WHAT DO EMPLOYERS REALLY
WANT IN A RESUME?
by Wendy S. Enelow of The Advantage, Inc. used with permission
At the September 1994 Professional Association of Resume Writers' Annual Convention in St. Louis, Missouri, the group hosted four Human Resource executives for a panel discussion entitled "What Do Employers Really Want in a Resume?"
Panelists included Kathy Sconlau, Human Resource Manager of Weyerhaeuser Company; Gaye Cross, Employment Analyst with Mercantile Bank; Doreen Nersesian, Human Resource Associate with Homedco, Inc.; and Michael Herring, Executive Vice President of The Impact Group, an HR consulting firm.
In a question and answer forum, the panelists presented valuable information regarding resume review and their specific hiring processes. This is information that everyone who is actively job searching should consider and put to use in planning their employment campaign.
Bypassing Human Resources
We've all heard the adage that the best thing you can do in your job search is "bypass HR" and get your resume directly to a decision-maker (e.g., VP of Sales & Marketing, VP of Finance, CEO). Well, the adage is true. All panelists confirmed that although they are not pleased when a job search candidate goes direct to the hiring authority, if that senior manager wants to hire a specific individual, they generally get the position.
The panelists' concerns, aside from that individual's attempt to bypass their authority, were primarily related to reference checks. If a senior manager selected a candidate, and then references were verified after the individual was offered the position, there was the potential that references would not be positive and the offer would have to be reneged. From a personal observation, I believe that the HR executives were insulted by being kept "out of the loop." The end result, however, was an offer!
Cover Letters (and Salary Requirements)
Each panelist confirmed that cover letters (even handwritten, if a must) were essential. Letters are expected for all positions. Of particular note during the cover letter conversation was reference to salary requirements. What do HR executives think when salary requirements are requested in an advertisement but are not provided in the cover letter. Unanimously, the panelists agreed that if the candidate appeared qualified for the position, they would offer the opportunity for an interview, despite that fact that salary requirements were not included.
This is a critical point. Often it is difficult to determine what a specific position will pay. Although you may be interested, you are concerned that your recent salary may be too high or too low for consideration for the advertised position. We now know that it is acceptable to either (1) not include the salary requirement, or (2) state that salary requirements are negotiable.
Latest Trends in Resume Scanning
We all hear that the latest trend in the HR field is resume scanning. However, only one of the four companies represented by the panelists (Mercantile Bank) has begun to utilize this technology, and only on a limited basis. In addition to scanning each resume, they also maintain a paper copy to supplement the scanning system which still is fraught with problems.
To enhance the "scan-ability" of your resume, Gaye Cross of Mercantile, recommends the following:
- Do not use lines or borders
- Do not use bold print, italics or underlining
- Use large and clear typestyle
- Leave large margins all the way around the resume
- Do not use any color paper other than white or a very light ivory.
- Be sure to center your name, address and phone at the top.
Ms. Cross shared scanned copies of several resumes. You would be amazed at the poor quality of many of the resumes if the above criteria were not followed precisely. More than half of the resumes, once scanned, were impossible to read.
Should you send two copies of your resume? One for scanning and a more attractive one for the print file? Ms. Cross says no. The HR department is already overwhelmed with paperwork. She recommends only forwarding the copy that will be scanned.
As a job seeker, you may want to call a company and see if they scan their resumes. If so, forward a copy that will easily scan. If not, forward a more attractive copy of your resume. We all know that "image" is a major contributor to your job search success.
Age as a Consideration in the Employment Process
Each panelist agreed that age was not a primary concern in evaluating the qualifications of a job candidate. At the initial stage of the employment review process, experience was the number one consideration. (NOTE: Many in attendance questioned this statement and asked several repeated questions regarding age as a factor in determining the list of best qualified candidates. However, the panelists consistently commented that they did not use age to disqualify. We all know the stringent regulations regarding age discrimination.)
Resume Preparation
The panelists stated repeatedly that the resume is a critical tool in evaluating each potential candidate's qualifications. They search for key words and phrases, they review accomplishments, and are critical in assessing the quality of the written document. Remember, the first contact you have with potential employers is via paper. That paper must be perfect in its visual presentation and quality of the written word.
Why say ...
"Responsible for administering all financial and administration functions for a large manufacturer. In addition, supervise MIS, human resources, safety and public relations."
When you could say ...
"Senior Executive with full responsibility for the strategic planning, development and management of the entire corporate finance and administrative function for a $28 million manufacturer. Hold concurrent executive responsibility for leading the corporation's MIS, human resources, safety and public relations affairs."
Why say ...
"Formed a human resources department for a new corporation in the high-tech industry."
When you could say ...
"Recruited to launch the start-up of a complete Human Resource organization for a newly incorporated high-tech venture. Given full autonomy for establishing policies and procedures, defining staffing and management requirements, developing a comprehensive benefits program, and building the entire HR infrastructure."
Marketing is the key to effective job searching. It is critical that you be aggressive and bold in your resume.
Following are some new words and phrases ... some fresh ideas ... that you can integrate into your resume and cover letter. Although each word/phrase is used in one specific example, you can easily use these words to describe a variety of positions, achievements and professional activities.
High-profile executive management position leading the complete corporate marketing and advertising organization.
Accepted high-visibility public relations assignment working with the executive management team to launch the company's introduction into the European marketplace.
High-caliber presentation, negotiation and closing skills.
Catalyst for change, reengineering and performance improvement.
Experienced change agent successful in retraining all clinical care personnel to meet the challenges of health care initiatives in the year 2000.
Launched a series of organizational development initiatives in cooperation with new strategic plans for productivity/quality improvement.
Positioned corporation for fast-track growth throughout emerging markets.
Pioneered the introduction of a series of leading edge video teleconferencing technologies.
Transitioned business from start-up through accelerated growth to its current position as the #1 corporation in the hazardous materials remediation industry.
Created a dynamic sales culture to support the introduction of a new product portfolio.
Orchestrated a complete redesign of the MIS organization, introduced sophisticated technologies, and exceeded internal production objectives by 38%.
Redesigned corporate infrastructure to streamline/consolidate accounting, finance and MIS functions.
Proactive in leading the corporation's strategic planning and product development initiatives.
Spearheaded the development of a new transportation and distribution operation.
Improved customer perceived satisfaction through retraining all front line personnel.
Led the sale/marketing of a complete portfolio of edutainment products. (Latest buzz word for educational entertainment technology)
Drove revenues from $100,000 to $1.2 million within one year.
Realigned health care benefits programs to expand coverage while reducing expenses to the corporation.
Accepted equity participation with start-up corporation providing international trade financing for developing nations.
Fast-track promotion through a series of increasingly responsible administrative management positions.
Successful in leading corporations through critical start-up, turnaround and fast-track growth.
Provided vision and direction to reposition corporation and capitalize upon changes in technology and market demand.
Selected from a competitive group of more than 200 professional candidates for the number two position with the XYZ Corporation.
Your resume is your personal advertisement. And, just as with any other advertisement, it is largely focused on your ability to "market" your qualifications and position yourself competitively against the competition. We all hear the statistics; we all know the vast number of professionals vying for the same positions.
What can you do to distinguish yourself from the crowd and win in the job search game? To an increasingly large extent, it is your ability to market yourself. To present your qualifications, experience and achievements in a manner that is sharp, focused, upscale and aggressive.
Be aggressive, be bold, but be honest.
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