（一） 法律专业 以下这位客户毕业于一所名不见经传的大学，学习一门较冷的专业----“劳动关系”，自己却钟情于法律专业。她本人从事了很多年的人事工作。经过我们对她工作的详细了解，得知工作中许多方面涉及到法律，也正是这些对法律的接触使她对法律产生了浓厚的兴趣。经过等等以上的启发她自己也对法律专业的申请也充满了信心。最后的跟踪调查得知，她竟然拿到了英国十所最佳的研究大学之一的兰开斯特大学两个专业的offer(她申请了该校的两个专业，其中一个offer是法律)，埃克塞特大学以及一所苏格兰最著名大学三所名校的四份录取通知书。 Personal Statement The Global Village would not come about even if all humans shared a common language. It will come true when capital and goods can move freely across borders. For that to happen, a predictable and more transparent management system for sectors open to foreign investment will be a must for China to take advantage of WTO accession, which has resulted in further improvement in its investment environment. As I offer myself as a candidate for your postgraduate courses of ***Law, I bring to the table years of professional experience, which includes steady and continuous promotions, all-around education with the major of Labor Economics, well-developed interpersonal relation building skills, coordination and organizational skills and firmly-held belief that I can achieve whatever I put my mind to. Throughout my adult life, I never lost my path and I hope that you will allow me to continue this path at your University. My academic experience as an undergraduate was immensely enriching and I received wonderful education of systematic theories and fundamental skills in the university. My total devotion and industriousness landed me at the top of my class and helped me maintain an average grade of 83.7 on a scale of 100 percent of all the main courses completed such as Contemporary Labor Economics, Modern Salary Administration, Social Insurance and Fundamentals of Law etc. One of my most significant achievements during my undergraduate life was my overwhelmingly successful Graduation Dissertation, namely, “Studies on Labor Distribution and Its Applications in Enterprises”, completed in Beijing Capital International Airport. With the continuous growth of quantity of international airlines to Beijing and the density of international flights, Terminal Two of the airport was built up in 1999, requiring great adjustments on positions, personnel distribution and flight schedules. In collaboration with one of my classmates, I performed the field practicing in security checking division of Terminal One from March to May the same year, in charge of designing position and labor distribution. On basis of the facilities equipped with the new Terminal and forecasting passenger volume, a well-defined, high-end report on job description and position identification had been achieved due to our high commitment and strenuous efforts. With the directions from my teacher and repeated discussions with the supervisor from the airport, my dissertation was finalized and received a merit award and, to my pride, the proposals on job description and position designing we initiated in the paper are being undertaken smoothly currently. The system education and training provided by your school is forward thinking and innovative and your educational standards are virtually unrivalled. I definitely believe I will receive a complete and rounded education and obtain a rich, fulfilling lifestyle experience in your school. I sincerely hope I can have your favorable consideration and honor to join you. Sincerely yours, GAO, ***

（二） 计算机专业 该客户毕业于北京大学计算机系，有七年相关工作经验，TOEFL 637（还可以），GRE 1900（比较低）。杨凡老师与其多次面谈，确定了突出其工作经历的写作方案，最后成功申请美国斯坦福大学，奖学金38000美元。全套申请材料由杨凡老师执笔。

Personal Statement – Zhang Li As a child, my natural predisposition to logic has given me an enormous advantage in computer science. I won first place in the city-wide computer competition, which more than 30,000 students participated. I finished high school two years early to enter Peking University, described as China’s Harvard. Throughout this, not only did my knowledge of computer science grow enormously, I also learned the crucial role that creativity played in computer science. My past seven years as a programmer, network administrator, and system analyst have particularly driven this lesson home. As such, I want to cultivate my computer science knowledge in graduate school because I want this unique combination of creativity and logic in me to reach its full potential.

As programmer, network administrator, and system analyst in the past seven years, I have learned a lot about designing and implementing complex systems that meet high demand needs. For the past few months, I have served as a senior project director for Tianzhihua Company, China’s leading private provider of information solutions. My first project was to design a system which stored and managed the enormous information flow of Pacific Insurance. I proposed the data warehouse solution, which was contrary to the local storage model common in China. I first used a replication server to centralize the heterogeneous data sources of the company into a uniform data management operating platform, which formed a central distribution structure. I then utilized ODS as the database for the data warehouse system. The ODS application used a set of stylized rules to sort and pack up data for storage in the warehouse. The OLAP tool that I designed then provided accurate and timely delivery of information to decision-makers as well as convenient and flexible multi-dimension queries and reporting formats. Although completed quickly, this project fully expressed my rich experience in system design, my analytical ability, and my creativity.

In addition to recent achievements, the bulk of my systems design experience came from my years of service at the State Administration of Foreign Exchange(SAFE), a government regulatory agency for foreign currency flow which had been undergoing a rapid process of modernization. One of my first tasks there was to interface the integrated circuit card (IC card) into the new Foreign Exchange Accounts Information Systems. At first, we purchased the IC card personalization device and reader from GemPlus, a French company. These devices serve the crucial function of writing personal data into chip and printing graphics and texts on the card’s surface. We soon discovered that Gemplus’ 16-bit devices were in fact incompatible with the system’s 32-bit application. My project director thought that development would have to be delayed until GemPlus came up with 32-bit devices.

Not wanting to delay the implementation of such an important system, I decided to design a 32-bit driver for the personalization devices. In order to achieve this complex task, I had to become wholly familiar with the development tool (Visual C++), the communication protocol between devices and hosts and the workings of all the applications. After quickly absorbing these elements, I undertook to design a program which implemented the proper set of protocols and smoothly interfaced supply functions invoked by the upper procedurals. With a week of intensive programming, debugging, testing, and modification, the IC card devices were fully integrated with the main system and could perform a wide range of functions, such as print diverse fonts with different sizes and printing on the invert side of the IC card. In fact, GemPlus was astounded by my quick result and gave me a highly lucrative offer, but I declined it in favor of the exciting work of modernizing SAFE’s information system.

Another memorable project was the international Balance of Payment Statistics and Monitoring System, which I took the lead to develop. At that time, the previously exiting poor communication infrastructure meant that the common processing model for electronic financial information was highly decentralized, with over 100 database centers scattered around the country, which made administration highly costly. However, China had since then acquired DDN, fiber communication, wireless communication, and secondary planet communication, which would make a centralized information processing system feasible.

Despite some initial skepticism form my superiors, they eventually agreed that a centralized system would be more efficient. Meanwhile, I came up with the core principles of the system: unified layout, placidity transition, protection of investment in existence, adoption of only mature products and technology, all of which would insure a high quality system at low cost. I then set out to realize my plans by connecting the new modes with the pre-existing modes, which in essence transferred information to the 7 main centers. I then developed a set of software which allowed quick access to information nationally. I also took the lead in implementing a secure firewall, testing the entire system, training programmers and managers on the new system, and debugging the system. My centralized system became such a success that other government agencies in economics began to copy the system.

In addition to my rigorous schedule in development, I also conducted independent research. For the past several years, I have conducted research on the positive effects of denormalization in database design. The resulting article, ‘the Denormalization of Database Design” won the third prize for the Research Competition of the State Financial System in 2000.

My success as a systems designer was partially based on the solid academic background I had acquired as an undergraduate and graduate student at the prestigious Peking University. As an undergraduate in the highly competitive computer science department, I undertook a rigorous curriculum in high mathematics, computer programming, and database management. Despite the highly competitive atmosphere, I maintained an overall GPA of 3.47. Upon graduation, I enrolled in the graduate program at Peking University with the highest score in the Graduate Entrance Exam. In graduate school, I focused on database and software engineering, which provide me with a firm foundation in database design. In graduate school, my hard work earned me a GPA of 3.67 as well as the highly prestigious Guanghua Fellowship, which was given only to the top 2% of graduate students in the entire country.

It was also in graduate school that I launched into systems development. One of my first research projects was to develop an insurance integration information system using Informix-4GL, Informix-ESQL/C and Informix database. For this project, I took a leading part in programming, system analysis, testing, and debugging. For my graduate thesis, I endeavored to design a development tool that has both graphic and characters interface under the different unix environments, including Oracle, Informix, and Sybase. After over one year of intensive programming in C, testing, and debugging, I worked out a prototype, which astounded my advisors in its technical sophistication. My senior thesis, “the Design and Implementation of Graphic-text Application Development Tool,’ was included in Outstanding Papers at the 12th Annual Conference on Chinese Database. Today, my software has been developed into extensive commercial use.

Although knowledgeable and high experienced in database design, I aim to acquire even more systematic knowledge in this field in the graduate program. In particular, I am interested in learning the latest technology on database warehouse, data replication, and object oriented analysis and design. Armed with this knowledge, I hope to continue my exploration into creating smoother interface between various databases, communication protocols, and platforms. I firmly believe that rapid advances in database management would be useless if a smooth interface does not exist. In many ways, your graduate program provides the perfect setting for my graduate studies. Your rigorous curriculum in the above topics will bring me up to par with the best available knowledge in these field. I also look forward to interacting with the brightest software engineers from all over the world to learn about their experience.

In sum, my ultimate aim is to learn more in order to create more. I believe that my firm technical background and extensive development experience will allow me to take full advantage of all that your program offers.

（三） 会计专业 该客户毕业于一般大学，工作经历简单。刚开始她感觉没什么可写的，经过杨凡老师的反复启发，挖掘了她很多的闪光点，最后成功申请英国爱丁堡大学硕士。

Personal Statement When Streaming Fire, my refinedly bound and printed magazine was finally changed into an influential school publication and even a recommended magazine for high school students in my province, I thought I would very likely end up as a freelance writer or a chief editor. As a student leader at high school, I showed more aptitude in work of liberal art: getting my essays published in our city newspapers and winning some honors for my calligraphy. However, juvenile expectancy for a career in literature was ever beyond the fast-changing fancy for knowing something new.

I later chose accounting as my major at university and was admitted to the Accounting School of Beijing Technology and Business University. The Accounting School, which boasts notable strength in academic teaching and research, ranks 4th in all China’s universities in the field of accounting. It is still hard now to identify my initiative motive for the choice of this major. Maybe it is just a juvenile peacockery, but I’d rather deem it as an endeavor to make up what I lacked at the early stage of my life: reasons, consecution and scientific attitude instead of too much passion and sentiments.

It is fair to say that my transformation was successful, at least judged from my current accomplishment at BTBU. My average academic grade is 84 on a scale of 100 percent and won twice the school’s fellowship, which is only offered to the top 5 percent students. To be frank, I’d never imaged myself, a once poetic and sentimental teenage girl could finally fall in love with accounting, which was considered by a lot of people as a dull and trivial subject. I suppose I am nothing more special than other people. It is just the inbred strong will for getting to the first place that has pushed me along the way to delving into accounting. And it is gradually clear for me that accounting was not just a matter of calculating numbers, it is more a science very much related to every individual, small single business entities, and operation of complex corporations. Behind all the firms currently operated in the world, it is the science of finance and accounting that keeps them running well. So the subject is like veins of a creature which bolster and provide for the development of the whole.

When I finally come out with this idea, my study of accounting was changed into a voluntary and active process combined with interests instead of the simple struggle for making up what I lacked in my character. Indeed, as I go deeper into it, I derived more interest from the subject. Case study in economic activities especially drew my great attention and kindled my curiosity. As a result, I spent quite a lot of time in reading academic journals, referring to Internet resources and than was even motivated to doing financial analysis myself. My dissertation on capital structure, which was completed under the direction of a prestigious professor of the school, engrossed both my keen interest in the topic and my tremendous effort in making researches. I almost exhausted all the sources possible including English publications, convincing facts in the Internet and relevant regulations of commercial and taxation law. It took me further several months to discuss it with my instructor and to make modifications. At the end of that semester, I presented my paper in front of the whole class and gave the longest and most elaborated speech for the voluminous and richness of the content. Later, I substantiated and refined my paper and the final outcome is an award-winning disquisition entitled The Optimization of Enterprise Capital Structure. The disquisition was sent to the school’s Competition of Dissertation attended by both teachers and students. My paper was awarded the third prize of the students’ team and received approval from the evaluation committee which was composed of professors from China’s most renowned universities. I was the only winner among sophomore students. This competition further promoted my enthusiasm in studying accounting and I realized the study of the subject involves valuable in-depth research as well as absorption and grasp of theoretic knowledge. Later I was sent as one of the four representatives of our school to attend an inter-college seminar. We did quite a lot of academic discussion and analysis of world striking Enron scandal and specially focused on debt structure of the company. My speech on the subject attracted and impressed a lot of attendees.

At the beginning of this year, I went to my internship practice at the Accounting Department of Shanxi Power Transmission Project Corporation. It was a time when I finally got to the down-to-earth work in accounting. I worked as a cashier there and was dealing with receipt voucher and payment voucher everyday. I also worked on cash receipt and payment journals, bank deposit of the company and income taxation report. I’d say this is a very crucial period for me as the pure theories I acquired at school finally hard landed in realistic work. My internship work was indeed simple and basic. But it was also overloaded with details. It influenced the overall flow of the financial work. The general ledger and other financial statements were based on the original certificates I made as a cashier. I’ve tried my best to be careful, hardworking and highly responsible. Three months later when my internship ended, I was the most effective staff in my department and most important of all, I felt my previous study at school was validated and strengthened. It is worth to mention my skills in computer accounting, which had helped a lot in improving work efficiency of the whole department.

Despite all my endeavors in studying my major, I found myself still enamored with the joys derived from helping and communicating with others. I became the president of English Association of my school and later helped develop it into the most influential community with over 300 members in the school. I sought cooperations with a broadcasting station, some popular local newspapers and a publishing company and organized a series of such significant activities as English Corner, Free Access to English Films and Comprehensive English Skills Competition for the students. My experience as a community leader taught me the skills to communicate and organize, the ability to understand differences and the persistence required in the struggle for success.

Again making evaluation of my past, I feel much contented with what I’ve been engaged in. I remember Frost once sighed for the differences one made upon choosing diverged roads. But I’d rather say that every road one takes may unfold the same amazing scenes as long as he knows to appreciate life. I’ve seen my future career posed in the fields of accounting and finance. While I have no doubt your post graduate program will push me to my limits, I am confident that I can face the rigorous challenges of it and thrive on the road I’ve decided to take.