Job Search: Matchmaking is not paper-based

I just go crazy when I read blog posts like Seven Reasons Why IT Recruiters Instantly Reject Resumes.  I’ve seen so many of these types of articles the past two years.   With a scolding tone up front in the mix, they are written by (what sounds like) weary recruiters complaining about how candidates resumes are making their life difficult and getting in the way of their payday.  

This latest post is littered with pandering prose:

If a company is going to pay a recruiter a significant retainer fee, they expect a perfect match…

If candidate is in medical software development and the job is in financial development - the recruiter will not be calling...

Any good recruiter can find a candidate with that current familiarity…

Companies are not paying recruiters to help candidates transfer their skills from one field to another…

Although these statements are based in truths (you never want to give anyone a reason to reject your resume) – it is just looking at the problem the wrong way and it diminishes the extreme value that top staffing professionals provide the customer and the candidates.  

Even in tighter job markets like today – talented talent-finders remain as busy as ever.

Analog solution in a digital world

It’s no all about the resume.  Here’s 7 of my own points on the subject.

1. Let’s get something straight up front: Companies are not paying a “significant retainer fee” to someone to sift through a pile of resumes.  For that skillset – they get an intern.  I can search Linked In, too.
2. The most successful recruiters I have employed are relationship based for the long-term.  They maintain these relationships from job-to-job (town to town, up down the dial) with people.  They get to know both the hiring manager and candidates very well.  It’s those relationships (and not a bullet in a resume) that allows them to make the perfect match. 
3. Recruiters know their market.  They know which companies are hiring for what kinds of skills and who and where people that can do it are (or want to be).   If I need a UEX maven with Dreamweaver experience  – I know who to call today that knows where one is.
4. Successful recruiters rarely have carpal tunnel.  More time at Starbucks and less time in their cube or on the “interwebs” is how they roll.  They are constantly networking with candidates and hiring mangers alike (attending user groups, professionals association meetings, or breakfast meetups).  It’s all about eye-balling people more than resumes.
5. Good recruiters are creative and do not stick to absolutes.  They often (with great success) match companies and candidates that may not seem a fit on paper to one another.  We know culture/team fit can be as (if not more) important than some industry/technical experience (obviously to a certain point).  Numerous times – I’ve interviewed and hired candidates based on the recruiters recommendation that I “must meet Jill – she’s a perfect fit for your team”.
6. As with any service business,  if you are focused solely on cost - and not value to all sides of the transaction - you’ve already lost.    Even when I have worked at companies that had internal recruiters and had policies against “agency fees”, I still have employed outside recruiters for key positions if needed.  I say it all the time to staffing pros I work with:  find me the right person, and I will make the case to get the fee.  Finding the right people fast is a such a competitive edge that the ROI is an easy sell.
7. Top recruiters value both candidates and companies.  Why?  Well today’s hiring manager is tomorrow’s candidate and visa-versa.  If my candidate experience with you feels shopping at Walmart, I’m probably not going to employ you to find candidates for me (and worse yet – your candidates will not refer future hiring managers and candidates your way). 

Conjunction Junction – make that your function

If I was to sort and group my email Sent folder by Subject text, “30 Second World Famous Introduction” would be one of the most used texts.  I just finished sending another one of these networking “blind dates”.

I talked about this in a longer post in 2009 (20 Job Search Answers You Need To Know | #4 How do I start to network?) but I wanted to hit this specific topic again (because it is so important).

To quote that post (and myself): 

(Connecting people) is something I strongly believe in (and do at least once a week). This is all about hooking-up folks whenever you can - WITH NO STRINGS ATTACHED. Whether you call it pay it forward or Instant Karma (as I prefer to), connecting others in your circle expands your circle, too.  So if you know two people that could benefit from meeting each other – hook them up. 

I often hook-up people with my “Blind Date Introduction” email I am fond of sending (just did it last night). 

The email comes in 4 parts and goes something like this:

• The set-up:  Why I think you two should meet
• Person 1 Bio:  How I know you and why you are special
• Person 2 Bio: How I know the other person and why they are special
• Contact: Provide each others contact info with a note to contact the person (or not) as they both see fit

If you do only one thing in 2011 to grow your network – make connecting people that one thing.

Stop Asking Bozo Interview Questions

Let’s start with an admission: I have asked stupid interview questions.  I’m not proud of it. But now – I’m in bozo recovery.

Before recovery, the bozo question I often asked (that I nicked from another bozo) was, “if you could be on a cover of a magazine, what cover would it be”?  That, of course was before the TMZ, broadcast yourself on social media era). 

After a year of asking that question, I got some good answers (PM Network) and some answers that I didn’t know quite what to do with (Dog Fancy) .  But then -  I just stopped. 

No - I don’t find salvation from some great epiphany (or reading a blog post from a bozo like this one), I stopped because I realized that whatever answer they gave me to that question – it had no bearing on whether I would hire them (there were no obvious screen out answers like I want to be on Hustler magazine).

Hey man, Jaws was never my scene and I don’t like Star Wars

I was reminiscing about those Bozo Questions of Interviews Past after reading the CareerBuilder post Star Wars or Star Trek? Questions you just might hear in the interview .  It was all about bozo interview questions – with one being “which do you like better, Star Wars or Star Trek”?

Really?

In addition to the bozo question of the title – it offered up a few more:

“I was once asked what I would bring if the department had a potluck.” - Amanda L.

“What color is your brain?” - Connie B.

“Which Winnie the Pooh character do you relate with the most and why?” - Celie H.

“If we asked you to wear a bumble bee costume, walk around and hand out candy to employees, would you do it?” - Lisa M.

Oh boy.

I’ll add one of my own (that I witnessed):

“If it was a dark alley at night, and I was a little girl, would you throw rocks at me”

Can I throw them now?

Incoming (Prepare for the bozo, not the question)

The CareerBuilder post went on to offer some more great examples and some good suggestions on preparing (like bolt if they ask you an illegal question).  But really, I don’t think you can prepare for a question a bozo may ask.  You just need to be prepared for the bozo on the other side of the desk. 

That preparation looks like:

1. Prepare for what you can Get your ducks in a row for the questions that are legit (and you are likely to get).  If you’re not sweating “why do you want to work here?”, you’ll have more time to side-step the bucket of confetti when it comes your way.
2. Breathe  When the bozo question hits you – just breathe.  Take a moment to formulate an answer.  Really – the answer shouldn’t matter and probably won’t.  If your job hinges on “I like Star Trek because Tribbles are cute” – it may be best to move on either way.  Answer calmly and as intelligently as you can (just don’t say you like the Cardassians – or heaven forbid that you like The Kardashians).
3. Don’t answer wrong  Don’t miss obvious wrong answers.  If you are asked, “What outdoor activity do you hate the most?” – don’t answer fishing if there is a large, taxidermied carp mounted on a board behind the hiring manager’s desk.  No reason to give a bad answer when other good answers (Lacrosse) are available in that spot.
4. May not be a bozo question Some questions may just appear to be bozo-filled but may be legitimate questions.  If I ask you how would you get out of a stuck elevator, for certain jobs, that type of thinking may be important to know (your McGyverness if you will).  Based on your prep work – you should be able to deduce what they are looking for.

Outgoing (If you have orange hair, a bright red nose, and big floppy shoes and are asking the questions)

For those of you still asking the bozo questions:

1. Stop it Right now.
2. Don’t Be a Shock Jock You have heard it before, right?  I ask off the wall questions to see how people handle stress in their job.  BS.  You ask them because you are a bozo.  That’s artificial stress that likely has no indication of how they will handle real stress, or the real stress in the particular job.  You’re not probing – your dangling people (like Michael Jackson did with Blanket).
3. Don’t Be Lazy Devise your interview question that get you the answer you need.  Using our stress example above, ask some probing questions about how they handled stress.  That looks like this: “talk about a stressful project were you had to resolve the problem…how did you resolve it, be specific…give me an example where a resolution did not go well, be specific….).   That should give you a better idea on how they think more than the “Boo!” approach.
4. You’re not Zappos  Zappos is a very unique, very successful, and has a well-defined company culture.  So when Zappos asks a candidate something like “On a scale of 1-10, how weird are you? Why did you choose that number?” – they can use that information to evaluate candidates (and after reading Tony’s book, I bet the second half of that question is the more important part).  At your company, how weird someone is more likely will determine the size of their cubicle.  That brings us to our next point…
5. Be genuine  If your inquiry is on the edge of a bozo question (but you think it is important in the evaluation) put the candidate at ease.  Loosen the jar (not the one with the pop out snakes) and let them know it is coming.  If you’re not a bozo in the delivery, they won’t freak out and will be able to give you a more telling answer. 
6. Stop it I mean it

Tell us (Shameless plug for Comments)

Have you asked a bozo question?  What made you stop?  What is the oddest question you were ever asked?  What is the weirdest answer you gave?

Please – leave a comment (share the bozoisty).

Job Search Extra Point: Christmas Cards (The Most Networking Time of the Year)

I hope the reports of the death of Christmas cards have been greatly exaggerated (Are Christmas cards still relevant in a digital world?). There’s nothing quite like the thrill of a waxing gibbous mailbox this time of year with missives of good tidings from family, friends, colleagues, classmates, your local (authorized) Jeep dealer, and folks you can’t believe you ever dated from Christmas Pasts (or in some cases, Christmases Passed Out).

According to the aforementioned report, folks are going digital for the annual family update in a large part to be green and to a larger (more honest part) to save money. Not the kind of news that causes sugar plums to dance in the head of the US Postmaster.

But as the late Sonny Bono once told us, the beat does go on. So like the typewriter, phone booth and Oldsmobile before it, the snail mail Christmas card is on the endangered species list. Even me, the traditionalist crank on this topic, broke bad and went 60%/40% digital on the nearly 300 holiday wishes that I sent out this year.

But I come to praise the Christmas card – not bury it (that’s the second time I artistically bludgeoned that Shakespeare quote for my own purposes in a post).

So while they are still relevant, I’d like to share my favorite Christmas card story and of course, there’s job search/networking tie-in.

Do you see what I see (me!)

So if you’ve been reading these posts (or have ever talked to me for more than 15 minutes), you know I am very passionate (bordering on obsessed) when it comes to networking. One of the themes I talk about in my coaching sessions with my clients is you never know where your contacts will take you. To illustrate this point, I tell the “Christmas Card Story”.

A few of years ago (the picture gives a clue to as just when), I sent this Christmas card out. As is my standard MO, in addition to the normal family and friends circle, I sent it to former and current co-workers/clients. So it is always part glad tidings and part direct mail campaign (that decade of CRM consulting sticks with you).  Of course, for the business connections, I also tucked in my business card and a personal note.

This Lycra® heavy (I also have an Under Armour® obsession) Christmas card campaign did well that year:

• One former client who got the card needed some work done and was prompted to call and signed me with my new company (thanks Darren)
• Another former client – the Carolina Panthers - unaware I had moved companies, requested a follow-on bid to a project I had done for them at my former company
• Someone called me and offered me a job opportunity (even though I declined in the end, we had a few lunches and talked about it)
• And – oh yeah - I met my wife

All I Wanted For Christmas Was Not Even on the List

One of the places this aforementioned card ended up was on the refrigerator of a 75 year old, long-time friend of the family (that I have known all my life). Of all the people in the world I had (up until that time) pictured being a Yenta in my life, it was not Lauretta (being a devout Catholic does makes it hard to be a Yenta, I would think).

The story goes that my future wife (Sara) was visiting Lauretta during the Christmas season. Lauretta noticed her looking at my Christmas card on the fridge and hatched the eHarmony like plan. Although she had known both my wife and me for all of our respective lives, it was not until that moment (and opportunity) that the light went on.

Even more shocking was – when my Mother called her long-time bachelor son and started “Lauretta knows someone that…”, I didn’t hang-up the phone. But applying the advice I also give my job search clients (always go on an interview if asked – even if you are not looking) to my dating life, it translated to “take every blind date”.  At the very worst (I thought), it would be a 60 minute dinner and if it wasn’t a fit, no harm done (as my wife will tell you – I can small talk for hours, and hours and hours…)

Sara and I met up a few weeks later (after I returned from a business trip in the Quad Cities – a certain kind of Hell that cannot be explained if you have not experienced it) and the rest is history (not to mention matrimony).

Put one foot in front of another

So – let’s review the object lessons of this Christmas Story:

• Keep people advised of where you are and what you are doing.  In other words – if you are looking for a job, DON’T KEEP IT A SECRET.  Pride don’t pay the bills, Son.
• You want people that know you connecting an opportunity to you. Be that a job they just heard about, a good plumber that can fix the leaky sink or (in my case) even a mate.
• When opportunity knocks – you need to knock back. If someone sends you a job lead, your next steps are clear:
• First - thank them (and I don’t care if you had already seen it on Monster earlier in the day). It so rude to reply “yes – I already saw that”. That motivates people to not help you and it’s just tacky, Jethro.
• Second – if it is fit for you (even if you are happily employed), follow-up with it. Have coffee with the person. At the very worst, you might just have a new contact and peer in your field.  Or who knows, maybe even a date to the Sadie Hawkins Dance.
• And – if it is not a fit for you, pass it on to someone you know who would be a better fit (and is in need of a job).
• Make it your business to connect people to each other in this world. That’s how we get people working (and buying work boots). You never know where it may lead you.
• Birch trees are prone to disease and don’t live long (I had to cut down the one that is pictured).

Job Search Extra Point | Don’t Hide From Your Network (Destination Unknown)

Recently, I attempted to pass on two leads to folks in my network (one for a job and another for a business opportunity). I was unable to connect with either of these missing persons – so the leads went elsewhere.  These two examples illustrate a cautionary tale of thee proper care and feeding of your network.

The Tale of Vendor Gal

In this first case, I made a call to a contact at a company my company partners with. The phone call went like this (the names have been changed to protect the bozos):

Receptionist Boy: {ABC Company}, this {Receptionist Boy} can I help you?

Me: Good morning! This {me} from {my company}. Is {Vendor Gal } there?

Receptionist: [Nervous paper shuffling, followed by a very awkward and pregnant pause] One moment, I will connect you

Me: [Aside to myself: Well I don’t know what happened, but I sure know {Vendor Gal} had a bad day recently]

Unknown Person: This is {Unknown Person}, can I help you?

Me: [Aside to myself:  Maybe if I say the same thing again, this person will have a clue]. Good morning! This {me} from {my company}. Is {Vendor Gal} there?

Unknown Person: [another pause] {Vendor Gal} is no longer with {ABC Company}. I can connect you to {Another Person at This Company I Never Heard Of} who handles your account

Me: Sound good [as I feel like I just pressed Google’s Feeling Lucky? button]

Another Person at This Company I Never Heard Of: [VMM answers] This is {Another Person at This Company I Never Heard Of}. I am currently away from the….

Me: [Click…the sound of one phone hanging up]

Two things to note here:

1. If you have to lay off people at your company, I suggest maybe giving your receptionist person a script to follow (so I don’t have to endure two unnecessary phone transfers).  Be respectful to past and current employees as well as your customers
2. I think I need a new vendor for this particular partnership

Given that last point (that I am never calling back there), I thought perhaps {Vendor Gal} might be able to help me out with her new employer.  Unfortunately, I only have her company email and cell phone number in my contact list, so I headed to Linked In.

Two things I found out:

1. She hadn’t updated her Linked In profile to reflect her new status (whatever that might be)

2. Her contact email was her business email (which I am sure she no longer receives, but instead it is routed to {Another Person at This Company I Never Heard Of} – and that won’t help me)

Needless to say – we didn’t connect (and she lost the opportunity).

 

The Ballad of Contract Programmer Boy

The other Glengarry lead I had was for an awesome contract development gig. I instantly thought of my former colleague, {Contract Programmer Boy}. I tried to reach him by the last cell I had (disconnected) and the last email I had for him (bounce back).

So – what to do?  Oh – I know!  I headed out to Linked In. I found the email address on his profile was not only older than the one I had for him – but it was his work email from many years ago at company that no longer exists.

Needless to say – we didn’t connect (and he lost he opportunity).

Destination Unknown

Given these two stories, I’d like to pass on a helpful tip. Are you listening? Come a little closer, I’ll whisper it your ear. Ready? Here it is: IF I CAN’T FIND YOU – I CAN’T HELP YOU!

Said another way:

• You (hopefully) spent some time and effort building your network, don’t hide from it when you need it most
• As you make a transition in your career (voluntary or compulsory), make sure to let your network know where you are and what you are doing
• If you have a Linked In account, make sure you update it when you switch jobs (or as soon as you legally can if there are non-compete or severance stipulations). And ALWAYS use your personal email address. Never use your work email.

Or if you prefer, we can sing my advice:

life is so strange (Destination Unknown),
When you don't know (your destination),
Something could change (it's unknown),
And then you won't know (Destination Unknown)

p.s.  Vendor Gal and Contract Programmer Boy, if you think this post is about you, send me an email and let’s reconnect.

Job Search Extra Point | Don't take a holiday from job hunt

Great story in the Star Tribune today (there’s a clause you don’t hear every day) about NOT slowing down your job search during the last 45 days of the year.  Just like folks who delay their job hunt in the summer so they can hike through Yellowstone and find themselves, that is a HUGE mistake. I always say find your job, then yourself.

Some highlights from the article:

• Don’t buy the myth that companies aren’t hiring in November and December. That’s simply not true. Companies often gear up for a new fiscal year (with FTEs in their Christmas stocking)
• The article describes a woman who was applying for a retail job but refused to work Black Friday or weekends. Seriously? That’s your strategy?  Good luck with that
• The article also chronicles a person who would not take a 90 day contract because they wanted 6-7 days off at the end of the year. Guess what? Your competition will take that (and already did). Which would you rather have, 6 days off at the end of this year, or 365 off next year?

Don’t Stop Believing

I know it can be a very depressing time of year. It’s dark, it’s cold, and when you are unemployed and short on cash, the commercialization of the season is a constant reminder of what may not be in your stocking this year. That simply sucks. But muster some of that spirit of the season, and take the many opportunities given you this time of year (e.g. your wife’s office party) to meet new people.

As I mentioned in 20 Job Search Answers You Need To Know | #4 How do I start to network, focus on hooking up other people and helping them connect (conjunction junction that’s your function) with no strings attached. You’ll feel better, you’ll help someone out who may need a lift more than you do, and just maybe open a door for yourself. 

It’s a good read – check it out.

Job Search Extra Point | Are you ready or are you already sunk?

This morning I came across a startling headline from the Phoenix Business Journal in my Google Reader: Survey: Workers ill-prepared for job search. The article reported a Robert Half International survey that stated 44% of office workers have not updated their resume in more than a year.

HELLO?!?!?

I was quite astonished at this apparent apathy of the respondents. Have you read the papers, watched TV at all in the past 12 months?  Have you heard of the Lindbergh Baby Kidnapping?

Although I don’t think folks should panic (if they currently have a job) and run screaming into the night marking the doorposts of their homes with the blood of a spring lamb (Oops! Sorry - wrong holiday season).  But, if you’re sailing through icebergs in the North Atlantic on a ship made of iron (tortured analogy to the current job market), you might want a life jacket within arm’s reach.  Remember, hope is not a strategy.

The Phoenix Business journal quotes Reesa Staten, senior vice president and director of workplace research for Robert Half International, as saying “a current resume is an essential career tool. The longer it remains untouched, the harder it is to update, since specific achievements are not always easy to recall.”

Staten also adds “Workers who are prepared in the event of a sudden job loss also are ready when new employment opportunities arise, including those within their own companies. A compelling resume is just the first building block of a successful job search.”

Are you ready?