Hannah Morgan

Why Are So Many People Still Out of Work?

My hypothesis as to why so many people are still out of work is the they do not know how to talk about their talents in a way that the future employer understands.  It is as if the job seeker is speaking a different language and the employer doesn't understand.

The reason this is happening?  The majority of job seekers don't take the time to customize their written tools (cover letters, resumes, marketing plans, bios, profiles). Is it ignorance or laziness? In either case, it is "fixable" with the right perspective and research!

As I was thinking about writing this post I thought I would share how to customize a resume based on the requirements of a job posting.  Lo and behold, Louise Fletcher at Blue Sky Resume, has done exactly this!  Thanks Louise.  You did it better than I could have ever done.  Please, visit her blog now and read this posting if you have any doubts on how to customize your resume for a job posting!

I have vented too on the frustration in receiving documents claiming to be resumes for specific job postings. Is Your Resume Meeting the Needs of the Employer. 

If you think you are customizing your resume, think again.  Ask someone from a different industry to read it and see what they think.  I have seen job seekers use company jargon and terminology that frequently doesn't match with the job they are applying for.  They think they've changed enough to make it a match. 

Remember, the job posting is the RFP (request for proposal).  Your resume is your proposal.  It need not include every thing you CAN do.  It needs to focus on what the posting is asking for.  If you don't know the needs of the employer or their industry, you will have to do some research.  This is another reason why you need to get out and network.  I wrote a post about getting your head out of the sand to help understand what networking really is.  Rita Carey so nicely stated the other night that networking is about research not job search!  

The other really important thing to remember is that job search is more than applying for on-line jobs.  That is not a strategy, it is an tactic and one that doesn't net a high return on your investment.  Certainly do it, but, everything in moderation. 

What is your plan for finding a new job?

Do you have a plan?  According to a recent survey hosted by Robert Half, 82% of those surveyed said they were ready.  The survey also asked who had an updated resume.  44% said it has been over a year since they've updated that document. Yikes!  Almost half the people hadn't touched their resume in over a year.  They aren't ready. 

It certainly isn't all about the resume.  But having one that is updated and ready to go at all times means something.  It means that you are thinking about what you've accomplished in your job.

I would also venture to guess that those 44% are not active on LinkedIn either.  If they are too busy to update their resumes, they probably don't see the value of LinkedIn. Nor do they realize that over 80% of recruiters and HR professionals are using this tool to source candidates. 

How can 82% feel they are ready for a search if they don't have a plan? Do they think finding a job is easy?  Are they not talking to the thousands of people who have been searching for months?

To all of you out there, get a plan. Even if you don't have a job yet.  What will you do to continue building your network and look for your next great job while employed?

• Ask your company to sponsor your membership in a professional association
• Identify training that will add value to your brand
• Carve time into your schedule to attend local business networking events
• Attend conferences, better yet, speak at conferences
• Start up a blog, maybe even a company sponsored one
• Follow and meet the key movers and shakers in your occupation and/or industry

All the things you are doing right now in job search need to be continued once you land a job but most likely scaled back.

Ask yourself, "if I lost my job tomorrow, what would I do?"  It is never going to be as easy as we think it is going to be.  

Confessions of an Overwhelmed Hiring Manager

I know this hiring manager who posted a job opening for an Admin.  The reason this position was posted was because this hiring manager was overwhelmed.  She had more work than she could handle and was in dire need of support. 

This hiring manager works for a small company without a Human Resource department.  She was shocked when she heard that the job was going to be posted on a job board with her name as the contact person.  How was she going to field all the resumes and calls she was going to receive?  Remember, she is already overloaded. 

Then there is the daunting task of reviewing resumes and cover letters.  About 1/4 of the submissions didn't contain the required cover letter.  She discarded those because they didn't follow directions. (She had to have some way of paring down the candidates).  Several of the submitted resumes were done in Word 2007, which she couldn't open.  Guess who's resumes are going to be read?

The preferred temp agency had been contacted and they sent over 3 resumes.  The hiring manager put those on top.  They had been pre-screened already and prepped.

Now it was time to find 4-5 candidates to call.  She was looking for people who could start immediately and just jump into the job.  Oh, but wait, a couple of internal candidates come forward at the last minute.  They MUST be interviewed.

Between all the other job related tasks going on, the hiring manager finds a few minutes to make calls.  She is able to speak with 3 immediately.  She schedules two for interviews.

Who were the 3 people she reached immediately?  The ones sent over by the temp agency.

This hiring manager only received 77 resumes.  She was lucky.  Out of these 77 applicants, under 10 have followed up with and email or a phone call.  It made her wonder about the interest of the others. 

She shared with me some of her regrets:

• I would have liked to spend some time speaking with those candidates that were referred, but I didn't have the luxury of time.
• I would have liked to have responded immediately to all candidates that applied, but I didn't have the luxury of time.
• I had to stop looking at resumes after a couple of days. I couldn't keep up and I didn't have time.

She also shared her disappointment:

Most applicants did not tell me why they wanted to work in this job.  Some resumes were so off-base, I thought they may have applied for a different job by mistake.

I share this story to help job seekers understand what is happening inside the hiring company and the mind of the hiring manager.  So the take aways from this story are:

Be memorable
Be an inside candidate
Be an exact fit on paper
Be registered with temp agencies/contract houses
Be quick to respond
Be tech savvy and follow directions
Be persistent to show interest

The other important moral to this story is that no two hiring managers have the same preferences or tactics for screening and hiring.  There is no rule book that everyone has to follow (besides EEOC).  This is why applying for jobs online is such a crap shoot, you just never know.  

How to Make Your Resume Work for You

Resume advice isn't absolute, black and white, or universal.  You probably know that because you've shown your resume to different people and they have each provided you with different advice and feedback. 

Beauty is in the eye of the beholder.

The only person's opinion that really matters is that of the Human Resources or the Hiring Manager reading your resume.  You don't even know them.  So how are you going to write a resume they'll like? 

Keep it visually appealing.

Use a simple format and layout. That means don't use really fancy fonts or lots of unnecessary lines or borders. Also make sure there is enough "white space".  Use at least 1/2 inch margins on the left and right and bottom. 

"One Size Fits All" is great for socks, but not your resume.

Adjust your resume to fit each job posting you send your resume to.  This means using words from the job posting.  Make sure that your experience clearly matches what the job posting is asking for.  Yes, this takes time, but it is worth it.

It's Show and Share Time.

Just like kids going to school to show off their new toy or special teddy bear, you want your resume to show and share the best of the best you have to offer.  Use Accomplishment stories on your resume.  No one should be using job responsibilities to describe their work on the resume.  BORING.  Use strong verbs that describe the skill or action you want to highlight for the employer.

Too much of a good thing equals "over qualified"

You will never see a job posting looking for someone with over 20 years experience. (OK, I did see one once looking for an interior designer with over 20 years experience, but that was truly an exception.) Don't flaunt what they aren't looking for.  Your work history section doesn't need to include your first job out of high school if you've been working for a number of years.  The resume is not your autobiography.  It is a document to prove you have the experience and skills to do the job you are applying for.  The general guideline is to use the last 15 years.

FOCUS!

Have you ever been in a movie theatre when the film was out of focus.  It was distracting.  If you include everything you CAN or HAVE done on your resume, you are distracting the reader.  Sure, we can all do a lot of different things.  But the reader of your resume is most interested in what you can do as it relates to their job.  That is your focus.  Delete or consider eliminating accomplishments, certifications, experiences that do not directly tie into the job posting.  But don't leave gaps in your work history. Without lying, include information about that job that would or could relate to the job you are applying for.

Is Your Resume Meeting the Employer's Need?

If you are going to take the time to send your resume to an employer, you have to take the time to adjust it to the specific requirements of the job posting.  Please!

I've posted two jobs recently and have been so dismayed by what I've received.  I skim through the 2-3 pages searching for a reason why this person would be a good match for the job.  In most cases, I can't figure it out. 

Why would a physical fitness coach for a high school be a good admin?  Why would an electrical engineer make a good trainer?  I don't know, because they never told me. 

Their resumes seldom contained specific examples of demonstrated skills.  One job posting requested Excel skills.  I seldom saw any concrete evidence that these applicants had ever used it.  Sure, some listed Excel under Computer Skills, but that was all.  Under the job, I didn't see the proof.

The other pet-peeve is that both postings asked for a cover letter.  I wanted to see one.  About 3/4 followed that instruction.  And of those 3/4, only a couple were memorable enough to put on the top of the stack.  None of them mentioned why they would be interested in working for the company or project stated in the posting.  So sad.

• I am not looking for a "perfect" format. I am looking for the right demonstrated experience.
• I don't want to figure out why someone is interested in the job, I want them to tell me. (connect the dots for the reader)
• I don't have time to pick up the phone and ask them questions about their experience, there are too many resumes and not enough time.

Each reviewer of resumes has a different set of preferences, but in the long run, they all want to know the same thing, why is this person interested and qualified for the job?

If you are looking for guidance on how to write a resume, here are some posts that might help you. 

3 Ways to Make Your Resume Stand Out

How to Tweak Your Resume

Resume Critique

What About the Cover Letter?

THE reason to use a Chronological Resume Format

What Do Professional Resume Writers Do?

I have always believed that the pain and suffering you endure in writing your own resume is worth it.  It forces you to become more focused and better at describing yourself and truly understanding what your talents are.  However, if you have the money and your job search is at a stand still mostly because you aren't getting any interviews, perhaps hiring a professional resume writer is the next logical step.

What I've learned is that not all resume writers are created equal.  Remember the old adage, you get what you pay for.  If you are looking for a bargain basement fee, you'll most likely get a bargain basement resume.  The good resume writers will take you on a self exploration journey.  They will be a coach and guide who team up with you to a strategy.

In Meg Guiseppi's post from Executive Resume Branding, she says that a good resume writer should:

• Ask their clients the right questions to uncover the compelling information that defines their career distinction.
• Brand and differentiate their clients’ unique promise of value to their next employer.
• Incorporate the right key words, relevant to each clients’ target job, but still craft resumes that are an interesting read.
• Showcase the critical information hiring decision makers want to see and align everything in the resume around the requirements for each client’s target job(s).
• Desktop-publish documents that “sit” perfectly on the page, immediately capture attention, best position clients’ “selling” points, look appealing, and reflect the right brand image for each client

Guiseppi also says to check references and look at samples created by the resume writer. 

The other thing to consider is certification.  There are credentials out there to hold resume writers to a certain standard.  This is usually an indicator that the resume writer is serious about their job. 

For really great insight on the pros and cons of resume writers, read Jeff Lipschultz's post.  The comments are the true value of his post, "What is the value of your resume".  You will see a "Who's Who" of resume writing responding within the comments of the post.  I also want to credit Miriam Salpeter of Keppie Careers, who has been a long-time inspiration for my blogging, for her reminder that good resume writers do exist and for good reason. 

I now believe that a good resume writer is so much more than what their title represents. 

Casting A Wide Net

You probably have heard the advice to "cast a wide net" in searching for your next job.  So, what exactly does that mean?  More importantly, how do you do it?

It all starts with a good self assessment.  Take away your job title, your past employer and all your baggage and ask yourself questions like:

• What do I really enjoy doing?
• When I've felt great about the work I've done, what was I doing?
• If money were no object, what would I do?
• Of all the things I've done in my life, what am I most pleased with?  Why?

Plus developing a host of accomplishment (STAR) stories is a great foundation to get started with your wide net approach to search.

With this self assessment done, you can now focus your search beyond what it was that you used to do.  You can focus on where your talents will be a match.  Casting a wide net is not like shooting in a barrel, it is about focusing your search in new areas.

Option 1:  TERRITORY EXPANSION

One of the simplest ways to expand your search is to look outside your immediate geographic territory.  Use a database like D&B to identify companies that are similar to your last company yet located in a different city and/or state. Using NAICS codes will allow you to productively navigate D&B.  The other option, if you don't want to research this on your own, is to consult your local library.  Many have access to tools and resources that can find this information.  Plus, librarians are trained research professionals.   You could also use LinkedIn's search function to search by industry for company names.

Does it really matter if the job is in Kansas?  You don't have the job in Kansas yet, so that doesn't matter.  The logic is: what you will learn in the process of interviewing for the job in Kansas that will allow you to make the right decision.

Option 2:  OCCUPATION EXPANSION

Figure out how your occupation has changed and what other companies are calling some of the functions you performed.  Networking, by asking good open-ended questions, can really shed some light on this.  Some occupations are becoming obsolete.  Other occupations have grown to include many different job responsibilities.  Most occupations demand up to date technology skills.  You can also use O*Net to find similar occupational titles. 

You will have to re-craft and focus your resume for these jobs to ensure you have positioned yourself as a fit.  Don't make the reader guess, read between the lines or have to have read your entire cover letter to figure this out.

Option 3:  INDUSTRY EXPANSION

The things you enjoyed doing and/or the skills you excelled at are in demand in other industries.  Which industries you ask?  That's the tough question.  Again, there isn't a really easy answer to uncovering this.  There are a couple of ways to conduct your research and you'll probably want to use both.  First, good old networking.  Ask questions like:  "These are the things I really enjoy doing, what do they call that in your company?"  or "One of the things I really excel at is helping solve financial problems, what types of people solve those problems within your company?" Second, enter some of these skills into the keyword search section of Indeed or Simplyhired.  Be patient as you skim through the thousands of jobs that are posted.  Look for company names and look for re-occurring patterns mentioning industries or types of companies.  Do some digging to find out more about those companies.  Then you can begin to identify local and regional companies like them.  Use your network and ask for an informational meeting to learn more about the requirements of that occupation in that industry.

You will learn what to keep and what to eliminate only after you begin talking with people who are in those industries.  Don't pre-screen out ideas until you have investigated them. Also remember, it isn't always about the money.  Benefits, quality of life, and rewarding nature of work are all things you will want to consider.

I am frequently asked when this process of expansion should be started by a job seeker.  The answer is...as soon as you begin you search.  It can become overwhelming to juggle all these balls and different options.  Chances are, you will feel more in control and more positive about your search by having these option than not having enough options.

Are there other ways to cast a wide net?  Let me know what you've done to expand your search options.

How Do Positions Really Get Filled?

I was talking with a Hiring Managers from one of the top Gaming companies in the country.  I'm not a gamer myself, but even I know of the games they have produced. 

He was sharing his frustration over the terrible resumes that he's received.  He said most of them look like they've just been blasted around.  The writers didn't take any time to customize the resumes for the actual job they had posted.  There was no connection, at least that he could see, so, on to the next.

I asked him about the recent hires they had made and where they had come from.  No surprise, connections.  Several of the last candidates were recruited out of a college they had recruited from before with fantastic results. Several more were referrals and only 2 were sourced through online job postings.

Then he told me this story. He was talking with someone at a college that has a gaming curriculum. He mentioned that he wanted to find another "Alex".  Alex was a star employee they had hired and he described the successes, attitude and skills that made "Alex" so valuable. (By the way, "Alex" had started as an intern.) A few days later, the person he was speaking with said, "We have an 'Alex', want to meet her?"  In deed, "Alex" was hired...during a hiring freeze.

I love this story because it highlights how hiring is happening.  Word of mouth among industry Hiring Managers, or friends, or past colleagues or...

Cultural fit is also important.  Many of the resumes and candidates my Hiring Manager friend saw were not the right fit.  He even said, if any of these candidates had researched my company, they would have realized we don't need them. 

Take aways:

• Customize your resume and remove language that is confusing or irrelevant.
• Connect (meaningfully) with industry players through any means possible
• Be known for the right things

Dumb Down the Resume or Tweek to Be a Fit?

Remember that the job of your resume is to get you interviews.  If your phone isn't ringing, your resume isn't working. 

Rule number 1 is to make sure you adjust your resume for each job you apply for by altering accomplishments (bullets under the job title), skills and experience listed in your summary, the extent of work history you list (really there is seldom a need to go back more than 10-15 years), and anything else that needs to be adjusted or eliminated to create the right level of experience (I am not endorsing lying here).

If you've done all that, you might call it dummying down, however, it really is just sharing the relevant experiences/accomplishments.  Focus on what the employer needs.

JT O'Donnell's blog, Career Realism explored this topic the other day.  She and Dale discussed the employers logic a bit.  What I loved most about this post was that they recommended networking!

If you are networking, you will be much more likely to gain the like-ability advantage and less likely to be seen as overqualified.  Why, because, if someone says, "I met a talented X who might be a solution to our problem.  They seemed really competent and I enjoyed meeting him".  or "I used to work with X, and she's the kind of person who doesn't quit until the job is done.  She's had many successes and I think she'd be a real asset here".

When all is said it done, at some point, you are going to have the conversation about why you are interested in the job- be able to speak convincingly about why this is a good career move for you.  Also be able to tell them what benefit you will add to the organization as well as know how this job will benefit you (besides financially).  You will be asked, why are you interested in this job, and your answer needs to go beyond "I need a paycheck".

What's Your Value Proposition?

For those who have been in the world of sales and marketing, value proposition is fairly common.  It means in short, what will I get if I invest in this product or service? or What's in it for me (WIIFM)!

As you know, you are now in a position of selling your own services.  So, what's your value proposition?

You will have to start by answering these 3 questions.  They are not easy to answer, but worth investing effort in trying.

1) Exactly how will your employer benefit financially from hiring you?

This means what problems have you solved, what success have you had, what processes or procedures have you developed or streamlined? You've had to develop accomplishment stories, so look for re-occurring patterns here.

2)  What special experience or credentials do you bring to the table?

Are you a Six Sigma Black Belt? Have you mastered some cutting edge technology? Think about the experiences that are unique to you that a future employer would be impressed by.

3)  What additional talents and expertise do you have?

Have you held a role in a professional organization?  Do you have a related side interest you practice? 

If you were to put these 3 answers together, it may sound like:

"I have a passion for developing new and improved products which have added millions of dollars to the profits of manufacturing companies.

I have over 10 years of experience in operations and management.

I bring extensive experience in implementing "next" practices within manufacturing environments to continuously improve the quality and breadth of products.  I am known as a Lean manufacturing "go to" person and advise others in creative solutions." 

Out of this, can you create a tag-line?  A short snippet that will capture the attention of a listener and ideally be remembered? It is probably part of your elevator pitch too.

I am the lean "go to gal" providing new and improved products worth millions in profits for past companies.

Shorter and sweeter "tag line" for the resume and marketing plan

"Delivering new and improved products utilizing lean and "next practices" increasing profits of over $2.5 million"

Here are a couple of other tag lines to mirror:

Quality focused operations leader known for analytical problem solving and building relationships to successfully create profit-driven performance

International Operations Manager in a manufacturing environment with significant responsibility for identifying business strengths and weaknesses

Contributing significant impact to profitability of products through foresight and planning of operating standards and procedures

 

5 Best Resumes out of 500+

I knew as I was racing against the clock yesterday to publish the post, that I should include examples of the good resumes.  Thank you so much to the reader who requested that I do so!

Here are the Top 5 Summaries that Caught My Attention

 

    

   

Truly, there are varying opinions about "good" resumes.  Beauty in is the mind of the Beholder. Take what you can from these resumes.  Also remember, that your resume is only a response to the job posting.  It is not a stagnant document.  You will customize it for every posting you respond to!

5 out of 500 Resumes Actually Told Me Something

As I was going through a stack of resumes I had saved from the past year, 500+ of them to be exact, I could only find 5 that were noteworthy.  What do I mean by noteworthy?  The summary actually told me something about the person. 

Liz Ryan's post from the other day cited these resume killing phrases.  (FYI, these were the most commonly re-occuring phrases on the 500+ resumes)

"Here are the worst 10 boilerplate phrases -- the ones to seek out and destroy in your resume as soon as possible:

• Results-oriented professional
• Cross-functional teams
• More than [x] years of progressively responsible experience
• Superior (or excellent) communication skills
• Strong work ethic
• Met or exceeded expectations
• Proven track record of success
• Works well with all levels of staff
• Team player
• Bottom-line orientation"

So grab a red pen, a thesaurus and your accomplishments to build a better summary, one that will jump out of the stack!

From the other side of the Desk- 5 Ways Life Has Changed for HR

You are certainly aware of how your job search is different from the last time.  You are finding it more difficult, time consuming and frustrating, right?

HR/Recruiters are also feeling much the same way.  Alison Green contributes to On Careers.  In a recent post she wrote about how her life in HR has changed during the recession.

1) It takes much longer to look over all the resumes (she looks at every one).

2) The number of high caliber applicants (people to call for interviews) isn't getting smaller like it used to.

3) It is likely they will find the candidate with most, if not all, of the dreamy requirements.

4) Candidates have lowered their salary expectations.

5) Increased number of ovequalified or not at all qualified applicants

My take away from this is that if you are going to apply for a job, make sure that your resume addresses as many of the qualifications as possible.  Take your time and customize each and every resume.  Use the upper 1/3 of your resume page to excite the reader so they'll want to read on!

It Is Going to Take More Than A Slick Resume

What else will you need to stay marketable in the future? That's fun to think about.  The resume is so static and employers don't even really like looking at them.

That's why LinkedIn is so helpful to employers.  It allows them to see who you are more fully.  Of course they only want to find people who will fit in their company and who have the talent they think they are looking for.

Once part of LinkedIn, join groups, comment, share information and get recommendations!

Don't stop there.  Have you googled yourself?  What comes up?  Anything?  What can you do to change this?  Comment on blogs- add your expertise (carefully of course).  If you want, you could start blogging.

Do you have a website?  A domain with your name?  This can also make you easier to find.  What would you put on your website?

LinkedIn profile link, resume, sample work, links to articles you've written or presentations you've made, links to articles written about your work.  Video of you in action.  There are tons of options.   Louise Fletcher at Blue Sky Resumes posted this over the top, yet funny post related to this.

As technology changes, we also need to think about how we need to change with it to maximize our self-promotion.

Use Every Resource Available to Find Your Next Job

The next time you poo-poo technology (Twitter, Facebook, LinkedIn or others), think about how they may actually be able to help you instead of waste your time.

I read a great post about using Twitter to find jobs, Twittering for Jobs (which I found on Twitter, by-the-way).

There were a couple of good take aways for me:

One, use all media forms for your search: print, web, radio, TV, mobile, RSS, newsletters, podcasts (both in searching for jobs and promoting YOU). You will want to cover all the bases, because, you just never know. 

Two, leaving out technology-based resources would be like omitting recruiters from your search options.  So if you aren't using all the available technology, you are missing jobs.  It is about balancing ROI (your return on investment).

Just because you can diversify what you are doing in your search, doesn't mean you are ready. I met with a woman yesterday who understood the logic of diversifying her search.  She believed she was doing a good job networking and applying via the job boards.   Her next goal was to leverage recruiters.  After discussing this for awhile, we went back to discussing her use of technology.  She had just started using LinkedIn last week. Good start.  But she has a long way to go. Then we reviewed her resume.  It needed a lot of work.  It just didn't convey her message.  It wasn't focused and there weren't any accomplishments.  

Before anyone diversifies their search, make sure you have a clear message to send.  Send this message consistently with everyone you are communicating with. Don't confuse people or leave them wondering.   

Casting a Wide Net

You've heard people say you should cast a wide net to improve your job search.  So what does that mean exactly and how do you do it?

Increasing the possibilities of finding a fit and getting an offer is what drives this thought.  How would you answer this question: 

I am doing a thorough and diversified search which includes:

A) Searching for multiple job titles, some very different from what I did
B) Looking for jobs outside of the region
C) Pursuing opportunities in a different industry
D) All of the above

The correct answer is...D) All of the above.

SEARCHING FOR DIFFERENT JOB TITLES

This may require a little research first.  If you haven't taken the skills assessment on O*Net, it is free and good.  It will help you find and research occupations that might be of interest. 

Ask people you know what they think you would be good at and what they do.

Go to indeed.com and enter in your favorite or greatest skill in the keyword search. (Take out the city, state search criteria) Spend some time readingwhat job titles come up and look for reoccurring patterns or repeating titles.

SEARCHING OUTSIDE THE REGION

Whatever your commutable preference is, enlarge it. 

Ask recruiters if they have contacts in other cities they can connect you with.

Identify cities you think would have the greatest offerings or would be enjoyable to work in.  Read survey results at Glassdoor.com Best Places to Work 2009; and Fortune's 100 Best Companies to Work For.
And take this fun survey at Find Your Spot and become exhilarated at the prospect of working and perhaps relocating to another great city.

Find connections on LinkedIn in these cities too. 

Use your college alumni center to find other alumni in this area.

PURSUE OPPORTUNITIES IN DIFFERENT INDUSTRIES

The trick is to find industries that hire similar occupations or functions AND to clearly link what you've done that is similar, whenever possible using their language/terminology.

O*Net can be of help here too. 

What industries are ramping up their hiring or at least maintaining their growth?  This can be regional, however, nationally, hiring in Health care, IT/Technology and Professional Services has been identified as having potential.

Once new industries have been identified, you will have to do some fact finding to learn about this new-to-you industry.  Find industry publications, attend professional association meetings, find people to talk to who work in this industry. 

Now you will need to re-vamp your resume to show the transferable skills and competencies.  Omit jargon used in your old industry. 

You may even want/need to sign up for some professional development in the areas you are weak or missing.  Think about who might be in these classes you could connect with too!

The wider the net, the clearer the connection of skills, the greater the passion/interest, the greater your chances will be!

You only need one

In a networking group of job seekers this week, someone said "you only need one job offer"...

Doesn't hearing that make it sound so simple?  So manageable. So do-able. 

What is it going to take to get the one, single job offer?  It is a numbers game.  Think about it, if you wanted to win the lottery, how many tickets would you need to buy?  If you were playing roulette, how many numbers would you cover in order to win? Answers...a lot.

I've heard people aren't finding a lot of jobs advertised.  The reality is, there are jobs out there, youprobably aren't seeing them because they aren't being advertised publicly. 

What I am recommending is that you increase the number of everything you are doing. 

Apply for more jobs on-line. 
Use www.indeed.com, www.simplyhired.com and/or www.jobcentral.com. These aggregate websites will allow you to find more advertised jobs.  Also try www.craigslist.com.

Meet more people.
You can volunteer, join a professional organization, attend networking events, get in touch with past co-workers through LinkedIn, catch up with old friends and schoolmates on Facebook or try Twitter. 

Nurture relationships with more recruiters.
You never know who they know or what they know. Remember, some companies only hire through recruiters. 

Target more companies.
Either expand your search beyond your preferred geographic/commutable preference and/or expand the types of companies you are looking at.

It may also be time for you to analyze what you are doing and modify what doesn't seem to be working.  In other words, if you say you are applying to 50+ jobs per week and no one is calling you, you'll probably want to look at what is on your resume and in your cover letter. 

If you say you have met over 50+ people in a week and no one is calling you back, then think about what you talked about with them and what kind of impression you left.

If you have had over 5in-person interviews and no offers, perhaps your interviewing techniques need to be tweaked.

If you have had pre-screening calls from companies and not been called in for an interview, you'll probably want to fix what you are saying over the phone.

It only takes one!  However, a lot of work goes into getting it.  Don't lose the fish on the line.

Job Postings- Truth or Fiction?

Writing job descriptions and job postings is both a science and an art.  There are training courses, research and studies that define necessary steps and elements of writing an effective job description. Then there is the marketing spin that is incorporated in writing the posting to make the company and position sound attractive. 

The critical element in writing the posting is based on the employer knowing what they are really looking for.  Do they? 

Do they say, "I want to hire someone just like the last person who was in this job, only better".   
Perhaps the employer says "If we could get someone who can do all this, we would be lucky". 
Or maybe they say "Why don't we create a wish list of what we would like and see what we get".

When writing your resume, I recommend using the job posting as a guide for what to say and the key words to use.  I still do.  But it is important to remember that the employer might not always know what they are looking for exactly.  You may not have all the key words or skills they are asking for, apply anyway.  If you have 50+% of what the job is asking for- apply. 

Also bear in mind, that the employer may not have listed skills in the posting that are important to the job.  We can't know this unless we have inside information about the company.  This is why networking with company insiders is valuable.  You may be able to uncover skills or a problem that wasn't addressed in the job posting. 

The process of hiring is extremely risky and extremely personal.  The resume needs to present you both as a sure-fire solution to their problems (skills and accomplishments) as well as someone who is easy to like and get along with (traits).

Who Is Unemployed- A, B and C Players

In order to be the best job seeker possible, you need an understanding of what is going on in the heads of hiring professionals.  In the current economic situation, with hundreds of thousands of people out of work, how can the overwhelmed HR professionals and recruiters possibly handle the volume of resumes they receive?  Well, that's sort of a related question.

On Nick Corcodolis's, Ask the Headhunter, he sited and summarized "Why hiring is paradoxically harder in a downturn" by Auren Hoffman. 

Here's my take away from reading Hoffman's piece:

The world of work is made up a A, B, and C Players.  (A players are the best and C players do the job).  Of course, most companies want to hire A players.  The other important fact is that there are more B players than A players and even more C players than B.  This makes A players scarce.

When layoffs occur, usually the C players are let go first.  The company will try and hold on to A players, yet that isn't always possible. (i.e. Construction, Financial and Legal industries were hit hard and all players lost their jobs despite how well they performed)   

The challenge now for companies is to find the A Players among the see of B and C Players applying for jobs.  The resume isn't the greatest tool to use in screening these players. 

An A player is innovative and hard working and their resume demonstrates that with accomplishments.  NOT the words "innovative" and "hard working".

The other lesson here is that you want to be known for being an A Player, not a slacker.  Do whatever you can do to change the way you do your job to become an A Player! 

Resume Critique

The next time you are tempted to ask someone to evaluate your resume, reconsider.  What kind of feedback are you hoping for?  You know if your resume is working or not-  if your phone isn't ringing, your resume isn't working. 

Learning how to evaluate our own work is truly difficult.  However, it is a really important skill to develop.  Try using this checklist to evaluate your own work objectively.  Download Resume checklist2

If you ask for feedback, be prepared to ask good follow-up questions, especially "What is your logic for making that recommendation"? 

When a recruiter from an agency or firm is evaluating your resume, their needs are different from the actual company they will be recruiting for.  The recruiter wants to know everything about you to feel safe in their decision to refer you on (after their conversation with you, of course).  In many cases, recruiters will want to see all jobs and detailed start and end dates.  If you do provide that information on your resume (which I don't recommend) what questions might this raise in their minds? Are you OK with answering those questions, if, given the chance?  Sometimes, you won't be given the chance however, you will end up on the "cutting room floor".

Everyone has personal biases. It is difficult to please everyone, perhaps impossible.  You only have to please a couple of people to get an interview-  the screener and the hiring manager.  (Sometimes they are one in the same).

Here are some basic rules of thumb:

• Don't use trite language (work well independently or as a team player)
• Have plenty of white space (at least .5 inch margins and avoid big paragraphs)
• Avoid underlining, italics and fancy bullets
• Font size no smaller than 11 and no larger than 12
• Use accomplishments!
• List only relevant information (relevant to the specific job for which you are applying)
• Customize your resume for the job
• Limit how far back you show your work experience (10-15 yrs max)
• Focus on quality of the words you use

Try not to obsess over the resume.  Work on it and move on.  Evaluate it by the number of phone calls you are getting. 

 

I am Old and No-one Wants to Hire me

It is amazing to me how many people believe the reason no-one is calling them in for an interview is because they are old.  Really?  How does the employer know how old you are in reading your resume?

• Did you list your birth date?
• Did you list the year you graduated?
• Did you list every job you've had since high school?

So, how would the employer know how old you are?

Chances are, they don't want to interview you because you haven't explained in your resume why they should.  Employers are receiving hundreds and thousands of resumes.  Why would your's stand out?

• Your experience exactly matches what they are looking for

• You have the exact match of skills they are looking for

• You've proven that you have successfully done  what they need you to do with their company

Your resume is a sales brochure not an historical account of everything you have done.  Adjust your resume for every job you apply to.

Honestly, I don't believe employers have anything against someone solely because of their age.  It is more likely that they see candidates as "over qualified".  This means:  EXPENSIVE.

The next time you think you aren't getting an interview because of your age, check your resume instead. 

Dr. Rita Carey offers wonderful teleconferences on the topic for those 50+.  See her listing of teleconferences.

How to tweak your resume

I've said it before- I am not a good resume writer, I am just reading a lot of job postings.  Therefore, anyone can be great at writing a resume! 

The new and "must do" approach to resume writing is to tweak it for every job you apply to.  This can be tedious, but perhaps the only way to prove you are qualified for that unique job with that specific company.  We can no longer assume that the cover letter will be read first, if at all.

Tweaking your resume requires you have a specific job posting. 

Step 1: Highlight/underline the specific skills and requirements in the job posting. (I am not talking about "excellent communicator" and "work well independently or as a team member" kind of stuff. 

Step 2:  Use this terminology or wording (as long as it is true) in your summary.

Step 3:  Develop and incorporate specific examples of times when you have performed these job requirements. Most heavily in your current job, whenever possible.

Louise Fletcher at Blue Sky Resumes just wrote a post which shows specifically how to tweak/transform a resume.  This shows the process I described with an actual resume and job posting. 

Learning how to do this effectively should provide greater results without taking a lot of time. 

3 Ways to Make Your Resume Stand Out

In case you haven't heard, resumes are different today.  They have to contain compelling reasons for the employer to want to call you.  What that means for you is that each resume you send out MUST BE customized to meet the specific needs of the employer you are applying to.  So now that you know that, what else can you do to get your phone to ring?

1)  Ditch the objective, go with a super summary!

What I mean is that your summary should be void of trite fluff such as "work well independently", "excellent communication skills", "hard worker, dedicated, loyal team player"...that kind of fluff.

Operations and Manufacturing Manager with over five year's experience in leadership, finance and operations.  Exceptional knowledge of business practices including:  productivity, lead time, delivery, quality and safety.  Hands-on knowledge of production.  Strategic thinker with the ability to look "outside the box" for new and exciting ways of doing business.  Recognized as an effective and fair leader, keeping employees focused and working towards mutual goals.  Additionally skilled in dispute resolution having successfully negotiated the three contracts with the bargaining unit.  Knowledgeable and skilled in implementation of Lean practices and Six Sigma.

2) Cut the fat

Instead of dumping everything have done, list just those accomplishments that are most important to the reader. (Read the job posting over and over and develop stories you know they will want to hear about)  If you state in your most recent job that you have developed a team by motivating them towards their goals, don't tell that story again in older jobs. Writing is a series of edits, go back over the resume and look for duplication of key skills/talents. Edit, edit, edit.

3)   Create an image of what you want the employer to know about you

Put on your sales and marketing hat!  Every word you use and everything you tell about on your resume should have a message.  Ask yourself "why am I telling the employer this about myself?"  Then ask yourself "have I stated clearly in this?"  Frequently, we think we have.  Instead of using a short phrase, start of with a longer string of words.  If you want the employer to know that you were promoted to manager because you had successfully trained new employees, then say it! 

Have other people read your resume and instead of asking them to critique it, which will only get you conflicting advice, ask them to read a part of it and ask them what they know you are good at doing...did they get it?

Writing a resume is tough work.  But don't obsess, there is no such thing as a "perfect resume" just one that gets your phone to ring.

And oh, by the way, job search isn't about the resume.  It is about establishing relationships, so get out from behind the computer and meet some people!

Playing the Game Right-How to Send the Resume

Sharing information is a wonderful thing.  That's one of the reasons I love blogging.  My passion for the topic of career management and transition allows me to uncover or collect all sorts of great information. 

One resource I have found to be useful is CareerXroads.  Their website has information for recruiting, hiring, HR folks, which gives us the inside scoop on what they are thinking. There is even a blog.  Occasionally, they provide information geared towards the employee or job seeker.  I came across an article on creating resumes to be read via electronic methods.  It does a good job explaining why you will need to have several electronic versions of your resume.  Here are the key reminders from the article:

Here are some tips for creating a résumé that can be accurately scanned and stored in all systems:

1. Always print your résumé on white or very light-colored paper. Never use colored or patterned paper for your scannable résumé.
2. Use 8 1/2 X 11 paper. Never use formats that are printed in a folder style or on 11 X 17 paper.
3. Send your résumé flat in a large envelope. Do not fold or staple it.
4. Use a standard sans serif typeface such as Helvetica or Arial.
5. Use a font that is 10 to 14 points in size.
6. Your name should be the very first line. Do not have any other information on this line.
7. Each phone number and e-mail address should be placed on a separate line and your address should be typed in standard format.
8. Don't ever condense spacing between letters to try to save space. Each letter should be separate and not touch.
9. It is okay to use boldface and capitals to highlight certain sections of your résumé, however, make sure the letters do not touch.
10. Never use underlines.
11. Don't use vertical lines, boxes, or graphics. Horizontal lines are generally okay, but make certain that they do not touch the text.
12. Most OCR software can handle bullets, but use them sparingly.
13. Always send crisp originals of your résumé. Photocopies and faxes do not scan well.
14. If the employer gives specific instructions for formatting your résumé, FOLLOW THEM!

The other thing to remember when you are sending your resume electronically is to name the attached file with your name such as " doejim.doc". 

Developing a system to maintain and track your resumes will make this much easier and save time when you go to find your documents as well as posting them. 

Technology is both a blessing and a curse.  Remember the good old days when you just had to type your resume on a single sheet of paper (well, rolls of correction tape or bottles of whiteout later)? 

If you have recommendations on how you organize your electronic resumes, please, let us know. 

What About the Cover Letter?

Are you going to send one?  The answer today is absolutely, whenever possible. It is a demonstration of your interest in the company and job.  It may sound like old fashioned protocol to some, but we should still do it, whether the employer asks for it or not. 

When applying on-line, sometimes there isn't a specific spot to upload a cover letter.  If this is the case then add it to the resume you upload.  When sending your resume as an attachment in an email, combine the cover letter with your resume document so the reader only has to open one attachment (this makes their lives easier).

The second most frequent question that arises in the presentations I deliver on resume workshops is "Don't I just customize my qualifications for that job in the cover letter?" This question arises because we talk about the customization of each and every resume for the jobs being applied for. If the resume is customized, then what do you put in the cover letter.  Therefore, the purpose of the cover letter is a bit different than it used to be. 

Because the resume has been changed to meet the requirements of the job, the purpose of the resume is to:

1) Explain why you want to work at that company

2) Summarize the most important qualifications

3) Thank them for their time and state your intentions to follow up (whenever possible)

In the olden days (10 years ago), you  usually submitted your resume by mail. It was a tangible/manual process for the employer too.  We knew the cover letter would be seen.  The individual preference of the person screening/receiving the packet would determine when the cover letter was read, if at all. 

Will it get read?  Will it always get read first? With the extreme demands on time and the electronic processing of resumes, we can't be sure what is going to happen. We can control the one thing we know they will process/handle, the resume. We will still send the cover letter because there are enough people out there reviewing resumes who are of the old school and want to see it and sometimes won't read a resume unless it is accompanied by a cover letter.

Today, we can't make them read the cover letter.  Therefore, if there are critical qualifications you mention only in the cover letter and it doesn't get read, then they won't know about them.  If they don't know you are qualified, guess who isn't getting a phone call?

When and Why to Use the Hybrid Resume

In yesterday's post I wrote about the 3 formats for a resume and focused on the chronological format;  the first choice of hiring managers and recruiters.  However, if you are changing careers, that probably won't work well for you.  You'll need to use a Hybrid or combo functional resume.  Here's why- employers are looking at your resume to see:

Is your last job the same as the position they want to hire for?

Is the work history solid, without glaring gaps?

Is the experience similar to what they need?

Sound familiar?  This is what I said yesterday. If you are changing careers or you answered "NO" to any of the 3 questions above, then you probably will want to use the Hybrid format (Download Hybrid template ) .

Changing careers/jobs is difficult, but it will be easier to show you are a match for your new career if you have done a good self assessment. 

Idententify you talents...skills you are really good at and enjoy.

Write Accomplishment stories about times when you have used these talent/skills,  These stories, carefully editted, should convince the employer you have the right skills for the job. That's why you are listing them before the work history/experience on your resume. 

The logic behind the Hybrid resume is that you want them to focus on what you can do, not when or where you did it.

I did something similar 10 years ago.

If you haven't used any of those skills since, what makes you think you can still do it well?  Better yet, an employer can get someone with current skills pretty easily in today's job market...why you?  Chances are, you are using those skills today, just in a different career.  Connect the dots for the employer.  Tell current stories of how you have used the right skills.

A woman in a workshop wanted to change careers.  She had been in manufacturing for many years, but before that, she had been a "secretary" (not a term used very often in today's job search).  She wanted to list her secretarial job on her resume and when asked what current office skills she had, she said none.  But once questioned further, it turns out that she had been a team leader and had to organize her team's time for scheduling shifts, she entered data for shift output and regularly answered questions phoned in from customers (internal and external).  She has current administrative skills and needs to tell these stories to support her current skills, the ones employers are looking for.  She does not need to, but could, list her secretarial job- without dates.

Writing a Hybrid resume requires that you know what you want to do and why you will be good at doing it.  It also requires selling your skills, not just dumping them on the page.  

Remember, the point of your resume is to impress the employer.  You do so by showing them that you are qualified for the job.  Connect the dots for the employer so they can understand why what you have done is similar to what you want to do. 

THE Reason to use Chronological Resume

Sure, there are 3 resume formats, Download Chronological Template , Download Functional template , and Download Hybrid template , which should you use? 

The answer is simple, the Chronological.  (I will write about the other 2 later this week...stay tuned) The reason- it is the format employers like to see.  So give it to them.  Why does the employer like to see your work history?  They are looking to see:

• Is your last job the same as the position they want to hire for?

• Is the work history solid, without glaring gaps?

• Is the experience similar to what they need?

It is your job as the author of this resume to ensure that the information YOU provide is valuable to the reader, first and foremost.

What if your last job was similar, yet not exactly the same as what you are applying for?

Make it look similar without lying, of course.  Could you re-title yourself, using a title that is more universally understood?  Could you only mention the details of the job that DO match, omitting those that are unrelated or superfluous?

What if there is a gap in my work history?

How big is the gap?  We are only going to use starting and ending years.  Lose the detail of months in listing your work history.  If it is under a year, you probably don't need to worry about it on the resume, but have a good story to tell in the interview.  What you did to professionally develop yourself during the gap?  Did you volunteer, take a class, join a group?  Don't think in terms of money making jobs, but in terms of life experience.  List it as if it were a paying job and change the heading for this section to EXPERIENCE (you can't call it work or professional, because that would be a lie). 

What if I just graduated?

Show any internships/work-study/projects as EXPERIENCE.  Don't divulge on the resume that this was unpaid or through school because it loses credibility in the eyes of the employer.  Use the job title that would be used if you were being paid.

What if I've only had one job?

If you mean you have only worked for one company for more than 6-10 years, that isn't one job...that's lots of different jobs and assignments.  Break it down into chunks of work based on projects or departments.  Help the reader see your ability to grow and learn new things by showing them your progress.

I might be overqualified for the job?

If you are thinking this, then it probably is true.  Why are you applying for a job you are overqualified for?  The answer to this question should be a good one.  If the answer is, it's the only job I can find...that's not good, but apply anyway.  Your resume only needs to address that you have the qualifications to do the job, it doesn't have to list your first job ever.  Go back 10-15 years max.  Sure you've done some great things long ago, but how relevant are they today to the employer if you haven't used those skills in a long time?  Is it really like riding a bike?  The employers may not think so.  In today's job market, the employer can get almost exactly what they want (meaning current experience) at a lower cost.  Think Supply and Demand.

Instead of dumping information on the page and calling it a resume, craft a marketing piece for you as the solution to their needs.  Here are some reminders about what a resume should be:

• The resume needs to be well thought out and have a disciplined focus. 

• The resume is a response to the needs stated in a job posting.   

• The resume is the vehicle which generates the phone call to discuss your background.  It doesn't get you the job.

I promise, I will discuss the other 2 format's of resumes later this week.  You need to use logic to write your resume. Understand what the employer needs and write your resume to those needs.

What else should I be doing...are you sorry you asked?

As the "eternal job seekers" that we all are now, there are certain activities that will provide us with some knowledge and experience that will enable us to better compete in today's job search. 

All of them are important for different reasons.  I frequently hear people say they are doing everything they know how to do to look for a job and what that means is they are just looking at the job boards.  How sad.  These same full time job seekers are spending a lot of time doing this too, sometimes 20+ hours a week.  Consider all these things listed below...most are written about in more detail in past posts here.  If there are other worthwhile activities, please let me know...

Job Finding Activities

Role playing for interviews

Attend Seminars and workshops

Create Marketing Plan

Explore new career opportunities

Read newspaper/publications

Set up networking meetings

Networking

Use local One-Stop

Real interviews

Contact college/university

Contact people in target jobs

On-line networking (LinkedIn, etc)

Create interviewing preparation folder

Draft Thank You letters and Cover letters

Attend Job Club

Watch the news

Check all "job posting boards", creating alerts (use indeed.com, etc)

Internet research on companies

Volunteer with organizations

Informational interviews with peers

Contact search firms, contract houses, agencies

Look for new companies to add to target list, research materials, industry information

Attend Job fairs

Networking events

Applying for jobs online

Blog

Attend Professional association meetings and volunteer

Church or religious groups

Basically, what I am hoping is that you will carve time into your week to be pro-active in finding opportunities, rather than re-acting to the slim and dismal opportunities posted on the internet.  Get creative and get out of your house.  You will never find a job there, unless your house is filled with Hiring Managers.

One Lump or Two?

Remember when sugar used to come in cubes?  Then, remember when you went to tea and the hostess asked you if you wanted "One lump or Two?"  No, I am not that old either, but I've seen that scene in movies and read about it.  So, here's my question, "One page or two?".  In other words, should your resume be not quite sweet enough to drink or too sweet to finish? 

This debate has gone on forever and will continue.  It is all based on personal preference- the preference of the reader, whom you do not know.  Great, so this question still goes unanswered.  Think about the sugar analogy.  If the hostess only gave you one lump and you desired two, you wouldn't enjoy the tea.  If, by some miracle, the sugar floated on top, you might drink the sweeter tea until you reached the less sweet tea.  Ok, back to the resume.

Start your resume with the sweetest part first.  In other words, write a summary that states almost all your qualifications for the job.  Then the reader has enough info to be tempted to read more. 

My advice would be to not limit your talents to a single page.  Frequently, very talented people leave off information or write about their jobs in "resume-ese" which means, half a sentence that says absolutely nothing.  Their logic, "I was going to tell them more in the interview".  Sure, that's not going to happen.  It has to be disclosed on the resume otherwise you won't get the interview.  You have to keep the reader interested/pleased, so they will want to continue reading.  Keep the stories you tell focused on the job you are applying for.

Conversely, if you have two pages filled with words, the poor reader is going to be overwhelmed.  Just like some people might feel with two lumps of sugar.  So, don't get too wordy.  Don't make the text too small.  Leave white space, more that .001 of an inch, please.

Preparing your resume is a series of drafts, re-writes and edits.  Just like Goldilocks and the three bears, the first will be too hard, the next will be too soft and the last should be just right.  

Don't Start Job Search By Updating Your Resume

I think I have said this before, and I am going to say it again- I despise resumes.  They are historical.  They state what you've done, not what you can do and not necessarily what you want to do next. 

In today's search for work, it is almost a waste of time to construct a resume without a job posting to reply to. Please consider the job posting the RFP (request for proposal).  Your resume will be the proposal.  You will address all the critically important requirements of the job and use as much of the posting's language as possible. Yes, the coverletter may say some of the same things, but who knows if or when the coverletter will be read.  If people are too busy to read the resume, what makes you think they will have time to read the coverletter?  Some always do, others never will.

I was meeting with one man who wanted help with his resume and before I even looked at it I asked him "What do you want to do?" 
He said "I am an Engineer".  I said, "OK, but that wasn't my question, what do you want to do?" 
He thought for awhile then said "I have been an Engineer my whole life."  I asked him if he enjoyed his work.  "It has supported me and my family". I asked him again if he enjoyed it and he admitted "For the most part".
"Life is short" I reminded him.  "You now have the opportunity to do something that you love, or at least brings you great joy.  You have lost your job and have been given permission to re-evaluate how you spend the rest of your working life". 

These were questions he hadn't asked himself.  They were hard.  I believe he did use to enjoy being an Engineer, but he was no longer passionate about his work.  I began reading the laundry list of job duties on his resume.  I couldn't tell anything about him from these duties.  I asked him to tell me about something in his recent past he was proud of.  After a long pause, he told me a story.  As he told the story, I saw his eyes twinkle and a smile came across his face.  Now I could begin working on his resume.  In his story, I heard his skills and hidden strenghts, I saw a flicker of his passion. 

Begin recording stories.  Recall the times you felt proud in you work.  These are the stories that make a resume. They are called Accomplishments. 

A Strategically Focused Resume

I wish I had written the following.  Smith-Proulx hits the nail on the head.  She is even using the same language I do...great minds. (For the full peice, see ExecutiveAgent link on my blog). While the exerpt below is about focus on the resume, it all starts with you, the job seeker, being clear about what you want and what you are great at doing. 

Here, I’ve offered 5 key reasons why focus should be your #1 priority in a leadership job hunt - and how to get it:

1 - Communicating your personal brand is the best way to get employers to take notice.

2 - No one has time to connect the dots; do it for them!

3 - Being all things to all people isn't good enough anymore.

4 - Automated systems have made the general resume obsolete.

5 - Adding excess information for employers to read only confuses them.

Laura Smith-Proulx, Certified Career Management Coach, Certified Professional Resume Writer, and Certified Interview Coach, is the Executive Director of An Expert Resume, a career services firm that caters to organizational leaders.