Tag Archives: cgp network

Killing or Kissing

27 Apr

I am at your local Starbucks last week – meeting with a guy I have developed a lot of respect for over the years.  He has about 10 years on me in the recruiting biz and has built a relatively successful recruiting firm along with a couple of partners.  Besides being a good recruiter – he is a good guy.

We talk our usual shop as well as what is going on in your world stuff.  It was a one hour meeting and good to reconnect.  In the midst of the conversation, the light bulb goes off for me that I have a blog entry brewing with a phrase he drops on me.  I had never heard the phrase, still don’t know if it is common and if I had missed it or not somewhere, but it completely resonated and I think offers clear perspective in your job search.

His term for reviewing potential candidate resumes - Kiss It or Kill It.  I know you would expect the pile or file folder to have a better name – maybe A candidates or B candidates – NO, NO – Kiss it or Kill it.  Seriously – a smooch for being qualified and a snuff for not.  I love the word picture that paints for the job seeker and the question you should ask before you press submit.  Is my resume going to be in the kissed or shredded – I mean – filed under future consideration in their Applicant Tracking System - allegedly.

The idea of kiss it or kill it says decisions will be made and made quickly.  How long is the resume perusal?  At the most – 15 seconds.  Pucker up or say Buh-bye.  Have you spent the extra time proofreading it?  Read it out loud.  Not every HR manager and hiring manager offers grace to the typo.  Just assume they do not.  I don’t think it is that much of a penalty – it is more a basic easy reason to ding ya to the kill pile.  DOA.

The whole resume review process is all about having a glanceable resume that gives me a reason to actually read it.  In deference to the hiring manager, it has to be.  You have competition and there is no time.  More people applying for the same job.  I know this is basic stuff but I continue to see terrible resumes and plain cover letters.

Are you offering a solution to their problem?  Are you surveying the job description for key words?  Again, basic.  Be clear, be honest, be compelling.  Make them want to actually read on.  Tell your story.   Give the employer reasons to bring YOU in now.

My favorite quote of the week was from a VP of HR that said, “I just want to see that these people have done a little extra work.”  Is your resume begging for a big wet kiss or simply asking for it?

They Know

14 Apr

Without question, my job has gotten much more difficult when it comes to getting people on the phone.  Answer your (expletive) phone!  (I often whisper this before you pick up the receiver)  I promise this works as well as pushing the elevator button repeatedly. 

It is tough to get people on the horn – they are busy, time is precious, prepping for a meeting, in a meeting, they don’t recognize your number via caller ID, all that.  It is a challenge.  You need to be ready to compete.

I am completely averse to making these posts about 7 tricks for getting past gatekeepers or 5 words you must use when marketing yourself – just don’t like it.  I will say though – the key is understanding that these calls are a mindset.  I have the tricks but I choose not to post them here because, in all transparency, they are not very glamorous and I choose not to.  If you want some tips and tricks in this arena, you will have to call me.

Recruiting calls, marketing calls are a grind if done with a sauntering spirit.  You better be on a mission.  Recruiters understand this, most jobseekers do not. 

You may be surprised that I still write scripts about my candidates and the positions I am working to fill for my clients.  I have been in this business for 13 years but I need to make stories compelling and even more so -concisely compelling.  Concisely compelling involves wordsmithed thought.  You need to be concisely compelling because the goal is a brief, meaningful conversation that opens a door.

Do you even have a positioning statement?  an elevator pitch?  What do you want to do?  How do you articulate your skill set?  Do you have depth of conviction in these calls or is this a stroll down potential hiring manager lane?  If you sense an interest, do you have a few key questions for the “what next” or are you going to wing it?

Back to the mindset.  You are going to get rejection, you are going to get voicemail, you may get hung up on, and you are going to get frustrated.  It is hard work making these calls but in my professional opinion, it is imperative you reach the hiring manager/decision maker.  A person is going to find you your next position.  It takes people.  It takes connecting with people.  It takes work. 

This post has rambled on all so I could say this – you must be persistent and know that it will take more than a few calls.  Out of my own frustration came the latest epiphany – you gotta earn the right to talk to them.  Your persistence will pay off – it will.  Here is what these decision makers know -

They don’t have to answer.  They don’t have to call you back.  Because THEY KNOW I will go away.  THEY KNOW you will go away.  THEY KNOW.

So DON’T GO AWAY.  Sounds so simple but it can be so difficult.  I am amazed about how many jobseekers go away.  They call me once, leave a half a…you know… a weak voicemail and expect a callback.  I never hear from them again. 

Don’t go away.  Don’t show frustration.  If you aren’t feeling it today, don’t make the calls.  But when you are ready to be “on” – Be on a mission armed with clear, concise, compelling words, conviction in your voice and key questions for the what next.   Just like my mentor always said, “Get on the phone!  I don’t want to see the phone in the cradle today.”

Mental Health Day

29 Mar

Clearly, you need a break from your job search.  Where are you going to find it?  I am so glad you asked.  You know I am music fan.  I tend not to gravitate to the genre that engages the likes of Yanni and Zamfir - but that would seem to be a miniscule subset of the music arena, yet I do have an affinity to Andreas Vollenweider and Enya.  So..maybe..anything will do.

Here is today’s career advice – head down to your local electronics dealer and purchase an Ipod, or a Zune, and the really expensive BOSE headphones right now.  Today.  If you already have one, treat your self to a gift card for tunes, tunes and more tunes.

But I thought you said – Monster,  Careerbuilder,  or some niche job board?  Indeed… dot wrong!!  We are talking a mental health day, Jobseeker.   Remember those when you were employed?  A fun-filled melodic, frustration escaping, head banging or not so much, anti-jobsearch diversion-filled afternoon on the lawn at a Lilith Fair/Ozzfest direct from Itunes or the Zune Marketplace where you won’t find a career opporunity but you will find a well-deserved getaway. 

Why?  Because you and I occasionally need to grab hold of a big ol’ dose of Sublimation.  What?  Look – not only has this blog saved my life on occasion, I consider it my no cost Employee Assistance Program and… sublimation?  Well, sublimation is my personal therapist at a buck and some change per song.  Most therapists are by the hour, mine are like – by the mix tape.

I almost forgot to share the definition of the day -

Sublimation is the transformation of unwanted impulses into something less harmful. This can simply be a distracting release or may be a constructive and valuable piece of work.

When we are faced with the dissonance of uncomfortable thoughts, we create psychic energy. This has to go somewhere. Sublimation channels this energy away from destructive acts and into something that is socially acceptable and/or creatively effective.

How could you not want some significant milligrams of that?  Being self-employed – or unemployed with a business card and a website as I like to think of it, I have my share of frustrations and I need an outlet – for instance, a place to channel my urge to hang up the phone violently after leaving the nineteenth slightly, different worded positive voicemail about a great candidate in a salesy voice with a question inviting a call back that is coming at I time I wish I knew.  While waiting for the call, I simply dial up Linkin Park’s – In The End and find out “it doesn’t really matter.”

Perhaps I find solace in an oldie but a goodie by Limp Bizkit when I want to “Break Stuff” or simply try to answer everyone’s oft asked rhetorical question “Who’s Gonna Give Me Some Sugar Tonight?” with solid counsel from Kid Rock.  I don’t have to schedule an appointment and even though there is a CVS or Walgreen’s on every corner, or one currently under construction – this is over-the-counter laced musaceuticals and I am happy to participate in the clinical trial.

Whew – enough of my rant.  Seriously, step away from it for a few.  You need to disengage and realize this job seeking is tougher than job having.  We talk alot about personal branding  - just accept that right now.. you are more of a brand competing for a position than a person that holds one.  I know that is tough to soak in sometimes – it is just a reminder that your resume, your online profiles, your cover letters, your written communication and the interwoven touchpoints need fine tuning. 

While the selected tunes above are on the raucous side – on the lighter side, we look at a Paul McCartney and Wings song from back in the day and I offer a paraphrased, parody perspective – right now – you are a – Brand on The Run.  What direction are you heading?  Get your clarity from a mental health day or two and head that direction.  Maybe Paul wasn’t talking about your job search – but imagine he was – know that YOU will not be “stuck inside these four walls, sent inside  forever.”

In A New York Minute

23 Mar

This networking thing is tough, isn’t it?  What if you just up and moved to a city where you knew no one?  Then it gets tougher.  I know I am always talking about my job search group but they are so worthy of being written about.  Why?  Because these people understand this job search is THEIR job, they have developed a process and all are on the cusp of a solution to their season of transition – a meaningful gig is within their grasp.  

I am going to try this again though – honestly, I realize these people do not control when they get an offer but they do control their daily plan.  They make their own success, they make their own luck.  One of the ladies in the group, recently relocated from Manhattan to the Indianapolis area.  Not as big of a move as Indy to New York City but a big move when you only know two people in town.  While Indy is no NYC, it is the 12th largest metro area in the country. 

She has been here 5 weeks.  She has been to every meeting.  She is slicing and dicing Indy’s north side and is a networking phenom.  She shows up, she contributes and most noteworthy and impressive, in my mind, is that she quickly got rid of her Yankee pride and said – I need some help. 

LEARNING – Job seekers – shed your pride.  Recently downsized – purge your bitterness.  This is an opportunity.  You control the process. 

I barely advertise this group because I want people to want to show up.  I set a time - they know to be there and we will discuss something.  Most of what we discuss is their search, their frustrations, their approach, and try to pull the answers out of them that they already possess. 

Back to, let’s call her…uh… Jill – I have seen Jill have some good days and bad days.  She has had some interviews, attends networking events, applies online and also utilizes some unconventional approaches to get herself in the door.  She is working it.  I reminded her, just this morning, to stop and reflect on what she has accomplished in the last 5 weeks.  Maybe it is that extra time she has saved commuting, but I swear she appears to have extra time in her days – plenty of time to reflect. 

I know this – Jill WILL prevail because as Rick Pitino (a famous New Yorker) said in his book – Success Is A Choice - “When you work hard, money and opportunity will find you” – and what YOU can learn from Jill’s starting over networking experience is:  

1.  You Need to Quickly Lose The Pride, People 

2.  Show Up Somewhere and Make a Contribution 

3.  You Will Have Good Days and Bad Days 

4.  Have A Process, Work Your Process, Refine Your Process 

5.  Reflect On Your Accomplishments (weekly) 

So for Jill,  a 710 mile move, 5 weeks in a new city where she now knows more than 2 people, a much larger living space, a simpler life, a car for the first time in years, free parking, a park but not a Central Park, new surroundings, new neighbors, new friends, no skyline, no Broadway, some panic, some perspective and no job YET –  but as the great philosopher Henley uttered, “In a New York minute, everything can change.”  This season will soon be a faint blip on Jill’s radar screen.

Your Sixth Sense

19 Mar

I was asked to write a foreword for a friend’s e-book recently.  I won’t share the exact title since it is not out yet but the book deals with secrets that recruiters won’t tell you.  The time he took to put this resource together is testimony to his professional credibility – the only thing a recruiter really has to offer you.  The only thing a recruiter has is credibility.

While writing the piece it dawned on me – sharing the secrets of the game with candidates is really what has differentiated my recruiting practice.  That is exactly what has allowed me to enjoy life as a generalist recruiter – I am the recruiter that will tell you what others won’t.

The misnomer of recruiting, Folks – is that, as a candidate, you think your recruiter exists to find you a job.  Most recruiters do genuinely enjoy helping people – but a recruiter is primarily looking to find their client the right person.  We do not broker people, we broker jobs.  Let me manage your expectations for a minute – you are two things to a recruiter – a human being and a commodity.  You need to understand that.  When a recruiter is talking with you, you are a human being.  When speaking with their client, you are a commodity.  A good recruiter knows how to treat you with respect even though you are a product.       

As a candidate, what I think you should expect, if not demand, is the truth – and I would suggest you always look for congruence in your recruiter’s words and actions – tempered with the understanding hiring authorities are often elusive moving targets. 

Are you getting facts or generalities?  You obviously need facts.  Ironically, what you need from the recruiter is what they need from you.  The best recruiter-candidate relationships are built on respect – like all good relationships – and clear communication. 

One last thought, probably the absolute key – once the process gets rolling, your sense of urgency needs to be amped up.  Amped up!  If your recruiter calls, you better call them back.  A strong sense of urgency indicates interest and ultimately offers reassurance to the employer that you are serious – you control the sense of urgency that controls the inference whether you are REALLY serious, which influences whether you get this gig or your slightly more amped up competition does.  Think.  Please.

Learnings. Winnings.

15 Feb

I was talking with a gentleman that has been out of work for 13 months.  13 months.  A year and a month.  He attends my weekly meeting for job seekers.   One of my favorite parts of the meeting is where we discuss what everyone learned this week and where were the wins.  Learnings.  Winnings.  In the previous meeting, we discussed LinkedIn.  This guy had done little more than piddle around in it at that point. 

He goes home last week and completes his profile.  He applied what he learned.  So back to this week – his time to share.  He shares with us that he completed his profile.  Picture and all.  Great.  I was glad he shared that. 

We move to Wins and he speaks up again.  His win?  He has an interview this week.  13 months out and he has an interview.  Someone had found him on LinkedIn.  No job posting, no ad to reply to, just someone saying “I’d like to talk with you.”  Imagine that.  Do I think it happens that fast?  It certainly can. 

I followed up with him after the meeting with an email – here is an excerpt: 

________, if I may, make sure they understand you have put this time off in to perspective.  You know - ”it is part of the plan” stuff.  I think employers want to know you are in the game and have examined this.  Hope that makes sense. 

He responded with a thank you and “he would address it.”   I clarified with: 

HR professionals hear people complain all day long about this kind of stuff.  To get their attention you should come in with a fresh perspective on YOUR experience.  Don’t draw attention to it, or have a monologue about it;  just know if you can convince them you have gained some understanding of the benefit of having this time – you are better than the rest.  And ..of course you are. 

My point here is that employers are tired of hearing the complaining of candidates in interviews.  Interviews are not family counseling.  I know this sounds insensitive but you have to shed the “woe is me – I never saw it coming” mentality or interviews can turn in to therapy sessions.  HR quickly goes from “Human Resources” to “Has Reservations” – we don’t want that. 

Unemployment is no fun.  It can be devastating and can have an impact on every facet of your life.  I understand.  The good news is that you have time to reinvent yourself.  You have time to take a look,  examine the situation and make peace with your new found perspective.  During this time, take note of learnings and winnings.  Write them down.  Record them.  Journal. 

As far as LinkedIn goes – you gotta get on there.  A MUST along with your professional resume.  Here is the takeaway - he knew he needed a resume because he was looking.  He never really got the fact that people were looking for him.   They found him.  And, THAT is a learning and a winning.

What a Touching Influence

8 Feb

As I shared with my job search group, I have been looking for jobs, for now on 13 years.  That is a lot of phone calls, a lot of emails and a lot of touchpoints with my clients. 

Being self-employed is closer to unemployed, I guess that is why I have a natural connection with the job seeker that is seeking a solution.  How can you not want to help someone that is genuinely looking for a new gig, that is really looking for a solution?  This is my threat to the employed out there – an unemployed friend or former colleague calls you – give them a minute will you?  Listen.  Encourage.  Assist.

Let’s focus on touchpoints, job seeker.  A quality job seeker understands the value of touchpoints.  These are the interactions in any form you attempt to or actually have with colleagues, hiring managers, anyone that is part of the interview process or is assisting you in your search.

Touchpoints are where you go to selling YOU without looking like you are selling and simultaneously shield the world from what you are dealing with privately, you know – all that maintenance in your life.  You have to have quality touchpoints because this job search is relational not transactional.  Sorry, canned thank you note guy- it was nice to meet you though.  Thanks for your time.  Stop looking forward to hearing from me soon.

I think you can employ a variety of tactics and strategies to get to the end you so desire.  I also believe touchpoints are individual.  We need originality here, folks.  They need to be professional yet an extension of your personality.  And while I hate the talk – job search is a game and one that you need to be in and serious about.  Some of you show up projecting  - I am no fun – and you think it doesn’t show.  We are out here on the playground and you over there going sudoku on us.

A few years ago I attended the Indianapolis 500 – you know the greatest spectacle in racing.  Makes you think there might be something there to see.  The lady in front of me was actually studying.  She had a textbook on her lap.  After she got done studying, she was knitting.  At the 500, between her 4th turn study hall she is knitting a sweater in the month of May.  Who would invite her?  The place to be yet not really wanting to be there and making herself the spectacle.  Look, she is not getting invited next year and with that attitude you are not getting hired.  Besides, no one hires people that knit at  car races.   I thought everyone knew this.

I can say –  do this and do that when you attend a networking event.  I can say when you call, have the next question – and actually ask it.  When you write a note or email, proofread it.  I can give you my 5 keys to better touchpoints but I am not feeling all - here is a panacea laced checklist – I am more of a – let’s build a system together that works for you guy.  If you would like help – call me.  If you want to respond below with something you did in a certain situation – lay it out for us.

You need a process that you can follow in this campaign of yours.  Improving your touchpoints improves your chances of getting an offer.  You can’t control it but you have far greater influence then you think you have in this game.

The Grounded Edge

1 Oct

Sightseeing never really appealed as a kid, did it?  What are we going to do when we get to the sight?  Just see?  Let’s do.  If you have good childhood memories than more than likely at some point you concluded – my parents pretty much know everything.  This epiphany just hits you at some point.  Maybe deep down they knew sightseeing would be good for you.  Maybe they just wanted you to stop for a second and reflect.

Who came up with the Observation Deck anyway?  A big deck for observing – woo woo.  I had the pleasure of standing on top of the World Trade Center 3 weeks before 9/11 – an incredible 360 degree view of Manhattan and one I am so glad my mind’s eye captured.  Standing there – taking it all in.  What a view. 

How about we go to the observation deck overlooking your life?  What do you see?  Can you even look over THERE?  Can you hear anything?  Words you would take back.  Words you should have tasted first.  Strained familial relationships and relationships you knew weren’t right.  Bosses that you just didn’t click with and employees you should have given another chance to or even fired.  All that muckity-muck.  What a sight. Good stuff too – awards, milestones, wins, cherished memories.  Don’t ever forget the good stuff.

A periodic trip to the very edge of the Observation Deck is cathartic and vision producing.  Look – you need to take an occasional breath in a world that is gasping from all the mindless activity.  A chance to take inventory on your own WTF retreat.  A chance for you to give yourself the advice you would give to others or maybe you even bring a friend along.  What do you do up on the deck with all your STUFF, your baggage?  That’s not the point – the point is you need the perspective on your life.  Regardless of the muck level, it really should look better now from the observation deck.  My how small even the Statue of Liberty looked from the top of the WTC.

Own the new found perspective.  You have to own it.  As I counsel the unemployed job seeker – this is a must - you have to bring grounded perspective to the game - hiring managers want to know what you have learned from your previous positions, your season of umemployment, your wilderness experience, and your success.  Many of you are hyping your involvement in a philanthropic organization that no longer exists and trying to revel in accomplishments that were like Beatles era. 

Perspective from the Past, Clarity for the future, Intentionality for the now – all done with boldness and a sense of urgency.  Imagine that along with me from The Grounded Edge.

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