The Wharton School

RESUME DEVELOPMENT
Resume Development A Good Resume What to do First Competencies, Interests, and Values Analysis ( CIV Analysis) Market Research P-A-R Exercise Examples of P-A-R Statements The Basic Parts of a Resume Identification Objective/Skill Summary/Summary of Experience When to Use an Objective Example When to Use a Skills Summary or Summary of Experience Example Education Examples Experience What Type of Experience to Include Format - Reverse Chronological or Functional Examples Use of Language Sample Action Words Personal/Additional Information Examples Creating a Resume Which is Technology Friendly Conclusion Sample Resumes Reverse Chronological Functional Modified Functional Titles First With Background Summary Resources 43 43 44 44 44 44 44 45 45 45 45 46 46 46 46 47 48 48 49 49 51 51 52 52 53 53 54 55 57 59 61 62 64

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RESUME DEVELOPMENT Job seekers often start writing their resume from the wrong perspective, believing that more information is better. In the case of a resume, more is definitely not better. The resume is not an autobiographical document which describes your life to date. It is a brief, clear representation of what you have to offer an employer, a calling card if you will. The job of the resume is to impress the employer enough to want to meet you, then you can fill in the gaps and provide additional information. The resume is a constant work in progress. Regardless of what stage you are in your career, you should ALWAYS have an updated resume. As you conduct your Market Research, as discussed earlier in Chapter Three of this guide, you will be able to create a marketing document that highlights and emphasizes your applicable skills. Once you have done your research, use the guidelines in this section to create not just a resume but an effective marketing document.

A GOOD RESUME . Is first and foremost a marketing tool that highlights for the reader your major accomplishments and related experience. Do not make your resume a data-dump. Just because an accomplishment is important to you, does not mean it is important or relevant to an employer. Think, for example, about product positioning. It may be very important to a cereal company that they have just figured out operationally how to distribute their product more efficiently. However, when they market their product to the consumer, this information is not included because it is highly unlikely that it will entice a consumer to buy the product. Instead, they highlight the things that their target market will value. Your resume should be built on the same premise. Is short. All effort should be made to keep the resume to one page. If you have ten or more years experience then two pages is acceptable. For other fields such as academia, law, and the science and medical fields this rule does not hold true, but it is common business practice. If you are finding it very difficult to cull your resume down, you are probably concentrating too much on the accomplishments that you feel should be included rather than on those a particular type of employer will find valuable. Is visually powerful. Effective resumes are clean, easy to read, and not foreboding. We all know that time is one of today most valued commodities. If your resume appears laborious s or time consuming to read, what are the chances a person who doesn know you is going to t take the time? Effective use of formatting allows the reader to ascertain what he or she wants and needs to know quickly -- this is called "scanability". Is results-oriented. Powerful resumes tell the reader not just what you did but how you did it and indicate the result whenever possible. Resumes do not have to be job descriptions. If you are in a position of which most business people have a basic understanding, do not feel compelled to describe the general duties. Instead, use the space to outline significant

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accomplishments or experiences that demonstrate skills you wish to highlight. It is best to quantify whenever you can. If you know that you increased sales by 60%, then make sure to include the percentage. Do not force this because what can be done can be overdone. WHAT TO DO FIRST Competencies, Interests, and Values Analysis (CIV Analysis). If you have not thoroughly read the CIV Analysis chapter (Chapter Two) of this guide, then go back to the beginning. The job search process is circular; each piece affects the others. It will become a vicious circle if you skip pieces. Breaking down your accomplishments and experiences into identifiable skills, part of competency analysis, is an essential part of successful resume development. Market Research. The more you know about the position/firm/job you are interested in, the better able you will be to tailor your resume and your job search campaign. You must think of yourself as a product that you are marketing to employers. Companies do not launch a new product without conducting extensive market research -- neither should you. Please refer to the Market Research chapter (Chapter Three) of this guide. P-A-R Exercise. Competency Analysis will help you identify the tangible skills you have to offer an employer. Market Research will help you determine which skills and accomplishments you should include on your resume. The P-A-R (Problem/project-Action-Result) exercise will help you break down your accomplishments into effective resume-speak. Begin by making a list of your accomplishments. Don worry about chronological order or employer. Then, using the t fewest words possible, write down what the Problem or project was, describe the Action you took to solve the problem or complete the project, and quantify the Result of your action. Obviously, not every item on your resume will conform well to this format, nor will all accomplishments lend themselves to quantifiable results. Neither of these are reasons to omit a noteworthy item from your resume. However, whenever possible, use the P-A-R formula. Examples of P-A-R Statements Achieved 6-month project goal of increasing production from 1.6M units to 2.4M units with existing resources through operational redesign and method improvement. Initiated $1.7 million in capital projects to increase production and improve efficiency of operating facilities. Annual cost savings estimated at $500,000. Presented multiple organizational seminars attended by 40+ executives from major Japanese companies to improve problem-solving skills and to promote project reengineering effort.

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THE BASIC PARTS OF A RESUME Identification The first part of any resume should be identification information. This includes your name, address, phone number and email. Most people include a day and evening phone number on their resumes. However, if you need communication that you receive at work to be confidential, and you have no venue with which to ensure it, it is perfectly acceptable to list your home phone number only. Many people also include an e-mail address and or/fax number. Neither of these is required and, in fact, can take up a valuable line on your resume, but it is important to remember that the easier it is for an employer or executive recruiter to reach you, the better. If you are living in one city and seeking employment in another and have a local number where messages can be left for you, it is beneficial to include it. This will indicate to an employer an increased probability that you will relocate to that city. Most job seekers including only one address place it in the middle of the resume but flush left is acceptable too; this is a matter of personal style. Objective / Skill Summary / Summary of Experience Objectives are statements at the beginning of your resume that indicate the kind of position you are seeking. Skill summaries, also usually found at the top of the resume, provide a list of skills you have to offer an employer. A summary of experience, sometimes in paragraph form, sometimes in list form, quickly summarizes your career to date usually indicating the number of years in particular fields and areas of focus or expertise. Objectives and skill summaries have created lively debate between career counselors for years. Some find that providing employers with a quick reference of a career objective or skill set is an effective way to get an employers attention, others feel that the space, so precious on a resume, could be better used. When to Use an Objective If you have a very specific employment goal, an objective can be a quick and effective way to tell an employer where your interests lie, especially if you are a career-changer. If you are seeking a position in a field in which you have already developed an expertise, an objective is unnecessary because an employer will make assumptions based on your past employment. Keep in mind that an objective may take you out of the running for positions outside your stated objective. If you are applying for positions in more than one field and you plan to use an objective, this will obviously require more than one resume. This means one more detail of which you will need to keep track. There are few things that are more of a turn off to an employer than a resume stating an objective that has nothing to with the job for which you have applied.

Effective objectives are short, to the point and do not contain flowery text. Example of a uninformative objective Example of an effective objective

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A challenging position, utilizing my abilities developed through my experience with the opportunity for professional growth based on performance.

A senior level position in Brand Management.

When to Use a Skills Summary or Summary of Experience Deciding whether or not to include a skills/experience summary is mostly a matter of style. If you have a significant level of experience, it is a good way to help the reader quickly summarize your qualifications. This can be particularly useful in contacting executive search firms. If you are changing careers and are afraid that a recruiter quickly scanning your resume will dismiss you as unqualified, a skills summary is one way to call attention to your transferable skills. If you do decide to include a summary, make sure that it says something of substance about you. It should include information from your background that is most applicable to the position you seek. Do not include broad-based statements such as excellent oral and written communication skills, outstanding analytical skills or highly motivated and energetic individual. Statements like these are trite and tell the reader nothing that differentiates you from anyone else. Ineffective Skills/Qualifications Summary
Ten years business experience Proven ability to manage people Excellent presentation skills Motivated individual who learns quickly

Effective skills/Qualifications Summary

Seven years of sales and marketing experience Managed groups of up to 17 people Received three promotions in four years Led two new product launches

Education The placement of your education is dependent upon what part of your experience you would like to highlight most. As a general rule, a couple of years after graduation, it is appropriate to highlight your work experience, rather than your education, so the education section is placed toward the bottom of the resume. This is also in keeping with the typical reverse chronological order of most resumes. For the most part, the distance rule is also a good guideline for how much information you include in the education section. If you are a recent graduate, it is appropriate, if you are so inclined, to include extracurricular activities, academic honors, and group memberships in this section. These can act as signalers to employers on your areas of interest and well-roundedness. However, an employer does not have to know everything you have ever done. Remember to think about the resume as a marketing document. The example on the next page, of a recent graduate s education section, gives the reader an impression with a quick glance. It tells the reader that this candidate is academically talented, that she is interested in employment in the consulting or marketing fields, that she has an interest in European issues and has exposure, in particular, to the French culture and language. If you prefer a pared down version, the most important items to include are what you studied and any academic honors you received. If your undergraduate institution grants grade point averages, the general rule of thumb is that GPAs of 3.5 and above should be included. You may also want to include any organizations of which you were a member that may have networking potential.
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EDUCATION The Wharton School, University of Pennsylvania Master of Business Administration Marketing Major, Director List, Fall xxxx s Member of the Consulting, Marketing and European Clubs Wellesley College Bachelor of Arts, Magna Cum Laude Dual major in History and French Studies Vice President of Student Government, xxxx-xxxx Junior year abroad in Paris, France Philadelphia, PA May xxxx

Wellesley, MA May xxxx

If you began your undergraduate academic career at an institution other than the one from which you graduated, you may create a separate section for that institution or simply mention it under the school from which you graduated. If you attended the first school for a year or less, you are under no obligation to mention it at all. If you have a graduate degree other than Wharton, it should be included in the educational section in chronological order, as demonstrated below. Once you are at the graduate degree stage, it is no longer appropriate to include your high school on our resume. If you attended a high-school that you feel has networking power, then list it under additional information.

EDUCATION The Wharton School, University of Pennsylvania Master of Business Administration Vice-President, Consulting Club Indian Institute of Technology Master of Electric Engineering President, Graduate Student Union Rice University Bachelor of Science, Electric Engineering Attended University of Madras xxxx-xxxx Philadelphia, PA May xxxx

New Delhi, India June xxxx

Houston, TX June xxxx

The more experience you have, the less likely an employer is to be interested in what you did or what you were interested in during school and will spend far more time on the employment

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section of your resume. For the experienced job seeker, indicating the institution, degree, area of study and graduation date will usually suffice. If you had notable academic honors, it is probably worth including them regardless of how many years ago it was. Again, following the thought that space on a resume is precious, be judicious about what you include. It is not unusual for the education section of an experienced person to be as brief as the following sample.

EDUCATION

M.B.A., Finance, The Wharton School. xxxx B.A., Economics, Syracuse University. xxxx

Experience What Type of Experience to Include The experience section is the most important section of your resume. Regardless of placement, style or format, it is the section of the resume where employers will spend the most time. The experience section may include not just full-time experience for which you have been paid but also applicable volunteer experience, military experience and internships. Because your resume is a marketing document, you will want to include any experiences that you have had demonstrating the skills that are needed to be successful at the job for which you are applying. You may prefer to create separate sections for different types of work, but this really depends on how you want to market it. The more experience you have, the less important it is to cover every period of your life on your resume. Do not make the mistake of filling your resume with unimportant information just to account for time. It may be appropriate to list your employers, titles and dates on your resume in chronological order, but you don necessarily have to have a description for each job. Samples t of resumes that use this format are included later in this chapter. We often receive questions like Should I include my summer internships on my resume? The answer to this question really depends on many things. To answer this and similar questions we ask the job seeker to ask him or herself questions along this line: What value does the internship really add to my resume?, Does the internship work apply to the work I want to do now?, Does the internship work represent skills that are not already on my resume? The fact that there are no hard and fast rules in resume development is one of the things that makes it most challenging. The better market assessment you have done, the easier it will be to decide what to include. Remember to approach resume development as a creative puzzle; think about how to create a compelling picture of what you have to offer, NOT about how to create a chronological description of what you have done.

Format - Reverse Chronological or Functional

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There are two basic types of resumes. Those that are based on describing experience using reverse chronological order of your positions and those that are divided into function/skill/project sets. The most common type of resume is chronological, because recruiterseyes are trained to look at resumes this way, a job seeker should think long and hard before straying from this format. The functional format can be effective for SOME individuals. It is very useful for people whose experience is mostly free-lance, consulting or project based because organizing a resume chronologically by title and firm name is unwieldy if not impossible for this type of experience. A functional resume can also be effective for those trying to make a dramatic career switch because it allows you to highlight applicable skills immediately rather than outlining firms and titles the reader may have no interest in or understanding of. Below is a piece of one job seeker experience outlined in functional format. Please see the Sample Resume s section for other examples of functional resumes.

EXPERIENCE New Product Development Developed product requirements with clients for a software toolkit that improved design quality by 20%. Initiated and led software implementation effort. Identified an innovative database solution to manage design data, presented it to management and deployed it across three client groups, resulting in 30% increase in efficiency and data reliability. Project Management and Planning Analyzed and recommended the outsourcing of $40 million software development to senior management, resulting in a 20% increase in productivity of design. Coordinated outsourcing with suppliers. Led five-member cross-functional team in establishing new technique to detect flaws in microprocessors, resulting in estimated savings of $20 million in avoided product recalls. Marketing Developed and delivered presentations to senior management of over 60 companies. Increased consulting projects by 50% in a six month period. Bench-marked Intel new processor against competition and recommended product features s to designers. Employment: Self-employed Consultant, San Francisco, CA, xxxx-xxxx Clients included Intel, Hewlett-Packard, IBM and Oracle Hintolle Computer Corporation, Asst. Product Manager, La Jolla, CA xxxx-xxxx

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A third option is a combination, or hybrid of the chronological and functional resume. This option allows you to highlight certain skills, expertise or areas of experience within a particular job. This is useful for career changers who desire to quickly point out to the recruiter their existing transferable skills. It is also a great way to break up a resume if you have been working at one firm for several years. For example, following is a sample experience section of a person whose experience has been in consulting and who is targeting a position in investment banking.

ARTHUR ANDERSEN & CO. LLP Consultant, Business Economic and Financial Consulting Division

Chicago, IL xxxx-xxxx

Valuation/Modeling Created a valuation model to determine the fair market value for an insurance company $3 s billion real estate loan portfolio Calculated a lost profits litigation damage claim on behalf of an appliance company resulting in a $100 million gain Financial Analysis Prepared witness outline and demonstrative exhibits relating to property valuation for a chemical company lawsuit with two commercial banks s Produced an expert report to refute $20 million of $30 million in taxes owed by an international grain company Due Diligence Performed detail testing of an insurance company valuation process including reviewing s standard assumptions, verifying the integrity of the data, and testing the overall accuracy of a third party valuation model s Conducted an accounting fraud investigation of a subcontractor computer systems on behalf s of concerns by a real estate relocation cooperative

If you chose to use the reverse chronological format, it is important to consider whether you wish to highlight your title or the name of the firm for whom you worked. Just because the vast majority of resumes that you see have the firm name first does not mean that this a prescribed format. For example, If you have worked for financial firms in marketing positions and are now interested in marketing at a consumer products firm, highlighting your titles makes more sense then highlighting your employer. SENIOR SALES AND MARKETING ASSOCIATE xxxx-xxxx Bloomberg Financial Markets Sydney, Australia Developed and executed a market penetration strategy leading to a 100% increase in sales in 18 months Coordinated advertising and trade show participation

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Use of Language Resumes have their own language. This is partially because the goal of a resume is to convey as much applicable information as possible in a very small amount of space. For this reason, resume speak does not include full sentences and does not use personal pronouns. The statements you use to describe your achievements should be clear, concise and descriptive and should begin with an active verb (created, led, developed, designed etc.). No one will deny that converting your accomplishments, many of which represent months, if not years, of sweat and effort into simple, descriptive statements is difficult, but in order to create an effective resume, it is an absolute necessity. Use action words to start each sentence; they give a sense of movement and power. Try to avoid using the same action words repeatedly because this will give the sense of a narrowly defined job or small skill set. Avoid statements that begin with phrases such as responsible for. Your current job and activities should be described in present tense, all other positions in past tense. After you complete each statement, review it to make sure you need every word you have included. You be surprised what you can cut out. ll SAMPLE ACTION WORDS actively accelerated adapted analyzed arranged approved budgeted coordinated cataloged conceived conducted completed contracted controlled created delegated designed determined developed demonstrated directed distributed effected eliminated established evaluated expanded expedited examined founded governed generated grouped guided increased influenced implemented improved increased innovated interrupted invented launched led maintained motivated organized originated participated performed planned pinpointed presented presided produced proposed proved provided systematized recommend reduced reengineered revamped revised reviewed solved structured streamlined supervised supported taught trained

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Personal/Additional Information Most resumes will include a section which details interests, specialized skills or other personal information. But please note, additional sections are not obligatory. The further from your MBA you are, the less important it is that you include personal information and interests on your resume. It may be that the space on your resume would be better used to further describe your work experience. However, additional sections in the resume can be a great place to include things that you would like employers to know that don seem to fit anywhere else. For example, t sections for language skills, publications, patents, computer skills (not necessary unless you are applying for a technically oriented job), professional affiliations or certifications are all appropriate. If you have significant accomplishments that you achieved early on in life or outside of work which you would like employers to be aware of, include them in a section titled additional information. Here are some examples: "Completed the Boston Marathon", "Refurbished a 1880 Victorian home", "Traveled to over 30 countries", "Graduate of DaleCarnegie", " Presented Thesis at National Semiconductor Conference to an audience of over 700". Listing these kinds of accomplishments is an excellent way to send a message about you, whether it is commitment to excellence, well-roundness, intellectual curiosity or sophistication. Many interviewers appreciate this type of information because it gives them easy lead-ins to get the interview going. You also never know what common interests you may have with an interviewer, which almost always starts things off on a comfortable note. It is not appropriate for resumes, if you are seeking a job in the U.S., to include your age, sex, marital status or religion. This standard, however, varies greatly from culture to culture. If you are seeking a job outside of your own country, a vital part of your market research is finding out what the norm is for resumes and making sure that you comply. To do otherwise will only indicate your lack of knowledge about the culture. Below are two sample additional resume sections.

Additional Information Raised on Kwajalein in the Marshall Islands. Traveled throughout U.S., Europe and Pacific. Avid Wreck Diver, golfer and mountain biker. Crossword puzzle fanatic. Tutored homeless, coached children soccer, and taught swimming. Interested in college sports, U.S. history, and s politics.

Languages: Fluent in French; conversant in Spanish and Danish; Dual National: US/Australia Publications: Published two articles about technological innovations in payroll software in Paytech (xxxx) and Payroll Weekly (xxxx)

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CREATING A RESUME WHICH IS TECHNOLOGY FRIENDLY More and more firms are using scanning technology to put the thousands of resumes they receive on-line. This allows easy, controllable access to their applicants, and in some cases gives multiple departments, not just Human Resources, the ability to search for applicants that meet their needs. It is important that you keep this in mind when you are creating a resume. In order to create a resume which is technology friendly, you should avoid italics, underlines, small fonts and graphics. Firms will also use Key Word searches to find people with particular skills. Your Market Research should have given you a good feel for what types of skills or buzz words the employers you are interested in might be looking for -- make sure you include them in your resume. CONCLUSION Once you have developed a resume that markets you well and represents your skills and accomplishments in a way that will be appealing to the type of employer you are interested in working for, the next step is to develop a compelling cover letter. This topic is addressed in the next chapter.

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SAMPLE RESUMES
The following resumes have been provided to you as a guide. They are especially helpful in providing a sense of format and content. Obviously, borrowing liberally from the text of any of these resumes is counter-productive and inappropriate. A small number of samples have been provided to get you started, but these are not meant to be taken as the only way to write a resume. There is a myriad of other resources in which you can find resumes suited to your particular job search focus. Additional resources are listed at the end of this section. Please note that the resumes provided here represent the American style of resume writing. It would be impossible to provide examples representing the norms for all the cultures in which Wharton students and alumni seek jobs. Knowing what is appropriate for the culture in which you are seeking a job is an imperative part of your Market Research efforts.

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SAMPLE CHRONOLIGICAL RESUME - BEFORE

Joe Job Seeker 43 Goodheart Rd. Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235 SUMMARY: Capable leader with excellent problem solving abilities and analytical skills, knowledgeable in the field of international sales seeks investment oriented position. EDUCATION: B.S. Mechanical Engineering University of California, Los Angeles (June xxxx) (Magna Cum Laude) (Phi Beta Kappa) GPA 3.74 MBA, Finance Wharton School, University of Pennsylvania (May xxxx) EXPERIENCE: Irrigation, Inc., Santa Monica, CA International Sales Manager - (February xxxx - August xxxx). Revitalized flagging international sales through system and infrastructure implementation and partnership programs with old and new customers. Responsible for the direction of international sales activities including implementing sales programs, leading the international sales force and strengthening the international distribution network. Residential Controller Product Manager - (February xxxx - February xxxx) - Spearheaded Low Cost World Class Controller fast track project to develop two new controllers. Championed move to extricate firm from OEM sales to further focus attention and resources on core irrigation business. Team leader of product rationalization team. Interim team leader of valve project team and sprayhead and rotor project teams during search for additional product managers. International Turf and Retail Product Manager - (January xxxx - February xxxx) Responsible for a multitude of marketing and technical functions including market analysis product pricing, fortifying international technical service centers, international customer service interface and support, international product specification definition, international site support and warranty audits. Developed product rationalization guidelines and procedures. Project Manager - (October xxxx - January xxxx) - Planned and implemented the transfer of all appropriate Drip Mist products and machinery from El Paso plant to El Cajon plant including inventory control, documentation transfer, manufacturing line disassembly planning, and general multidisciplinary liaison between El Paso ad El Cajon staff. Carpenter Technology Corporation, Santa Monica, CA Quality Assurance Engineer - (October xxxx-September xxxx). Managed and supported numerous production projects each valued in excess if $3 million. Maintained and developed customer relationships with world-wide clientele as international liaison. River Corporation, Paris, France Materials Engineer - (September xxxx-March xxxx). Coordinated production of development plastic films. Created technical drawings for improving existing equipment. Badische Stahlwerke, Munich, Germany Engineering Intern - (Summer xxxx) HONORS: Rotary International Scholar Phi Beta Kappa LANGUAGES: Fluent in German Fluent in French Proficient in Spanish RESIDENCE ABROAD: Belgium Canada France Germany Spain

This resume is a two page resume which was shrunk to fit on one page for better comparison of the before and after examples

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SAMPLE CHRONOLOGICAL RESUME - AFTER

JOE JOB SEEKER

43 Goodheart Rd. Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235 Email Objective: A position in investment management

Note the use of only the most applicable details in the position description and the stronger language. Also, the addition of the investment experience section makes this person interest in this s field more credible.

EDUCATION
MBA, Finance Wharton School, University of Pennsylvania, May xxxx Wharton Fellows Fund, Investment Management Club, Trading Club B.S. Mechanical Engineering University of California, Los Angeles, June xxxx Magna Cum Laude, Phi Beta Kappa, GPA 3.74

EXPERIENCE
IRRIGATION, INC., Santa Monica, CA International Sales Manager - xxxx-xxxx International Product Manager - xxxx-xxxx Analyzed international markets, set product pricing, and developed yearly sales forecast models. Designed and implemented new systems and infrastructure to revitalize flagging international sales and strengthen international distribution network. International sales increased 29%. Directed six member international sales department generating sales of $8 Million. Created customer partnership programs to reinvigorate customer relationships including over 20 overseas visits to deepen and personalize relationships begun in xxxx. Led fast track product development project. Efficiency, dedication to aggressive deadlines, and team commitment resulted in a standard 18 month project being completed in 7 months. Modeled product line reduction scenarios and implemented optimal solution. Reduced product range by 30% in six months. CARPENTER TECHNOLOGY CORPORATION, Santa Monica, CA Quality Assurance Engineer - xxxx-xxxx Managed nuclear reactor core-channel production projects each valued in excess if $3 Million. Conducted core-channel corrosion testing. Analyzed material corrosion data and gave extensive presentations and reports to senior management. Analysis used as basis for new product specifications. RIVER CORPORATION, Paris, France Materials Engineer - xxxx-xxxx Conducted material testing. Analyzed data to create material behavior predication models. Created rubber gasket development software to implement material behavior model.

INVESTMENT EXPERIENCE
Managed personal stock portfolio (xxxx - present). Owned over 50 companies during the course of this period in their trading or long term positions. Focus included Health Care, Financial, and High-Tech securities.

ADDITIONAL INFORMATION
Languages: Fluent in German and French. Proficient in Spanish, Studying Italian Residence Abroad: Belgium, Canada, France, Germany, Spain. 56

SAMPLE FUNCTIONAL RESUME

JOE JOB SEEKER 43 Goodheart Rd. Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235

EXPERIENCE

ALLOY COMPANY, Partner, Breckenridge, MN, xxxx-Present TSB DEVELOPMENT COMPANY, Managing Director, Pittsbugh, PA, xxxx-xxxx VERTIN COMPANY, Manager, Special Projects, Toledo, OH, xxxx-xxxx Accomplishments: First and only person, among eight, chosen and named as Partner of firm Negotiated 5 acquisitions ($1.875 Million) Supervised and completed building construction ($85K) Increased revenues for TSB by 15% annually Expanded profits for Vertin by 10% annually Enhanced and furthered personal credibility and ethics by dealing openly and honestly with others Management: Administrated and accountable for operations of real estate holdings acquired to date (total annual revenues: $1.75 Million) Oversaw operation cost controls, sales and expenses analysis, financial analysis and forecasting, cash flow maintenance, debt service maintenance, approval and payment of accounts payable for a 3.3 million dollar company Direct, hire, train and review company staff of 30 employees Managed multiple special projects, crossing divisions, business units and management levels Marketing: Envisioned and produced marketing plan and strategy for multi-site businesses Designed and implemented merchandising plans Developed retail pricing for products and services Conceived and published advertising for newspaper and brochures which resulted in increased name awareness tested through customer feedback Create and execute public relations events used to position firm image s Acquisitions: Develop, evaluate, and structure acquisitions of new real estate property Skillful Negotiator with direct experience with target acquisition owners and completing transactions Originated lines of credit and financing resulting in low-cost, fixed rate financing, granting minimum levels of security Experience in Option, Purchase, Employment, and Compensation Agreements; Covenants Not-to-Compete; Notes; Mortgages; Security and Lease Agreements EDUCATION THE WHARTON SCHOOL, University of Pennsylvania, Philadelphia, PA Master of Business Administration Candidate, May, xxxx UNIVERSITY OF MINNESOTA, Minneapolis, MN Bachelor of Science in Economics, with distinction, June, xxxx

A functional format can be a useful tool if you have held positions of similar nature, and it is more effective to combine accomplishments rather than describe each position separately. It is also a good method for career changers who want to highlight their transferable skills rather than the industries or functions in which they have been working. This job seeker listed his employers at the start of the experience section, but it is often found at the bottom of the resume or, in some very rare cases, not at all.

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SAMPLE MODIFIED FUNCTIONAL RESUME JOE JOB SEEKER

43 Goodheart Rd. Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235 Email EDUCATION THE WHARTON SCHOOL, University of Pennsylvania Philadelphia, PA Master of Business Administration Candidate May xxxx Dual Major in Strategic Management and Finance Member of Consulting, Ethics, and Capital Markets Clubs; Christmas-in-April Volunteer MIDDLEBURY COLLEGE Middlebury, VT Bachelor of Arts in Economic and German, Cum Laude May xxxx College Scholar, Dean List s Highest Honors for Senior Thesis: The Treuhandanstalt and Eastern German Privatization Teaching Assistant, Department of Economics; Varsity Track & Field - NCAA All-New England Honors EXPERIENCE CHEMICAL BANKING CORPORATION NY Account Officer, Banking & Corporate Finance Group xxxx Account Officer/Analyst, Institutional Clients Group New York, xxxxxxxx-xxxx This is a terrific way to breakup the description if you have worked for one employer for several years. It also an excellent way to highlight particular skills

Client Interaction Co-pitched $75M term loan to allow new high-tech manufacturing client to make strategic acquisitions. Won client away from competing bank to generate $187K in fees. Co-pitched and structured $50M ESOP loan for closely-held paint company to generate $100K in fees. Coordinated clients and cross-functional deal teams. Prepared loan documents and pitchbooks. Innovation and Management Created interactive, graphical database for Institutional Group 80-firm portfolio to automate projection s modeling and centralized data. System generates over $15K in annual cost savings, improves cross-selling opportunities, and enhances risk analysis. Trained and managed pool of five analysts to best annual performance in Institutional Group history. s Supervisor/Mentor, Inroads Minority Internship Program. Financial Analysis Evaluated and structured credit facilities for Fortune 500 clients in high-tech, paper products, chemical, food retail, and aerospace industries and for top law and consulting firms. Performed credit and industry analysis to evaluate risk. Modeled projected cash flows to determine optimal capital structure. Presented recommendations to Senior Credit Committee. Deals included: $8.8B stock repurchase, $400M acquisition, and $50M ESOP loan. Achievements and Recognition Finished in top 10% of class in intensive, six-month Management Training Program in Finance. Selected to represent Global Bank Group on Chemical Bank Product Advisory Council. Earned three Outstanding annual performance reviews. ADDITIONAL INFORMATION 58

Proficient in German, conversational in Spanish. Sail extensively on East Coast. Enjoy kayaking and skiing. Middlebury College Alumni Admissions Interviewer.

SAMPLE MODIFIED FUNCTIONAL RESUME - BEFORE TOM JONES 200 Chestnut St., Apt 14 Philadelphia, PA 19103 (215) 555-5544 EDUCATION THE WHARTON SCHOOL, University of Pennsylvania Master of Business Administration Candidate Majors: Strategic Management and Finance Assistant Director, Wharton Follies Corporate Sponsorship; Consulting Club STANFORD UNIVERSITY Master of Science in Statistics Completed coursework in marketing doctoral program, Stanford Graduate School of Business Thesis: Brand Choice Segmentation presented at a national academic conference THE UNIVERSITY OF CHICAGO Bachelor of Science Majors: Economics, Statistics, and Applied Mathematics University Honors, Dean List s EXPERIENCE INNOVATION & INFORMATION CONSULTANTS, INC. Cambridge, MA Principal June xxxx to July Philadelphia, PA May xxxx

Stanford, CA June xxxx

Chicago, IL June xxxx

xxxx Associate March xxxx to May xxxx Litigation Consulting to the Petroleum Industry Managed three-year engagement with a state agency in an anti-trust suit involving major oil companies. Lead team in analyzing oil companies, transactions and computing damages. Interacted with lead attorneys weekly to strategize case. Contributed to client obtaining a $340M settlement and was instrumental in client retaining firm for additional services. Performed incidence analysis for clients involved in various tax disputes. Prepared trial attorneys to critique the opposition s analysis. Contributed directly to clients being awarded up to $200M in damages. Analyzed international trading practices of four major oil companies on behalf of the IRS in its largest transfer pricing case. Developed methodology to value imported crude oils and computed damages in excess of $7B. Management Consulting Designed and implemented survey to assess impact of electronic data interchange on small retailers. Assessed whether retailers were jeopardizing their strategic positions by sharing detailed sales information with suppliers. Analyzed financial impact and risk exposure of proposed changes to an existing $70M royalty agreement. Performed sensitivity analyses to identify optimal terms and prioritized bargaining points for client. Self Employed Providence, RI Clothing Jobber September xxxx to February xxxx Purchased clearance inventory from department and specialty stores and resold to inner-city stores. Inventory turn-over averaged less than one week. Earned average gross margins exceeding 100%. Donated unsold inventory to charitable organizations in a former Soviet republic. ADDITIONAL INFORMATION Publications: Stores (January xxxx) and the proceedings of Marketing Science Institute (April xxxx), Marketing Science (May xxxx), and Association for Consumer Research (October xxxx and October xxxx). 59

Other Activities: Mentor in the Milken Young Entrepreneurs Program, xxxx-xxxx. Also enjoy sailing and hiking.

SAMPLE MODIFIED FUNCTIONAL RESUME - AFTER

TOM JONES
200 Chestnut Street, Apt 14 Philadelphia, PA 19103 (215) 555-5544 Email EDUCATION THE WHARTON SCHOOL, University of Pennsylvania May xxxx Master of Business Administration Candidate, Strategic Philadelphia, PA Management and Finance Assistant Director, Wharton Follies Corporate Sponsorship Mentor, Young Wharton Entrepreneurs Program Volunteer, Christmas in April STANFORD UNIVERSITY June xxxx Master of Science, Statistics Stanford, CA Stanford Merit Fellow Presented thesis, Brand Choice Segmentation, at xxxx Marketing Science conference. THE UNIVERSITY OF CHICAGO June xxxx Bachelor of Science, triple major in Economics, Statistics, and Applied Mathematics Chicago, IL University Honors, Dean List s Co-authored papers on retail pricing strategies. Work was published by Association for Consumer Research, Marketing Science Institute, and National Retail Federation. EXPERIENCE INNOVATION & INFORMATION CONSULTANTS, INC. xxxx-xxxx Principal Cambridge, MA Provided economic consulting to federal and state agencies. Directed teams of three to five consultants in analyzing trading practices, operations, and pricing strategies of petroleum, transportation and retail firms. Prepared senior client management for large- scale litigation, royalty negotiations, and policy evaluation. Project and Team Management Lead team in evaluating trading behavior of firms in $500 million litigation. Directed data collection, trader interviews, and commodity evaluations. Managed client relations during two-year engagement. Assessed effectiveness of risk management practice in oil industry. Coordinated three consulting firms performing statistical studies, and presented recommendations to client. Economic and Financial Analysis Evaluated business tax passed through to retail prices. Findings were adopted by federal authority, saving clients $70 million in liability. Analyzed transfer prices of firms in $6 billion tax litigation. Quantified raw material costs, operating expenses and product prices. Strategic and Risk Assessment Assessed competitive impact of retailerssharing sales data with business partners. Conducted survey to identify best uses of data interchange technology. 60

 Developed models to forecast cash flows under high uncertainty. Prioritized objectives of resource manager in negotiating royalty contract. THE ROPER ORGANIZATION xxxx Summer Intern New York, NY Analyzed national surveys to determine impact of smoking restrictions on cigarette sales. Presented findings to senior marketing manager of US tobacco company. ADDITIONAL INFORMATION Entrepreneurship: Clothing distributor, xxxx-xxxx. Purchased clearance inventory from large retailers and marketed to small independent stores. Donated unsold clothing to charities. Other Interests: Negotiations; US geography and demography; skiing, hiking, and traveling.

SAMPLE CHRONOLOGICAL RESUME WITH TITLES FIRST JOE JOB SEEKER

43 Goodheart Rd. Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235 Email If you have worked for firms that are not widely recognized, but in a function in which you would like to continue to work, it is often more effective to highlight your titles rather than firm names. It is also a good idea to give a brief description of the firms.

EXPERIENCE

BUSINESS STRATEGY MANAGER xxxx-Present Belltone Marketing Inc., importer and marketer of Fresh Fruit for South America Los Angeles, CA Budget annual sales estimates and prepare cash flow forecasts for domestic and international operations. Work with team to design company marketing and advertising strategy. Analyze customer location and buying habits in order to maximize ROI and sales force effectiveness. Negotiate directly with exporters shipment and payment terms for each import season. Develop and present annual end-of-season sales/market analysis reports to major exporters. Seek and develop new clients, personally responsible for bringing in clients accounting for a 30% increase in import volumes. Develop pricing strategies and sell product line to buyers across the nation. BUSINESS DEVELOPMENT ASSOCIATE Lacton, Hugh & Company, a medical device company with $3 billion in annual sales Launched projection for innovative product released in xxxx. Applied Diffusion Theory to build a quantitative adoption rate model based on the 1988 launch of an analogous product. Produced extensive reports including five year product diffusion rate study, feasibility studies for potential products, and product launch plans. ANALYST Feverfew, Inc. , a family-owned real estate company EDUCATION MBA, The Wharton School, University of Pennsylvania May xxxx, Dual Major in Strategic Management and Finance Philadelphia, PA
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xxxx-xxxx Meadows, NJ

xxxx-xxxx San Jose, Costa Rica

BS, Agricultural Economics, University of Costa Rica June xxxx, Magna Cum Laude, Phi Tau Epsilon ADDITIONAL INFORMATION Treasurer, National Association of Importers, xxxx - Present President, Community Development Board, xxxx-xxxx Author, Business Strategy in a Volatile Environment, Import/Export Monthly, xxxx

Costa Rica

SAMPLE FUNCTIONAL RESUME WITH BACKGROUND SUMMARY

This resume uses the functional format and combines professional and volunteer accomplishments and uses the background summary well. This resume was reproduced front-to-back for purposes of this guide. Two page resumes should be two separate pages, the second page marked with your name and the page number.

JOE JOB SEEKER 43 Goodheart Rd Doodle, CA 89753 Phone (205) 888-1234 Fax (205) 888-1235 Email

BACKGROUND SUMMARY Over 13 years of progressive service industry experience, primarily with an international emphasis. Key accomplishments have been in: Building Client Relationships Motivating sales and service channels Launching new products SELECTED ACCOMPLISHMENTS Market Management/Client Focus Created marketing strategies covering up to three business lines and 600 international clients by researching and analyzing market requirements. Led team development of sales proposals with product and pricing expertise to win 50 new clients. Strengthened understanding of client needs and requirements by conducting client calls with international account managers. Resolved numerous critical service issues, achieving 100% customer retention and increasing product penetration by $18 MM. Trained 200 clients to use a new electronic banking procedure to enhance account security. Team Building/Relationship Management Fostered stronger relationships with professional and staff level co-workers located in over 25 countries to align the product with sales and service channels. Recommended improvements to employee reward and recognition program. Program received a Service Team Achievement Award for outstanding contribution to teamwork. Led Board development function for community health center to increase membership and fill vacancies due to attrition. Provided shelter services for up to 30 homeless men and women as a volunteer in an overnight shelter.
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 Maintained group home in a residential treatment program for emotionally handicapped children separated from their families. Two children were able to return to their families. New Products Led successful product roll out in Japan, acquiring 40% market share of target market within two years and ahead of plan by 33%. Formulated promotion strategy to increase client base which grew by 8%. Expanded product knowledge available to clients by launching a product newsletter to 200 key internal client contacts.

Joe Job Seeker, page 2

P & L Management Delivered revenue budgets up to $31MM and achieved annual increases of over 20% while maintaining leading market position for the product line. Planned and ran financial audits of up to 800 billable hours, reducing 100% of audit overtime while supervising four audit assistants. Analyzed and approved sales expense budgets up to $500M to keep zero expense growth.

PROFESSIONAL EXPERIENCE COUNTYBANK, Philadelphia, PA Market Director/Vice President - Finanical Institutions Product Manager/Assistant Vice President - New Products Management Assocaite GOLDEN & FOX, Wilmington, DE Senior Auditor Staff Auditor VOLUNTEER EXPERIENCE Howard Brown Health Center, Philadelphia, PA Member, Board of Directors Volunteer Coordinator Kemmerer Village, Wilmington, DE Volunteer, Emotionally Challenged Children Family Re-entry Program s EDUCATION Master of Business Administration, University of Pennsylvania, The Wharton School , Philadelphia, PA Bachelor of Science magna cum laude, Accounting/Liberal Arts University of Scranton, Scranton, PA xxxx xxxx - Present xxxx-Present xxxx-xxxx xxxx-Present xxxx-Present xxxx-xxxx xxxx-xxxx xxxx-xxxx xxxx-xxxx xxxx-xxxx xxxx-xxxx

xxxx
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RESOURCES
Careering and Re-Careering in the 1990 Krannich, 1989 s, The Executive Career Guide for MBAs, Beatty & Burkholder, 1996 Resumes, National Business Employment Weekly, 1994 CareerMosaic Web Site; http://www.careermosaic.com

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