Author: nbrout@comcast.net

I was thrilled when an editor from The New Yorker magazine requested an interview based on my book, Losing Your Job & Finding Yourself: Memoirs, Myths, and Methods for Inventive Career Transitions. In Who? Me, Impeached?, the editor’s angle is how Donald Trump could handle his résumé after being impeached. This post addresses Q&As for any job seeker who needs to work around career trouble spots for job applications, résumés, and interviews.

Q: How should you deal with a black mark on your résumé, such as being fired, laid off, or failing a class that tanks your GPA? Should you open a job interview with it or wait until you’re asked about a professional regret? How do you put a positive spin on it?

A: The purpose of your application and résumé is to land an interview. They must be the truth, but not the whole truth of everything that’s happened in your career.

Conduct yourself like a witness for the defense in a lawsuit. Answer questions truthfully but avoid unnecessary elaboration. Never volunteer information about trouble spots you haven’t been asked to explain.

For example:

Why did you leave each job (especially if fired or laid off)?

• For applications, say you sought or accepted a new opportunity.
• For interviews, craft a true statement in advance that allows you to control the conversation and keep it positive. Such statements are known as departure, exit, or bridge statements.
  • Start with a factual statement of what happened followed by one or two positive statements about what you gained from the experience and how you moved forward.
  • If laid off, “There was a major reorganization and/or 100 jobs were eliminated.”
  • If fired, never use the word “fired.” Say something like “The job was no longer a fit with my skills or interests, so it was time to make a change.”
  • For both scenarios, “I had a great 10-year run and expanded my skills in many directions. I took the opportunity to step back and figure out where I want to go next.”
  • Don’t say anything negative about your former boss or company and end your statement on a positive note.
• Since pervasive layoffs began in with The Great Recession in 2008 – 2009, many mid- to late-career job seekers have been laid off—at least once. If you use an effective departure statement, most interviewers move on without skipping a beat.

Why are there time gaps in your work history?

• Close gaps with consulting and/or volunteer work you’ve done. It’s not necessary to distinguish paid vs. unpaid projects.
• Omit gaps between jobs by including years of service without months.

Why did a job last less than a year?

• Don’t include hiring mistakes on your applications or résumé. A job that didn’t work out need not be part of your written or oral story.

How can you age proof your résumé?

• Unless you’re a fresh graduate, don’t include years with your education.
• Don’t include more than 20 years of work history unless earlier jobs demonstrate your fit for the jobs you’re pursuing. Going back only 15-20 years can help you get through automated or other initial screening steps.

Why is your GPA low?

• This is relevant only for students and recent graduates. Once you’ve had one professional job, move your education to the bottom of your résumé and omit your GPA unless it’s stellar.
• If your overall GPA is low, show a higher GPA for your major or a subset of courses.
• If every option is low, consider not showing a GPA. If asked, you can provide context around one or two classes that made the overall GPA lower.

Q: How should you answer a question about your biggest regret, failure, or mistake?

A: Talk about a situation that caused you to learn, improve, or grow. Choose something related to the job you’re interviewing for to demonstrate a new capability you gained, or something unrelated and inconsequential. Keep it short and positive.

Q: How should you handle a job search after being fired or laid off? Can you continue looking in the same field or do you need to make a change?

A: Whether fired or laid off, do some candid assessment and soul searching about what happened and what you can learn from it to take into your next role.

For example:

Did you get fired or laid off because of a skills gap, such as getting behind on critical technology?

If you’re receiving unemployment compensation, pursue state-funded training grants (e.g. through a local CareerLink office). Many states partner with training organizations that offer a wide range of computer courses, project management, business writing, etc.

Take advantage of free online technology classes. Check out Google Analytics Academy for free certifications; W3schools.com for free courses such as HTML, CSS, and JavaScript; and HubSpot Academy for free digital marketing certifications. Also see LinkedIn Learning (formerly Lynda.com).

Are there other reasons you didn’t have a seat at the end of this round of musical chairs?

If leadership or interpersonal glitches got in your way, consider taking a course or hiring a coach.

If you’re unhappy in your line of work and thinking about making a change, engage a career coach to assess your situation, identify transferable skills, and repackage yourself to pursue a new career direction. Losing Your Job & Finding Yourself addresses how to tell a credible story of what you’ve done, creatively positioned for what you want to do next.

Do you want to find another job like the one you left?

Assess your situation and go for it! Losing Your Job & Finding Yourself provides practical guidance on how to conduct a successful job search in the digital age.

Q: If you were fired or laid off, should you expect a pay cut in your next job or is it possible to get a higher salary?

A: Being fired or laid off should have no effect on your next salary. Your salary history is irrelevant and nobody’s business. Your desired salary range is the only relevant conversation to have with prospective employers. Before providing your range, research salaries for similar jobs in your geographic area. When asked for your salary range or requirement ask for their range for the position before giving a number. Like any negotiation, the person who says the first number loses.

Q: Can you provide tips for how to deal with a transitional period—especially how to deal with it emotionally?

A: Expect your job search to take time. A good rule of thumb is one month for every $10k in base salary. Start by making family and financial adjustments as needed to weather the storm.

A job search can be a full-time job, but it’s also an opportunity to enjoy free time and flexibility in your schedule. You don’t want to look back and wonder why you didn’t take advantage of that time to take better care of yourself and enjoy things you haven’t had time for while working.

Losing your job is a golden opportunity to step back and think about what you want to do next. It’s a great time to make a change if you were unhappy or not well suited to your last job. Take full advantage of any severance, subsidized COBRA, unemployment compensation, and outplacement services at your disposal.

As described in Losing Your Job & Finding Yourself, use a balanced approach in your job search: Superior Marketing Materials (Résumé and LinkedIn) + Online Job Search Platforms (Indeed and LinkedIn) + Networking with Purpose.

The myth that 80 – 90% of jobs are never advertised is rooted in the pre-digital age and long overdue for extinction. With the internet, at least 40% of jobs are filled via online channels. One caveat is the higher you go on the corporate ladder, landing your next job will likely entail more networking and executive recruiters than online searches. That said, don’t discount the fact that you will find many attractive VP-level jobs online.

Finally, attend local career transition meetings and professional networking events. You’ll gain comfort in knowing you’re not alone and access to valuable speakers and other job search resources. Maximize the value of outplacement services or hire a career coach. Seek therapy if you’re depressed and/or anxious and support from family and friends is not enough.

I hope this has given you ideas and actions to apply during your transition, and I wish you a safe landing!

How do you know when you need to write a cover letter?

Gone are the days when every job application required a letter. But some still do! No wonder you’re confused.

Some recruiters and hiring managers won’t read a resume without a cover letter. But they are a diminishing breed. Others have always thrown cover letters in the trash without reading them.

According to the Jobvite 2017 Jobseeker Nation Report, cover letters are dead–or nearly dead. For the most part, they’ve gone the way of the manual typewriter. According to Jobvite’s data, only 26% of recruiters consider letters important in their decision to hire an applicant. That leaves 74% who probably don’t look at them–and one in four who still do.

If you’re applying for jobs, you’re probably wondering whether to take the time to write letters. My Sweet Spot Job Search Method calls for a single resume that doesn’t need to be customized for each job within a search strategy. Instead, job seekers can better use their time tailoring a well-written letter for each application. It’s one of the best ways to demonstrate your unique fit for the job and your written communication skills (which is more important for some jobs than others).

As the recruiting and hiring process is ever-more digital, the need for cover letters is declining. Here are 10 tips to navigate whether you need a cover letter and, if so, how to write a good one.

1. When you don’t need one. Most “Easy Apply” applications on LinkedIn and simplified (one-click) applications on job boards like Indeed skip cover letters. Instead of a letter, some have a place to write a short note to the employer.

2. When you might need one. Some simplified applications still ask applicants to upload a resume and cover letter. With more extensive applications, you might not know if you need a cover letter until you get to the end of an application. You’ll probably be asked to upload a resume; maybe a cover letter. If you need one and you haven’t written it, the end of an application is not the best time to write it. You risk getting kicked out of the application and having to start over. I know how frustrating that can be!

3. When you do need one. Full applications on company websites often ask for a resume and letter. Many smaller companies ask applicants to email a letter, resume, and maybe work samples.

4. Better safe than sorry. Other than “Easy Apply” or one-click applications, I recommend writing a cover letter before starting the application. This is especially true if you’re applying on a company’s website, which is usually the best way. At the end of the application, if you can only upload one document, combine your letter and resume into a single PDF. You’ll probably never know if it’s read. But, if it is, a well-written letter can help you stand out.

So how do you write a strong letter?

5. Letter and memo formats. Stick to one page. Try to find the name of the hiring manager or lead recruiter on LinkedIn and address your letter or memo to that person. It shows you are interested in the job and willing to take the time to do some research.

A memo format is effective, especially if you don’t find a specific person to address, for example:

TO:       Company X Marketing Team

FROM:  Your Name

DATE:   Month, DD, YYYY

RE:       Strong Candidate for [Insert Title]

6. Focus on their needs; not yours. The body of your letter or memo should always focus on what you can do for them–not what they can do for you. At the same time, it’s important to convey strong interest in the job. A good letter or memo includes the following sections:

• Strong opening paragraph (3 sentences) about why you are a great fit for what they need
• 1 or 2 paragraphs with more specifics demonstrating you’ve done key aspects of the job
• Strong closing paragraph (3 sentences) to convey strong interest in the company and role
• A confident salutation, e.g., “Thank you for your consideration. I look forward to speaking with someone soon.”

7. Respond to salary requirement questions. Prevailing wisdom in any negotiation is that whoever says the first number loses. More companies are including ranges in job postings, which helps everyone know they’re in the right ballgame. If they don’t share a range, it’s hard for job seekers to coming up with a good number. Unless you have a firm range in mind, I recommend something like: “My salary requirements are negotiable and I will be happy to discuss this further along in your screening process.”

You want to leave room to negotiate later in the game. According to Jobvite’s 2018 Job Seeker Nation Study, only 31% of applicants negotiated their salary at their current or most recent job. Eighty-five percent of those who did received higher pay: 44% received 5-10% more than the offer; 21% received 11-21% higher.

Why would you deprive yourself of this opportunity? Remember, your new employer will never love you more than when they make an offer. This is your best chance to ask for everything you want.

8. Respond to requests for references. Like salary questions, when you apply for a job is too early to provide references. You want to control when which references are contacted and have time to give them a heads-up.

One option is to compile recommendations you received on LinkedIn or other sources into a testimonials document. Another option is to provide their names, titles, and companies, but not their contact information. I also recommend doing this in applications that require references.

In a letter, if you don’t have a testimonials document, say something like, “I will be happy to provide references further along in your screening process.” If you have one, “I have enclosed testimonials from former colleagues. I will be happy to provide contact information further along in your screening process.”

9. Keep applying through the summer. Don’t believe the myth that hiring slows down in the summer. Organizations on a July 1 to June 30 fiscal year have fresh hiring budgets. Regardless of fiscal year, job posts keep coming, and you’ll have less competition from everyone who takes a break. Now is a great time to find a new position—especially given the lowest unemployment rate since 2000.

10. Read my book and other blog posts for many practical tips on how to land your next job. I wrote Losing Your Job & Finding Yourself to share my story of losing my job after 20 years and my proven job search methods. Many of my blog posts on LinkedIn are based on sections of the book.

So what’s the bottom line on cover letters? They are going the way of dinosaurs, but they’re not yet extinct. Enjoy quick and easy applications that don’t ask for one, and take the time to write a good one for any application that does.

Low Unemployment is Good News for Job Seekers 

It’s hard to miss the news about US unemployment dropping to 3.9%. According to the March 2018 Job Openings and Labor Turnover (JOLT) report, we reached the first-ever one-to-one match between the number of job openings and the number of unemployed. Despite different explanations and skepticism about these statistics, they are good news if you’re looking for a job.

The job market is more competitive than it’s been in a long time—for employers, not applicants! Many companies are finding it harder (and taking longer) to hire the people they need. This and other factors are giving candidates more power to call the shots.

• Fewer people are competing for each job opening.
• Employers are improving the candidate experience by streamlining applications and interacting with more respect. Many are taking new steps to ensure a good match.
• Companies are focusing on employer branding and the employee experience to attract, engage, and retain the employees they want.

Surprising Data is In Your Favor

Current circumstances make it even more likely to land a job by applying online. I know this flies in the face of prevailing “wisdom” that 80-90% of jobs are never advertised and that nobody gets hired by applying on line. Myths about the hidden job market and networking being the only way to get hired are long overdue for extinction.

Multiple sources show at least 40% of jobs are filled by candidates who apply online. These include SilkRoad Sources of Hire 2017 (44%) and the Jobvite 2017 Recruiting Funnel Benchmark Report (46%). Another source says 85% of all jobs are filled through networking, but the same source also shows 40% of active candidates getting hired by applying rather than networking.

People can use data to make whatever case they want to make. Putting US unemployment and hiring statistics aside, you and your job search are what matters when you are in transition.

I’ve changed careers three times and landed more than six advertised jobs—without networking. The majority of my resume clients and many people in my network have landed jobs by applying online. Sure, it’s always a good idea to boost the odds of success for online applications with networking. But it’s not the only way to get hired!

5 Ways to Mine for Gold In Online Job Sites

As I’ve written in previous articles, online job postings are a goldmine for job seekers. This is true if you want to replicate previous roles and especially true of you:

• Have been out of the job market for a while
• Are not sure what you want to do
• Are considering a career change
• In a nutshell, you can mine advertised jobs to explore what you can and want to do, discover options to pursue, learn how to market yourself, screen daily alerts, then apply and network to land interviews and offers.

To describe each step, I’ve assumed you don’t have a specific type of job in mind. Like a funnel, the 5 steps start with broad exploration, and then narrow your focus to pursue targeted opportunities. You can also follow these steps if you know what kind of job you’re looking for.

Step 1: Explore Possibilities

At this early stage, explore an extensive variety of jobs without specifying a location or date range. Cast a wide net to find new ideas, consider options, and learn how jobs are defined.

Experiment with key words in the Job Title field. For example: customer, project, program, executive, marketing, communications, and account. Words like these pull a wide array of jobs. Read them thoroughly to gain clarity about the types of jobs you do and don’t want to pursue.

I searched mainly on Indeed, LinkedIn, and ZipRecruiter. It’s important to stay current with what works best for you as job search platforms evolve.

Step 2: Discover Options to Pursue

Types of jobs you are most and least interested in will emerge as you read a large assortment of job posts. While reading the posts, capture a running list of interesting titles, key words, and phrases to hone your searches.

This is the time to distinguish work you do and don’t want to do, and work you are and aren’t qualified to do. Be honest with yourself about responsibilities and requirements that do and don’t fit your experience and capabilities. Listen to your inner voice and physical cues to discern work you are attracted to and work that makes you want to run in the other direction. You might find a patchwork of parts of jobs that are and are not a fit.

During my recent transition, I discovered and pursued three distinct directions and ruled out many others.

Step 3: Learn How to Market Yourself  

Today’s robust job posts are a goldmine to learn how to market yourself. Once you zero in on jobs that excite you (regardless of where they are), mine the descriptions for titles, key words, and phrases to use in your resume and LinkedIn profile.

Job posts you are most attracted to are especially valuable for the top one-third of your resume and the headline and summary of your LinkedIn profile. They are the best resource to write descriptions of what you have done, creatively positioned for what you can and want to do next. They will guide you to tell your story in a way that fits target roles. Feel free to mix and match content from different job posts.

Step 4: Set-Up and Screen Daily Alerts

When your resume and LinkedIn profile are ready for prime time, move full speed ahead with your search.

Set up daily alerts using key words in the Job Title Field that pulled the jobs you used in step #3. Use advanced search filters to set up alerts in your target commuting range (e.g., zip code plus 25 or 50 miles). I created daily alerts on Indeed, LinkedIn, ZipRecruiter, and career pages of target companies.

Job search platforms respond differently to search criteria in the Title Field. I had success with specific titles in quotation marks (e.g., “Chief of Staff”) and with a string of key words separated by “or” (e.g., Writer or Editor or Proofreader).

Your initial alerts will probably include hundreds of jobs. Once you wade through these, most jobs you receive will have been posted since your previous alert. It takes a week or two to get this working efficiently. You will get faster and faster at scanning through many job posts to find the sweet spot treasures you want to pursue.

Step 5: Apply and Network

Rather than warning job seekers to not waste time applying online, my proven method is to apply first, then network.

Based on receiving more than six job offers by submitting applications and the experiences of many people in my network, factors that increase success rates with online applications include:

• Superior quality resumes
• Strong LinkedIn profiles
• Selective pursuit of opportunities that are a strong fit
• Applications submitted within 24-48 hours of the job being posted
• Skillful navigation of online applications and applicant tracking systems
• Customized cover letters that demonstrate the unique value you can bring to the job (The importance of cover letters is evolving as one-click applications without cover letters become more common.)

Read Losing Your Job & Finding Yourself to learn more about these 5 Steps and other proven job search methods.

Find and Mine the Gold

Mine advertised jobs to explore and discover what you can and want to do, learn to market yourself, receive daily job alerts, apply, and then network to land a sweet spot job.

Five steps to mine online job posts work well for any job search, and particularly well if you:

• Have been out of the job market for a while
• Are not sure what you want to do
• Are considering a career change

For simplicity, I’ve assumed you don’t have a specific type of job in mind. Like a funnel, the 5 steps start with broad exploration and then help you narrow your focus to pursue targeted opportunities. You can also follow these steps if you know what kind of job you’re looking for.

Yes, these steps take time. But an effective job search is an investment in your future. It’s well worth the time to find a great fit and avoid mistakes.

Step 1: Explore Possibilities

At this early stage, explore an extensive variety of jobs without specifying a location or time frame. Cast a wide net to find new ideas, consider options, and learn how jobs are defined.

Experiment with key words in the Job Title field. For example: customer, project, program, executive, marketing, communications, and account. Words like these pull a wide array of jobs. Read them thoroughly to gain clarity about the types of jobs you do and don’t want to pursue.

I searched on Indeed, LinkedIn, and ZipRecruiter. But it’s important to stay current as job search platforms pop up like mushrooms (including new features on Twitter and Facebook).

Step 2: Discover Options to Pursue

Types of jobs you are most and least interested in will emerge as you read a large assortment of job posts. While reading the posts, capture a running list of words and phrases you might use to describe yourself.

This is the time to distinguish work you do and don’t want to do, and work you are and aren’t qualified to do. Be honest with yourself about responsibilities and requirements do and don’t fit your experience and capabilities. Listen to your inner voice and physical cues to discern work you are attracted to and work that makes you want to run in the other direction. You might find a patchwork of parts of jobs that are and are not a fit.

During my transition, I discovered and pursued three distinct directions, and ruled out many others.

Step 3: Market Yourself  

Today’s robust job posts are a goldmine to learn how to market yourself.

Once you zero in on whole or parts of jobs that excite you (regardless of where they are or when they were posted), mine the descriptions for key words and phrases to use in your resume and LinkedIn profile.

Use job posts you are most attracted to as a source for the top one-third of your resume and the headline and summary of your LinkedIn profile. Write credible descriptions of what you have done, creatively positioned for what you can and want to do next.

Step 4: Set-Up Daily Alerts

When your resume and LinkedIn profile are ready for prime time, move full speed ahead with your search.

Set up daily alerts using key words in the Job Title Field that pulled the jobs you used in step #3. I created daily alerts on Indeed, LinkedIn, ZipRecruiter, and career pages of target companies. Use advanced search filters to set up alerts in your target commuting range (e.g., zip code plus 25 or 50 miles).

Job search platforms respond differently to search criteria in the Title Field. I had success with specific titles in quotation marks (e.g., “Chief of Staff”), and with a string of key words separated by “or” (e.g., Writer or Editor or Proofreader).

Your initial alerts will probably include hundreds of jobs. Once you wade through these, most jobs you receive will have been posted since your previous alert. It takes a week or two to get this working efficiently. You will get faster and faster at scanning through many job posts to find the sweet spot treasures you want to pursue.

Step 5: Apply and Network

Rather than warning job seekers to not waste time applying online, my proven method is to apply first, then network.

Based on receiving more than six job offers by submitting applications and the experiences of many people in my network, factors that increase success rates with online applications include:

• Superior quality resumes
• Strong LinkedIn profiles
• Selective pursuit of opportunities that are a strong fit
• Not submitting applications for jobs that are not a strong fit
• Customized cover letters that demonstrate the unique value you can bring to the job
• Applications submitted within 24 hours of the job being posted
• Skillful navigation of online applications and applicant tracking systems

Read Losing Your Job & Finding Yourself to learn more about these 5 Steps and other proven job search methods.

Contrary to popular belief, advertised jobs are a goldmine for job seekers.

Some data shows that being referred to hiring managers is the best way to get hired and that applying online as the worst way to get hired. Referral sources might include employees at the company, trusted outside sources, or even knowing the hiring managers. Based on data like this, job seekers are advised to not apply online and to focus solely on networking to gain access to hiring managers.

Other data shows applicants who apply online through job search engines, job boards, and company career pages fill approximately 40% of open jobs. Based on data like this, my own experience, and the experience of many in my professional network, successful job searches usually require effective use of multiple channels.

I have met people at higher levels (VP and above) who always landed by networking and never applied for advertised jobs. In contrast, I changed careers three times and received more than six job offers by applying for advertised jobs—without connections in the organizations.

Most landing stories I’ve heard resulted from a combination of applying and networking. As technology-enabled recruiting practices proliferate, job seekers who don’t use online channels are missing a primary pathway to land their next positions.

So, how can you leverage these distinct data- and experience-based views to work in your favor?

The big picture is to use online sources to explore and discover options, find specific jobs to pursue, create and apply with superior marketing materials, and then network into companies to reach hiring managers or other people in the hiring chain.

Watch for Part II of How to Mine for Gold in Online Job Posts: 5 Steps to Land a Sweet Spot Job.

In the meantime, here are three compelling reasons to combine online searches and applications with networking:

1. A proven way to network into companies is to find and apply for specific jobs. Then use connections or introduce yourself to hiring managers, HR, and recruiters.
2. Without finding advertised jobs you’re interested in, networking into a company is like shooting in the dark. You have nothing specific to aim or ask for.
3. Without exception, everyone I networked with in companies where I was interested in a job advised me to submit my application and continue networking.

Read Losing Your Job & Finding Yourself to learn more about these 5 Steps and other proven job search methods.