When Networking isn't Working for You

Networking is important; you hear it all the time, especially when you are looking for a job. To do it effectively, it is not only time consuming but for some people it’s downright uncomfortable. You might also ask yourself: if everyone is doing it, where's the competitive advantage for me?

Here's the secret: Most everyone is doing a poor job of it. If you are able to network well (even if you do dislike it) you’ll be well ahead of the pack.

For most people networking is a big drag - something they do only when forced to. There's that luck-of-the-draw feeling about it, especially when you hear stories about how someone was at the right place at the right time. You tell yourself: if you're not a golfer or a regular at happy hour, you're doomed. You'd rather be at home with a book than out there schmoozing strangers who would otherwise bore you; wouldn't time pass more quickly on your couch? At least you're less likely to spend money when you're at home.

Still, despite your preferences, you find yourself out there. But this networking thing's not working for you. Let's look at some possible reasons why and what to do about it.

1. Attending industry and networking events ranks right up there with a visit to the dentist.
Are you more than a little tired of seeing the same familiar faces month in and month out? You feel networking events are a great opportunity to meet people who don't have jobs. But they're terrible for meeting people with jobs. (If you were happily employed, would you hang out with this crowd?)

Your fix: Connections and courage. Make connections beyond these networking-only events. Have the courage to ask for introductions to leaders and experts in your field, to your counterparts in other companies (even your former competitors). Go to conferences and receptions. Go to every event you're invited to. Volunteer to serve on committees.

2. Your calls to friends always end up in voice mail.
You might have burned out your relationships by being so focused on your frustrations in finding a job. Think about your recent conversations. Are you just hearing the sound of your own voice in your memory's ear? Can you even name your best friend's kids anymore?

Your fix: Mind your manners. It's natural to use your friends and industry colleagues as a safe place to vent. But if you just use them as immediate connections to your next job opportunity, you're going to burn out these relationships quickly. Definitely let them know that you're looking for work -- there's no shame there at all. Ask them for introductions to people they might know who would be able to move your search forward (a co-worker, for example, might know someone who knows someone). Don't put them on the spot of always having to say no when you ask them, "Do you know of any jobs out there?" Remember one of the key principles in networking is to give something first. Find a way to give something of value to that person whose assistance you are seeking.

Word to wise: When you are introduced to people, remember to thank your friends (thank all of your networking partners, for that matter) with e-mail updates, even formal, handwritten notes from time to time. Everyone likes to see their friends make progress out of a life crisis, and everyone likes to feel appreciated for the part they played in your journey to better times.

3. You just can't seem to squeeze in the time necessary for networking.
You may be tempted to focus your time on activities you feel will bring a more certain conclusion and that will give you the satisfaction of feeling immediate progress. Yes, you deserve those gratifications of jobs well done -- or, well, at least done. Yet somehow, you just never get around to making those phone calls.

Your fix: Commitment. For starters, commit yourself to a goal. Begin with five phone calls a day. Make it easy on yourself: If you need to, have scripts ready to work off of, so you don't have to start cold with each phone call. Be comfortable (in your desk chair, not your couch). Commit yourself to filling your "funnel" of contacts and leads, just like salespeople do. With every "no" you hear, you still have plenty more phone calls to make and conversations to follow up on ... and no single rejection is ever the end of the world.

4. You're doing everything right and your networking still isn't working.
How do you know it's not working? OK, so the obvious is indisputable: You still don't have a job. But with enthusiastic networking filled with a variety of contacts and introductions, you've set events in motion that you might not even be aware of: People may be talking about you and brainstorming with each other about whom else to introduce you to; someone might be checking with HR right this very minute to see how a position can be created for you.

Your fix: Patience. These things take time. Yes, the mortgage is due. But your alternative, which is to not network at all, will get you nowhere. Keep up your commitment. Keep growing your connections. Remember to be courteous to your friends and expanding your networks.

And the right job will come.

Identifying Resume Fraud

Resume fraud, or an applicant replacing factual information with “a little white lie” is not new problem. Although the economic downturn may have increased applicant desperation and fabrication, this problem has been around for years and occurs at all levels.

You may recall the well-publicized resume fraud case in 2001 of newly hired Notre Dame Football Coach George O’Leary. O’Leary lost his job within days when it was revealed that his resume contained serious inaccuracies, including claims of a Master’s Degree from what turned out to be a non-existent institution. In the late 1980’s, the Port Authority of New York took out want ads soliciting resumes from electricians with experience using Sontag Conductors. Nearly a third of the respondents said they had experience with Sontag’s. The problem: There is no such thing.

Executive and managerial resumes face tighter scrutiny today than ever, but regardless, some applicants will always feel the need to embellish credentials and accomplishments.

Here are some of the more common deceitful tactics:

1. Fudging Employment Dates
This is the most common practice and is usually done to cover gaps in employment. Be sure to verify dates when confirming employment and make sure application dates match those listed on the resume.

2. Fabricating Past Accomplishments
It is sometimes difficult to confirm inflated claims of achievement. However, ask for specific examples of how these achievements where attained and if the numbers don’t add up, probe further. Speak to references and former managers and try to verify all possible information.

3. Exaggerated Degrees and Education
There are many high-profile examples besides Coach O’Leary which have made the news over the past several years. Be sure to verify the educational institution existence and accreditation online and over the phone when checking an applicant’s claim.

Other areas to pay close attention to:
*Omitting past employers from resumes
*Falsifying the reasons for leaving a previous job
*The Inflation of job titles and responsibilities

Fortunately, there are many different ways to detect and prevent resume fraud, but all require an investment of various resources. Recruiters, HR professionals and hiring authorities are generally less concerned with punishment than with preventing these dishonest individuals from joining their organization. Of course, employees can expect to be terminated when the fraudulent activity come to light. A few states do have criminal codes on the books to punish the abusers which utilize false resume information, but most states do not.

I hope this information will help you when reviewing candidates.

Thanks,
David Lammert

NonVerbal Communication

Today, with competition at an all time high among job seekers, reading and understanding body language is critical to your success in a job interview. Nonverbal communication equips you to understand what interviewers are thinking, helping you tweak your body language to get them to connect with you ... and offer you the job!

1. The All Important Handshake

The handshake reveals a story about each of us. Do you shake hands softly? Do you come in from the top and deliver a "bone crusher"? Body language experts tell us that aggressive people have firm handshakes; those with low self-esteem have limp, "wet fish" handshakes.

A great handshake is an easy three-step process:

· Make sure your hands are clean and adequately manicured.

· Ensure hands are warm but free of perspiration.

· Execute your handshake professionally and politely, with a firm grip and a warm smile.

Ask a friend or family member to critique your handshake.

2. Seeing Eye to Eye

What's considered an appropriate amount of eye contact may vary in different countries. In North America, 60 percent eye contact is a safe and appropriate amount. Too much or too little eye contact can make hiring managers uncomfortable. Too much eye contact and you may seem too intense; not enough and you risk appearing uninterested.

Eye-contact tips:

· When you meet the interviewer, look her right in the eyes, then think to yourself, "Wow, so great to finally meet you!" This will make you smile, and she'll pick up on your positive mood. When we look at someone we find interesting, our pupils dilate, a phenomenon the other person instinctively picks up on.

· During a job interview, keep your eye contact in the upside-down triangle area of your interviewer's face: from the left eyebrow, to the nose, back up to the right eyebrow.

Warning: Staring at a person's lips is considered sexual, while looking at their forehead is considered condescending.

3. Get it Straight

Posture is a critical thing to master on an interview: Get your posture straight and your confidence will rise with it. Next time you notice you are feeling a bit down, pay attention to how you are sitting or standing. Chances are you'll be slouched over with your shoulders drooping down and inward. This collapses the chest and inhibits breathing, which can make you feel nervous or uncomfortable. Keep your shoulders back and your chest forward. Practice this and notice the difference in how you feel.

Don't stand with your hands in your pockets.

4. Get a "Head" of the Game

When you want to feel confident and self-assured during an interview, keep your head level, both horizontally and vertically. Also assume this position when your goal is to be taken seriously. Conversely, when you want to be friendly and in the listening, receptive mode, tilt your head just a little to one side or the other, nod slightly to reinforce this.

5. Arms Lend a Hand, Too

Arms offer clues as to how open and receptive we are, so keep your arms to the side of your body. This shows you are not scared to take on whatever challenges come your way.

Quieter people tend to move their arms away from their body less often than outgoing people, who use their arms with big movements. Keep gestures within the frame of your body, or you'll risk being seen as out of control. Avoid the negative/defensive action of crossing your arms during the interview.

Here are two common perceptions of hand gestures:

· Palms slightly up and outward: open and friendly

· Palm-down gestures: dominant and possibly aggressive

6. Get a Leg up on the Competition

Our legs tend to move around a lot more than normal when we are nervous, stressed or being deceptive. As a result, try to keep them as still as possible during the interview. You should not cross your legs during a job interview, as it creates a barrier between you and the interviewer and may lead to fidgeting. When you cross your ankle at the knee, this is known as the "figure four," and is generally perceived as the most defensive leg cross.

7. Navel Intelligence

Keep your belly-button in-line with the belly-button of the person you are speaking with (in other words, make sure you are facing them at all times). Doing otherwise suggests you are not fully engaged and perhaps looking for a way out of the conversation.

Increase your awareness of the body language of those around you and your own. It will pay dividends.

Does your Company Value Candidates?

As a kid I always looked forward to buying fireworks around the Fourth of July. Back in those days, sometimes the fuse would light right away and provide an instant boom. Other times, the fuse would sputter before really igniting into the big flash...much like our economy these days. We know it is getting ready to sizzle, but we must endure the sputtering sparks before full ignition.

Recently, I was conducting a search for a client and for a variety of reasons the client took some time to get back with the candidate at a critical stage in the process. The amount of time without feedback, updates or a brief email or courtesy call had this candidate asking questions:”Do I really want to work for this company? Is this how they treat the people who are working for them now?” and "Will it be like this when I need information from my boss?” Professional treatment is a two-way street. Even if a company does not choose a candidate it is in their best interest to leave them with a good feeling about the process. All companies should certainly leave all their applicants with the sense that they value them for wanting to interview and join their team. Not only will this leave the applicant with a good feeling towards the company, but also imagine what this does for the organizations branding image.

One of the hiring authorities who I have worked with on several occasions summed it up well. ”David, if we do not select a particular candidate to join the team I want them to at least go away from the process knowing we are a decent caring company, especially if they work in our industry. We know that they will likely share their experience with friends, family, colleagues and others, particularly, if we aren't respectful and professional in the hiring process."

Quality recruiters shy away from working with a company when they have a bad reputation in the market for how they treat their people, candidates and customers. The hiring process is certainly challenging, it will have delays, and that’s part of the process. However, your communication (or lack there of) during that process that can certainly affect the outcome.

A good thought for the hiring authority is to treat the candidate with the same care they use with the organizations external customers. It's a simple way to turn a potential negative for the candidate who is not chosen into a positive and defines your company as a great place to work at the same time!

Expand Your Network and Feel Good about Yourself

When you are in immersed in the process of a job search it is difficult to think of anything else. It seems your days are spent submitting resumes, conducting research on the internet, posting your resumes on job boards, preparing for interviews, contacting those already in your network and attempting to expand it.

It's exhausting, not to mention depressing at times.

One way to expand your own personal development and network is almost always “overlooked”. This rewarding and beneficial task is: Volunteering. It is amazing how many contacts you can make and how many people you can meet while you are helping those less fortunate than you! However, this is not the reason to volunteer - it is just one of the subtle benefits of interacting with individuals who believe in giving back. After all, those who volunteer are people who want to help others.

We all need to give back and when you are in a job search you often have more flexibility than when you are employed in a demanding career. Not to mention it can be a good distraction from the rigors of the process. Take your mind off the search and help others. You certainly have nothing to lose and a lot to gain.

The next time you hear about a “worthy cause” rather than focus only on your needs - give back to others and your efforts will be rewarded.

Enjoy!
David Lammert

Increase Your Employee Retention without Spending a Dime

In today’s economy, coming up with funding for new programs or anything other than the bare essentials is nearly impossible. However, it is possible to increase your employee retention without spending a dime. All it will cost you is a little brain power.

Almost everyone is feeling the pressure, stress and increased anxiety as the economy takes baby steps towards recovery - owners, managers, and spouses - even the stock market is jittery. As your employees are inundated with negative news, it is important to recognize the pressure they are under. If you simply stick with the attitude: “they should be happy they have a job” you might just end up with lower productivity and a mass exodus as the economy improves and new jobs become available.

You must also be careful that the timing of your actions is in sync with the employees and keeps their feeling in mind. For example, a simple redistribution of salary dollars can cause a negative ripple effect. If you make a strategic move, like hiring more sales people to show you are committed to improving revenues, but have recently laid off other employees, the negativity that is created with the remaining staff can completely negate any positive impact.

So, what can you do to increase short term morale and long term retention without spending money?

* Offer new or extra incentives for measurable increases in productivity, revenue or in cost savings. A simple move like this can potentially get your team to stop thinking negatively and to focus on creativity and competition. Competition makes us all better at what we do. Although there is a possible payout, increased revenue and/or decreased spending will offset this expense.

* Take time to meet with your staff weekly. Take a few minutes to sit with your staff with no particular agenda. Let them share ideas, vent or talk about their kids. You will be surprised at what this will do for their morale and what you might learn about them that will help you head off problems in your company or department.

* Allow more flex-time with your employees work schedules. The total hours your employees work will be the same, but some flexibility may allow for increased production overall.

* Consider an upgrade in title. Chances are in the last 12 to 18 months you have increased your employees’ workload and they have seen no pay increase. So, make them feel good about themselves and that you recognize the value of their contributions by upgrading titles to Manager, Senior Manager, or Director.

Small changes like those listed about will likely pay you back many times over. Let me know what decide to do in your firm.

David Lammert

Why You Aren’t Getting Interviews

This first step of the hiring process can be a difficult and frustrating one. Many times a candidate will tell me they came across a perfect job, submitted a resume and cover letter and never heard from anyone. This unfortunate series of events happens to almost everyone at some point in their job search.

If you find this happening to you repeatedly it could be for a variety of reasons, some of which are listed below. Appropriate changes to your process could illicit different and more positive results.

1. You’re Not Being Realistic
You may not be as qualified as you think. Recruiters and hiring managers have specific criteria they are looking for from candidates. Just because you have held a position with the same job title does not mean you are necessarily qualified for this particular position. There are many factors considered in the selection of a candidate including length of experience as well as the size and scope of the roles you’ve held. All positions are not created equal.

2. You Have Too Limited of a Focus for Your Search
Large companies and industry leaders are great to work for. That being said, it needs to be understood that there is a tremendous amount of competition for their jobs. I am not suggesting you don’t include there types of organizations in your search, however, try not to limit yourself to only the big players. Most of the businesses in our country are small to mid-size and they have difficulty finding good candidates.

One more tip: If you have submitted your resume on-line to a company once, they have you in their system. Don’t keep applying for different jobs on the company website, and certainly don’t reapply for the same job more than once. If they are interested in you they will contact you.

3. Your Cover Letter and Resume Don’t Set You Apart
Make sure your cover letter is specific to the job you are applying for. Avoid a cookie cutter approach. Reference specific qualities and talents you have and how they fit this particular job. Let the reader know how you can benefit them.

Customize your resume to highlight your experience and your achievements which match the job you are applying for. You may need to have more than one resume. In today’s marketplace, if your resume doesn't highlight your measurable achievements, you will get very little traction.

Lastly, proofread, proofread and then proofread again.

4. Your Approach is Unmotivated or Lazy
Follow directions to the letter. Companies are very particular about how you submit resumes and fill out applications. If you cut corners, you will dramatically reduce your chances for consideration.

5. You aren’t using the Correct Keywords
The words you use in your objective statement need to be both relevant and current. Companies and sites like Monster.Com use software that scans your resume for keywords to help determine which candidates to contact. Even hiring authorities and recruiters who review your resume will be searching for keywords relevant to the job and the candidate they seek. Make sure your resume contains the words which are pertinent to your experience and skills.

6. You haven't used Your Network to Help You
One of the best ways to set yourself apart from other candidates is to get someone from your professional network to help you identify the correct contact within the company you wish to work for. A common contact between you and someone in the organization greatly increases your chance to be noticed. This also gives you a point of contact to follow up with after you apply. Do not overlook the importance of who you know.

The steps above should dramatically improve your chances of landing an interview – a first, but critical point in the process of landing a job.

Thanks for reading!
David Lammert