During these difficult economic times, many mid- and senior-level executives have been replaced, displaced and out placed. Some executives have asked me for suggestions on what they need to do to reenter the job market. Many of them have not written a resume or interviewed in the last ten years. This column is devoted to executives seeking new positions and opportunities.

How do I select an executive search firm to help me find a senior management position?

Most executive search firms are retained by companies to identify and secure the best talent for specific positions in their organization. For executives who are known in an industry, their names may already be in the firm's data base. The firms also gather names from sources in industries in which they have conducted previous searches, trade and professional associations and the media. Some firms allow individuals to add their names and resume to their data base directly on their web page.

Some firms work with individuals seeking executive positions. Before selecting a firm, be sure you understand the services offered, their method of operation, limitations affecting their ability to help you, the experience of the counselor you will be working with and their fees and expenses. You should collect information about the firm's reputation, track record and professionalism and interview the firm and evaluate its capabilities. Among the questions you should ask are: (1) Does the firm specialize in certain business areas? (2) Does the firm belong to any professional association that has a code of ethics? (3) What is the background of the individual in the firm that I will be working with? (4) Does this individual have sufficient industry and functional knowledge to help me? (5) What are the steps in the firm's process of helping me find a position? (6) What are some examples of successful and unsuccessful job searches for your clients? (7) How does your firm identify job openings? (8) What priority will be given to my search by those involved? (9) Can I get a list of references? (10) How much will this cost? It is critical that the firm be able to assist you in marketing your experience to prospective employers. Depending on the amount of assistance you need from the executive search firm, do not be surprised to get quotes of $15,000 to $25,000. Be wary of a firm that guarantees that you will find a position.

Should I use a "coach" to help prepare me for the search process and interview?

If you use an executive search firm, coaching is often part of the services offered to their clients. Coaching is a process that can help an executive become more effective and valuable to their new employer. An executive coach is an outside consultant who works with an executive who has specific problems or issues concerning management skills and personal behavior. Executive coaching focuses on desired results. In the job search process, executive coaching can be used to improve the performance of a manager at a job interview, strengthen the candidate's interpersonal skills and prepare an executive to transition to new situations. The coach generally starts by using a 360-degree process to gather feedback to be used in coaching the individual.

This process involves talking with individuals who at one time reported to the executive, who were on the same level as the executive and the executive's supervisor. A coach helps an executive assess his/her development needs and encourages the executive to take both long- and short-term views of opportunities and issues. Hiring the right coach for the right reason could make the job search process easier. Activities during the coaching sessions and between sessions focus specifically on achieving the agreed-upon goals for the executive. The executive has to be willing to commit time between the coaching sessions to work on the goals.

If a coach is used, the coach should be provided with enough information so that more time can be spent in making you more valuable to a prospective employer. The coach is your partner. The hourly cost of coaching could range from $100 to $400. If you are going to use a coach, select a coach that has business experience, listens with an open mind, and can you evaluate a situation and make the right move.

What tips can you give me in preparing a resume that will get attention?

In writing a resume, accuracy of information and format are critical. The resume is your personal introduction to an organization. It is your way of branding yourself. You want a resume that catches the attention of the recruiter. It has been estimated that one interview is granted for every 200 resumes received by a company. With word processing, it is easy to tailor your resume to the specific job you are seeking. Do not over inflate your experience or leave major gaps in your employment history. You should write your resume focusing on the employer's needs not yours. Winning resumes include information about: career/highlights and qualifications, educational background, by employer - a list of key accomplishments and a personal section highlighting your involvement in community, professional and philanthropic activities. You should use industry-specific terms on your resume to get attention. Suggestions such as sending a targeted cover letter, having easy contact details, keeping the resume concise and relevant, proofreading the resume for spelling and grammar and including career objectives are basic in writing a resume.

You can use a chronological resume which lists activities by date or a functional resume which is organized by skills and expertise or a combination of both. No matter which approach you use, the top half of the first page of the resume is important to catch the attention of the recruiter. The resume should present you as the individual whose accomplishments and skills are a great match for the job. Be creative in getting across to the reader what makes you the perfect candidate for an executive position in their organization.

What should I know about executive etiquette when dining with a prospective employer?

Lasting impressions of someone you meet often take place within the first few minutes of the meeting. First impressions are made through grooming, clothing, eye contact, shoes and handshakes. You do not get a second chance to make a first impression. Projecting a professional image is essential in obtaining a job. Going for an interview that includes dining is common when seeking an executive position. Employers take prospective candidates to lunch or dinner to evaluate their social, communication and interpersonal skills.

Executive etiquette is the way in which an individual carries him/herself in a variety of situations. It is important to avoid the awkwardness that can take place if you order the wrong food. For example, ordering a thick French onion soup is guaranteed to ruin your clothing when you are answering questions while you are trying to wrestle with the cheese. Etiquette includes behavior, conduct, appearance, demeanor and professional presence.

There are etiquette situations unique to dining such as knowing menu terms like prix fixe, a la Maison, brochette and Provencale, eating particular foods, dealing with spills and splatters, eating or drinking something that is too hot and dropping utensils. What do you do when you face these situations? Respond in a professional way since table behavior and manners do matter. If you know where you will be dining, you should check the menu on the internet. Do not order the most expensive item on the menu. Do not order messy foods such as pasta with lots of sauce, ribs, sandwiches that are difficult to keep together and chicken and fish with bones. For food items such as bread, hors d'Oeuvres, sandwiches, potato chips, fried or barbequed chicken, french fries and small fruits, you can eat with your fingers. Drinking alcohol is not wise during an interview.

Don't talk with food in your mouth. There are dining etiquette and table manners that should be followed in interviewing situations, for example, arriving on time or earlier, eat only after all the other guests have been served, if the food is too hot to eat, wait till it cools down, do not use a cell phone during the meal, do not talk loudly during diner, do not turn glasses or cups upside down to decline a beverage, do not lean over somebody else's plate and remember to say thank you and please, when appropriate.

Are there special etiquette rules for interviews that increase the chances of getting the job?

Etiquette is an important part of a job candidate's interview that includes pre-interview preparation, appearance, arriving on time and showing respect for the interviewer. Using the internet, there is a great amount of information a prospective candidate can obtain before coming to the interview. For public companies, filings with various regulatory agencies are available for anyone to read. The more you are prepared, the better the impression you will make at the interview. You should rehearse in your mind or on paper, answers to personal and technical questions you know will be asked. Do not be surprised when you are asked why you want this particular job. Arrive a few minutes before the interview time. Dress appropriately.

Bring extra copies of your resume and a list of professional references. Introduce yourself to the secretary/receptionist so that they know that you are there for the interview. Try to understand the mindset of the interviewer. If you do not represent yourself well at the interview, there will be concerns about how you represent yourself to colleagues and customers. At the interview, speak of your accomplishments with pride, enthusiasm and passion. Make eye contact with the interviewer. Do not make negative comments regarding past employers. Critical listening is an important part of the interview…. listen to what is said, what is not said and what is meant. It is also important to ask questions to show that you know what the company does and what your expected responsibilities may be in the position.

Avoid topics such as politics, personal problems and religion. Hiring decisions are made during interviews. Once the interview is over, write a note within 24 hours of the interview to thank the interviewer for his/her time. Your job search should continue just in case you do not get the job. At an appropriate time, you can call the company back to inquire about the hiring decision if you have not heard anything. If you did not get the job, you can ask why. And, they may tell you. No interview is a waste of time since it is an opportunity for you to learn more about you.