International Attorney
New York-based division of a Fortune 500 corporation seeks attorney with 2 to 3 years of major law firm training in corporate and commercial law and litigation to fill important staff position. Duties will span domestic and international operations and will include some travel. Ability to deal at a high negotiator level, ability to draft sophisticated agreements, and excellent academic and professional background is mandatory. Fluency in Spanish required. Superior opportunity offering immediate responsibility and upward mobility. Generous salary and benefits plan. All replies will be treated as confidential. Forward resume to....
This advertisement has five stated requirements: (1) 2 to 3 years of major law firm training in corporate and commercial law and litigation; (2) an ability to deal at a high negotiator level; (3) an ability to draft sophisticated agreements; (4) excellent academic and professional records, and (5) fluency in Spanish.
In addition, the ad contains an unstated "requirement" that will greatly assist any candidate in getting an interview. It is implied by the headline of the advertisement and by the second sentence: "Duties will span domestic and international operations and will include some travel." If you have had any international experience, especially in a Spanish speaking country, you should definitely work this into your response with at least one accomplishment.
Again, through TTP techniques, let's assume you discover that the PE deals primarily in the cosmetics industry. Unless you have cosmetics industry experience, you should not specify the industry in which you worked in your response. Naturally, if you have such experience, you should emphasize it. You have also learned that youth is important. The PE wants someone no older than 30. If you are under 30, you should state your age clearly in your letter.
Here is a sample response:
I was commended by the general manger for "an outstanding job of negotiating and saving the company at least $3 million" when I went to Spain and negotiated a $30 million settlement for my firm.
My letter is in response to your advertisement for an international attorney. I meet all the requirements stated in your advertisement.
2 years of major law firm training in corporate and commercial law and Litigation
- In 2 years in a major Chicago law firm, I assisted in handling 13 separate cases involving commercial law and litigation with 8 different corporate clients.
- Ability to deal at a high negotiator level.
- I participated in 10 major negotiations for a major manufacturing company with more than $500 million in annual sales.
- Although only 29 years old, I was chief negotiator for a $30 million settlement with a foreign company headquartered in Spain.
- Drafted 16 separate contractual agreements involving a potential $58 million in royalties and other settlements.
- Drafted a 125-page contract in Spanish.
- Excellent academic and professional background
- I have a BA in business administration from the University of Illinois with an A average.
- I am an honors graduate JDS from the University of Chicago.
- I am a member of the Illinois bar.
- I am fluent in Spanish reading, writing, and speaking-and have negotiated in Spanish as well as English. I would be happy to meet with you at your convenience to discuss my background in detail.
VICE PRESIDENT
This key position, reporting to the president of a major NYSE company based in Denver, demands the skills and intellect of a true professional. The successful candidate should currently be running a successful profit center, hold an MBA from a top-rated university, have a demonstrated fast track record, and be considered highly promotable. Strengths should encompass manufacturing (preferably electromechanical devices) and in-depth knowledge of marketing and cost controls/finance. Chief responsibilities will be monitoring the performance of four of this firm's divisions. Judgment will play an important role in this position, as well as the ability to spot trends and encourage or reverse them. Reply in confidence with resume and salary history to Mr. Jim Bates, International Executive Search Associates.
In this advertisement the executive recruiter has identified himself, so there should be no difficulty obtaining additional information about the job.
Assume that in calling Jim Bates you learn that over the past year two of the four division general managers have been replaced. One of these divisions is still losing money. The average age of the general managers is 43-The president feels that a more experienced executive, preferably with a manufacturing, marketing, or financial background and an MBA, is needed to get things turned around. Currently the president runs all eight of the company's divisions, with three other company officers holding staff positions in production, marketing, and finance. The position of vice president is a new one.
The company is a conglomerate. Four of its divisions are in some facet of the metal-processing industry. These divisions would still be run by the president. The other four divisions are involved in electronics. One division is devoted entirely to electronic defense products; another manufactures various types of alarm systems; the remaining two manufacture small, high-volume electronic equipment. These divisions would be run by the new vice president.
Try your own hand at drafting a reply to this ad. Then go over the following checklist to see if you have covered all the bases. In completing your response, did you make a list of the requirements in the ad, both stated and implied, and a list of additional requirements obtained in talking with Jim Bates? Your list should include the following:
Stated requirements
Currently running a successful profit center.
Hold an MBA from a top-rated university.
Have a demonstrated fast track record.
Be considered highly promotable.
Strength in manufacturing (preferably electromechanical devices).
In-depth knowledge of marketing and cost controls/finance.
Implied requirements
Ability or past experience in monitoring performance of several divisions.
Ability to spot trends as well as to encourage or reverse them.
Requirements or desirable experience through talking with Jim Bates
Past experience in turning around an unprofitable operation. Manufacturing, marketing, or financial background. Older executive.
Experience in the electronics industry, specifically with the Department of Defense, alarm systems, or small, high-volume electronic equipment.
In your response did you open with an attention-getting paragraph and write an explanation paragraph? Did you list each requirement separately, with qualifications and accomplishments supporting each one? Did you quantify your accomplishments in dollars or percentages? Did you close by calling the PE to action?
