Dr. Dawn Marie Graham, Ph.D. is one of the nation’s leading career coaches. She is the career director for the MBA program for executives at the Wharton School, where she counsels business leaders on making strategic career choices. A licensed psychologist and former corporate recruiter, Dr. Dawn Graham hosts the SiriusXM Radio’s popular weekly call-in show, Career Talk and is a regular contributor to Forbes.   Key Takeaways: [1:33] Marc welcomes you to Episode 92 of the Repurpose Your Career podcast.[1:45] If you’re enjoying this podcast, Marc invites you to share this podcast with like-minded souls. [1:50] Please subscribe on CareerPivot.com, iTunes, Google Play, Podbean, Overcast, TuneIn, Spotify, or Stitcher. Share it on social media, write an honest iTunes review, or tell your neighbors and colleagues so Marc can help more people. [2:09] Next week, Marc will start the next career pivot evaluation series with “Can Sarah Repurpose Her Career?” Sarah (not her real name) is employed, a closet creative, and a structured anarchist. Her personality is quite interesting. Marc has seen all aspects of her personality in other clients, but not in this combination. [2:34] This week, Marc will interview Dawn Graham, author of Switchers: How Smart Professionals Change Careers — and Seize Success. Marc reads Dr. Graham’s bio. [3:20] Marc welcomes Dr. Dawn Graham to the podcast. Members of Marc’s online community had recommended her book to Marc and he invited her to the podcast. A lot of what Marc read in the book is pretty closely aligned to his own thoughts. [3:40] Dawn wrote the book because the traditional career ladder has gone away. No longer do people start out in a career and retire from that career. It’s an exciting time. Dawn covers some of the reasons people find themselves ready to switch. [4:19] No one has a background in the new hybrid jobs, so transferable skills are critical, such as strategic thinking, working with customers, building relationships, and being innovative. [4:46] The timing has never been so ripe to move into these different opportunities. The challenge is that the hiring process has not caught up with the new jobs. AI Algorithms to match skill sets to jobs are biased toward traditional candidates. They look for the right titles or years of experience in a very specific area. [5:24] Job seekers are more excited than ever to do different things, but the market is not in a position to see the career switchers because they’re not getting through the applicant tracking systems or other online technology. [5:40] The book, Switchers, helps people bypass the technology and get in front of the decision makers. Marc always tells people their next job is going to come from a relationship, not a tracking system. [6:05] In a tracking system, you are an unknown, competing with people who are known, either through a referral or as an internal candidate or a boomerang employee. Most people (70% or 80%) get their job through networking. The conversations of daily life, or knowing someone, can introduce you to information about your perfect opening. [6:59] Marc recently posted about the five things you will never know about the hiring process at your target company. [7:30] There are lots of obstacles between the online job searcher and the decision maker at the target company that the applicant does not even realize. When a job posting comes out, you don’t even know if the company has a pre-identified internal candidate but are just following procedures or if it’s an obsolete posting or a scam. [8:22] Provided the job posting is real, an applicant system will kick you out if your resume is not formatted in the way it’s used to reading. You may be thinking you’re a perfect match but your application has not gone to the hiring manager. [8:47] Between the time you applied and the application got to the hiring manager, someone internal may have referred another candidate who has leapfrogged the system and already in the secon