Maintenance on Of the many unique characteristics that write poorly are viewed as less intelligent, writing. heating system (filters, etc.) distinguish Chick-fil-A, Inc. from other less educated and less competent. Those Identify Your Audience: Is this for your • Reduce Heating Hours (use time quick-service restaurant companies, the who are articulate are seen as intelligent, boss? A colleague? Or, as sometimes clocks) most notable – and the most asked about – educated and capable.” happens, colleagues with both technical • Adjust Thermostats to 68 degrees tradition is that of closing all its more than In fact, business professionals may not and nontechnical backgrounds? Your tone • Install Programmable Thermostats 1,380 restaurants on Sunday. Following realize how much poor writing skills can and message will likely differ depending on • Reduce Heating Load (curtains, is a brief explanation of how the “Closed- impede their careers. “It’s a silent killer,” your audience, and you may need to revise blinds, etc.) on-Sunday” policy started and why it will Hogan says. your writing to address specific audiences. Water Heating continue to remain in place. Why Writing Matters Iacone recommends crafting different • Fix Leaks Since Truett Cathy, founder and CEO of A College Board survey of business summaries for different readers. • Insulate Hot Water Tanks and Pipes Chick-fil-A, opened his first restaurant in leaders found widespread concern about Spell Out Words: Shorthand may be • Lower Thermostat Setting to 120 1946, he has made his Closed-on-Sunday employees’ writing ability. Consider these appropriate when IMing a colleague, but degrees policy as much a part of the Chick-fil-A findings: it’s not in a client email. • Use Less Hot Water (flow restrictors, brand as the original Chick-fil-A® Chicken About half the companies surveyed Edit: Read and reread your messages, etc.) Sandwich. While many question the chain’s said writing ability is considered when especially those to managers and clients. Restaurant Cooking policy and how Chick-fil-A could forgo promoting employees. Define Technical Terms in the Document: • Reduce Hours Appliances Are On sales on one of the busiest days for food Nearly all companies said they would Placing definitions in parentheses, rather • Invest in High-Efficiency Cooking service, Cathy answers challengers by saying hold poorly written job application materials than in a separate glossary, will help Equipment closing on Sunday is one of the best business against candidates. maintain your document’s flow. For additional energy saving decisions he has ever made. American companies spend more than Use Headings, Subheads and Bulleted recommendations, call the Southern Cathy’s practice of closing his restaurants $3.1 billion each year to remedy writing Lists: These help you organize your writing California Gas Company or go to their on Sunday is unique to the restaurant deficiencies. and guide readers. website at www.socalgas.com. business and a testament to his faith. Within The fast-paced, technology-driven world Get Help: Professional associations may the first week of business at his Dwarf Grill in which we work further complicates offer writing courses, while community restaurant in Hapeville, Ga. more than 60 matters. New communication mediums, colleges and universities often provide years ago, Cathy knew that he would not such as text and instant messages, lead business-writing classes suitable as well. Tips for Staying…Cont. deal with money on Sunday, often referred many of us to use their abbreviated style in And business writing references can help 4. Avoid coworkers who are sick. to as the “Lord’s Day.” more traditional communications. “They’re you learn the basics of syntax, grammar You would hope that coworkers who are Cathy believes that being closed on transferring that shorthand to general and good business writing. contagious would stay home from work. Sunday says two important things to business correspondence,” says Salvatore Finally, when putting pen to paper, Unfortunately, this is usually not the case. people: One, that there must be something J. Iacone, who developed the American remember this adage, Iacone says: “If the If they do show up, try to avoid direct contact special about the way Chick-fil-A people Management Association’s “Effective writer doesn’t sweat, the reader will.” with them (without being rude, of course). view their spiritual life; and, two, that Technical Writing“ course and is author of 5. Drink at least 8 glasses of water a day. there must be something special about how Sodas and coffee may help you stay awake, Chick-fil-A feels about its people. but they will also contribute to dehydration. Cathy believes that by giving employees So you need to be sure to drink water also. Sunday off as a day for family, worship, Listener Wins Just keep a water bottle with you all the fellowship or rest, the company attracts A crazy thing about communication Good and Poor Listeners time, drink throughout the day and you will quality people. And people, Cathy says, are in American society is the strange power What are the characteristics of good and probably get what you need. the cornerstone of all that Chick-fil-A does as of the listener. A song isn’t good unless poor listeners? A study of 900 college and 6. Take frequent breaks throughout a chain. Chick-fil-A has the opportunity to the listener says it is good; audiences military students ages 17 to 70 showed the the day. attract individuals who want to be associated determine music’s success. However, following traits of good and poor listeners When you are feeling tired or sore, get with an organization with a values-based it is equally true that we aren’t serious (in order of importance). up and walk around for a few minutes. Or vision, is purpose-driven and that truly values listeners until we have educated our ears. If A good listener: try some of these tips for stretching at your a balance between work and family. we don’t critically train our listening tastes, • Uses eye contact appropriately. desk. Taking breaks and keeping your body In today’s business world, the Closed- we could be a mindless consumer of • Is attentive and alert to a speaker’s in shape will help you feel better and make on-Sunday policy may seem to be a costly whatever the music industry pushes our verbal and nonverbal behavior. you more productive. business decision. But, as company sales way with big ad budgets and slick • Is patient and doesn’t interrupt (waits 7. Use your vacation days. figures have consistently proven, Chick- promotions. for the speaker to finish). It may feel like there is never a good time fil-A restaurants often generate more As in music, good listening counts in • Is responsive, using verbal and to be away from the office, but people who business per square foot in six days than business. Donald Carstensen, vice president nonverbal expressions. do not take vacations are more likely to be many other quick-service restaurants for educational services at ACT, surveyed • Asks questions in a nonthreatening tone. sick. Vacations are a good way to relieve produce in seven. Chick-fil-A generated a group of business leaders about the skills • Paraphrases, restates or summarizes stress, which has been proven to contribute more than $2.64 billion dollars in sales in businesses are looking for in new hires. what the speaker says. to illness. 2007, and the chain has enjoyed sales gains Seventy-three percent rated listening an • Provides constructive (verbal or So even if it is just a few long weekends, for 40 consecutive years (every year since “extremely important” skill. When Carstensen nonverbal) feedback. use your vacation days and don’t take your the first Chick-fil-A restaurant opened in asked business leaders the percentage of high • Is empathic (works to understand the work with you. 1967). He remains as committed as ever to school grads with good listening skills, the speaker). 8. Quit smoking. maintaining the Closed-on-Sunday policy. result was only 19 percent. • Shows interest in the speaker as a It is pretty common knowledge these Chick-fil-A, City of Industry would like to Other studies over the past few person. days that smoking is bad for your health. contribute to your next company gathering. decades indicate that business leaders • Demonstrates a caring attitude and is Smokers get sick much more frequently From February 1, 2009 to April 15, 2009. consistently rank listening among the willing to listen. than non-smokers. You are also getting Buy one Party Tray and Get the 2nd Tray top five skills they expect employees to • Doesn’t criticize, is nonjudgmental. less work done if you have to take frequent equal or lesser value FREE. For all IMC have. Naturally, listening is critical in the • Is open-minded. smoke breaks throughout the day. Smoke members and their families. Please mention business environment where a mistake A poor listener: breaks do not promote productivity like this article. Offer Only good @ Chick- in understanding can cost thousands • Interrupts the speaker (is impatient). exercise breaks do. fil-A, City of Industry, 21550 Valley Blvd, or millions of dollars, or listening to a • Doesn’t give eye contact (eyes wander). Nicotine is a stimulant and actually (909) 598-6300 or (562) 606-8600. Pick-up customer or employee can make a product • Is distracted (fidgeting) and does not increases your body’s stress level. orders only. better and increase the bottom line. pay attention to the speaker. Continued on page 4 PAGE FOUR FEBRUARY 2009 —INDUSTRY NEWS Are You Emotionally Tone-Deaf? Write Winning…Cont. Here & There…Cont. your interviewer’s mind. and streams will climb 50% over the next Overcome Objections decade, spurred by efforts to reduce CO2 If during an interview there were specific emissions. It can cost less to replace old objections raised about your candidacy, or shuttered hydro systems than build wind use your thank-you letter to respond to turbines, for example. Plus new technologies and overcome those concerns. Demonstrate ease concerns about the potential impact of that the concerns are not an obstacle but an dams on fish and wildlife. opportunity and you’re fully prepared to Ocean-bed generators show promise as There’s a reason why women are getting at first and that you’ll be happy to work meet the challenge. well…likely to gear up mover the next such good press these days for their abilities with him on it? Example: You’re interviewing to be an decade to feed power to cities within a to manage complex relationships at work, This task of learning to incorporate executive for a well-established company few hundred miles of U. S. coasts. Long and hence for their skills as managers. emotional acuity into your workplace in the Midwest. Although you’re extremely cylinders anchored to seafloors harness the Women tend to tune in to what people around tool kit will take some time, so don’t get well-qualified, the CEO is concerned energy from eddying water…a few dozen them are feeling and experiencing, thus impatient with yourself. Working in an you’ve never lived in the area and in a one-square-mile bed could supply making communications and collaborations emotionally aware way is actually a three- have no network of local contacts. 100,000 homes with year-round. go more smoothly. This is not to suggest step process: Eliminate those concerns by explaining It’s also cheaper…about 4 cents per that meetings ought to be therapy sessions, Read the emotional signals correctly. your network of professional contacts kilowatt hour. That compares with 8-25 but rather that unless the emotional issues Make a gesture that shows you understand is nationwide and, in fact, you know cents for coal-and gas-fired plants, roughly in interactions are understood, they’ll surely what someone’s feeling. For example, say, John Doe of Local Company X, have a 8 cents for wind power and twice that derail your best efforts. “I know you’ve been working hard on this long-standing relationship with an for solar. Obviously, not all women are adept at project, but there are still some problems economic development director in the … reading emotions. And of course not all men we need to address.” area, etc. These contacts will only serve to are deficient in this area. But regardless of Frame solutions that the individual or expand the company’s already-established your sex, it’s important to know whether individuals will be able to take in and network. H u m o r you’re getting the emotional signals around work with. Reiterate Your Expertise you or whether you’re manifesting a degree For example, if your assistant is someone If the company communicated its A University of British Columbia professor of tone deafness in this regard. This will be who values relationships more than results specific needs, issues or challenges, use who makes almost a ritual of walking to work, rain or shine, consented to accept impossible to figure out on your own, so and you’re a results-oriented person, you your thank-you letter to demonstrate how a lift from a friend who overtook him you’ll need to enlist the cooperation of one could give a lecture on the fact that work is you can meet those needs. hiking along through a heavier-than- usual coastal mist. or more people at home or work to help you work in this deadline-driven environment Example: You’ve interviewed to be the As the professor climbed in, the driver gauge your ability to perceive the emotional and relationships have to come later. Or CFO of a distressed company in need of noticed he wore only one rubber boot tenor of various interactions. Once you you could join with him and say something immediate action. It needs a candidate with and exclaimed sympathetically, “Lost a boot, huh?” When the professor merely know what’s going on, you can make moves like, “I know it’s important for you to feel proven success in fast-track turnarounds and answered no, his friend demanded, “Isn’t to acknowledge and/or work around the a sense of camaraderie as you work, but it revitalizations. Highlight your experience it a bit odd wearing only one?” The professor said no again, adding, land mines. will be better for all of us if we try to be in turning a company around and showing “Only one shoe has a hole in it.” Practice is a key part of this. After every really focused on the project at hand now to profitability. meeting or social interaction, write down meet this deadline by 4 p.m., and then take Highlight Your Core Professional the names of the people in the room, and time at the end of the day to relax a little Competencies and Successes try to attach an adjective or phrase to together.” If the company communicated its ideal that person’s demeanor. For example, “Jack But the very first step to all of this qualifications for a candidate, use your was angry today; Myron was sad about is becoming aware of the emotional thank-you letter to outline how you meet or something; Gail was anxious.” Then check agendas we all have. That’s your homework. exceed each qualification. your perception with someone else who Be brave enough to ask some people Example: You’ve interviewed for the

was in the room. Perhaps you and your who know you and will be honest with position of EVP of technology and product PAID PRESORTED consultant will disagree. (“No, I don’t think you about how well you seem to read development with a high tech venture, FIRST CLASS INDUSTRY, CA INDUSTRY, Permit # 4416

Jack was angry. I think he was feeling out emotional signals. Ask them for some and company officials have clearly U.S. POSTAGE of his depth and needed more information. examples they might remember of times communicated four essential candidate He came across as frustrated and angry, when you missed something. Then hook qualifications. Help them see that you have though.”) What a difference that awareness up with some folks you think are good those four qualifications by providing an would make in designing an effective at reading the signals and ask them overview of your career highlights. intervention. Does Jack need you to find to help you learn to do it, too. You How Long Should Your Thank-You out what he’s mad at, or does Jack need won’t be sorry, and neither will your boss Letter Be? reassurance that this material is hard to get and direct reports. Of course, as with anything else in a job search, there is no definitive answer. One page is the norm, depending on the amount of information you want to communicate. Listener Wins…Cont. Letters certainly do not have to be only • Is not interested in the speaker (doesn’t with awareness. When do others get angry one page. care, daydreaming). with you for poor communication? When do Remind yourself that you already have • Gives the speaker little or no (verbal or you have problems communicating? How the company’s interest or you wouldn’t nonverbal) feedback. were you listening at these times? It takes have been interviewing, and use your • Changes the subject. guts, but ask others what you could do to thank-you letter as a tool to communicate • Is judgmental. become a better listener. Others see our faults valuable information. The entire job search • Is closed-minded. much better than we do. Learn about effective process is marketing and merchandising • Talks too much. listening: Read books, visit the International your product -- you. There is no reason why • Is self-preoccupied. Listening Association’s Web site for tips, or writing thank-you letters should be any • Gives unwanted advice. take a workshop or class on effective listening. different than any other of your job search • Too busy to listen. Then be sure to practice what you learn. activities. Be Active Power Listening Email or Snail Mail? On the way up the career ladder, your To be a successful listener, you must also While there’s something particularly listening skills should improve. Hourly believe that listening is power. Because heartwarming about a handwritten 15651 Stafford street Stafford 15651 employees may spend 30 percent of their our society places so much emphasis on note, an email sent within 24 hours of Requested Service Address time listening, while managers often spend speaking as the way to win friends and your interview may help hammer home 60 percent, and executives 75 percent influence people, good listeners can quietly that you’re organized, motivated and 91744-4497 CA INDUSTRY, OF CITY or more. Does effective listening lead to have a powerful and subversive impact. on top of your game -- traits most employers

promotion, or do higher-ups learn to listen You should also remember that speakers covet. It may take three days to get your COUNCIL MANUFACTURERS INDUSTRY better because they must? It is probably have little power without listeners. Speakers snail mail letter to the company mailroom, a combination. Essentially, to be more share their wisdom and try to persuade, but let alone the intended recipient. By then, successful, you must be a better listener. listeners make meaning of what is heard an offer may have been extended to Better listening is also active listening. -- they make the ultimate decision to act on someone else. To be an active listener, you must begin what they hear.