Monday, February 27, 2012

In Praise of Older Workers

I will qualify this article by stating I am mature worker with over 20 years of experience in many different fields of work.   At the age of 7, I worked in a corner grocery store that belonged to my parents.  Since then, I have stocked shelves, worked in a bank and been hired to do everything from junior sales and customer service positions to senior level executive positions in both profit and non-profit organizations.  My career history includes stops along the way to pursue formal education and training, supervisory duties as an assistant and a front line supervisor, a business strategist, writer, and career coach.  


Here is what I have learned, so far:

Fact: Boomers are saying that they either need or want to work past conventional retirement age

Fact: Employers who used to resist hiring older workers are slowly coming to realize that mature workers represent a great source of highly skilled, experienced and flexible employees that they simply can’t afford to overlook anymore.
For a list of employer ‘desirables’ that mature workers can bring to the table, please read on:
  • Entrepreneurial Skills - Mature workers are skilled at making informed decisions,  and accustomed to taking responsibility for their actions.  They communicate effectively, are well versed in strategic planning and execution and have acquired the majority of their learning [hard skills and soft skills] on someone else’s dime.
  • Personal Vision - They have a healthy understanding of who they are and what is and is not important. Mature workers are not afraid to be different, they naturally stretch boundaries and challenge the status quo.  Employers should never be surprised when a mature worker comes up with new and creative idea on how to solve an issue or a problem.
  • Flexibility - Mature workers are not tied to a work schedule.  If they are parents, it is likely that their children are older, more self-sufficient/independent and need only to be tethered to their parents by electronics.
  • Typically ignore job descriptions - This particular quality/quirk is particularly valuable for smaller companies wherein it is important that employees can think on their feet, adapt quickly to shifting priorities, and do whatever it takes, regardless of role or position, to get things done.
  • Outspoken when necessary - Mature workers have learned through experience that some employees are hesitant to speak up during meetings and that some employees are even hesitant to speak up privately.  Older employees have an innate feel for the issues and concerns of those around them, and have no problem stepping up to ask questions or raise important issues when others hesitate.
  • Complain privately - Mature workers know that the most successful employers want employees to bring issues forward.  They are also acutely aware that some problems are better handled in private.  Mature employees will always find the time to come to their supervisor/director before or after a meeting to discuss sensitive issues because they know instinctively that bringing the issue up in a group setting could set off a firestorm.
  • Self-motivating - Although mature workers are keen to follow established procedures and processes, they are even keener to find ways to make improvements on the status quo. Older workers seldom get bored.  Mature workers are driven by something deeper and far more personal than just the desire to do a good job.  They thrive when they have the freedom to rework a timeline, adjust a process or tweak a workflow
  • Lengthier Tenure - Statistically speaking, older workers will stay with the company longer than their younger colleagues. There is a direct correlation between the age of the employee and the length of time they stay with the company.  Average tenure is 18 months.
  • Emotional Intelligence - Older workers will not demand a higher salary than the market is willing to bear.  They are happy to stay as long as it takes in order to reap the rewards of their labour.
  • Bench markers -  Older workers usually outperform their peers because they have already acquired the skills and knowledge to manage through adversity. They have personally experienced working in a soft economy and remember that it wasn’t much fun.  For a mature worker, a sub-par performance is not an option.  
  • Cheerleaders/Hustlers - Mature workers are enjoy motivating others.  They ooze self- confidence naturally and they instinctively know how to re-energize morale and improve productivity.
Older workers typically have a large network of friends and acquaintances.  They have plenty of fuel in their tanks and work as hard, usually harder, than anyone else on the team. 

Some people will put for the argument that companies are struggling to make a profit and that they simply can’t afford to a seasoned veteran. To those nay-sayers I would argue that those employers simply cannot afford not to hire mature workers. During these tough times, there are no other individuals that companies should have on their team and in their trenches more than these seasoned veterans.
 


Copyright © 2012, Career Matters. All Rights Reserved. Permission to Reprint: This article may be reprinted, provided it appears in its entirety with the following attribution: Copyright © 2012, Career Matters. Reprinted by permission of the author, Mary Salvino. “Career Matters” is a blog authored by Mary Salvino, Senior Consultant for SMART Career Planning.com that is dedicated to those who are seeking advice on managing their career and future job opportunities. We welcome readers to share their experiences, post their comments or ask questions about career related matters. This blog is also dedicated to those who stand a little taller each time they picked themselves up after failing and those who gained the wisdom and humility from those experiences to help others do the same. For any questions or comments that are better addressed privately, please feel free to e-mail Mary directly at Mary.Salvino@shaw.ca

Monday, February 20, 2012

Job Interview ‘Tells’ Speak Volumes

In poker, a “tell” is any clue, habit, behaviour or physical reaction, that provides information.  Knowing how to read the interviewer's 'tell' will improve your odds of acing the interview and winning the job.

One of the key skills that all good interviewees have, is the ability to read the interviewer. Once you learn the most common 'tells', you can then monitor behaviour to make sure your body language is broadcasting exactly what you want to share with the interviewer.  

Try this.  The next time you are granted an interview, treat the experience like a poker game wherein the 'pot' is the 'job' you are trying to win.  As all professional poker players will share with you. there are no hard fast rules to "telling", but, regardless of the position you hold, i.e. interviewer or interviewee, a good rule of thumb is that when a player acts strong, s/he is probably weak, and when a player acts weak, s/he is probably strong.  [This phenomenon is especially true of Canadians, and even truer of women, who have been conditioned to believe that self-promotion is somehow crass.] 

Professional poker players also report that everyone has their own unique set of tics and 'tells', and that they are often fascinated by watching people and trying to pick up on the individual's unique set of 'tells'. Luckily, there are also a few involuntary and common tells that you, as a novice to the game, can watch for, even if it is the first time you sit down with someone.

 

Basic Tells: 

 

Tells that Say, “I am good”:

  • Acting uninterested - This ‘tell’ is used most often by the passive job seekers and strong candidate.  The player is pretending that s/he is not excited about the opportunity but s/he really is.
  • Rapid breathing - While some people can control their habits and tics, it is far more difficult for people to control their heart rate.  When you see that someone’s chest is visibly rising and falling, it is a sigh that they are excited and eager.  This sign is especially important during salary negotiations.
  • Instant/automatic responses - When a candidate provides an answer to a question that is clear and concise, it is usually taken as a sign that the candidate has done their homework, anticipated the question and taken the time to formulate their answer.  Interviewers would deem this person to be a very strong candidate.
  • Long pause - Taking time to answer a question posed by an interviewer may often be interpreted as being thoughtful and therefore a very strong candidate.  Taking too much time, however, may be viewed as someone who is ill prepared.   Lack of proper preparation and failing to practice answering ‘standard’ interview questions will usually destroy that candidate’s chances of securing a job with that company.

Tells that Say, "I am weak":

  • Staring down - When an interviewer is staring the interviewee down, s/he is trying to show that they are in a position of strength. If the interviewer has the need to stare down the interviewee, it usually means that they are not confident on their own abilities and may be intimidated by how you are presenting yourself during the interview.   Remember that even though the interviewer may start off in the ‘power’ position, s/he may not stay there. 
  • Openly demonstrating some form of anxiety - Anxiety typically occurs in people when they are confronted, or anticipating confrontation. Psychologists call this the "Fight or Flight" stimulus response, which links back to the days when we were cavemen/cavewomen. Physical changes happen including flexing of muscles, eye pupil dilation, palpitating heart rate, dry throat.  During the interview process, as is also the case when playing poker, when someone is a strong candidate, i.e. has a big hand, they are typically ready for confrontation and can exhibit some of these characteristics. Obvious ‘tells’ include the chest expanding abnormally, or that the tone in their voice becomes slightly higher as s/he makes a comment.  Often, inexperienced interviewees will hold their breath if they are bluffing, i.e. not confident with the answer they have given to a question during the interview.
  • Body Posture/Attitude - During an interview, some people will show obvious changes in their posture based upon what they believe to be the strength of their candidacy. Slumping shoulders are a ‘tell’ that the candidate is not confident.  Conversely, sitting tall shows strength and confidence. 

The golden rule of tells is that a strong candidate may often try to act weak, while a weak candidate will try to act strong; and, the same holds true of those conducting the interviews as well. 

For some reason the lyrics from the tune made famous by Kenny Roger for “The Gambler” [Don Schlitz, songwriter], seems à propos, so, I decided to include it in this post.  Take from it what you will.

The Gambler

On a warm summer's eve
On a train bound for nowhere
I met up with the gambler
We were both too tired to sleep
So we took turns a-starin'
Out the window at the darkness
The boredom overtook us, and he began to speak

He said, "Son, I've made my life
Out of readin' people's faces
Knowin' what the cards were
By the way they held their eyes
So if you don't mind my sayin'
I can see you're out of aces
For a taste of your whiskey
I'll give you some advice"

So I handed him my bottle
And he drank down my last swallow
Then he bummed a cigarette
And asked me for a light
And the night got deathly quiet
And his faced lost all expression
He said, "If you're gonna play the game, boy
You gotta learn to play it right

You've got to know when to hold 'em
Know when to fold 'em
Know when to walk away
Know when to run
You never count your money
When you're sittin' at the table
There'll be time enough for countin'
When the dealin's done

Now every gambler knows the secret to survivin'
Is knowin' what to throw away
And knowin' what to keep
'Cause every hand's a winner
And every hand's a loser
And the best that you can hope for
Is to die in your sleep"

So when he finished speakin'
He turned back for the window
Crushed out his cigarette
And faded off to sleep then somewhere in the darkness
The gambler he broke even,
but in his final words
I found an ace that I could keep

You've got to know when to hold 'em
Know when to fold 'em
Know when to walk away
know when to run
You never count your money
When you're sittin' at the table
There'll be time enough for countin'
When the dealin's done

You've got to know when to hold 'em
(When to hold 'em)
Know when to fold 'em
(When to fold 'em)
Know when to walk away
know when to run
You never count your money
When you're sittin' at the table
There'll be time enough for countin'
When the dealin's done

You've got to know when to hold 'em
Know when to fold 'em
Know when to walk away
know when to run
You never count your money
When you're sittin' at the table
There'll be time enough for countin'
When the dealin's done


Copyright © 2012, Career Matters. All Rights Reserved. Permission to Reprint: This article may be reprinted, provided it appears in its entirety with the following attribution: Copyright © 2012, Career Matters. Reprinted by permission of the author, Mary Salvino. “Career Matters” is a blog authored by Mary Salvino, Senior Consultant for SMART Career Planning.com that is dedicated to those who are seeking advice on managing their career and future job opportunities. We welcome readers to share their experiences, post their comments or ask questions about career related matters. This blog is also dedicated to those who stand a little taller each time they picked themselves up after failing and those who gained the wisdom and humility from those experiences to help others do the same. For any questions or comments that are better addressed privately, please feel free to e-mail Mary directly at Mary.Salvino@shaw.ca

Tuesday, February 14, 2012

Only CARS Drive Job Search Success

 CARS are Clear Actionable Résumé Strategies

Typically, you scour the job boards looking for an opportunity that will take advantage of your skill set, you submit your résumé on-line, and then you wait.  And then you wait some more. And if you are one of the ‘lucky’ ones, you get called in for an interview. 

While sitting and waiting is indeed a job search strategy, it may not be the best strategy available.  The most effective job search strategies are both ‘Clear’ and ‘Actionable’.

Given that your ability to clearly and effectively communicate what you have to offer to potential employers is essential to landing an interview, it is critical that you make that communication flawless.

Your résumé is the lynchpin to all of your personal marketing collateral. There is no formula for maximizing the effectiveness of your résumé, however, there are some tips that you can implement today to avoid sabotaging your chances of securing your perfect job and/or career. 

For a list of Clear Actionable Résumé Strategies, read on:

  • SAVE/SEND your résumé on a .doc or a PDF format, NOT a .docx format  
  • Incorporate your name in the title of your saved résumé file
  • Resist the urge to use the HEADER/FOOTER feature that is available on most word processing software -[Imbed the information on the body of the résumé]
  • Do not embed tables in your .doc, however, tables are okay in PDF documents
  • Only include ONE phone number
  • Add abbreviations for the credentials you have earned next to your name
  • Use a personal e-mail address that incorporates your given name
  • NEVER use the e-mail address that has been assigned to you by an employer
  • Add a hyperlink to your e-mail address
  • Include your contact information on every page of the document
  • Include some sort of notation at the bottom of the page to indicate that there is more than page to the document
  • Add your LinkedIn profile to your contact information
  • Add a hyperlink to your LinkedIn profile
  • Optimize your LinkedIn profile
  • Become more ‘social’ by adding relevant comments to the issues posted by your virtual friends
  • Post your résumé everywhere, if you are a passive job seeker, use the job board site tools that will allow you to hide your contact information
  • Review/ipdate the résumés you have posted on all available résumé/job boards on a regular basis
  • Have your résumé reviewed by a professional on an annual basis
  • Have a trusted friend review your social media presence and have them report on their findings
  • Ensure that all of the information found is accurate and consistent
  • Format the document so that it is both ATS [Applicant Tracking Software] and potential employer/reader friendly
  • Use standard fonts and use the same font in your cover letter
  • Select fonts sizes of between 11 and 12
  • Ensure that the format is consistent throughout the document
  • Use bolding, underlining, italicizing or CAPITALZING to make the headings, job titles, etc. to draw the reader’s attention
  • Check for spelling and grammar - Spiel cheque it knot yore fiend
  • Never include irrelevant or inappropriate information (i.e., age, race, weight, marital status, religion, health, date of birth, etc.)
  • Take the time to study the job description and customize both your résumé and cover letter for the particular opening
  • Replace the ‘OBJECTIVE STATEMENT” with the job title of the position you seek
  • Resist the urge to include all of your career experience if it was completed in the last millennium unless it is directly relevant to the position you seek
  • Quantify your results whenever possible, e.g. increased sales by X, managed teams of up to Y members
  • Incorporate powerful action verbs, (i.e., managed, supervised, organized, initiated, increased, doubled, implemented, etc.) whenever possible
  • Use industry specific jargon only when you want to secure a position in the same industry
  • NEVER lie, pad or embellish your accomplishments, or misrepresent yourself on paper or in person
  • Never use personal pronouns such as “I” or “My” in your résumé, however, using personal pronouns in your cover letter is acceptable and encouraged
  • Know that there is no ‘rule’ for how long a résumé be
  • Do not supply the names of references until you have reached the interview stage of the process
  • Do not list salary requirements until you have reached the interview stage of the process
  • Take the time to do find the name and direct e-mail address of the hiring manager
  • Before sending your  résumé anywhere, take the time to print it out to ensure that the page breaks and format line up properly
  • Follow up on all submissions
  • All social events are opportunities to network
  • Attend both ON and OFF line networking events

 “Be quick, but don’t hurry.” – John Wooden

No job search is complete without words of encouragement.  The original,  "Drive My Car" is a song primarily written by Paul McCartney, with lyrical contributions from John Lennon, and first released by The Beatles on the British version of the 1965 album,  "Rubber Soul".  This  ‘modified’ version, should be sung to the original tune of “Drive My Car”. Enjoy!

Asked a client what s/he wanted to be
S/he said baby, can't you see
I wanna be famous, a star in my field
But I need to do something in between

Baby you should use my CARS

Know that it will make you a star
Baby you should use my CARS
And then you will love me

I told that client that the prospects were good
S/he said baby, it's understood
Working for peanuts is all very fine
But I can show you a better time

Baby, I should use your CARS
Yes I'm gonna be a star
Baby, I should use your CARS
And then I will love you

Beep beep'm beep beep yeah


Baby you should use my CARS

Know that it will make you a star
Baby you should use my CARS
And then you will love me

I told that client they can start right away

When s/he said listen, I got something to say
I got no cars and it's breaking my heart
But I've found a driver and that's a start

Baby, I should use your CARS

Yes I'm gonna be a star
Baby, I should use your CARS
And then I will love you

Baby you should use my CARS
Yes , it will make you a star
Baby you should use my CARS
And then you will love me

Beep beep'm beep beep yeah
Beep beep'm beep beep yeah
Beep beep'm beep beep yeah
Beep beep'm beep beep yeah
Beep beep'm beep beep yeah



Copyright © 2012, Career Matters. All Rights Reserved. Permission to Reprint: This article may be reprinted, provided it appears in its entirety with the following attribution: Copyright © 2012, Career Matters. Reprinted by permission of the author, Mary Salvino. “Career Matters” is a blog authored by Mary Salvino, Senior Consultant for SMART Career Planning.com that is dedicated to those who are seeking advice on managing their career and future job opportunities. We welcome readers to share their experiences, post their comments or ask questions about career related matters. This blog is also dedicated to those who stand a little taller each time they picked themselves up after failing and those who gained the wisdom and humility from those experiences to help others do the same. For any questions or comments that are better addressed privately, please feel free to e-mail Mary directly at Mary.Salvino@shaw.ca

Monday, February 6, 2012

Mastering the Art of Small Talk: Let’s Get Personable!

Perhaps you are wondering why is small talk a timely topic? One reason could be the increase in the number of people who choose to communicate virtually rather than have face-to-face conversations.  Although electronic communication has many positives, it can also have a negative affect on one’s ability to hone basic interpersonal skills. 

Writer, historian and French philosopher François-Marie Arouet, better known by the pen name, Voltaire” says, “One only speaks badly when one has nothing to say.” Therefore, make sure you have something to say. 

Small talk is a gateway to developing new relationships as well as maintaining established relationships. It is a skill and like any other skill, it can be learned.   When you master the art of small talk, you will become more confident and appear more professional. For tips on successful schmoozing, please read on:

1. Preparation is critical to your success - As you prepare to attend a function, you will have to identify things to talk about.
  • Topics of conversation for the small talk novice:
    • Say something that relates to the common moment, the venue or event: the food, the event’s theme, the parking or traffic, the host, etc.
    • Read the paper either off-line or on-line so you know what’s going on in your community, the country and the world.  Places that you have visited, or want to visit are also ‘safe’ topics of conversation.
    • Ask questions, but be aware that some questions are inappropriate, contrived and cheesy. Remember that if the question doesn’t feel right, it probably isn’t.  Safe topics include the following:
        • Favourite vacation spots
        • Places they would like to visit
        • Recent concerts, events or plays they may have attended
        • Favourite type of food or restaurant
  • Topics of conversation for the small talk expert:
    • Observations of change: Ask the person what changes they have seen in a particular area of business, sports, movies or some other topic over the past year. This creates a conversation rather than an interrogation with monosyllabic answers.
    • Superlative comparisons: Ask questions with the words "best", "worst", "most" and "least" in them. Through these questions, you get a comparative conversation with some intensity and passion in it. You may not like the answers you get, but you will get some engagement and increase the interest.
    • Future predictions: Ask the person what they believe will happen in the next year in a particular topic. Sports is always safe and politics usually risky. However, that doesn't mean that you should stay away from one and favour the other. The point is to create dialogue, and speculation about the future does just that.
2. Smile and search for individuals who seem receptive - Whenever you enter a room, look for people who are already talking or appear as though they want to talk. These folks are usually the easiest ones to approach because they require little prodding to engage in conversation.  Casual eye contact and a warm, friendly smile demonstrate your interest and desire to communicate. Eye contact for five to ten seconds indicates curiosity and is generally considered friendly. Take care not to stare at another person too intensely because this can make him or her feel uncomfortable. When the other person returns the eye contact, smile back. At that point you have made a connection and transmitted the message that you want to have a conversation.

3. Always be the first to say, “Hello” and offer to shake hands.  [If you are a ‘gremaphobe’, hold things in your hands or extend a fist rather than an open hand.] -  When you make the first move, you create energy and show confidence.  Start conversations with open-ended questions.  An open-ended question is one where the answer cannot be, “Yes” or “No”.

4. Handle introductions & reintroductions - If you are a serial networker, it is likely that you will recognize some of the same faces, but you might not remember their name.  In this case, honesty is the best policy.  Take the time to reintroduce yourself by using your name and remind them of one of the following:
  • Where you may have met them before
  • What you do for a living
  • People you know that you may have in common
5. Start a conversation.  It is important that you give the person you are meeting a conversation starter of some kind.  You can either offer some tidbit of information about yourself, e.g., what you do for a living, or, perhaps that you are an avid fan of the local sports team.  The aim here is to find common ground.   

6. Act like a host - Take your time during the introductions.  Make an effort to remember their name and use it, or any other information that person has shared with you to introduce them to someone else in the room.

7. Stay focussed - Maintain eye contact with your conversation partner.  Listen actively to what they are saying and ask questions.  Nothing will destroy a conversation faster than when the person you are chatting with looks over your shoulder to make eye contact with someone else.

8. Be aware of business card exchange etiquette  - Recognize that many people view the exchange of business cards as a sign of respect and the ritual involved with the exchange of business cards is an extension of that respect.  Business cards should be treated in the same manner as you would treat a gift.  Business cards should be handed out with both hands, so that the person who is receiving the card can read it.  If you are the one who is receiving the card, take the card in both hands and read it.  Reading the card serves 2 purposes:
a] It will help you remember the person’s name
b] It will tell you the person’s job title [and provide you with an opportunity to make inquiries about the industry or company wherein they work].  "I see that you work in the ______ industry. What is your biggest challenge?”
Once you have read the card, put it away in a safe place.  Resist the urge to write some sort of ‘reminder’ about the person on the card as some people will view this action as extremely disrespectful.

9. Know that body language speak volumes - If you look uncomfortable when speaking to others, it makes them feel uncomfortable as well.  Always strive to act confident and comfortable, even if you are not.

10. Wait for an opening - Before entering a conversation that is already in progress, observe and listen.  Know that unsuited or ill-timed remarks will only serve to squash the dynamics of the conversation and make you look appear rude and awkward.
Listen more than talk - If you are talking half the time, the person with whom you are speaking will think you are monopolizing the conversation even though it is an inaccurate impression.  If you let them speak 70% of the time, you will be thought of as a courteous person who is good at the art of conversation.

11. Have an exit strategy There are many ways to leave a conversation.  The easiesr is to wait for a lull in the conversation and it has become clear that the common topics of converation have been exhausted.  Once this happens, put out your hand and say, "It was a pleasure talking with you. I hope to see you again soon." Then move on to chat with other people in the room.
 
Your objective in all encounters should be to make a good impression and leave people wanting more.  Be bright, be brief and say, “Bye bye.” Remember, most people are nice and would welcome your pleasant conversation. 

Summary:
Do:
  • Make sure people are interested in a topic before talking too much about it.
  • Stick to upbeat subjects.
  • Balance the amount of talking and listening.
  • Find out what other people enjoy discussing.
  • Be willing to talk about subjects that you know little about.
  • Reintroduce yourself to an old acquaintance.
Don't
  • Indulge in endless shop talk or industry gossip when non-industry people are Present.
  • Gossip about the other guests.
  • Stay in one area or speak only to one person.
  • Look over a person's shoulder as you talk to him or her.
  • Make negative snap judgments about the people you meet.
  • Expect other people to carry the conversation.
Now that you have been introduced to the basics of small talk, it’s time to put your OAR in the water.
  • Observe. Make an observation and comment upon it.
  • Ask questions.
  • Reveal something about yourself.
This OAR strategy is not just for networking events.  You can use it anywhere.  Use it with family and friends. Use it while standing in any line-up. Use it in the grocery store.  Use it while waiting for a meeting to begin. Use it after you introduce yourself to someone. Don’t wait for others to initiate a conversation. Be proactive, and take the initiative.  You will be glad you did.


Copyright © 2012, Career Matters. All Rights Reserved. Permission to Reprint: This article may be reprinted, provided it appears in its entirety with the following attribution: Copyright © 2012, Career Matters. Reprinted by permission of the author, Mary Salvino. “Career Matters” is a blog hosted by Mary Salvino, Senior Consultant for SMART Career Planning.com that is dedicated to those who are seeking advice on managing their career and future job opportunities. We welcome readers to share their experiences, post their comments or ask questions about career related matters. This blog is also dedicated to those who stand a little taller each time they picked themselves up after failing and those who gained the wisdom and humility from those experiences to help others do the same. For any questions or comments that are better addressed privately, please feel free to e-mail Mary directly at Mary.Salvino@shaw.ca