For the Defense - Vol. 8, Issue 1 - 20

Exchange contact information and follow up in a timely
fashion. It does not matter if you follow up with something
substantive that evokes the conversation you had, or to just to
say it was nice to meet you. It is the act of following up that
strengthens the connection.
Self-Promotion Through Your Resume
Your resume is your employment story and should walk the
reader through the story of your evolution into the impressive
professional you are today.
As you sit down to write your resume, ask yourself, what do
you want your audience to know about you? Then consider
the most compelling way to relay that information. Maybe
you want to tell the chronological story of how you built your
knowledge and practice planfully over the years. Or maybe your
career path hasn't been a straight line and you want to explain
your expertise by category rather than timeline. Regardless, start
with the information you most want the reader to know. If they
don't see what they are looking for in the first few seconds of
glancing at your resume, they will move on. Yes, I said seconds.
Therefore, it is critically important for the reader's eye to first fall
upon what is most relevant to them.
There are two primary versions of a resume. One is
chronological and the other is categorical. A chronological
resume starts with your most recent position and lists, in reverse
chronological order, your earlier positions. A categorical resume
often starts with a list, or an explanation of your core skill sets,
then moves on to explain the work you have done, by category,
e.g., attorney experience, paralegal experience, nursing
experience.
For some people, the chronological version is terrific. It explains
their story from the beginning through present, showing a
logical progression. For others, a chronological resume may be
difficult to follow and may create a perception that the person
is unreliable, indecisive, unable to work with others or lacking
in skill because they have not followed a linear path. For these
individuals, the categorical resume is a better tool because it
groups experience by category, which leads to an organized
story that is easy to follow.
Regardless of the resume version, chronological or categorical,
it is critical that the reader easily identifies with your core
relevant skills. If they are not readily apparent, insert a section
at the very top of your resume that outlines them. You can do
this in either a short narrative or in bullet points. Whichever you
choose, keep this section concise. It is intended to be a roadmap
for the reader to follow as they try to categorically understand
the skills you have built over time.
Prioritize your most relevant experience first so it is easiest to
find. On a chronological resume, this will be your most recent
position. On a categorical resume, it will be the skill set category
that is most relevant to the job which you are seeking. Note that
you will never open with your education unless you are new
to the field and lack depth of experience or achievements to
highlight.
Tailor your resume to the opportunity every single time.
People who review resumes regularly can easily identify folks
who have customized their resumes to align their relevant skills
to the qualifications sought for this job, as compared to those
who are submitting their boilerplate resume.
20 For The Defense l Vol. 8, Issue 1
You may want to supply additional materials with your resume,
e.g., a list of representative cases, publications, or speaking
engagements. These documents should be well-organized,
cleanly formatted, and easy to read quickly. If you submit a
cover letter, remember that its core purpose is to promote how
your background and skill sets are on point for this particular
job. Keep it tight and focused on what specifically in your
background makes you a fit for this position. It should offer a
point of view that supplements, not repeats, your resume. And,
make no mistake about it, the cover letter is a writing sample, so
take it seriously and proofread it.
If you feel your resume is light on relevant experience, you can
take proactive steps to build your credentials by participating
in opportunities that allow you to build your skills, which then
will help you to promote yourself as more experienced. For
example, apply to the CJA panel, take on court appointed work,
join an Inn of Court, or volunteer your time with a non-profit
organization.
Promote Yourself At The Interview Or Client Meeting
First, and subsequent, impressions count. They can make the
difference between landing the client or job and walking away
empty handed. You, and your appearance, have a role to play
in creating that impression. So, if you want to be perceived as a
smart, accomplished, competent lawyer, you must look and act
like one.
Dress the part. In most instances, you will want to look clean,
neat, professional, and understated. This is not the time to make
a fashion statement. If you are interviewing, wear a full suit (or
at least a suit jacket for a video interview). If you are in person
and you bring a bag or file with you, keep it neat and contained.
Don't rummage through it or pull out a messy pile of papers. If
you look sloppy and disorganized, your audience will perceive
you as sloppy and disorganized.
Be ready anywhere and at any time to give your elevator
pitch and to follow it up with specific, relevant, examples of
your experience and past successes. The best follow up is a story
or anecdote because people tend to remember a story. You
should practice your pitch and anecdotes, so you feel completely
comfortable saying them off the cuff.
Put on your listening hat. What pain points are your audience
expressing and how will your expertise alleviate that pain?
Always focus first on what's in it for them. Help them understand
how your special, unique mix of background, experience, and
skills is well suited to helping them achieve their goal or reduce
their pain. Once they understand what is in it for them, you can
then focus on what is in it for you. But if you don't first impress
upon them that you are an asset to them, what's in it for you
won't matter because they won't hire you.
How To Turn It Around When You Feel Discouraged
If you are thinking this is all well and good, but what about
when my job search drags on for what feels like forever, or my
business starts to run dry; how do I maintain a positive state of
mind and carry on promoting myself?
First, remember the value you bring to the table. Maybe it
is your analytical abilities, critical thinking skills, writing skills,
oratory skills, or maybe it's something else, like your emotional
intelligence, or your proven ability to motivate a team. Write
these points down and keep them handy. When you get
discouraged or lose your way, refer to this writing. It will reground
you.
For the Defense - Vol. 8, Issue 1

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