References are Golden – Handle with Care

Referrals open doors.  References get you invited in!

References are golden.  Treat then like the gold they are! 

In an article entitled Referrals are Golden – Handle with Care I noted that referrals can open doors that might not be opened any other way.  Once opened, references can get you invited in!

References should be handled with care.  Names and phone numbers should not be given out indiscriminately.  Once handed out, this information subjects your reference to being called repeatedly for reference checks, whether the hiring firms are actually serious about hiring you or not. 

The downside of handing out your reference list too casually
As I review resumes and meet with job seekers, I continue to be amazed by the casualness with which job seekers treat their references.
  -  Reference names and contact information are plastered on the bottom of resumes, and handed out whenever, where-ever.
  -  Applications request the names of references before you have even had an actual contact with the hiring firm.  
  - And, companies, faced with mountains of applicants for limited positions, can use calls to references as way of weeding out candidates early in the game.

While your reference has graciously agreed to support you, if contacted too frequently, and bothered once too often, their enthusiasm for you may dwindle.  The downside  --  When you are finally interviewing for your dream job, your reference, now being called upon for the 7th or 8th time, may be a little less enthused about and enthralled by you.  You want to take pains to prevent this from occurring.  You want to be careful to ensure your reference remains highly supportive!

Protect your references
(A)  Delay.  You don't want your references called too early or too frequently.

1. When asked for a list of references before you or the company have enough information to even gauge if there is a real possibility of your becoming an employee at the firm, DELAY.  
2. State: "At the appropriate time, a little later in the process when you have both had a chance to learn about each other, and determine if there is a possible fit, you will be happy to supply a list of your references --  your Annotated Reference List."

(B)  Secure multiple references.  You can also protect your references by having a substantial number to choose from.

1. By identifying about 6 - 10 individuals who agree to support you, you can choose which references to list for various opportunities.  
2. No one gets called too frequently.

Treat your references like the "gold" they are!  Protect your references from being overused and abused.  When the time comes to supply a reference for a job your are truly excited about, you want to ensure that your reference is still excited about you.  Remember,  a referral may open the door, but a great reference can get you invited in!

For a downloadable template, click on the tab Tools You Can Use.  
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Stand Out From the Crowd with An Annotated Reference List

When asked for references, most job seekers just plunk down a list with a few names, e-mail addresses, and phone numbers on it.

It meets the request, but it's nothing special.  

It certainly doesn't make a job seeker stand out from the crowd. 

Stand out from the Crowd!

But, you can stand out from the crowd by supplying an Annotated Reference List whenever you're asked for references.  It not only meets the request, but exceeds it.  That's an advantage for you!

"Can you provide me with a list of references?"
Many times throughout a search for a new position, a job seeker will hear the question:  "Can you provide me with a list of references?"  This generally occurs when a prospective employer is seriously considering a job seeker for a position, but, in today's highly competitive job market, it can occur earlier in the process.

Generally, the job seeker responds with an e-mail or typed list of names.  While this response “technically” meets the request, there is a better way that will show you to be highly responsive, and a top notch candidate who goes the extra mile!

                              The big mistake many, if not the majority of, job seekers make 
                             is to underestimate the importance of the Annotated Reference  List.                   

Demonstrate that you are the superior candidate
If getting a job today is about demonstrating that you are the superior candidate  --  and it is!  --  , then everything you do should reflect you as the top candidate who goes the extra mile.  As the song says, "Every step you take, and every move you make," should make that statement. 

So, consider every interaction with a prospective employer, even something seemingly as small as a list of names, as a step along the path to your next job.  Every step should move the action forward!

Put your best foot forward
Anything you submit to an employer should show you in your most professional light.  Your reference list is no exception.  So, rather than plunking down a list of names on an e-mail or a piece of paper, why not prepare a professional looking annotated list of references that not only looks good but prepares the employer to have the most productive conversation with each of your references!

An Annotated Reference sets the stage for the conversation that the employer will have with your reference.  It does more than show the name and contact information of your reference.

(1)  It describes the nature of your professional relationship (manager, colleague, team member, employee, vendor, association member, etc.), preparing the reference checker to have a more productive conversation by asking questions relevant to the role he/she played.  Questions to a manager are different in nature than questions addressed to one who knew you as a co-worker.

(2)  It notes the type of areas of your competency that the reference can speak most knowledgeably about, therefore subtly directing the conversation to areas that you want your reference to discuss.  If a reference worked with you in sales, the reference checker can ask about that area of competency.  Similarly, if he/she was a vice president, who oversaw your work as a department manager, the reference checker can ask about your managerial capability.

(3)  It saves time.  The reference checker can immediately ask relevant questions.

 Here’s how to prepare your list:

Steps in preparing Annotated Reference List

 ___________________________________________________

Step 1: Show your brand 

Use the same heading information and format on your reference list as you have on your resume.  This is your brand.

Full Name    (as it appears on business card)                           e-mail address
Profession -  use generic title                                                        Phone # 
Physical Address - optional                                                           Linked In
Website address - optional

Note:  This is your Brand; use the same header as appears on your resume, marketing plan, cover letter.

_________________________________________

Step 2:  Title the page

Annotated Reference List  

(generally centered on page)

Step 3: Select the references

List 4 references.  Employers generally ask for 3 references.  If you list 4, then if one reference is unreachable, the employer still receives the amount of information he/she is seeking.  

Step 4: Show the current contact information 

Full Name of Reference, with credentials
Title
Current Phone #
Current e-mail address

Step 5:  Describe the relationship

Short paragraph (5-10 sentences) describing in what capacity the reference knew and worked with you (supervisor, employee, team member, colleague, etc.).  State the type of work you performed that the reference is knowledgeable of and can speak about.  Note which of your abilities, or competencies, the reference can talk about.

This short paragraph serves the purpose of providing a guide for the reference checker, showing him or her what aspects of your work the reference can discuss, saving time and leading to a more useful conversation.
 
For a downloadable template, click on the tab "Tools You Can Use."  
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

If You’re Not Moving Forward . . . . . You’re Falling Behind

Looking for a job is all about sales  –  You know that by now, if you have been looking through the articles, tips and tools offered via our AJC – Career Strategy website.  And you know that sales is a very action-oriented profession.  To make a sale, the smart sales person knows that every action they take, and every activity they engage in, should count toward moving them closer to achieving their goal of making the sale.  In other words, If You’re Not Moving Forward . . . . . You’re Falling Behind!

It is no different for the job seeker.  With every action you take, and every marketing tool you create, you are:  (1) Selling yourself  –  your skills, your experience, your attitude, your aptitudes, and your competence, and (2)  positioning these as of potential benefit to a prospective employer.  
In sales, every action you take either moves the action forward or backward.  If what you’re doing isn’t moving your “sale” forward, then you’re falling behind. 

Any communication should move your search forward
In the case of a job seeker, or an employee seeking to change or expand their role, this means that in any communication you have, its effect should be to move your search forward.   Any marketing material you send should provide the information needed to show you to be a qualified candidate, and suggest or request, as appropriate, the next step.  Every interaction with every prospective employer and network contact should demonstrate your competency in your profession, illustrate how you could benefit your next employer, and confirm the next step in the process.

Your marketing materials need to be strategically crafted to move your case and your cause forward.  They are a complex and comprehensive set of materials, as illustrated by the requisite list below:
(1)   Resume. . . 
(2)   “L”vator speech. . .
(3)   Business Cards. . .
(4)   Reference List. . .
(5)   Marketing Plan. . .
(6)   Portfolio. . .
(7)   Networking Plan
(8)   Linked-In Profile
(9)   Cover Letter Template
(10) Thank You Letter Template
(11) Follow-up strategy

Your interactions with prospective employers and network contacts are every bit as complex and comprehensive as your carefully crafted marketing materials.  They should always result in your leaving the interaction knowing the next step.
(1) Interview - Candidates all too frequently leave the interview without asking “What’s next?’ and then sit and wonder for what seems like an eternity to hear back from the employer.  Instead, be proactive and ask what you can expect.  Leave every interview clearly knowing what the employer intends as the next step.  Here are some clarifying questions to ask:
    - Will you have an additional interview? 
    - Will the employer be checking your references? 
    - Are there additional candidates to be interviewed following your interview? 
    - When might you expect to hear from the employer? 
    - Do you need to supply any additional information from you?

(2)  Networking Meetings - Leave any networking meeting with more information than you had before it started.  Too often, job seekers spend way too much of the meeting talking and not enough time listening and ferreting out information.  Remember the 40% - 60% guideline, and spend no more than 40% of the time talking.  Your goal is to learn from your contact and you can’t do that if you’re doing all the talking!

In a networking meeting, provide enough information to give your contact a clear picture of your competencies and the types of benefits you can provide to an employer.  Then ask:
    - What are some good companies they your network contact may be aware of that you should look into?
    - Who are some helpful people in their network that would be good for you to talk with?
         -  Would they refer you to their contacts? 
         -  When might they do that so that you can follow-up?
         -  Or, would they prefer you make the contact, using your network contact’s name?
    - What are some professional associations they have found useful?
    - Are there some executive search or employment agencies they have found helpful?
Using this line of questioning can also be surprisingly effective in helping your contact think of an existing opening for which they for which they can refer or recommend you!

Move the action forward 
Effective sales people don’t make the sale by just putting some information out into the marketplace and hoping for the best.  They move the action forward with the intent of making the sale.  You, as a job seeker, are no different.  Make all your actions and interactions count as a step in moving you closer to finding the job you seek.
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

Vacation if You Must -- But Be Smart About It! Part 3 of a 3-part series

To Vacation or Not to Vacation ? . . . . .  That is a question that frequently comes up during a lengthy job search.  

If you do decide to take time away from your search, be smart about it! 
Generally, I advise job seekers to post pone taking a vacation or time away from their search if at all possible.  Why?   A job seeker runs a real risk to the productiveness of their search.

The cost of time away can be $$ that you don't get the opportunity to earn due to missed leads and opportunities while you're away.  The fact is that you'll never know exactly what you may have lost, but know you run a risk of doing so.  Time away slows your search, hinders your networking, and takes you out of your geographic vicinity if an unexpected interview happens to pop up!  Feeding your pipeline, the "life line" to finding that next opportunity, slows or stops altogether!

So, the best advice is to postpone your vacation until after you have landed your next position or role.  Then, with the stress of your job search behind you, you can truly enjoy your time away.

However, if you decide to vacation anyway, then, at the very least, be smart about it.  Put into place plans to keep your job search moving forward from a distance.

Here’s how to be smart about it:

1.  Research the area you’ll be visiting.  Identify prospective employers, staffing firms, and network contacts who can be helpful to you in providing leads to opportunities, whether in the geographic area of your vacation, or back home in your home town due to their long-distance contacts.

2.  Keep your search going back home.  Advise hot employment prospects that you will be out of the area for “ __X__” period of time, and attempt to step up your interviews.  Who knows -- faced with the pressure of your absence during a prospective employer's interview period --  you might get an offer using this technique, before you vacation (which is the best way to vacation, isn’t it!?!)

3.  Network from afar -- every day.  With today’s technology, you can network via your computer and phone from whatever corner of the earth you’re on.  Set aside a part of your vacation days – each day  – to stay in touch and connected with leads, employers, network contacts!

Using these three techniques, you can keep your search alive and moving forward during your vacation or time away.  
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub

The REAL Co$t of that Summer Vacation! Part 2 of a 3-part series

To Vacation or Not to Vacation ? . . . . .  That is a question that frequently comes up during a lengthy job search. 

It can be a challenge to keep your search moving forward when the people you need to meet and network with are unavailable.  People in the companies you want to meet are on vacation.  That interview you’ve been patiently waiting for is delayed by a vacationing member of the interview team.  A referral you’d like to meet and network with is . . . you guessed it . . . on vacation.

What do you do?
Might as well take a week off and go on vacation too.  After all, it’s only a week!
Right?
Wrong?
Why?  Because when it comes to vacation - 1 week = 3 !

In reality, when you take a one-week vacation, that week off  –  and away from your search  –  will actually cost you three!  Yes, that's 3 - weeks away from your search.   And, probably more!  Why?  Think about it.  Recall vacations you've taken in the past:
1.  First, there is the week before your vacation that you spend thinking about, planning, and getting ready to go on vacation.
2.  Second, there is the actual week of your vacation - your time away.
3.  Third, there is the week after your vacation which you spend trying to get back into the swing of hunting for a new job.  This week becomes a mixture of recalling your vacation's highlights  --  "Hmmmm.  ..last Tuesday I was . . . " and trying to rev your search back up.  Unless you set appointments for the week of your return, prior to your departure, you are back in the loop of trying to connect with your network and settings appointments for the following week or next.  Anyway you look at it, a lot of time can be lost.

In addition to the time lost from your search, other phenomena can also occur that is detrimental to your search for a new job or role.
1.  You get out of the habits of productive job search.   You put into place habits to organize your business day and it's been a struggle to:  get up at 6:00 am., be at your desk at 8:30, identify your 2 -3 networking calls the night before so that you have 3 network contacts ready to contact each day, etc.   But you’ve done it!.  However, take time away from these productivity habits, and you find they’re easy to lose and hard to regain.

2.  You begin to fall off "their" radar screen!  How?  You haven’t been in contact with "them"  -  your network.  When they don’t hear from you, every 3 or 4 weeks, they assume the obvious: “You’ve landed your dream job," and they don’t need to worry about you any longer - at least in the context of assisting your search.

3.  And, the big, big co$t –  your pipeline dries up.  Minus your daily networking activity, new leads to both jobs and people dry up.  Upon your return to your job of finding a job, while not exactly starting over, you do have the “dry spell” of no or few appointments and interviews while you pump up the pipeline --  again.

So, to vacation or not to vacation?  Think about the cost to your job search in taking that time away as you decide if time away is worth the cost. 
For additional information on marketing yourself and your capabilities, please refer to the many articles found under the Articles tabs of the AJC–Career Strategy website.
 ____________________________________________________________________________

nancy@ajcglobal.com              www.ajcglobal.com             AJC - for Your Career Path

  Linked In:  www.linkedin.com/pub/nancy-c-gober/6/14b/965        

Twitter:  @AfterJobClub