Ten jobs in dozen years, but no job offers

Q: I have had 10 jobs in 12 years. All have been increasing in experience from a lowly copier technician to parts runner to computer technician to service manager. The jobs have been at big companies where it was hard to advance.

Now I'm looking for a position in a smaller company. The first question out of prospective employers is, "How come you've had 10 jobs in 12 years?" Instead of defending my resume, I want to shift the focus to what I can do for the company, but I am not sure how to go about it.

NICK'S REPLY: Employers are concerned you're going to "bounce" after a year. If you leave, they'll lose what they've invested in you and will have to find a replacement. That costs time and money.

You need to provide an honest explanation that will satisfy an employer. For example, point out that your references are excellent (I hope they are) and that your record of success on the job is good. Then ask the employer, "What is it that concerns you?" Yes, ask point-blank. To offer a useful reply, you've got to know exactly what the concern is.

Then you must think quickly on your feet and figure out how you're going to help the employer avoid losing you in a year. Example:

"I've worked with some big companies where I was always stuck in one role. At first, each job offered me new opportunities to show what I could do, but there was no variety. I'm seeking a small company because I figure I'll have broader responsibilities and more opportunity to develop new skills — simply because you will need me to handle more functions. That's what will keep me stimulated and challenged. Can we work together to outline a plan that will keep me busy for the next five years?"

Try it. Just make sure you join a good company that has good products, a good reputation and good people with whom you'll want to work for a long time because, as you've found, that counts.

THE HEADHUNTER TIP: How to make headhunters work for you.

This week's tip is from my new book, "How to Work With Headhunters," an e-book available at www.askthehead hunter.com. People who take the long view of their careers want to know how to cultivate relationships with headhunters. Here's how.

If you meet a good headhunter, it's important to foster a good relationship by being yourself and by being honest and helpful. The nicest thing you can do for a headhunter is to introduce him to another great source of candidates. At some point, this may pay dividends. You will have served as a link between people who benefit from knowing you. That makes you a hub of professional relationships, and it enhances your status and role in your professional community. And that, of course, makes you someone that headhunters want to know — and it's how you can make headhunters work for you.

THE HEADHUNTER CHALLENGE

What's a personal referral worth?

Someone I enjoyed working with years ago called and asked me for help with her job search. So I recommended her to a friend who is a manager in a good company, explaining why she'd be a good hire. The manager said he'd be glad to talk with her. I gave my old friend the manager's name and phone number. It's two months later, and I've just learned from the manager that she never called him. What should I do next?

POLL

1. Call the job hunter and remind her to call the manager.

2. Since that referral didn't work out, recommend the job hunter to another manager.

3. Make a note never to recommend the job hunter to anyone else.

4. Apologize to the manager and take him to lunch.

Read The Headhunter's expert opinion online at www.appealdemocrat.com. Keyword: headhunter

Write to Nick at P.O. Box 600, Lebanon, NJ 08833; or www.asktheheadhunter.com.

COMMENTARY

If it hasn't happened to you yet, it will. The economy drives job hunters — especially if they're unemployed — to call everyone they know and ask for job leads. It's an awkward request to make, and job hunters get understandably nervous about asking. It's wonderful when friends and acquaintances can help out.

My heart goes out to those in dire straits, and I help whenever I can. I urge you to make thoughtful introductions for people you hold in high esteem. (On the other hand, never recommend a job hunter who isn't worthy. You will risk your own reputation.)

But when I provide a valuable introduction, the beneficiary had better follow up. Fail to call someone I've recommended you to, and I'll never give you the time of day again. You have wasted the hard-earned favor of someone who trusts and respects me. I don't refer people thoughtlessly. I have spoken to my contact, referred you and vouched for you. My contact is ready and expecting your call. I have just written a check to you against the good will I have amassed in someone else's bank. If you don't make the call, I look bad. I've wasted an asset.

I will not call to remind you to make the call — it's too late. I will not refer you to another manager — I'm not going to risk my reputation again. I will probably call the manager and take him out to lunch, where I will explain in passing that I just don't know whatever became of you. I'll say, "Sorry I wasted your time." Then I'll change the subject and reinforce my relationship with the manager. I'd make a note not to trust you with a referral again.

I get great satisfaction when I make introductions that lead to job offers, to business deals or to nothing more than enjoyable conversations and new friendships that may blossom into business later. The recipient of the favor benefits. But so do I because the quality of the introductions I make reflect on me and my credibility grows. (My assets in "the bank" grow.) My contact trusts that the next time I make an introduction, it will be another good one.

I know how frantic searching for a job can be. But don't lose track of the "checks" your friends write to you. Enjoy the good will and use it fully. Treat a personal referral with respect because someone put his reputation on the line for you. Follow up. Call the person who's expecting your call. Behave like the person that I have vouched you are. But if you squander my assets, don't ever call me again.