是谁在导演了这场戏

         说起调查，因特网上有着丰富得不可思议的信息资源供你使用，就好像你在家里或者办公室里拥有一个巨型的个人图书馆。但实际上，因特网的缺点之一就是拥有太多的信息。当你为自己寻找工作做调查的时候，把精力集中在某一个目标上非常重要。关注当前的某个目标，你就不会偏离正确的方向，在过多的信息当中迷失自己，从而不知所措。
   
　　寻找一辆新车——这个过程很清晰
   
　　比如说你要买一辆新的小轿车。你想让你的钱花得最值，于是在做决定之前你要研究一下市场上的情况。
   
　　你可能会采取这些步骤：
   
　　1．跟技工谈谈，了解哪些轿车的性能是最可靠的。
   
　　2．确定选择哪种轿车——型号、出厂年份和价格范围。
   
　　3．查看车价书上的定价，研究可比较的价格。
   
　　4．阅读《消费者报告》的汽车版。
   
　　5．咨询经销商，试车。
   
　　6．检查车况。
   
　　7．在自己调查的基础上提出一个合理的价格。
   
　　寻找一个新的工作——提高的空间
   
　　现在你在找一份新的工作。你明白你应该做一些研究和调查工作，但是你不清楚这个过程是怎样的。你在因特网上和分类的工作列表中查询。你申请那些你能胜任的工作，然后等待回音。
   
　　很多人买新车时所做的调查工作比他们在寻找新工作时所做的研究工作还要细致和深入。如果你在找工作时也能够像买新车时那样做详细深入的调查和研究，那么你搜集到的信息也许会让你大吃一惊。
   
　　你应该采取下面这些步骤：
   
　　•确定工作类型和地理位置
   
　　缺乏针对性是求职者犯的最大的错误之一——求职没有具体的目标。首先深入彻底的评估一下自己，然后决定你到底想要做什么工作。
   
　　•调查你感兴趣的行业
   
　　哪些行业有着很好的增长趋势？哪些正在下滑？在网上搜集一些大概的信息，查查《职业展望手册》，咨询一些特定的行业协会来对未来的趋势作一下预测。
   
　　•确定目标并且调查目标公司
   
　　查询公司网页，查看任务描述、产品和服务相关信息、领导者的背景及联系方式。通过美国证券交易委员会来查询公司的财政状况。
   
　　•建立人脉关系
   
　　任何与知情人士交谈的机会对你都是非常有益的。人脉关系依然是找工作的有利渠道。
   
　　•查看工作列表
   
　　在Monster网站上你可以按照行业、职业和位置的分类查看成千上万的职位信息。
   
　　在工作调查上花时间是值得的。我们掌握的信息越多，准备得就越充分——不仅仅是为了能够机智地应对面试中的问题，也是为了能够问出一些有针对性的问题。对于行业、公司和未来的展望做一个深入全面的调查，会让你感觉准备得很充分，从而大大增加你的信心，也会让你给老板留下更深刻、更积极和更持久的印象。
   
Career Research Made Easy
   
When it comes to research, an unimaginable wealth of information is available to you on the Internet. It's like having a huge private library in your own home or office. In fact, one downside of the Internet is having too much information. When researching for your job search, it's important to concentrate on a target. By staying focused on the task at hand, you will not stray down a tangential path, only to become lost and confused by information overload.
   
Finding a New Car -- The Process Is Clear
   
Say you're in the process of buying a car. You're looking for the best buy for your money and will research the market before making a decision.
   
Here are the steps you might take:
   
1.Talk to a mechanic to find out which cars are most reliable.
   
2.Decide on type of car -- model, year and price range.
   
3.Check Kelly Blue Book pricing and researched comparable prices.
   
4.Read Consumer Reports' car edition.
   
5.Visit dealers and conduct test drives.
   
6.Have a mechanic check out the car's condition.
   
7.Make a reasonable offer based on the research.
   
Finding a New Job -- Room for Improvement
   
Let's say you're also looking for a new job. You know you should do some research, but you're not clear about the process. You check the Internet and classifieds for job listings. You apply for jobs you are qualified for and wait to hear back.
   
Many people do a more thorough job of researching major purchases like a new car than they do researching a new job. If you used the same thorough process you used to purchase a car, you might be surprised at the information you would uncover.
   
Here are some steps you should take:
   
•Decide on the Type of Job and Geographic Location
   
Lack of focus is one of the biggest mistakes job seekers make -- the search is not specific and targeted. Begin with a thorough self-assessment to determine what you really want.
   
•Research Your Industry of Interest
   
Which industries are trending toward growth? Which are declining? Do some general information gathering online and check the Occupational Outlook Handbook and specific industry associations for future predictions.
   
•Target and Research Companies
   
Search company Web sites for mission statements, product and service information, principals' backgrounds and contact information. Check public company financials through the US Securities and Exchange Commission.
   
•Network
   
Any opportunity to talk to people who are in the know will benefit you. Networking is still the favored source for job research.
   
•Check Job Listings.
   
You can search hundreds of thousands of US jobs by industry, occupation and location right here on Monster.
   
Investing time in research will pay off. The more information you have, the better prepared you will be -- not only to answer interview questions intelligently but also to ask poignant questions. Conducting a thorough search of the industry, the company and the outlook will greatly improve your feelings of preparedness and confidence, resulting in a stronger, more positive and lasting impression of you.

      你是否曾经遇到过这样的面试，面试官喜欢大谈特谈别的事情，但就是不谈论关于你的情况。面试官话太多的原因可能有很多。对有些面试官来说，这可能是处理紧张的一种方法。另一个原因可能就是面试官已经根据第一印象做出了决定——正面的或是负面的，因而觉得真的没有必要再听你说些什么了。你可能会想，他们既不问问题、也不给你机会向他们展示你的经历，又怎么能知道你是不是那个职位最合适的人选呢？
   
　　K.C.很自信，这份工作很适合他。不幸的是，面试一开始，他就觉得不对劲儿了。他的面试官Nasar从一开始就向他谈论公司、办公室的人们以及工作的问题。K.C.耐心地期待着轮到他说话的时候。突然之间，Nasar站起身来问他要不要参观一下办公室。K.C.不知道说什么好，只得同意了。
   
　　参观完毕后，令K.C.吃惊的是，Nasar和他握手并告诉他公司会在一周之内做出决定。K.C.在疑惑中离开了办公大楼。他哪里做错了吗？
   
　　策略
   
　　当面试官一直在说话的时候，你基本上无法做些什么来改变的。但是，你可以做一些事情来帮助这个人了解你以及你可以提供的东西。
   
　　1.留下一个良好的第一印象。这在面试中已经很重要了，但是在你没有机会推销自己的时候就尤其重要了。
   
　　2.寻找机会把谈话变得互动一些。表示出对公司、产品或员工的兴趣。
   
　　3.认真听取所获得的信息。已经听到的信息可能是你决定是否为这家公司工作的关键因素。
   
　　4.注意听取关于公司现有问题的线索。根据你过去的经历和研究提出建议。
   
　　5.做好准备。准备一个关于你的背景和要求的两分钟的摘要。
   
　　6.让面试官知道你为什么认为自己很适合这个工作。可以说一些类似这样的话：“我想和您分享一下我以前工作中的经验和做过的项目，这与您刚才提到的一些职责很类似。”
   
　　7.不要把这件事看得过重或变得自我防御起来。等一等，在适当的时候问问题。
   
　　8.告辞。这个面试不可能变成互动的了。
   
　　9.认为自己是幸运的。你已经见识到了公司的内部。如果这个人是你的老板，你愿意为一个总是在滔滔不绝地讲话的人工作吗？
   
　　10.继续求职。无论什么原因，这个面试失败了。继续求职。
   
　　处理这类情况是没有万能的方法的。不要让缺乏技术的面试官影响你将来在面试中的表现或是态度。要注意到有些面试官不善于进行面试，并事先准备好应对这种情况，那么你就不会措手不及或责备自己了。
   
Dealing with a Chatty Interviewer
   
Did you ever have an interview where the interviewer seemed more interested in talking about everything and anything but you? There may be several reasons why interviewers talk too much. For some, it is a way of dealing with nervousness. Another might simply be that the interviewer has already made a judgment -- positive or negative -- based on a first impression, and really doesn't feel a need to hear more from you. You might wonder how they can possibly know if you are the right person for the job if they don't ask questions and give you a chance to give them examples of your experiences.
   
K.C. was confident that this job was a good fit for him. Unfortunately, from the beginning of the interview, he could see it was not going to go as anticipated. His interviewer, Nasar, began telling him about the company, the people in the office and how things were going for the business. K.C. waited patiently for his turn to talk. All of the sudden, Nasar stood up and asked him if he would like to tour the office. K.C. didn't know what to say, so he agreed.
   
At the end of the tour and much to K.C.'s surprise, Nasar shook his hand and told him that the company would be making the decision in about a week. K.C. left the building wondering what had just happened. Where had he gone wrong?
   
The Strategy
   
When the interviewer does most of the talking, there is not a lot you can do to change the behavior. But, there are a few things you can try to assist this person in learning about you and what you have to offer.
   
1.Make a good first impression. Although important in any interview, it is especially important when you don't get an opportunity to sell yourself.
   
2.Watch for an opening to make the conversation more interactive. Show an interest in the company, product or person.
   
3.Listen to the information being given. The information given may be a key to whether you want to work for this company.
   
4.Listen for clues about the company's problems. Offer suggestions based on your past experience or research.
   
5.Be prepared. Prepare a two-minute summary of your background and what you are looking for.
   
6.Let the interviewer know why you think you are a good match for the job. Say something like, "I'd like to share my experiences and projects I've worked on that are similar to some of the duties you've mentioned."
   
7.Don't take it personally or become defensive. Wait it out, and ask questions as appropriate.
   
8.Resign yourself. This interview is just not going to be interactive.
   
9.Consider yourself lucky. You've been given insight into the company. If this person were to be your boss, would you want to work for someone who seems to never stop talking?
   
10.Continue your job search. For whatever reason, this interview didn't work. Move on.
   
There is no foolproof method for success in dealing with this type of situation. Try not to let an interviewer's lack of skills affect your performance or attitude in future interviews. Be aware that some interviewers have problems with interviewing and be prepared to deal with the situation ahead of time so you won't be caught off guard and blame yourself. 
   

跳槽总不是件容易的事情。世界上一半的人会认为你疯了，猎头们会告诉你你再也找不到工作了，而你的岳母也会用那“我告诉过你吧”的老一套来教训你。对许多对于目前的工作感到疲惫不堪，厌倦或者无用武之地的人来说，转行是他们唯一理智的出路。
   
　　不管你的跳槽策略是什么，千万不要犯这十种错误：
   
　　1. 在没有作深刻反省的情况下不要在另外一个工作领域寻求出路
   
　　任何事情都应该三思而后行。确定你不是进入到了某个跟以前一样不适合你的工作领域。多读读那些自我评估的文章。
   
　　2. 不要盲目追求“热门”行业，除非这个行业真的很适合你
   
　　你不会使劲钻进你的纤瘦表弟的小衣服里，那为什么你非要在适合他的行业里一展身手呢？那些尽力想帮助你的人也会如此劝告你的。
   
　　3. 不要因为你的朋友干得出色便也想进入他所从事的行业
   
　　通过人脉网络，阅读和网络调研来获取关于你正在考虑的领域的深入信息。对你的校友、同事、朋友或者亲人进行职业访谈是获取不同行业信息的好方法。
   
　　4. 不要仅限于你已经了解的可能性
   
　　拓展你对什么样的工作才适合自己这一问题的认识。阅读一些职位描述，通过自我评估训练了解和拓展新的职业领域。
   
　　5. 不要让金钱成为决定因素
   
　　如果你的工作并不适合你，给你再多的钱也不能够让你快乐。工作的不如意和压力是成年工作者健康的头号杀手。对于跳槽者来说尤其是这样。通常他们在适应某个新的行业之前赚的钱都不会很多。
   
　　6. 不要把不满藏在心里或者试图一个人改变一切
   
　　是时候跟其他人谈谈心了（也许不该跟你的老板谈）。朋友，家人和同事需要知道发生了什么，这样他们才能够帮助你接触到许多你所不知道的工作。
   
　　7. 除非你在某个新的领域有过一些尝试，否则不要回到学校
   
　　不管你的年龄多大，都可以尝试某个新的工作领域里的实习、志愿者工作或者通过一个合同工作试试手。有很多办法可以不浪费时间却能够让你获得经验。一个新的学历不一定能够让人们开始注意你。在你下定决心要克服所需要承受的痛苦和债务，取得一个新学位之前，确定你的目标到底是什么。
   
　　8. 求助于职业介绍代理和求职公司时应当谨慎
   
　　做一些调查和研究工作，确保找到一家合适的公司。找那些在你期望进入的行业工作的人士或者那些有着成功跳槽经历的人寻求帮助，让他们为你提供建议。尽量找一家知道如何有创见地为跳槽者介绍工作的公司——而不是那些只知道帮助人们在同一领域飞黄腾达的公司。
   
　　9. 不要指望职业顾问告诉你该进入哪一行
   
　　职业顾问是为你提供建议，帮助你做出决定的人，他们根据你的方向提供建议。他们帮助你寻找埋藏了很久的梦想和才华，但是你需要自己做调查研究，自己做出决定。如果有人说他能告诉你该怎么做，那将是很危险的。
   
　　10. 不要期望一夜之间就能有彻底的转变
   
　　通常一次跳槽需要六个月的过渡期，而且这段时间也可能长达一年或者更长时间。
   
　　跳槽是你能做的最爽快的事情。这就好象返老还童一样，只不过你现在拥有的智慧是年轻时候所没有的。
   
The 10 Worst Mistakes Career Changers Can Make
   
Changing careers is never easy. Half the world thinks you've lost your mind, headhunters say you'll never work again and your mother-in-law contributes the old "I told you so" routine. But for many burned-out, bored or multitalented folks who are sitting on skills they're not getting a chance to use, changing fields is the only way to keep from losing their marbles.
   
Regardless of your career-change strategy, never make these 10 mistakes:
   
1. Don't Look for a Job in Another Field Without Some Intense Introspection
   
Nothing is worse than leaping before you look. Make sure you're not escaping to a field that fits you just as poorly as your last. Check out these self-assessment articles.
   
2. Don't Look for "Hot" Fields Unless They're a Good Fit for You
   
You wouldn't try to squeeze into your skinny cousin's suit, so why try a field because it works for him? People who are trying to help you will come along and do the equivalent of whispering "plastics" in your ear. Instead of jumping at their suggestions, take time to consider your options. Decide what you really want to do. When you enter a field just because it's hot, burnout isn't far behind.
   
3. Don't Go into a Field Because Your Friend Is Doing Well in It
   
Get thorough information about the fields you're considering by networking, reading and doing online research. Having informational interviews with alumni from your college, colleagues, friends or family is a fun way to get the scoop on different fields.
   
4. Don't Stick to Possibilities You Already Know About
   
Stretch your perception of what might work for you. Read some job profiles and explore career fields you learn about from self-assessment exercises.
   
5. Don't Let Money Be the Deciding Factor
   
There's not enough money in the world to make you happy if your job doesn't suit you. Workplace dissatisfaction and stress is the number-one health problem for working adults. This is particularly true for career changers, who often earn less until they get their sea legs in a different field.
   
6. Don't Keep Your Dissatisfaction to Yourself or Try to Make the Switch Alone
   
This is the time to talk to people (probably not your boss just yet). Friends, family and colleagues need to know what's going on so they can help you tap into that large percentage of jobs that aren't advertised.
   
7. Don't Go Back to School Unless You've Done Some Test-Drives in the New Field
   
You're never too old for an internship, a volunteer experience or trying your hand at a contract assignment in a new field. There are lots of ways to get experience that won't cost you anything except your time. A new degree may or may not make the world sit up and take notice. Be very sure where you want to go before you put yourself through the pain and debt of another degree program.
   
8. Be Careful When Using Placement Agencies or Search Firms
   
Do some research to be sure to find a good match. Ask those who work in the field you're trying to get into or other successful career changers for suggestions. Try to find a firm that knows how to be creative when placing career changers -- not one that solely focuses on moving people up the ladder in the same field.
   
9. Don't Expect a Career Counselor To Tell You Which Field to Enter
   
Career advisors are facilitators, and they'll follow your lead. They can help ferret out your long-buried dreams and talents, but you'll have to do the research and the decision making by yourself. Anyone who promises to tell you what to do is dangerous.
   
10. Don't Expect to Switch Overnight
   
A thorough career change usually will take a minimum of six months to pull off, and the time frequently stretches to a year or more.
   
Changing fields is one of the most invigorating things you can do. It's like experiencing youth all over again, except with the wisdom of whatever age you are now.

       担心自己选择了错误的职业？不要慌乱。重新开始永远不会太晚。比起过去的人们，今天的工作者们不仅有更多的机会更换自己工作的公司，也有更多的机会更换自己所从事的职业。
   
　　“生命太短了，以至于你不能够把时间浪费在你自己不愿意做的事情上。”医学博士Susan Scher说。14年前当她发现自己并不想从事临床医学的时候，便在旧金山自己开了一家药品营销和公共关系公司。她说，如果继续自己的职业道路比尝试追求新的目标对你来说更有压迫感，也许你应该转行了。
   
　　3位成功的跳槽者——一位离开了医疗卫生行业，一位进入了医疗卫生行业，还有一位进入了这一行业的某一新的方向——讲述了他们为什么并且是如何掌握主动的，以及他们在这一过程当中吸取了哪些经验。
   
　　从抽血医师到程序员
   
　　对于Dorothy Power，一位来自马萨诸塞州Hubbardston城的年轻母亲来说，在医院里当抽血医师的5年确实是够受的。Power已经厌倦生活在为病人抽血的风险的压迫下，也厌倦了在假期和周末还要拖着疲惫的身体上班。“在医院工作的热情在不断减退，而且我的工作看起来是没有出路的。”Power说。
   
　　Power以前的一些同事建议Power跟他们那样上伍斯特工艺学校。这所学校专门培养高技术人才。她利用业余时间在那里学习，8个月的时间里她学习了Unix, C和C++等程序语言。在伍斯特工艺学校学习期间，她参加了两次学校组织的招聘会。在第二次招聘会上，她得到了一份在一家药品计费软件公司的工作。“我在医学方面的工作背景帮助我得到了这份工作，”她说。“他们很高兴我在医院工作的时候有使用他们的软件的经历。”
   
　　在新的工作单位，Power的起薪比她在医院工作了五年之后的工资还要高。而且，她的工作时间很规律。“我现在一直告诉别人要加油，”她说。“我刚进去的时候有些担心，但是后来发现其实并没有我想象的那么困难。”
   
　　结论：你能够找到一个更适合你的生活方式的工作。
   
　　从摄影师到护士
   
　　尽管医疗卫生行业现在面临严峻挑战，但是仍然有很多人都梦想着进入到这一领域。Margaret Kaye就是其中之一。
   
　　Kaye在大学获得了艺术史的学位，毕业后在欧洲广泛游历，然后回到美国成为了一家报纸的摄影记者。她很久以前就想成为一名护士，在一次去孟加拉国摄影的旅途中她最终下定了决心。当时与她同行的有Interplast的成员。Interplast是一家向发展中国家派遣医疗志愿者，为他们的儿童提供免费整形修复手术的非营利性组织。在路上，Kaye的工作是用照片记录下病人在这改变一生的手术前后的感情变化。“我意识到我不想只是拍照，”Kaye说，“我觉得自己像是一个局外人想要介入。”
   
　　当Kaye回到美国之后，她便开始进修进入护士学校所要求的课程。她最终进入到加利福尼亚州库比提诺的德安萨学院学习。几年之后，她对自己的这一决定仍非常满意。“有了护理这一套技能，我走到世界的任何一个角落都能够找到工作。”Kaye说道。和Power一样，Kaye也相信影响深远的行业转变是值得的。“也许要花很多钱，也许很困难，但是你只有一次生命。”她说。
   
　　结论：对于转变行业你必须既要有热情，又要很现实。
   
　　从营销经理到创业者
   
　　生活在佛罗里达州西棕榈滩的Ian Cordes躺在一家医院的病床上，正在进行胆囊手术后的休养。不料这个时候却传来了坏消息。他曾在一家连锁护养院担任营销经理，而这家公司被卖掉了，他所在的地方办事处也被关闭了。“我非常吃惊，”他说。“我根本没有想到。”
   
　　出院以后，Cordes在这家公司得到了另外一份工作，但是并不是他想要的工作。“当我拒绝这份工作的时候，我没有考虑到后果会如何。这或许是件好事，不然的话我也许还停留在那儿。”他说。Cordes投出了几十份简历和信件，也联系了猎头们。但是因为他想继续留在长期护理市场领域里，他没有能够找到合适的机会。
   
幸运的是，他获得了几个月的遣散费。他把那些时间投入到了学习如何使用计算机和像Pagemaker这样的桌面排版软件上了。在失业了几个月以后，他开始了自己的生意，他为自己的公司取名为Corecare，并被登入了本州的长期护理协会的通讯录上。
   
　　他过去在这一行业的客户关系也帮了他大忙。“过去那些为我提供货物和服务的人们开始聘请我为他们做市场营销、广告和宣传册。”Cordes说，“我真的很好的利用了我所知道的和我认识的朋友们，从那时起我认识了更多的人。”
   
　　头五年比较“艰难”，他说，他的妻子全天都要工作，只为能得到一份医疗保险。但是他知道自己做出的决定是正确的。“那时我这么做看起来很冒险，但是我知道如果那时我不迈出这一步，我就永远都不会迈出那一步。”。做一名创业者“真的很让人满足，而且一个偶然的机会它就这样发生了。”他说。
   
　　结论：如果你要转向医疗卫生行业的某一新的职业，充分利用你的技能、过去的经验以及人际关系方面的优势。
   
Second Chances
   
Enter or Exit Healthcare Midcareer
   
Afraid you've made the wrong career choice? Don't panic. It's never too late to make a fresh start. Not only are today's workers more likely than those of past generations to switch employers several times during their careers, they're also more likely to change professions.
   
"Life is too short to do something that is not making you happy," says Susan Scher, MD. Fourteen years ago she opened a medical marketing and public relations firm in San Francisco after realizing she didn't want to practice clinical medicine. If the idea of continuing down the professional path you're on is more stressful than thinking about pursuing something new, you're probably due for a career change, she says.
   
Three successful career changers -- one who left healthcare, one who entered healthcare and one who went in a new direction within the industry -- tell why and how they took control, and the lessons they learned throughout the process.
   
From Phlebotomist to Programmer
   
Five years as a hospital phlebotomist was enough for Dorothy Power, a young mother from Hubbardston, Massachusetts. Power was tired of the risks involved in drawing blood, as well as the required holiday and weekend hours. "Morale was going down at the hospital, and my position seemed like a dead end," Power says.
   
Some of Power's former colleagues suggested she follow in their footsteps by attending Worcester Polytechnic Institute (WPI), which trains people for high tech positions. She attended the institute part-time for eight months, learning programming languages like Unix, C and C++. During her time at WPI, she attended two job fairs organized by the school. At the second event, she landed a job as a programmer/analyst at a medical billing software company. "My medical background helped me get the job," she says. "They liked the fact that I had seen the user side of their software at my hospital job."
   
At her new company, Power's starting salary was higher than what she was making after five years in phlebotomy. Plus, she's working regular hours. "I tell other people to go for it all the time," she says. "I was nervous going into it, but it turned out to be easier than I thought."
   
The bottom line: You can find a career more conducive to your lifestyle.
   
From Photographer to Nurse
   
Despite healthcare's current challenges, many people are still thrilled to be entering the field. Margaret Kaye is one of them.
   
Kaye graduated from college with an art history degree and then traveled extensively in Europe before returning to the US to work as a newspaper photographer. She had long considered becoming a nurse, but she made her decision during a photography trip to Bangladesh. She had gone there with Interplast, a nonprofit organization that sends teams of medical volunteers to developing countries to provide free reconstructive surgery to children. While on the trip, Kaye's job was to photograph the emotions of patients before and after their life-altering surgeries. "I realized I wanted to do more than take pictures," Kaye says. "I felt like I was on the outside looking in."
   
When Kaye returned home, she started taking courses required to enter nursing school. She enrolled at De Anza College in Cupertino, California, a few years later, and has no regrets about her decision. "With a skill set like nursing, I can go anywhere in the world and have a job," Kaye says. Like Power, Kaye believes a major career change is worth the effort. "It may be expensive and hard, but you only have one life," she says.
   
The bottom line: You have to be both enthusiastic and realistic about a career change.
   
From Marketing Manager to Entrepreneur
   
Ian Cordes of West Palm Beach, Florida, was lying in a hospital bed recovering from gallbladder surgery when he got some bad news. The chain of nursing homes he worked for as a marketing manager had been sold, and his regional office was being closed. "I was totally stunned," he says. "I didn't see it coming."
   
When he got out of the hospital, Cordes was offered another position in the company, but it wasn't a job he wanted. "When I said no, I wasn't thinking about the consequences, which is probably a good thing or I'd still be there," he says. Cordes sent out dozens of resumes and letters and contacted headhunters. But since he wanted to stay in the realm of long-term care marketing, he couldn't find the right opportunity.
   
Fortunately, he received severance pay for several months. He devoted that time to learning how to use computers and desktop publishing programs like Pagemaker. A few months after his layoff, he launched his own business, called Corecare, and landed a newsletter account with the state's long-term care association.
   
His industry contacts also came in handy. "Folks who used to provide goods and services to me started to hire me to do their marketing, advertising and brochures," Cordes says. "I really leveraged what I knew and who I knew in terms of my network, and I've met a lot more people since then."
   
The first five years were "difficult," he says, and his wife worked full-time just to get health insurance. But he knows he made the right move. "It seemed daring at the time, but I knew if I didn't take the step then, I'd never take it," he says. Being an entrepreneur "is really very satisfying, and it all happened almost by accident," he says.
   
The bottom line: If you're transitioning to a new career within the healthcare industry, take advantage of your skills, past experiences and network of contacts

                支持就是动力！

一位执行总裁给我讲了一个故事，是关于一名销售人员向她要求加薪的。她问那名员工：“为什么你应该得到一份更高的薪水呢?”
   
　　“因为今年我得到的薪水比去年还要少。”这名销售人员解释道。
   
　　“那是因为你今年的销售业绩不如去年。”这位执行总裁回答道。
   
　　“我知道。所以我想让您帮帮我。”这名销售人员说。
   
　　这名销售人员现在已经不再在这家公司工作了。
   
　　所以一名销售人员应该在什么时候以什么样的方式来要求加薪呢？了解你的老板的想法能够帮助你把给自己加薪描述成一件有益于公司的好事，而不仅仅只是于你有利。以下是在和老板协商加薪之前应该考虑的七点：
   
　　1.确定你有要求加薪的底气
   
　　上面例子中的那名销售人员就根本没有底气。刚刚遭遇了一个失败的销售年度或者季度，并不是时候去老板那里验证你的价值。如果你有好的业绩，你就会发现自己能够在公司或者在代理自由市场上得到一份更好的合约。
   
　　得到另外一家公司提供的更好的合约能够证明你对于正效力的公司更有价值所言非虚。如果你的老板想留住你，你就能够决定加薪的幅度。但是，如果你坚持“这是我在那家公司所能得到的”策略，你就准备好离开吧。
   
　　2.注意时机
   
　　除非你在这家公司已经工作一年或者更长时间，否则千万不要想去要求加薪。只有当你与一定数量的顾客群体建立了固定联系，并且能够通过他们来增加销售和转介业绩之后，你对于公司才算比较有价值。
   
　　3. 基于通货膨胀要求基本薪水的小幅提升
   
　　如果你的基本薪水调整之后有一段时间了，这个策略可能会奏效。但是，如今的趋势是底薪越来越低，而奖金越来越高。这让公司减少了固定支出，而如果你的业绩符合公司的期望，就能够得到额外的奖励。
   
　　4.乐于为公司做更多的事情
   
　　作为一名销售人员，你既有一份工作，也有一个自己的角色。你的工作是销售并且完成自己的配额。你的角色就是帮助指导新的销售人员并且成为团队的一分子。
   
　　你的角色意味着你应该在销售会议上帮助支持你的老板，而不是当公司新的任务下来的时候，眼睛转来转去，哀叹连天，更不能向你的客户承诺一些生产商并不能提供的服务。老板们总是拼命留住那些态度积极的销售员，同时找机会炒掉那些心存不满的销售人员。
   
　　5.与老板商量得到一些不会让公司额外交税或者有损公司利益的补贴
   
　　公司不需要支付员工的赔偿和一周额外假期的社会保险，旅行或者额外轿车或者手机津贴。对于你来说这些也是收入，但却不象直接加薪那样难。
   
　　6.在你完成配额之后，要求额外的奖励
   
　　这是你最容易从老板那里得到的。想象一下，只要你完成你的配额后，你就能够得到额外销售额的百分之十，甚至百分之二十。这个方法奏效，因为你的老板要向他的老板提供一个数字。一旦你帮忙提交了这个数字，你就更有底气了，他们也就更希望你留下了。
   
　　7.让加薪对于你和你的老板来说成为一个双赢的局面
   
　　在本文开头的场景当中，唯一的赢家只能是那位销售人员。老板并没有得到更好的销售业绩。向老板展示你非常乐意担负起更多的责任。要乐于在获得报酬之前多做一些事情来告诉老板你应该获得加薪。
   
　　要求加薪就好像争取一份订单。演练好你的陈述。像为一名重要客户准备介绍演讲那样为这次会面做好准备。用你出色业绩的事实和数字来武装自己。把加薪定位成一件对于公司有利的事情。最后，确定你的老板认为你是一个成功者，而不是一名哀诉者。
   
Negotiate a Better Raise
   
A CEO told me a story about a salesperson who asked for a raise. She asked the salesperson, "Why do you deserve a raise?"
   
"Because I made less this year than I did last year," explained the salesperson.
   
"That's because you sold less this year than you did last year," said the CEO.
   
"I know. And I want you to make it up to me," said the salesperson.
   
This salesperson is no longer working for this organization.
   
So how and when should a salesperson ask for a raise? Understanding your boss's point of view will help you position your raise as a good thing for the company, instead of a good thing for you. Here are seven points to consider before negotiating a better deal:
   
1. Make Sure You Have Clout.
   
The salesperson in the example above didn't have clout. Coming off a bad year or quarter is the wrong time to test your value. With clout, you could find yourself with a better offer from the company or on the free agent market.
   
A better offer from another firm validates your claim that you're worth more to the company you're working for. If your boss wants to keep you, you have the clout to establish the parameters of your raise. However, if you use the "here's-what-I'm-worth-to-another-company" ploy, you have to be willing to leave.
   
2. Watch Your Timing.
   
Don't even think about asking for a raise until you've been there a year or more. Your value to the company increases when you have some customer relationships that you can leverage for increased sales and referrals.
   
3. Ask for Small Increases in Your Base Salary Based on Inflation.
   
If it's been a while since your base pay was adjusted, this ploy might work. However, the trend today is for lower bases and increased incentives. This lets companies reduce fixed expenses while rewarding you for meeting company expectations.
   
4. Be Willing to Take an Expanded Role in the Company.
   
You have both a job and a role as a salesperson. Your job is to sell and make your quota. Your role is to mentor that new salesperson and be part of the team.
   
Your role means supporting your boss in sales meetings, not rolling your eyes and sighing when the new demands come down from corporate, and not promising clients things that your production people can't deliver. Bosses bend over backwards to keep salespeople with good attitudes and look for excuses to fire the malcontents.
   
5. Negotiate for Perks That Don't Cost the Company More Taxes and Benefits.
   
Companies don't have to pay workers' compensation and FICA on an extra week of vacation, a trip or increased car or cell phone allowances. It's income to you, but not as costly in cash outlay as a raise.
   
6. Ask for Extra Incentives After You've Made Your Quota.
   
That's the easiest thing for your boss to give you. Imagine getting an additional 10 percent, or even 20 percent, on everything you sell once you've made your commission. This works, because your boss has to deliver a number to his boss. Once you help deliver that number, you've got more clout and people want you to stay.
   
7. Make It a Winning Situation for You and Your Boss.
   
In the scenario in the beginning of this article, the only winner would have been the salesperson. The boss didn't get increased performance. Show that you're willing to take on more responsibility. Be willing to do some of the work before you get paid to demonstrate that you deserve the increase .
   
Asking for a raise is just like asking for an order. Practice your presentation. Be as prepared for this meeting as you would be for a presentation to a major customer. Arm yourself with facts and figures on your performance. Position the raise as a benefit to the company. And finally, make sure your boss sees you as a winner and not a whiner.