Archive for 2011

How to Negotiate a Job Offer or a Raise

Wednesday, December 14th, 2011

It appears that your attitude about what’s possible can make or break any opportunity for a higher salary.

Research shows that if you feel in control of your life and believe you can make things happen, as opposed to believing that others control your circumstances, you are more likely to ask for what you want, and, therefore, influence the outcome.

However, if you believe your fate is in someone else’s hands, you may not even imagine there are options other than those presented to you. This difference in attitude around what’s possible is largely shaped by gender roles and learned behavior, according to the book Women Don’t Ask, by Linda Babcock and Sara Laschever. In their book, the authors present many impressive examples of women at all stages of their careers, being passed over for promotions, new jobs and salary increases simply because they did not ask for what they wanted.

Of course, men too, can learn from this limiting mindset and avoid being among the sixty percent of job applicants who do not attempt to negotiate better terms. This statistic is striking in light of the fact that eighty nine percent of employers expect that applicants will, in fact, ask for a better starting salary or increased benefits of some kind.

Follow these tips to get that raise or negotiate the compensation you deserve.

Think about what you really want and believe you deserve, not just what you assume is possible.
Be able to articulate the value you have or might add to the opportunity at hand as a rationale for your request.
Know what the marketplace pays for your position by doing research online and locally (salary.com, indeed.com, rileyguide.com) as further justification for any increase.
Request a meeting to review your job offer. Express appreciation for and interest in the offer before you present your counter-offer. Keep in mind that vacation time, a flexible work schedule, additional time without pay, and other benefits, can all be part of your negotiation.

Posted in Career Transitions, Job Search | No Comments »

Do You Job Search During the Holiday Season?

Sunday, November 27th, 2011

Are you wondering if you should put your job search on hold until after the New Year, since the hiring process tends to slow down from now until mid-January?

My advice is to keep some momentum going throughout the Holiday season. In fact, the six weeks between Thanksgiving and New Years can be a particularly effective time to make strategic and useful connections.

With many executives curtailing work travel schedules to make themselves available for end-of-the-year planning and office events, you may have easier access to decision makers at this time.

You might also have a competitive edge in the job market, as many applicants assume not much is happening and opt to wrap presents and sip eggnog instead of pursue job leads.

Take advantage of holiday gatherings to connect with people you don’t see very much during the year – former colleagues, neighbors, distant relatives, old friends. They can all be helpful in your job search, providing you are forthcoming with information about what you need.

When the time is right, tell them what type or position you are looking for or ask to be introduced to someone who may be a great networking contact. If they seem interested in helping you out, let them know you’ll follow up with them in a few days—and do!

With an attitude of “anything is possible”, and a challenge to your assumptions about this time of year, you may find yourself in a prime position of opportunity to celebrate the season and enter the New Year with sense of promise and good connections too.

Posted in Job Search | No Comments »

The Key To Finding or Fillling Job Vacancies

Thursday, November 10th, 2011

There’s a problem filling job vacancies, in spite of the large number of candidates who need work.

Job seekers aren’t aware of the “new” ways to locate available jobs and employers are using ineffective strategies for attracting the right talent.

What’s the solution to get the right candidate matched with the right employer?

Much has changed in the way people are hired since the onset of the recession and this has caused an impasse in the hiring process.

Despite its limited effectiveness, many employers still use the “post and pray” strategy for filling job vacancies while job seekers, desperate for jobs, randomly submit generalized resumes to any listing they see. Neither approach is particularly focused or ultimately successful.

I’ve also heard from human resource professionals that they are now posting positions exclusively on their websites, rather than using job search engines. Furthermore, any applicant must submit their resume and cover letter electronically from the company’s web portal, or they will not be considered. That approach obviously limits who will apply, which may relieve human resources staff of culling scores of unqualified people, but at the same time, is not likely to bring in a fresh new round of candidates.

Then, there’s what appears to be the newest trend in hiring—avoiding internet postings altogether and relying solely on the power of targeted networking to bring in a few of the most qualified candidates.

This approach seems to be netting positive results, especially when candidates are initiating “strategic conversations” with key people within their interest area and upping their chances of “being in the right place at the right time.”

In fact, over the past 8 months, several of my clients secured job offers through this strategic networking approach. Here’s how it works:

Identify companies or individuals who align with your interests and skills (you may need help from a career counselor for this task).

Think about anyone in your network who could introduce you and then set up an informational meeting.

Be clear about why you are there: to gather more info about what they do and their career path, the landscape of their industry, the needs and challenges they are currently facing (one or all of the above).

Communicate your skills and competencies clearly and make a connection between company needs and challenges and the value you can offer.

Ask if the person with whom you are speaking can introduce you to a colleague, so your strategic networking continues.

Follow up with specific suggestions and/or a thank you.

The fact that hiring is down and unemployment is up is not because employers do not need to hire new talent. In many cases, it’s because the needs are significant and there are competing priorities. Combine that fact with overworked human resource professionals who must find ways to manage the stream of (sometimes random) job applicants and you have an opportunity for the job seeker to step in and fill a gap.

It’s clear that the marketplace is changing and so are the ways organizations need to look for talent and for jobseekers to communicate their value.

Posted in Career Transitions, Job Search, Skills, Interests & Values | 1 Comment »

Don’t Give Up!

Wednesday, October 26th, 2011

Researchers say that it takes on average ten meetings to generate information about an actual job…

When I first met “Ken”, he was working in health care, and wanted to explore a different work environment where he would be more intellectually challenged and have increased opportunities to work collaboratively with colleagues.

Prior to his contacting me, Ken had half-heartedly investigated options by talking with a few people. He gave up after a couple of months because he didn’t hear of a specific job vacancy to which he might apply.

He came to me discouraged and not particularly hopeful about his prospects for a change. Being convinced that he had only scratched the surface of possibilities during his last attempt at a job search, I suggested that he think of this time as a new beginning, since it would involve new and effective strategies rather than a continuation of unsuccessful ones.

He seemed open and encouraged by this idea and we began to identify next steps. It helped that Ken was clear about his job criteria, his competencies and his priorities. With these factors in mind, he identified key questions to ask people as he explored a new professional setting and was prepared for their questions about what he wanted.

Relying solely on professional introductions made for him by friends and colleagues (as opposed to making “cold calls”), Ken found it easier this time around to meet with people in positions or settings that interested him. He began to develop a list of employers that met his criteria which made him more hopeful and motivated. We both felt that we could take a break from our work, since Ken seemed to have mastered the art of networking.

Fast forward six months later to my phone call from Ken last week…

Ken happily reported to me that several of his contacts had been in touch with him weeks after he’d met with them. He’d had two job interviews and just this week he’d received an actual job offer as well information about a position that was likely to develop in a month or two. He hoped to give his notice next month and was delighted by new prospects that sprung up unexpectedly.

Take away tip: Don’t give up on your job search because the results aren’t happening in your desired timeframe.

Tags: Job Search
Posted in Career Transitions | No Comments »

How To Get The Edge On Competition

Monday, August 29th, 2011

You may have heard that some employers are no longer posting open positions on the company’s website, let alone on job search engines. Why? Too many applications to contend with, many who are not qualified or who present themselves poorly.

Taking into account those two reasons alone can give you an edge on the competition.

As a career counselor it’s incredulous to me that an applicant would waste time casting about their resume with little regard for the skills and requirements needed for the job. But, in this time of high unemployment and a scarcity of positions, it’s common practice.

If you do not have the qualifications for the job, it’s not a good idea to apply for it. You’ll just be setting yourself up for disappointment in the end. Better that you take time and focus on presenting an impressive set of documents for a position you stand a chance at getting.

When applying for a position for which you’re qualified, your resume should be tweaked according to the job description or posting. This may include reframing how you describe responsibilities and tasks so they reflect the exact language used by the prospective employer, and/or re-ordering the sequence in which you present your background, to align with priorities of the particular job.

Another frequently made mistake is submitting resumes without well-written cover letters or lacking one altogether.

Cover letters, when crafted effectively, add another piece of information about your qualifications.

Begin your letter with the same heading from your resume and be sure to address it to a particular person, whenever possible. If no one is listed on the posting, call the company and ask to whom you should address your application letter.

In the first paragraph identify why you are writing and where you saw the posting of the position. Then go on to state why you are a strong candidate for the job. Using a bulleted format, select requirements straight from the posting (such as: leadership, communications, organizational abilities, or strategic planning) and give an example of when you’ve used a skill or demonstrated a competency.

End the letter with a hope for an opportunity to further discuss your background and qualifications.

I’m hearing more and more of the importance of cultivating an “internal advocate” within the organization that has posted a position for which you are applying. This “internal advocate” is different from a reference, which is typically someone who knows you and your work well. An advocate is someone who might bring your application to the hiring manager’s attention and have it pulled from somewhere in the pile of pending applications to the top.

The final strategy for getting an edge on the competition involves how you actually look for a job. More than ever before it is critical to set up “strategic conversations” with people who either do the work you are aiming for, or who might introduce you to key people in your particular area of the marketplace.

This is not the same as “networking” which often involves sipping wine and nibbling cheese at a random event in hopes that you might bump into someone who could help you in your job search. But, rather, these meetings are deliberately arranged either by you or through an introduction from a friend of colleague. They require more thought and intention than the more typical “meet and greet” situations, but the outcomes are more promising by far.

For additional tips, check out my past blogs under “job search”.

Tags: Job Search
Posted in Career Transitions, Job Search | 2 Comments »

Better Grab A Vacation Before It Becomes Extinct!

Friday, July 15th, 2011

Have you heard about the troubling demise of the American vacation?

Just a decade ago, most Americans enjoyed at least seven consecutive days off from work, and many took two weeks of vacation or more.

But, work/life balance took a hit about three years ago, when the rise in gas prices gave way to the concept of a “staycation”.

This alternative to the “pack the family into the car and go” vacation had energy-saving merits, but fell short in providing true and much-needed R&R to hard working Americans.

Many of us discovered that a time off at home made it all too easy to sneak in work at the computer or answer calls with no risk of irritating the person in the lounge chair next to us at the hotel pool.

Any semblance of balance between work and play is now shifting in favor of a “life-is-work ethic”, with the majority of Americans squeezing playtime into a long weekend.

Already 1 in 7 of us, reports Joe Robinson, author of Don’t Miss Your Life, opts in favor of the “no-cation” and puts their health at risk by eliminating a verifiable stress reliever from their life.

There are many indicators that support the need for extended days of time off, including the staggering statistic that annual vacations cut the risk of heart attacks in men by 30 percent and by 50 percent in women.

Another study found the physical health, mood and quality of sleep of nurses improved after a two-week break.

Unfortunately, if a two-week vacation is necessary for health benefits to kick in, most Americans are in trouble.

But, don’t toss out your beach towel just yet. There’s hope.

If an extended vacation isn’t possible this year, plan two long weekends to recharge and shake up your daily routine—a proven way to reduce stress.

When you return, set a date and plan for a longer time off next year—the excitement in the planning will do you good.

Tags: balance
Posted in Career Transitions | No Comments »

If You Lose Your Job, Consider This Tip.

Friday, July 1st, 2011

I was all set to post a blog on another topic when I received a call from a woman I’ll call Kelly, who had been laid off from her middle management position of 17 years.

Since she’d been out of the job market for well over a decade, Kelly was looking for a career counselor to help her with her transition to new work.

When I asked if she was eligible for outplacement services, she said she had no idea, as she was not familiar with the term.

I explained that when someone in good standing with a company or organization is laid off, it is sometimes possible to receive paid sessions with a career counselor as part of a severance/separation agreement. Many employers recognize that this assistance creates good will and gives the employee a new focus and direction after a difficult ending.

However, it’s not likely that Kelly will receive this benefit since she had already signed an agreement giving her approval of the terms of her separation.

In my conversations with human resource professionals who manage layoffs, I’ve been pleased to hear that many advise employees to seek legal counsel to review the terms of the separation agreement. This is wise and a good practice on everyone’s part.

Given her position in the organization and years of service, Kelly may have been advised to request outplacement services as part of her agreement—before she signed off on it. But now, payment for these services will come out of her pocket rather than her former employer’s.

Posted in Career Transitions | 1 Comment »

The Over 50 Job Search Challenge

Sunday, June 12th, 2011

I’ve come to believe that looking for a job, or a new career, in the “second half of life” can be vastly different from your experience in the “first half”. And, I’m not referring to age discrimination or bias, as the underlying difference.

The difference in older people’s experiences in the job search as compared to a younger generation’s has more to do with the complex issues and questions that are inherent in our later years.

For example, Jane, a woman in her late 50’s came to see me because she knew she was finished with her successful career as a management consultant. After thinking about her transition for almost a year, Jane still did not have any concrete ideas about what she would do instead of the career to which she’d been devoted for 25 years.

“It’s not as though I’m distracted from the question about what’s next by the amount of work I have. To the contrary, for some reason, the work is just not coming to me anymore. What worked in the past, no longer generates new contracts now. I feel like I’m facing into a blank slate and this has never happened to me before.”

While it was unnerving and scary for Jane to face into the reality of no work, it was also exactly what she wanted and needed—a major career change.

It’s next to impossible to effectively navigate a major life change at full throttle– which, Jane admitted, had been her preferred mode of operation. So, her “down time” was providing her the space to regroup and reflect on what really mattered in her life.

In response to her frustration of not being able to name a new career focus, I asked Jane “What if your work for the moment was to be in that ‘place of not knowing’ and to shift your pace and expectations? How would you feel?”

“I think I’d feel relieved that what’s happening was purposeful and part of some process”, she replied.

Some say that the second half of life is more than setting goals and meeting them– a dominant theme in early years. Moreover, it is about deeply investigating the question “Who am I meant to be?”

Not only does this particular inquiry take time, but it can also influence every significant life decision you make.

If you find yourself facing into unknown territory in the second half of life, imagine that you are where you need to be.

Be open to the questions that arise that may give you clues about next steps. See if you can let your inner voice lead you instead of being led by external directives or imperatives.

Tags: Career Transitions, second half of life
Posted in Career Transitions | No Comments »

A Far Away Retreat Offers Clues for Your Journey

Thursday, May 19th, 2011

I’ve just returned from France where I co-led a retreat with Susanna Liller. The participants, all in some type of life transition, were ready to experience the City of Lights and whatever else that might support them on their journeys.

As any plan unfolds, there are often glitches. Add in a foreign country, a new language, and different customs and you have the invitation to be flexible and let go of the way you thought the plan would progress.

Due to a variety of factors, we arrived late to our private walking tour of Paris. Then the tour lasted two hours longer than planned. This impacted dinner plans that then had to be adapted to the French schedule of dining.

As it turned cool that evening, some of us wanted warmer clothing–requiring a “quick” (is anything ever quick in France?) trip back to the hotel before our evening boat ride down the Seine. As the boat captain announced the final boarding call, the last three of us barely made it on board. It didn’t take us long to leave the rush of the day behind and take in the stunning lights of Paris as they lit up the evening sky. In the moment we could pause to reflect and appreciate our good fortune.

The following day, we were off to Chartres, a 50-minute train ride from Paris, and home to the famous Gothic cathedral and its 12^th century labyrinth. Chartres was to be our base for five days. While Paris was magnificent, we were all looking forward to the calm of a relatively small town where pedestrians outnumber cars and spiritual seekers outnumber tourists.

The train doors were closing with half the group still on the train platform. Thankfully, a kind young man appeared out of nowhere and, as if to read my mind, pressed the green button opening the door to let the rest of the group inside. I was reminded that there are always people around who can help you in a pinch, so don’t panic.

In Charters, we all settled into France. The participants enjoyed informal French lessons with me and felt more comfortable taking risks speaking French and being on their own. It was evident that they were opening all of their senses to the beauty of this setting that made their experience all the more satisfying.

We were impatiently awaiting Friday morning, the day of the week when the 250 chairs are removed from the 42-foot stone labyrinth adorning the nave of the Cathedral. Pilgrims have come to Chartres for centuries to walk the stone circle that leads into a center and out again without tricking the walker with false turns. A labyrinth is a meditative tool, sometimes used for reflection, healing and insight. Throughout the day, we each had many opportunities to walk the labyrinth, sometimes with dozens of others joining us, other times sharing it with a few. At day’s end, we gathered to exchange experiences. Everyone’s day was transformative in some way.

Was it all about the labyrinth? Or did St Augustine provide the broader context for a type of transformative experience: “It is solved by walking.”

To spend an entire day in some type of reflective and contemplative activity is bound to have an impact on an individual. Such a deviation from the normal hustle and bustle of daily life can literally bring us to our senses and from the fullness of that place, we may more clearly understand our choices and desires.

The retreat week ended more calmly than it began. I believe that our willingness to move out of our comfort zones and stretch into the unknown brought gifts beyond what we had anticipated. Clearly there were lessons learned that we could take home with us.

Posted in Career Transitions | 2 Comments »

When A Career Transition Is More Than You Bargained For

Thursday, April 21st, 2011

“I feel like I’ve tried everything and nothing’s working.” After five months pounding the pavement for a new job, Sam was understandably discouraged and frustrated.

Unlike most of my clients, who come for help with their search, Sam knew what networking strategies worked to generate leads and he seemed clear about his competencies relevant to his job target. Even his resume earned a better than average mark before we made some necessary revisions.

So, why wasn’t his job luck turning after several months of diligent effort?

As I always do, I asked questions to get to the heart of the matter:

How was he doing overall?
What feedback was he receiving as he spoke to people who were doing the work he wanted to do?
Were there any patterns to his recent experiences that were reminiscent of the past?
On a scale of 1 to 10, how interested was he in his job target? What was his motivation to go for this type of job/career?
How would he describe his current life stage (Sam was 42) and how did he see work fitting into it?

It was the questions about patterns and motivation that revealed some interesting clues about Sam’s situation.

Without much hesitation, he recalled several times in his life when he felt “invisible” and “insignificant”. These incidences harkened back to his school days and brought up sad and painful memories. Sam realized that each time his job search efforts triggered similar feelings, his confidence plummeted and it would take him days to recover. So, his search was marked with a series of fits and starts which prevented him from gaining any significant momentum.

We discussed how this reoccurrence of sorts of childhood experience impacted on his success, but more importantly, how it was providing a nudge for him to heal his memories. I suggested a variety of ways to explore this healing from journaling to meeting with a therapist.

Sam rated his interest in his job target a 5, which provided another “ah ha” moment for him. A low rating for interest, juxtaposed with a high rating for effort just did not match up.

In the ensuing conversation, Sam began to realize that he had been pursuing career options that were not truly his own—a behavior very typical for the first half of life.

At 42, Sam was embarking on the midlife/second half of life journey that calls for inner, rather than external directives. Once he recognized this fact, he was able to begin to frame his job search within his own criteria.

On the surface, it would seem that Sam was down on his luck—another unemployed person not able to land a job. But, at a deeper level, Sam’s circumstance is more complex.

Difficulties in the work/career arena often present patterns and behaviors that remind us to take care of feelings or past hurts.

In this way, whatever is happening can be seen as an opportunity, rather than “bad luck”, and purposeful as long as we are willing to see what is behind the obvious.

Posted in Career Transitions | No Comments »