Career Hub

Less is More

Someone just emailed me a link to this hilarious video showing what would happen if Microsoft were to redesign the iPod packaging. The marketers in this video, who add more and more clutter to the sleek and beautiful iPod box, remind me of job seekers who feel they have to tell employers everything about themselves when they write a resume. If you're not having any luck with your resume, watch this video and then go back to your resume and try stripping away the clutter.

Corporate Gatekeepers-- the good part

Mention the word gatekeeper and the image of godzilla with a club is more likely to pop into mind than a friendly ally ready to take your order. Everyone has had bad gatekeeper encounters, but that doesn't have to continue. Turn this inside out and look at role of triage agents from a different angle, you can actually see opportunities to convert them into your helpers even while assisting them to do their job and please their boss. What are gatekeepers there to do?  Not only keep out obviously unwanted inquiries, but also to select those making requests that have potential value. Here's your chance to get the welcome mat spread-- present a value proposition that unmistakably intrigues the gatekeeper, encourages them to let you pass and convinces them you are a "safe bet." It's not just what you say but how you say it. In a recent interview with Peter Clayton at LandedRadio, I described techniques to build confidence and enhance gatekeeper interactions.  I actually enjoy the process of winning a gatekeeoer's approval because it gets me that much closer to connecting with the person with whom I need to Network Purposefully establishing a relationship that will produce leads to unadvertised jobs. So don't shy away from meeting strangers, they could be your new friend or your new boss's administrative assistant.

Beyond the Resume

Seth Godin points to a great example of proactive career marketing. Now THIS is what I'm talking about! Jeff Clark has created his own web portfolio and - while his grammar may not be the best, and his web design skills may need some polishing - I don't actually think it matters all that much. Because Jeff's website is smart, funny and full of personality.

If I had to choose between Jeff or one of the hundreds of people who start their resume with "Objective: To contribute my organizational skills to a growing organization," I'd choose Jeff every time.

If you don't have web design skills, and can't afford to hire a designer, I wrote here about the possibilities of Squidoos lenses for job seekers. (Coincidentally, Seth Godin is the founder of Squidoo).

Want to be in Money Magazine?

I got this email today from Janet Paskin, who writes for Money Magazine:

"We are looking for folks between the ages of 40 and 60 who have taken steps to shore up their job security. Maybe you've switched jobs, changed industries, or repackaged your skills to get yourself a more stable gig; maybe you struck out on your own or modified your current job to make it more secure. If you fit this profile, shoot me a brief outline of your story via e-mail ([email protected]) and include a phone number and photo. I'll get back to you quickly."

So, if you have an interesting story, get in touch with Janet right away. She's looking forward to hearing from you.

Lying on Resume: Hiding the Elephant

Today's paper carried the story of the "resignation" of RadioShack CEO David Edmondson following the recent discovery that he had lied about his educational credentials on his resume. We hear about these incidents from time to time, when they involve high-profile people (coach at Notre Dame) or top executives at well-known companies. But the sad truth is that MANY people lie on their resumes.

My theory on why they lie is that they feel insecure about some aspect of their background (often it's education). To them, their perceived lack is enormously obvious - an elephant, if you will, that they fear will completely disqualify them for the jobs they are seeking. Thus they try to disguise it (that's OK) or cover it up by falsifying credentials (that's not OK).

It's true that many recruiters and resume screeners will use "lack of education" (or lack of some other specifically stated qualification) as a screening-out tool. But if you're concerned about this possibility, consider these strategies:

• Don't rely on recruiters and ad responses as your primary job-search strategy. Use network connections and referrals to make contacts at your target companies; set up meetings to learn about the company's challenges and how you can help. In other words, be more than a "job applicant"; be a "business solution" with more than enough ROI to justify the company's investment.

• Be sure your resume, other marketing materials, and all of your marketing messages focus on what you have accomplished and what you're capable of doing. As an executive, you have a track record of 15, 25, or more years that has much more value than a degree you earned at age 22.

• Be confident in what you do have! Most people who lack confidence feel that their perceived shortcoming is screamingly obvious to everyone, because they themselves are so focused on it. Usually it's not that noticeable or is a small blip (rather than a large elephant). Lead with your strengths and be ready to discuss why you don't have a degree, if asked.

Lying on your resume can come back to haunt you - sometimes even many years down the road. Don't fall into that trap. Instead, reduce the issue from elephant-size to normal proportions and don't let it stall your search.

Take Charge!

I recently completed a number of free resume critiques for senior executive job seekers. Prior to receiving their critique, each person filled out a questionnaire in which I asked about their job search strategy. Out of 40 job seekers, over half had a strategy which consisted of posting their resume online and waiting for a response. And waiting. And waiting.

I gave them all tips for rewriting their resume, but unfortunately, my advice won't help those people at all because they're going about their search in the wrong way.

I firmly believe that job search has changed forever. The Internet made applying for a job so easy that companies and recruiters were forced to adopt technology designed to weed out resumes before a human being even sees them. I used to use a system like this when I worked in HR. They're great for busy HR folks and recruiters, but horrendous for job seekers. As are online resume databases.

It's just so passive to put your information into a system and then wait to see if the system selects you as a possible match. Who wants to be at the mercy of a computer?

So the next time you plan on spending an hour adding your resume to online databases, or applying through web-based systems, DON'T! Use that time for something more productive, something that can help you take charge of your own future. Here are some suggestions - but I'm only skimming the surface here so feel free to add your own ideas:

• Network - still by far the most effective method of finding a new job. What can you do to strengthen or revive your network?
• Brand Yourself Online - establish an online presence that allows you to demonstrate your expertise and knowledge. It can be a web portfolio, a blog, a Squidoo lens, a Linked In profile, or all four and more! By establishing yourself as an expert in your field, you may one day eliminate the need to ever look for a job again.
• Research and Target - use the Internet to research and target companies (and recruiters) who may be interested in someone like you. Blanket email campaigns don't work (and just annoy recruiters) but targeted ones have a much higher chance of success.
• Go Beyond the Posting - See a job you really want? Apply online as instructed, but then do more. Find out who's hiring and try to network your way to a personal meeting. If not, try finding someone else who works there via networking sites like Linked In or Ryze. Be aggressive in going after what you want.

Challenge: What else can you do to move from a passive to a proactive approach to your job search?

Gambling on Your Future

This week a client came by my office (a rare occurrence in these days of virtual services) to pay me in cash (an even rarer occurrence).

Turns out, he recently won nearly $10,000 at a casino. He's using his winnings to pay all of his expenses and avoid dipping into his financial reserves during his period of unemployment.

This got me thinking about the "gamble" of hiring a coach, consultant, writer, agency, or other partner during the career transition process. Some executives shy away because it's not a sure bet - no legitimate career service will guarantee you a job. But instead of thinking about the cost/possible loss, think of it as a risk/reward calculation. What are the LIKELY benefits? Can you cost-justify the investment based on a quicker return (speedier process of finding your next job)? Be clear on the deliverables that you'll receive, and before gambling a dime, investigate the background/credentials of your potential partner.

All in all, I think you're better off investing in your future than wishing and hoping for a Vegas payoff.

Powerful Career Writing Gets Results

"The art of communication is the language of leadership." - James Humes

The ability to communicate well is a clear differentiator in executives' job search and career success. Adapt these six steps to see your written communication skills soar and your “career capital” climb.

Dig to differentiate: Dig deep to discover the talents and accomplishments that define you. Wow your reader with your past and your potential!

Distinguish to create attraction: Leverage your differentiation (your personal brand). Answer the question “Why should I hire you rather than another candidate?”

Dollarize value: Prove that you can create profit, cut expenses, increase efficiency, motivate excellence, deliver new systems, or do many other tasks that impact profitability or revenue generation.

Deliver a picture of potential: Take your differentiation and dollarization components and put them together to create a “picture of potential” to demonstrate that you can do similar great things for the decision-maker’s company or organization.

Doodle to develop delivery devices: Play with ideas for formatting and messaging career communications. Question yourself: “Is the format delivering my message in the most compelling way possible? Is the document inviting and easy to read?”

Dynamite what doesn’t work: Mark Twain said, “I didn't have time to write a short letter, so I wrote a long one instead.” Take the time to edit and dump what doesn’t work. A near-obsessive attention to detail makes the difference between mediocre and magnificent communication.

It May Seem Obvious but ...

Anthony over at Recruiting.com received a resume last week without a phone number. I'm seeing this more and more frequently with young job seekers - they forget that the people doing the hiring are old enough to still use telephones.

It's way too hard already to get someone to notice your resume. PLEASE make it easy for those who show an interest.

Wrangle Multiple Interviews With Ease

"I talked with eight different people at two companies," said one executive client. "Is this common now? I was whipped by the time I got to the last couple." Seems the higher up you go, the greater the amount of decision makers involved.

Here are quick tips to handle the herd of interviewers, without getting thrown off your feet.

1. Research the company. Know the product or service inside and out -- and how your skills will be of value.
2. Contact a company insider to get a feel for the people you may be meeting.
3. If you get names from your insider, Google them to find out more information.
4. Get a good night's sleep before the interview and eat breakfast the day of your interview -- in case you are interviewing nonstop. You don't want to faint from hunger.
5. Bring at least 10 resumes so you can hand out good prints to your interviewers. Retain one for yourself -- in case they grill you on each point.
6. Take notes. Get names and titles of your interviewers.
7. Send each different interviewer a personalized thank-you note.