subject: Perfman HR: The Definer [print this page] Perfman HR: The Definer Perfman HR: The Definer
You've started yourapproachletter with a grabbing opening paragraph that guaranteesyour reader's attention. The definer comes next.The definer indicates what the meeting is to be about and why it will be ofmutual interest, while assuring the recipient that you are not thinking of themeeting as an interview. You're not explicitly selling your own qualifications yet(that comes in the third paragraph); you're selling the idea of getting together.And the quality of your definer will determine whether you are taken seriously.This is the part of your letter where you demonstrate your business ability, whichcan be defined as the ability to invest your resources in collaboration with othersin a manner that is mutually fruitful and creates a climate for future association.Once again, there are a number of appeals that you can employ to advantage.As with creating an effective grabber, if you combine two or more of theseideas, you'll get a more powerful result, such as:
A reality check on your goals, preferably if there is a clear-cut decision to bemade between two or more possibilities
Obtaining advice on a career or business issue that is well defined andmeaningful to you
Discussion of a subject of mutual interest
Exploring the possibility of your having capabilities that may be relevant tothe person's business
Asking one or more business questions that illustrate your thoughtfulness
Requesting assistance in research you are performing that sounds interesting and useful
Understanding more about the priorities, needs, or culture of the person'sorganization or profession
You can combine two or more of these objectives, or include others to definethe meeting in an intriguing and useful way. You should disclaim (explicitly orimplicitly) any intent to make this an interview, while acknowledging that youare seeking an appropriate position.The following examples will give you a clearer idea of the kind of phrasing touse in the definer.
Continuation of the special assistant grabber (from the "Valid Understanding"section):
I would like to meet with you to discuss whether you would find value in an assistant who couldresearch the backgrounds of the players involved with issues that concern you and investigatethe merits of their arguments. All this would be done with an eye toward information thatcould be useful in your decision-making process. I realize that you may not have such aposition defined, but perhaps we could explore the feasibility of creating one. Or perhaps youcould suggest other avenues through which I could learn from a dedicated public servant likeyou and participate in public policy.
Continuation of the Delhi University grabber (from the "Linkage" section in our earlier post - Outline of an approach letter ):
What I would like to do is pursue my urban planning interests within Delhi. First,however, I want to get to know the key players in the process that has already made Delhi such a beautiful place. I would like to learn how you became involved, what some of the keyassumptions were and how are they working out, and what your current goals are. Also, ifyou are willing, I would appreciate some seasoned advice on whom I should meet and how Imight position myself to make a useful contribution.
Continuation of the grabber referring to Shweta (from the "Humility"section in our earlier post - Outline of an approach letter):
Currently, I am expanding on the research I performed with Shweta on turnover and retention and would find your advice very helpful. You, in turn, might find my results so far (some ofthem surprising to both Shweta and me) to be of some interest. In particular, I would like toknow how your firm regards and deals with this issue, who you see as leaders in thinking aboutit, and whether this is a fruitful avenue for me to pursue in becoming a staffing professional (andhopefully, one day, a human resources leader like you). Although I am seeking an appropriateentry position, I assure you that I want to meet you regardless of whether such an opportunitynow exists with your organization.
Note the explicit disclaimer, which helps justify the meeting even if no positioncurrently exists. In the two previous examples the disclaimer was implicit.
I have a few questions on which I would like your sage counsel. Given my interest in marketingcommunications, would it be better for me to start in an agency or in a corporate environment?If I go with an agency, what are the pros and cons of large versus small if my intent is to oneday achieve a leadership role? If I move into a corporate environment, would it make more sensefor me to be part of an in-house creative team or to manage a variety of outside resources? Irealize you can't help me with these questions in the abstract, so if you are willing, I wouldlike to show you my creative portfolio and some of the business situations I assumed in creatingit. Any feedback you would care to offer would be most welcomeI am a good learner!
Obviously, the writing of a well-organized thinker, and possibly an attractivecandidate for hire.
One more for the road:
As you can see from my record below, I have often taken leadership roles. I can sell both ideasand products, and I am fearless (if I've had time to get my facts together) in front of very seniorpeople. Although my academic record doesn't show it, I work very hard, having held a full-timejob while attending college. I seek advice and counsel on where I could start to build a career insales or marketing, in an organization such as yours.
Letting your personality show through, flaws as well as strengths, can be appealing.
You've started your letter with a grabbing opening paragraph that guarantees your reader's attention. The definer comes next. The definer indicates what the meeting is to be about and why it will be of mutual interest, while assuring the recipient that you are not thinking of the meeting as an interview. You're not explicitly selling your own qualifications yet (that comes in the third paragraph); you're selling the idea of getting together. And the quality of your definer will determine whether you are taken seriously. This is the part of your letter where you demonstrate your business ability, which can be defined as the ability to invest your resources in collaboration with others in a manner that is mutually fruitful and creates a climate for future association.
Sonal Aurora is director and co- founder of executive search firm Mumbai Perfman HR (www.perfmanhr.com). Perfman HR is a premier HR Consulting Company Founded in Mumbai, India. We are an inventive and dynamic Human Resource Company specializing in Talent Engagement, Learning & HR Solutions.
