Welcome to the Fulcrum Search Science Second Quarter 2003 Personal Career Management Newsletter!

Those of you who have been reading for years will note a significant change.

First, we have changed our corporate name from Keith Bagg & Associates Inc. to Fulcrum Search Science Inc. While we have been conducting professional and executive level search for over 30 years, we found that in the past decade that companies who didn't know us were confusing us with our sister company, Keith Bagg Staffing Resources Inc., a high quality staffing firm operating at more junior levels.

So we decided to change our name to eliminate the confusion, and we wanted a new name that accurately represented our unique strengths. Recent industry statistics have indicated that our search assignment completion rate is 3 times the North American average. Our name reflects our 3 Core Competencies that have driven this result, namely:

• the leverage of our Process Control - FULCRUM.
• the breadth of our Search - SEARCH.
• the depth of our Candidate Assessment- the SCIENCE of "fit".

This newsletter and our Career Support Program© have been created to assist business professionals in realizing their career ambitions to the fullest potential.

Every quarter we will send you our career-support newsletter, a forum for business professionals who have a progressive interest in their careers. In this issue:

• Market News - career advice from our consultants.
• FEATURE ARTICLE, Sailing the Seven C's of Effective Writing by Bob 'Idea Man' Hooey.
• Our Food for Thought Article feature Tax-deductible Mortgages and Wellness Tips for Professionals - Beating the Blahs
  

We also try to work with you for the long-term. If you have interviewed with one of our consultants but are not the "perfect fit" for a position, we have a network in place to keep you informed proactively of other opportunities that could be a better match.

Whether we can assist your career in the short or long term, we strive to create a winning scenario! So remember…. Keep in touch with us! Let our Career Support Program© professionals know about the changes and advancements in your career. Or, turn to them for free personalized career advice.

At times it is in your best interest to grow your job with your present company. Other times your career will grow through an exciting new opportunity. Regardless of whether you are considering a career change, check into this career management newsletter. The Career Support Program© is here with your best interest in mind!

Bruce McAlpine, CPC
President

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02. MARKET NEWS

The most recent news about the recruiting front from our top executive recruitment team. This section is divided by specialty but be sure to read each one as it may pertain to you!

Finance & Accounting

Sales & Marketing

Operations, Logistics & Engineering

FINANCE & ACCOUNTING

Market Tip
by Tracy Shott, Consultant

Beat Your Competition!

It's a competitive market these days and it is imperative to get that edge. How do you do this? First, make sure you are well prepared for the interview by researching the website of the company and preparing ahead of time, several questions.

Second, while most people spend the majority of the time in the interview describing job skills and specific functions they have, hiring authorities are more interested on how your skills can benefit them specifically. Speak more of your successes and what you have done in prior positions. Provide specific examples of accomplishments or problems you have resolved in the past. If possible, provide numbers and cents to illustrate your example.

Thirdly, always end an interview asking how well they think you are suited for the job, it will give you an opportunity to address any concerns they have right then and there, otherwise you may never even hear about them. For example, I recommend saying, "are there any questions or concerns about my ability to do this job?"

Lastly, ask for the job. Many people take for granted that the potential interviewer assumes that you are interested but this is not the case. Ask for the job by thanking the interviewer for the meeting and expressing interest in moving forward towards the next steps.

Our Finance/Accounting Consultants:

Ken Stouffer, CPC, Senior Consultant 416-847-4986 Fax: 416-350-9649 E-mail: Ken.Stouffer@fulcrumsearchscience.com	John Maybury, Senior Consultant 416-847-4987 Fax: 416-350-9658 E-mail: John.Maybury@fulcrumsearchscience.com
Tracy Shott, Consultant 416-847-4983 Fax: 416-350-9634 E-mail: Tracy.Shott@fulcrumsearchscience.com

Click here to view current positions on the fulcrumsearchscience.com website!

Market Tip
by Penny Saunders, Consultant

On a resume the job title of "self-employed" or "consultant" is often negatively interpreted. It is seen as a fill-in for unemployment or a failure at success versus a skill set that can be used.

If in fact you have been working for yourself it is very important to let a prospective employer see what you have been doing.

Do you have a legitimate company? Are you truly a consultant - i.e. someone who consults on business practices to more than one client? If so who are your clients (what industries) and why did they hire you or engage your services? How much responsibility were you given and why did they need your expertise. What length of time did you spend on each project? You can't say you were a consultant for two years if only 2 months of that time was spent consulting. This is very important for future employers to know. What did you accomplish for your clients (savings in dollars or time). If you were given management responsibilities what were they and how did you encompass them into a consulting role?

The bottom line is what do you have to offer a "corporate" job that makes you unique. What does your time spent as a consultant or as a self-employed person add to a future "corporate" job?

And remember…it is about what you can do for a prospective employer not what you want from them.

Bruce McAlpine, President 416-847-4989 Fax: 416-350-9659 E-mail: Bruce.McAlpine@fulcrumsearchscience.com	Penny Saunders, Consultant 416-847-4985 Fax: 416-350-9608 E-mail: Penny.Saunders@fulcrumsearchscience.com
	Angela Code, CPC, Consultant 416-847-4955 Fax: 416-350-9621 E-mail: Angela.Code@fulcrumsearchscience.com

Click here to view current positions on the fulcrumsearchscience.com website!

Should I prepare a cover-letter?
by Silvio Rossi, Senior Consultant

Personally speaking, I have never been an advocate of cover letters. The less you have to read the better, but it is typically expected from you if you apply directly to a position that requires specific skills or if you are applying to a job that is out of province for you.

A cover letter is mandatory for you to get your point across and provide details about you. Cover letters should have written the name and address of the company, as well as the key contact for the position. Take the extra time to find out the address and avoid if possible, the generic "to whom this may concern." Never, ever use an old cover letter that has information on it - it looks unprofessional and guarantees that you will not get a call or interview.

Another point is to also indicate where you learned of the opening, for example, was it a web posting, news advertisement, or referral. Lastly, ensure that you have taken the time to check spelling errors- it sounds simple enough but I still come across cover letters with spelling errors.

Silvio Rossi, Senior Consultant 416-847-4984 Fax: 416-350-9652 E-mail: Silvio.Rossi@fulcrumsearchscience.com

Click here to view current positions on the fulcrumsearchscience.com website!

03. Feature Article
      

Sailing the Seven C's of Effective Writing

by Bob 'Idea Man' Hooey

I love to sail, I love being out on the water. In 1988, I joined 3 other men for what I thought would be a leisurely sail from Honolulu, Hawaii to Kobe, Japan. Along the way we encountered what the Japanese later told us was a 'baby' typhoon. We were extremely fortunate to survive it and arrive safely in the Kobe/Osaka harbour. I've often thought that our written words and our efforts to communicate effectively run some of the same gambits, storms or challenges as we chart our course and focus on a specific harbour or objective. I've included some ideas here that might help you avoid or navigate some of the storms and hidden obstacles to being effective in your written communication. An effective memo, email or sales letter is one that gets results. Business correspondence can enhance or alienate relationships. Well written brochures, sales literature or websites entice people to act and explore opportunities to deal with you and your firm. Effective writing communicates the message in a way that makes it easier for the reader to relate and react positively to what they (readers) understand. Effective writing is helped or enhanced by 'charting-a-course' to convey your message with impact. Here are seven C's as they relate to effective writing: 1. Be clear: have a definite purpose for writing and make sure it is clearly communicated up front. Be bold and connect quickly. In the midst of the typhoon we needed to be clear on our commands or risk adverse reactions to the sea. 2. Be complete: include all the necessary facts and background information to support the message you are communicating. Partial instructions would not work if we were to survive. Our captain had to make sure we saw the complete picture. 3. Be concise: keep in mind the reader's knowledge of the subject and their time constraints. Convey the information as quickly and easily as possible. Keeping it concise (or short) was a life saver, more so when you needed to react immediately to a changing sea or wind pattern. 4. Be creative: use different formats (vs. straight narrative) to communicate your message. Q & A format, graphics, Idea lists, etc. Sometimes hand signals were needed when the wind and the sea drowned out our ability to hear. 5. Be considerate: keep your reader's needs in mind as you write. Ask yourself, 'Why should my reader spend time reading this?' Make it worthwhile for them to do so! We were motivated to survive, to listen and to act. Keep in mind your audience or reader might not be as receptive. 6. Be correct: by checking all your information is accurate and timely. Double- check your spelling, punctuation and grammar. Proof read it before you send it! We couldn't afford to make mistakes, our lives depended on it! 7. Be credible: strive to present yourself from a position of reliability and competence. Write to reinforce your message and make it more believable. We needed to trust that our captain, with his experience in the US Coast Guard knew what he was doing and was telling us for our own good. I'll move away from the nautical comparisons now and leave you to navigate the remainder of this article. Getting results from your writing We all want to get results from what we write, don't we? But why don't we? Perhaps we miss the point and miss our reader's point too? Write from the reader's point of view. This will help you write more effectively. Use simple non-technical terms to make sure you are clear in your meaning. Don't use buzzwords or jargon that may confuse or distract your reader. Project a positive attitude to draw your reader into your message. Tell them what you can do, not what you cannot. People react better to positive reinforcement. Conclude your writing with a 'call to action' or a specific meaningful request. Here are a few more letter-writing tips: Craft your opening and concluding statements to create a favourable impression for your intended reader. Write from their perspective. Keep your purpose in mind as you craft your letter. What do you want the reader to do, learn or understand when they have finished reading it? Use the technique of asking questions to get and keep the reader involved. Where possible share flattering or sincere compliments with the reader. Include and weave the person's name throughout the letter. Make it personal. Please – don't bore your reader with unnecessary history. If needed, attach as an appendix, reference piece or background piece. Use lists to help explain or outline information in an easy format for your reader. Bullet points can be a very effective tool in helping your reader navigate your written presentation. Check all spelling and punctuation. Remember this is a written representation of you and your firm. Don't be afraid to use headlines or sub-headlines to break up your letter and allow reader to focus on each section. As mentioned previously, avoid technical jargon and terminology. Verify all figures and dates – make sure they are current and accurate. Write to explain – not complain. Include a PS: hint – people will almost always read the PS: even if they don't read the body of the letter. Read the letter to yourself, aloud, or perhaps to another person. Ask yourself, or them, what they understand from reading it? If it does not line up with your purpose – go back to edit it until it does! Often a quick note, memo or email will convey the message more effectively than a letter. An effective memo or email incorporates all of the above in its structure, with a few refinements. Constructing a well written memo or email State your purpose early in the memo or email (subject line is effective) Clearly state your purpose for writing it! Use direct, to the point statements Ensure the writing is well organized Use an easy to read format When should you write a memo or email? Don't write a memo or email where you can settle the situation with a quick call or in person. However, if you need to follow up on a meeting or conversation, a memo or email works well. Don't write if the situation evokes emotional undertones or could backfire in your face. Talking face-to-face works better, and it is less 'permanent' than a written note. You want to diffuse a situation not light one under it. Don't write to brag or show off your latest triumph or accomplishment. This will alienate more than elevate you from those who read it. If the accomplishment is a shared one and can be used to recognize group or individual achievement, by all means capture it and share it in a memo with those who made it happen. Bragging about other people can work wonders. Make sure your distribution list is relevant. Send your memo or email only to those who are directly concerned with the issues contained or raised in your message. Be considerate of their time and don't use memos or emails as a way to reinforce or defend your position, or indirectly put down other people in your firm. Knowing when to write is often as important as what to write. Here are a few thoughts when you want to capture the moment or message in written form for communicating to others. Write to update them on progress or bring them incoming news. Share only the necessary or relevant news items. Present it in a short, concise, direct format Make sure you are prepared and organized - before you write it! Discuss relevant achievements, deadlines and milestones Keep your audience continuously aware of events and progress – not just in crisis or deadline crunches. Keep it personal and keep them interested. Keep the communication lines open. Demonstrate your competency in your writing. Writing is a very effective tool in the communication process. It has a longer shelf life and should have more effort invested to ensure that the message is clear, concise and conveys in a timely manner. Charting your course will allow you to safely avoid the storms and obstacles and allow you to navigate effectively to the communication you had in mind when you started your journey. Taking the time to 'think before you ink' will work wonders in your communications efforts.

Copyright 2003 Bob 'Idea Man' Hooey. Used by permission. Bob's Ideas At Work! have been successfully applied by 1000's of professionals across North America. He is the author of 6 books, 4 success systems, 3 mini-books and 10 special reports. Bob's articles appear in North American consumer and trade journals. Visit his website at: http://www.ideaman.net

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04. Food For Thought

Each quarter we present a topic that we feel would be of special interest to our candidates. This quarter's topics are:

• Financial Planning Tips - Tax-deductible Mortgages
• Wellness Tips for Professionals - Beating the Blahs

Tax-deductible Mortgages
Or
Good debt vs. Bad Debt

What is the primary tax advantage that Americans taxpayers have over Canadians? The interest that they pay on their home mortgages is tax-deductible. Do you know what this means for the average family?

If you have a mortgage of $200,000, paying 7%/year, then over 25 years you will pay $220,241 on interest!!!!!!!! At an average 40% tax bracket you will need $700,402 before-tax income to pay off the mortgage.

Employing a strategy to convert this mortgage from personal debt to deductible debt can create a cumulative gift from CCRA (Conservative Canadians Retirement Accelerator!) of $41,980 over the mortgage life! If these annual "gifts" are simply applied as received to speed up the conversion process, you will increase your personal net worth by $309,882!

This strategy has been used effectively for almost 20 years and is now available to all Canadians who own their home! When properly structured and documented, this method meets all existing tax legislation.

Aren't you tired of letting these strategies remain the sole use of the wealthy? The courts have clearly stated that every Canadian has the right to structure their personal affairs to minimize income taxes payable (or maximize tax refunds!) When are you going to stop carrying the government through your hard earned dollars? Act on this today and start receiving your annual gift from Ottawa!

Karl Ruban, B.Comm. (Hons), C.A., C.M.A., C.F.P., R.F.P., is Canada's tax-deductible mortgage specialist. Karl may be reached by phone at 416-494-2300, fax at 416-494-3030, or email at karlruban@rogers.com.

• Leave work at work whenever you can.
• Plan your Monday tasks on Friday so that you can combat that swamped feeling.
• Organize your weekend activities in order to get your chores done in a lesser amount of time. This allows you to plan for "fun" as well.
• Set leisure goals for the weekend.
• Organize yourself the night before you return to work.
• Eat, sleep and exercise to build up your energy stores for the upcoming week.
• Plan something enjoyable for Monday.
• Smile - it is contagious.

05. Career Support Program©

The Career Support Program© was created in response to a perceived need for greater and more personalized support for individuals that we have built relationships with in the past.

The mandate of this program is to assist business professionals in realizing their career ambitions to their fullest potential.

If you are interested in hearing about career opportunities on a proactive basis, please e-mail us at careersupport@bagg.com. Our career support staff will contact you and spend approximately 10 minutes with you on the telephone to create a searchable profile to be included in our database of business professionals. Then as our recruiters have positions that could be a good fit for you, we will proactively make you aware of career-advancing opportunities!

Our career support staff will also provide free advice on:

• Corporate positioning
• Resume writing
• Internet career resources
• Interviewing techniques
  

We welcome your questions and concerns! Please contact us on any matters regarding your career or professional growth. If we can’t help you directly, we will be more than happy to refer you to someone who can!

Career Support Specialist
Cathy Cheng
416-847-4990 ext. 310
Fax: 416-350-9659
e-mail: Career.Support@fulcrumsearchscience.com

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06. Career Humour

Humour is an effective tool to help us cope with the increasing stress of our workday. It can also help us increase productivity and creativeness.

"Total absense of humor renders life impossible."

-Colette

MURPHY'S LAWS ON WORK

Don't be irreplaceable, if you can't be replaced, you can't be promoted.

You can go anywhere you want if you look serious and carry a clipboard.

Never ask two questions in a business letter. The reply will discuss the one you are least interested in, and say nothing about the other.

When the bosses talk about improving productivity, they are never talking about themselves.

Mother said there would be days like this, but she never said there would be so many.

Keep your boss's boss off your boss's back. This is what I'm doing wrong.

Everything can be filed under "miscellaneous."

Never delay the ending of a meeting or the beginning of a cocktail hour.

To err is human, to forgive is not company policy.

Anyone can do any amount of work provided it isn't the work he is supposed to be doing.

Important letters that contain no errors will develop errors in the mail.

The last person that quit or was fired will be the one held responsible for everything that goes wrong - until the next person quits or is fired.

There is never enough time to do it right the first time, but there is always enough time to do it over.

The more pretentious a corporate name, the smaller the organization. (For instance, The Murphy Center for Codification of Human and Organizational Law, contrasted to IBM, GM, AT&T ...).

If you are good, you will be assigned all the work. If you are really good, you will get out of it.

You are always doing something marginal when the boss drops by your desk.

People are always available for work in the past tense.

If it wasn't for the last minute, nothing would get done.

At work, the authority of a person is inversely proportional to the number of pens that person is carrying.

When you don't know what to do, walk fast and look worried.

You will always get the greatest recognition for the job you least like.

No one gets sick on Wednesdays.

When confronted by a difficult problem you can solve it more easily by reducing it to the question, "How would the Lone Ranger handle this?"

The longer the title, the less important the job.

Machines that have broken down will work perfectly when the repairman arrives.

An "acceptable" level of employment means that the government economist to whom it is acceptable still has a job.

Once a job is fouled up, anything done to improve it makes it worse.

All vacations and holidays create problems, except for one's own.

Success is just a matter of luck, just ask any failure.

Source: AHAJOKES.COM., www.ahajokes.com/office_jokes.html

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Fulcrum Search Science Inc.
85 Richmond Street West, Suite 702
Toronto, Ontario M5H 2C9
Tel: 416-847-4990
Fax: 416-350-9600
www.fulcrumsearchscience.com

Subscription Contact:

Cathy Cheng
Career Support Specialist
Fulcrum Search Science Inc.

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