Sally McNair, a low profile but reliable and conscientious IT professional, goes home every night feeling resentful.

For several years now, she has been a diligent, no-frills, no-fuss employee at a large software company in inner Sydney. So low key, in fact, she continues to go under the radar for a promotion.

Sally, 34, believes her career path has hit a roadblock. “Others with less experience keep passing me by,” says Sally. “I don't know how to push myself forward and it's extremely frustrating. Maybe I'm just not management material.”

Career counselors agree that promotion is a matter of striking the right balance between pushing yourself forward without becoming a company irritant. In other words, you've got to know when to make yourself more visible, and when to pull back. One thing is certain: Sally's humble approach of ‘hoping I'll get noticed' rarely pays dividends.

“Individuals need to become aware they have to manage their career, that it doesn't just happen,” says Peter Carey of the Australian Association of Career Counsellors. “Promotional opportunities typically occur every two to four years. Set your goals with the intent of being ready to promote in two years.”

Lifting your profile

There are many ways you can be noticed in a company, without becoming a nuisance. The first is to be a positive force at team meetings. A ‘yes, can do' attitude is much more appealing than the laden, ‘Eeyore' approach, which focuses on all the reasons a project is doomed and derives peculiar satisfaction from dousing the enthusiasm of other employees.
If you want to be a good manager, you'll be a ‘green lighter'. If you can't come up with the ideas, at least back others and offer to help as much as possible.

If there is an opportunity to make a speech, give a presentation, offer your opinion in a round table discussion or meeting - grab it. One of the most effective ways of getting noticed is by speaking up in public places. Sometimes, it's a matter of approaching a key senior manager or CEO at a social gathering, asking questions about non-business matters or commenting on any key initiatives you are aware of. As Dale Carnegie pointed out in his classic, How To Win Friends And Influence People, people love talking about themselves.

“If you aspire to be a good conversationalist, be an attentive listener. To be interesting, be interested. Ask questions that other people will enjoy answering. Encourage them to talk about themselves and their accomplishments.”

If you can talk with confidence on a particular issue, or have ideas for improvement, offer to submit these in a formal document. Again, leaders are not afraid to strategise so find a way of presenting solutions to high level concerns and make sure executive management knows where they came from.

The first interview
It will pay to indicate your long-term goals when you are first being interviewed for a position. Without sounding overly ambitious, a strong reply to the inevitable, ‘So where do you see yourself in five years time?' could illicit the following responses:

• I would hope to have achieved my goals within this role and be a serious contender in your succession plans.
  
• It's important that I keep evolving once I have succeeded in this role. What is the company's policy on internal promotions?
  
• I plan to develop/continue to foster leadership skills while fulfilling my roles and responsibilities. I certainly want to keep growing in this role and beyond.

When an opening comes up which you believe suits your skills, put your hand up. You may choose to formally apply when the applications are open, or talk to those who will be making the decision. At the very least, this will indicate your intention to move up the hierarchy.

Promotion interview
Your promotion interview will –at the very least – remind your employers who are, what you do well, and how motivated your are to make a difference. This is your chance to pitch yourself, not as a power-hungry, money-chasing shark, but as someone with the potential to make a significant contribution to the organization with your unique set of skills and attributes.

• Insider knowledge : If you already work in the company, chances are you are a cultural fit. This is a key selling point. Emphasise your understanding of the
  
• Skills: Detail your talents, as they fit the new role. Include personal attributes and have examples of how they have served you well. Eg, “ Well, Mr Smith, I am a very dogged, persistent person. I like to see a project through to completion and I am not afraid to put in the extra hours. During last year's budget, I worked 20 hours overtime to fine-tune the details of my report.” Remember, self-managerial abilities can be as important as your technical skills to your employer.
  
• Motivation : Most interviewers will want to know why you want this new position. It's okay to point out that you want fresh challenges and that you are prepared to take extra training to fulfil a more senior role.

Grooming
If you are serious about a promotion, start dressing appropriately every day. Study what high ‘ranked' employees in your company wear. You may not want to copy them, but you'll have an idea of the standard. You could get called in for an interview or meeting at any time, so don't be caught wearing tatty attire.
On the day of the promotion interview, wear something which gives you confidence and makes you look thoroughly professional. Sit in a relaxed but upright position when you are interviewed, look directly at your questioners and reply in a friendly, but direct manner.
You are the one in control here, you have the opportunity to sell yourself and get key messages across such as, I have the skills, I have the character, I'm a good fit, I'm the perfect candidate for this role. If you didn't believe this, you wouldn't be going for the promotion, so back yourself!

Not this time
If you are overlooked after formally applying for a promotion, give yourself a pat on the back for at least having the courage to step up. It won't go unnoticed and you'll have had good practice for the next opportunity, be it an internal or external interview.
You may choose to ask the selection committee for some feedback on why you weren't successful, and what you could do to improve your chances next time.

• Review the job description for the jobs you can promote into. Underline the major duties or responsibilities of those jobs and focus on these in your professional development.
  
• Place a high priority on major duties or responsibilities that you are weak on. Improve your abilities to cover any weaknesses.
  
• Volunteer for more difficult assignments that are similar to those required in your promotional opportunities. Get the job done and get it done well!
  
• If assignments are directly related to your promotional opportunities, volunteer and build your management's trust and confidence in you.
  
• Manage other people's perception of you. “When you do a good job, make sure you don't minimize your role or effort,” says Peter Carey. “Take credit when you've earned that credit. If you make a mistake, take responsibility for it.”
  
• Talk to people in the jobs that you aspire to. Find out what they did to succeed and what they would do differently.
  
• Watch people in the jobs you can promote to. How does executive management respond to their successes and failures? What can you learn from this?
  
• Look for training to build your skill set. Distance learning is a great way to improve your knowledge and abilities.
  
• When you are applying for a promotion, it's important to underline any duties or responsibilities you have performed which match the new position. Make sure you integrate these into your interview.
  

Sources and resources
Australian Association of Career Counsellors: http://www.aacc.org.au

Career Planning and Management: www.careerfirm.com

Australian Pyschological Society ( http://www.psychology.org.au ). Click on the "Find a counsellor" link or use the free call number - 1800 333 497 .

How To Win Friends and Influence People by Dale Carnegie