What Recruiters Want From Job Seekers

As a part-time recruiter, I look for very specific things - the vast majority of which is overtly stated in the posting while other things are less tangible and more difficult to articulate or quantify. Professionalism, presentation, good writing skills and genuine interest are also a measure of whether the individual will be the right fit for the job and company culture. I'd also like to "piggyback" on this notion and add a few points.

Candidates should also clearly identify the skills, knowledge and experience they bring to bear when communicating to search firms (which answers the question, "Why should I consider you as a serious candidate?"). In addition, candidates should clearly outline what positions they are targeting, their desired salary range, desired industries and desired geography.

I will hasten to add that receive many resumes and am surprised by the number that do not make the effort to include an introduction, but rather, simply attach their resumes and rely on the search contact to decide these things. This comes across to many recruiters as an impersonal "assembly line approach," lazy or otherwise does not portray the candidate in the best light. This results in the candidate being set aside for not investing the time and energy to demonstrate genuine interest in that opening by matching their skills to the job opening or job type. In short, the candidate has wasted an opportunity to put their best foot forward (and this may have future repercussions if that candidate plans to apply to other jobs).

I also have observed that some candidates do not understand how to work with search firms. Many jobs are posted as "Confidential" or simply advertised as blind (without divulging the employer's identity) due to a variety of reasons. Most times, a search firm is contingently engaged, meaning that they do not get paid by an employer unless they successfully place a candidate. Unlike retained search firms that get paid regardless, contingent search firms "protect" the anonymity of the employer as their livelihood depends upon it. I have had two prospective candidates ask me where the job is located and who the employer is just this past week. I have also had candidates apply to or otherwise contact a company once they've learned who the employer is. A few did so innocently, yet, this can create issues as many employers will not touch that candidate if their is a lingering question about whether they came directly or first learned of the position through the search firm. Some employers have excellent relationships with their search partners and want applicants to come through that channel while others want to save money and have the internal resources and time to sift through resumes and screen candidates. Many candidates do not understand this. As a general rule, although employers prefer to save money, some simply do not have the bandwidth to cope with the onslaught of resumes, even if they start out thinking that they can. I am frequently brought in as a consequence of this.

Lastly, candidates should bear in mind that not all search firms or employers have the most updated version on Microsoft Word. They attach documents such as .docx formats that cannot be opened by many. With the deluge of resumes received, most employers and recruiters will not take the time to circle back with such prospective candidates. This simple tip can help keep candidates in the game.

I hope this assists the many jobs seekers out there to best position themselves to land their next great job ... sooner than later!

A Tip on a Best-Kept LinkedIn Secret: The Benefits of Joining Groups

For those of you who have been beating the bushes and are discouraged because you are seeing the same jobs everywhere you look, if you have not already done so, sign up for as many groups as possible (you can now join 50). LinkedIn now allows "Open Groups" and also offer "SubGroups" that do not count against your total limit of 50. Using Groups may be one of the most critical uses of your time and if done diligently, will be key in your job search efforts.

1) Uncover hidden jobs: Employers and search firms post their jobs free on LinkedIn groups. The competition is lower as many jobs are not widely advertised elsewhere (or at all). This is especially true of contingency search firms who operate on 100% commission and are trying to keep their costs down. LinkedIn or other social networking sites are often the only way to spread the word about open jobs.

2) Access to many more LinkedIn Members: When you join a group, you have the option of de-selecting a box that allows other group members to contact you. Most of those who join groups do not UNclick the box. This has a two-fold benefit:

a) When you do a search by people or company, you can freely send in mails to other group members who have not UNclicked the box. These in mail messages also allow you to write slightly longer messages (as opposed to "Get introduced to others"). In addition, if memory serves, you can only get introduced to up to five new connections at a time.

b) Those in your group show up as 1st degree connections. This may be a flaw on the Linkedin system, but if so, it provides an advantage.

c) It is easier to connect to those already in your group. Carefully do so by referencing that you share a group. Be mindful that it is better to do this after you have shared something in common such as attending a group function or commenting on the same discussion. BEAR IN MIND THAT LINKEDIN ONLY ALLOWS 5 "Don't Knows" BEFORE THEY SANCTION MEMBERS.

d) The more members you are connected with (in your Connections Tally), the more searches you will turn up in. When employers and search firms do searches, in addition to searching on keywords (those in your headline, in particular), since Linkedin only returns 300 searches at a time (unless those searching have a premium membership for which they pay and receive more results), the more people you are connected to, the greater the potential for the results you desire.

3) Some groups offer networking groups (phone or local face-to-face meetings) that may prove to be useful in your job search. At a minimum, you can connect with others who are in transition and make valuable friendships.

4) You can start a discussion and establish visibility and credibility as a subject matter expert.

5) Free Advertising: You can also start a discussion to promote yourself and spotlight some of your key skills. (This can be used IN ADDITION TO your own status update bubble on your profile--another free commercial)

6) If you see a discussion about a job opening, you can reply privately to the employer/search firm that posted it. Even if the job is not ideal, you can leverage the opportunity to introduce yourself for future opportunities. Again - more exposure.

TO JOIN A GROUP:
Click on "Groups," then "Group Directory," then type in relevant keywords to find groups that are geared toward the career you are in, the career that you are hoping to be in or other groups that will provide you with the right networking ideas and/or people. Good luck!

Question About LinkedIn and Companies You Have Worked For

How do you handle the Experience section of your LinkedIn profile when there is more than one name for your company in LinkedIn?

Ex: I worked for Maersk Inc. However, there is also a Maersk Line. Some of my recommendations come from Maersk Line. I have been including both companies in my experience, but this looks extremely unprofessional. This is true with more than one company on my profile. In some instances the names are not even close because the parent company's name is completely different.
You can check my profile to get a better understanding.

Anyone have this problem as well?

Thanks and God Bless,

G

Dear G:

From my standpoint, the name of your company, parent company and any subsidiaries with that root name (Maersk) is so unusual and distinctive, that it would not have raised an eyebrow at all. There are many companies such as Proctor & Gamble that have many brands under them that are totally different than the P&G name. If would not be unusual if you were in a position where you had visibility by these other entities, you might get a recommendation from one or more of these related companies that do not bear the same name as the actual entity you work for.

Moreover, I have been recommended by vendors, suppliers, ad agencies and others affiliated with companies for whom I've worked. The main thing is that they thought I was worthy of their recommendation and took the time to write one. If a prospective employer ever has a question about what my relationship was to these individuals at these other companies, then it's easily explained. I believe this would be the same in your case.

Another thing that sometimes occurs (especially in today's economy and it is prevalent in certain industries such as financial services), is that one company acquires or merges with another or as was the case with the company I work for, spins off from another company. More specifically, I worked for Cardinal Health for over three years, left, and after five years, returned. This was a "feather in my cap" and looked good on my resume, as this demonstrates that my prior employer valued my work enough to rehire me. Then Cardinal Health spun off to form CareFusion. Early on, it had no brand equity as it was newly-formed. Although it is a market leader today, I still note the original name (in a parenthetical like this) after "CareFusion Corp." so that it is clear that I was rehired.

Bottom line ... from my perspective, it does not look unprofessional or suspicious in any way. It may provoke a question from time to time, but I believe that you can easily address that. The important thing is to get as many recommendations from as many different types of work relationships (supervisor, head of department, peers, vendors, subordinates, co-workers, etc.) as possible.

I hope this helps put things in context and has ameliorated any concerns you have.

M2

What Pointers Can You Offer for a Telephone or Face-To-Face Interview?

This week, two clients asked me this, adding that they do not have ALL OF THE BACKGROUND required. Below is my combined answer.

1) Do your homework on the company/Be prepared: Research the company on their website if they have one. Use the information you found and weave it into the conversation to demonstrate your energy level and interest. (e.g., "I noticed on your website that you [FILL IN THE BLANK]." Then come up with a question such as, "What specifically are you doing to address that?")

2) Go to the library and look up the business on "ReferenceUSA." If you have a library card, you may be able to access this database from home (as you can in California, and even export a list of employers to an Excel spreadsheet).

3) Try to find out what their top 3 business objectives and challenges this year are. If you cannot do figure that out, simply ask them AS EARLY AS POSSIBLE IN THE INTERVIEW so that you can craft a few answers around those three things.

4) Type up your CARS (Challenges-Actions-Results) as a "cheat sheet," and highlight "trigger" words." Use this as a quick reference document during interviews. CARS are stories built around your best resume bullets (effectively-written resume bullets should contain the ACTIONS you took to solve a problem/address a task and the outcome/results (meaning, WHY you took those actions), or a few words about HOW you took action), so that your personality and style differentiate you from others. From there, you need to write add the "Challenge" piece which is the BEGINNING of the story. All good stories have a beginning, a middle and an end. Therefore, since resume bullets typically state the middle and the end, you need to be ready to explain the beginning circumstances (Challenge). If someone says, "Tell me about that." you should have the beginning of the story ready.

5) Have an "antidote" to any areas where you fall short in case they address them. For instance, if they want an MBA, are you willing to get one? That may make a difference. If they want XX experience, do you compensate by making it up in other ways, or can you take a workshop to get it or volunteer somewhere to fill that void? I told one client to go onto their website and download their software tutorial or free trial to at least be familiar with it. I also urged him to "Google" the topic AND go on www.youtube.com to see what videos may exists on that software.

6) At the end of the telephone or in-person interview:

a) Ask if there is anything that has not been covered that they have concerns about (any outstanding questions) in terms of your capabilities/ability to do the job. If so, address them on the spot.

b) Ask what their time horizon is for moving forward and what the process/next steps are.

7) If you can get in front of them, bring a 3-ring black binder (or formal portfolio from an art supply store) with work samples. This packs a powerful punch for the following reasons:

a) It will show you are prepared

b) It sets you apart from other candidates

c) It demonstrates that you care/want the job

d) It will aid in the decision-making process and the reference-checking process as you are supplying proof that you've done the things they need you to do

e) It will market other skills you have that they may not have thought about, but may need

f) It will reinforce your capabilities as they are SEEING work samples vs. just HEARING about them (most people process and retain information that is presented visually. (The ability to hear AND see improves their likelihood of remembering your unique talents)

g) It will calm your nerves and let you explain the events leading up to the development of that piece with confidence and passion as you point to something and take the attention off someone looking at you. Be sure to tell in "CAR" (a story) format how things unfolded, being careful to detail the thought process you engaged in to get from “Point A” to “Point B.” (Rehearse a few times with someone!!!)

Hope this helps others, too!

What Information Should You Include in An Exploratory Letter of Interest to an Employer?

A few weeks ago, a job seeker asked me the following, and below is my response.

(From LL)
“I have been given names of a few companies that I am interested in exploring. At the moment I do not have any contacts that can walk me in the door, however, I would like to send out exploratory letters. Would you briefly give me an overview of what should be said in this type of letter. Once I have a general gist, I will be able to create something in my own words.”

(My response)
Start your letter with a genuine statement of interest in the company to which you are writing. An example of what you might say is, "I am a job seeker in transition, and have been researching employers that I would like to work for, and COMPANY NAME is a company in which I have a strong interest." If someone referred you to a specific contact, be sure to mention that in the first sentence, ideally. If you don't know the name of the head of the department, try calling the receptionist (if there is one) and indicate that you need to direct something to the head of (MENTION DEPT.), and would like that person's name and title. If you cannot get a contact name, simply address your letter to "Director of ENTER DEPT. NAME"). Just remember, if you hear back from the company and are asked why you were specifically interested in working for them, be clear and prepared to share what attracted you to them. An exploratory letter should contain a list of the best skills and experience you have to offer. Ideally it should comprise the type of background employers seek most today. If you're not sure what skills and experience that you possess are the most marketable/in demand, simply pull three to five job postings and circle or highlight the words that represent skills and work style attributes (e.g., organized, team player, detail-oriented). You will begin to see common skills/attributes when you do this. It should also provide a summary paragraph of who you are professionally in terms of a general title, number of years of experience, possibly industries or companies you've worked for, etc. It's a snapshot to "frame" your background. Many job seekers reword the summaries on their resumes and use that as the frame. It all works!

You should also provide a paragraph with "warm and fuzzy" personality and work style attributes. For example: "I am detail-oriented, analytical, excel at problem-solving, and possess solid interpersonal and team-building skills. In addition, I am highly organized and have built a reputation for possessing a strong work ethic and "do what it takes" mentality. My references will confirm that I readily and willingly take on new challenges and within relatively short periods, rise to meet and exceed stated expectations.

Also, it's best to close the letter by stating that you plan to follow up within a week at which time you hope to arrange a mutually-convenient time in which to discuss how your experience can benefit COMPANY NAME. If you do this, be sure to follow up within a week! Create a simple log spreadsheet to keep track of who you said you would follow up with, the date of follow up and the outcome and any next steps. If any one needs a sample log that's ready to go, please comment and provide your email address.

Cover Letters that Intrigue/Compel Hiring Managers to Call You – EVEN Against the Odds

One outgrowth of today’s tough job market is that job seekers are rethinking their careers and more than ever before, are open to changing careers, pursuing careers they’ve only dreamt of, retiring early and doing part-time work, or taking positions that are lower level/lower paying than ones they’ve held in the past. In terms of taking lower level/paying positions, those who are able to do this may have different reasons for doing so. For some, it is out of necessity; they need income immediately and are willing to take less pay. Others are seeking less responsible jobs in exchange for a better quality of life.

The question is, “How do you get the attention of hiring managers and get them to seriously consider you when you are overqualified and/or are accustomed to a higher level of pay?” Part of the answer may lie in trading places with the hiring manager, and considering what it would take to convince YOU that the job seeker was serious about taking a lesser role. Also key is your ability to write a compelling, logically laid-out letter that comes across as sincere/genuine and matter-of-fact.

Today’s hiring managers have less time than ever before to make critical hiring decisions. The last thing they want is to hire someone who is highly skilled for less pay (which, on the surface may seem like a positive achievement for them in terms of their negotiating “prowess”), and risk that the new hire will be “jumping ship” as soon as a more suitable and/or higher paying job comes along. YOUR job, therefore, is to influence them to consider you, despite their concerns that you are only interested in the job until something better comes along, and instead, to ameliorate their concerns. Here are some ideas you might incorporate in your letter.


Dear (hiring manager name, if known; otherwise, “To Whom it May Concern”):

I am writing to express interest in your JOB TITLE opportunity. (NOTE: IF SOMEONE REFERRED YOU, BE SURE TO STATE THIS IN THE FIRST SENTENCE OF YOUR LETTER, IDEALLY. FOR EXAMPLE: A FORMER COLLEAGUE OF MINE, JOHN JONES SUGGESTED THAT I CONTACT YOU REGARDING THE JOB TITLE OPPORTUNITY AT COMPANY NAME.)

I am a(n) INDUSTRY OR JOB CATEGORY TYPE (e.g., ACCOUNTING) professional with over XX years of (SPECIFY EXPERIENCE TYPE IF YOU WISH AND SEPARATE WITH COMMAS, IF APPROPRIATE) experience in a variety of companies. Given my depth and breadth of skills and strong work ethic, I have a great deal to offer the right employer. After researching your company, I genuinely believe my background is well suited to your needs and can be of immediate value.

Outlined below is the background that I believe is most relevant to your needs:
* (List 4-8 bullets that tie to the opportunity, using their keywords to demonstrate the match)

Although you will note that I have held somewhat more accountable roles in the past, at this juncture in my career, I am more focused on work life balance and quality of life. I therefore am purposefully identifying opportunities that will address my needs while allowing me to optimally contribute to my employer’s business objectives in a very meaningful way.
NOTE: IF YOU RECENTLY RELOCATED, YOU CAN USE THAT AS A NATURAL TRANSITION AND WEAVE IT INTO THE ABOVE: I recently relocated to the area, and after reflecting on what is most important to me and factoring in the unique skills and abilities that I bring to bear, ... (etc.)

I am detail-oriented, analytical, excel at problem-solving, and possess solid interpersonal and team-building skills. In addition, I am highly organized and have built a reputation for possessing a strong work ethic and "do what it takes" mentality. My references will confirm that I readily and willingly take on new challenges and within relatively short periods, rise to meet and exceed stated expectations.

I will follow up within a week at which time I hope to arrange a mutually-convenient time in which to discuss how my experience can benefit COMPANY NAME. In the interim, if you have any questions, please do not hesitate to contact me at XXX-XXX-XXXX or by email at EMAIL ADDRESS.

(Please refer to my related post on cover letters for additional insight about what content to include.)

Seven Ways to Improve Your Chances of Landing the Job

There are a number of things you can do to set yourself apart from others, and increase your changes of getting the job.

1) Prepare yourself for the interview.
a) Research the employer's website and familiarize yourself with their products and services. Also read their recent press releases/new updates. If possible, review their financial reports (or ask others for help) to interpret the financial health of the company. Whenever appropriate, weave into the interview questions that relate to the research you did. This will demonstrate genuine interest as well as make a positive impression on the interviewer that you've done your homework. All things being equal, it just may be what sets you apart and lands you the job.
b) If the company does not have a website or information is limited, do a search in your favorite browser for "Company name goes here" and "SIC code." An SIC code will give information about this company within their industry classification, and sometimes will address who their competitors are and/or will connect you to other info.
c) Use the Library's subscription to "ReferenceUSA," an online database of corporations in the US.

2. Bring visual aids!!! Most of us process and remember information that is presented visually. It is always best to show and tell about yourself for the following reasons:
a) You clearly come across as prepared and professional.
b) You can tell stories about your visual aids that demonstrate your unique work or management style.
c) If you tend to be nervous, having something to point to and focus attention away from you and on to something that the interviewer can evaluate may reduce your anxiety.
d) Bringing in something visual provides two inputs of information (seeing and hearing about your skills) making the interviewer more likely to remember your unique skills. If the interviewer actually asks to see something, that's a tactile input. Touching something that you've done further reinforces the likelihood that they will remember your strengths more clearly.
e) When it comes time for the interviewer to evaluate your skills against other prospects, they will KNOW that you're capable of doing the job because you've shown them proof that you've already done the job elsewhere. This is very powerful! It can also dramatically shorten the reference-checking process as the interviewer will have seen first-hand the quality for your work.

Note: Be sure to block/black out any proprietary information on writing samples or other reports being shown to preserve the confidentiality of info from former employers.

3) Ask thoughtful questions. In addition to the questions you might come up with as a result of 1. above, ask relevant questions about the company and/or departments most important goals for the next year and what challenges they are facing in meeting these goals. Tie them to what skills you bring to the table to help them meet those challenges.

4) Ask if there are any questions that you can answer relative to your skills that have not been addressed, but are important requirements of the job. I usually ask, “Given the requirements of the job, how do you see my background and experience stacking up?” Admittedly, it’s a bit bold, but often, you may learn that there is a perception that you’re missing something that can easily be addressed on the spot, better positioning you to get the job.

5) Ask what the timeframe is and what the next steps are in their process. This may give you a sense of how strong you may be at that point in time.

6) Always reiterate your sincere interest and excitement about the opportunity, and recap the strengths that you believe you offer for the position, and be sure to indicate that you look forward to hearing from them about your candidacy.

7) Follow up with a thoughtful thank you message by email or a handwritten note reiterating your strengths relative to what they viewed as the most important aspects of the job.