I was once invited to speak to a class of MBA students, and I started my presentation by asking them how much time they devoted to their jobs. The responses ranged between 40 and 50 hours a week. I asked how much time they gave to their studies, and they answered 10 to 20 hours a week. Then I asked how much time they spent managing their careers, and at first there was silence, then nervous laugher. Finally someone said, “Not much.”
This was a group of busy, committed professionals who were adding graduate studies to already crowded schedules in the hope of advancing their careers. But they were not doing the spadework necessary to make real progress possible. Even worse, most of the questions they asked me were about relatively minor concerns such as what color stationery was best for resumes!
It’s unfortunate that the only thing most people know how to do to take care of themselves professionally is to put together a resume. A resume is a necessary evil, but by itself it won’t get you the job you want. It is only a starting point. Its real value is to you, not a prospective employer; in creating a resume you go through the exercise of articulating your selling points, which becomes the cornerstone of everything you do to claim the work you want to do.
Notice that I said, “claim the work you want to do,” not “find your next job.” This important distinction points out the reason for seeking out career assistance.
Small business owners and managers may not have the six-figure incomes, paneled offices and private jets of corporate executives but they have the same responsibility—leadership. 
As I rushed home to catch Andre Agassi in the final stage of his transformation from tennis celebrity to endearing human being at the US Open last month, I was looking forward to the tennis, but dreading the commercials. 
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There’s good news for those of us who think we can’t sell. The salesman as we have known him is becoming extinct. 
We’ve become accustomed to hearing the story of a professional life told almost exclusively in terms of outstanding accomplishments. 
There’s a lot we can learn from the stories of our professional life—if we tell them in a way that enables us to hear what they really have to say to us. Too often we are satisfied with forcing our career stories to fit the mold of a resume, which is a formal exercise with a fixed external purpose (i.e., getting a job). 
We may not be to breadlines yet, but unless you’ve been in a coma or you’re independently wealthy you probably can’t help noticing that these are hard times. Job “insecurity” is affecting all but the highest rungs on the employment ladder. 
