Revealing my salary earned me a lower job offer!

In the September 12, 2017 Ask The Headhunter Newsletter, a reader succumbs to an employer’s demand for his salary information and pays for not keeping his mouth shut.

Question

salaryNick, I need your help. I’m in a very tough spot with salary negotiations. HR told me the salary range for the position ($65K-$70K) on the phone before our interviews. They also asked for my salary expectations, and I told them $65K-70K. So we had the interviews knowing we were all on the same page. Or so I thought.

After the first interview, I was contacted by the HR rep and was explicitly told that I would need to provide my current salary or we would not be able to proceed further with the process. So I reluctantly gave my salary away ($53K, which will be $55K in five months when my annual merit kicks in).

After the second interview, which I knocked out the park, they made an offer. It was only $60K. On the phone, I told the HR rep that there is no deal but I would like to continue to try to negotiate the best compensation package, and we will revisit the offer in a couple days.

What do you suggest I do here? I don’t want to turn away more money, but they are $5K-$10K below my expectations. Is my only recourse to risk the offer as a whole? Thanks.

Nick’s Reply

You ought to charge them $5,000 for helping them negotiate a lower salary, because that’s what you did. Congrats on getting an offer, but I agree with you – you ruined your negotiating position by strengthening theirs.

Never, ever, ever disclose your current salary to an employer. (See Keep Your Salary Under Wraps.) They will use it to put a cap on any offer they make to you. Now you’re stuck.

You must decide one thing: What’s going to make you walk away from this deal? That is, what’s the least amount of money you’ll accept and still be happy?

They may offer you a bit more, or they may stand pat. If they raise the offer, my guess is it will be by one or two thousand dollars, to make you feel you won a concession. But that’s no concession. It’s still lower than the range they agreed to. They will still save money, and you’ll lose money. You have already made a concession, by considering less than the top of your range ($70K). The kicker here is that both parties plainly agreed to the same salary range before proceeding with interviews.

They screwed you.

What they did is bait-and-switch. They agreed to one thing but switched to something else. They screwed you. Now you must recover or walk away.

Once you decide what is the minimum acceptable offer is, the rest is easy – even if it’s not a happy thing. You cannot negotiate unless you know in advance what will make you walk away. Then you tell them this:

How to Say It
“I can do this job profitably for you, and I want to join your team. I make that commitment. But I told you very clearly when you asked me what salary range I would require: $65K-$70K. And you told me your range was the same. On that basis, I did the interviews with you. If you can meet the range you committed to and that I asked for, I’m ready to accept.”

The rest is up to them. Just be ready – they may say $60K is as high as they’ll go. Are you ready to walk away? If you agree to the $60K at this point, be prepared for lower-than-promised raises in the future, and other broken promises. These people have made it clear from the outset that they say one thing but do another.

The offer is based on your salary.

“HR logic” about salary goes like this. If you make $A, you don’t deserve more than about $A + X%, where X is some small percentage. Why does HR do this? Here’s what one HR executive wrote to me in response to my advice that job applicants should never disclose their salary to employers:

“Employers want your salary information because they believe that if you apply for a job that starts at $50,000, but you made $30,000 in the same sort of job at your last company, they’d be overpaying. They’d want the opportunity to buy you for $35,000 to start, saving them $15,000.

“The HR person who does that gets many kudos for their shopping moxie from their boss, and gets to keep their job and go on many more shopping trips.

“I’ve been a vice president of HR, a recruiter, a labor negotiator and a candidate, so I know from which I speak… I am so dismayed that someone pays you to hand out this kind of information.”

[Excerpted from Keep Your Salary Under Wraps]

If they try to “explain” that their offer is based on your old salary, your response can be only one thing if you want to negotiate with strength.

Tell them to go pound salt.

If HR gets pushy or threatens to “end the process,” tell them I said they should go pound salt. Your salary is none of their business. Will they tell you their salary?

Here’s what an Ask The Headhunter reader posted recently on LinkedIn:

“To anyone who wants to maintain their salary history confidential in a way which no prospective employer can hold against you, I utilized Nick’s technique at one point in my career and was very successful — including getting the job I was interviewing for. Nick has a foolproof technique on how to address previous salaries which actually makes the company respect the candidate.”

Here’s what another said:

“The hiring manager more or less offered me the position on the spot and indicated a salary range that is roughly 40-50% more than I make now. Your two biggest lessons (at least for me) at work in the flesh: (1) Never divulge my current salary, and (2) Talk about what I will do, not what I’ve done.”

You can decide for yourself how to proceed. Here’s my advice:

How to Say It
“My old salary is irrelevant. I told you my required range and we agreed to do interviews based on that. Will you make an offer in the range we agreed on?”

Once you decide your position, the rest is up to them. If they insist on judging your value on what your last employer paid you, it’s their loss, not yours. Move on. This is a company that admits it doesn’t know how to judge value for itself, or that cheats.

But please – this is your decision, not mine. If you decide $60K is good enough, then do what you think is right for you, not what I think is right. Only you have all the facts about your life and needs. I’d never criticize you.

Also keep this in mind: You killed the interviews. You impressed them. You pulled it off. Don’t let their negotiating tactics make you question your attitude, behavior, or worth. Do you think you can impress another employer? My guess is you can. But you must make that judgment for yourself.

We have of course discussed this topic many times before. See Goodbye to low-ball salary offers and Salary History: Can you afford to say NO?

How do you negotiate? Do you disclose your salary? What should this reader have done, and do next?

Coming next week

In the next edition, we’ll discuss a topic that may have headhunters (and their clients!) up in arms: Why a headhunter should never disclose her candidate’s salary to her client.

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Giving & Getting Information: Mistakes Job Seekers Make

In the June 27, 2017 Ask The Headhunter Newsletter, we consider two mistakes job seekers make. One is about how much information readers give to employers, and the other is about how little information they expect to get.

mistakes

Question #1

One of the mistakes I think I make is I give employers too much of my information. How far back (in years) should you go when constructing your resume or your LinkedIn profile? For example, when you list dates and years, is it important to include the years that you attended each university?

Nick’s Reply

You can include as much as you want in your resume or LinkedIn profile. Some persnickety HR people want to see everything – and that just reveals incompetence. They don’t need everything.

Information mistakes

In fact, too much information on a resume easily leads to confusion, mistakes, and decision paralysis. Very often, personnel jockeys are so unfamiliar with the details of a job that they have no idea what information about the candidate is important and useful. So they ask for too much, which gives them more basis to reject the applicant. (See How HR optimizes rejection of millions of job applicants.)

If you think listing certain dates will hurt you, leave them out. Is that risky? With some employers, yes. But relying on your LinkedIn profile or resume to get you in the door is a fool’s errand, because it’s just one of millions floating in an ocean of job applicants. The chances that someone will even read it are slim — most of the time an algorithm will reject you with no human review. So when you’re deciding what to put on your resume, you’re gambling.

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Help them ask you for more

Give an employer specific information about your skills and abilities — information you’ve carefully selected to show how you will help the employer tackle its problems and challenges. Tease the employer intelligently. That will trigger a request to learn more, so they’ll call you in for a meeting. No matter how much information you provide, if you don’t address the employer’s specific problems and challenges, they won’t see any reason to bring you in. So tease them with just enough of the right information to make them want the rest. That’s where interviews come from. (See Tear your resume in half.)

Please: Don’t count on your LinkedIn profile or resume to get you interviews. (Don’t help employers make mistakes about you.) Most interviews come from personal contacts that you initiate. There’s no way around that.

(Here’s my own teaser: I’ll share some interesting statistics about the value of personal referrals in the next edition — July 11. Ask The Headhunter will be on vacation for the July 4 holiday!)

Question #2

In Forget Glassdoor: Use these killer tips to judge employers, you give job applicants a list of questions to ask in interviews, including “What’s it really like to work here?” You also advise asking to meet people you’d be working with, as well as key managers in the company. But how many companies will allow you to make requests of that nature? Maybe in smaller towns, but certainly not in large metropolitan cities.

Nick’s Reply

“Allow you?”

Who cares what they allow you to ask? As the applicant, you can and should ask anything you want in an interview. A company reveals a lot in its response (or lack of one), and your goal is to learn all you can so you can make an informed decision about working there. Unfortunately, once most job seekers make their way into a job interview, they forget that. Suddenly, their prime goal is to get an offer — when it should be to vet the company.

From Fearless Job Hunting, Book 8: Play Hardball With Employers, p. 12:

“Job hunters don’t often think to check the boss’s (and department’s) reputation inside the company, or how that department interacts with the rest of the organization. Likewise, job hunters usually fail to carefully inspect a company’s reputation on the street. Investigate, and avoid disaster.”

A job interview is business

I find it troubling that job applicants are fearful of asking questions that any good business person would ask a prospective business partner, customer or vendor in the normal course of vetting a deal. This is your life and career we’re talking about! And a job interview is a business meeting.

Being in a big metro area doesn’t give an employer a pass. This is important stuff! Serious job applicants must realize a job interview is a two-way street. Hence the prefix “inter-“ as in “between.” It’s not a one-way interrogation where the employer holds the upper hand and unilaterally decides what’s allowed. (While vetting an employer is critical, as far as the job itself goes, I think there’s one general-purpose question both the employer and the applicant should ask — and not much more!)

Get the information you need

To make an informed judgment about an employer, ask anything you need to, and if you don’t get good answers — or if the employer gets annoyed — then tell them you’re not going to make them an offer to work there. They’ve been rejected. They made a mistake. They don’t meet your requirements.

Ever wonder why employers ask for the kitchen sink — your entire resume — rather than just certain, specific information they really need to determine whether you can do the job? Who cares what you did 15 years ago? How much information do you give to — and get from — an employer? Do employers go overboard, while job applicants don’t ask for enough? What information is reasonable to request?

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HR’s Submission To ZipRecruiter

ZipRecruiterJust how much can ZipRecruiter insult its HR customers and still get their business? And how many arm’s lengths away from federal employment law violations can employers get?

HR: We pay ZipRecruiter to insult us

ZipRecruiter, a venture-funded, privately held company, markets itself to employers as “The Fastest Way to Hire Great People.” It lets HR departments “Post to 100+ Job Boards with One Submission.”

What’s so insulting about that? In a long-running Bloomberg radio ad, ZipRecruiter features an employer who says:

“Hiring people is probably the worst part of my job. It’s such a hassle — the searching. The sorting through resumes.”

Man, doing HR work really sucks. Is that an HR manager grousing? Or maybe it’s a hiring manager? Imagine a sales rep at your company complaining about what a hassle it is to sell.

HR executives ponied up over $100 million in 2016 to ZipRecruiter for help filling jobs so Zip could cast them as dopes who hate the most important part of their work — recruiting and hiring talent. That’s submission.

According to USA Today, “Zip makes most of its money by charging $249 monthly to employers to post [their job] listings.” That’s a lot of job ads. That’s a lot of passing the buck.

What’s it like when the vendor you rely on to do your job for you blares to the world that your job is one big bother? Do HR execs love being insulted? Well, they keep paying for it. “Revenue is up 270% since 2013,” says USA Today.

HR seems to love being abused.

“We started using ZipRecruiter about 3 months ago. Right from the start you could tell it was going to make hiring a lot easier.”

HR also loves getting millions of job applications that no human ever needs to touch. Candidates “roll in.”

“One click and my job was posted to 100+ job boards — all the top sites.”

One click and a job is sprayed all over kingdom come. Says one job seeker:

“I heard an advertisement for ZipRecruiter on the radio. In short, you can post a job on this site and it simultaneously posts it on other job boards and social media outlets. Does HR really need that many applications? Especially in these times?”

The challenge is not picking good hires. The challenge is wiping away the mess of unemployed lemmings dying for interviews. Who needs to learn how to recruit when you can have “all of the candidates” from all of the job boards in your “dashboard”?

What do you do with them?

“All of the candidates came to my dashboard and it’s easy to compare them. Thumbs up if I liked them, thumbs down if I didn’t. No e-mails and attachments, printing up docs, phone calls, none of that.”

Imagine: None of that. No “docs” — no resumes, no application forms. No communications with applicants — “no e-mails, attachments… phone calls…” Nada. 100% keywords, no humans need apply. And HR can go home.

Zip takes care of everything — including turning job applicants into your own private digital beauty pageant.

Except really ugly stuff happens in beauty pageants when there’s no regulation. And while some venture-funded firm sucks up the profits, humans submit and are sent home to clean themselves up for the next opportunity.

What job seekers are saying about ZipRecruiter

While ZipRecruiter’s investors are cleaning up, job seekers are left drowning in the mess.

One job seeker says it for many:

“My Gmail inbox is littered with e-mails from ZipRecruiter, Indeed.com, and others. It is so frustrating to go through the daily search and submission only to get the robo-e-mails from ‘Phil@ZipRecruiter.com’ — the Job Seeker Advocate — and similar messages from Indeed and others. Sometimes I think it’s all one big bizarre video game and I am the hapless mark helping to feed the Monster(.com?). At first, I viewed them hopefully, but now I see them as a part of a giant ruse.”

Another job seeker peals out:

“Things have changed too much for the worse. The old, tried and proven Agencies have gone to wayside and replaced with kids calling me…Saying, ‘Hey, I saw your resume on Indeed or Ziprecruiter or LinkedIn, etc.’ If you put enough monkeys in a room with keyboards eventually semblance of a word will be achieved. If this is how Americans get a decent job nowadays….OMG.”

And then it hits the fan.

H1-B Only: No Americans wanted

Employers operate in today’s “employment system” at arm’s length, enjoying seeming legal insulation by using “third-party” employers — known as consulting or contracting firms — to avoid violating labor laws. And these third-party firms in turn use services like ZipRecruiter to “recruit” at arm’s length while pretending they have no idea that the machine is cranking out Soylent Green.

Now here’s the backlash employers have exposed themselves to. My good buddy Suzanne Lucas, aka The EvilHRLady, just reported that the veil has been “accidentally” parted to reveal what’s really going on: legal violations.

What would you say to a job posting for a “Java Developer – H1-B Only?”

In her Inc. column last week, Iowa Company Accidentally Says No Americans Need Apply, Lucas turned up the heat on IT consulting firm American Technology Consulting, which posted the job. “In case you’re wondering what the problem is with the ad,” writes Lucas, “it’s that it violates one and possibly two laws.”

Lucas reported that Tara Jose, the president of ATC, said, “a third-party vendor recently used language when posting an advertisement on our behalf that was inappropriate and absolutely unacceptable to American Technology Consulting.”

Uh, “a third-party vendor?” (By press time Ms. Jose had not responded to an e-mail query for details.)

 

Jose told Lucas that her firm “did not write, condone, or authorize this language in the ad.”

So who wrote and authorized it? (An e-mail to Jose well before press time yielded no response.) More important, this ad is on ZipRecruiter. And as Lucas points out, it’s illegal. Possibly twice.

Was this an accident?

Is this accidentally at arm’s-length illegal?

When we were kids we’d walk up to a buddy, smack him, and chortle, “Sorry! I did it accidentally on purpose!” After we got smacked back a few times, we learned you can’t do that and get away with it. But in today’s employment industry, you can.

A company wants to hire Java developers on the cheap. As Lucas points out, it’s illegal to misuse the H1-B visa program to hire foreign labor cheaper than American labor.

But, can you “hire” a consultant from a “consulting” firm that in turn uses “a third-party vendor” that finds the Java developer by posting an illegal “H1-B Only” ad on ZipRecruiter — an ad that’s not written, condoned or authorized by the consulting firm? And besides, ZipRecruiter’s written policy says all ads must follow the law.

How many arm’s lengths from the l-o-n-g arm of the law are we now? Was that ad an accident? A one-off mistake?

Chatting with ZipRecruiter

I opened a chat with ZipRecruiter. Here’s what they told me.

The chat with Jason timed out. So I asked Taylor.

Is this accidentally on purpose?

I could have ended the chat there and we could have had an ad just like ATC had. But I kept asking the question in different ways. Finally, I was told it was up to me to make sure my job posting complied with “OFCCP and EEOC regulations.”

But here it was, three days after the Inc. article appeared, and on one screen I was chatting with ZipRecruiter and on another I was looking at that “H1-B Only” job posting — it was still there. The fastest way to hire H1-B Java Developers.

Sometimes Zip can also be the fastest way to scam people: Job seekers on ZipRecruiter being targeted by scams via email and text. Zip’s representatives blame it on “the front-end” and “the back-end.” But that’s just how the employment industry works — nobody’s fault. It’s all accidental: “No system is perfect, no matter how sophisticated or well intentioned,” says Zip.

Is this accidentally on purpose?

Are American employers using services that are largely unregulated to manipulate the job market? I don’t think there’s any doubt.

While state and federal legislatures feign interest in equal pay and equal opportunity, they condone a seemingly l-o-n-g arm’s-length chain of “contracting” relationships that seem to add no value to America’s employment system. How many middlemen can collect a fee to put you in a job working for someone other than who signs your paycheck?

This tawdry chain of consulting pimps seem to be sucking value out of the employment system and the economy — while government looks the other way. (See Consulting: Welcome to the cluster-f*ck economy.)

Notable companies that trade in profitable key words, profiles, resumes, and job postings are the front-facing businesses that are highly admired by a stock market that doesn’t give a rat’s ass about who’s getting a job, who they actually “work” for, where they came from, and who’s getting screwed by salaries that are manipulated in an international game of  “How low can you go?”

“All Candidates In One Place”

Joshua Brustein, writing for Bloomberg, exposes the state-of-the-art in the nebulous jobs cloud: The Secret Way Silicon Valley Uses the H-1B Program.

Far from some of the transparently political H1-B conspiracy mongering that’s become the click-bait of the blog world, Brustein takes us on a wild tour that exposes the systematic manipulation of the job market being practiced and vaunted as a laudable “industry.” These are the consulting and contacting companies, and the slimy job boards, that big tech firms hide behind.

“Contractors are also submitting many applications for foreign visas for work at other large American technology companies, according to a recent analysis of Department of Labor records covering eight major tech businesses between October 2015 and October 2016. Applications submitted by contractors accounted for half of the H-1B visa applications for jobs at PayPal Holdings Inc.’s headquarters, 43 percent of those on Microsoft Corp.’s campus, 29 percent at EBay Inc.’s headquarters, and about a quarter of those at the Googleplex.”

Brustein outlines the work of one researcher who “found that American tech companies are also utilizing large numbers of H-1B workers that are not highly skilled — they are just doing it through intermediaries.”

Do you need a pedestrian Java programmer — but prefer a lower-cost “H1-B Only” variety? Someone’s willing to write an “unauthorized” and illegal job ad for you under yet someone else’s name — but nobody knows who exactly we’re talking about. But we know where to find that ad — it’s posted on an intermediary. Or, as ZipRecruiter’s crack marketing team likes to say: “All candidates in one place.”

LinkedIn? Indeed? ZipRecruiter? The applicants just roll into your dashboard, and they answer your secret questions before you have to interview them. How’s that for arm’s-length?

No “docs” — no resumes, no application forms. No communications with applicants — “no e-mails, attachments… phone calls…” Nada. 100% keywords, no humans need apply. No need for HR.

And the candidates? Scrub ’em up and get ’em ready.

Nobody knows

ZipRecruiter says job postings must follow the law. ZipRecruiter says you can post jobs for foreign applicants only. An “H1-B Only” ad appeared for a reason — somebody approved it. Who? Nobody knows.

The impact on pay is dramatic. Bloomberg’s Brustein makes it clear. Businesses use H1-B to save money. Imagine you could tell your board of directors you’ve cut your costs by a third. Well, now you can.

“They paid an average of $88,500, which is about two-thirds the average salary for visa applications for jobs the companies submitted directly.”

“Hiring people is probably the worst part of my job. It’s such a hassle — the searching. The sorting through resumes. We started using ZipRecruiter about 3 months ago. Right from the start you could tell it was going to make hiring a lot easier. One click and my job was posted to 100+ job boards — all the top sites.”

Who needs more regulating?

When a privately held company like ZipRecruiter can knock the HR profession entirely out of the recruiting and hiring process, and HR both swallows the insult and relinquishes its job entirely, it’s game over for job seekers, employees, and managers who actually produce value to create profit. (Should HR get out of the hiring business?)

When HR funds the radio ads that reduce the profession’s most important functions to “a hassle,” and ZipRecruiter’s representatives tell you in a chat that you can post jobs for “foreign applicants only” and for “H1-B Only,” none of this is an accident.

What needs more regulating? Employers and HR execs who let an industry of digital job-board pimps sell out American job hunters? Or vendors that insult and abuse them all the way to the bank? How many arm’s lengths away from federal employment-law violations can employers get?

Are we all nuts, or what? There’s an emperor running around buck naked, and the hue and cry is that there’s a shortage of clothes. Or is that a talent shortage? One click, and it’s all going to be a lot easier. You’ll just roll right into the dashboard head-first, and it’ll be no accident. It’s one great big submission. What do you think? What do we need to do to fix this?

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How To Hire: 8 stunning tips

In the June 6, 2017 Ask The Headhunter Newsletter, a manager offers 8 stunningly clear tips about how to hire so effectively that other managers in your company steal your hires.

A hiring manager who prefers to remain anonymous teaches us how to hire. This should be required reading in every company. There’s nothing for me to add except Thank you.

how to hireA manager’s short course on how to hire

Most of my colleagues do not know how to interview anyone. They rely on rules of thumb, guts, or chicken entrails.

Actually, they have their direct reports interview the candidate and then vote on the candidate. I have a different way to hire and I think it works.

1. Recruit all the time

Always be in interview mode. Talk to prospective candidates even if you don’t have a place for them. (See The manager’s #1 job.)

2. Don’t hire by consensus

Do not allow your team to vote on candidates. The hiring manager hires. People are tribal and will pick people like themselves. Do not have a team where everyone is the same.

3. Start with all the resumes

Tell HR to send you all the resumes. Don’t let anyone edit your selection because they’re not as qualified as you are to judge the applicants. If you know what you want, you can go through them much faster than an HR clerk. (See also Sorting Resumes: A strategic hiring error and Why HR should get out of the hiring business.)

4. Hire the dancers

Don’t hire anyone for whom the job is a lateral move. That’s what contractors are for. You want people for whom the job will make a difference in their lives. You want your new hires to dance to work.

5. Interview wisely

Interview only 5 candidates to prevent interview fatigue. Schedule interviews over a 3-4 week period and make a decision within 24 hours of the final interview. (Use the phone only to confirm availability. Phone interviews are nearly worthless.)

6. Can they do the job?

Ask candidates to audition for the job. Give them a simple assignment before the interview. (See What is the single best interview question ever?)

7. Act responsibly

Write to every candidate after the interview and give them your results. It is common decency. Besides, you may want to hire the second best candidate in a few months.

8. Get better at hiring

Last, review your process and look for improvements.

The problem with hiring this way is that the people you hire are so good that other departments will poach them. But that’s really okay, because you want to bring motivated people into your organization. Be proud of the impact your hires make.

Nick’s Reply

Like I said, this is so good that there’s nothing for me to add. What I think would be incredibly productive is to hear from this community — from hiring managers, job seekers and HR folks — about how you would flesh these 8 suggestions out.

How exactly would you put these tips to work? How would you tweak, bend and shape these ideas about how to hire, to make them work best in your work environment? If you’re a manager, maybe you already do some of these things. If you disagree with some of them, please explain and offer your own tips.

I’d like to thank the manager who essentially wrote this week’s column for me. For another manager’s hiring methods, see Smart Hiring: A manager who respects applicants.


Update

Number of interviews

After this column was published, a good question was raised by readers (in the comments section below) about whether the manager (whose advice this column is based on) really means you should interview only 5 candidates in total, and how long the entire process should really take. So I asked him. Here’s his reply.

Scheduling a series of interviews with the internal stakeholders is not easy. You don’t want a candidate to return to the office multiple times to interview. Placing a line in the sand is for the benefit of the internal stakeholders telling them you will finish this task in 3 weeks. I have had SVP’s insist on interviewing a potential hire and then have their schedule full of meetings for the next 2 weeks. I have also had other managers want to interview a candidate to determine if they are good fit for their team.

I stop at 5 candidates because of interview fatigue. The candidates start to blur over time and they become difficult to compare. The interviews are at least ½ day and the cost to the team in lost work starts to show. If you try to interview 5 candidates in a week your team will not be able to get any work finished.

Also, at least 2 candidates will be from professional conferences or prior interviews. They are already known to the team and just have to run the HR gauntlet.

Salary

The hiring manager also explains how he handles the salary question during interviews.

I never ask the candidates current salary because I feel it is irrelevant.  I know the market clearing price and most of the time the candidate knows it.  The ones who don’t know it are HR and that’s where the struggle begins and ends.  That’s why it will sometimes take weeks to schedule an interview.  You don’t want to bring anyone in until HR agrees with you on the salary range.

I had one hire who told me that his new salary was 100% higher than his previous salary.   That was a person who danced to work every day.


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Stupid Recruiter Story #2: How employers waste your time

In the May 23, 2017 Ask The Headhunter Newsletter, a reader tries really hard to satisfy a stupid recruiter who doesn’t give a rat’s batootie about job applicants.

Background

stupid recruiterWe’re going to skip the regular Q&A column in this edition. Instead, I’d like to highlight a problem that I think most job seekers face: Stupid recruiters (and employers) that waste your time. (For another example, see Stupid Recruiter Story #1.)

An Ask The Headhunter subscriber applied to a job posted by a major defense contractor in Silicon Valley. The job description is detailed and includes a list of qualifications. What happened next is an object lesson in how corrupt recruiting has become.

Here are the e-mails between the employer and applicant. Names have been redacted.

From the recruiter

[Dear Applicant],

Thank you for your resume submittal to Requisition Number: XXXXX – [Job Title – the job is in communications].  I have some additional questions for you in regards to this specific position.

Please take a few moments to review and respond to the questions below. For your reference, a copy of the job description is provided at the end of this message.

  • What is the primary reason you are seeking a new opportunity?
  • How does your background relate to this specific position?
  • How would you describe the role of internal/employee communications in terms of adding true business value to the company?
  • Briefly, what are some of the unique approaches or tools you have used to execute an internally focused communications plan?
  • How do you measure success?
  • What is your salary expectation (please provide a specific amount or range)?
  • Are you willing to work in United States>California>Sunnyvale?
  • What is the best way to contact you during the day? Please provide an email address or phone #.

Thanks again for your interest in this position and I look forward to hearing from you soon!

Best regards,

[Recruiter’s Name and e-mail address]
Talent Acquisition

Those are some pretty heavy-duty questions if you’re the candidate — and your answers could make or break the opportunity. If it seems these are the kinds of questions you’d get in a face-to-face interview, it’s because they are.

How much time has the recruiter invested so far? Well, how long does it take to copy/paste?

The applicant responds

Happy Friday, [Recruiter’s name]!

Please see answers to questions below. The fact that I put much thought into these answers, as you will soon see, is an understatement. :)

[Applicant]

The applicant answers all the questions thoughtfully and in detail. He estimates he spent 45 minutes to an hour answering all the questions, plus time submitting the application.For our purposes, the answer to only one question is relevant.

  • What is your salary expectation (please provide a specific amount or range)? As in life, everything is negotiable, including salary. I’m sure there is a salary range in mind HR has budgeted for this role, and that will suit me fine. For me, waxing poetic about the job is more important right now. That said and major hint alert, Sunnyvale is in the heart of one of the most expensive places on the planet, Silicon Valley.  :)

This qualifies as, “I’ll show you mine, if you’ll show me yours first.” It’s an insulting way to entice, attract, recruit… or to start any personal interaction with another. (Here are more examples: 2 really insulting interview questions.) The applicant demurred politely.

From the applicant

Five days later, having heard nothing back, the applicant sends this e-mail:

Hi [Recruiter],

Haven’t heard from you in a while. Would love to take next steps.

Regards,

[Applicant]

From the stupid recruiter

Another day goes by. It’s clear why the recruiter has not responded already. But now she “circles back.”

Hi [Applicant],

My apologies on not circling back with you.  To your point on the expensive price tag of Silicon Valley, we really need to understand a candidate’s salary requirements prior to proceeding.  We have had a few too many cases of getting well down the road (even to offer), only to find out that our salary expectations do not line up.

If you could please circle back with me regarding where you currently are in salary and what your expectations are if you make a move, I will be able to let you know if that is within our range.

Best regards,
[Recruiter]
Sr. Talent Acquisition Business Partner

That e-mail could have taken as much as 2 minutes for the recruiter to write. In half the time, all the recruiter really needed to say was: “Salary range on the job is $X-$Y. If that suits you, let’s talk. Otherwise there’s no need for us to go farther down the road.”

But she didn’t do that. Having lured the applicant into investing a lot of time providing thoughtful answers to important interview questions, the recruiter now tries to get the applicant to compromise his negotiating position.

“Circle back?” Or, keep going in circles? “Prior to proceeding?” The applicant has proceeded pretty far already with nothing to show for it.

The recruiter says she is avoiding “getting well down the road.” But the stupid recruiter has sent the applicant well down the road already while she’s still ensconced in her personnel office, having invested nothing.

From the applicant

The applicant blind copied me on his last response to the recruiter.

Hi [Recruiter].

Happy Thursday. Hope this message finds you well. I’d like to introduce you a recruiting friend of mine, Nick. I think he has the answer you’re looking for.

Best Regards,

[Applicant]

Nick’s Advice

For the full effect of the applicant’s answer, you have to click the link he included.

What’s corrupt about this recruiting episode is that the recruiter teased the applicant about a job opportunity by asking him to deliver detailed answers to serious questions. These are questions that would normally be asked in a face-to-face interview. But the recruiter didn’t invest in an interview. She lured the applicant into wasting his time interviewing himself.

The recruiter doesn’t give a rat’s batootie about the job applicant. That’s stupid.

Let’s interview by e-mail!

The applicant never heard back from the recruiter. (See Rude Employers: Slam-Bam-Thank-You-Ma’m.) But he says he had a similar run-in with a recruiter at another defense contractor.

When I was on the phone with the in-house recruiter, she asked me about my salary. I said “negotiable.”

The response I got was criminal:

“That’s not good enough, [Applicant]. You’re going to have to tell me your range. Let’s start with your current job. How much are you making now?”

That’s not recruiting. That’s an interrogation by a hostile attorney. That’s not an interview. That’s a waste of time. Don’t interview by e-mail.

What qualifies this as a Stupid Recruiter Story is, of course, the recruiter’s abject stupidity. She chose this applicant from all submissions because he made the cut. He’s desirable. There’s nothing smart about insulting a job applicant you think might want to hire.

If you’re the job applicant, what can you do? Let’s talk about that.

Is you is, or is you ain’t?

After you’ve submitted an application or resume to an employer, either they’re interested in you, or they’re not. When employers respond after you apply, that means you made some kind of “cut.” You passed a test. You stood out enough. Expect an interview, or cut them off. When they try to take several bites of the apple by e-mail, they’re wasting your time.

When the recruiter replies to your application with more requests for more information, try one or more of these responses — which tests whether they’re really interested:

  • “Thanks for your interest. I’m glad you have more questions for me. I have questions not answered by your job description, too. When would you like to interview face to face?”
  • “As my application indicates, I’m interested in interviewing. If you are, too, let’s talk in person.”
  • “I applied, and you responded, so there’s mutual interest in discussing working together. When would you like to meet?”
  • “I applied for the job and you responded with interest. The next step is to meet. Sorry, but I don’t conduct interviews by e-mail or even on the phone. Since we’re both interested enough to contact one another, the next prudent step is an interview. If I don’t receive a date and time from you, I’ll expect you’re not really serious.”

If they is, good — have a meeting. If they ain’t, that’s good, too — it frees you to move on. Don’t let anyone waste your time.

So, why do job seekers do it?

Are we all crazy? You know as well as I do that this is how most “job opportunities” play out. So, why do job seekers do it? Why do they consent to wasting their time, when the employer invests no time? What could job seekers do to change all this?

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College Students: Start job search freshman year

In the May 16, 2017 Ask The Headhunter Newsletter, a reader asks how college students can turn a degree into a job upon graduation.

Question

When I graduated high school at age 19 I tried to find a job in the town where I live. Well, I couldn’t get anybody to hire me so I made a resume. A couple of employers have my resume and are keeping it on file. So now I’m 20. I just started college. I enrolled so I could have a better chance at getting a job. Can you please give me some advice about how to make sure I have a job when I graduate?

college studentsNick’s Reply

Every job seeker I’ve ever known would love to have four years to find a job. College students do, so start now! I’ll try to show you how.

A college degree is the wise choice

Good for you for going to college. There seems to be a movement nowadays to skip college and either get a job immediately out of high school, or go to a trade school. Unfortunately, this is being cast as an either-or choice. It’s not. College is not just about getting a job. It’s about getting educated. But that doesn’t mean colleges can afford to ignore students’ need to get a job when they graduate.

While a college’s first mission is to deliver a good, well-rounded education, there’s no reason a college cannot also help its graduates get jobs. Sadly, few colleges provide effective career services. At best, they offer pedestrian tools and poor job-hunting advice delivered by inexperienced staffers, and a place where employers can post jobs for students. Telling students to “Make sure you visit Career Services!” is not enough — and colleges can do much, much more. Students and parents who pay for college should demand more.

Let’s look at what you can do from the first day of college to help ensure you’ll get a good job when you graduate. More important, let’s consider how every college and university can help every student do these things — and why every college and university must.

College Students: Start thinking about jobs now

College is a good move for you. But many people who finish college complain they still can’t get a good job. I think the reasons are clear. During college, they don’t do internships or get part-time jobs in good businesses. They don’t meet people who might hire them later.

I’m not saying to work so much during college that your studies suffer – don’t do that. For example, if you can study 100% of the time during your first year, that’s good. Get comfortable with your studies and learn to manage your education. But start thinking about jobs, too, and plan on experimenting with different kinds of work.

Experiment: Pick some companies

By the middle of year two, you should be thinking about what kinds of companies you might like to work for when you graduate. It’s more important to pick a few reasonable ones than to pick the ones you’ll ultimately start a career in. That is, you can change your mind later, and you’ll probably change it more than once. The point is to choose some kind of work you’d like to try part-time, and see where it leads you. (See Pursue Companies, Not Jobs.)

What’s important is not to pick the right job or company. It’s to learn how to experiment with work and to learn from each experiment.

An experiment might be a job at a deli or an internship with a company’s marketing department. But it must be something where you get your hands dirty doing real work, even if it’s just a little work for a little while. And, more important than having a job is meeting people in the world of work.

It’s all about people

Most jobs are found and filled through personal contacts, not through job postings, career centers, or employment agencies. College students’ first job is to meet people — preferably people who work in companies and on products and services you think you’re interested in. Those people will educate you about work and about jobs and employers. The sooner you start developing these contacts and learning from them, the better. (Do you think you have no contacts? See I don’t know anybody.)

Find people who work in the companies you think you’re interested in.

  • Ask your friends and fellow students if their parents or older friends work in those companies.
  • Ask to be introduced to those people – then ask those employees what it’s like to work there.
  • Or, ask your friends where their parents and friends work — and start selecting companies to explore that way.

Don’t be nervous. These are people who’ve been introduced to you. Talk to them.

How to say it
“I’m a long way from graduating, but I’m starting to learn about companies I might be interested in working for. You mentioned your brother works for ABC Corp. Do you think he’d be willing to talk with me about the company and his job — what it’s like to work there? Please keep in mind, I’m not looking for a job! I just want to learn about the company.”

Not everyone will be willing to talk with you, but my guess is most people will simply because they love to talk about their work — and they love to give advice to college students.

If you get these conversations, talk shop.

How to say it
“What’s it like to work in sales? (Or marketing, or engineering, or product development?)”
“I’d love to hear about your work. What do you actually do every day?”
“Is there something you’ve pulled off — a cool thing you’ve accomplished — that made you glad you have this job?”
“What does your boss look for when filling entry-level jobs?”
“What courses and training would be best for such jobs?”

You will learn a lot and, if you pay attention, these conversations are what will show you how to prepare for those kinds of jobs.

Meet the juniors and seniors

There’s one special class of people who can really help you if you will invest the time: College students more senior than you. They will graduate first, and they’ll have jobs while you’re still going to school. They’re the perfect channel for learning about many employers.

  • While you’re a freshman or sophomore, meet all the juniors and seniors you can at your college.
  • If you’re at a two-year school, meet second-year students.

These people are gold! Once they’re employed:

  • Hang out with them.
  • Go visit them at work.
  • Join them for lunch in their company cafeteria.
  • Meet them after work at local joints where employees hang out.
  • Become part of their group and make more friends among the employees.

Try to meet their bosses – not to ask for a job, but to ask about the business and about the work. This shows you’re motivated, but they don’t have to hire you now, so there’s no pressure on them.

You’re just making friends – with people you’ll work with later! All these people will remember you. While they’re tossing incoming resumes of people they don’t know in the trash, they will remember you. That’s where jobs come from. It’s very likely this is how they found their own jobs — via personal referral. (See Referrals: How to gift someone a job (and why).)

Cultivate friendships now

Once you meet all these people, don’t lose the new contacts you make! If you stay in touch, you’ll become a known entity to the insiders you become friendly with. Personal relationships can take years to develop before they might lead someone to introduce you to their boss about a job.

The point is, if you start doing this early, there’s no hurry. You have loads of time while you earn your degree. And by graduation, you should have loads of good, personal contacts — people who have gotten to know you well enough that they’re comfortable recommending you for a job to their company.

If you’re nervous about “networking,” don’t network. Never say or do anything that feels awkward. But I think you’ll never feel awkward if you approach a new contact by asking them about their work. People love to talk about themselves, so help them — and you’ll make new friends. (See “Make personal contacts to get a job? Awkward…” Get over it!)

Connect school to work

Whether you’re taking an Early American Literature course for fun, but want to be an engineer, or you’re studying accounting and you’d really like to be a social worker, there’s something in every academic course that can be applied to the work you’d like to do.

Writing a good Lit paper requires logical thinking and being able to show how premises A, B and C clearly lead to the conclusion you’re trying to make. You might laugh, but that’s how digital circuits work, too. Try to map the argument for your Lit paper using a circuit diagram. Show it to your engineering professor and to an engineer you meet through your friends.

Social work is usually funded through public sources of money. If you’re studying accounting, try to map out a business model for a social services agency. Go meet the manager of such an agency and ask how its success is calculated. Better yet, ask your accounting professor to invite the head of a social services agency to give a talk to your class.

These are just two examples of how to stimulate useful discussions. That’s how you make friends who have the kinds of jobs you want!

college studentsColleges have an obligation to deliver ROI

Colleges don’t like to make these connections. They claim it detracts from time spent on a course’s subject matter. Bunk. Colleges are good at teaching what, but Colleges fail How. They don’t make the connection between education and how to do work.

I tell college administrators that every course should include one class session that features someone from the work world talking about these connections — no matter how far-flung or weird they are!

If all college students had one class period in every course over four years where someone from the real world of work came to discuss how an academic topic could be related to a job, those students would meet dozens of people who could help mentor them into jobs upon graduation. (They’d have some fun discussions, too!)

That’s where job opportunities come from!

Colleges love to cite job placement rates and salaries of new grads (when the statistics suit their marketing campaigns), but they don’t like to talk about their second big obligation. School is not just about getting educated. Colleges also have an enormous obligation to show return on investment (ROI) to those students who want to get a good job after graduation. Imagine any college or university administrator explaining to the parents who fund an education that, “This isn’t about college students getting a good job.”

Start small

These methods for meeting people and talking shop — you can start using them freshman year — should lead you to opportunities for part-time or summer jobs or internships. But, what kinds of jobs should you pursue?

It almost doesn’t matter. Start small and don’t be afraid of making mistakes. If a company you meet this way will let you work part-time, take the job, even if it’s not exactly the kind of job you’d want after graduation. The point is, once you’re in there, you can meet people in the departments where you really want to work. Once again — it’s all about the people you meet. The more, the better! You have four years to parlay these relationships into a job.

Ask them about their work – make friends with them. Let them see you’re a dedicated worker and really interested in what they do. (Just be careful. Don’t be a pest and don’t stalk them!)

The point is simple: Take any job you can get, to meet people in the companies where you’d like to work later. They’re the ones who will recommend you for jobs you really want when you graduate.

Invest

You can already see this takes time. It can take quite a bit of time. It can take even seasoned professionals two or more years of getting to know people before they consider you seriously for a job. I know how that sounds, but it’s true. It’s why it’s so hard for college students to find a good job from job postings — there’s no one you can get to know by filling out forms online. If it hasn’t dawned on you already, the “people approach” is a lot more fun than responding to ads!

People who just submit resumes and fill out online applications get passed over because the hiring managers don’t know them. Managers hire who they know. (See Why am I not getting hired?)

While you’re in school, take advantage of this fact and circulate widely among people who do the kind of work you want to do. Invest. Rack up all the time you can being around people you’d like to work with. Try to meet their bosses – they will remember you later.

Why this works

Smart managers tend to hire people they know, or people known to their employees. While this might bother you because it seems unfair, consider that it’s prudent because it lowers the risk of getting a lousy worker. Would you loan money to a friend, or a total stranger? Would you trust your business to someone a friend vouched for, or someone you don’t know anything about? This is just basic human nature – but it’s not unfair. It’s a good survival mechanism.

So, your challenge while you’re in college is to get to know people who know people at the places where you want a job in a few years. Start now. You’ll get hired because someone that knows you vouched for you.

(To learn more about what to do when you get in front of a hiring manager, see Ask The Headhunter In A Nutshell: The short course.)

Be honest and give back

Never do what I’m suggesting just to get what you want. Make real friends. Only hang out with people you’re really interested in – and be a good, honest friend yourself.

Don’t just expect something from others – do things to help them, too. Give back. This is not about manipulating anyone to get what you want. It’s about making real friends in places where you’d like to work. It’s about building a good reputation long before you get hired. It’s about creating trust.

Once you’ve made friends in the work world, it’s natural to ask them for advice when it’s near time to get a job. One (or more) of them will introduce you to your next boss. Not all of them, of course. But you need just one.

The four-year job search

I think college will be a wonderful experience for you. And if you find your college doesn’t do much to prepare you to get a job, go talk to your college president. Ask why your career is not high on your school’s priority list. Then suggest that every course should include one class session that features someone from the world of work exploring connections between the course topic and a job. Ask why your college does not regularly, and as part of the curriculum, introduce you to alumni who can show you how your education applies to work.

To ensure you’ll get a good job when you graduate, start your job search your freshman year. I wish you the best! Study hard — and meet lots of people who do the kinds of work you think you’d like to do!

Should college prepare you to get a job? If you went to college, what help did your school provide to start your career? What do you think colleges should do — above and beyond delivering education — to ensure graduates get jobs?

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CEO to job applicant: “Hiring is not my job!”

In the May 9, 2017 Ask The Headhunter Newsletter, a reader discovers that a company’s high turnover problems start with the CEO.

Question

In a recent column (Consulting Firms: Strike back and stir the pot) you said we should contact a company’s CEO if the HR department’s hiring process is nutty. So I did. The CEO actually called me back!

ceoFirst, a little background.

Let us bother your references

I talked with a hiring manager who, despite having my resume, told me that I was required to fill out the online application in order to go further in the hiring process. When I got to the section for references, there was no way for me to proceed until I had typed in names, addresses, phone numbers, e-mail addresses, and where my references work.

I called the hiring manager and politely explained that I cherish my references and don’t want them bothered until a job offer looks like a real possibility. He fobbed me off onto HR, saying it was “government regulations” that required them to ask for references. I know better. There are no government regulations that require applicants to list references.

I also remembered one of your previous newsletters which discussed how some employers are outsourcing reference checking to third parties, sending references e-mail forms to fill out instead of having the hiring manager telephone the references and talk to them about the candidate. But the manager wanted me to discuss it with HR, so I did. HR refused to budge, and the hiring manager caved to HR.

I even asked HR how they handle reference checks, and I was told that wasn’t any of my business, so that clinched it for me. I walked away since there was no offer on the table.

Come back!

A few weeks later the hiring manager called me back, asking if I was still interested! I said, “Yes, but…”, reiterating my concern about disclosing my references. He started sucking air, complained that there’s no good help out there, and that everyone has to provide their references up front because of “government regulations.” Once again, I walked away.

That’s when I e-mailed the CEO. I was shocked when he called me, but we had a very pleasant chat. You were right, Nick — he was unaware of HR’s requirements in order to proceed to an interview. But I also learned that he was perfectly content to leave all aspects of the hiring up to HR.

CEO: Out to lunch

He seemed puzzled that there are no government regulations requiring applicants to list their references and their contact information before an offer is on the table, much less accepted. He breezily informed me that he doesn’t worry about hiring because that is HR’s job, that he doesn’t believe in interfering in the hiring process, and that HR knows best because that is what they do!

That tells me a great deal about the company — much more than I could have gleaned from an interview. No wonder the hiring manager seemed so rattled! The company is small, there is a lot of turnover, and little to no guidance from the CEO. He’s out to lunch! It isn’t a start-up, but they’re flying by the seat of their pants, putting out fires as they break out — and they are breaking out with greater frequency as people get disgusted and leave.

So I thanked the CEO for calling me, told him that I was no longer interested, and wished him and the company luck in their future endeavors. (You might recognize that as standard fare in kiss-off letters HR sends to rejected job candidates.) I already have a wishy-washy boss who can’t make even simple decisions such as hiring extra help. We are constantly short-staffed and the underlings are putting out the fires.

I decided not to go from the frying pan into the fire (assuming that I’d be hired at the other place).

A stinky company

The other concern I had about the laissez faire CEO is that, when you’re that disengaged from the day to day goings-on of your business, that’s a recipe for a company to go belly-up, because the person who is in charge isn’t involved.

Although I made the decision to walk away when HR refused to let me proceed without providing my references, my conversation with the CEO confirmed my decision.  I have no regrets and don’t give it any thought. You’re right: On to the next!

I have learned so much from your comments and advice, and from the other readers’ comments.  I feel that I’m a better educated job hunter now than I was before I signed up for your newsletter.

I think you could have a whole new job educating CEOs about the importance of sane hiring practices.  Or maybe teach this subject as a graduate course in business school — then you’d get them before they become CEOs and abdicate their authority to HR.

I concluded that HR in this company does what it does because the CEO doesn’t care. Fish stink from the head down.

Nick’s Reply

Wow — what a story! We touched on the problem of top managers avoiding recruiting and hiring tasks in Small Business Owner: I’m too busy to hire help!

I’m not sure the employer in your story wins a prize for citing “government regulations” as the reason for demanding references so early. That goes to employers that demand salary history before they’ll interview anyone. But this CEO wins the prize for taking a career-long lunch!

It sounds to me like you did the right thing. The company gave you some clear signs that it’s not worth working for.

  • Management is indecisive and powerless. (The manager had your resume but insisted that you regurgitate your work history in an online form.)
  • Management doesn’t woo good candidates. (The employer wanted you to deliver references before it bothered to invest in meeting you first.)
  • HR doesn’t know the law.
  • HR sacrificed a candidate the hiring manager was eager to interview (twice!) because there’s no good help out there.
  • Turnover is high.
  • The CEO thinks hiring is not his job!

While the hiring manager defers to HR, the high turnover suggests the problem is higher up than HR. You found the problem in the C-suite. The CEO might find another way in Smart Hiring: A manager who respects applicants.

Your experience highlights two key rules about picking an employer that we discuss here again and again.

  • First, judge a company by its hiring practices.
  • Second, talk to top management before taking a job.

What you see at the interview stage is what you’ll get on the job. When the CEO doesn’t care about hiring, middle managers leave it up to HR, and HR takes its cue from the CEO.

Oh, yeah: The lesson

Thanks for sharing your experience, and my compliments for drawing the right conclusions. You showed us what it means when a company pushes a job candidate unreasonably, and how important it is to talk to a company’s top management. But there’s actually a more subtle lesson in your story.

When they’re job hunting, people rationalize. They’re afraid they won’t get picked, so they tolerate all kinds of niggling abuse. Making someone jump through hoops — online forms, silly rules about when references are due, eating dust when HR serves it — is not right, smart, or good business. But job seekers will probably jump through hoops because they want a shot at a job. Or that’s what they tell themselves. It’s for a shot at the job. So they tolerate demeaning and meaningless demands.

That hiring manager who wanted to hire you so badly that he called you after you rejected the company wanted you to rationalize the company’s behavior because he rationalizes it.

The lesson is, don’t. Being asked to address a challenge about how you’d the job, or about your work ethic — that’s legit. But when an employer demands something demeaning from you, it tells you it’s a demeaning employer. The lesson is, as Marcus Aurelius once said, “to look things in the face and know them for what they are.”

Have you ever rationalized a company’s nutty hiring practices to get a shot at a job? Yah — I’m needling you. I’ve caved to such treatment, and I’m not proud of it. Maybe by sharing our blunders we can help one another avoid them!

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Cover Letter: Write it then burn it

In the March 28, 2017 Ask The Headhunter Newsletter, a reader wants to get in the door. Will a good cover letter do it?

Question

cover letterI’ve been a loyal reader of your blog for about eight or nine years. I grew up in real tough circumstances on the streets of Detroit and as time went by I left that life and became an artist. I went west to Seattle where I became moderately successful with my music and was able to support myself by learning carpentry and eventually running my own business. I did this all without any formal education or training, but I worked my tail off.

All would be fine and well if that was all there was to the story. Ten years ago I was in a traumatic accident which changed my perspective. This accident planted in me a burning desire to go into medicine. After looking around and doing some research, I decided that instead of being a doctor, I would become an occupational therapist (OT). It’s a respected position that pays well.

Now I am less than a year away from graduation. While I have chosen a profession where I might be hard pressed not to find work, at 55 I do have some concerns.

My resume is all rock music and construction work. I don’t really know anything about corporate culture. In my old biz, you either know your stuff or you don’t and if you don’t, your ass is down the road. I’d love to be able to write a cover letter that can get me to a manager that actually hires. I’ve busted my butt to get good at this and I know I can do the job for them profitably. I’ve just got to find my way in.

By the way, I’ve also decided that not only do I want this “impossible” job but I also want to get hired at one of the top ten facilities for my specialty (trauma center rehab). How do I write this cover letter? Do you have any suggestions for me?

Nick’s Reply

Okay, it’s loaded question time. Two people want a job. One submits a well-written resume and a thoughtful cover letter. The other meets the hiring manager at an industry event and they talk for half an hour about their industry, their work, projects they’ve each done and share insights — and maybe a couple of beers.

Who’s more likely to get hired?

Now let’s add a twist. The second job seeker also wrote a thoughtful cover letter. The first, as we said, sent it in. The second burned it but discussed the topics from the letter with the manager.

Who’s more likely to benefit from their cover letter?

Now let’s get real. Most people would feel very awkward walking up to a manager at an event — it’s just uncomfortable. The second job seeker didn’t feel awkward because he used his cover letter as an outline for what to talk about.

Both job seekers did the work of writing a letter. But only one used the information in the cover letter effectively.

To get the right employer’s attention, you should write that cover letter, then burn it — because very few employers read cover letters any more. More important, you need to tell them your story face to face. We’ll discuss that in a minute, but first let’s start with what makes you a very good candidate.

Be the right candidate

People write resumes and cover letters to “market” an image of themselves. But it’s more important to be the right candidate for a particular company. That means picking the company is more important than what’s in your letter.

I think what you wrote in your e-mail can get you hired by the right employer. What you wrote tells me:

  • You’re in command of your life and yourself.
  • You decide where to go and what to do – and you do it.
  • You learn whatever you need to learn to do a job.
  • You persevere and you succeed.

That’s 90% of any job. I’d hire someone like you in a minute, over someone more skilled. The best managers want motivation and you have it in spades. Everything else can be taught and learned.

Your task is not to write a marketing letter. It’s to pick the right employers. See Pursue Companies, Not Jobs. Once you choose a handful of the best OT facilities, write your cover letter to show why you’re the right candidate — but don’t send it.

Write the cover letter

Write a cover letter similar to your e-mail. But use the old military rule for writing and speaking. Structure it in three parts.

  1. Tell them what you’re going to tell them.
  2. Tell them.
  3. Tell them what you told them.

That’s what makes a message sink in. It works.

Step 1

First, start by stating your goal:

“I want to work at one of the top ten trauma rehab facilities — yours. And I’d like to tell you why I’d be the best, most productive and profitable hire you can  make.”

Step 2

Then move on to the substance. Briefly list:

  • What you’ve done to prepare for the job: education, interning, and so on.
  • Outline your background, and explain you chose OT after experiencing trauma yourself.
  • How you came off the Detroit streets. Mention how many years ago that was, to show you’ve come a long way.
  • Talk briefly about becoming a successful artist, musician, carpenter, and having your own business.

Make it clear that you succeeded at everything you did by working very hard to make up for lack of formal education. Be brief. Then explain that OT was worth getting an education and that, like everything else you’ve done, you’ve accomplished it.

The most important part of this step is to name three things you know that are required to be successful in OT. Talk to your teachers and anyone you know in OT — ask them what it takes to be the best occupational therapist. It’s critical to get these three things right. You want to show the employer that you know what they really need in a hire.

Then close this part of the letter by making this commitment:

“I will work as hard as it takes to do those three things better than anyone else you might hire. That’s the commitment I make to you. It’s the same commitment I made to myself when I chose each line of work I had throughout my life.”

Phrase that so you’re happy with it. I’m just trying to give you the idea. Find your own words, so it sounds like you.

Step 3

Finally, recap and summarize what you’ve told them.

“I plan to work for one of the top 10 facilities in trauma rehab, to work hard, to learn quickly, and to help make my employer more successful and productive — just as I always have. I’d like to meet you to discuss your specific needs, and to show you how I’d handle them. If I can’t show you that, then you should not hire me.”

The best employers want commitment

The last sentence in the summary might seem a bit extreme. It’s the most important part of your statement.

Do you see what you’re doing with this letter? Making a commitment. Telling the employer I know what it takes to get hired — and that you don’t view interviews as a game. I’m going to show up ready to rock and roll. And if I don’t, don’t hire me. That’s a powerful statement.

Some centers won’t like this approach. Some will love it. Any kind of approach you make to an employer is risky, because if they don’t view life, work, and the world the way you do, they will not hire you and you’ll never even know why you were rejected. You don’t want to work with people like that.

The best employer for you sees things the way you do, and will instantly want to meet you.

If you want any job anywhere, then write a traditional cover letter. I’d never criticize you for that. But if you know exactly what you want, then portray yourself the way you really are. Embedded in the second of those three military presentation steps are three messages that will get you hired by the right employer:

  • Show you understand what the employer needs you to do.
  • Show how you’ll do it.
  • Make a commitment to do what it takes to be one of the best at the job.

If you need detailed help with that, see How Can I Change Careers?

Burn your cover letter

After you write that cover letter, you will have the outline for any interview you do. But please also remember this, which we discuss on Ask The Headhunter all the time: Most of the time, employers don’t find people through resumes. They find them through referrals from people they know and trust. (See How to launch a seemingly impossible career change.)

Employers don’t find their best hires in resumes, cover letters or databases.

So throw out that cover letter. Or burn it. Do not give it to any employer. HR departments and managers who don’t know you are not worthy of that letter. What I’m saying is, devote your job hunting efforts to finding ways to talk with worthy employers. When you meet the manager, say what you wrote in your cover letter.

Please read Getting in the door for advice about how to meet the manager who needs to hear, not read what you wrote.

Do your own talking

You can do this. Go hang out with people who do the work you want to do at the places where you want to do it. The person who gets hired is the one that isn’t afraid to walk up to the manager, and who has something valuable to say. That’s why you should write a cover letter — but don’t expect that letter to do your talking.

My guess is, this is how you got every job you’ve ever had. That puts you ahead of your competition, who will send documents (resumes and cover letters) to speak for them.  Maybe you don’t realize it, but you have an edge over all of them because your work ethic and motivation matter more than anything else at this juncture.

It’s good you have some time before you graduate, because this takes time. I’m impressed with how you live your life and make your choices. If this helps in anyway, I’ll be glad. Let me know how it goes! I wish you the best.

Do you use a cover letter, or do online application systems make them useless? How would you advise this highly motivated job seeker to get a hiring manager’s attention?

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Age Discrimination: The green antidote

Quick Question

age discriminationWe all know age discrimination is not legal. I’m an analytical chemist with a graduate degree and 40 years experience in analytical chemistry. Although I would love to retire and enjoy my grandchildren, I still have the desire (and mental capacity) to work. My issue is simple. I can’t get past the front door. Employers just look at the experience in years and it becomes a matter of “Let’s interview him so we can check off the EEO box.”

What’s the best way for anyone over the age of 50 to meet age discrimination head-on?

Nick’s Quick Advice

Part of what you’re experiencing — perhaps 20% — is definitely age discrimination. But the big backdrop is automated recruiting. That’s what is killing job opportunities across all age brackets. (See Why am I not getting hired?) In other words, your obvious concern is actually overshadowed by a far bigger problem.

Age discrimination is just part of it

I think 50% of rejections are about the algorithm missing the match. 30% is the personnel jockey reviewing the match and deciding this chemist can’t really do that particular job. Of course, that personnel clerk knows little if anything about chemists, chemistry, or the actual job, but since executive management doesn’t care what HR knows, you’re still screwed.

The best way to meet this problem is to avoid all automated recruiting tools that funnel you to personnel jockeys. You just have to get over the idea that “this is how hiring is done.”

It’s the people

The only solution I know is to carefully select companies you’d like to work for, figure out what problems and challenges each faces, and triangulate to find people who know people at the company. It’s all about the people who are near the job.

  • Hang out with them.
  • Talk with them, whether by phone, e-mail, discussion forums or over beers.
  • Make friends.
  • Then ask for advice and insight about that particular company.
  • Finally, request an introduction to someone in the department you want to work in.

Then repeat with each level of contacts as you get closer to a hiring manager. Never submit a resume or ask about jobs or job leads. Talk shop. This approach takes a while, but it works. Most managers prefer to hire through trusted referrals.

The Antidote: Get the manager past the grey

So you’re not looking for a job. You’re looking for people connected in some way to the company who will talk shop with you. That leads you to managers.

There’s an antidote to age discrimination. It doesn’t always work. For it to work, you must be talking with an employer whose goal is making profit. So pick employers carefully.

Your age doesn’t matter when someone tells a manager, “Hey, this person can do XYZ for you” — and XYZ is what the manager is dying to have done as soon as possible. At some level, XYZ always means making a business more profitable — always. (See Stand Out: How to be the profitable hire.)

When you show a busy manager the green, the manager looks past the grey. Here’s the catch: If this were easy, everyone would be doing it. So get to work.

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Is a 3-page resume too long?

resume

In the March 21, 2017 Ask The Headhunter Newsletter, a reader asks a perennial question about the resume.

Question

I have been receiving your weekly newsletter for some time and  I always appreciate your insight. What is your opinion of a three-page resume? I have been in professional positions since 1985. I find myself in job-search mode and I am having difficulties in keeping an updated resume to two pages. Thanks in advance for your time.

Nick’s Reply

Thanks for your kind words.

I’ve seen good one-page resumes and I’ve seen good 20-page resumes. I think a resume should be as long as necessary to accurately communicate what an employer needs to know about you.

That doesn’t mean you should not try to keep it as concise as you can. A resume is no place to list everything about your past. Employers don’t need to know everything. All they need to know is what is exactly relevant to them. The rest is interference that can lead to rejection.

What’s a resume for?

More important, a resume is not your “marketing piece.” That pronouncement is a career-industry marketing ploy to sell you unnecessary resume services. (See How (not) to use a resume.)

Most of the time, a resume does not get you in the door. Personal communications and referrals are the best way to get in the door. Your resume should be used to fill in the blanks about your credentials after you’ve established substantive contact with a hiring manager. (Yes, I know that’s not easy. That’s why the person who works hardest and smartest at this is most likely to win the job.)

While you’re waiting for one of the many resumes you sent out to get you an interview, your competitor is meeting with the hiring manager because he was referred by someone the manager knows and trusts.

What should your resume do?

Do you know how long the average manager spends reading a resume? Six seconds.

If your resume doesn’t deliver the goods — “Why you need me to boost your profits” — quickly, you lose. See Resume Blasphemy and “Put a Free Sample in Your Resume,” pp. 23-26, in How Can I Change Careers? (This PDF book is not just for career changers. It’s for anyone who wants to show they are the most profitable hire.) Here’s a brief excerpt from the book to get you thinking about your resume in a new, potent way:

“Give the prospective employer a free sample of what you can do. This will get the employer’s attention and it will distinguish you as a job hunter whose goal is to do the job for the employer, rather than just to get a job… You need to package the information in a way that says explicitly to a prospective employer: This is what I can do for you. Before you can deliver this job-offer-eliciting gift, you need to understand an employer’s needs. That means understanding the problems and challenges his company faces. And that can take quite a bit of research. Do it. There are no shortcuts to delivering value.”

Make your resume as long as it needs to be. Does it deliver instant answers to the questions on the manager’s mind? If you don’t know what those questions are, you’re not ready to write that resume. When you’re ready, you’ll know exactly how long it needs to be. (See Tear your resume in half.)

How long is your resume? How long is too long? More important, how do you use your resume? What’s the interview yield of the resumes you hand out?

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