Latest Articles – Page 17 – Palladian Career Resources

A Recruiter’s Perspective

One of my primary goals in writing the this blog is give you the ability to look at your resume the same way a recruiter or hiring manager will. I ran into a resume today that illustrates a common mistake I see, although this example is worse than most.

The resume is from a salesperson with fifteen years of experience. The resume listed a number of great accomplishments. There were bullets where the job seeker had exceeded their annual quota by significant percentages. Other bullets showed their ranking within the company or region – for example, top five out of three hundred sales associates at one position.

The work history looked good. Then, at the start of 2007, the candidate took a new sales job. The new position had one bullet, “Sell comprehensive line of…” and a list of products. The listing had nothing about the success of the individual. No details of the territory, customer base, training or anything else about the position.

Recruiter Perspective

My reaction to this resume is simple. The job seeker had been successful in the past but failed dismally in their most recent position. I can’t think of any reason why the job seeker wouldn’t give some detail of their performance for this position if their performance was good. Describing this as a dismal failure may seem strong. I have to assume the candidate did not meet or exceed expectations in any way.

I also read the cover letter closely. My thought was the candidate might have a reason why he didn’t detail the position. The company many have had financial difficulty or the sales process may not have been a fit for the candidate. These reason could mitigate a failed position. The cover letter mirrored the resume, emphasizing the past and skipping over the most recent position.

The Job Seeker’s Perspective

I expect the job seeker left out details of this position because he has trouble acknowledging the failure. The career track record shows a pattern of success. It doesn’t appear that he has had to deal with failing before. The easiest thing for the job seeker is to skip over the position and emphasize his accomplishments. I’m sure this seemed like a good idea, but it doesn’t create the impression the job seeker wants.

Just as there are reasons that would mitigate the significance of a failure, there are reasons that could make this failure a major issue. What changed about the job seeker that led to the failure? In an interview, this would be my focus.

Solution

The best way to deal with this is to be upfront and give some detail. The job seeker should explain their performance. If the performance was below expectations, then the job seeker should explain way. I’m not suggesting that they job seeker needs a bunch of excuses – that’s the wrong approach. He just needs to provide an honest assessment. For example, shortly after starting the position, the company may have experienced a change in a their operations that made their products less competitive. Stating this by itself is just an excuse. Adding details about how the company’s sales dropped significantly would make it understandable that a new salesperson would struggle.

Another option is to remove all the accomplishments from the resume. I think this is a terrible option, but some job seekers may consider it. By removing the other accomplishments, the job seeker will create a consistent pattern from start to finish. The lack of accomplishments in the current position will not standout without any other accomplishments on the resume. In a down economy, this tactic will cause the job seeker to appear completely unimpressive and reduce the chances of getting an interview.

Often a resume tells as much about the job seeker from the lack on information as it does from the information is included.

Identifying Impressive Accomplishments

I read two resumes today with accomplishments that appeared to have nothing in common. One is from a senior manufacturing executive and the other is from an individual in the Navy. The scope and type of the accomplishments are vastly different, and yet, they both are impressive.

The Manufacturing Executive

The accomplishment on the resume provided specific results and a description of how they were achieved:

Reduced annual labor costs by $1.75 million through standardization of work methods, instituted employee productivity reporting system, improved product-flow, realigned supervisory responsibilities, and implemented a comprehensive employee training program

This is an impressive accomplishment. Nearly $2 million in labor savings through a number of changes. Any manufacturing manager would want an accomplishment like this on their resume. Most people don't have accomplishments this significant, though.

The Transitioning Sailor

The accomplishment from the individual transitioning from the Navy also provided specific results and a description of how they were achieved:

Saved over $7,000 by expertly using outside government sources to provide services previously taken from activities budget.

After reading about a $1.75 million in savings, $7,000 appears insignificant. You may be thinking that it is pointless to write about saving a few thousand dollars. For this individual, the accomplishment is impressive and may be more impressive than the accomplishment from the manufacturing executive.

The reason the accomplishment is impressive has nothing to do with the dollar amount. Going by dollars, there's no comparison between these two accomplishments. Dollars saved isn't the only factor. We also have to look at the role of the individual and the potential for savings. If the CEO of GE, IBM or Exxon listed an accomplishment of saving $1.75 million, it would not be impressive. These companies have sales in excess of $100 billion dollars. A million is insignificant to the scope of company.

For the transitioning sailor, there is very little opportunity to generate cost savings. This individual was enlisted and at a lower level. Very few of his peers can identify any specific cost savings they have delivered. This is what makes the accomplishment significant.

In your career, you may not have had the opportunity to save millions of dollars. This does not mean you do not have significant accomplishments. Review your background for situations where you were able to make a contribution beyond your basic expectations. These accomplishments could involve saving money, but they could also relate to other aspects of your job. Have you improved a process? Did you help a company become more efficient? Did you do something that elevated customer service levels? There are a wide variety of ways people contribute to their employers. Look for ways you have contributed and highlight these on your resume.

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Resume Writing for Manufacturing Careers - Front Cover

Career Lessons Learned

An important part of preparing for an interview is recognizing the lessons you have learned in your career. These lessons are the most valuable part of your experience. They allow you to do more in the future than you have done in the past.

Few job seekers talk about the lessons they have learned in their careers during interviews. There are two primary reasons for this. First, the job seeker doesn’t want to detract from the experience they are describing. Any lesson learned is an indication of a less than perfect performance. If you completed a task perfectly, what could you have learned along the way? Often we learn by making mistakes, and few job seekers want to discuss their mistakes. The second reason job seekers avoid lessons learned is they are not in the habit of assessing and discussing their performance on a regular basis. This causes them to skip over the things they learned.

These two reasons actually demonstrate weaknesses in the job seekers. If you are afraid of admitting you didn’t know everything in a situation, it is unlikely you will ask for help when you need it. Hiring managers can pick up on this. They are looking for people that can deliver results, and they understand that no one is perfect. What is important is how you deal with mistakes and failures, and what you took away from the experience.

You can also make a good impression by showing you can self-assess your performance and professional development. A job seeker that knows what they are good at and where they struggle is much more likely to avoid problems. This also demonstrates a commitment to get better. If you don’t care about your performance, it’s unlikely you will deliberate on it.

When preparing for an interview, consider the major challenges, projects and accomplishments from your career. Think about each, focusing on what you did and the results you achieved. Then, second guess your actions. What would you do differently with what you know now, and how would the results be different. If you are prepared to discuss the lessons you learned throughout your career, you will be much more successful in interviews.

Top 8 Reasons to Schedule a Mock Interview

Mock interviews simulate actual job interviews, allowing the job seeker to practice their interview skills. Interviewing is a performance. Without practice, a job seeker cannot perform at their best. This makes mock interviews one of the most important steps in a job search.

Few job seekers complete a mock interview during their job search. There are a few reasons for this. Some job seekers fail to realize how much a mock interview can improve interview performance. Other job seekers believe their interview skills are exceptional and do not need to be improved. There are even job seekers that are afraid of the feedback after a mock interview. Many people have a fear of public speaking and are intimidated in interviews. The idea of conducting an interview in front of someone who will criticize their interview performance is terrifying. This is unfortunate since the people most afraid of interviewing often need the most help.

There is no replacement for mock interviews, though. You cannot practice interviewing alone. You have to have someone ask you a question that you must answer on the spot. This is the core of any interview and can’t be recreated without the interviewer.

There are a number benefits to mock interviews, and below are the eight most significant:

Practice allows you to try different ways of answering common interview questions
You can make a mistake in a mock interview without hurting your job search
A mock interview is the only way you can prepare for unforeseen questions
You can get specific feedback from the interviewer in a mock interview that an employer will never share with you.
Mock interviews can help build your confidence
Interviewers often think of questions the job seeker doesn’t anticipate
A mock interview offers a chance to try different styles of interviews
Mock interviews are one of the fastest and most effective ways to improve your interview skill

If you haven’t completed a mock interview in your job search, schedule one now. Ideally, the interviewer you choose will be similar to type of interviewer you will encounter in a real interview. This may require finding someone you don’t know to conduct a mock interview. Interviews with close friends or co-workers may make the mock interview less effective due to your familiarity with the interviewer. If you can’t find a suitable interviewer, find a professional interviewer coach that can conduct the mock interview with you.

Interview Tip #10

Interview Tip: Don’t try to make a fashion statement in an interview.

Interview Tip: Don’t try to make a fashion statement in an interview.

How you dress for an interview will not help you get an offer, but it can hurt your chances. In most situations, conservative professional attire is expected. There are a few exceptions, but they are rare. Research the company. If nothing in your research indicates unusual expectations for how a candidate dresses, stick with a professional appearance. You want to be remembered for your skills, experience and potential, not your fashion choices.

Resume Tip #10

Resume Tip: Include on your resume training classes that directly relate to the core skills and activities of the job you are pursuing.

Resume Tip: Include on your resume training classes that directly relate to the core skills and activities of the job you are pursuing.

Staying current in your industry and developing new skills is important to success in a career. This is also important in your job search. Listing the professional development courses you have completed can help sell you to an employer. The key is staying focused on the courses that are relevant. Many job seekers go overboard and list every course, seminar and workshop they have completed. Many of these end up being routine courses every job seeker would have taken, such as basic orientation classes, safety courses or annual regulatory compliance classes. These do not differentiate the candidate.

In our 2008 survey of resumes, we found three quarters of the resumes included continuing education courses.

Interview Skills in a Cover Letter

I read a cover letter today that did something I see very rarely. It focused on elements that are critical to a recruiter and usually overlooked by job seekers. A cover letter with a sales pitch for the candidate isn’t unique. What was unique was how the cover letter focused on attributes that a recruiter seeks.

I read a cover letter today that did something I see rarely. It focused on elements that are critical to a recruiter, but usually overlooked by job seekers. A cover letter with a sales pitch for the candidate isn’t unique. What was unique was how the cover letter focused on attributes that a recruiter seeks.

Below are three sentences taken from the cover letter:

I interview well and have appropriate skill sets for large scale operations. I possess excellent verbal and written language skills. My style is articulate while always remaining humble and connected to my audience.

What set this cover letter apart was the mention of the candidate’s interview skills. The experience, skills and accomplishments of a job seeker are important, but this is only a portion of what a recruiter looks for in a candidate. The other component that recruiters want to see in a candidate is the ability of the candidate to sell themselves in an interview.

For a recruiter, it is important that a candidate can articulate their strengths and potential. A candidate with a great resume and terrible interview and communications skills will often be rejected for a candidate that interviews better. Additionally, candidates that interview very poorly can hurt a relationship with a client if the client thinks the recruiter cannot find the best candidates.

This makes it essential to quickly assess the job seeker’s interview skill. The cover letter addresses this with three sentences focused on the candidate’s interview and communications skills. This claim impresses me a lot, but not because the job seeker is a good interviewer.

I read cover letters and resumes every day that make claims about skills and abilities. Some are true while others prove to be exaggerations. There is nothing in the cover letter to convince me the job seeker’s claim of having excellent interview skills is an accurate assessment.

The reason the focus on interview skills impressed me was the job seeker thought about what would be important to me. Many candidates focus on what is important to them. This could be their goals and objectives. It could include specific experiences or accomplishments they are especially proud of. Unfortunately, what is important to a job seeker is not necessarily important to the hiring manager.

Prioritizing Info on Your Resume

Choosing what information to include in a resume is important, but an even more important consideration is the order. The most significant elements of your background need to go at the top of the resume. Unfortunately, many job seekers fail to prioritize information effectively. A resume I read today illustrates this common mistake.

The resume was from a manufacturing professional with a good education and good experience. The job seeker didn’t know how to package his background effectively. The first problem was with the order of the sections. Below are the section headings in order:

Objective
Education
Additional Training
Select Career Achievements
Professional Experience
Summary of Qualifications
Technical Skills

The job seeker has more than 15 years of experience managing manufacturing operations. This experience should not be buried in the middle of the second page. Compounding the mistake, the candidate prioritized Additional Training towards the top of the resume. The additional training section contained routine courses like Hazmat, Sexual Harassment and First Aid. Classes like this are routine in most mid-size to large companies. They do not differentiate the candidate.

The Select Career Achievements section listed several impressive accomplishments. This section should have been at the top of the resume. The accomplishments will get a hiring manager interested so they keep reading.

The Education section raises a question, though. The job seeker has a Six Sigma Black Belt, an impressive credential. The remainder of their education is ordinarily – a bachelor’s degree and a few additional courses. This education is important but isn’t going to make the candidate standout. The candidate needs to move the Six Sigma certification to the top of the resume and the rest of the education to the bottom.

The Summary of Qualifications section was just a listing of responsibilities the job seeker had. This section needs to be merged into the Professional Experience section. The is no need to break the responsibilities out from the job descriptions.

After making these changes, the new resume has a top section containing the objective, the Six Sigma certification and a few accomplishments. This section becomes the Professional Summary or Professional Profile. With this new section, the resume takes its new structure:

Professional Summary
Professional Experience
Technical Skills
Education
Additional Training

This structure leads off with the most important elements. It then moves into the basic information about the job seekers work history. From there, the resume wraps up with other information, the skills, education and training of the job seeker. The overall impression is much more impressive.

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Graduation Dates on Your Resume

I read a couple resumes recently that had unusual graduation dates. The dates listed detracted from the impression the resume made.

Six Years of High School

A candidate with a bachelor’s degree and 40+ year career listed his high school on his resume. With a bachelor’s degree, there is no need to list high school. This isn’t a major problem though. The problem was range of dates. The high school listing had the dates 1961-1967, a six year time period. I don’t know if this was a typo, if the school system considered high school to be 7^th through 12^th grades, if the candidate had repeated a couple years or if there was another explanation.

Including the dates raises a question that is meaningless. The candidate’s performance in high school more than forty years ago has nothing to do with their capability today. Additionally, including the range of dates makes no sense. It is generally assumed if you include a single date, it is the graduation date. Finally, many older workers report instances of age discrimination. Highlighting your age with a high school graduation date can’t help your search, and may hurt it.

Super Fast Bachelor’s

A candidate listed their high school graduation and their college graduation dates. They included the months of each. This made it clear exactly how long the candidate had been in college – a year and a half. Reinforcing this, the candidate listed the number of credit hours completed to get the degree and a 4.0 GPA. Ordinarily, I would assume a graduation date only 18 months after getting out of high school would indicate a diploma mill, but the school is a big state school with a good reputation anyone would recognize. My conclusion is the date is either a typo or the candidate is lying. Neither is a good impression. There was no need to list the high school, or any of the graduation dates.

Employment dates are a critical element of a resume, but graduation dates are optional. Unless you are a recent graduate, drop your graduation dates. They will offer little value.

Resume of a Fired CEO

Rick Wagoner resigned on Monday after being asked by the President Obama to step down as CEO of GM. Wagoner joins millions of unemployed that lost their jobs. One trend I see with people that have been fired is they do a poor job of presenting their strengths and accomplishments. They allow the reason they were fired to define them. How Wagoner might present his resume demonstrates how to approach you resume if you were fired.

It's easy to demonize the CEO of a company on the verge of bankruptcy. It is much more difficult to fix problems that have been building for fifty years at a company as large and complex as GM. Is Rick Wagoner a good CEO? Did he do a good job or a bad one? I don't have these answers. What I do know is Wagoner has excellent experience and numerous accomplishments in his career.

The accomplishments should be the focus of the resume. They demonstrate the value that Wagoner has achieved in his career and show the potential value he would provide an employer. With a little research, I uncovered enough information to get his resume started and to give an idea of how to market someone being fired in a very public way.

Professional Summary

Senior executive with 32 years of progressively increasing responsibilities, leading to Chairman and CEO of the fourth largest company in the United States. Extensive international experience, including leadership roles in Brazil, Canada and Europe.

Successfully led union contract changes that shifted $50 billion of health care costs from GM to the UAW.

Shut down the Oldsmobile division, resulting in substantial cost savings.

Purchased Daewoo, gaining substantial inroads into compact and sub-compact car markets.

Turned around GM's North American Operations. Losses in the three years prior to becoming President of NAO totaled $11 billion. Each of the four years managing NAO were profitable with total profits of $6.6 billion.

Work Experience

General Motors 1977 to 2009

Chairman and CEO, GM 2003-2009

President and CEO, GM 2000-2003

President and COO, GM 1998-2000

President NAO, GM 1994-1998

Executive VP and CFO, GM 1992-1994

President, GM Brazil 1991-1992

VP of Finance, GM Europe 1989-1990

Various Positions in GM Brazil and GM Canada, 1981-1989

Analyst, Treasury Department, GM 1977-1981

Education

Master's degree in Business Administration, Harvard University

Bachelor's degree in Economics, Duke University

This is just an outline of what a resume of Rich Wagoner might look like. At every step in his career, he has had significant accomplishments. The changes he made at GM are substantial. Shutting down Oldsmobile and shifting health care costs of retirees to the UAW are major improvements. Reducing labor and retiree costs are key priorities for turning around GM. Wagoner has shown an ability to work with the union and achieve substantial modifications to the contract structure. All of this points to a track record of success.

The problem with Wagoner's situation is the successes haven't added up to deliver overall corporate success. Does he just need more time? Did he start making these changes too late to save the company? Is there more he could have done? I can't answer these questions. I do know that the track record of Wagoner indicates he could add significant value to other companies. His very public profile poses a marketing challenge. Without this, he could be a very marketable candidate despite being fired. Being fired did not change the experience, knowledge, skills and potential of Wagoner.

If you were fired, your potential remains, also. Do not focus on the reasons you were fired. You can't ignore them, but you shouldn't let them define you.

In your job search, you need to present the value you delivered. This requires listing accomplishments. In my resume for Wagoner, I led off with a professional summary section and four accomplishments. They could be a lot stronger (I had to piece together the info from news articles), but they show significant contributions. The accomplishments also focus on the key challenges that GM faces: labor costs, unprofitable businesses, expanding into more fuel efficient vehicles and turning around divisions losing money. If no one knew Rick Wagoner, his resume would be a very close match to the ideal candidate for the GM CEO job.

If you lost your job, either through a layoff or being fired, don't discount the value you have provided. It is very easy to dwell on the negatives. Instead, focus on the positives – the accomplishments, successes and contributions in your career.