Your resume got you noticed. You have aced the three rounds of interviews. You really want the job. They have asked to call your references. Who should you suggest they call?
I remember an incident when a recruiter colleague was shocked by the poor reference one of his candidates received from a coworker. It turns out that in the few days between the candidate offering names of references and the references being called, one reference’s relationship to the candidate changed from coworker/girlfriend to coworker/bitter ex-girlfriend. Her comments reflected her new status in the candidate’s life. Neither the candidate nor the reference confessed their relationship was more than work-related, so the negative comments were particularly surprising. He didn’t get the job.
Many of us can do a better job of thinking about who would provide the most useful references to help us land the position. We often offer names of people we felt close to or have stayed in contact with. Instead, we should be thoughtful about who will provide the most relevant insights into our job performance.
Helpful references will not merely say kind things and remark on how nice you are. References should be able to confirm what you have accomplished and describe how your performance compares to others who have held the job. References should speak truthfully about how you respond to adversity and failure. Most importantly, the best references will speak to your aptitude to continue growing in your roles and meet future challenges.
Getting the most out of your references requires preparation. First, you must make an effort to stay in touch with people who can serve as future references. In addition to asking their permission, it is smart to prepare your references to speak to the concerns of the employer.
Although companies check references regularly, they aren’t automatically good at it. Employers are not always prepared to ask relevant questions. People who give references are also not inherently good at it. Particularly, when reference sources lack background information about the future employer and role, they don’t always do the best job of offering helpful information. You can help both parties derive and deliver more effective information.
The best references connect your past, your present and your future.
Here are three thoughts on preparing your references to help you get the job.
1. What is the employer trying to prove? Share that information with your references.
Throughout the interview process, questions from interviewers revealed what about your background most interests them. You learned which accomplishments excited them. You learned what technical skills they feel you have, and you learned what they feel you lack. As you plan who to offer as references, think about who can offer insights that confirm your strengths for the role, address any lack of experience or technical skills, and can attest to your capacity for growth.
- Identify the top three to five key success factors in the new job.
- Which former boss or coworker can offer proof about what you have accomplished in past roles that best mirror what you will need to accomplish in this new role?
- Think about the best anecdotes that describe your accomplishments.
- Look at the gaps between what you know and what you will need to learn to grow in the role. How have you previously closed those gaps?
2. Who should you ask to serve as a reference? Tell them why you are asking them to speak on your behalf.
The most helpful references know things about you, your job performance, and your interactions with coworkers and clients. Think about who can speak to those factors.
- Who knows what you were supposed to be doing in your past jobs?
- Who knows how well you were doing that job compared to others?
- Who knows how to measure and describe the value you brought to the role?
- Who knows what else you contributed?
- Who knows how to describe your aptitude for future success?
3. Prompt the employer to ask better questions
When offering references, most people only include a name and phone number. To help the employer ask better questions of the references, offer more information and context. Offer the name, title, company, best contact information (office and cell phone numbers, email address) and something to ask them about. Suggest topics that relate to the key success factors of the new job, your past accomplishments and your ability to master new skills.
- Ebenezer Scrooge, CEO, Scrooge & Marley, 555-1234; ask about my role in assisting Mr. Marley in leading his business unit to exceed profitability goals, resulting in my promotion to Mr. Marley’s role after his untimely death.
- Jenny, co-worker, 867-5309; ask her about my unofficial role as leader of the team; how I helped the team operate efficiently, resulting in production awards won by the team.
- Wilson Pickett, entertainer, 634-5789; ask about my role as business manager advising about tour planning, resulting in scheduling fewer performances while commanding higher appearance fees.
- Prince Charming, client, 555-6789, ask about the Cinderella Project. After my team’s security failure led to an unidentified ball attendee, my team led the investigation to identify the princess. After the initial search failed, I volunteered a new strategy that focused on unlikely candidates and found the mystery princess, leading to my promotion to Lead Investigator.
With preparation and planning, you can help your references help you get the job. You can help your future employer ask good questions that identify your strengths and past accomplishments. You can help your next boss understand what additional contributions you will make. You can help them set aside reservations about any lack of skills or experience by understanding how you have grown in past roles.
The best references connect your past, present and future. Decisions about hiring are often based on what you can prove about what you’ve already done. The best jobs aren’t just about your ability to replicate your past. The most interesting jobs present opportunities to develop new skills and move up the management and leadership ladder. A great reference can help reinforce the employer’s decision that your past performance is a good predictor of your future abilities.
Cheryl Bedard represents the best interests of candidates and clients. She identifies opportunities for success for talented executives and companies and reconciles hopes and dreams with reality.
