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had a few products, one of them had recently been successful and was getting loads of industry attention. His letterhead read “Joseph Porter, President, Specialized Software Corporation” with a prestigious address.

• Glenda, a marketing manager of computer peripherals who Amy had met at a conference.

• Dr. Lawrence Potter, an adjunct faculty member at the graduate school of business where Amy studied, a former government official, and the director of competitive intelligence for a manufacturing company. Amy took Dr. Potter’s course in marketing. They became friends and she helped him prepare a proposal.

Amy’s three primary references had a wealth of contacts in the software marketing business who could help her target marketing directors of manufacturers. The letters they wrote to introduce her and direct attention to her resume won her instant interview after interview.

She had four reference-influenced offers and today she’s rapidly climbing the marketing ladder at one of the world’s biggest software manufacturers.

You may not know any highly placed officials or company presidents. But somewhere among your contacts there is someone who’ll write a credible cover letter to get your resume read, your interview set, and your job offered.

Consider your professional references as a lifetime lifeline. Advise them when you get your desired position. Express your appreciation in a phone call (a letter is even better) and promptly send a tasteful but not too expensive thank-you gift.

Be sure to let them know you’ll willingly serve in the same capacity when they mount job searches. Keep in touch and tell them of your progress. If it worked once, it can work again as they become sources for future job advancement.

Essentials for Professional Reference Letters

You want to ensure that the writer is able to do you some good. He or she should be a preference reference. A preference reference:

• Knows the recipient of the letter

• Knows someone the recipient knows

• Is known to the recipient

• Has a letterhead and a title that will add credibility

• Holds an equal or superior position to the recipient

Here’s an example:

AMERICAN FOODS COMPANY

2204 Mercantile Building

Chicago, Illinois 60626

555-555-5555

Stacy P. Edwards, Director

Market Research

Date

Margaret O. Blaine, Product Manager

Convenience Foods Division

American Foods Company

1667 Commonwealth Avenue

Boston, Massachusetts 02210

Re: Allison F. Harston Reference

Dear Marge:

I hope all is going well with your new product launch. Last month when my department gave you that revised market research you needed, you asked me to let you know if you could return the favor. Now you can.

My associate, Allison Harston, is applying for the product manager position at the breakfast division of American. In addition to great credentials, Allison has the energy, insight, and dedication needed to be an outstanding product manager.

As the enclosed resume shows, Allison recently enhanced her ten years’ experience in product marketing at United Foods with an MBA from Bentley College. She graduated with honors in spite of a sixty-hour-per-week job that required travel.

Although she has moved up steadily at United Foods, now that she has experience and graduate credentials she’d like a larger environment.

I know John Lawson is hiring for this position and that he’ll interview Allison if the request comes from you. It won’t be a waste of time. In fact, John will probably owe you a favor once he meets Allison.

Please pass Allison’s resume along to him. She’ll call John for an interview by the end of the week.

Thanks in advance for your assistance.

Best regards,

Stacy P. Edwards

cc: Allison F. Harston

Enclosure

This is how professional references are turned into career cash too. . . . And that’s your second huge do-posit slip!

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