By Harry Urschel

In this job market, it seems many job seekers have moved to Egypt… to the State of De-Nile!

They believe they can simply apply to job after job online, and through that process they will get a job. Although most of them instinctively know what the reality of that process is in today’s market, few change how they pursue that new position. Hopefully, by making today’s reality clear in this article, in black & white, some job seekers will wake up and realize they may need to try a different approach.

So… you see a job posting online that you like… and you decide to apply. What’s going on behind the scenes?

If the position is at a large company, chances are great that no one will see your resume or online application at all. Your submission doesn’t go to someone’s email or land on anyone’s desk, but rather goes into a database. Chances are you are one of anywhere from 500 to 1,000 people that applied in the same way (one large company I know receives 750 to 1200 applicants for every online posting).

Periodically an internal recruiter searches the database by keywords related to that role, or if the online application included a questionnaire, they look to see which submissions scored highest.

If your resume didn’t include the specific keywords they entered in their search, your entry doesn’t pop up. For example, if they key in the word ‘Supervisor’ as a search term, and your resume only says ‘Manager’, they will never see your resume. If you didn’t score 100% on their questionnaire, they will also not see your file. Out of hundreds of applicants, invariably at least a few will score perfectly.

A friend of mine who is an Executive VP at a large company tells of an experience where he was trying to help someone get an interview for an open position. He had her apply online, and then also took her resume to the internal recruiter working on that position. Even though the recruiter respected the VP, he wasn’t interested in talking to the candidate. He said that she scored 85% on the questionnaire, however, he had 16 candidates out of the nearly 750 that applied that scored a perfect 100%! Should he present someone less qualified to the hiring manager? (The referral did ultimately get the job… more on that later).

If you applied to a small or mid-size company, chances are they haven’t invested in a sophisticated applicant tracking system, so they do look through emails or printed resumes. However, it’s typical, even in a small company, that they will get 300-600 applicants for a posting. The Recruiter or Hiring Manager looks at the volume and their goal is to eliminate as many of those applicants as quickly as possible to reduce that pile down to 3 to 6 people they might call. In that scenario, they might scan a resume visually for 10 to 15 seconds looking for any reason to put them into the ‘NO’ pile. (And there isn’t enough time in the day to reply to the hundreds of people rejected to let them know they are no longer being considered.)

Although you might like to believe that when you apply, someone is reading every word trying to see how they can best use you in their organization. The reality is, their goal is to eliminate you from consideration as quickly as possible in the hopes that a small handful of candidates remain to pursue further.

In this market, they are not looking for the proverbial ‘Needle in the Haystack’, but rather they are trying to figure out the best needle in a stack of needles scattered within that haystack!

When hundreds of people apply for a position, certainly they are not all qualified. MOST of them scan job postings and think “I can do that!” They go ahead and apply whether they are really qualified or not hoping they may get lucky, and they feel they’ve had a productive day because they applied to 10, or 20, or 50 new jobs. When they are competing with maybe dozens of people that not only can do the job, but probably have actually done it, they will certainly not get a call. However they definitely make the selection process much more difficult. Among the applicants are the ones that have ‘been there and done that’ struggling to get noticed out of the tsunami of unqualified resumes.

I lead an 8-week job search class a few times each year. I often hear participants tell me they felt productive that week because they applied to ‘X’ number jobs. Part of my task is to gently make it clear that applying to countless jobs in this market is a colossal waste of time!

So how do you break out of that reality and start a more effective strategy in your job search? How did the woman in my example above get the job at the large company even though she wasn’t a perfect fit?

Networking and Direct Contact!

My friend at that large company bypassed the recruiter and went directly to the hiring manager. He told him, that although he knew several qualified people had applied, he recommended the hiring manager talk to this one as well. The candidate got the hiring managers name from my friend, and made an additional phone call on her own behalf. She was professional, polished, and practiced. She made a positive impression, got the interview, and later got the job. She would have never received a call from the recruiter, but took matters in her own hands and found success.

Especially in this market… if you don’t go the extra mile to find someone in the organization to talk to... anyone… the likelihood of getting a call is minute. Even talking to someone unrelated to the role will likely get you further than simply applying and waiting. How do you make those calls? You can find some help here: “I’ve got a contact name! Now what?”

Applying online makes you no more than a piece of data, just like the hundreds of others that did the same. A voice on the phone, hearing a true professional, will make a connection that is much more difficult to discard than an email or piece of paper.

I know that stepping away from the computer and actually calling someone you don’t know may be intimidating. However, it will likely make the difference between getting an interview or not. Decide if it’s more important to conduct your search only within your comfort zone… or to get a job!

Get out there! Stop denying the reality of this market, and do the things necessary to break through the crowd and get noticed. Out of 700 applicants… someone is taking the extra steps… make sure it’s you!

4 Tips for Twitter http://j.mp/c0GVw1

Is Your Sourcing Team Good http://j.mp/92zdOk

A People search engine - Whoozy http://bit.ly/cMtXV3

Should you invite strangers to connect with you on LinkedIn - http://tinyurl.com/ya4gjuh

http://j.mp/4puHXQ  Evolution of Online Social Networks

How To Improve Twitter Marketing Results - http://bit.ly/ddzZu3

70% of hiring mgrs reject job applicants b/c of info online http://ow.ly/11qKR <-- but is it the wrong person?

How to use SEO for recruiting - http://j.mp/do73BR

Subscribe to Arbita's SEO, SEM and PPC tips via this RSS feed: http://ping.fm/4GYZx

http://j.mp/6KynKC  Russ Moon interviewed

Facebook Privacy Settings http://j.mp/5CIUS5

another radio show - @russmoon Sourcing Samurai http://j.mp/6IN9ER

Why we're attending SourceCon http://j.mp/8PURf2

You don't need close relationships to profit from them - http://j.mp/bu072v

Google bolds synonyms in results - http://j.mp/c3LDqx

retweet is a powerful engagement tool http://j.mp/63WYHr

Existential Authenticity in Social Network Marketing http://bit.ly/4puHXQ

Recruiters have not dealt with the shift from service economy to knowledge economy: http://tr.im/sbrA

What works in recruiting http://tr.im/sbrA

By Harry Urschel

From time to time I get asked about what’s appropriate to wear to a job interview, networking meeting, or other event. The answer varies based on the circumstances and type of position.

The key to keep in mind at any time, however, is that first impressions do matter and dressing appropriately and professionally is a prime component of that first impression.

The way you dress can tell someone a lot about you:

• Do you pay attention to detail
• Do you think this meeting is important
• Do you care about the impression you make
• Do you care about being current
• …and other characteristics as well

So… what is appropriate dress for your meeting or event?  Here are some guidelines:

~ Different roles have different expectations. Certainly someone interviewing for a Machinist position in a manufacturing environment would not dress the same as someone interviewing for an Executive VP position at an investment firm. Someone interviewing for a waiter or waitress position at a sports bar doesn’t need to dress the same as someone interviewing for an Engineering Manager position at a Medical Device company. What’s considered appropriate varies with the role and the occasion. However, it’s always best to dress at the upper end of what’s appropriate for that role.

~ Some rules apply across the board. Regardless of the role you’re pursuing, certain rules apply to every situation:

• Clothes should be clean and unwrinkled
• Pants should be neither too long or too short
• Shoes should be clean and polished
• A dress on a woman is almost never appropriate
• T-shirts are almost never appropriate
• Jeans are almost never appropriate
• Shirts, blouses, and sweaters should never reveal more than a few inches below your neck
• Neatness counts!

~ Don’t think appearance doesn’t matter in some situations, it does! Often people go to a networking event, or informational interview or other meeting that is not an interview and think that dress isn’t as important in that venue… it is! I help lead networking events each month, and see it regularly. If someone is professionally and neatly dressed, they routinely get more referrals than someone that is too casual or sloppy. If someone is thinking about referring someone they know, they are evaluating whether they are willing to subject their friend or business contact to someone that doesn’t present themselves well. They see their own reputation, to some degree is on the line. First impressions matter! Not only in an interview, but in getting contacts too.

~ Find out what the organizations standard dress code is, and dress slightly above. You will never get dinged for overdressing slightly, but will easily get dinged for under-dressing.

• If you are interviewing for manufacturing, or service jobs where the dress code is normally jeans and a T-shirt, wear (unwrinkled) khaki’s and a polo-shirt, dress-shirt, or blouse to the interview. It’s not necessary, and probably not appropriate to wear a suit, however, it would not create a professional impression to wear jeans.
• If the company dress code is ‘business casual’ it would be appropriate to at least wear a sport coat with an open collar dress shirt, or a nice blouse if you’re a woman. It would also certainly be appropriate to wear a full business suit.
• If the company is business formal, it’s critical that you look the part. A well fitting suit, pressed shirt, straight tie (tied well), and polished shoes are imperative. As a woman, a professional pant suit, or business suit with skirt, and business pumps are appropriate. Expensive clothes are not necessary. Well fitting, clean, and pressed clothes are. Details matter. Be meticulous about having the right color socks, well groomed hair, clean hands and nails, appropriate portfolio, briefcase, or handbag.

Not too uncommon faux-pas that occur include:

• White socks with dark pants and shoes, or blue socks with black pants
• A tie that is tied too short, with too large a knot, or crooked
• A beachbag-like, or nightclub-like purse or handbag
• Wearing a dress more appropriate to an evening out than a professional interview
• Sandals on women
• Casual / soft-soled shoes with dress pants on men
• Scuffed or dirty shoes, wrinkled shirt or blouse
• Business suit with a short outer jacket instead of overcoat in winter
• Open collar shirt with or without a sport coat to a formal business environment
• Pants that are too long, too short, too tight, or too large
• Skirt that is too short, or top that is too low cut

~ Bold individualism is not an asset! Although you may like to think your tattoo, piercings, gothic fashion, eccentric makeup, or purple hair show you are willing to ‘think outside the box’, it will more likely be viewed as someone that doesn’t want to follow rules. If you want the job, it behooves you to cover the tattoo, remove the piercings, and dress and groom yourself more conventionally. It may be boring to you, however, it will likely make the difference between getting the job or not.

~ Sometimes other obstacles can be overcome by a professional impression. Some people are concerned about age discrimination if they are older. Often, that can be laid to rest by presenting themselves professionally up to date in their dress and grooming. A tired old suit, tie, or shoes create an image of someone somewhat out of touch. Well dressed, with a well pressed shirt, and up to date shoes instead of wing-tips can create an image of someone professionally current. Find the right balance between up to date vs. trying to look too young. Someone young with too little experience in their field can improve the impression they make by dressing more professionally than their counterparts of the same age.

 

Appearance does matter, and dressing appropriately and professionally regardless of the position you are pursuing can have a tremendous impact on your success. Don’t make the mistake of not taking your appearance seriously enough!

By Harry Urschel

I began watching “The Shark Tank” on ABC last year and it quickly became one of my favorite TV shows. It’s fascinating, and instructional, to watch people pitch their business ideas to the potential investors in the hopes of gaining venture capital to get their business off the ground or expanding more rapidly.

The investors on the panel for the show consider putting up their own money for ideas or business plans they think may be viable. They ask questions and probe the veracity of what they’re being told to determine if it may be a good deal for them or not.

The investors can be brutal in their questioning and comments as they figure out if a business idea is worthwhile or not. Although it may not be quite as intense, a job interview really is the same process. The potential investor / employer wants to clearly understand how you might provide their required ROI (Return on Investment) as they decide to hire you or not.

What can be learned from the show? A lot!

~ Know your facts! Many of the people that come on the show get torn down because they didn’t come prepared with the facts and figures necessary to make their business case. They may not know the true cost of producing an item, the size of the market they are entering, or other key components to understanding the value or profit they may be able to generate. In those cases the investors often make clear the harsh reality that the person isn’t ready to do this business. If they don’t know the facts, they can’t speak credibly about the potential.

Likewise in an interview, if you can’t effectively articulate the facts of your previous related experience and how that can bring value to your new employer, they will likely move on to the person that can. It’s not likely that they will give you the feedback like the investors in the show do. They will just make the mental note, probably politely go on with the interview, but not be interested in taking the process further.

It’s critical to know your facts well. Be able to give examples of related situations you’ve encountered in your previous roles, and articulate how that can be a benefit in this new position. At least one of the people competing with you for the position is likely to be able to do this well. In order to win, you have to be prepared.

~ Show the value! Many of the people on the show come in with a unique or interesting idea or concept. However, if they can’t find buyers, it’s simply a curiosity, not a business. Similarly, you may have great skills you’ve developed over the years. However, if you can’t show how they can be used to fill the need in the job you’re interviewing for, you will not be given an offer.

As you walk through a store, and maybe see something new that seems interesting, you’re not going to buy it unless you can clearly see how you would use it, get benefit, or get enjoyment out of it. You have to see the value! In the same way, an employer must clearly see the value you will bring to fill the need THEY have before they will move forward. Too often, people spend a great deal of time in their interviews describing skills or strengths that are irrelevant to the job at hand. The employer may see that your skills can be of worth to someone, but unless they see how it fills their own needs or wants they will not proceed.

~ Show your passion… professionally! Often, on the show they have someone that doesn’t really have a great product or business idea, and they don’t get the money. However, throughout their presentation and questions they exhibited a great deal of sincere passion for what they were doing. It was clear that they fully believed in their idea and in themselves and that they were going to be resilient regardless of the outcome of the show. Although they didn’t get the funding, often they came very close to getting a yes based on the passion alone. Other times, someone with a good idea tipped the scales heavily in their favor and got the funding because they showed that passion as well.

In a job interview as well, someone that shows a sincere interest and desire in the job and the company can sway the process toward them. It’s important to maintain a professional demeanor and not become overly emotional, however, it’s often not the most technically qualified person that gets a job, but the one that shows a real passion and enthusiasm for it.

 

On the show, as in interviews… most people don’t prepare enough to make sure they present their information and themselves in the best way possible. Preparation is critical! In the job market today, you are competing with more people than ever for each job. Out of the greater numbers, there will usually be someone that is truly well prepared, and that person often gets the offer.

Larry Bird, the Boston Celtics basketball star from many years ago used to say that he had never had much natural talent for the game. However, he decided he could do what most other players wouldn’t do. He would out-practice them. If most of the other players in the league took 100 practice shots per week… he would take 1,000. That’s how he became a hall-of-fame caliber player.

In your job search, you may not have the perfect job history or skills. However, you can be the most prepared for each interview. Write out your answers in advance. Practice them. Practice them some more. Improve them, and practice them some more. Preparation and passion will get you closer to your next career role!

By Harry Urschel

People seem to get passionate about whether a Functional resume is ever appropriate versus a Chronological format to best represent their experience.

If you’re not familiar with the terms… a “Functional” resume lays out the functional experience you’ve had related to the field you are pursuing. It may break down the experience by specific areas of responsibility and accomplishments. It may, or may not, indicate the companies you worked for in the past and usually doesn’t show the dates you worked at those companies.

A “Chronological’ resume on the other hand, is what most people usually use. Listing the most recent job, title, dates, and experience, followed by the previous job, and so on.

It is often argued that a functional resume can be effective for a career change, to emphasize the transferrable skills versus actual role you previously held. It’s also often used to hide gaps in employment, or excessive job-hopping. Often, recruiters or hiring managers see a functional resume as a red-flag, that the candidate must be trying to hide something. That assessment is often true.

So, as a job seeker, what do you do if you do have a large gap, previous job-hopping, or spotty work history?

A purely chronological resume certainly points that out quickly and your chances of getting a call diminish rapidly. A purely functional resume causes them to doubt your claims and your chances of getting a call again drop to near zero.

The solution is a hybrid that gives them the job history and dates they seek, but doesn’t emphasize them as much as your relevant experience!

Use the first page, and probably the majority of your resume, to list relevant skills and experience for the position you are pursuing. Add a reference at the end of each bullet point showing where you gained those skills. An example might be:

 

Supervisory Experience
~ Led a team of 5 Direct Reports to achieve record production (ABC Manufacturing, Inc.)
~ Achieved 90% retention of a call center team in an otherwise high turnover environment (XYZ Corp)

 

Then in the last section of your resume, include a section titled “Employment History” that gives your Chronological experience in a brief format. Simply list the Company Name, Dates, and Title for each position.

The reader will be able to connect the dots of your experience from the references in the functional section and still be able to deduce your employment track record. You are not hiding anything. However, you are also not clearly emphasizing what may otherwise be a potential negative when being considered.

Certainly, if your background is spotty, or you are clearly not qualified for a particular role compared to other candidates they are considering. Nothing will ‘make’ them contact you. However, a ‘hybrid’ format may give you an opportunity to clearly convey your related experience and gain their interest before they make a decision based on other factors.

As always, it’s important to tailor your resume for each job you pursue. Use their terminology and clearly emphasize your most relevant experience for that particular role.

If you think your work history is harming your chances of getting interviews… a hybrid format may make the difference!

By Harry Urschel

It’s a huge understatement to say that 2009 was a tough year to be looking for a job. Although it looks like 2010 will be somewhat better, it’s certainly too soon to say for sure. As an individual, there’s not much you can do to change the economy, but you can certainly change your personal outlook.

Use the occasion of the New Year to start anew. Take a fresh look at your job search, drop the baggage you may have picked up over the last several weeks or months, and make new commitments to put new energy into your job search process.

Here some suggestions to help:

• Check your attitude. As I write about often… attitude is probably THE most important factor why some people get jobs and others don’t. A job search, particularly a long one, can make it very difficult to keep a positive and optimistic mental attitude. Take stock of your attitude and how you come across to others. Find ways to help you get new hope and encouragement to be sure you’re presenting yourself in the most positive and professional way.
  
• Check your schedule. How are you spending your time? Are you spending too much time surfing job postings and not enough time actually connecting to real people? Are you pursuing companies directly? Are you spending enough time on your job search each day? Treating your job search like a full-time job helps you improve your attitude as well. Doing what you know you should do is a great way to feel good about yourself. Schedule your time weekly and do the things you scheduled yourself to do!
  
• Get help by helping. The best networking you can do for your own job search often comes out of helping others. Whenever you talk to someone, ask them how you might be able to be of help to them. Volunteer at any kind of service organization. Find ways to serve others. When people are being helped, they are far more willing to share information, leads, contacts, or ideas. When you’re volunteering somewhere, you’re likely to meet new people that may have additional ideas and contacts for you as well. On top of that… it’s yet another way to feel better about yourself and boost your attitude.
  
• Get involved. Often, great networking opportunities come at events related to your field. Find local professional associations, trade groups, user groups, or special interest groups related to your profession, field, or industry. Find trade shows, seminars, workshops, certification programs, or classes related to the job you’re looking for. Get plugged in. Go to meetings, take classes, or anything else where you meet new people that can be targeted contacts for you. Additionally, it’s a resume booster to show that even though you may not currently be working, you are still active in your field.
  
• Seek best practices. Look over your job search process and figure out which activities produced some results for you and which didn’t. Determine to spend more time on the activities that worked. Furthermore, seek and try new ideas. Determine that you’ll be willing to step outside your comfort zone to get the results you need. Always keep track of what seems to work for you and what doesn’t.No one has a ‘magic bullet’ to guarantee you a new job. A job search requires doing dozens of tasks, all the time. Don’t give up on an activity after a couple of blanks,but don’t keep doing the same things endlessly that don’t make progress for you, and expect different results.

This website and many others online offer tremendous ideas and techniques for an effective job search. Learn what you need to learn, and apply them with a fresh perspective. 2010 can be the best year of your life! Start with a new outlook on your job search and decide you’ll take Nike’s advice and ‘Just Do It!’