Job Searching using Job Boards or HR leads is a Consumer Sale, not a Business Sale

If you read Job Searching is a Business to Business Sale, NOT a Consumer Sale parts one through three, you will understand why what I am about to say. If you have not read them, please read them before reading further.

Job Boards and HR are efficient ways for companies to filter the mass amounts of potential candidates for specific job openings in a company.

HR is a matchmaker of qualified leads from a mass group of job seekers. HR does not make the hiring decision; the hiring manager makes the decision. HR uses the job description that the hiring manager approves. The financial approval to make the hire is often at a higher level than the hiring manager.

HR uses job boards, company website submissions, college campus recruiting, job fairs, and other activities to help them generate leads that tie to qualified candidates.  Then the screening occurs.

Electronic screening through electronic resume submissions are often key word focused. If you don’t have the right key word, you may stay lost in internet space or Never Never land.

Paper resumes or electronic resumes who pass the screening process are then reviewed by an HR recruiter. A typical review lasts 5 to 10 seconds.

To be fair to HR, how else could they get from thousands of submissions to a target number of 10-20 that can be called for a telephone screening?

The telephone screening then leads to 4-6 candidates that may be interviewed by phone, video conference, or in person. HR usually coordinates all interviewing and maintains documentation for legal hiring compliance.

HOWEVER, it is the hiring manager or her boss who usually makes the hiring decision; not HR. So the goal of getting a job is either to run through the rat maze of job boards, HR, and interviewing (consumer sale approach) or to do what insiders do to get the best jobs (business sale approach). Jobpreneurshipä does not demean those wanting to go through the rats maze but it does focus on the business sale approach.

In every case, HR will be involved at some point. If no one is going through the business sale approach, the HR conduit is the only source for candidates. Also, HR must eventually be involved to ensure company policies are followed, government regulations are followed, and to give their review and advice to the hiring manager.

The insider knows how to make the business sale and then is directed to HR AFTER the emotional decision to hire by the hiring manager has already been made.

What Does The White House Say About Unemployment?

Bloomberg news reported that White house aides suggest that unemployment will remain high for an extended period of time. Their budget forecast is an average of 10% throughout 2010. I also heard that these projections are for the next three years – although I only verbally heard that comment on the radio.

What do I think?

My concern is that if the White House, who claims to be laser focused on jobs, has given up and assumes no change in the employment picture, then we may have at bigger issue. At best case, based upon the typical cheerful political projections, we are looking around 10% on a sustained basis. At worst case, particularly since our national debt and tax picture continues to deteriorate, we are looking at the potential for a much higher number.

But wait! What is the “real” unemployment number? Fox news has suggested that it is currently around 17%. Actually, these numbers are estimates based upon many assumptions. However, even the New York Times admits that there are pools of people beyond the “reported” unemployment number who include those under employed (taking a lower level job just to get money in the door) or who have given up hope and who may return to an active job search later.

So, what is the real number? My guess is that we are somewhere between 17-23% depending upon who you talk to; so I am suggesting that 20% is a fair number to work with. That does not mean that the real number may not be lower or higher from month to month. That is not the issue.

The issue is:

• If 17%, that means 1 out of every 6 people is unemployed or underemployed.
• If 20%, that means 1 out of every 5 people is unemployed or underemployed
• If the White House suggests an “extended period of high unemployment”, then we have a no short term reason to expect otherwise
• If our national debt and taxes continue to go up, the forecast will only get worse. Why? Higher cost of debt reduces capital needed to grow businesses. Higher taxes reduces consumption needed to grow businesses. No business growth leads to more work force reductions.

What do you think?

Next week, I will tell you why I think this Spring is a ray of sunshine!

Secrets of Networking, Part 10

The tenth point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

10. Initiative – starting something is important, but you must carry it through and complete it. This earns respect from the people you are with.

Actually, initiative and follow-through are two different animals. You may start something, but I may have to finish it.

It is my observation that most people have little to no initiative. They like the status quo and dislike change unless it favors them. Most seldom start any new project and oppose those who do.

Therefore, those who do have initiative are to be encouraged and mentored to continue volunteering, continue creating new ideas, continue connecting the dots, and continue stepping out on the edge.

Not finishing what you start is not always wrong. If you learn after you start that you are going the wrong way, then stopping or turning directions is wise indeed.

Most successful entrepreneurs are self-initiators. Most intrapreneurs (entrepreneurs within a corporate structure) are self-initiators. Most jobpreneurs are self-initiators. Most fail – many times; but the winners get up and keep learning, keep trying new ideas, and keep reaching for the stars. They may not reach the stars, but I would rather be surrounded by those with initiative than those who sit on the bench.

It is said that Thomas Edison tried over 10,000 ways to create the light bulb. He got up from each failure with the knowledge that he learned from the last failure how to not repeat the same mistake and then initiated a new approach, and a new approach, and a new approach…until he succeeded. Then he began on his next initiative. If you tour his old factory, I am sure that you will see many ideas that never made the light of day. Yet many of his inventions changed America.

Be an initiator. Then, add to that trait persistence, perseverance, and never giving up. Eventually you will succeed.

The smartest initiators start something and then surround themselves with those who implement their ideas. Many of them are called business owners.

My advice, the hardest step is to get started. Get up. Get started. Get help to accomplish your goals.

Secrets of Networking, Part 9

The ninth point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

9. Enthusiasm – enthusiasm is said to be self-confidence in action. It comes before success. Positive enthusiastic energy is one of the most sought after traits.

Actually, I disagree. Passion is the source of enthusiasm, energy, and perseverance. It is a secret ingredient to success.

Enthusiasm without passion is generally self manufactured and will die with challenging circumstances. Enthusiasm without substance is not a pretty sight. It can be over-reaching, arrogant, and obnoxious. It can also be based upon false reality and delusion; which can be destructive.

Here is a suggested formula: Belief System + Values + Passion + Mission = an irresistible force that will accomplish something. What it accomplishes depends upon what the belief system and values are based upon.

In searching for results in life, I strongly recommend that you look beneath the surface to be sure that the foundation is solid. True lifetime success is built upon a solid foundation.

Do I like enthusiasm? Of course! It is contagious! I am even more excited when it is based upon substance and principles that agree with my conclusions of a strong foundation.

Secrets of Networking, Part 7

The seventh point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

7. Sincerity – you can make a decision to be caring, responsive, and open, and then make the effort to project and follow up on these things.

Do you think most people, according to this definition, are sincere today? Are you?

There are several good points to make. First, you can intellectually agree and decide with your mind that you want to be caring, responsive, and open.  But until those attitudes are in your heart (emotional center of values), then you will merely be hypocritical. You can pretend to project these traits and even follow up on them but unless they are part of your true self, it will only be an act.

So, how do you move a trait from agreeing that you need to change to agreeing that you want to change to actually making the change?

There are actually several methods with differing degrees of success. But the first step is to think about the statement and ask yourself if you even care about this trait. If not, you would be wasting your time to pretend about it.

If you truly value this trait, how badly do you want it? How would it impact your life? Are you willing to pay the price? If not, why bother?

If you want something bad enough, you will make the effort and eventual change.

In my opinion, most people in the United States want to be sincere. We just have and see a lot of bad apples. So, the next question is, “how are others seeing your sincerity?”

We see a lot of frauds, silver bullet speakers and easy solutions that are anything but sincere. A person who is sincerely looking out for our interests would be a breath of fresh air! What is your reputation?

Secrets of Networking, Part 6

The sixth point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

6.  Gratitude – all of us feel gratitude at one point or another. Some people market themselves by expressing this gratitude with a smile, with a few words, or with a handwritten thank you note.

This is a hidden secret. It sounds trite. That is why it is a hidden secret.

None of us can do everything by ourselves. Most of us can actually do very little without the help of others. Networking is all about others helping us and introducing us to others who can help us (as well as the reverse). We should be thankful – and express our thankfulness.

Thankfulness expressed is saying that the other person is appreciated. How many spouses go everyday without receiving any expressed appreciation? What does it cost me to say “thank you”? How can that impact our spouse, besides their falling on the floor in amazement?

I personally thank and appreciate my God for all He has done and will do. I thank and appreciate my wife for being the wonderful person she is and all that she does for me. I thank and appreciate everyone who helps me.

My response, learning from how much I appreciate others, is to help them. Everyone wins when you make a habit of expressing gratitude.

Secrets of Networking, Part 5

The fifth point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

5.  Respect – you say a lot about yourself in the way you treat other people and in the professionalism in your appearance.

I agree, with a caveat. If you practice appropriate manners, customs, and expectations then you are showing respect. If you are about helping others and not self-absorbed, then you are showing more than respect. You are showing trustworthiness, compassion, and understanding.

By appropriate, some examples are:

• You understand rules of networking, relationships, the office, and home
• You practice what is right in the environment where you are. These are different depending upon country, industry, cultural societies, and even within a department within a division within a company.
• You understand what is not right in any circumstance.

You understand that respect does not mean you sacrifice your values to show respect. It does suggest that if your values may be compromised, perhaps you should not be going there or perhaps you should move on.

If you want to help others, then you will generally be aware of how to show respect. Most of those who fall into the trap of disrespect are those whose opinion about themselves and their self interests are so high that they demand others respect them and their rights even as they disrespect and trample upon the rights of others.

Secrets of Networking, Part 3

The third point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

3.  Ethics and Honesty – people feel if they can trust you, almost everything else fades in importance. Lack of integrity is simply trading promises you make to others in exchange for personal gain.

There is a huge difference between trust and character. It ultimately depends upon your belief system as to “what is ethical and what is honesty?”  This is part of my Jobpreneurshipä 201 curriculum. The concept of trust is so important that I wrote a book on it called Trusted Relationships – The Secret to Lasting Success. You can find this book in the website section of “Resources”.

What I want to suggest here is that, assuming both parties agree on definitions, then:

• Failing to match the values required for doing business will typically cause them to stop doing business with you
• Failing to match the values required for employees will typically cause employers to fire you
• Failing to match the values required by your spouse will typically cause your spouse to leave you
• Failing to match the values you communicated to your children will typically cause them to ignore you or imitate you when they grow up.

Do I need to say more?

You may get away with dishonesty, a lack of ethics, or being self-serving for a long time – if you are good at it. But eventually it will come back to haunt you. Fully recovering from lost trust never happens. At a minimum there will be scars and impacts on others that will not go away.

For most of us, we cannot afford to be associated with those of poor character. It ultimately impacts our brand and our relationships. It can also impact us personally. So, there is a simple remedy…goodbye.

Please take a look in the mirror. If this is an area that needs improving, your ultimate success will not come until you deal with what most of us describe as a character flaw.

Secrets of Networking, Part 2

The second point from a blog by Charlie Robertson from the book “Deserve What You Get” by Jay Levinson is:

2. Punctuality – being on time is a promise that we get to keep regularly. It is expected of most of us. When you are late the person may feel resentful about being stood up and that they are not important to you. Even if you show up 2 minutes later, going through that thought process at all is not good for a relationship.

First, I disagree that punctuality should be ranked this high. This list is being shared to help you but is not nearly complete or prioritized the way I would prioritize it. However, it is a valid point.

Just yesterday, when I am actually writing this blog, I had an appointment with someone referred to me. We were supposed to meet at 10 am at a location of his choosing. The morning of the meeting, he sent me a text message saying he would be there at 9:45. So, I left early and allowed time for heavy traffic. Fortunately, traffic was light. I arrived at 9:20, purchased some coffee, and worked while waiting.

9:45 came and went. 10:00 came and went. Shortly after 10, the other party called saying he was running a couple of minutes late. He quickly apologized (his prior meeting lasted longer than anticipated) and we had a good meeting.

Should he have made allowances? Sure, just as I did my leaving earlier. Was I a little miffed? Yes. If I thought it was important enough to be early, shouldn’t he have planned his day better? Shouldn’t he have planned for “traffic” time. Would that have taken some time away from him if “traffic” did not exist? Absolutely! But then he could have also brought along some work to do.

Am I ever going to forgive him? Let me put it this way. There have been meetings where I either totally forgot about them or put them down incorrectly on my calendar. Sometimes I am left waiting while no one shows up and sometimes they show up and call me saying, “Where are you?’ This rarely happens, but it does happen. Life goes on.

But the principle is sound.  Punctuality is honoring the other party and showing that you can be trusted to respect the other party’s time. If your reputation is that, “you are never on time” then the message is that you are all about you. So, why should I hire you? Why should I want to buy from you? Why should I even want to reset an appointment with you?

Learn the rules. Be punctual as a lifestyle. Apologize when the rare occasion happens that you are late – it will happen. Be sure your brand is someone who tries to intentionally arrive early. My person rule is 15 minutes early. What is your rule?

Secrets of Networking, Part 1

The first set of points is from a blog by Charlie Robertson, www.charliethecoach.co.uk, who is with BNI. Charlie is apparently quoting from the book “Deserve What You Get” by Jay Levinson. The gist of the blog is 10 ways that you can increase the Word of Mouth techniques to help others talk about you in a positive way. Another way of putting this would be to review the  non-verbal actions that impact your brand.

While this list is by no means complete, I think it is worth reviewing.

What does “Word of Mouth” have to do with networking? It has everything to do with your brand and the brand extension of what others see in you and think of you. So, here are a series of blogs on the list Charlie cites from the book, “Deserve What You Get.”

1. Keeping Promises – the number one reason relationships fail, at work, or at home, is that one side perceives a promise that isn’t kept. If you want the relationship to succeed, you have to find out what the expectations are and meet them or change the expectations. You must prioritize your promises and you must make your priorities known.

This goes back to the concept of trust. “Can I trust you to keep your promise?” Clearly the idea of meeting or exceeding expectations is worth a book by itself. Eventually, you will get caught if you lie, deceive, or misrepresent. The onus is on you to go the next step to see if the expectations that you promised are kept.

The first challenge is that the expectations that you thought you made may not match what the other party thought you communicated. The author is correct in saying that this intentional or unintentional gap is a major reason for not succeeding.

The author is also correct in suggesting that you must manage your commitments and correcting others who want to “assign” you with commitments that you did not make. This happens in consulting when the hiring company expands job scope, without wanting to pay for it, and expecting you to comply (at your cost). This happens when a boss gives you an impossible assignment, with the time and resources that you have available. This happens when a family is pulling you one way with their set of expectations (spelled “demands”) and work is pulling you the other way.

The key is to decide who you are, what your values are, and to prioritize what you can and cannot do. There are certain promises that are seen as so fundamental, usually tied to character, that failure can be catastrophic. Of the rest, it is best to either not make a promise or to be sure that you condition it with reality.

Why? You don’t want to develop the reputation (brand) of not being trustworthy.

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