From crafting a winning cover letter to acing an interview, landing a job is tough enough in this market. But millions of job seekers can’t even get a foot in the door as they apply to countless positions and seldom hear anything in response.

“I’ve been looking since September. I send out résumés and nobody answers me,” said Vicki LaVista, 56, a former executive assistant who has not had any luck on the job hunt. “It’s already February and I don’t even have a bite,” she says.

LaVista estimates she applies to about 100 positions a week on sites like CareerBuilder, Monster and Craigslist, but never receives so much as a rejection form letter.

“I’d rather get feedback than no feedback. It would be better to hear ‘we hate you,’” she said.

LaVista’s experience is pretty typical these days — job seekers are feeling frustrated by the sheer lack of acknowledgement.

But what happens to all of those carefully crafted résumés?

The ease of free online job sites has boosted the number of candidates applying for each opening. With hundreds, or even thousands of people competing for the same jobs, most hiring managers are inundated with candidates and many of them simply get lost in the shuffle.

“The good news is, as a job seeker you have hundreds and hundreds of jobs in front of you,” said Dave Sanford, executive vice president of client services for staffing firm Winter, Wyman. “The bad news is, because everything is so out there, it’s also incredibly available to everybody.”

Gone are the days of the thoughtful response to a classified job posting in the newspaper, Sanford said. “Now it’s so easy just to send your résumé everywhere and blast it all over the globe.”

Because recruiters and hiring managers are bombarded with so many applications, there is less opportunity to send responses to everyone who applies, he explained.

Even recruiters admit that they are unable to handle the influx of applications they receive to a single job listing.

“I posted a position for an executive administrative assistant on a Friday and came back to work on Monday and we already had 400 people that applied,” said Dionna Keels, a senior corporate recruiter for a large privately-owned company in Atlanta. “I took the job down on Monday and started going through résumés.”

To avoid getting overlooked, experts recommend that job seekers apply to positions for which their background and experience is a good fit and tailor their application to each posting.

“People have to think about a way to separate themselves from this pile of garbage that sits on someone’s desk,” said Sanford. He suggests finding out who is responsible for hiring at the company and contacting them directly or following up with a phone call.

“Sending me a message through LinkedIn helps differentiate job seekers from the mass of applicants,” agreed Keels.

To help handle the onslaught, résumé screening software or questionnaires included with applications will also filter out many online submissions before they even reach a hiring manager’s inbox.

“A lot of times, when you go to apply for a job there will be a questionnaire at the beginning,” Keels explained. “If you don’t get 100 on those questionnaires then you’ve probably been screened out.” She estimates that at least 50% of applicants to the jobs she posts are screened out right off the bat.

Even seemingly innocuous questions like, “are you willing to work weekends?” can take a job applicant out of contention, added Shawn Boyer, CEO of SnagAJob.com, a job search site.

Being as amenable as you can on the questionnaires and using the right keywords on your résumé will boost the chances of getting through to an actual person, the experts say.

Paul Forster, co-founder and CEO of job search site Indeed.com, recommends listing all specific skills and software instead of saying, for example, “Microsoft Office products.” He also suggests using full names as well as acronyms such as “pr” and “public relations” and synonyms like accounting, accountant and accountancy.

For job seekers, timing is also key. Those who didn’t apply to that position Keels posted over the weekend weren’t even in the running. “We will typically go in chronological order,” she explained of the review process, which means those that apply first are at an advantage. “Once we find 3-4 strong people we’ll start with them.”

Looking at a date that a position is posted is often a good reference point, because openings that are more than a few days old may already be filled.

On job boards, positions may be listed for 30 or 60 days even though the hire is made on day five, Boyer explained. But because of the contract “that position could still be posted for another 25 days,” he said. “It’s incumbent on the hiring manager to [have the post taken down] but a lot of times that doesn’t happen.”

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Most people want more money and I have yet to meet someone who says that they feel like they make too much.  Money is not easy to make, and it takes hard work to get it.  The technique E.V.R. is something that can help you succeed in anything that you do, both with your current job performance or to stand out during your next interview.  I was originally introduced to the E.V.R. technique by Ed Slott, investment guru, at the 22nd Regional Conference of Northwestern Mutual Financial Network Representatives.   E.V.R. is an acronym for the following system:  Get Educated, Get Visible, and Get Remembered, and below is a summary of how this works with a few personal applications thrown in.

(E) Get Educated:  Realize that the best investment you can make is in a professional education.  No matter what industry you work in or what your product is, knowledge is power.  It helps to know a little about a lot of things, so that you can follow a conversation wherever it goes.  Business is serious, but people are not, so the quicker you can connect with someone on a personal level, the better off you will be.  Education is a building block for this, and you will find that it is never a bad idea to become more educated.
(V) Get Visible:  In the age of technology, this is not as hard as it sounds.  Many people have told me that they are “not good at networking”, but the truth is, there is no secret at all. Just showing up is half the battle.  There are at least 10-20 professional organizations that any person can be a member of at any given time based upon their experience, interests, etc…  I find that the best strategy is to choose 5 or 6 organizations, and then go to every event.  It works out to about 1-2 networking events a month, and 20-30 new contacts from each event.  This can build you an organic network of professionals in all industries from which to stay in touch with.  Soon, you will know most of the people in the room and begin to build solid relationships with likeminded professionals.  Utilize LinkedIn, Facebook, Twitter, MySpace, Ziggs, Plaxo and other tools to keep in touch, and do not get lazy.
(R) Get Remembered:  Be the best at what you do.  Care the most and do not do what everyone else in your industry is doing.  Make friends at every level, and keep in mind that it is what you say and do that will get you remembered.  Once again, this is the baseline for being successful, because all things being considered, people want to do business with their friends.  Anonymity does not work in business!

By Thomas Besore, Esq.

This is no time to let your confidence down or let self-doubt have any role in your life. One of many things you can do to boost yourself at this time is to gain confidence in your knowledge of the law as it applies to the hiring process. If you don’t know it already, I’ve got news for you. Discrimination in employment is alive and well in the United States. It’s alive and well in Chicago! Each and every day people are treated poorly because they are the wrong color, the wrong sex, the wrong race, too heavy, too skinny, have bad credit, the wrong sexual orientation or because they walk with a limp. Faulty criteria appear in job advertisements, recruiting policies, specific interview actions, orientation sessions, assignments, evaluations, promotions and eventually dismissal.

The good news is that you’ve got a network behind you. You’ve got access to basic information about the law, case history about known problem areas and a veritable army of good people to attack discrimination where it starts. But it’s up to you to arm yourself with the knowledge and
confidence you need to combat poor behavior by potential employers. Take some time during your transition process to come up to speed on the resources available to protect you in your job search. A couple of good places to start are the websites of the federal and state agencies charged with protecting your interests. The United States Equal Employment Opportunity Commission has a tremendous amount of information out there including a basic description of the law protecting employees. They’ve got pages and pages of information on the laws and regulations to enforce those laws. They offer specific guidance on inappropriate application materials or interview questions. They list prohibited practices and provide examples of actions the government has taken to protect you. You can even look at the guidance they provide to employers.

The Illinois Department of Human Rights has information similar to the federal site. But Illinois has some specific state laws to supplement your protection under federal law. The Illinois website details this information and provides further resources to protect you. Arming yourself with this knowledge will make you an expert on the laws affecting hiring. It will give you the upper hand in that interview when you’re confronted with seemingly innocent (but largely inappropriate) questions about your family, your credit or your terrific accent.

Here are your starting points:
The United States Equal Employment Opportunity Commission
http://www.eeoc.gov/employees.
The Illinois Department of Human Rights
http://www.state.il.us/dhr

Luckily I met a few people there that I’ve managed to keep in touch with and continue to network with like Jill Houk of Centered Chef, Joe Johnson of Riverside Consulting Group, Toby Nathan of Recruitastar and Stephanie Berger. Stephanie was the last person I talked to that night –she came right up to me, introduced herself, pulled out her notebook and said “how can I help you?” I didn’t know how to respond! What did she mean? I asked her for an explanation and she said “What are you looking for by attending? Who do you need to meet? Networking is about helping people so tell me how I can help you.” Well this was different. Stephanie then went on to tell me about her networking coach, Mark Carter and all he was teaching her. A coach? Now I was even more confused. I left with a promise to get together with Stephanie (which I did) and lots of questions about this thing everyone called “networking”.

Apparently the networking gods felt I needed a little help so a short time later I received an email announcement from Susan Barahia at the BNC about her entrepreneur group – guest speaker, Mark J. Carter. I had to go and check this out! As I listened to the presentation it was as if I had this sudden moment of clarity – this is exactly what my dad did for his entire life – there just hadn’t been a name for it! I asked a few questions and Mark asked to speak with me after the class was over. I thought for sure I was in trouble! Mark pulled me aside and said “I can tell you are one of those people that just ‘gets it’ and I would love to get together with you”. I left with a promise to have lunch (which we did!). Up until that point I hadn’t really understood what networking was or meant but suddenly I knew.

My dad owned two companies in Rockford, Illinois when I was growing up. He sat on several boards at the University of Wisconsin and was even President of the Alumni Association for a term. He was always getting asked to sit on boards, join committees, speak at events, etc. As a child I just knew he was gone a lot, as an adult I realize that not only was he an incredibly well liked man and great salesperson, he was the epitome of what a networker is. I can now remember him planning cocktail parties and dinners where he was very specific about who he was inviting because they were people who should know each other. I was present for several conversations where his response would be “I know someone that can help you with that problem, I’ll just make a call for you”. This was before the internet, before email, just when car phones and cell phones were being introduced and he still managed to make sure the was making connections.

We couldn’t go anywhere without running into someone he knew and he made it a point to really get to know people and remember them. Often after the hello’s were said and the person would leave he would give me the lowdown on who they were, how they knew each other and what they did. His memory for details was daunting and he could pull people from the file cabinet in his brain and remember all the reasons why they should be connected to someone he just met. It was truly amazing. When you are a kid and you say “I really want to go to this concert at the Rosemont Horizon (because that is what it was called back then) and your dad says “oh I know the sales manager, let me make a call” you just think you have a very cool dad. It’s not until later in life that you really understand how big his network was and how often he was helping people.

I lost my dad in November 2008 and it was awful – the hardest thing I’ve ever gone through. But through the entire process his amazing ability to network was reaffirmed again and again as I received phone calls, letters, emails and spoke to people that would tell me story after story of how he helped them. I already knew I had the best dad in the world and it only made me more proud to be his daughter to realize that my dad was the best networker I knew as well. This is why networking has become such a huge part of my daily life. When I die I want people to come forward saying “Amy helped me do this” or “Amy introduced me to so and so and because of that this happened”. I want my kids and husband to hear stories from people of how I impacted their life and made it better. I mentioned certain people by name in this blog because they impacted me – they have made my life better. I am still connected with them and friends with them. I had breakfast with Mark J. Carter last week. The connections you make, the networking you do, it can not only help you and change your life but you can make incredible impressions on other people and change their lives. What do you want people to say about you? Who have you impacted and helped today?

I have already mentioned that half of the battle of networking is simply showing up.  Before showing up to any networking event you need to understand why you are going and devise a plan.  Robyn Greenspan, editor in chief of Execunet, wrote an excellent article called “Secrets of Master Networkers”.  In this article one of the best pieces of advice is know who you are meeting and why.  It is impossible to meet everyone in the world, so choose specific events or groups that fit in with your career goals.  This is one good reason to find a few professional groups and become and active participating member.  Bring your unique personality and experience to the group and become someone who is recognized.  It is always a good feeling when you walk into the room and have met 10-15 people already in it.  At that point, networking takes on a new level, because you can make introductions between those new and existing contacts which additionally will strengthen the quality of those relationships.

Understand that networking is not about the quantity of contacts but about the quality.  You must always network proactively, even when you do not “need something” like a job or new business contact.  Ron Bates, principal at Executive Advantage Group (a retained search firm), says in Greenspan’s article “Networking isn’t something you do only when you find you have a need that can only be addressed by networking – that’s ‘needworking’ ”.   Do not become a needworker. You definitely need to understand a core principle on networking, as outlined by the book “Monster Careers”, “Everyone is a potential friend, network opportunity, and customer.  Unplanned events create unexpected opportunities”.   I cannot count the number of times as a professional recruiter that I would reach out to and be spurned by a potential candidate.  Those notes would be recorded into my applicant tracking system, and when this person would call a few months later asking for help in the job search, they would not have any.  Those contacts never built a relationship of trust with me, so I never placed them with my client companies.

You should maintain a positive relationship with everyone you meet because it is impossible to know who they might know.  Good places to start are past colleagues, corporate and agency recruiters, and alumni associations.  Use creativity, especially when you are embarking on the job search.  Two of my favorite stories come from the Wall St.  Journal and illustrate how networking enables people to tap into the “Hidden Job Market”.  In one example (Joann S. Lublin article), an executive asked nearly two dozen past and present colleagues to tout his abilities in just one sentence or more.  When looking for a job, these recommendations were noticed by other hiring managers and resulted in an offer.  Another professional, Eric Olsen, found a job working for the New Jersey Unemployment office after he realized how overworked the employees were during the current recession.  He simply asked if he could help out, and was given the job without going through a formal application process!

Using the principal “attitude is everything” develop a positive attitude and do not be afraid to meet others.  Informal networking happens in places like sports events, on commuter trains, or even waiting in line at the grocery store.  Colleges are stepping up efforts to reach out to alumni and provide support services in addition to hosting other networking events.  This requires no additional time to take place, only the ability to reach out to others.  If you feel that networking distracts from other activities such as marketing and professional development, you are wrong, because networking is business development and marketing when done properly.  It is helpful to note

Additional Resources:  (If you wish to study this topic in greater detail!)

•    Beckwith, Christine and Beckwith, Harry. You Inc. The Art of Selling Yourself.  Business Plus: USA, 2007.
•    Greenspan, Robyn, Execunet.com Newsletter.
•    Hardy, Doug and Taylor, Jeff.  Monster Careers.   Penguin Group: USA, 2004.
•    Lynch, Liz. Smart Networking. McGraw Hill: New Jersey, 2008.

Learn how to stand out from the competition

By Steve Golberg

It has often been said that “your resume can get you an interview,” but in reality it’s your interview that can get you the job.  In today’s challenging and competitive job market, employer’s have many candidates to choose from and therefore have become more discerning  then ever before, which is why developing your interviewing skills is so important.

The person interviewing you is not only looking at your qualifications, but they are looking at what differentiates you from every other candidate.  Answering the question, “what is it that you bring to this company and to this position that no one else can?” is what helps you stand out in a crowd.

As a professional interviewing coach with We Place People, this is one of the most important topics we discuss when preparing our candidates for interviews. With almost every question you answer, there must be something that you share that will make you stand out differently from everyone else and will ultimately make the company want to hire you!  Remember, an interview is not just about what you have done, it’s about what you can do for that company. It’s what you can offer that your competition can not that will help make you the “candidate of choice.”

Determining who to move forward in the interviewing process is not always as cut and dry as one would think. The front line interviewers themselves are evaluated by the company on the caliber of the candidates they move forward in the process and if that person ultimately gets hired.   They must ensure the candidates are qualified and they will be a “fit” for the organization, the position and the hiring decision maker.  This is where you must “help” by sharing those skills, experiences, training, or qualifications that you bring to the organization that other candidates may not.  It’s also the time to demonstrate your critical thinking process and how you approach and complete tasks, responsibilities, or projects.  These are the same elements that you should prepare for when interviewing with the decision maker.

Here are some tips on how you can differentiate yourself:

1)      Create a list of 5 interview questions that you are certain you will be asked in your interview

2)      Carefully review the job description and learn about the company and position

3)      When answering the interview questions and reviewing the elements of the job description you need to be able to describe:

1. What roles or responsibilities you had in your previous positions as they relate specifically to the position you are applying for and will resonate with the interviewer
2. How you specifically completed each function or responsibility
3. What the results were
4. What you have to offer that makes you stand out amongst others with similar backgrounds

In this job market, differentiating and separating yourself from others can help you standout in your next interview and get the job you want.

Steve Golberg, President, We Place People is an industry expert based on his Executive experience within the retail, financial services and telecommunications industries where he has personally interviewed, hired and placed over 1,000 candidates within his career. Steve has mentored and coached numerous individuals throughout their careers which led them to Executive level positions.

Office (614) 933-0000            www.weplacepeople.com Email steve@weplacepeople.com

Notwithstanding a few tweaks that need to be taken care of, the site is looking and functioning even better than our Out of Work Chicago website; in my humble opinion. While the aesthetic is decidedly clean and minimal, there is significant horsepower under the hood. Harnessing what is generally considered Web 2.0 technology this site plays nice with social media and utilizes much JavaScript for an enhanced user experience.

The centerpiece of the site is sure to be the video slider located at the top of the homepage. Each panel houses embedded video that we will be updating frequently. Also very cool is the fact that this platform straddles the behavior, look and feel of both a blog AND conventional website. You will notice that the pages are full width while the blog area is compartmentalized; featuring a side bar.

With the feedback tab on the left edge (of the screen), users can post ideas, praise and problem. Further users can view the feedback and other submissions in a very user-friendly online community area. The ‘Share This’ link at every page & post allows for quick and easy sharing across popular social media outlets including Facebook and Twitter.

Some of the coolest functionality, however, lies within our event registration process. Once registrants have completed the registration process, an email confirmation is deployed to them with a link to print their own personalized name badge. This not only expedites event intake flow at the event, but allows for more personal information such as industry and organization to be communicated. (At the time of this writing this has not yet been implemented, but should be within the next 2 days.)

I really like to keep on top of emerging trends and technology, so expect this website to evolve with some really neat stuff moving forward. If you have any feedback for me about the site, please submit it through the ‘Feedback’ tab located on the right. I am suspicious of some nasty bugs festering about the site and would greatly appreciate the heads up.

Note: A special shout out to Amy Zabroga and Tony Boylan for their help in pulling content and copy together…you guys rock!

Even worse, you may feel—as do many introverts—that networking is insincere or manipulative. You find it uncomfortable, and even distasteful. You think small talk is, well, small. True introverts thrive on solitude and are drained by too much socializing. It’s not just your imagination. What’s more, now that the holidays and holiday partying are upon us, you may be feeling even more pressure.

Still, the fact is, most jobs are found through networking. Sorry. But here are a few tricks for the person who, if given a choice between a root canal and “working a room,” would choose the former:

1. Accept the fact that, for you, networking will have to be “an act.” Especially at first, you’ll probably have to force yourself. This is OK. The good news is that networking is a skill that, like any other, improves with practice.

2. Set goals—five phone calls a day, say, or two networking events a week. When you meet these goals, give yourself a little treat. Like an evening at home, alone.

3. Be true to you. You don’t have to transform yourself into an oily, obnoxious schmoozer. You wouldn’t be able to anyway. Join groups that genuinely interest you. Seek connections with people whom you think you would truly enjoy.

4. You know what? Extroverts love you. You are their perfect audience. So remind yourself that you are doing them a favor by getting out there, asking a leading question (“What do you do? Or, “How long have you been a member of this group?”), and letting them talk.

5. Google research is your friend. It’s easy, nowadays, to find out a little about people before you meet. Then, when you’re introduced, you’ll be able to talk about something you already know interests them. Benefit: This research can be done at home, on your computer, alone!

6. Reciprocate. Business networking is based on the age-old concept, “You scratch my back; I’ll scratch yours.” If Fred asks you for help, help him. Actively seek favors you can do for Sally. Then you won’t feel the need to apologize when you ask Sally to introduce you to Fred.

7. Etiquette is your friend. A good thing about etiquette is that it has clear rules. All you have to do is follow them. Learn the proper form for introducing two people. Write a thank-you note after meeting with someone. If a new contact treats you to coffee, wait a few weeks and treat them back.

8. Find ways to network on a manageable scale. Huge groups drain you? Join smaller clubs and associations. Set up coffee dates with one or two people at a time. Small scale networking has the advantage of forming deeper, truer relationships—something that you, as an introvert, excel at.

9. Social media is your friend. Lots of great networking is done nowadays via LinkedIn, Facebook, Twitter, and so on. You can make connections and nurture relationships while never leaving your desk! (It can never be a 100 percent substitute for face-to-face contacts, though.)

10. Finally, it might help you to recall that humans are tribal by nature. Yup, we are naturally social animals. That includes you. So start humming, “people who need people are the luckiest people,” and tap into your inner tribal member. And now get out there and, you know, network, network, network.

Karen Burns is the author of the illustrated career advice book The Amazing Adventures of Working Girl: Real-Life Career Advice You Can Actually Use, recently released by Running Press. She blogs at www.karenburnsworkinggirl.com.

Obviously the list of thank you’s is so long I wouldn’t even know where to start but I do want to thank Linda Kesselman and our legion of volunteers! They worked so hard last night to make sure we were able to take care of people and get them in as quickly as possible. I also want to send out a HUGE thank you to the Mid-America Club for their incredible generosity and accommodations. They really took very good care of us!

Check out the Pics!!

I know we will do a few things differently next time but it would help me tremendously if you could let me know what you loved or hated, what you would change, what we could do differently, etc. That’s how we learn and improve. I take your comments very seriously and try to implement as much of your suggestions as I can.

I want to thank all of you that contributed to our charity drives. We were able to collect a ton of food for The Chicago Food Depository and my van is full to the ceiling with toys for Toys for Tots. Please know that every little bit helps and you just took part in helping a whole lot of people. Those donations will make the holidays better for many families this year.

As Patrick announced last night we have big things in store for 2010!! We are re-branding, revamping, renewing and reconstructing. We will be coming back with more resources, more events, a new name and much more! Once again we would love to hear your ideas – this is a community based group and we can only be successful as long as we offering programs and events that help you. If you have ideas or suggestions please send them along!

Thanks again for coming out and having a party with us. We wish you all a wonderful holiday season, a Happy New Year and we look forward to 2010 with all of you!

Amy Zagroba
Director of Operations

By PJ McGuire, Etiquette Expert

A warm smile goes a long way to making everyone’s holiday season less stressful.

Bring a small token of appreciation for the host when attending a holiday party at someone’s home.

Cake (specifically fruitcake) is only an appropriate gift when you know the other person likes them.

Double dipping is disgusting and unsanitary.  If you would like sauce or dip place it on your plate and double dip until your heart (and tummy) is content.

Electronic elves, flashing lights and dancing Santas are best kept at home.  Decorations in the office should be minimal.

Follow proper protocol when giving business gifts; be aware of cultural and religious differences.

Gift cards are impersonal, try to get personalized gifts whenever possible.  If you find holiday gift giving difficult, consider hiring a gift giving service.  They’re inexpensive and can save you time and money.

“Happy Holidays or Season’s Greetings” is the appropriate greeting during this time of year because it incorporates ALL religious and cultural holidays.

If you run out of time to send holiday cards you can send Happy New Year cards instead.

Just in case you’re traveling for the holidays, remember to have your mail held at the post office and put your lights on a timer.  Don’t let the thieves know you are not at home!

Know and practice proper dining skills.  If you aren’t 100% sure which side your bread plate or beverage is on, review dining skills by taking an online course or reading it in a book.

Limit your alcohol consumption at business holiday functions.   Being the office drunk is not only embarrassing but can cost you your job.  Yes, I know the alcohol is free but limit yourself to 2-3 drinks.

Martini glasses are prone to spills…order your martini in a low ball glass and your beverage won’t end up on your shirt (or someone else’s).

Naptime should occur at home only, not at holiday office parties or after eating at someone’s home.

Out of office messages can be festive but must be appropriate.  Happy Holidays and/or Seasons Greetings is a better option  than Merry Christmas, Happy Chanukah, Happy Kwanzaa or any other religious holiday greeting.

Please don’t outstay your welcome!  Pay attention to social cues and know when it’s time to say your goodbyes and go home.

Quiet please…don’t blast holiday music at the office.  Be considerate of others and use headphones.

RSVP for holiday parties within 72 hours after receiving the invitation and/or before the RSVP by deadline.

Small talk is an important skill when attending holiday parties and interacting with friends and family.  Review current events and practice small talk so that you will be able to mingle with ease.

Time is of the essence.  Always arrive on time to sit down dinners.

Use this time of year to show your gratitude and appreciation to all of the people who help to make your life a little easier.  Give an extra special gift or tip to people like your hair stylist, cleaning person, doorman, day care providers, etc.

Vacationing in someone’s home for the holidays isn’t the same as vacationing in a hotel…there probably isn’t a maid service.  Always clean up after yourself and offer to help out around the home.

Writing a thank you note is always a nice gesture.  Send thank you notes after receiving a gift and attending a party in someone’s home.

eX’s can be a touchy situation during this time of year. Tread lightly when interacting with the friends and family of your EX during the holidays.

Yield to the second helping if you’re prone to the “lose weight and get in shape” New Year’s resolution.

Zzzzzzzzzzzz…get plenty of rest during this busy holiday season so that you can be courteous and polite to everyone with whom you encounter from department store staff to co-workers.