ing this conversation that, because this job involves focusing on teach-
ing hospitals, DePeters believes that his institutional managers will be
most successful in developing accounts if they can present educational
workshops that these accounts feel are useful.
Based on this informational interview, Amanda is confident that
DePeters is seeking the following P.E.A.K.S. in candidates for the in-
stitutional manger position:
Personal Characteristics
Dedicated and persistent
Reliable
Well-organized planner
Ability to build lasting relationships
Leader who is a team player
Enthusiastic
Experience
In pharmaceutical industry
Accomplishments
In sales
Knowledge
Of curriculum
Of training concepts
Of products and the market
Skills
Teach in a way that motivates participants
Presentation skills
Selling skills
Ability to organize and carry out large-scale workshopsPORTFOLIO STRATEGY
Amanda’s goal is to present herself as a reliable performer who is ready
for this new challenge. To emphasize her reliability, she will need
enough documents in her portfolio to be able to remind the interviewer
(who is also her current boss) that she has consistently met, and often
exceeded, past expectations in her present job. But her primary focus,
of course, must be on the future and what she would bring to this new
job.
Since her boss knows her in her present job, the burden is on
Amanda to demonstrate that there are important dimensions to her
that he may have overlooked that would make her very successful in
the new job. Since she knows what the key P.E.A.K.S. are for this new
job, Amanda will want to highlight the ones she has that her boss may
not yet know about. The fact that she is a highly regarded adjunct pro-Amanda Ferraro: Getting That Promotion 225