October 2010

Two reasons your cover letter sucks:

1. It doesn’t exist. You just send your resume. Adding a three-sentence note in the email doesn’t count.

2. It exists, but it might as well not, because it just repeats the same info that’s on your resume. Think about this for a minute: Why would an employer want a cover letter that just gives them the same information as you are already sending them in the next document? Answer: They don’t.

99% of job applicants, I’m talking to you. Go redo your cover letter and tell me something that isn’t in your resume!

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You know when you see a job posting and it lists an application deadline? And then you figure you have until that deadline to apply?

Well, you might not.

Here’s why: A lot of job sites require the employer to list a deadline or closing date when submitting a post. There’s often no option for “we’re looking at candidates on a rolling basis.” So employers are forced to pick a date, even if it doesn’t reflect how they’re actually handling the search.

This is a bad system, because it forces employers to list information that might not be true and that will mislead candidates.  On the candidate side, you see that date and think “great, I have four weeks to submit my application.” But if the employer is actually looking at applications as they come in and talking to good candidates on a rolling basis, when you apply in four weeks, they may have already assembled a group of finalists they’re excited about, and thus the bar is going to be a lot higher for adding someone else in last-minute. Or they could be poised to make someone an offer, or the job could even have been filled already.

Of course, like everything in hiring, this is not universal. Different people handle things differently. But from the outside, it’s hard to know. (Personally, I will take a fantastic candidate at any time, even if the deadline has passed — I’m not going to turn away a great candidate because of an arbitrary deadline. But I also evaluate applications on a rolling basis, and if I find someone great before the deadline is up, I’m not going to risk losing her to another offer while I wait for the clock to finish ticking.)

So if you see a job you want to apply for, apply now, no matter what the application deadline says.

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I’m not sure why anyone would do a pre-scheduled phone interview while they were driving, but since I’ve recently discovered that some people do in fact engage in this behavior, please consider this a formal suggestion not to.

It baffles me that this happens, because:

1. First of all, you can’t focus fully. Why, why, why wouldn’t you want to be able to focus fully on presenting the strongest case for your candidacy possible?

2. Second, it denies you one of the greatest benefits of a phone interview: the ability to have notes in front of you.

3. Third, has it occurred to you that you might have to honk at someone or slam on your brakes or that you might get rear-ended (or worse)? Obviously I hope you don’t get rear-ended for entirely different reasons as well, but as far as the interview goes, why are you that cavalier about possible disruptions?

4. Fourth, you’re sort of signaling that you’re not prioritizing the interview enough to even pull over to the side of the road, and that’s not a great impression.

5. And fifth, there’s a not-insignificant number of people who are staunchly, passionately against talking on a cell phone while driving. I once had an industry VIP refuse to speak to me when he realized I was answering my phone from my car. (To say nothing of the in-your-face, screaming meltdown I watched one of my neighbors unleash on someone last week for driving while talking on his phone.)  If your interviewer feels even a little like that, do you really want to jeopardize your interview performance over cell phone politics?

Frankly, I wish everyone would use a land line for phone interviews, although I realize my dream is becoming increasingly out of reach. But at least pull over to the side of the road.

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A reader writes:

I really appreciate your blog and your candor, and I have used your advice many times during my job search. In fact, the interview chapter from your e-book made a huge difference on my last interview and I really felt like I was on equal footing with my interviewer. It resulted in winning a contract for a project that went well and will hopefully lead to more work in the future.

My question is about cover letters. I have poured over your “example of a good cover letter” post, as well as the section on cover letters in the e-book, and it has again made such a difference in the way I see the issue from the reader’s side. However, the opening line of a cover letter is so challenging for me to write because I want to make an impact and say something more than the position title and the place I found it posted, but I don’t want to sound like an infomercial.

I’ve read some advice that suggests asking a question that the reader would answer “Yes” to, but examples of these sound like a used car salesman to me, and that is just not my personality. I’m applying for creative positions in a marketing and advertising, so I want to write an opener that would be interesting and make them actually want to continue on to my resume. What kind of cover letter openers appeal to you?

Ugh, I know exactly the sort of cover letter openers that you’re talking about – ”Are you looking for a detail-oriented self-starter with a background in engineering?” and so forth – and I hate them!

They sound overly salesy, and no hiring manager wants to feel she’s being aggressively sold to.

Frankly, I think standard openers are perfectly fine. You don’t need to have a gimmick, after all; just make sure the rest of the letter is compelling. ”I’m writing to apply for your field organizer job” is straightforward and gets the job done.

Or ”I’m really excited to apply your field organizer job” would be a little more interesting (although be prepared to show that you really are excited and why).

Or even re-writing that salesy opener to something like this: “Reading over your ad, I suspect you’re looking for someone detail-oriented and organized, and that’s why I’m responding.” For this one, make sure the ad didn’t specifically list the qualities you cite here, or this won’t work — it’s a good opener if it shows you read the ad and deduced some things on your own, but not if you’re just regurgitating what they wrote. Although if you want to do the latter, you could change it to, “Your field organizer ad called for someone detail-oriented and organized, and I’m continually lauded for those qualities.” (Again, be smart and genuine about this. If you write, “Your ad called for someone with an English degree and I’m continually lauded for mine,” that won’t pass a straight-face test. People are rarely lauded for their degrees by anyone other than their parents.)

But really, straightforward and basic is completely fine. The real action of the cover letter is going to be in what follows the opener.

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A reader writes:

I have recently been offered a job with a company locally and have accepted it. However the hiring process a extensive background investigation is needed and will not be able to start this position until the January of 2011. I have more recently been offered a another job a couple of hours away. I would prefer to accept the position locally but I need an income that I could get from the other job a couple hours away. Is it acceptable to use this job until the other job and background investigation on done?

I get versions of this question all the time, all ultimately wanting to know:  When is it okay to take a job knowing you’re likely to leave it quickly as soon as something better comes along?

First, two situations where I’ll give you an immediate pass:  (1) If you’re being honest with the first employer about your intent and they hire you knowing that, go for it, and (2) if this is a job or industry where high turnover is typical and routine, such as retail, call centers, and so forth, fine.

But aside from that, here are some principles that you should apply to any question along these lines:

* If you’re not being candid with the employer, what will the impact be on them? In many businesses, an employee leaving after just a few months means that time, money, and other resources were wasted on training; they have to go through the time and expense of a new hiring process; and often the area your role was responsible for suffers setbacks, either minor or major. Is this a large business that can more easily absorb the impact, or a small business that will feel it much more? Is it a nonprofit that will have to divert resources away from a valuable mission to respond? Different organizations are impacted to different degrees by this, and you want to think about what the impact will be in your case.<

* Are you willing to accept a possible hit to your own reputation?  It's likely that you will always be "the guy who left after we spent two months training him." You won't just burn bridges with the first organization; it may impact you other places too, because the world is fairly small. Are you willing to accept the possibility that you might be going after a job you really want some day and find that your interviewer was the co-worker who picked up the slack after you disappeared -- or knows one of those co-workers? (I know this sounds like a loaded question, but it's a genuine one. You might weigh everything and decide that, yes, you are willing to accept this. That's fine; I just want you to think it through first.)

Speaking of reputation, it's also worth asking yourself what your new employer will make of this. They may assume you’re willing to do the same thing to them.

* This one is hard to quantify, but you should at least be aware that there were probably other people who really wanted that first job and would have been thrilled to get it … and might have gotten if it the employer had known that you had secret plans to leave after a few months. Again, your call to make, but this should be part of the ethical landscape that you think about.

Now, whenever this topic comes up, someone points out that you don’t owe employers any loyalty because they may fire or lay you off without notice, etc. But it’s a rare employer who will hire someone planning to fire her in a couple of months, or who will hire you and then rescind the job offer when a better applicant shows up. And yes, plenty of employers treat employees badly, but it’s far from true of everyone, so at least make sure you know who you’re dealing with before you paint everyone with the same brush.

All that said, it’s certainly true that employers make decisions based on what’s in their own best interests. But the reason they don’t, for instance, hire someone planning to fire her in two months, is because that’s not in their best interests. It’s not in their best interests to become known as an employer who does that kind of thing, or to make their current employees worry they’ll do it to them. And it’s not in their interests to become known as a company that treats people unfairly or callously, because they want to be able to attract and keep good people. And something similar is true for you: It’s not in your own interests to get a reputation as someone who doesn’t keep commitments, who cuts and runs, or who acts without integrity or concern for others — because you want to to be able to work with good people too.

So just as employers will act in their own best interests, you should too. But you should make sure you have a really comprehensive picture of what those interests are — and for all the reasons above, it’s not as simple as “Job A is better than Job B.”

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should you work for free?

October 22, 2010

Should you work for free?  I want to know what you think.

But wait, it’s not that simple. Here are six separate scenarios. Would you work for free in any of these situations? Why or why not?

1. Doing some work for free, for a limited time period, in order to get experience in a field you want to move into (and in which you currently have no applicable experience).

2. Lending your skills as a volunteer to a nonprofit organization that does good work on a cause you care about. This nonprofit has very limited financial resources and its staff works for low salaries.

3. Lending your skills as a volunteer to a nonprofit organization that does good work on a cause you care about. This nonprofit is well-funded and its (talented and in-demand) executive director earns six figures, but the organization uses volunteers in order to put more funds toward its program work.

4. Doing regular work for free for an organization that will look prestigious on your resume. The work is demanding but people are impressed when they learn you’re associated with them.

5. The same prestigious work as in #4, but now you’ve already been doing it for a year or two. Have you derived all the benefit you need/want from it, or do you continue?

6. Offering your services for free for a limited time to prove yourself to an employer or client you really want to work for.

Have at it in the comments! I’m very interested in hearing what people think.

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A reader writes:

I follow your blog religiously and I love it, although I’m a lurker and don’t comment (yet). I just wanted to send you a quick note to say that I have sent out your interview guide twice to friends of mine who have had upcoming job interviews. They both told me that they *loved* the guide and it was extremely helpful to them! One of my friends is expecting a job offer as a result of her interview.

I just wanted to pass along the great feedback. I really appreciate you providing this as a resource, and I am sending it to all of the employees that were affected by layoffs in my department this year.

This came exactly when I needed it to come. Thank you! It feels awesome to hear things like this.

And anyone who’s job-searching and hasn’t yet downloaded my interview guide (it’s free), you can get it here.

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This has become my new favorite question to ask job candidates:

Tell me about something you achieved that you think someone else in your same job would not have gotten done.

It’s basically the flip side of what I tell job-seekers to do on their resumes.

It’s an awesome question, because you can immediately see if the person operates in a way where they’re naturally pushing to do better and better, or if they’re content with just doing the basics. It tells you about resourcefulness, drive, initiative, the bar they hold themselves to, and their general approach to work.

I love it so much that there’s a danger I may start using it on dates, etc.

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This post is for anyone who has ever said or secretly thought that reference-checking is a waste of time.

Not long ago, I had a job candidate on the verge of being hired. He had wowed everyone in the interview and clearly had the skills to the do the job well.

Something was strange about his reference list, though: The references he offered were from several jobs back; his list didn’t contain anyone from either of his last two jobs, even though he said his current boss knew he was looking. And one was a former professor, although he’d had several jobs since school. Red flag or someone who just didn’t know how to put together a good reference list?

We asked him to put us in touch with two recent managers, and he did. Okay, I thought, his lack of push-back or caveats could be a good sign.

And then we called them.

We found out that he’d been fired for theft and fraud at both of his last two jobs, and even served time in jail for one of those cases.

Imagine if we, like some employers, hadn’t bothered to check references at all, or hadn’t pushed back to get more relevant and recent ones. More to the point, would your reference-checking practices have kept this from happening to you, or would this guy now be working down the hall from you, defrauding you too?

Check references. And to make that check more valuable, use these tips too:

* Don’t limit yourself only to the candidate’s list of references. If the candidate has offered peers (or professors or “personal” references) rather than managers, or people who haven’t worked with her recently, ask to be put in touch with the specific people you want to talk to.

* Call main switchboard numbers. If you know the reference works at XYZ Company, look up the company’s main number online, call that, and ask to be transferred to the person, rather than just calling the direct number you were given. It’s not unheard of for candidates to give you a friend’s phone number so the friend can pose as the former boss. [Or even to pose as the reference themselves; see the incredible comment from MJB on this post (toward the end of the comments list).]

* Ask the right questions. If you just run through a perfunctory list of questions, you may never get to the most useful information. Rather than asking questions like “Is there anything Joe could improve in?” (to which a lot of references might respond “nothing comes to mind”), ask, “If you had to pick two ways Joe could improve, what would they be?” Also, you can provide options where there’s no “bad” choice and ask the reference to select the choice that sounds most like the candidate. For instance, “Some people thrive in fast-paced environments but might err on the side of losing precision, whereas others are incredibly precise but do better when there’s more time to focus on their work. Which sounds more like Joe?” (If you want a list of great questions, here’s a really good one from The Management Center.)

References are only a waste of time if you treat them like just an item to check off your list, rather than as a genuinely valuable part of your assessment process.

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My friend Kat, who’s doing some I.T. recruiting, offers up this PSA about a common mistake people make when posting confidential resumes on online job boards:

The omission of people’s city, state and zip in a confidential resume means that they are not searchable once entered into a database. I understand that people like to post confidentially on job boards as there is a means for confidential return communication, but once that resume gets into some other ogranization’s hand, it is useless without contact info. And more often than not (maybe 75% or more of the time), their resumes are being farmed out elsewhere from the job boards, and are therefore useless without personal information.

This is me and said friend
in our misspent youth,
probably doing something
ill-advised. Do you really
want job advice from
these girls?

I don’t care if I have your last name, or even your phone number (although it is certainly desired). What I need is at least a first name, city, state, zip and current email address. If there is no zip code available, the candidate will not get searched in our database for future matches.

Perhaps the most frequent mistake I see made is people who put their address and phone on their resume but don’t put their email address, not realizing that their resume document may get separated from their original submission email or their job board resume entry. Resumes always always get detached from emails or job boards for review, so you shouldn’t omit an email address on the actual resume.

I’ve never recruited from job boards, so this is useful information to have. On a similar note, I’ve received resumes sent directly to me without containing any contact info, just a name, which is also strange. So today’s message:  Contact info — use it.

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