A recent survey of 3,000 job seekers by the outplacement firm Challenger, Gray, and Christmas revealed that the median job search time was 4.4 months. Often extraverts — who seem to know everybody — enjoy the most job-hunting success. They flourish in the networking and interview game. But even those who make job hunting seem like a cakewalk can struggle if they do not have reliable and reachable references.
Rampant résumé inflation and a strong desire to avoid the pain of a bad hire motivate employers to call more references and question references extra thoroughly. Accordingly, job seekers always should have a short list of references ready for an interview — usually after the initial round of interviewing, but before the final negotiations begin.
Providing good references requires maintaining connections with former managers, colleagues, and even professors who have observed your people skills and seen your work. And it’s becoming increasingly acceptable to draw references from vendors, subordinates, and sub-contractors with whom you have had an extended business relationship. While it might look impressive to have senior leaders on your list of references, if those leaders aren’t familiar with the details of your work or are too busy to talk, it could be a detriment to a positive and prompt hiring decision.
It’s best to ask for a reference in person or over the phone because tone of voice and body language can reveal a reluctance to be an enthusiastic reference. An initial hesitation, poor eye contact, or a flat tone of voice are good indications that it’s best to find another reference. Remember, damming by faint praise always trumps a sparking résumé and impeccable interview skills.
Offer to provide your references with a list of your major projects and achievements when you last worked together. It might also be helpful to provide a description of the position you are seeking, so the reference can highlight your most relevant work experience.
Finally, look for opportunities to stay connected with your best references. Keith Ferrazzi, author of the seminal book on networking, Never Eat Alone (Currency, 2005), calls nurturing these important connections “pinging.”
“You must ping someone at least two to three times each year by e-mail, phone, or in person to avoid being forgotten,” Ferrazzi says.
About the author: Jim Carman is a graduate of the MIT Sloan School of Management and a retired Navy Captain. He writes, lectures, and coaches job candidates on interview skills and career building topics.
