University of Virginia Library

Right Approach

Mr. Elwood said that some of
the students felt "too
self-conscious" and that they
did not want "to be
manipulative." One of the
students at the meeting said
that "you've got to make the
people think they have done it
themselves. If they say thank
you, you haven't done your
job. You run interference for
them but you don't let them
know it."

"You don't want to raise
false hopes," said another
participant. "If you promise
something you have to deliver.
You have to show them that it
will lead to a job at the end of
the line."