Advice to Young Scientists on How to Sell Oneself. (August 23, 2011)

Mariano A. Loza-Coll, a postdoc in genetics at the Salk Institute, writes in the "Careers" section of the August 4, 2011 Nature that when applying for a position:

[A] colleague of mine provided an account of his work as a postdoc. Afterwards, a member of the recruiting committee praised him and provided feedback on his presentation. Then he said it: “Great job, but you should sell yourself better.”

Dr Loza-Coll writes after thinking over the advise his colleague received: I decided to approach the question as any sensible scientist would: I googled 'key steps to a successful sale', and finally summarises how the advice of the member of the recruiting committee might be usefully implemented.

[E]xplain clearly what will happen after the sale. Buyers need to know how they will put you, the product, to use. Think of yourself as a new printer. Are you 'upgradable'? Your prospective employers might want to know how easily you can scale your lab up or down, or move it between floors or buildings if necessary. They may also appreciate knowing that you're ready to lecture on several subjects at a moment's notice. Do you come with a 'service contract'? Try to demonstrate that you can count on a network of collaborators in case of problems. What are your 'consumables'? If your research involves the use of unconventional materials, make sure that you show that you have thought carefully about how to secure them. Do you come with 'pre-installed drivers'? Be honest about what you need to get started. It's best to tell your department about the particle accelerator you'll need in your basement before the fleet of moving trucks arrives.

These universal sales principles won't apply to every case, but they could come in handy, especially in a tough job market or funding climate. Of course, should everything else fail, you can always break out the car-salesman routine. Look the search-committee members squarely in the eye, give them your widest grin and ask, “Say, what will it take for me to get this job today?”

We might add that it may be useful in order to understand with what and whom you are dealing to keep in mind Professor Benjamin Ginsberg's analysis of The Fall of the Faculty: The Rise of the All-Administrative University and Why It Matters.