Readers’ Forum: Headhunters who get it (Are there any?)

On March 15, 2010

Discussion: March 8, 2010 Ask The Headhunter Newsletter

In today’s Q&A (What? You don’t get the newsletter? So you don’t know the story? Sign up now — don’t miss the next one!) a reader complains about headhunters who can’t get past the gaps in his resume. They don’t see how he can help their clients. As I point out in the newsletter, most headhunters simply won’t look past the resume. But some do, especially if you nudge them in the right direction.

Try this: “Look, I know it’s more difficult to make a match from my resume because I’ve been doing consulting since my last traditional job. I don’t expect you to recruit me if I can’t show you what the fit is. During 20 years building a start-up, I was fortunate to learn almost every aspect of growing a business, and that doesn’t all fit into a resume. Let me suggest something. If you can outline one or two specific challenges your client is facing, I’ll show you — step by step — how I’d tackle them. And I’d be glad to walk your client through it.If I can’t show you how it would pay off, you shouldn’t recruit me.”

Some headhunters get that, if you take the time to try and explain it.

We routinely rag on headhunters here — but there are certainly some good ones out there. If you’ve worked with a good headhunter, tell us about the experience. How did you get their attention? Were you able to turn around an interview that was going nowhere?

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How to Say It: The evidence is confidential

On March 15, 2010

Discussion: March 16, 2010 Ask The Headhunter Newsletter

In today’s newsletter a reader says:

I work as a design engineer in an industry where projects are typically confidential. However, prospective employers frequently ask to see a portfolio. I am comfortable showing one in person, where I can control its dissemination, but do not want to e-mail or send a hard copy. How do I let them know that without sounding like I’m trying to weasel my way into an interview?

How to Say It: So… your portfolio of work might help you land a great job, but showing it might also get you fired or sued.

Okay folks: Can this reader reveal the evidence of his abilities without adverse consequences? Is there some other way to leverage his portfolio without leaving it lying around?

Or, should he just spread his stuff around and stop worrying about it?

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How to Say It: Shaking hands

On March 8, 2010

Discussion: March 9, 2010 Ask The Headhunter Newsletter

In today’s newsletter a reader says:

I have a medical condition (since birth) that has no effect on my work: my hands tremble a little or moderately. It’s called “benign essential tremor.” It is not Parkinson’s or anything like it. I worry that it scares off employers when I interview.

Today I was invited to an informal interview. In my reply, I tried something new. I said, “Great! I would love to meet with you. One thing I should let you know about. My hands shake slightly, but this doesn’t affect my work.”

I don’t want to scare off prospective employers by saying the wrong thing. I figure if I discuss it up front, that’s best. How should I say it?

How to Say It: I think you already say it well. You might add that it’s not a degenerative condition, if you want to go that far. I’m sure you’re aware that you may be protected under the disabilities laws, but it also seems you prefer to be candid. I like that.

Should this reader explain it up front, or wait until the interview?

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How to Say It: Is this a bar or an interview?

On March 1, 2010

Discussion: March 2, 2010 Ask The Headhunter Newsletter

In today’s newsletter a reader throws down a challenge:

I love this classic question from interviewers, as if they’re in a bar looking for a date rather than in an office hiring an employee: “Tell me about yourself.” I can answer that, but what’s the best way to say it?

How to Say It: “I’m glad to tell you about myself. But when we’re done with that, I’d like to ask you a question, okay? The question is, Would you please lay out a live problem you’re facing in your department, one that you’d want me to tackle if you hired me? And I’ll show you how I’d do it.”

Or you could just say, “Glenlivet, straight up.”

How would you answer that question?

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How to Say It: What’s the point of an interview?

On February 22, 2010

Discussion: February 23, 2010 Ask The Headhunter Newsletter

In today’s newsletter a reader takes an interview with a company that wants to “meet and talk in general,” with no indication there’s a specific opportunity on deck. No problem, I say to the reader. It’s good to meet new people. But when the company brings you back for a second interview — to meet the president — and there’s still no objective, then it’s time to reconsider what you’re doing. I offered the reader a suggestion about How to Say It in the newsletter — “No job in mind? No meeting.” (Well, a bit more politely than that, but that’s the gist.)

But there’s more the reader could do to ferret out an opportunity — and to make some money in the meantime. Here’s what else to say to the employer:

If there isn’t a specific job you’d like to discuss, it might be because you’re trying to figure out what kind of position you want to define. I believe I could help you with that by applying my expertise in XYZ… Until you define and fill a position, I’d be glad to offer you my consulting services at $X per day. I look forward to hearing back from you… and I’d like to help you any way I can. Thanks again for your interest… I really enjoyed our wide-ranging discussion. Kind regards…

See how that works? You play every angle but put the onus on them to either define a job or pay you for your time to help them do it.

Otherwise, it’s a bunch of guys blowing smoke with nothing better to do than waste your time and their own. Believe me — many managers are clueless and should be fired for wasting company time and resources on meetings like these. Sometimes, you just have to realize there is no job there. That’s no reason to decline a first meeting — you might meet some cool people and explore possibilities. But beyond that, we’re business people and we work for a living. Either the employer has a clear agenda that presents a clear opportunity to you or he’s wasting your time.

(The tipoff in this reader’s story was that after the second interview with the president, the company did not follow up further, did not respond to queries or bring closure to the discussions. Bear in mind, it was the company that reached out and initiated the meetings.)

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How to Say It: My degree beats your certification!

On February 8, 2010

Discussion: February 9, 2010 Ask The Headhunter Newsletter

In today’s edition a reader says, “My degree beats your certification!”

Why are firms so ignorant of one’s university degrees and instead treat certifications like CPA with much more respect? To complete a degree takes quite a bit of effort. (Try to take MBA school in four exams like a CPA does!) Degrees are expensive, but firms treat us like idiots. What’s so special about a certification? After much consideration I finally sat for FAR part of CPA certification. It cost me $235 and content-wise it barely covered the scope of my undergraduate accounting curriculum. Am I missing something here? My MBA degree is far more valuable than a certification. I need to know How to Say It when I meet with an employer.

How to Say It: Would someone like to explain this? Yah, a certification is proof that someone passed a qualifying exam… whether in accounting or data base administration… but is it more valuable than a college degree? And how do you say it to an employer?

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What do your job interviews sound like?

On February 3, 2010

I’ve spent years sharing advice about job interviews. My main advice is to walk into a job interview prepared to stand and deliver: Show the employer how you will do the work profitably so the employer will want to hire you.

But sometimes I forget that that’s the substance of a good interview. A good interview also has style and presence. What’s that? It’s how well you communicate. And how well you communicate is an indication of your conviction.

Employers are impressed with people who can and do speak with conviction. That’s who they hire.

Talk to a kid in grade school today, or to a high schooler or a college student or someone just starting out in the work world. You’ll experience one of two things. Either you will be amazed at how thoughtful some kids are and at how well they speak — you can hear their conviction. (You might cringe a bit, remembering how awkward a speaker you were at that age.) Or you’ll be shocked at the miasma of meaningless sounds emitted from their mouths — at the confusion they betray and at their lack of conviction.

In my opinion, our schools don’t do a very good job at teaching kids to write and speak. Some teachers pull it off and my hat is off to them. But I worry about how students coming out of college present themselves in job interviews. I worry how they present themselves when they try to develop the contacts they need to get in the door at the companies they want to work for.

Poet Taylor Mali makes the point better than I do — with conviction. Watch the video above.

You are judged by your presence and your conviction. What do your job interviews sound like? Which part of Taylor Mali’s poem do you sound like?

If you need help, I suggest these two books:

Talking Your Way to the Top, by Gretchen Hirsch.

How to Get Your Point Across in 30 Seconds or Less, by Milo Frank.

(Thanks to IT guru Bill Sterling for sending along the link to Taylor Mali’s poem!)

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Readers’ Forum: When to tell all

On February 1, 2010

Discussion: February 2, 2010 Ask The Headhunter Newsletter

A reader asks for advice:

After several years of being a single mother I am now looking for work. However, due to family obligations I do not wish to work full time; ideally 20-30 hours per week. I have successfully found work using your approach in the past and would definitely use it again. However, I’m not sure at what point in the discussions to bring up that I’m only looking for work part time. Should I mention this right off the bat? Or wait until a job offer is being discussed? I’d love to get reader feedback here. (My gut says to mention it earlier, rather than later.)

Can a job applicant interview for a job without disclosing she’s interested only in part-time work? The obvious answer might seem to be no. But put your thinking caps on: What would justify pitching a part-time solution to a full-time job?

Stretch your mind without stretching the truth or your integrity.

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How to Say It: Boo! to the employer

On January 25, 2010

Discussion: January 26, 2010 Ask The Headhunter Newsletter

A reader’s query: In today’s newsletter, a “less than qualified” job applicant wonders how to shake the interview up.

Is it ever proper to tell the interviewer that looking for “exact skills” will result in hiring someone who is likely to get bored easily and move on when the economy improves? Or that the best hire may be someone who doesn’t have the exact skills, and as a result may “see” something an experienced employee won’t? I feel like I’d be saying Boo! and scaring the employer off!

How should I say it?

What’s a good way to say Boo! to a nervous employer who wants to hire only the perfect person? How do you startle him into thinking out of the box and hiring you?

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Readers’ Forum: Is this company worth working for?

On January 11, 2010

Every January, pundits publish their predictions for the new year. I don’t make predictions because I prefer not to be judged when I’m wrong ;-)

But it’s not hard to surmise that if the economy improves this year, the employment shoe will be on the other foot. The personnel jockey who has routinely been spitting rude questions at job applicants and challenging them to accept 20% lower salaries will likely wind up swallowing bile in 2010. Time to get out the kleenex and wipe up the drippings.

Computer World's Between the Lines by John Klosser

My favorite IT (information technology) publication is ComputerWorld. The first 2010 edition includes a cartoon from the very pointed pen of John Klossner that every smart employer should take a look at. (And if you’re a job hunter, take note: Employers can whip you only so hard in job interviews before you instinctively tell them to shove it.)

There are two messages in this cartoon. First, challenge employers to assess whether they are qualified to hire you. Maybe the company isn’t a good place to work. Second, Pursue Companies, Not Jobs.

While the demoralized guy in the applicant’s chair says he’s “looking for someone,” he’s really looking for a company.

A sound company.

And that’s the point. You may need a job and a paycheck, but you also need a future that doesn’t require going job hunting again in a few short months. While you’re sitting across the table from that interviewer, figure out, Does this company suck?

Yah, there are other ways to say what the guy in the cartoon is saying. What are they? How do you politely but clearly challenge the employer to make sure it’s a company worth working for?

[Computerworld does not seem to publish the cartoons from its magazine in its online edition, or I’d link directly. Credit where it’s due: Computerworld, January 4, 2010.]

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