Getting Professional Help Can Shorten Your Job Search – Example 1- Turnover

I find it interesting that people will pay for help for just about anything but their job search. People pay for dance lessons, golf and tennis lessons, piano lessons, financial help, help with taxes, the list is endless. Yet for possibly the most important part of one’s life they refuse to pay for help. So many choose to continue a job search instead of seeking professional help. There are many good career coaches,  job search coaches, executive recruiters and others to help you. Most aren’t that expensive, when compared to what one loses each month in salary by not getting a job.

Let me give you two examples of how getting professional help impacted two people with their search. First, it wasn’t that they were doing anything wrong, it was that they weren’t doing everything right and didn’t know what to do when issues came up. The results were consistent, they didn’t get the job. This was too bad because as  you will see, these were easy issues to handle. The candidates just didn’t know how. By the way, neither did all the non-professionals in their network.

Example 1:

This candidate had been on the market for about 6 months. He had been getting interviews and coming in second. Most of the time he was told some story by the company or recruiter about why he didn’t get the job. Rarely the real story. Then, because he had a friend in the company he was interviewing with, the true story came to life. He was told the original reason for not hiring him was that the other person had industry experience. His friend found out the real reason was that he had what they called “high turnover.” His last three jobs had lasted on average only 18 months.

So the obvious question to me was, “How many jobs in the last 6 months where he came in second, had he lost because turnover was the real reason?” We will never know, but I’m going to assume at least one.

When we first started working together, this issue obviously came up. It turns out this is a very simple issue to handle, especially in this case. Like so many candidates, he just didn’t know how to handle it in the hiring process.

The way to handle it was to face it head on. He figured if they didn’t bring the topic up during the interview that it wasn’t an issue. WRONG. It wasn’t an issue that the company felt they needed to discuss, because right or wrong,  someone had already decided he had high turnover, so there was no reason to discuss it. WRONG.

We changed that. Now the candidate brought it up first in the interview. In every interview. He had nothing to hide and so he forced the discussion. At the beginning of the interview when asked, “Tell me about yourself.” or “Give me a quick overview of your background.” he would start out with, “From my resume it may appear that I have had a lot of turnover. I can understand why most people would think that, I would think that too if I looked at my resume. Let me explain the reasons why I left each company, and in many cases, I didn’t leave the company, the company actually left me.”

This was a huge change in the interview. It was no longer left for the company to decide if it was high turnover without understanding the issues. It was right out there to discuss.  Does this mean all companies will accept the reasoning? Absolutely not. All it means is that the ones that are open to understanding why bad things happen to good people will.  For those companies that aren’t open to understanding the reasons, the outcome will be the same even if he didn’t bring it up.  He wasn’t looking for those companies. He wanted the one company that would have passed on him, but once hearing the reasons changed their mind. That was the one company that would reconsider him.

Within two months he started working.

Please don’t comment back on how bad the companies are for not probing about his background, or who would want to work for such narrow-minded companies. That is the purpose of the article. Quite frankly, when unemployed for 6 months, most people don’t care about narrow-minded companies. They care about a paycheck.

The purpose of the article is to encourage you to think about getting professional help. I will outline what professional help is in a future article so you don’t get ripped off.  CLICK HERE to read the article,  Job Seeker Scam Alert – Job Seekers Are Getting Ripped Off so you don’t get ripped off.

This person was earning over $150,000 a year. That is $12,500 a month that he was losing because of a silly reason that wasn’t handled properly. For every additional month that he was searching this was the cost. I think the cost far outweighed the benefit of getting a little professional help.

We offer many free tools to help you. CLICK HERE to download a free sample cover letter that recruiters like. CLICK HERE to download a sample thank you letter that will make sure you are remembered. CLICK HERE to download a free LinkedIn profile assessment that will help you build a great LinkedIn profile.

Finally, consider joining our LinkedIn Job Search Networking Group. It has a wealth of great articles and discussions to help you in your search. CLICK HERE to join the other 5,300 members of this group.

I welcome your thoughts and comments. If you liked this article, please tweet or re-tweet it so others can benefit.

Brad Remillard

Ask A Recruiter Anything You Want To Know

As a recruiter for the last 30 years this September,  I get asked questions daily. Sometimes about one’s career and other times job search questions. Most job search questions focus on the tools of a job search, the resume, cover letter, interviews, thank you letters, etc.  Sometimes I also get questions about why recruiters do what recruiters do.

I think asking recruiters these questions is a good thing. Recruiters are uniquely qualified to answer these questions, because good recruiters see both sides of the job search. They hear what hiring managers want and don’t want, like and dislike about candidates’ resumes and interviewing styles, why the company decided not to hire one person or why they hired a specific person. It is easy to draw conclusions as to what works and what doesn’t work most of the time after hearing these things so many times.

So here is your chance to ask me any questions you might have for a recruiter. I realize that many recruiters like to be mysterious, but I believe the more candidates understand how we work, the better we can work together. The more you know about what you need to do so that a recruiter will engage you if they have the right job for you, the better.

Please comment on this article by asking me anything you want to know and I will do my best to answer your question.

If you don’t have a question, another option might be to suggest a topic you would like us to write about. If this will help you shorten your job search then that is a good thing.

So please let me know your questions or anything you would like for us to write an article about.

Depending on the volume, I can’t promise to respond to every request. I will do my best, so give me some time. Also, if many questions come in on the same topic, please check other comments for answers.

We offer many free tools to help you. CLICK HERE to download a free sample cover letter that recruiters like. CLICK HERE to download a sample thank you letter that will make sure you are remembered. CLICK HERE to download a free LinkedIn profile assessment that will help you build a great LinkedIn profile.

Finally, consider joining our LinkedIn Job Search Networking Group. It has a wealth of great articles and discussions to help you in your search. CLICK HERE to join the other 5,300 members of this group.

Brad Remillard

Effective Networking Step 3 – Stop Meeting People

So many candidates misunderstand effective networking. They really don’t even understand networking. Many think networking is all about meeting people. The more you meet, the better the network. This is one of those misguided themes that lead many people to frustration.

Effective networking isn’t about meeting people. It is about meeting the right people. I have written on this before.

One hundred of the right people in your database is worth  more than 1,200 people who can’t help you.

A common misunderstanding that I hear all of the time from candidates is, “Networking is about helping others.” I do agree with this and believe it is important. However, this isn’t the main reason for networking. The fact is, you are networking to help you. This is why most people (95%) stop networking once they land a new position.

Here are a few tips to help you effectively network with the right people:

1. Do some research on the types of people you want to meet and why you want to meet them. This could be by function, industry, service providers, or associations. This list should be comprehensive. Don’t waste time meeting people unless they meet this criteria or are no more than 1 degree removed from this list.
2. Research how to meet the people on this list. Identify who they come in contact with, ask people who they might know on the list, attend meetings consistent with these people’s background or industry. Focus like a laser beam on meeting these people.
3. Network with a purpose. You should always ask yourself, “Why do I want to spend time with this person?” What’s in it for you? If nothing, either don’t waste the time or at least do it around your schedule and location.
4. Do your research before meeting a person. Look at their contacts on LinkedIn, identify who they are connected with that are on the list from #1, bring your list of people that you want them to introduce you to, prepare what questions you have for them, be prepared to open your contacts to them and make a referral to help them, and understand why  you want to spend time with them.
5. Have a plan to keep in touch with them to develop a relationship. In the meeting, probe to identify their interests so you can engage them later around these interests.
6. Ask them to bring their contacts with them to the meeting and you should also bring yours. This way you can help each other on the spot. The effectiveness of additional referrals drops significantly after the meeting. This is why you are meeting, so take full advantage of it.
7. Stay focused on your list. Don’t stray from it. These are the people you have identified as the people that can best help you find a job. Instead of wasting time with those that can’t help you, spend the time focusing on how to connect with those that can. This is far more valuable.

The best way to effectively network is to meet the right people. This sounds so obvious, however, I have discovered like many things most candidates “know this” but don’t actually practice it. If they did, then I and many others wouldn’t be writing on it so often.

I find over and over again those candidates that stay focused on meeting the right people not only find a job faster, but also enjoy networking more than those that just meet people. I believe this is because they see results.

Expand your online network by joining our LinkedIn Job Search Networking Group of 5,300 members and growing. There are many articles and resources in this group to help  you. CLICK HERE to join.

You can also download free cover letter and thank you letter examples. These have both been proven to be very effective. CLICK HERE and then scroll down to the What’s New Section at the bottom.

I welcome your comments and feedback.

Brad Remillard

Building An Effective Network Step 2 – Online Social Media & LinkedIn Profile

Step one of effective networking focused on the offline networking process. It discussed why so many candidates receive such little value from networking that most just give up. I understand why this happens and hopefully the 4 steps started to change how most candidates approach networking.

Online networking is becoming more and more an effective way to connect. I personally don’t believe it is even close to as effective as offline networking, but one has to make sure that this base is covered. Just like the offline networking that we described in Step 1, it too must be covered effectively. Just doing it for the sake of doing it will not be any more effective in your search than meeting a bunch of people and going to a lot of networking meetings just for the sake of doing it.

There are very few things one can do poorly and expect anything other than poor results. Yet, this is what many of the candidates I encounter expect given their networking process.

Online networking takes effort. It is much more than just filling in the blanks on your LinkedIn profile and then hoping a recruiter or hiring authority will see it and think, “WOW, what a great person, I need to contact them now.”  I recently conducted a small poll asking approximately 500 people how they would rate their LinkedIn profile. To my surprise, most were completely honest and rated it poor to below average. A few rated it good and one or two rated it excellent. Of those that rated it good and excellent, four made the mistake of asking if I agreed and wanted my opinion. Don’t ask me for my opinion if you don’t want a complete answer. When I finished writing my assessment of their profile, all agreed that their profile needed work and was incomplete and therefore ineffective.

Here are some things to consider when building an online network and how to fully utilize it:

1. Limit your expectations. LinkedIn and other social media sites are not a silver bullet for finding a job. They are definitely an important component, but don’t over rely on them. Offline networking is still at the top of the list when searching for a position.
2. I cannot stress enough that you need to make sure that you not only have a complete profile on LinkedIn or Google, but also make sure it is compelling. This is your home page. Make sure it demonstrates that you are the expert in your field. Do an analysis of your competitors just like companies do. Review other profiles in your functional area. See what they have to offer. How does their profile compare to yours? If you looked at both profiles, which person would you contact first? Be objective.  CLICK HERE to get a FREE checklist to building a compelling profile.
3. A profile is meaningless if you still aren’t findable. What steps are you taking to make yourself findable? (Part 3 in this series). How sure are you that if my team of recruiters was searching for you that they would find you? This is what counts.
4. Once they do find you, how difficult is it to connect with you? This is a major issue. Most candidates don’t understand the process LinkedIn uses to connect people. If we aren’t connected at the first level and you don’t have your contact information displayed on your profile, LinkedIn makes it difficult to connect with you. In addition, the way their system works it can take days to make contact.
5. Have you Googled your name and reviewed what shows up? Most have done this. Do the results link the person Googling you back to your LinkedIn profile? This can be a problem if you have a common name. Bob Smith, Jane Jones, Mark Roberts may have hundreds of names show up. It can take a long time to find you.

Online networking is a good thing,  however, it is often over relied upon by candidates. Too many candidates believe that if they build it, people will just find them. This is just not true. I wish it were, as that would sure make my job easier. You have to work your profile. You have to get it out into the marketplace.

The good news is few candidates do this. If you do, you will be the one that gets the call.

You can get our Create a Powerful LinkedIn Profile To Find a Job webinar package. This includes all of the slides and the audio recording. The audio is an hour and a half and there are more than 30 slides that will walk you through step-by-step and show you exactly how to build a compelling profile. CLICK HERE to read more.

Join our LinkedIn Job Search Networking Group. 5,300 members are there for you to connect with. CLICK HERE to join.

I welcome your thoughts and feedback.

Brad Remillard

Why Job Boards Are A Poor Job Search Strategy

Are you investing too much time responding to job ads on job boards? Are you depending too much on finding your next job through a job advertisement? The vast majority of jobs are not posted on job boards. This pool of available opportunities is called the hidden job market. Research studies have shown that 80% or more of all jobs are NOT listed on job boards. In this radio program, Brad and Barry help you to focus on how to penetrate the hidden job market by determining how appropriate are the contacts in your network, how to establish a networking relationship, and how to build trust over time with the most important people in your network so that you can generate an abundance of job leads and referrals.

Click here to download or listen live to this recording.

10 Reasons Why Candidates Fail At Networking

Studies show that over 80% of all jobs are within the “hidden job market”. Only 15%-20% of all jobs are filled through job board advertising or through recruiters. If all you’re doing as a candidate is applying for jobs posted on-line, your job search is doomed to fail. To see the great opportunities within the hidden job market, a candidate must be effective at job search networking. In this recording of our weekly live radio broadcast, we share the top ten reasons candidates fail at networking and how to overcome these common failure points of job search networking.

Click here to download or listen live to this recording

Understanding Why Transition Often Happens Can Help Avoid Turnover

Understanding the Circle Of Transition

High turnover exists because most candidates accept positions they should never have accepted in the first place.

Candidates with high turnover need to understand why it happens and how to stop it. The first step in accomplishing this is understanding when you are in the Circle of Transition. If you don’t know about this circle you will never get past the high turnover problem.

We believe this is one of the most important aspect in one’s career and most candidates don’t even know it exists.

To stop your high turnover and get out of the Circle of Transition you must first listen to this recording.

Click here to download this recording or listen to it live.

Effective Networking Requires Planning – Step #1

The key word in the title is “effective.” Anyone can network ineffectively. The sad part is that most people I meet do ineffective networking. What is sadder is that they get frustrated or burned out and often give up.

The common belief  I hear from candidates about networking is generally all about meeting as many people as possible. Networking is not about meeting people. It is about meeting the right people.  Granted, most candidates are out meeting a lot of people. If meeting a lot of people is their goal, then most are achieving it. However, for most, the reason for networking is to receive job leads or referrals that will lead to job leads. Many candidates, if not most candidates, aren’t achieving this goal at the level they would like to.

I believe this is strictly a result of lack of planning. The 6 P’s are something to remember, “Prior proper planning prevents poor performance.”

Planning takes time and research which is something few are willing to do when entering the market. I’m not saying many don’t think extensively about all the options, but thinking isn’t planning.

True planning means more than thinking. It involves action. It involves writing. Research isn’t thinking, it involves work, testing, and change if the research doesn’t prove effective.

Networking planning means preparing the tools you need to effectively promote yourself. Some very basic tools you need are:

1. Networking cards, not business cards. Too many people go to Vistaprint online and get the free cards. Like most things that are free in life, you get what you pay for. These are fine when you go to an interview, but worthless for networking.
2. Develop a networking bio. Don’t use your resume.
3. Most don’t have any networking plan written out. I have tested this in the last month prior to writing this. I have asked all of the 43 people I have met over the last month to bring a copy of their networking plan to our meeting. Six had something to bring and three of those looked like they made it up for our meeting. At least that is a start.
4. Few had identified a thorough list of people, companies, organizations and trusted advisers they want to meet. You need a specific list by name.

Just doing these four things will greatly improve the effectiveness of one’s job search. I know this for a fact, because the three people I’m counseling on their job search have done these things and have seen dramatic changes in their referrals.

Try implementing these four steps for starters. Then we will move on to Step 2 – effective social media networking. By the end of this series, I hope to help you become highly effective at networking.

For more information on effective networking, check out our many free resources.  CLICK HERE to review and download the free resource that is best for you.

Join our Job Search Networking Group on LinkedIn. This is one of the best free resources for some of the best articles on the topic of job search. CLICK HERE to join.

Start by assessing how effective your job search is by downloading our free 8-Point Job Search Self-Assessment Scorecard. This will help you identify the strengths and weaknesses in your job search. CLICK HERE to assess how effective your job search is.

I welcome your thoughts and comments.

Brad

How To Get Job Lead Referrals. 3 Simple Steps

I preach all the time how important it is in a job search to have a steady stream of job lead referrals coming from your network. Few disagree with this.  Few also do much about it.  Oh they go through the motions, they generate a lot of activity, they meet a lot of people, and they go to so many networking groups they have lost count. Yes, even after all that activity, one of the biggest issues I have to help candidates with is getting referrals from their network. In fact, most of the people that come to me requesting job search help, this is the catalyst that starts our relationship.

The conversation often begins,”I have been looking for X number of months with very little results. I’m actively networking, meeting people all the time and just not getting the right referrals or leads. Can you help me?”

This person hasn’t built a sales force. They’ve built a lot of contacts, but every top sales person knows few contacts buy anything. Connections and a relationship often result in a sale.

So here is the proverbial $64,000 question for you, “How many sales reps do you have out in the field selling you?” If you answered 50 or more you can move on to the next article. If you answered, “I don’t know.” Here is how to find out, “Are you happy with the quality and quantity of the job lead referrals you are getting?” If no, read on. If yes, move on.

I find that most job seekers have less than 15 (usually around 10) really solid job lead referral sources  in their network. Most are getting referrals to other people, usually service providers, but not job leads. Few are tapping into the hidden job market.

The people I work with have a goal of 50 sales reps. I call them sales reps, because every candidate needs to have at least 50 people in the market place promoting and selling them every time a job lead or potential job lead comes up. The larger the geographical area, the larger the number of sales reps required.

My all time favorite line that best describes effective networking was given to me years ago by a person that understood networking before networking was even a word. Bill Ellermeyer said to me,”You have to take a contact and turn it into a connection.” Read it again if you didn’t pick up on what real networking is all about. This hits the problem square on the head.

Job seekers are not making connections, most are making contacts. Many don’t even know if the contact is willing to refer them or not.

So start turning all those contacts into connections. 50 great connections are worth more to you than 500 contacts. So start focusing on getting the 50.

Some ways to do that include:

1. Network with a purpose. Stop going to every networking meeting on the planet. Stop meeting every person referred to you. Start going to networking meetings that will provided you the connections you need to get job leads. If the meeting isn’t going to meet this goal, why go? Do your homework before spending a lot of time with someone. Ask the referring sources some qualifying questions about the person and why they think this person would be a good referral source for you. Don’t just run off and spend all that time meeting a bunch of people.
2. Select or target the people that can help you and eventually you can help them. Generally, if it is a service provider you are trying to make your sales rep,  they want business referrals. They want to meet decision makers. So you should have a list of people you are relying on for help and find out from them exactly what types of business referrals they want. Stop asking the question, “How can I help you?” Every service knows that rarely leads to anything. You want referrals so do they. So ask them, “What business introductions can I make for you?” Have your rolodex with you. Open it up right there and give a good referral. They now owe you.
3. Follow-up with these people regularly. Every sales manager knows you have to keep in-touch with your sales reps and with the customer. So you need to do the same thing.  Since you know the backgrounds of the people they want to meet invite them to meetings, introduce them to a potential referral  over coffee with you there to make the introduction, call and inquire if hey would be interested in meeting this person or that person, invite them to a social event, golf, sporting event, drinks, conference.  Maybe they would like to meet one of your other 50 sales people so they can network together. Why not set up  a small group meeting.  There are so many opportunities to take this contact and turn it into a connection once  you start thinking about it. The problem is very few think about it.

It only takes the ability to focus on the right things that will lead to quality job leads. I can tell you from personal experience, when I can get the candidates I work with in this mode most see quality job leads start coming in. Having a sales force is critical to a successful job search.

So please go out today and start building your sales team.

For a FREE example of a cover letter CLICK HERE.

For a FREE example of a Thank You letter CLICK HERE.

For many more FREE resources and articles, join our Job Search Networking Group on LinkedIn. 5200 people have done this. CLICK HERE to join.

If your LinkedIn profile doesn’t demonstrate you are the expert in your field you may be missing opportunities. Recruiters, HR and hiring authorities often start looking on Linkedin. This tool is critical in a job search. CLICK HERE to learn  how you can build an outstanding Linkedin Profile.

I welcome your thoughts, comments, suggestions and ideas.

Brad Remillard

Job Seekers and Warren Buffet

I am currently reading the book, “The Snowball: Warren Buffet and the Business of Life” by Alice Schroeder. It is an interesting biography on Warren Buffet’s life starting as a small child.  Some of the more interesting parts highlight what influenced his thought processes about everything from money to how he treats people.

I haven’t finished the book yet, but as I was reading it two sentences stood out. To me, these two sentences explained exactly why so many candidates stay in a job search so much longer than need be. I have known this for a long time. The candidates I work with one-on-one in our job search coaching programs often start out the same way.  I interview and speak with hundreds of candidates a month. It use to surprise me the number of people who acted this way. Not any more, I just accept it. I don’t understand it, but I do accept it.

When Warren was a teenager he read the book, “How to Make Friends and Influence People” by Dale Carnegie. Just about everyone has heard of this book.  His biography addresses the impact this book had on him. How it “honed his natural wit, above all it enhanced his persuasiveness, his flair for salesmanship.” Obviously, this one book influenced him so much that decades later he still remembered it and gave it credit.

It was  the two sentences before this which stood out and relates to the vast majority of candidates I encounter. Alice Schroeder writes, “Unlike most people who read Carnegie’s book and thought gee, that makes sense, then set the book aside and forgot about it, Warren worked at this project with unusual concentration; he kept coming back to these ideas and using them. Even when he failed and forgot and went for long stretches without applying himself to the system, he returned and resumed practicing in the end.”

This is what grabbed my attention. As soon as I read it, I thought this is exactly what most candidates do. This is exactly why so many candidates spend so many extra months searching for a new positions. They read a book, attend a webinar,  read a blog article or listen to an audio file and think, “Gee, that makes sense, then set it aside and forget about it.”

Few, my guess less than 10% do as Warren did. Read the sentences again. Does anything stand out to you as it did me? What did Warren Buffet do different than all the others?

I see this constantly.  People will return our job search workbook with a note, “Already know all this stuff.” At first I was stunned. When we wrote the book we spent an extensive amount of time identifying the mistakes candidates continually make. We  then worked extremely hard to provide solutions  to those mistakes. So it struck me as strange, that so many people knew all these mistakes, but just kept making them. How could this be?

I’m sure the many other excellent authors of books on this subject have experienced the same thing.

So I decided to test if it was true these people really did know all this stuff. I started doing some follow-up. I would call the person and ask for feedback. As I got bolder, I became more direct. I started asking very specific questions of those that “already know all this stuff?” For example, I would ask:

• Since you already know the only three things which can be measured during a phone interview, what do you do to properly prepare?
• As you know, there are only three types of questions asked in an interview. How do you identify which type of question is being asked and how do you prepare for each type of question?
• Of the ten most important questions to ask in an interview, which ones in your opinion were most helpful and of those which ones do you use most often?
• How long have you been using the cover letter we recommend and what has been your experience with this style?
• How often have you found yourself in anyone of the 5  positions in the Circle of Transition and how do you handle it? This could be really helpful to other candidates?
• How is your networking business card different from your interviewing business card?

It didn’t take long to discover these people may have read the book, but unlike Warren Buffet, they didn’t embrace the ideas with “unusual concentration.” Instead it was, “Gee I already know this stuff.”  When in fact, from their answers, they had no idea what mistakes they were making and how the book provides solutions.

Warren Buffet read Dale Carnegie’s book over and over again. He referred back to it time and time again. He practiced regularly. When he failed it was back to the book. That is what made him unique. He didn’t just know it all, he implemented the concepts. He didn’t blame the book when things went wrong, he adjusted and tried again.

I know from the one-on-one job search coaching we do, when we get candidates to stop knowing everything and start doing things the right way, they find job leads that eventually lead to offers and employment.

Although it might appear as an attempt to sell our book it really isn’t. There are many great resources available to candidates. Many are 100% free. It is positively an attempt to get candidates to stop saying, “Gee, that makes sense, but I already know it.” It is positively an attempt to get candidates to learn from Warren Buffet. To get candidates to refer back time and time again to excellent resources. To re-read the books, re-listen to the audio recordings and to take this advice to heart with “unusual concentration” as Warren Buffet did.

I have discovered the reason there is so much written for job seekers is because job seekers need so much help. If candidates did everything so perfectly there wouldn’t be a need for all the books, blogs, articles and webinars.

The next time you read anything designed to help you in your job search don’t let your first thought be, “Gee, I already know that.” Rather force yourself instead to ask, “Good advice. How am I implementing that in my job search?” Attack it the same vigor and “unusual concentration” as Warren Buffet.

Try this approach first and you will find yourself gainfully employed a whole lot sooner.

OK, now this is a blatant attempt to sell you a book. You can get our job search workbook to review for free. Just pay the $5 shipping. For details on this offer CLICK HERE.

Test your job search effectiveness by downloading our free Job Search Plan Assessment Scorecard. Find the strengths and weaknesses in your job search. Then attack the weaknesses with “unusual concentration.”  CLICK HERE to download.

For a FREE example of a cover letter that recruiters, HR and hiring authorities  like and will get your resume read, CLICK HERE.

I welcome your comments, thoughts and feedback.

Brad Remillard