St.Louis Business Journal
LINING UP YOUR REFERENCES IS A KEY ELEMENT OF SUCCESSFUL JOB HUNTING

By Anna Navarro

February 2008  

Author's note: Client stories in this column are based on actual situations fictionalized to protect privacy and told with permission.



Good references can make or break your bid for a job. It’s important to select them carefully. But don’t stop there. You need to do a lot more to maximize the chance they’ll do a great job for you.

Here are the steps I suggest you take:

Select references who know you. While it’s always nice to have a heavy hitter batting for you, by far the most important concern is that your references care about you, and are able to speak to the quality of your work and character. It won’t help much if you have a big name reference who says they only know you from neighborhood social gatherings, or who doesn’t return an employer’s call.

Credibility is important. While big names aren’t crucial, the credibility of a reference is. Current or former bosses, colleagues, and customers are all credible references. Pick people who have actually observed your work and are reasonably articulate and savvy. This will enhance the weight of what they say.

Some companies will not allow employees to comment on the work of former or current subordinates or peers, for fear of a lawsuit. If that is the case, tell prospective employers, so they understand why you aren’t listing someone from a particular former place of work as a reference.

Ask for permission before listing someone as a reference. Asking for permission is a mandatory courtesy. Serving as a reference requires a person to take time out of their busy day to answer an employer’s questions about you. While most people are happy to do this, it is a favor and shouldn’t be taken for granted.

Tactfully coach your references so they can do a good job for you. Contacting someone to ask if they will serve as a reference also provides an opportunity to let them know what kind of a job you are looking for and why you think you’re qualified. This is particularly important if you are switching fields, and the potential reference doesn’t have first hand knowledge of what employers are likely to value.

If at all possible, make this contact by phone or in person. It allows for more give and take than an email.

Ask your references for confidentiality. Some references have been known to slip innocently and say to a third party “I heard from Johnny the other day. He asked me if he could list me as a reference…” And before you know it, the rumor mill is running. To prevent this, it’s best to say something like: “ I’d appreciate if you’d keep this in confidence. Is that OK with you?"

Write references to thank them for being willing to help you. Follow-up the conversation asking for permission to list an individual as a reference with a thank you note (this is preferable to an email!) The note should express appreciation for their help, and recap what you said about the position you are seeking, what employers are likely to be looking for, and why you’re qualified. This allows the thank you note to serve as a reminder of the major points in your conversation. Enclose a copy of your resume for their information.

Keep your references up to date on your job hunt. Send occasional brief “news bulletins” about how your job hunt is progressing to your references. Cover what jobs you’re pursuing and any specifics about what that employer wants that is different than the norm. This can be done by email, saying you just want to keep them posted and it isn’t necessary for them to reply. This will keep you more “top of mind” with your references, and sometimes even remind them to tell you about leads.

Start lining up your references as soon as you are ready to start job hunting. The steps I’ve just outlined take a while to accomplish, so it’s best not to wait until you need a reference to start the process. You can always add a reference later who you think might carry more weight with a particular employer.

Aim for three references. Most employers ask for three references, so this is the number you need to be prepared to offer on the spot.

In a slow economy, with jobs scarce, doing a good job of lining up your references can make the difference between landing a job and coming up empty handed.

Anna Navarro is the founder of Work Transitions, a nationwide career consulting firm that trains independent career strategists and consults with individual clients.

This column was originally published by the St. Louis Business Journal. The actual title of the column and date in which it appeared in the Business Journal may be slightly different from what appears on WorkTransitions.com.