One Small Change in Conversation, One Giant Change In Your Game Plan

Mark Twain supposedly said, "Everybody talks about
the weather but nobody does anything about it."

But we can do a lot about time - in fact, we can
change our time management just by the way we talk
about it.

In my experience, there's one way you can tell when
people are seriously ready to make a move, i.e.,
start abusiness, accelerate their career, take a sabbatical.

They begin to talk about time as an investment.

You know change is in the air when you do these 3
things.

(1)Calculate your rate of return on your time
investment.

You find yourself saying, "This is not a good use of
my time." You might take time to relax and enjoy a
movie or family meal -- but your rate of return will
be high because you get meaningful (though intangible)
rewards.

(2) Assign a value to your time.

You find yourself saying, "If I hire someone to do
this, I'll come out ahead."

Or you think, "My company could automate this
process. Then each person wouldn't have to spend
hours, all doing the same thing over and over again."

Too materialistic? You can assign units of happiness
or meaning if you prefer.

(3)Focus on outcomes rather than process.

You're talking about results - not effort. You won't
mention working hard or putting in hours. You'll
talk about how you transformed a situation, earned
revenue or solved a problem.

And you probably charge your own clients a flat fee
rather than an hourly rate (and prefer to hire
resources
the same way).

If you're already talking this way, congratulations!
You're probably taking charge of your career and maybe
considering a business venture. You may be frustrated
with others who don't understand your new focus.

If not - no problem. Your value system may be
different. You may be in a different life phase. Or
you may be one of those who defy logic and still win
the game.

More: Visit

my irreverent time management guide.

Successful job search means demonstrating success

"On paper, my experience doesn't look great. As a project manager, I organize vendors and keep costs down. But in fact everybody wants me to run their projects! Even customers ask for me. Now I'm ready to embark on a job search. How can I communicate my value to a future employer?"

Three ways:

(1) Get it in writing.

When someone gives you a compliment, ask for a testimonial.

If you're self-employed, other entrepreneurs will understand what you need and why. In a corporate setting, you may need to explain a little more.

Ask for letters on letterhead, acknowledging specific achievements. It's not enough to say "Greg works hard and he's nice."

(2) Show the numbers.

"We came in 40 percent below budget on the Sherman project."

Don't lie or fudge. If you're *that* good, you'll have real numbers.

(3) Create a context for comparison.

"I was the only sales rep (out of 40 in the department) to achieve dollar goals for three years in a row."

Encourage your references to make comparisons, too: "We work with over 100 vendors a year. Linda is the only rep who takes the time to learn our unique needs..."

But...

Are you working on projects where your success cannot be documented? If you're doing more than the minimum to stay employed (and that's a judgment call), stop.

Don't quit and don't do anything to jeopardize your current position. Instead, focus on how you can become more marketable, so you can get recognized (and rewarded!) for your work in and out of the organization.

Where's the Real Me?

When you've had a series of jobs in different fields (or using different skill sets), forget trying to find the one that's the Real You.

(1) Create a good story (or "spin" as journalists say.

Practice a cover story till that you can repeat in 5 minutes or less.

(2) Think of your career as an artful mosaic, not a patchwork quilt.

Recognize the underlying pattern. Sometimes an outsider (yes, a paid coach or consultant) will help you see underlying trends.

(3) Never apologize.

Hang out only with folks who see your variety as strength, not weakness.

From Self-Employed to Corporate: Step Back or Leap Forward?

You've had your own business for the last 5 years. Your biggest customer is going away maybe your family clamors for a "real" job with benefits.

Can you survive in a cubicle after tasting the joys of flying solo?
.
Here's what I've found.

For the first 6-12 months, back-to-corporate workers tend to have fun. It’s like playing a new game. And you may get lucky and find your new home.

If it's been awhile since you did the job search thing, your resume may need a makeover.

Pick up a handful of books from the bookstore. Draft your resume. Get feedback from executives in the field and/or company you are trying to enter. If you get inconsistent or negative feedback, bite the bullet and work with a professional consultant.

Most of my clients hide their brilliance and don’t do justice to their many talents and accomplishments. These days, you have to be “out there.”

Avoid any service that promises to get you a job or get you “in front of” managers who can hire you. Stay away from the resume blasters.

(4) Expect to be amazingly productive in your new job.

Working on your own has given you perspective. You guard your time more carefully. You ask, “Do I really need to do this?” You’ve learned to figure things out yourself before you ask for help.

But once you’ve been on your own, you probably caught the bug. Now’s the time to plan in a leisurely fashion. Take classes. Visit the Small Business Administration. Attend networking events featuring business owners.

But be very, very discreet. Your company wants to believe you’re committed to stay forever, even though they rarely reciprocate.

Networking for Career Change

Career advisors tend to sum up all their advice in one word: "networking."

Too old? Too big a resume gap? Bypass the hiring process through networking.

Inevitably my clients groan: "Networking? I knew you were going to say that. I hate to network."

Frankly, I don't blame them. The realities:

(1) In my experience, people who have strong networking skills will reach any career goals faster than people who don't.

(2) You need two kinds of networking. You can network for information and network for contacts. Sometimes one evolves into the other: you attend an industry meeting and someone says, "I've been looking for someone with your skills. Since you asked..."

(3) Networking for information means asking people in a field, "What do you do? How do you do it?" It's not about asking, "What would you recommend to someone like me?"

(4) You network for contacts by crystallization: starting with someone you know and moving outward. You find someone who knows someone who...

(5) These days it's hard to get an appointment with anyone who doesn't know you. And you almost always have to pay mentors. See
Mentoring for the 21st Century

Forget what you learned thirty years ago, i.e., People are flattered when you ask for information. These days everybody has read the Parachute book and they're more likely to be annoyed.

7 Dumb Career Mistakes Made by Smart People

I was inspired to write this post after reading about a former flight attendant who made a whole bunch of these mistakes. Don't look now but a lot of smart people make at least one. Dumb Mistake #1: Posting a photo of yourself in a provocative pose on the Internet. Dumb Mistake #2: Wearing a company uniform (or carrying an emblem of the company, standing outside company HQ) while performing Dumb Mistake #1. Dumb Mistake #3: Writing a blog about your company "for therapy" and insisting it's for you and your friends. Dumb Mistake #4: Using the company email to send a personal message. I get dozens of queries every year: "Hi Cathy. I hate my job. Can you help?" All written on the company's message system. Dumb Mistake #5: Thinking your boss, the HR department or the recruiter is your friend. Dumb Mistake #6: Expecting free help. Yep, every year I get calls from senior execs who ask if we can "just talk" for an hour or so. Dumb Mistake #7: Working extra hours to help your current company when you've been given notice: you're going to be laid off in six months or less. Recognize yourself? I sure do. Why do smart folks make dumb mistakes ? Secretly they hate their jobs and are into self-sabotage. They're brilliant at career success but not career change. They're nice people who expect others to be nice too. (So far it's worked) All of the above. P.S. If you really hate your job, check this out.

Networking Tips From a Networking Event

When I first moved to Seattle, I was determined to get involved in networking. After four years in a small town in New Mexico, suddenly I had opportunities to meet prospects face to face. I loved meeting new people. And connections began to happen. But at first I couldn’t help wondering, “Will all this activity be productive?” Then last week I heard a talk by Zita Gustin. She gave us an exercise that you can try in your own group. First we shared with a fellow participant the answers to four work related questions. Then we answered a more fun set of questions. Where are you from? What television programs do you watch? What’s a good business book you’ve read lately? As Zita pointed out, we were all far more animated in the second exercise. It was fun and we discovered points of connection we never anticipated. Okay, you might have suspected some of mine: “I’m from Snohomish.” ”That’s where my dog is from! Her first owners found her in the SPCA up there.” Networking is an investment of time (and of course money and energy). Most people attend a meeting or two and then give up, saying, “Nothing happened.” But after weeks, months and years, and sometimes volunteering for committees, you begin to reap the real rewards. Over time, I’ve been greeted warmly in groups where I first felt unwelcome and out of place. Psychologist Stanley Milgram (known for his infamous obedience experiments) studied the way familiarity leads to liking. When you see the same people over and over – even when you wait at the same bus stop --- you develop positive feelings for them. Of course, I believe some networking events and professional groups are more valuable than others. Some groups have invisible barriers that keep new members at a distance. In a few dog-eat-dog fields, networking won’t be productive. In some locations, you won’t have opportunities to network productively. When I work with clients, we discuss targeted networking strategies that will most likely lead to success. But generally, if you’re ready to make a change, go hang around with some people who are doing what you would like to do. Just have fun with them and stop if you don’t. And often the best connections get made in the most unlikely places…even just because, “We both have dogs.”

3 Ferocious Career Killers (and how to avoid them)

In her book What To Do With the Rest of Your Life, Robin Ryan identifies 10 career killers. Today we’ll look at two and explore a third, all related to self-presentation. Click here to look up the book. Killer #1: Wait to be noticed. Expect that you’ll be recognized if you do good work, so don’t announce your successes. You just finished a degree, won an award and maybe got a paper published. Have you shared your news with those who have the power to reward you? Positive colleague and bosses want to hear about your successes. If their response is lack of interest or even jealousy, you’re seeing red flags all over the place. And if you’re a solo-preneur, share triumphs with customers and clients. They want to know they’re dealing with a winner. Killer #2: Demand credit you don’t deserve. Claim credit for the success of others. Brag about skills and talents beyond what you have. These days, most of us work in a spotlight. It’s too easy to be exposed for inauthentic self-promotion. Not worth the risk, in my opinion. Killer #3: Get noticed for the wrong reasons. Share potentially damaging personal information about yourself. Last weekend I saw the movie Notes on a Scandal, an outrageous example of inappropriate self-disclosures and weak boundaries. With coworkers and colleagues, you’re always “on.” Even experienced professionals can drop their guard and share personal information when they’re feeling stressed and/or lonely. We’re most vulnerable right after a major move or career change. (Did you see the movie Notes on a Scandal? An outrageous example of confiding in the wrong person, among other things.) During a career change or other transition, most people need 2 kinds of support: personal and informational. Personal support –from family and close friends -- gives you a safe place to talk about feelings. Informational support – from professional colleagues, mentors and consultants – provides perspective: you get to figure out what’s really going on. Self-presentation can be a great career challenge for anyone. Ultimately, in my experience, it’s a combination of judgment and support.

Career Advice to cope with a job you hate

Last week a reporter from Australia emailed me, getting background for an article about careers. As it turned out, the questions related directly to my ebook on "Ten things to do when you really, really hate your job." http://www.cathygoodwin.com/hatejob.html An example of the career advice I shared: Q. How do we ‘readjust’ our attitude to be able to cope in a job we don’t like? My answer: You can't force yourself by saying, "I have to like this job. I have to like this job." Instead, think of your job as a vehicle you can use to move to your next job. What can you use: Does your company offer training and education programs? Are you improving your resume every week or at least every month? Are you learning new skills? Another technique is to regard your job as a day job. Be careful to do enough so you won't get fired. But do the minimum and use your energy to work towards your real dream. Often you need to work with a consultant or coach to avoid getting caught up in the day job. It's familiar. You get a check every week. You're in a comfort zone. Let's face it: Cushy day jobs can be hazardous to your career. Believe me: I know!

What's Special About Midlife Career Change?

When reviewing career change books, I sometimes add the comment, 'This book seems more appropriate for 20-somethings or 30-somethings. But midlife career changers will resist." (1) You need different networking systems. A Young Career Changer (YCC) can ask for informational interviews. He can ask to shadow someone for a day or two. But if you're in your 40's or 50's, managers may resist opening their doors to someone who's a peer, perhaps someone who's been working elsewhere. When I taught live MBA marketing, my "older" students had trouble getting interviews for projects. "Two gray-haired men? They thought the IRS had come to call," said one student. For the record, I offered to create a special project for them, but they declined. They'd caught the fire! (2) You're un-learning a style of professionalism. As I like to say: Corporate life is like professional football. Carreer change is like playground basketball. A whole different set of moves. You can do it, once you realize what's going on. (3) Life happens. I'm not typical: my parents are gone and my next-of-kin has fur and paws. Many 40-plus career changers have teenagers, boomerang kids, aging parents and a whole lot more. Some of my clients experience health concerns, whether seeking additional medical screenings or dealing with symptoms. (4) Your day job is more demanding. By mid-career you've probably moved up the corporate ladder and you have more responsibilities. As an executive or professional you may have more flexibility but you work longer hours. And your family becomes more important. (5) Your comfort zone has gotten broader and deeper. What's a lateral move to a YCC may be a giant leap backward at mid-career. I encourage clients to consider the consquences of, say, giving up a large home for a small apartment. Some care a lot. Some barely notice -- they're too excited about the future. Success depends on feeling proud and happy, genuinely, authentically. Anything else gets in the way. Please leave a coomment for me!

[Career Change] NYT article on University of Phoenix

Did you read the New York Times yesterday - Sunday, February 11, 2007? If so, you may have noticed a big article in the Education Section: Troubles Grow for a University Built on Profits, by Sam Dillon. The troubled university was University of Phoenix. The NYT keeps a list of "most emailed" articles. This morning, today's Times reported this article achieved the Number One most-emailed status. If you had been a reader of my ezine, you'd be ahead of the game. You would know I've written an ebook that would have warned you, "Enrolling in the wrong program can be dangerous to your career." See Click here. And -- what a coincidence! -- here's a recent article from my ezine, published just a week before the Times article: Along with a nasty editorial against the dogs-in-bars measure, our local paper directs readers to a website that lists “accredited” education options: oedb.org That website should come with a warning. Many career change clients consider returning to school for credentials, degrees and/or skill building. If you’re at a crossroads, I recommend considering this option, if only because you’ll get new ideas for your next career. But I’ve been on both sides of the desk. I was just as irreverent as a professor and student as I am now. So I encourage everyone to read between the lines before signing up. The old signals of reputability no longer apply. For example: • Some universities are “accredited” but not “respected.” And unless you know how to dig deep, it’s hard to tell who accredited your university and what it means for you. • Online and distance education have become mainstream, especially business, library science and IT. • And I used to say, “Avoid a university that advertises on the side of a bus,” but some very well-regarded schools are now doing just that. Here are five ways to avoid red flags so your time and money will pay off when you change careers. (1) Can you talk to recent graduates of the program? Any alumni office should be willing to share names of recent graduates. Some will insist on getting permission to share contact info. That’s okay. But if they tell you all names are confidential, run away as fast as possible. Graduates should be proud of their training and their academic affiliations. Training programs often promise career success, but the fine print says, “No guarantees.” I’d go with the fine print. (2) Will this program really deliver the results you want? “Tom” signed up for a regionally accredited university’s doctoral program. Thousands of dollars later, he discovered he could not get a teaching position in his local colleges. I’ve heard many stories like Tom’s. Talk to hiring managers and university administrators before signing up. (3) Are faculty listed by name and degree? If more than a few professors graduated from the same program you want to enter, look elsewhere. Diversity means quality. No list of faculty? Forget it. (4) Do you know your own learning style? Are you an auditory, kinesthetic or visual learner? Auditory learners can face unique challenges in online programs. Kinesthetic learners like to develop skills on the job – they prefer action to classrooms. If you face special challenges, such as attention deficits, stress, and/or dyslexia, talk to an independent licensed professional before embarking on your new venture. (5) Can you afford the tuition easily? I don’t recommend going into debt or taking big risks, except in very rare situations. If your company pays the tuition, go for it – but be sure your program or degree will have value if you change jobs and/or careers. Some degree and professional programs will actually drag down your resume. But don’t let me discourage you – really. Exploring programs and reading catalogs will stimulate your creative juices and help you identify what you really want, in or out of school. Need more? Of course you can consult with me one-to-one. You can also read Back to School for a Midlife Career Change Click here!

Laid off? Outplacement For Job Search: The good, the bad and the ugly

This morning's Seattle Post-Intelligencer ran an article about outplacement services, a newswire story that originated in Providence, RI. The story's theme: Companies try to help laid-off workers get jobs by offering outplacement. These services do an inventory of skills and interests, then try to help laid-off workers find new jobs. Company spokespersons note that about 2/3 of lower-level managers and half of senior level managers within 3 months. So are they successful? What I tell my clients (1) Outplacement firms work for your employer, not for you. Their goal is to defuse emotions so you won't sue (or worse). They want to place you as quickly as possible so you'll move on and, incidentally, have no reason to make a claim on your previous employer. If you're earning a good salary, you can't claim financial loss or hardship. (2) Let's get real. Most outplaced workers are employable and even marketable. If you've got a good track record with Firm Blue, if you're not above the age norms for your field, and if your industry isn't about to go belly-up, then you have a good chance to win a similar position in Firms Green, Yellow and Orange. A few job hunting strategies will go a long way. (3) Most aptitude and interest tests are a waste of time and money. See my article on this topic. Outplacement firms use them to gain time: you'll do well on these tests and get into a better mood, so you're more likely to do well on the job market. But when push comes to shove, your outplacement firm doesn't care if you're happy. They want you employed so you make them look good. Is this goal bad? Not necessarily. Getting on a payroll -- any payroll -- often makes a lot of sense. Just don't kid yourself about what's going on. (4) If you're over your industry age norms, outplacement firms may not help. Above a certain age, you need to consider self-employment, whether you have the aptitude or desire. By all means continue looking for a real job with benefits. But insist on an interview with your local Small Business Administration. I have a list of resources to help my own clients and website visitors get started on the Internet. Learn more. (5) You may get lucky. Some outplacement firms have superb consultants and wise leadership. Others do not. Several years ago I met a displaced executive who had no luck with the resume his outplacement firm had put together -- a functional resume that did not show off his superb track record. I made a few suggestions and he was soon happily employed. OK, I am tooting my own horn here, but many career consultants could do the same. I find that outplacement services seem to recommend functional resumes, which turn off employers. Experienced career consultants rarely recommend them. See my own ebook: Irreverent Job Search Guide Bottom Line: If your company offers outplacement, don't turn it down! But stay aware of realities and don't surrender control of your job search to anyone, ever.

Career Change: Not Just a Transfer of Skills

Q. “I’ve been a teacher. Can I transfer these skills to become a trainer or professional speaker?” A. You’ve probably heard, “Career change is about transferring skills.” As far as I’m concerned, that’s an urban legend. Skills transfers make sense for some jobs, such as telephone operators who become call center reps. But managers often don’t transfer skills. They join tribes. Teaching and training both call for speaking in front of groups. There the resemblance ends. Teachers have captive audiences. They don’t structure lectures the way a trainer will design a session, much less the way a professional speaker will develop and present a motivational talk. Whether you join a company or offer your services as a consultant, you’ll be expected to join a tribe, with unwritten rules, norms and values. You may be a gifted writer, but some public relations jobs require a degree in journalism. A marketing or business degree won’t count. (1) Use talents to choose a life that feels meaningful. You will probably be most happy and successful when you use your natural talents. And you’ll feel purposeful and authentic. (2) Use skills to create your career makeover. To earn a living, you sell skills, whether you work for a company or for yourself. In other words, you package your talents and get evidence that you know how to use your talents in a way that benefits an organization, group, community or person. ➢ You may have artistic talent, but you get paid for producing a work that will sell in a gallery, designing a website, or creating a knock-your-socks-off advertising piece. ➢ You may write brilliantly, but you get paid for producing articles or books on deadline in a form that meets the demands of your market. ➢ You may be a naturally intuitive person but you get paid for helping clients make measurable changes in their businesses, relationships and/or lives. (3) Get credentials that have meaning to the tribe you want to join. “Vaughn” found his MBA didn’t count with a group of publicity executives. They valued journalism degrees. “Carla” drew rave reviews from students but needed a PhD to get a full-time university job. “Pete” found he needed a CPA to compete for high-level finance jobs, although he’d made money for several companies. When I began to seek speaking opportunities, what drew a sparkle to the eyes of meeting coordinators? My Ph.D.? My years of teaching and speaking on services marketing? My media credentials? Everything helped. But their eyes lit up when I told them I took second place at the regional level in a humorous speaking contest, sponsored by Toastmasters. My former university colleagues would have dissed the whole idea (“you got involved in what?!”). But to my new tribe, this award had real value. Somehow I’d managed to pass an initiation rite without realizing what I was up to. So I encourage my clients to think of the 3-step process – talent to skill to credential – and go where they’ll be valued. You may reprint this article in your ezine or blog if you make no changes and include this resource box with live links: Cathy Goodwin, Ph.D., is a career consultant specializing in midlife professionals who want to manage any area of their career: office politics, job search, career advancement or striking out in a whole new direction. Visit http://www.cathygoodwin.com Discover the 5 essential ingredients of successful career change: http://www.cathygoodwin.com/subscribe.html

Retirement Careers: A Controversial View

?

Some time ago, Wall Street Journal featured a long article about starting a business at retirement age. The article took a cautious tone. Don’t gamble all your life savings on a business. You won’t have time to recover from a massive failure (as you would at 20 or 30). And so on. But as the article itself pointed out, sometimes you don’t have much choice. When we turn sixty, fifty, or even forty-five, the job market begins to fade. Career articles try to convince us we’ll just love working in a bookstore, serving burgers or working long hours at a “part-time” job with no benefits and no path to promotion. Our number one goal, they would have us believe, is flexibility so we can go see the grandchildren whenever we want. Now it’s fine with me if you have grandchildren and love volunteer work. But if you don’t fit the mold, you’re probably on your own. When I was feeling restless while living in New Mexico, a well-meaning neighbor suggested, “Why not become a Pink Lady at the hospital.” Since my relationship to hospitals can be summarized as, “They’ll have to carry me in feet first,” I realized it was time to get serious about growing my business. Here’s what I tell my own career-changing clients. (1) Plan early for self-employment. You have a window of opportunity from age 40 to age 50. Use that time to get credentials, move as high as you can in your professional field and grow your financial net worth. From 50 to 60, plan what you’ll do for retirement – your post-career career. You may want to spend thirty years with golf and fishing. You may choose employment rather than self-employment – and you may get lucky with a career you love. But I recommend creating a Plan B just in case you get frustrated, bored and/or restless. (2) Rehearse for the Real Show. While you’re still working, begin a self-employment sideline in a playful, “no big deal” spirit. And while you’re earning a good salary and stashing your cash, now’s the time to find mentors and hire resources. Take classes. Read books. Conduct informational interviews. Explore. In my experience, choosing the right resources (and losing the losers) is what creates success. (3) Count on the long haul. I’m no medical expert, but I keep reading, “Fifty is the new 30. Sixty is the new 40.” Since I joined a weight training class at my local gym, those claims seem even more plausible. Twenty or thirty years is a long time to set your brain on cruise control. When I talk to retirees, many seem bored, although they make fervent denials. I vividly remember a former neighbor who claimed to be enjoying a comfortable retirement, living in his dream house with a view of the mountains. But he kept asking everyone about their lives (“What was the plumber’s truck doing outside your house? ”) and offering free advice on everything from finances to fertilizers. After awhile, we’d run when we saw him coming. Another former neighbor became a recreational shopper. She had been a business dynamo and now her energies turned to retail. Her large home filled with souvenirs, books, clothes and memorabilia. Me? I'd rather be working. You may reprint this article in electronic media if you make no changes, use the following resource box and inform me of use. Cathy Goodwin, Ph.D., coaches midcareer professionals who want to transform career breakdowns to career breakthroughs. Learn why most career change doesn't happen and how to make yours a reality. http://www.cathygoodwin.com/subscribe.html

[Career Change Strategy] The Real Deal on References

Q. I'm changing jobs. Before leaving my current position, should I get letters of reference? A. Probably not. In my experience, corporate employers rarely pay attention to "To Whom It May Concern" letters. They'll prefer phone calls that aren't recorded. When they need a letter, they'll have their own forms and they'll want letters sent directly to them. But before taking off, take time to set up your references for future calls. (1) Research the way your present boss normally handles references. Some well-meaning managers avoid giving anyone a glowing recommendation. "Nobody's that great," they'll say. "I want to be honest." But of course everybody else exaggerates and your reference's "honesty" comes across as concern. Other references are just clueless. My colleague "Nick" genuinely wanted me to get a great opportunity when he wrote a letter for me. But he added a line suggesting I might be "somewhat eccentric." Luckily an interview committee member asked me, "What on earth does he mean?" "We're friends," I said, truthfully, and reached for the phone. Nick was completely baffled ("I meant it as a compliment") but he agreed to revise his letters so I'd sound like a serious candidate in all respects. (2) Get permission to list references and be sure they're "live." Your boss may be required to refer all calls to Human Resources. Or she may be moving to a new career and you're part of the past she wants to forget. In my former life, students often asked if they could list me as a reference for jobs and graduate programs. But sometimes I'd get a surprise request from someone I barely remembered, creating awkward moments for all of us. (3) Watch for red flags. If your job prospects get derailed mysteriously, over and over again, consider hiring a resource to check your references. They'll call to say, "I'm checking references on Tim Toole." They won't pretend to be an employer; it's rarely necessary. One reference-checking consultant told me, "The manager who answered the phone said, 'Just a minute.' Then, without covering the mouthpiece, he yelled, 'What did the lawyers tell us to say about Tim?'" (4) Discover the common practices and unwritten rules of your own industry and field. University professors and administrators typically submit three letters of reference with each application. Often these references will be mailed directly to the hiring department but they're standardized and prepared ahead of time. By the time you've gained some seniority in your field, you're probably familiar with standard hiring prospects. But when you need to change careers, talk to some well-connected recruiters. Talk to managers who have actually done some hiring in recent months. (5) Be proactive. Let's face it: writing reference letters adds hassle to somebody's day, especially when your reference is not familiar with your target market. If appropriate, offer to follow up or draft a list of key points to emphasize in the letter. If you liked this article, you'll love my Irreverent Guide to Job Search: Download here and jump-start your career change today. Get articles like this one delivered to your inbox each week. Start here.