7#A))))) 3 ===== ]]]+AO "A\Ar ]A|A~AAAAGood luck! We are a non profit organization and one of our most important goals is to provide material that helps break down barriers to women's progress. We want to hear your ideas and suggestions, so please write us at: Cambridge Documentary Films, Inc. P.O. Box 385, Cambridge, MA 02139 617 354 3677 In order to facilitate your understanding of the Radcliffe Career Services workshop, we have included those materials used by the workshop leaders in the presentation. The career exploration process will make the most sense if you do the exercises suggested in the video. These materials can be used by a class, by an individual, or in conjunction with a career counseling session. Included are: 1. a diagram of an overview of the career exploration process. 2. some common work values and their definitions. We are sure that you will discover many values that are not listed here and we expect that you will add new values to this list. 3. small cards listing 36 different values to be used in the "solitaire" exercise. 4. a questionnaire for determining your interests. 5. a questionnaire for determining your skills. 6. a list of functional skills and their definitions 7. an example of the brainstorming process. 8. a name this job exercise. 9. a chart about the decision making process. 10. a bibliography prepared by Radcliffe Career Services to further your work in career planning. "Not Just a Job: Career Planning for Women" is an overview of the career exploration process. We investigated many different career counseling workshops and selected a nine week course, open to any interested woman, that is designed and conducted by Radcliffe Career Services. We condensed their course into a 35 minute program. This is not intended to substitute for career counseling, rather its purpose is to introduce you to new ideas, new ways of thinking and to suggest avenues to pursue in the process of career exploration.  Short- Long- term term GOALS Courtesy of Radcliffe Career Services These are some definitions to help you play "solitaire" with the value cards. The object of this exercise is to pick out your top five values.  HELP SOCIETY: HELP OTHERS: PUBLIC CONTACT: WORK WITH OTHERS: AFFILIATION: FRIENDSHIPS: COMPETITION: MAKE DECISIONS: WORK UNDER PRESSURE: POWER and AUTHORITY: INFLUENCE PEOPLE: Do something to contribute to the betterment of the world in which I live. Be involved in helping other people in a direct way, either individually or in small groups. Have close working relationships with a group; work as a team toward common goals. Be recognized as a member of a particular organization. Develop close, personal relationships with people as a result of my work activities. Engage in activities which pit my abilities against others where there are clear win and lose outcomes. Have the power to decide courses of action, policies etc. Work in situations where time pressure is prevalent and/or the quality of my work is judged critically by supervisors, customers, or others. Control the work activities or (partially) the destinies of other people. Be in a position to change attitudes or opinions of other people. Courtesy of Radcliffe Career Services WORK ALONE: KNOWLEDGE: INTELLECTUAL STATUS: ARTISTIC CREATIVITY: CREATIVITY (GENERAL): AESTHETICS: SUPERVISION: CHANGE and VARIETY: PRECISION WORK: STABILITY: SECURITY: FAST PACE: RECOGNITION, Do projects by myself, without any significant amount of contact with others. Engage myself in the pursuit of knowledge, truth, and understanding. Be regarded as a person of high intellectual powers, or as one who is an acknowledged expert in a given field. Engage in creative work in any of several art forms. Create new ideas, programs, organizational structures, or anything else not following a format previously developed by others. Be involved in studying or appreciating the beauty of things, ideas, etc. Have a job in which I am directly responsible for the work done by others. Have work responsibilities which frequently change in their content and setting. Work in situations where there is very little tolerance for error. Have a work routine and job duties that are largely predictable and not likely to change over a long period of time. Be assured of keeping my job and receiving a reasonable financial reward. Work in circumstances where there is a high pace of activity; work must be done rapidly. Be recognized for the quality of my 'work in some visible or public way. Courtesy of Radcliffe Career Services EXCITEMENT: ADVENTURE-. PROFIT, GAIN: INDEPENDENCE: MORAL FULFILLMENT-. LOCATION: PHYSICAL CHALLENGE: TIME FREEDOM: FAMILY: LEISURE: ACHIEVEMENT: ADVANCEMENT: Experience a high degree of (or frequent) excitement in the course of my work. Have work duties which involve frequent risk- taking. Have a strong likelihood of accumulating large amounts of money or other material gain. Be able to determine the nature of my work without significant direction from others; not have to do what others tell me to do. Feel that my work is contributing significantly to a set of moral standards which I feel are very important. Find a place to live (town, geographical area) which is conducive to my lifestyle and affords me the opportunity to do the things I enjoy most. Have a job that makes physical demands which would find rewarding. Have work responsibilities according to my own time schedule; no specific working hours required. Importance of being able to spend quality time and develop relationships with family members, current and future. Time spent in the pursuit of hobbles, sports, activities, and interests that are not career related. Sense that something has been accomplished successfully, especially by means of exertion, skill, practice, or perseverance. Importance of moving forward in your career through promotion. Courtesy of Radcliffe Career Services Finding Out What Youre Interested In What books do you browse through in the bookstore? What articles always interest you first in the newspaper/magazines? If you won the lottery, what organizations/causes/ issues would you give your money to? Who are the most interesting people you knowwhat do they do? What sorts of information do you find most fascinating? What would you most like to study or learn about if money were no object? Courtesy of Radcliffe Career Services SKILLS IDENTIFICATION DIRECTIONS: 1. Circle all the skills listed below which you have used. Think of classes, activities, past/present jobs or hobbies. (Proficiency not necessary to claim a skill.) 2. Select your top five skills from those circled. These should be skills you particularly enjoy using. 3. List below. These five represent your top five work skills. 1. 2. 3. 4. 5. Courtesy Radcliffe Career Services Processing the orderly flow of electronic data introducing an individual to the procedures of an organization identifying the human interactions taking place in a group channeling information through a system Investigating seeking information which individuals may attempt to keep secret seeking the underlying causes for a problem Corresponding answering inquiries by mail initiating letters with others soliciting business by direct mail Appraising evaluating programs or services judging the value of property evaluating performance of individuals Treating treating physical ailments of humans, animals Timing organizing time efficiently so that many tasks are completed in finite time period arranging an event so that it occurs at precisely the right moment Coordinating numerous events involving different people great quantities of information activities in different physical locations events in time sequence Observing physical phenomena with great accuracy behavior of human beings social/historical changes Collecting money or services from people who owe items from widely scattered sources many items in a single class (e.g. stamps) Interpreting other languages obscure phrases or passages in English meaning associated with statistical data Examining administering written tests making a financial assessment looking for physical /medical symptoms Questioning obtaining evidence in legal situations asking creative questions in fluid situations Exhibiting showing publicly, or demonstrating Distribution products to people personally - marketing products effectively, making them available to possible customers Writing copy writing for sales creative writing, prose, poetry expository writing, essays report, memo writing writing for a popular audience (journalism) Representing representing an employer to the public Making Layouts for printed media, newspapers, etc for public displays, as in posters Sketching pictures of things, people diagrams, charts, other symbols Editing newspaper, magazine pieces book manuscripts, other manuscripts Administering a department of people, programs a specific activity, such as a test Deciding making decisions about the use of money making decisions involving the physical safety of others making decisions about alternative courses of action Classifying sorting information into categories deciding about placement of people into programs Researching extracting information from library obtaining information directly from people obtaining information from physical data Analyzing quantitative data, statistical data physical or scientific data human/social situations Rewriting technical language into popular form revising articles or manuscripts Assembling technical apparatus or equipment items of information into a coherent whole Using Instruments of a scientific nature of a medical nature related to motion, transportation Inspecting physical object, to meet standards people, to determine criteria or detect information Auditing assessing the financial status of an organization Recruiting attempting to acquire the services of people for an organization Interviewing evaluating applicants to an organization obtaining information from others Functional Skills, continued Controlling exercising financial control crowd behavior, behavior of children environmental control operations Protecting protecting people from physical harm protecting property from people building protective devices or equipment preventing destructive natural phenomena Advising giving financial counsel, advice advice in an educational system Measuring obtaining accurate scientific measurements mapping mapping geographical, physical boundaries and space putting sequences of events into graphic form Predicting forecasting physical phenomena forecasting psychological/social events forecasting the outcomes of contests forecasting economic data Coaching guiding the activities of an athletic team tutoring, in academic subjects, or other pursuits, on a one-one basis Creating artistically (visual arts, performing arts) new ideas for an organization new ways of solving mechanical problems inventing new apparatus, equipment Repairing mechanical devices, equipment furniture, doors, walls, etc. Negotiating financial contracts between individuals or groups in conflict Record Keeping orderly keeping of numerical data records keeping log of sequential information creating and maintaining files clear and accurate financial records orderly record of services rendered Speaking speaking publicly to an audience speaking individually to many people speaking on electronic media (radio, TV) speaking with clear diction Serving providing a service to an individual serving a product (e.g. food) to individuals Printing using mechanical printing equipment printing letters carefully by hand Selling selling ideas to others personally selling ideas with words selling products to individual households selling govt. policies to the public 2 Counseling helping people with personal/emotional concerns helping people with life development concerns; career, finances, etc. helping people with educational plans helping people with family matters Confronting obtaining decisions from reluctant dragons giving bad news to others obtaining information from others who are unwilling to disclose it resolving personal conflicts with others Politicking generating support for one's ideas within an organization generating financial support from another agency or organization attempting to influence policy within an organization or company Committee Working attaining objectives through committee processes creating and implementing committee structures Designing physical interiors of rooms exteriors of buildings plans involving processing of information Constructing mechanical apparatus physical objects, furniture, etc. involving house construction or similar Compiling gathering numerical, statistical data accumulating facts in a given topic area Setting Up arranging for a demonstration of some physical apparatus getting people and things ready for a show, an exhibit, or such Reviewing re-assessing the effects of a program re-assessing the performance of an individual evaluating a play, movie, etc. Evaluating assessing a program to determine its success in meeting its objectives judging the performance of an individual Calculating performing mathematical computations assessing the risks of an activity that is contemplated Translating expressing the words of one language in the words of another reducing sophisticated language to simpler terms Estimating judging the likely costs of an operation projecting possibilities of future income judging physical space accurately Explaining justifying one's actions to others making obscure ideas clear to others Functional Skills, continued Planning anticipating future needs of a company or organization scheduling a sequence of events arranging an itinerary, for a trip Obtaining Information from written sources, documents from unwilling individuals Preparing scientific equipment or specimens written materials for a presentation Promoting through written media on a personal basis, one-to--one arranging financial backing Locating finding people who are missing detecting missing information identifying sources of help for others Arranging social functions, events meetings between specific people Group Facilitating facilitating the positive interaction of members of a group specific facilitation involving therapy Recording numerical, quantitative data scientific data, using instruments using audio or video recorders Operating scientific equipment mechanical devices, vehicles, etc. electronic data equipment, computers, etc. Handling Complaints from customers of retail stores from stockholders of corporations from citizens to government agencies from parents of school or college students Dispensing information to the public materials, equipment, medicines, etc. Displaying ideas in artistic form pictures for public display products in store windows equipment, mechanical devices Updating keeping a file of information up-to-date completing historical record of a person acquiring new information on an old topic Proposal Writing for government funding for revising in-house operations Budgeting outlining the costs of a project assuring that money will not be spent that exceeds available funds using money efficiently, economically 3 Developing Mathematical Models for scientific phenomena for behavioral phenomena for economic phenomena Dramatizing business/commercial ideas (e.g. advertising presentation) social concerns, problems working behind the scenes for dramatic events Programming electronic computers developing and arranging sequence of events Entertaining on an in-person basis, to audiences via electronic media giving parties, social events Fund Raising on person-to-person basis, such as door-to-door collecting for charity from large foundations, organizations for political candidates, in-person basis through sale of products through advertising methods Teaching in the school or college classroom individuals to perform certain tasks (training) tutoring individuals in certain subjects Rehabilitating helping people to resume use of physical limbs working with patients through non-physical media, such as art, music, etc. Laboratory Working setting up scientific equipment obtaining results from controlled experiments Supervising directly overseeing the work of others in a white--collar setting supervising laborers, physical workers overseeing a physical plant, building, set of apartments, etc. Monitoring following the progress of another person observing progress on equipment, apparatus Managing being responsible for the work of others having responsibility for the processing of information or data guiding the activities of a team having responsibility for meeting the objectives of an organization, or department (i.e. executive) Meeting the Public having position of a receptionist, greeter giving tours being a public representative of an agency selling products in a public place dealing with the public in a service capacity (i.e. policeman, barber) acquiring information (survey-taker) Functional Skills, continued Organizing bringing people together for certain tasks gathering information and arranging it in clear, interpretable form arranging political activity, rousing the public to action Outdoor Working involvement with the land and its resources involvement with animal life (conservation) testing oneself against physical challenges involvement with animals of nature (procuring) collecting scientific data recasting the land for commercial use Persuading influencing others to see your point of view using influence with others where money is involved persuading others to help you Reading reading large amounts of material quickly reading written materials with great care reading numbers or symbols at a great distance reading illegible or very small writing Imagining new ways of dealing with old problems theoretical relationships artistic ideas or perspectives Repeating the same procedure many times many attempts to obtain a difficult result Anticipating staying one step ahead of moods of the public being able to sense what will be fashionable in consumer goods expecting a problem before it develops, seeing the first signs Toleration misbehavior, lack of follow-through, or the mistakes of people for whom you are responsible lack of support for the work you are doing misunderstanding of the work you are doing anonymity, no public rewards or recognition for your work Hurrying working at a fast pace moving quickly from place to place Abstracting/Conceptualizing parts of a system into a whole non--observable physical phenomena ideas from surface events new spatial relationships Expressing Feelings on a personal basis, to an individual emoting powerfully to groups, audiences Mediating being a peacemaker between conflicting parties acting as liaison between competing interests, or differing constituencies 4 Dealing with Pressure risks toward self, physical and otherwise risks toward others time pressure, deadlines for getting work done complaints, abuse, etc. from others Handling Detail Work doing numerous small tasks within a short period of time making sure that small details are not left unattended Enduring long hours of work physical danger people who are "difficult" periods of being alone physical hardship Initiating personal contracts with strangers new ideas, ways of doing things, new approaches Listening to extended conversations between others to extended conversations from one person in order to help him/her to recording devices, or other monotonous listening situations Moving with Dexterity being able to move athletically, with speed and grace Working with Precision on physical materials with numerical data in time and space situations calling for little error Dealing with Unknowns making decisions bases upon severely limited information making hypotheses about phenomena virtually unknown Delegating distributing tasks to others giving responsibility to others on a work team Trouble-Shooting finding sources of difficulty in human relations detecting sources of difficulty in a physical apparatus Remembering large quantities of information, for immediate recall names, faces, places, etc. long sequences of events or instructions Talking for long periods of time, uninterrupted able to sustain social chatter Observing small details in physical objects small details in written materials Finding information from obscure, remote, or varied sources finding people who can be helpful to you or others Motivating others for peak physical performances others for psychological efforts, helping them to overcome their inertia This is an example of one person's brainstorming exercise. You need to pick out your top five interests, skills, and values and then intersect each set with each other. Skills writing/researching designing teaching sketching/photography MAIN FOCUS INTEREST: I love old houses My skills are: Writing/researching designing Maybe I could: research write for local histories of paper on houses for historic owners homes work for a national sites organization BRAINSTORMING Data on C. Jones Interest old homes furniture energy policy consult to owners who want to restore authentically Values working independently moving around on the job using hands make doll house models make museum exhibits teaching lead walking tours of historic areas sketching/photography sketch or photograph homes for note paper of Christmas cards give course on architectural history of an area do drafting for architectural firm MAIN FOCUS SKILL: Writing/Researching My interests are: Qld homes Maybe I could: research write for local histories of paper on houses for historic owners homes work for a national sites organization furniture research write for an period antiques furniture for publication a museum energy policy investigate alternative write reports for energy environmental sources and energy consulting group write material for public on energy conservation or using solar energy  MAIN FOCUS VALUE. Using Hands My interests are: old homes make museum exhibits work on construction site renovating houses Maybe I could: make doll's house models furniture restore antique furnitu upholster furniture make miniature furniture models for dolls house Courtesy of Radcliffe Career Services energy policy work with solar energy devices make materials for teaching public about energy alternatives "NAME THIS JOB!" I am looking for a job that uses these skills of mine: meets these values of mine: and matches these interests of mine: What kind of job does this sound like to you? Do you know anyone who has a job like this?   Decision-One role ending or not satisfying current needs. Begin process over again? Stay put? 1. Sell-Assessment- Examining past activities and achievements to determine skills, abilities, values, etc. relevant to job environment. V. Reassessment and Evaluation Decision-Establishing a base-fine, a list of the priorities you've set for satisfaction in work.   II. Career Exploration- Becoming aware of employment options by reading and talking to people.  IV. Taking Action-If objectives require more training: Apply to graduate school, etc. If employment is wanted: Develop a finished resume, go to job interviews, etc. Ill. Setting Goals-Short- term and long-term.  Decision-Reality testing enables focusing on one or two specific job areas and settings. Adapted from original courtesy of Charlotte Shea Mt. Holyoke College Career Services RADCLIFFE CAREER SERVICES SELECTED BIBLIOGRAPHY FOR WOMEN WHO ARE ... job hunting for the first time re-entering the job market considering further training contemplating a career change Career exploring and job hunting are primarily information searches. In order to find work which is meaningful to you, you need to spend considerable time gathering data about yourself and about the world of work. This bibliography is intended as one tool to aid you in gathering this information. These books are all available at Radcliffe Career Services; many come in paperback and/or can be found in your public library. We urge you also to use your local resources: Alumnae clubs, public libraries, government employment offices, continuing education programs, women's centers, YWCA'S, and other agencies and groups working with women and careers. In addition, we encourage you to build a support network for yourself since the career exploring/job hunting process can be an isolating one. This support network might be a group of other job hunters, or a friend with whom you meet regularly to give a progress report. I. Identifving Your Skills, Interests, and Values In order to focus on a career or a job hunt you need to know what skills , interests, and values you want to be reflected in your work. Looking at where the jobs am is not very helpful until you know something about what you want in terms of what skills you enjoy using, what work environments appeal to you, and what content most interests you. Bolles, Richard Nelson, What Color is Your Parachute? Berkeley: Ten Speed Press., 1991 Sections B & IH3. Catalyst, What to Do with the Rest of Your Life, New York: Simon & Schuster, 1980. Section B. Farr, Michael, Getting the,Job You Really Want. Indianapolis: Jist Works, Inc., 1988. Section IH3. Feiger, Howard, The Complete Job Search Handbook, New York: Henry Holt & Co., 1998. Section JH3. I Can: A Tool for Assessing Skills Acquired through Volunteer Service, New York: The Council of National Organizations for Adult Education, 1979. Section E. Jackson, Tom, Guerrilla Tactics in the Job Market, New York: Bantam Books, 1978. Section JH3. Jackson, Tom, How to Get the Job You Want in 28 Days, New York: Hawthorn Updated Edition, 1982. Section JH3. Robbins, Paula 1. Successful Midlife Career Chanee: Self-Understanding and Strategies for Action, New York: AMAQOM, 1978. Section B. Scheele, Adele M. Skills for Success, New York: William Morrow & Co, Inc. 1979. Section B. Scholz, Nelle Tun-Jin, Judith Sosebee Prince, and Gordon Porter Miller, How to Decide: A Guide for Women, New York: College Entrance Exaniination Board, 1975. Section B. I II. Learning about the World of Work- Selecting a Field B. SPECIFIC INFORMATION: If you have identified a field you want to explore further, then you may want to consult materials which describe this field in depth. Such books and materials are available on almost every field. Here are some selected examples and sources: Basta, Nicholas. Peterson's Top Professions. Peterson's Guides, Inc. 1989. Section A. Catalyst, Career Opportunities Series. Information on careers such as accounting communications, engineering, fund raising, industrial management, psychology, publishing, real estate, travel, urban planning. 1985 Volumes I & 2. Section A Norback, Craig, Ed. VGM's Career Encyclopedia, Lincolnwood, IL: VGM, 1988 Section A. Norback, Craig, Ed. VGM's Handbook of Business and Management Careers, Lincolnwood Illinois, VGM Career Horizons, 1990. Section 2. Norback, Craig, Ed. VGM's Handbook of Scientific and Technical Careers. Lincolnwood Illinois, VGM Career Horizons, 1990. Section A. VGM's Career Opportunities Series: Information on Careers in the Various fields. Sections (1-10) & A. Washington Research Associate, U.S, Employment Opportunities, Arlington, VA, 1989 Section A. T'here are good books on careers in almost every field. Consult bibliographies in general career exploration books and professional journals; use public and career libraries. Also, ask women and men working in particular fields for their suggestions. 3 III. Interviewing for Information and Building a Contact Chain To supplement your book research, you need to research people in the field(s) you are exploring. Your purpose is to interview selected experts and employers, not for jobs, but for information you need to a) further refine your job objective, b) clarify what the career routes are, what training you might need, and what the job and field are like, c) find other people who can help you further. "Interviewing for information" not only increases your knowledge about a career, but also makes you more visible and helps you establish a network or people you can contact later in your actual job hunt. Since it is estimated that only 15-20% of the jobs available are advertised by traditional methods, you need this access to the "hidden job market" A. CONTACTS: THE SOURCES All the people you know (former employers, teachers, co-workers, Professionals in your neighborhoods family, friends) know other people. Ask them for the referrals you need to people in the field you are exploring. Though you may feel that you are imposing on them in fact people are usually glad to talk about what they do, and you are not asking them for a job at this point. Write to the authors of articles in professional journals or other publications which interest you, asking them for a small amount of their time. Use course catalogues to identify instructors of courses related to your exploration. Call or write to them, asking for an appointment Track down a person or organization you read about in the newspaper or heard about at a conference. Make an appointment to ask him or her more about what he or she is doing. Radcliffe Referrals. If you live in Boston, you may use a career advisors' file of local alumnae and others who have agreed to share their work experience. This service is available only for counseling clients. If you live outside Massachusetts, contact your local Radcliffe Club for suggestions of names of alumnae to talk with. Jackson, Tom, Guerrilla Tactics in the Job Market, New York: Bantam Books, 1978 (Chapter 6). Section JH3. Jackson, Tom, How to Get the Job You Want in 29 Days, New York: Hawthorn Updated Edition, 1982. Section JH3. Krannich, Ronald L. & Krannich, Carol R. Network Your Way to Job and Career Success. Manassas, VA: Impact Publishers, 1989. Section C. Massachusetts Women's Directory of Professional Associations and Networks: Women's Job Counseling Center, Cambridge, MA, 1989. Section C. B. INTERVIEWING FOR INFORMATION Bolles, Richard, What Color is Your Parachute? Berkely: Ten Speed Press, 1991 Section B & IH3. Irish, Richard, Go HireYourself an Employer, Anchor, 1973. Section JH3. Jackson, Tom, How to Get the Job You Want in 28 Days, New York: Hawthorn Updated Edition, 1982. Section JH3. Stoodley, Martha. Get a Real Job! Information Interviewing. Los Gatos, CA: Stoodley and Associates, 1989. Section JH2. 4 IV. Identifying Potential Employers When you have identified and explored a field which interests you, but don't yet know where you might work (though you know what skills you most want to use), you are ready to identify the possible employers/organizations within your area which use people with your skills and serve your goals. At this point you won't necessarily know whether there are specific job openings. First you need to do as much research on the company or organization as you can, including the name of the department head or director with whom you would like to speak. What Color is Your Parachute? Chapter 6, explains in detail this step in the job hunting process. The techniques outlined in the Interviewing for Information readings apply here too, though you are probably now at a more specific stage in your exploring. You are now tying to locate the kinds of organizational settings which suit your work values rather than a career/field in general. The following resources are a selection of what is available to help you make a list of potential employers: Burek, D., Kiek, K- & Novallo, A., (Eds) Encyclopedia of Associations. Detroit: Gale Research Inc, 1989. Section JH4. T'he Career Guide 1990; Dun's Employment Opportunities Directory Parsippany, NJ: Dun's Marketing Services, Inc., 1989. Section 2. Career Opportunity Index CRS Publications 1988. Section JH4. Directory of Corporate Affiliations, 1989. National Register Publishing Company, 1989. Section 2. The Directory of Massachusetts High Technology Companies. Watertown, MA: Mass Tech Times Inc, 1989. Section 10B Feingold, Norman and Glenda Ann Hansard-Winkler, 900,000 Plus Jobs Annually: Published Sources of Employment Listings, Garrett Park, MD: Garrett Park Press, 1982. Section JH4. Fleming, Charles. Executive Pursuit, New York: Mentor Books, 1989. Section JH3. Goldstein, Amy J. & Heely, Donna L. (Eds.) Peterson's Business and Management Jobs, 1992. Princeton: Peterson's Guides, Inc. 1989. Section 2. Goldstein, Amy J. & Heely, Donna L. (Eds.) Peterson's Engineering, Science, and Computer Jobs, 1990. Princeton: Peterson's Guides, Inc. 1989. Section 10. Hall, George, Directory of Massachusetts Manufacturers 1988-89, Boston: George D. Hall Company, 1988. Section 2. Harkavy, Michael D. & The Philip Lief Group. The 100 Best Companies to Sell For. Canada: John Wiley and Sons, Inc., 1989. Section 2. How to Find Information About Companies, Washington: Washington Researchers, 1981. Section 2. Human Service Yellow Pages of Massachusetts. Somerville, MA: Thorndike Press, 1990. Section 7. Levering, R., Moskowitz, M. & Katz, M. ne 100 Best Companies to Work for in America. New York: New American Library, 1987. Section 2. Lott, Catherine S. & Lott Oscar C. How to Land a Better Job. Lincolnwood, Indiana, VGM Career Horizons, 1990. Section JH3. New England Media Directory. 1988. Livingston, NJ: Burrell's Media Directories, 1988. Section 3. 5 Washington Information Directory 1989-1990. Washington: Congressional Quarterly Inc., 1989. Section 5. Wegmann, Robert & Chapman, Robert. The Right Place at the Right Time. Berkeley, CA: Ten Speed Press, 1987. Section JH3. Zeitz, Bailer & Durley, Lorraine. The Best Companies for Women. Simon & Schuster, 1988. Section 2. Consult also: Yellow Pages of your local phone book under Associations - call or write members for member listing or directories (e.g. Mental Health Association usually publishes a directory of area resources). Local Chamber of Commerce - call for information about local directories. Public Library - local and national directories in many fields (e.g. Broadcasting Yearbook, National Health Directory). Local newspapers - look at classified ads for organization names even though the specific jobs may not appeal to you. V. Cover Letters and Resumes Many job-hunting books on the market include sections on cover letters and resumes. Here are some excellent sources. Beatty, Richard H. The Perfect Cover Letter. New York, John Wiley & Sons, 1989. Section JH3. Block, Deborah P. How to Write a Winning Resume. Lincolnwood, Illinois, VGM Career Horizons, 1989. Section JHI. Jackson, Tom, The Perfect Resume, New York: Doubleday Books, 1981. Section JHI. Krannich R. & Banis W. High Impact Resumes and Letters, Manassas, VA: Impact Publications. 1988. Section JH I. Parker, Yana, The Damn Good Resume Guide, Berkeley, CA: Ten Speed Press, 1983. Section JH I - Parker, Yana, The Resume Catalog: 200 Damn Good Examples, Berkley, CA,: Tenspeed Press. 1988. Section JH I. Yate, Martin J. Resumes that Knock 'Em Dead. Holbrook, MA. Bob Adams, Inc., 1988. Section JHI. VI. Job Interviews, Salary Negotiations, Moving Up Beatty, Richard. The Five Minute Interview. New York, John Wiley and Sons, 1986. Section JH2. Krannich, Caryl R. & Krannich, Ronald L. Interview for Success. Manassas VA: Impact Publications, 1988. Section JH2. Marcus, John J. The Complete Job Interview Handbook. New York: Barnes and Noble Books, 1988. Section JH2. Medley, Anthony 3. Sweaty Palms: T'he Neglected Art of Being lnterviewed New York: Lifetime Learning Publications, 1984, updated. Section JH2. Yate, Martin J. Knock' Em Dead, Boston: Bob Adams Inc., 1988. Section JH2. 6 VII. Women and Work- Strategies and Issues Aisenberg, Nadya and Mona Harrington, Women of Academe: Outsiders in the Sacred Grove- Amherst, MA: University of Massachusetts Press, 1988. Section S. Bardwick, Judith, The Plateauing Trap, New York: AMACOM, 1986. Section B. Bird, Caroline, Everything a Woman Needs to Know to Get Paid What She's Worth, New York: Bantarn Books, 1975. Section G. Bridges, William Transitions, Reading: Addison-Wesley Publishing Company, 1980. Section B. Catalyst, Upward Mobility, New York: Holt, Rinehart & Winston, 198 1. Section B. Catalyst, What to Do With the Rest of Your Life, New York: Simon &: Schuster, 1980. Section B. Dougherty, David E. From Technical Professional to Corporate Manager. New York: John Wiley & Sons, 1984. Section B. Elderwich, Jerry, Burnout: Stages of Disillusionment in the Helping Professions, New York: Human Services Press, 1980. Section 1. Falvey, Jack, What's Next? Career Strategies After 35. Charlotte, Vermont: Williamson Publishing, 1987. Section B. Germann, Richard, Diane Blumenson and Peter Arnold, Working and Liking It, New York: Fawcett Columbine, 1984. Section B. Gould, Richard, Sacked: Why Good People Get Fired and How to Avoid It. New York: John Wiley & Sons, 1986. Section B. Grothe, Mardy & Wylie, Peter. Problem Bosses: Who They are and How to Deal with Them. New York: Fawcett Crest, 1987. Section B. Harragan, Betty Lehan, Knowing the Score: Play-By-Play Directions for Women on the Job, New York: SL Manin's Press, 1983. Section B. Hardesty, Sarah and Nehama Jacobs, Success and Betrayal: The Crisis of Women in Corporate America. New York: Simon &. Schuster, 1987. Hyatt, Carole and Linda Gottleib, When Smart People Fail: Rebuilding Yourself Success. California: Career Research and Testings, 1988. Section B. Jaffe, Dennis T. & Scott, Cynthia D. Take this Job and Love it, New York: Simon & Schuster, 1988. Section B. Josefowitz, Natasha, Paths to Power: A Woman's Guide from First Job to Top Executive, Reading, NIA: Addison Wesley Publishing Co., 1982. Section B. Kanter, Rosebeth Moss, Men and Women of the Corporation, New York: Basic Books, Inc., 1977. Section B. Kennedy, Marilvn Moats, Career Knockouts: How to Battle Back Chicago: Follett Publishing Company, 1980. -I- -etion B. Kleiman, Women's Networks, Lippincott and Crowell, 1980. Section C. 7 I Lewis, W. and N. Schuman, Fast Track Careers. New York: Wiley, 1987. Morrison, Ann, Randall P. White, Ven Van Velsor, Ellen, and the Center for Creative Leadership. Breaking the Glass Ceiling: Can Women Reach the Top of America's Largest Corporations? Reading, MA: Addison- Wesley, 1987. Ross, Susan Deller and Ann Barcher, The Rights of Women, New York: Bantam Books, 1983. Section H. Scheele, Adele, Skills for Success. New York: William, Morrow & Co., 1979. Section B. Schenkel, Susan. Giving Away Success, New York, McGraw IEII Book Company, 1984. Section B. Schwartz, Robert, Your Rights on the Job. Boston: Labor Guild of Boston, 1987. Section H. Sheer, Barbara & Goltlieb, Annie. Wishcraft: How to Get What You Really Want New York, Ballantine Books, 1979. Section B. Sinetar, Marsha. Do What You Love, the Money Will Follow. New York: Dell Publishing, 1987. Section B. Straat, Kent L. & Sabin, Nellie. What Your Boss Can't Tell You. New York: Amacom, 1988. Section B. Woods, David Lee, My job, My Boss. and Me. Belmont:, CA: Lifetime Learning Publication, 1980. Section B. Wheately, Meg, and Marcie Schorr Hirsch, Managing your Maternity Leave, ]3oston: Houghton Mifflin Book Co., 1983. Section 1. Zuboff, Shoshana, In the Age of the Smart Machine: The Future of Work and Power, New York: Basic Books, Inc. Publishers, 1988. Section 1. These are some of the resources available at Radcliffe Career Services Library. The R.C.S. Library offers a broad range of materials to assist our clients throughout the entire job search process. 8 u}~h<.d WORD<.d WORD<A.AAd WORDA<W.WXd WORDX<HN.HNHNd WORDHN<]A.]A]@d WORD]@<H.HId WORDI<'.''d WORD'<yh.yhzhd WORDzh F G z { | , C DoYDEž|yvspm         @`   . @$   **+pqa|}}~@%TUzp~Wb @  44      1 5 ? !!&!!!!"R"]"""#####$$'$b$j$$$%%%%&&&&&'2'=''''(()-).)K)W))*\*e****+E+P++,P,Y,,-4-@-~-.E.N../3/<//00#0@ R00112g2y223@3M334444555555667:7<7Y7b778-878~8889H9R99:: :l:v::;;;;<@ >?K?X@(@1@@A6AIBKBVBBCCDDDEzEF~@@ OF~FGGGGH$H.HwHHI0I;J'J0JjJJKK^KhKKKLLMMMMNNNNOVOlOOP8P@PPQ0Q8QQQQR=RHRRSdSkSSSSSS" """  ;STTT&TUU UAUBUCUwU~UUUUUVV)VVWWWWWW.WWXXXX<X=XGXXXnXwXXXYYþ|wrol     ""     &  *YYYYYYYYYYZZ^ZbZ{ZZZZ[[[[+[[[[[[\\\\\\\\\\\]]]]|yvsp @  @    $  $ $$ @*]]^^^^^^^*^q^r^s^w^^^__+_1_2_F_G_H_Q_X_Y____`@dQdTdezeeeeeff f!fP~yvsp @@   @ @ @ @P+fPfwfzf{ffggg8gjglggghh:h=h>hehshhhhi4i7i8iSiTiii}iijj\j^j`jbjfjjjj}xuro            *jjk/k0kwkxkkkkkll!l9l:lllmmSmmn nHnknnnnnno o oBoCooppp p ppJt|yvqn          +tttuZuvwx xCxQxyxxxxxyy6y7yyyyyzz(z*z6z7zNzPzmzzzzz{{2{m{o{p{r{v}zwtq           @+{v{{{}}?@YZ `@PQz'_~{vqli              )_`qr XYhibcv,Y4N~{vql            )}CO!R`Pj Lm4ky}xuro           * !45EbNeM 3d>þ{xspk                )>hyEMOabs "#8WXhiw'89CDUe}zwtqnk           *e )*89FGYZa2Uw 'Ti!Og *¿}zwtqn            +*>ABU 0STiUm+Q Ir !DE{xuroli              ) #089jŹ}k_MA////hh% %hh% %hh% %hh% %hh% %& H %&!3c& 3c& H .%& 9 z | ǹyypdXL@ G + VT 8 Zn~ Z T 9 @ h L9 h % %\ hhh%hh%   , w ' _  V -oĸ|pdXL@4 Q3 V/ Z* n& i!f wY wY r  r|> w 3 !3  //  /* B& A G!|S L L{o,7ALYĸ|pdXL@4  C 5y 1 -C (H $     ; <   < n  ,  ^ |X h L9B[Y8Pȼth\PD8 T b9 h )9{ 5y 1f  - (K $   F  H a   H  (6>GTa>+ĸ|pdXL@4 l! p ul p u | p  p0 26i  21F E,,y J' <" + O ^ X[ T s X n X `7?@stPQ,knĸsdXL Vx8 @h4%vh $  !i P- h g9 g9 ]6s g1P> X,1p g'!) l"Anqtwz Hp~4W~qbUH;;; ( (H (( (C (( <    7 [K V F Q~P QAWbW  5 ? f ʽxi\\O@1- - -Q --  - -H-( (> ( (C (( (L  !!&!6!]!!!!!!"$"R"]"ʽvii\MM@1- -C- -H --  -H- -- -H -- -L -""""###8#S#h#####$$'$B$b$j$$$$ɼ{nnaTTG: ` 9` ` 4` ` 0` ` 0` ` 4` ` ` p- -L$$%%-%%%&&,&W&&&&&&''2'='^'''''̿rrfYYL??? ` ` ` ` ` ` ` ` ` ` 4` ` ` +` `''((S((())))*)+)-).)K)W)t))))* *3*\*eʽuhhh[NNNNA 0> > 4> > > V&\ h p h2 ` 2`` p2` ` ` `*e*****+E+P+o++++, ,P,Y,,,,,-̽zm````SF $> $C> $> $9>$> $> $9> $> $H>$ > > > 4> >--4-@-T-~----.!.E.N.o....//3/</`/////0ʽzm``SFFFF $> $C> $> $>> $>$> $>> $> $>> $> $>> $> $0>$>000#000001131v1112&2gʽtgZJ:*$ <!< -H --22  2L2  222  ,12g2y22233@3M3b3333444I4445̿|l\OB5 ( ( (> p(2 (> ( (> (( (> ( (> ( $4555X5555636o6666777797:7;7<7Y7b7ʽ{{rrfZNA -j j !\ h p    p  $ $C $ p$ (>77788-878Y8~8888899!9H9R9kʽzk\M@1- j -Hj-j- j-j -Lj -j-j -Lj -j -Lj -j-j -Hj -j9k999:: :*:M:l:v::::; ;/;T;;;;;ʽ||m`SFF9 9j j >j jj j 9j j >j j 9j jj -Hj -j;;<<"<@ >>R̿}qdddWH$i? !i? i? i? +R jj j >j j 9j j 9j j>R>l>>>??-?K?X????@ @(@1@T@@@@A6AIAi;sdWJ i? &i?i? i? i? i? i? i? i?i? i? i? i? $i?AiAAB BKBVBBBBCC=CCCCDŸ~qbUHH9( i? (i? (Hi? p(i? (i? p(i?-i? -Ci?-i? -Hi? p-i?7i? p7i? i?DD:DDDDDDE?EzEEEFFXF~FFG¶sssfYM@3 (jX (jX (jX (jX (jX  jX  +jX  jX jX jX jX S p $i? p$i? (i?GGG:GdGGGGHH$H.HLHwHHHI0I;IIJ'̿zm^O@ p$jX-jX $jX 7djX p7jX p(jX (jX (HjX (jX (HjX (jX (CjX (jX (HjXJ'J0JGJJJJJKK6K^KhKKKKL$L8LLL̿}qddWJ:-dDv $>dDv $dDv dDv dDv +V p(jX jX  jX jX jX jX jX $jX $9jXLMM,M<MWMnMMMMNNSNNNO OOVOlOOOPPAPP˼zk^OB -HdDv-dDv dDv$dDv $9dDv p$dDv dDv dDv 2QdDv p2dDv(dDv dDv dDv dDvPQQ0Q8Q`QQQQQR=RHRnRRRRƷpcVG>2 h p p$dDv -dDv -LdDv-dDv -HdDv- dDv-dDv -HdDv-dDv- dDv -HdDv-dDv- dDvRSdSkSSSSSST&T5T?TcTTTTTUUU U*U4UBUCο{{obbUUUI s     Z  X(+a (+a+(+a(+a (+as(+a +(+a Q(+a (+a ; 'UCUwU~UUUUUVV)VsVVWWWW.|pdXK @/.)`@/.)[@/.) 4@/.) r@/.)  2 `" n`" L`" 8`" #p M #p M * V@ * @ *ZZZZ#Z8ZFZOZ^ZbZ{ZZZZZ[[*[+[5[B[J[sǻxh\PPPPPB h$9` Y "1y P;04P 4- 8(1 `1  4n r0. ; D3C@/.)8C@/.) @/.)[s[[[[[[\\\B\p\q\r\s\\\\\\]]]]÷ul`TH< c _0 h  < o  S h` p -Q "-        W n h ph$9` Y]^^^^O^q^s__2_F_H______``@`{`Ļ}ofZNB66    = t  h p V9 V9 "l/t y&p '0  v$Y,6   h  ,<  ~ `b_dQdefFfgggWgjhhehiWij\j^j`ja¶sdXI= 8}0-5,*! 3G%Ax0*0-' +%x() &@#! &@#! $&6 #%F !0* $*i   *ijajbjkklm?mnHno ppp p pJs5sN~rfZNA5  .  )  h 8. r( ry% n'0n(0 rO)k n$0n *` r}"K i'( id hsNtuZuvwxCxy7yyz@zzz{m{o{qĸsg[L=1 83x i4 )0`1)' b$0 s/ x-[& H+YSx''0$|(80!' * $) Y) 2' $*& *[{q{r{<@`>I{o`QB3x0)*C0!&)I0#(0 )#  0Y(0) % ``%07'`0$)f `( D*0  h,Z5CR>ɽ{o`QDD7  *4  *4 *4X0 *4  *4 (04)\09% h \9 . 05&0 +0=*Hx$+0=*H 4. & &,&>Mj<k5%̽{ocTE6* 502)x0'Vx-0*C +A&p ) %($0"' !4&x4' P!x)@ % )  Yk *4 hsiUJ;|m^O@10  %)0 #(80$ D)0 k&~0k(c0 *`0(  8%  ( a  C% 0$  (A $ 30 (^ )H 9.UTO U0ĸym^RF:  '`  "  1(x*   -| h 0;. 80-5( 3*n0$1 (.0 .F'!0$+l) 0((}IPʻ{o '3N h ;y$ T&'d p$%.0$)1x)*`0h&a S( )0'  Qd=/kBGood luckl We are a non profit organization and one of our most important goals is to provide material that helps break down barriers to women's progressPreferred Customer!Times New RomanArial Courier NewSymbolTimes HelveticaCourierGenevaTimes Helvetica MS Serif MS Sans Serif New York Osaka| WingdingsTahomaHaettenschweilerGaramondl Tahoma CEm Tahoma Cyro Tahoma Greekp Tahoma Turq Tahoma BalticrHaettenschweiler CEsHaettenschweiler CyruHaettenschweiler GreekvHaettenschweiler TurwHaettenschweiler Balticx Garamond CEy Garamond Cyr{Garamond Greek| Garamond Tur}Garamond Baltic Word.Picture.8 ࡱ> ~  !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~Root Entry F`~WOle 1TableCompObjh  FMicrosoft Word Picture MSWordDocWord.Picture.89q      !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz{|}~} [$@$NormalmH <A@<Default Paragraph Font!,CK!,CKN  l,2$٤4H }p!r{r@ V ( 0 Xk@ {^"79 8 ^   B0(C*DE F ((%/9a]]dp    ! "   v i Y H 6 #     t h Z qL Z@ E4 0(         l U = %  { g WS "A 0 "  K   o 8    Y !  w     >  `# C f   L  X #  h b    x d P 9 !8 R m      o Z* DE 0a }     /:HWexundZPF=4.' !&3BRbr"2BP_l}ungb/\HX_R{JA91*&/#A"\ x6Q l   "0>N_q  '5@IXfr!#'+/ 26$91<?@MBYDeGrILQUZ^d jp3vI}]seABeR3bM,d7oSap*5?KU_is~ )8GVes #,6?.H>QN[_dplu~'P'g/t5|:?G!2!T!x!!!!"G"t"" " " %#) P#8 y#F #S #a #n ${ %$ h$ $ $ % ,% D% U% h%% {%/ %: %G %T %c %r % & && =& Q& g& z& & & & & &1 &L 'g :' ]' v' ' ' ' ' '0 (H ([ .(o C( R( ^( d( h( w( ( ( ( (+ (E (_ )z ) !) 2) C) N) X) c)m)w)")2)B)R)a)r))))))))))))L*o!*+*4*>*H*R*[*,e*Go*ax*|******"*=*Y*u*****+*z***c***F***%*n***J**{*$c*nH*,* *")C)e))))))Uf)C))(/(e(x(L((4'e''Z'''&@&g&U&&&&%%%%%%%%v%#f%,V%6F%>6%G%%O%V%\$b$e$j$p$u$|$$$$t$g$Z$M$@$3$&$$$$######y#c#O#9#%#'#/"6"="C"J"O"T{"Xd"[O"a."i "r!{!!!!q!\!F!1!!!      p mhc`[WRL" 8 N d {       !'! PO '` r    Z 2    , mC F\ !v       w d Q ? -) 8 H V g &! !% ( * + * ) %           jvRT@`{") 8    x B{CDEF &:.DZq'?Vl 1VK3~~jSZ< /uGY2 , > P a t    w i \ N A 3 & . > T i ~ w i X F 5 $ & , 3 : @ F M R X ^ b h l q t " 2 A P \ j v  0 E [ p  & 9 L ` u % B ` }     (7)GCV\dto*fU3GY jFzAJ`x)C\s)<Obnsvwyzz{ {z(z8yHxXwgvwsrpomkjf` \!Z9\HZWYiW}UPMGC=716+N$f{ 5` ~Bnd_O?0 * L o      v) hB [\ Mr A 6 *      - ; G R _ |k qz h W B )     vr   @N  b  y+U y         dC"~rh]nPID#6*v V :     sd AH ,       e H * k S : !  { _ C (  i N 3      | p ^ G .s U > (      | |[ j9 X F5$qQ2zhWF4"xog_WvQ\LBE(? :4/*%~"`D' ~cJ8 'DH@`n0$7t   8BC1DEF99TQJC=W OF-"' ,./ 1)13/<.C-G*K%M NNNKLQY^=DLZ)r.-,)# xfZ UTTtx@`t3~4\   BOC.DEXFbO"NLG C<5-$  "  &*%.<-O'O".0@`Ou3w4|   @BCFDEF2%wjysnigedcccccbbb{hxwph`XPNMMLLMMNPRU W[^a#f*k0o5t;yCGFDM`rmVvBd0O!:! hR+=<+Rk &1=M ^p%-4:?FLR#Y2a?jKtTY\[XTME;1$ yqid_[WSOLGBz7x$y}  +9GWi)|39?BFFFB>08D0L,U&_hqyvk2vx@`{ f3S!4   XBC*DEtF~]]  !%(,)@*M)O OVPHT@Y<f;;; =@C&G-K4Q8V>]BeElHuK}MNPQRRTTLDBCIT^ iq${'()%}_NA6)xsx~{jZI7,yhXM@`p3i4    BC-DEF"FF`KjHrEv?{7|0}'}}{ vp`   %$&4'D*S-s'& yq`qbZURRRHR9W4`2`/j,r%uxxuriWf[UQOOObOYQSUNZLcKpK`K@`r3^4     BC2DEF,,  ,>GNQQQRV[cp (-1210,!cYUSKJHB9,#  Z\@`p3x4d    (BC>DEFzmeaadkxtlcZSOJIIJOT%\2g>sEKMQTX]cipxjS@r/^ H/  oX$B4/G \v!&)-159>C JQYblv!%'*-038<AEKQ*X6^AfJnRwY]_\TNIC>7/%|slfb^[XUROHx<t(sux~.AWm)29=>= 9'3@*Xlwj\PC8-$wk \ pt@`S"c3)#4    BC0DEF##  @ MOOPT^%*/0/+'bX TRLH<,  HL@`h!h3C"4    BC-DE8FBNNnKxJ|F}=}|wm  '+,-l-|,( ylXF}pf^ZUSRRMgL^LVMOMINCQ@S;V9Z7_6e4l3t3}3O3[2f-o&vx qkdX}h[SPNKmKaLYPSUP]OgNnK@`l3] 4   BCDEF## (2;EOYbmv   HL@`383D   BCDDELFVSS/% "(t,g3Z:NDCO0i! :Y x$3EXo .9AD,CN>l2$ pO. ri`WOHB;5/*% xmcY N D8/@`}5263l   0BC+DEF88  "8 " &)"+++3);'B$GKL L`LWMPOKSGXE`DkDyELLHC/;>2L%Ye ox~m]zNpAJ@ 7,rt@`32i43    BC0DEF,,  &)+-%///J0N-NdOYQRUM]KhJE1CB;P1^$irzx}bvMm9a)UE3 Z\@`62q73   BC)DE F*HH^LjLtIyF}A;2' {wrlf_XRK     &)!)z)(#ze\VSRRRQR@T7[2e1g1q/}%}ywqgeZSOOOWQMTH]FnF^L@`42a53   BC)DE F*HH^GhFoAs8y({{y rg" $'( )+)z)(#qeWPMLLQMEM<O7Q1V/\-c-n-@4J6S4[3a2h/l+p&s tuutpgYPLLLWLMNGUC^AnA^G@`s82793   B[C/DEF..KAK9K2K,K%K KKJJH FCA<82+# $ ,//C/M.T)X#[[[ ZWTMg\VSSKA^`@`72L83l   0B|CDEF88emv ~  ,$?5OG\]hrpv{||ytm4eIZ[Nl@{/ gO9l&S8  ~a+GA.\ert@`52a63   BCDEF'' (4BO]jx #  %1PT@`32?4<3T   BCDEF55 "+7ALWdo{ &/9DOYcmxlp@`62K763   HB C DElFv!&*.1479; = @BCE%G,I6J@LKMW}!@a ,L m ! - : F S b Eq m        '                        y -d >M P5 a s }cI0  " / : |g !  e   ?: Q uf w  A  t   C r }_ G C < /        y \ = ! % *04:?oERK4RW_fnwjM0oV>&%/;EPh\Ph:x# {G$LvvB/a|O#.bj-N?CQ5c(u6Pj|tkb ZS0M@`,b,2D   B C/ DEFF7*  /1;KFeQ\gs ,<JS_t#5$G?Z[lv>&_Dd 8+UMrp" 7O(g8GWgu"=Yu  0 P' o0 = E N W ` h "q =z Z v      & B ] w        ' $ - &/ * $  #  &  0_ , A]r+!;b |tjU!A1.AP`n|jE !6Ig\Bo\3  u^#I+23:@DFhl@`-$2   B0 CqDEF *0.( | ^ksx}n G5p##_3BScLt:u/G^v #,209I@bF|KQX]dkv<d0X$Mv&0:DODSYYo_ekry~/DZo2St$7.X8xAKTak/uZ2Pn& B ] f m p q# o) l. e0 \. RJL@`1^"62   BCDE F       v j X E 3          w e R ? -  ~ xokkjf}bl][WIR7K%D?93/*" \6h=kVA+sO- ")2>xIlW^dQsD7)*C\{vfQ<'*D^x{jZ!L<=W.t!%CagnU@y-3 K d  "| 2 E2 [ u ? V n  + B V k * 5 @ K V a m y%:M_m~ *+??Odk  "-!9-E7PA\KgUr`|ir{ !,?U^}|n2^q' &D=P `h m x, }  Q ~ x t: pd j c \ V M5 D_ : 0 % -VH`|tg[L!<;-U!p~   EXj{rgXH6#!;VqmV?+,<IazmP=*6OgiD    c 8 3 I ] qy G     P !    | q k h e ` X rO +F : / ]!    V    U i M - T uV9{hVB0"~sgYK=.sbN9$q`QG6%  v c Q > + z i [ K < . !  v ^ G 1       ~ s ug `\ KQ 5E !: 0 %      u ` L 9  @`&b)2d   (BYCDEFEoKtPyS}UXYYYVTQLG@|odXJ(<<1N(c v3H_uyqh(`>WUPiK~HC=72.)%! &3AP]k x  " @ ] z      - K h       & , / uB )Y q  J   r -) O u a & b V & z -l =\ MK _9 r'         2 Go ]_ rR F ; 2 * #       - ; J Z j {     | s k b [ .S ?M PH _B o= {8 2 * #        %]'>Wrzsmf a+[JUjQLHDA?>3321/-)% M>-b7 X+dG( }U-rU8&{jZK<-vfUE6|eM5lJ'wtdPR.A .t]A%hHw+ng ` \ X W V T R| On L_ GQ DC @4 ;& 8 3 0 , * ( ' " d 6   R $   y (  " /2 =Na;xH \-T}|45k /QF]uRN.oQ 9 %     $ A ^ z      % : M a v  ! $ & ) + / 2 6< <` B J Q Z bk>tc~;^ ,09KFgUcq3Pk(:L\i-y:HUEopt@`'U1,   BCDE@ FJ PP  #$%+!3: B MU\bhn t y     $/:GTbny +$!'.429J?RCSOXTcJhBr;y9~:BOSRSVY_dfdcfm~ !Jt!,1:JXiv}{rmlrwuj\\`,[6UEPOJQAQ<V>]GjMsMyFv6i-g%o#x(4<?;,%#--' (5BP\hqx{&2x<nE^QO^GfIoJvJyF{=x7x1|3=DFB8(  {w~~vqgndk`cXZUTKP=H3<+1(+''!'/980&    wo]TOJE?6*$".30' }ut{~|piglvxoje_TE>:CPN@62-y#p h"a+W0P1M.I%HE@:'10'2 /(  $ % xt|bZWRKEHT_ba`WMD@?@?:2$  z~wnklr~rhd]XW^gmzquzlc^ufhmam[hS^Db;k:sDzNRMD;v5r,n%i"c$[+I:I4Q#]dkiaXM D BGSXYTH?;?JTWPF;73,%!!y*w5u9n7f,^P=1-)! !,20!*-v't!w wnhc_Z TNF?94,'*)6.>/H+U%d&j%s@`K, 0$   B4C-DE<FF&3 4, #*-+# $@`//   BCDE$F.  @`t//    BCDE(F2   @`//4 !  B?C>DEDFN50%#1>?8- #! +6=>85$(@`k// "  BCDE$F.  @`// #  BCDE$F.   @`// $  BCDE$F.   @`// %  BCDE$F.  @`g/t/ &  BCDE(F2   @`// '  BCDE$F.    @`t// (  BCDE$F.   @`\/f/ )  BCDE$F.     @`// *  BCDE$F.   @`// +  B)C#DE4F> )$ #  @`// ,  BCDE$F.     @`~// -  BCDE$F.    @`f/r/ .  BCDE$F.    @`P/\/ /  BCFDEFBBq+U>>V)r #I o(;Sn%6AF-FR@s6( uU3 jMD;4,&!wk^ R D8+@`*u.+/ 0  BCDE$F.   @`// 1  BC@DE$F.II\]^&a-e2j6p8w:~;;:62){lb[XXWTJ^URPP"NIA 6," "3;?,@8@C?L;R2T#SS_STUMZIcGoFB=M=U>YC\J\U\@`,r.v-/t 2  8BC7DEF99QSU[ds#067772)i^XUTNMC0 r`L7! xaM;*   &?G OQQtx@`+u.,/  3  B#C$DE0F: # # $"@`!/!/  4  B0CDE0F: 00+$ %0@`// 5  BC6DEFkk   *05&615;4H0P+R#SMrMaMUNLQFUC[AbAAA BCEG#K)N/R4V9[=_BeFjJpLwN}QRSTTTTU#W*[-_/f0n000.*"vne]TLC:2x'tsuy paQB3'|o` Q@+@`.r.//  6  BC5DE0F:LLnJwI{E{<{{wn   $/= & ,135)5o5~40&ylZSQM\MTNONJQFSBV@[>b;h;q:|::R:`9h5n+turnedZVTLKrJgK^LXOSTQZPcPnJ@`-s.v./ 7  BCDE,F6    @`// 8  BCDE$F.      @`// 9  BCDE$F.    @`// :  B-C/DE4F> $"--'  )/ -$ @`fw/}/ ;  BCFDEF&