over,"

says Schwartz. Moves to a similar position, in other words, are a

snap compared with taking on a whole new career. But sometimes such

a change is necessary. A surgeon, he gives as an example, may have

suffered nerve damage that makes operating impossible. Or, more

commonly,

a telecommunication middle manager may find there are simply no

openings

in his field. It then becomes a matter, he says, of not only

identifying

transferable skills, but of leveraging them to gain entry into a new

career.

clients

jump at any offer, and while this will put food on the table, Schwartz

says it is not a good long-term strategy. Neither, in his opinion,

is accepting less money than the former job paid. He does admit,

though,

that "it’s supply and demand." Sometimes an executive in a

field going through major downsizing is facing so much competition

that he might have to consider a cut in compensation. Still,

"overall,

it’s not a good idea."

are terrible at their jobs, says Schwartz. So it is up to the

successful

job hunter to take over, and to make sure the interviewer knows about

the ways in which he would contribute to the company’s success.

Telling

stories, he suggests, is an excellent way to do this. Everyone

remembers

a good story, and it is up to the job hunter to leave the interviewer

with several, each illustrating how he handled tough situations or

contributed to successful outcomes at his former jobs.

at working a room, says Schwartz. It is not necessary to speak to

everyone, but it is necessary to seek out and speak with decision

makers. When doing so, he implores, avoid the Big Mistake. "Never

ask for a job!" he exclaims. Make friends, establish connections,

and then, before saying good-bye, ask if the person with whom you

are speaking knows anyone you should talk to. Then go talk to that

person, and get more names.

it is laying off 16,000 employees this quarter, and axing a few

thousand

more later in the year. Does this mean you should forget about

contacting

XYZ for a job? Absolutely not, says Schwartz. For one thing, the

company

still needs to hire for some positions, but, aware that cost-cutting

is roundly applauded by Wall Street, will not be eager to publicize

that fact. For another thing, when heads begin to roll, many of the

best people in the company will head for the exits. They will have

to be replaced, though, again, this fact will not be publicized.

making money, Schwartz observes. Study the business news to find out

niches where the economy is strong. Also take note of any major

personnel

changes. New CEOs and vice presidents often like to bring in their

own teams, and may be looking for good people.

looks for jobs on the Internet, and that, says Schwartz, is why so

few find them there. Classified ads are over-used too. By all means,

check out both, but make them a small part of your search strategy.

close the deal," says Schwartz. It is a terrible idea, he

explains,

to bring up salary, benefits, or vacation before an offer is made.

Once an employer does commit to hiring you, drive for the best deal

you can, making sure to do research beforehand to determine what a

person with your experience is now commanding.